Courses Offered

WEBVTT 00:02:30.000 --> 00:02:34.000 Hey! 00:02:34.000 --> 00:02:43.000 Look, I, found you all Hi, guys, sorry about that I was stuck in a backstage room by myself, talking to myself, and with that we have started. 00:02:43.000 --> 00:02:55.000 I would love. Everybody to please say, okay, please say, please go and cam up everybody. 00:02:55.000 --> 00:03:03.000 Let's make sure that I've given you that I recently switched over To Webinar welcome to technology, Mr. 00:03:03.000 --> 00:03:20.000 Edwards, Mr. Audited, your linkedin, you might want to be a little bit nicer to me, sir, but I like, yeah, I apologize for being late I wasn't I was stuck in a room and couldn't get over to you guys, and so here, I am and I have so much fun. Stuff. 00:03:20.000 --> 00:03:21.000 To share with you I promise you'll forgive me. 00:03:21.000 --> 00:03:27.000 I apologize for Previously and We of course we'll stay later. If you are able to. 00:03:27.000 --> 00:03:32.000 So that I can make that up to you. If you can cam up that'd be awesome. 00:03:32.000 --> 00:03:35.000 If it's says that you don't have the capability. 00:03:35.000 --> 00:03:57.000 I'm just gonna promote you all to Panelists so bear with me while I do that it won't take Very long so that way, you have the capability to go ahead and came up with me cause that is I wanna be able to see you i'm gonna go. To oh, my gosh no 00:03:57.000 --> 00:04:00.000 I'm, just it just popping you guys up without giving you a warning did it? 00:04:00.000 --> 00:04:05.000 Just did it give you a warning that you were going to be on camera today 00:04:05.000 --> 00:04:11.000 Okay, cause I don't want anyone to be like changing out of their workout clothes, or anything. 00:04:11.000 --> 00:04:12.000 Okay, I'm about to hit you. Jerry. Porter, we've got some legends in this in this, with us. 00:04:12.000 --> 00:04:21.000 Oh, you've got my sorry brother Justin Bulkins. 00:04:21.000 --> 00:04:30.000 Welcome everybody. I hope you're ready. I have been preparing specifically for this, group, that registered 00:04:30.000 --> 00:04:42.000 Okay, you all should be good to go Hey, Justin. How Emily, nice to see you does everybody get the opportunity to be a panelist. 00:04:42.000 --> 00:04:48.000 If you did not please shoot me a chat, please if you don't want to be on camera. 00:04:48.000 --> 00:04:54.000 There's only a couple of people that gave me the warning of course it. 00:04:54.000 --> 00:05:00.000 Didn't go to you Stan Edwards see 00:05:00.000 --> 00:05:04.000 Okay, we're getting everybody in. 00:05:04.000 --> 00:05:23.000 Hi Evan, Hi Kelsey, Hi Neil, Page I want you up here with me, someone see Ya Stan I've sent it to you a couple of Times Hi, Nathaniel Meal we got Evan you look exactly like your Linkedin photo now, it's just Moving Alright. 00:05:23.000 --> 00:05:27.000 oh, we definitely need Evan up here, it's just allowed to talk. 00:05:27.000 --> 00:05:33.000 I'm gonna give you that courtesy oh Infleti Alright, I'm gonna invite you one more time. 00:05:33.000 --> 00:05:34.000 Jerry if you don't take it. I'll take the hand. 00:05:34.000 --> 00:05:44.000 Okay, welcome. Everybody. I'm stoked about this. So you are all in for the and it is being recorded 00:05:44.000 --> 00:05:49.000 I know it says no recording that meant for you guys, but not for me. 00:05:49.000 --> 00:05:54.000 Obviously, is that a photo Jerry, or you like, is are you frozen? 00:05:54.000 --> 00:05:57.000 Oh, my God, there's Jerry Porter! 00:05:57.000 --> 00:06:04.000 Hi Jerry, you're you're Muted if it's red, it means you're me. 00:06:04.000 --> 00:06:07.000 No, I guess not. It just means that. There's a slice through it. 00:06:07.000 --> 00:06:18.000 I made everybody's names really Hi, Jerry, we can't hear you but Jerry is a legend, and the Tenant rep industry. 00:06:18.000 --> 00:06:19.000 Oh, hello! 00:06:19.000 --> 00:06:26.000 Can I. So this was open for people. Good, morning. Nice to see you 00:06:26.000 --> 00:06:41.000 I like I flew to la made up a fake meeting just to meet him about 5 years ago I said, I had a meeting in Los Angeles and I didn't I don't know if you if you know that part yet I might have just embarrassed myself. 