Garrett

Herb is trying out a new marketing strategy for his real estate business. He is sending out postcards and building a farm in his local area. He doesn't expect immediate results but believes sticking with it is important. However, Garrett suggests that door knocking might be more effective and cost-efficient. Herb agrees and mentions that he can visit multiple houses in a short amount of time, saving money on postage. He also values the face-to-face interaction and believes it has a higher chance of getting leads. They discuss the cost of mailing to a large group of people and how it may not be feasible. Herb mentions a marketing program called Chris the Mayshore that he is considering. Garrett advises Herb to join EXP, a real estate company that offers more support and collaboration among agents. He explains that traditional brokerages are focused on numbers and often don't provide individualized attention. Garrett believes that joining EXP would help Herb succeed in the industry. Hello. Hey, Garrett. It's Herb Rim. Hey, Herb. How are you doing? Doing great. How are you doing? I'm doing well. I'm writing some, filling out some postcards and building a little farm, so. All right. There you go. How long have you been doing that? Just probably about two weeks now. I'm just going to do a little section, kind of the corner of each part of the county here that I'm familiar with and just trying it out. Fairly new to it. What are your expectations for results? From the classes that I've taken, some of the, because we do have a mastermind type class, too. I don't expect much. It's more of a, I guess it's more of a long, you know, something to come around maybe next year. It's not an immediate. The thing that you got to do is you got to stick with it. Yeah. That's where a lot of people, you know, it doesn't work because once you do it, you kind of got to stick with it and it is expensive. Yes, it is. I'm doing some handwritten ones. I did do some fancier ones here in my first run, but I did pick up some, just some handwritten ones and putting my cards in there and stuff like that. You know, one of the things that, from my experience, I think, I think it's cheaper and easier to get in your car and knock a bunch of doors. Okay. Honestly. I mean, because what you're looking for, and here's why, because I can visit five houses in about 10 to 15 minutes or more than that, maybe 10, right? And if you think about it, it cost me about a dollar to send out a letter. Yeah. So, I can recoup, if you want to call that, I can recoup five bucks in 10 minutes times six, that's 30 bucks. So, basically, I saved 30 bucks. It just cost me a little bit of time. I mean, I'm trading money for time, but in the beginning, when I'm starting out, it's a whole lot cheaper. But, I'm also getting the benefit of, I knock on some doors, and maybe out of five doors, I get someone to answer the door. So, I actually get a face-to-face appointment meeting with somebody. Yeah. And that, I value at 100 bucks. Okay. Okay. Okay. And so, my net return for door knocking is way greater than sending out a bunch of postcards or letters or whatever. Okay. And so, that's the way that I look at it. So, like, if I was starting, if I had to do it over again, I probably wouldn't do what you're doing right now. I'd be out there and pounding on doors. And the thing is, is that people are home. A lot of people are working from home now. And the older people are also at home because they're retired and maybe thinking about moving or, you know, because home prices are up, they want to move next to their kids so that someone can take care of them. And they're thinking about that. That's what's on their mind. Right. And you'd be surprised how many people will actually go like, oh, well, how much do you think my house is worth? And let you in. Yeah. And so, all of a sudden, you got instant rapport. Just be really nice and conscientious and tell them that you're a professional and, you know, that's great. Yeah. I mean, the other thing, too, is you can telephone prospect and cover huge territory. It costs you practically nothing. Nothing in gas. You can, you know, like ring, ring, ring. It takes like, you know, you might be ringing for 20 seconds if no one answers you on to the next one. And then you get to talk to people live on the phone and see what's going on and how you can help them. Yeah. True. And you can focus in any area that you want. So, you know. That's what I've been kind of doing to my little, I've got a, everybody's your friend, escrow company, so they kind of help me out. Uh-huh. You know, build your little farm and help you. Yeah. Yeah. I mean, you can mail them, but, you know, what I do is I used to like door knocking. And so that way you find out, oh, is this guy in or out? Or is this guy, you know, somebody who's going to be thinking about it in the next year? Right. Or is this guy just a total waste of my time? Right. And then I put the ones that were potentials on my list and then I would keep mailing them. That makes sense. Because if you mail everyone, because here's what it is. Here's, I mean, I started out and I did the same thing