00:06:41.000 --> 00:06:50.000 So raise of hands. If you are currently a tenant rep practicing for at least 3 years. 00:06:50.000 --> 00:07:00.000 Okay. Okay, so I'd say like, about half. Maybe and then how many of you want to be a tenant rep but you're like, how does this work, I'm thinking about it am, I gonna make. 00:07:00.000 --> 00:07:07.000 Some money? Okay, where are you at Dennis 00:07:07.000 --> 00:07:11.000 Let me unmute myself, so can you hear me 00:07:11.000 --> 00:07:18.000 Yep, you hear you perfectly. 00:07:18.000 --> 00:07:19.000 Okay. 00:07:19.000 --> 00:07:21.000 Okay. I am headed into my third year and I've been mainly buyer and tenant wrapping Yup. 00:07:21.000 --> 00:07:25.000 Okay, sorry, I also, I usually, have a moderator in rooms. 00:07:25.000 --> 00:07:27.000 To help me. And I'm I'm usually in person. 00:07:27.000 --> 00:07:42.000 So if you want to keep your mic on Mike or uns muted, kind of like, we're in a classroom setting and I'm just staying in front of you, with the Hands Going and I'm Walking Back, and Forth That's Totally Cool you know unless you have like kids running around or 00:07:42.000 --> 00:07:48.000 Yappy dog, but that might be better. It's more conversational that way, and it will go a lot smoother in my opinion. 00:07:48.000 --> 00:07:50.000 So if you have the ability to stay on Mute muted. 00:07:50.000 --> 00:07:51.000 That's, that's the definitely the preference it's really great to see all of your faces. 00:07:51.000 --> 00:07:59.000 I really appreciate all of you, signing up for today. 00:07:59.000 --> 00:08:02.000 Great to see you, justin I'm loving the mustache. 00:08:02.000 --> 00:08:08.000 So I'm gonna go ahead and share my screen, and we're gonna get going here. 00:08:08.000 --> 00:08:13.000 Now I wanted to do a poll, but it's so much easier just to have a conversation. 00:08:13.000 --> 00:08:17.000 What is the main thing, that you're wanting today. 00:08:17.000 --> 00:08:21.000 So in the advertising, I we're gonna talk about 2 or books. 00:08:21.000 --> 00:08:24.000 Can you all see my screen. 00:08:24.000 --> 00:08:31.000 Me just sitting there with win in my hair. Just no one knows what's happening, especially me. 00:08:31.000 --> 00:08:38.000 I. And then we're talking about 2, or books today, digitally and Printed I've done printed my whole life. 00:08:38.000 --> 00:08:46.000 But I feel like it's going from blockbuster to streaming at this point got Adapt and We're gonna talk about my Cem, probably get an email a day to 2 emails, a day about it. 00:08:46.000 --> 00:08:52.000 It's my secret sauce, I feel like if I died. 00:08:52.000 --> 00:08:55.000 This business could go on and I could sell it. I think that's what takes you from an entrepreneur. 00:08:55.000 --> 00:09:00.000 Is somebody that wants to be an entrepreneur 00:09:00.000 --> 00:09:04.000 It's the game, changing effect, right. It's where you store all your data. 00:09:04.000 --> 00:09:07.000 It's not in excel, I love excel too. 00:09:07.000 --> 00:09:13.000 So it's going to go over. I plan to go over all of that with you and then prospecting. 00:09:13.000 --> 00:09:16.000 I'm mostly in Hired to speak about prospecting. 00:09:16.000 --> 00:09:20.000 So I want to hear from all of you. What is the main vocal point. 00:09:20.000 --> 00:09:25.000 You're hoping to learn from me today. 00:09:25.000 --> 00:09:30.000 Like if you had to Natalie I know how to do a tour book, we're gonna go through it. 00:09:30.000 --> 00:09:31.000 But what are you wanting to know how to get clients? 00:09:31.000 --> 00:09:46.000 Cause I left Kushman and Wakefield with Goose, Egg and then built a 1 million dollar business, all my own clients, not one through a network is that what you're hoping to get from me today, how to build on new Presence, Around the United States, how to be the phone Call for the Person. 00:09:46.000 --> 00:09:48.000 In your city. 00:09:48.000 --> 00:09:49.000 Yes. 00:09:49.000 --> 00:09:56.000 Yeah, yeah, so, for my part, I just started this year, and I worked with a few attendants. 00:09:56.000 --> 00:09:58.000 So far, but I'm not really clear on don't have. 00:09:58.000 --> 00:10:05.000 Since I don't have a ton of experience from that kind, of curious how to build that build that business. 00:10:05.000 --> 00:10:11.000 And start, you know, bringing in sourcing clients and the most effective way, to start, say, to do that lots of ideas, but 00:10:11.000 --> 00:10:23.000 Okay, that's a different. Way. Okay, kinda like a I'm gonna show you the inside of my drip Marketing campaign I'm, gonna show you the tools that I use and I'm gonna go on a specific order, so it's not too. 00:10:23.000 --> 00:10:28.000 Overwhelming. You are gonna leave today. I was gonna do one hand out i'm gonna do 3 handouts today. 00:10:28.000 --> 00:10:43.000 As well, as send you all the links to all of the tools that I use, because there could be 3 of me, and there wouldn't be enough of me to go around so I need as many things as I can have to make me, better and I have 2 assistants, that help me as well, and it's still just 00:10:43.000 --> 00:10:48.000 Not enough. So I want to make you as efficient as possible. 00:10:48.000 --> 00:10:50.000 Page. How about you? What are you hoping for 00:10:50.000 --> 00:10:54.000 I think, my 00:10:54.000 --> 00:11:02.000 This coming up with a up process for prospecting. 00:11:02.000 --> 00:11:03.000 Okay. 00:11:03.000 --> 00:11:08.000 Oh, okay. I work with the team, 2 gentlemen, their mentors that have been in the industry for a while. 00:11:08.000 --> 00:11:27.000 So we get a lot of inbound referrals, which is great, but continuing to backfill the Pipeline, the process, my process of Prospecting so far is Just going to events, and talking, to as many people as possible but I could be better with routine, for 00:11:27.000 --> 00:11:34.000 Follow-up and Leveraging Crm to to facilitate that 00:11:34.000 --> 00:11:36.000 Okay. Okay. Now, how many of you are I'm gonna pick up the phone, the phone. Just rings. 00:11:36.000 --> 00:11:44.000 Cause, I wanna is it Kushman, it's a huge network so the phone just rings. 00:11:44.000 --> 00:11:48.000 You get a deal, and you work the deal. I inherently knew I wanted more even though I started as a receptionist. 00:11:48.000 --> 00:11:57.000 I like hunting. I like a challenge I like to I they called me the head of the Spear on my team. 00:11:57.000 --> 00:12:00.000 I like to go out and get it. It's kind of like dating, right? 00:12:00.000 --> 00:12:08.000 You you date. So then you're board. You're onto the next one, so who who wants to learn how to hunt and gather for the team. 00:12:08.000 --> 00:12:14.000 It's a way. What you just said page, right. It's like sure the mentors are gonna have that phone ring, because they've been in the business for 20, years. 00:12:14.000 --> 00:12:17.000 Maybe they're an S, or maybe their Ccams. 00:12:17.000 --> 00:12:23.000 But you want to learn from what I just heard how to hunt. 00:12:23.000 --> 00:12:24.000 Yup. 00:12:24.000 --> 00:12:35.000 You want to start bring into the table, am I hearing that correctly, okay, forewarned, I talk with my hands and the hands, don't match what the mouth says sometimes and I have worked with coaches, and it's a loss cause so just bear with me I'm really good. 00:12:35.000 --> 00:12:36.000 At what I do. I can't help any of this. 00:12:36.000 --> 00:12:43.000 Okay, so the so, the main thing that I'm hearing are those 2 things anything else? 00:12:43.000 --> 00:12:46.000 That's really important. Because I want this to be power packed, and I want it. 00:12:46.000 --> 00:12:55.000 You to leave excited with action items. Anything else that you want to make sure that we hit on for today 00:12:55.000 --> 00:12:56.000 Okay. 00:12:56.000 --> 00:13:03.000 So Natalie, I I'd like to know kind of world best practices of what other tenant reps are doing in terms of kind, of their process, you know. 00:13:03.000 --> 00:13:30.000 I came from a a broker who started off on his own and Provided no training, and I realized like, okay, I got the confidence that I know kind of how to do it and kind of Fake my way, to doing it, but now, I just don't know what other, tenor routes are. 00:13:30.000 --> 00:13:31.000 Okay. 00:13:31.000 --> 00:13:34.000 Doing so that I I just want to, you know, make sure that I'm providing value to my clients, the way that other tenant reps are. Doing. So so that I'm kind of staying in line with what the competition is doing but as well, because then I have it 00:13:34.000 --> 00:13:39.000 Okay that's, I I like that a lot, you're staying current. 