because that's what they all told you to do. Right. And that's old time business in marketing. It's not, you don't do it that way anymore. But if, think about it. So, like, how many people in your farm? 500? Yeah. Yeah. So, 500 bucks. If you were to mail every single one of them every month, it's going to cost you 500 times 12. It's going to cost you $6,000. Yeah. Not feasible. If you get one deal out of that, well, that pretty much ate up all your profits. Right. So, that means you have to get two deals out of that. Right. So, 500 people, and let's say only, you know, you get like a 1% response rate on that. After mailing for a whole year, which I can't even say that that really happens, but let's just say you do get a 1% response rate. That's five potential leads. And let's say, or people calling you maybe on those. And then out of that, maybe one of them is actually going to be in the market. And then out of that, you've got a 20% chance of getting the deal. Yeah. So, $6,000 just down the toilet. So, I can show you how to spend $6,000 and you'll get tons of business. Yeah. It's not minimum. Wow. Okay. So, you know, what might be a good idea is – oh, you dialed into that one thing where we were starting to talk about some of the Chris the Mayshore marketing program that we have? Correct. But then I think you kind of jumped off after a little bit, which is fine. Yeah. I had an appointment. I had an appointment. Yeah. That's fine. At least, what did you think of that? What did you think of that part that you saw? It was good. We do have a version, like, of our mastermind class, you know, some of those things that you guys were touching on or she was touching on. Whether they're the same or whether, you know, I benefit from one or the other any differently is yet to be determined. But it is a great way of going about it. It would give me a different look, you know, a different version other than being, you know, in a small, I guess – well, definitely a smaller market. You know, with a local broker, it's definitely a different way of going about it that you guys have, for sure. Two comments. One, you know, the small local broker, here's the thing. The small local broker. Okay. So, you got a broker who's going to show you, maybe, if they have the time, and maybe their masterminds are cool. I don't know. But I haven't gone to it. But they're going to – you have exposure to one person telling you maybe what might work for them. And honestly, on the broker side, most brokers don't really personally give a shit about any one of their agents that are working for them. They look at it as, how many people can I get, and I'm going to play the law of averages. And it's all a numbers game, just like real estate's a numbers game. They're looking at it like, how many people can I get signed up under my brokerage? And, you know, maybe – like, here's the truth. Eighty percent of them aren't going to be able to stand on their own two feet and make ends meet in this business. And that's why you got a whole bunch of newbies that fail within the first five years. So, the business model for brokerages are, get as many people as you can to sign up with your brokerage. Give them something that at least kind of makes them happy. And then maybe some of them are, like, so super self-motivated and they do all the right things or they just get lucky and they survive. Meanwhile, you're going to have a whole bunch of people that turn over and you're going to have to replace them with new ones coming in. And that's the way that the traditional brokerage model has been operating for the last 20, 30 years. Okay. The other thing about the traditional brokerage model is in that room where you're – are you in the office right now? No, no. I'm at home. Okay. Well, when you're in the office and sitting there at some desk, you know, most of those desks are empty, are they not? Yep. Yep. It's a ghost town. It's a ghost town. Why? Because being in the office doesn't make you money. Yep. And then even if it – even if there were people sitting in that office and you walked up to them and you say – and there's, like, you know, the guy that's doing tons of business, you walk up to him and say, hey, what you working on? He's not going to tell you. Yeah. Because you're working the same neighborhood as him. Exactly. He has absolutely negative interest in seeing you do good. True. So, this is why when I made the switch to EXP, my business is exploding because of all the good shit that I am being exposed to and I'm implementing the strategies of winning real estate agents all across the country and we have gobs of them and they're all willing to help all the other EXP agents because we all kind of have, like, an ownership share in the company. Yeah. We're all on the same team working together to kill it. Yeah. And that's where the old brokerage model just is prone to lots of agents failing. Yeah. And I take it you want to be successful at this. Yeah. That's the goal. So, you know – That's where all my eggs are in. I don't – I'm not – this isn't part-time. Right. I mean, I – this is what I've done. My mind is, so – I'm going to tell you, I would love to