00:13:39.000 --> 00:13:40.000 Right. 00:13:40.000 --> 00:13:47.000 Yeah, same, current, and yeah, but also, like, I never got any formal training of what to do? 00:13:47.000 --> 00:13:48.000 Yeah 00:13:48.000 --> 00:13:50.000 What not to do, I kind of just, learned it on my own it got kind start and my background is in loss. 00:13:50.000 --> 00:13:51.000 So I know all of like the leasing clauses, and all that good stuff. 00:13:51.000 --> 00:14:00.000 But I don't know what you know. An actual tenor rep broker does to bring a lot more value to their clients. 00:14:00.000 --> 00:14:05.000 Okay. I think that's great. So, And if I go too quick, please tell me to slow down. 00:14:05.000 --> 00:14:11.000 If you have any questions while we're Going, please let me know and I do need to pay attention. 00:14:11.000 --> 00:14:16.000 If anybody is in a waiting room while we go. So I apologize. 00:14:16.000 --> 00:14:21.000 If I look a little bit you know. Okay. So, but we're good to go. 00:14:21.000 --> 00:14:23.000 So just to introduce myself and why, you're sitting here looking at M. 00:14:23.000 --> 00:14:32.000 Face on this lovely morning is I am a tenant wrap exclusive tenant, rep and I've been doing it. 00:14:32.000 --> 00:14:45.000 For going on a Decade, I'm really proud to say that I love I think that when we've been doing it longer it means that we've got that little bit more that pedigree, and especially when you're a younger female in the industry, I'm sure you guys, can 00:14:45.000 --> 00:15:03.000 Relate or younger Male, you kind of need. Those years in the industry and so one day I'll get to Jerry's level, and just and Jerry, I want you to speak up today, okay, whenever you want to and Jerry's the type, of guy, guys, if he if you have any questions, that 00:15:03.000 --> 00:15:08.000 You want to expand on or anything like that he's one of the kind of human beings. 00:15:08.000 --> 00:15:12.000 You'll ever meet in your life, and he pretty much started Crescent. 00:15:12.000 --> 00:15:15.000 But I don't. I mean, okay, so that those are kind of you know. 00:15:15.000 --> 00:15:16.000 What I'm known for globally is omnipresence. 00:15:16.000 --> 00:15:25.000 And you know put yourself in my shoes. I started as the Receptionist over at Kushman and Wake. 00:15:25.000 --> 00:15:41.000 Yield. I I didn't know what cr meant the first month, you know which real estate I found the job on Craig's list, and and then was taken back and I was in Front of a Landlord, Broker an Alternate Red Broker and I worked for both of them, as their 00:15:41.000 --> 00:15:59.000 Admin and I loved what the tenant rep broker did I felt like he was doing something impactful. 00:15:59.000 --> 00:16:00.000 Right. 00:16:00.000 --> 00:16:02.000 And that made a difference in the community, and I am a hippie, a hippie to the point where he had to tell me to stop wearing but Julie oil in the office, because we were impressed, much of a confined space and I say that say I still do it to this day because I feel like 00:16:02.000 --> 00:16:08.000 I'm Impacting my community in A, in a small way, and I'm making it better, so 00:16:08.000 --> 00:16:11.000 But when I left, I didn't get to bring one client with me, and I went to a smaller shop. 00:16:11.000 --> 00:16:19.000 They don't like it to be called a boutique, but it is it's not a national brand, and it's not feeding me, anything so with that in mind I became what i am today. 00:16:19.000 --> 00:16:37.000 And I did it through boots, Dropping and I did it through omni presence, and I learned that from Gary Vee, who is kind of the godfather, of all of that stuff, I agree with a lot of what he says, and then I agree with some Stuff, that he Doesn't, say I agree 00:16:37.000 --> 00:16:43.000 With what he says of kindness in all situations you'll never regret it and I tried to love that as best. 00:16:43.000 --> 00:16:49.000 I can although I'm a fiery Italian, let me get rid of this on top. 00:16:49.000 --> 00:16:52.000 And you all can see my screen correct 00:16:52.000 --> 00:16:53.000 It's 00:16:53.000 --> 00:17:02.000 Okay, so using, using all of this, is through storytelling, and I'm gonna start with this slide. 00:17:02.000 --> 00:17:03.000 And then We're gonna go into more of the fundamentals of tenant, rep and We're gonna end on the omnipresence. 00:17:03.000 --> 00:17:08.000 Because it's so big. And people are gonna have a lot of questions. 00:17:08.000 --> 00:17:09.000 It's always the thing that I'm most asked about 00:17:09.000 --> 00:17:15.000 Because you know, wait buildings to fly me around and call it tech. 00:17:15.000 --> 00:17:22.000 Talk Ted, Talk, and have me go to different offices, and that they're pinned advisory group, conference and talk about it. 00:17:22.000 --> 00:17:30.000 So I want to go through the fundamentals, first But the things that I'm not I'm not a sales coach and I'm not an influencer. 00:17:30.000 --> 00:17:40.000 I just have influence within my industry, and with that women, others, because I found a way to make it an incredible income for me. 00:17:40.000 --> 00:18:00.000 And my 2 children, by telling my story, in a way that resonates with people, and by sharing my clients, story, and sharing Wins, and client and closings, and this is really good for somebody that's on a team and they haven't quite found their place and they they respect their mentors, which I 00:18:00.000 --> 00:18:03.000 Really did and still do, even though we're not on the same team he's at a different firm. 00:18:03.000 --> 00:18:15.000 And I really always wanted to show in value, and I wanted to bring him a tremendous amount of value money, the way he brought it to me and I I did that through making my own network. 00:18:15.000 --> 00:18:19.000 So that phone would ring and it was no longer just for him. 00:18:19.000 --> 00:18:36.000 Sirers would call when I wasn't an sire, and they were calling me and he was the sar, and I did that through everything I will show you in this second Portion of today's Webinar and again, if you have any questions, write them in the question or just interrupt me you know either Way 00:18:36.000 --> 00:18:40.000 Works, so I'm gonna start with my tenant, my 2 or books. 00:18:40.000 --> 00:18:55.000 How are you all currently touring raise your hand, if you're doing more by praying, if you're not doing okay, you're printing, okay, well, most people, are printing who's, not doing anything, and wants to know what the heck I'm talking about when you tour 00:18:55.000 --> 00:18:56.000 Me. 00:18:56.000 --> 00:18:57.000 Nathaniel he's like I don't know. 00:18:57.000 --> 00:19:07.000 Okay, and then who is all digital and you know, save a tree save your own saves and trees. 00:19:07.000 --> 00:19:13.000 Over there, okay, and you 2, page, you're all digital okay, you know, I I'm moving that way. 00:19:13.000 --> 00:19:19.000 But I had one client told me that he hated it, and he was older and older billionaire. 00:19:19.000 --> 00:19:24.000 And so guess what I give options now, because what they what matters to them matters to me. 00:19:24.000 --> 00:19:39.000 And so this is of my book and again everything that I'm showing you and this offer stands, whether you're, in a course or not and I have another one coming up it's free I closed it down it was supposed to be for one day, but all of you if you want to go let me know and I'll open it up it's totally 00:19:39.000 --> 00:19:44.000 Free anything I ever show you forever. I will send you the templates. I don't care. 00:19:44.000 --> 00:19:48.000 I want you to win, and I, that Justin, knows that that of me everything always. 00:19:48.000 --> 00:19:53.000 I want you to win no, you know, just. I just trust you to take what you want and leave things that are kind of proprietary. 