get you involved with this EXP thing. Not for selfish reasons. Actually, just to see you succeed. Yeah. I just – You know – I just feel – I don't know. You have – you've been in the industry for quite a while, so going over to EXP was probably nothing for you. Yeah. I feel like I need to, like, get one or two under my belt as far as, you know, selling or, you know, going through an actual purchase contract before, you know, with people that I can sit with, you know, still, like, at a brokerage. I just don't – how does that – what does that look like if I was to go to EXP now, not – If you went to EXP now – look, I totally get it. But if you went to EXP now, I can tell you this much. When it comes down to sitting down with somebody to help you through a transaction, we have you covered. And here's why. Number one, you're a new agent. So you would automatically be enrolled in the mentor program. Okay. So we pair you up with somebody specific. They get 20 percent of the transaction income. Okay. But they help you through the entire process, which is what you need. Hold your hand through it. Whether or not you're sitting face-to-face or on a Zoom call, it doesn't matter. Okay. That's the way I see it. Okay. We also have the EXP world, which honestly is like going into an office and people are actually in there that you can actually – just like I'm talking to you right now. We have a conversation, just talking, and they're like right there. It's like you're walking up virtually, and they're right there. Yeah. Okay. So we have all of that available to you. And the beauty of it is that you just don't need to have an office to go into. Like I'm sitting in my house right now. Like I have a workspace, which is a bedroom, with a desk in it, and I close the door. The door's closed. I am not here. Don't bother me. Yeah. I open the door, and yes, I may be working, but you can come on in. Okay. Okay. And that's how that works in terms of like collaboration. And I don't feel alone at all, not in the slightest. In fact, I probably missed three online meetings that my group, my team had today, but I jumped on the last part of one of them. And these are all people that I know and love, and way more collaborative, and we're all working on sharpening our swords every day. Okay. And in terms of training, all that, like there's more than you'd ever need over here with what you get. Like you want to know what's going on in your state, recent changes to the forms, the whatever. We have that. It's all available to you. Yeah. California's ever-changing. Seems like the last couple months. They all are. They all are. But, you know, there's always something new on these forms that you're going about. And if you need help or like what is this, you got someone you can call right away. Like my experience in traditional brokerages, there would be like somebody that you'd, you know, get in touch with if you had a question or something. Meanwhile, you're sitting there on pins and needles, biting your nails, going like, when is this guy going to call me back? It's like, shit, my client's pissed off or this is happening. I don't know what to do. And it's like, oh, shit. And you're waiting for that phone call, and then they finally get around to calling you. Yeah. Here, I can get a response within five minutes or less or like even two minutes or one minute or right away. There's somebody ready to take your call right now that has gobs of experience that can guide you. Okay. That's the difference. So, like, next thing that we can do is, you know, I'd love to introduce you to one of my business partners in Las Vegas. Her name is Wendy. She's a kick-ass agent. She used to be a broker. She sold off her brokerage and went the EXP model and has never been happier. She sells about 50 homes a year herself. She runs a team of about, she's got like eight or ten direct agents that are on her local team. And then she's building her EXP organization as well that has about 45 people in it. Wow. Yeah. And that's just one. That's just one. You'll have her, me, a bunch of other people watching out for you so that you become successful. Okay. That's what it's like. I mean, or you can just stay where you are and do this slow growth, slow pace kind of thing, which is fine, but it's going to be a long time until you grow. I know because I've been there. Yeah. I've been right in your shoes and disappointed. Yeah. It's not a great feeling. Yeah. Because you've got your wife going like, oh, honey, what's happening? How'd you do this week? Where's the next listing? Or where's your client? How many clients are working today? Anything happen? No, honey, nothing. I'm working on it. It takes a while. Yeah. Yeah. Yeah. We can show you how to turn on the lead volume and turn it into a real business and have it be a lot better than where you're headed right now. Guaranteed. I guarantee it. Okay. All right. Let's definitely... Let's do this. I can set up an appointment where we do a three-way Zoom call. Give it a second to pull up here. Oh, come on. One second. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. Okay. 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