00:19:53.000 --> 00:20:11.000 So this is what a tour book looks like for me. when I when I have a client, so I run the survey we go through and find what doesn't win it's really important when you present, your tour book that you take out, things that make no gosh darn sense this isn't 00:20:11.000 --> 00:20:14.000 Their lane, you and I were in it 24 h a day. 00:20:14.000 --> 00:20:20.000 So if we go look at a property, and there's 5, options and free, make no sense, we're gonna know, hey? 00:20:20.000 --> 00:20:24.000 That's in the book, ignore it they're gonna be looking at it for 5 min. 00:20:24.000 --> 00:20:27.000 And they're just going to be confused. You know they're not gonna know. 00:20:27.000 --> 00:20:33.000 So take it out, be the professional, get, rid of the things that don't make any sense. 00:20:33.000 --> 00:20:38.000 So this is a recent one not too recent, I recently partnered with my brother, so he's on everything with me. 00:20:38.000 --> 00:20:44.000 Now too. I'm very excited about that. So I do this a little bit of a bio about me. 00:20:44.000 --> 00:20:45.000 Hey! I'm awesome. This is why you can trust me. 00:20:45.000 --> 00:20:51.000 And then I go down here. This is my hey, look at these clients. 00:20:51.000 --> 00:21:04.000 I represented it's gonna like a Nascar of why, I'm great with the Square Footages this changes you know, with whatever client I'm Representing I should have put more of Like a Best Buddies. 00:21:04.000 --> 00:21:11.000 On, here, and my not for profits, there, for profit, but in that same vein, and then it's map. 00:21:11.000 --> 00:21:13.000 It's all mapped out and I call out the things that are important to them. 00:21:13.000 --> 00:21:17.000 So make sure you ask on your phone call, hey, you know. 00:21:17.000 --> 00:21:38.000 Our bus line is important or any state facilities any government facilities and then you just call it the things that are obvious, the airport certainly living communities, and things of that nature, and then obviously you go through and you include your pressures and everything else so that's a printed version and it you go through and these are 00:21:38.000 --> 00:21:44.000 Printed and bound, and they like really nice and you have your back page. Are there any questions on that 00:21:44.000 --> 00:21:53.000 Natalie, do you have a specific software that helps create that or is that through your ci, like your ci or cur commercial information, exchange 00:21:53.000 --> 00:21:56.000 No I don't have a specific software I have a really great Pdf, it's the best so I'm in it. Actually, right. 00:21:56.000 --> 00:22:06.000 Now It's called Pdf Reader. I think it was $39 for the whole year. 00:22:06.000 --> 00:22:09.000 And look, how great this is! You can go to edit. 00:22:09.000 --> 00:22:10.000 This is a big hat. Guys. And I just got it. Like, 6 months ago. 00:22:10.000 --> 00:22:16.000 And you can go to edit some of you are gonna laugh at me, probably Stan, 00:22:16.000 --> 00:22:21.000 You can go to edit text, and then it's gonna open everything on your computer, 00:22:21.000 --> 00:22:27.000 And then you can actually edit text within the Pdf document. 00:22:27.000 --> 00:22:30.000 I don't know about all of you, but it's really easy. 00:22:30.000 --> 00:22:34.000 I can move things I can convert it to words. 00:22:34.000 --> 00:22:48.000 Publisher it's the bond egg and it's on all my on my ipad, because I want to tour when I have a pdf, I open it in my ipad, and notability and I just mark it all up and then I can pop it put it back here publish it 00:22:48.000 --> 00:22:50.000 to word whatever the heck they want to use on their side. 00:22:50.000 --> 00:22:55.000 The client so Pdf reader, I love it so that's what. 00:22:55.000 --> 00:22:56.000 I yes. 00:22:56.000 --> 00:22:59.000 Hey! Oh, Natalie, what about the map we use from that 00:22:59.000 --> 00:23:20.000 The map, the map, my marketing department does so I don't have a good workaround for you guys on that I let me show you how I do my drive times my team sends me my drive times, and that might help you be able to reach a map, because we don't want to stay at the firms. 00:23:20.000 --> 00:23:26.000 That we're at, because they give us a good enough 00:23:26.000 --> 00:23:39.000 I have one more I noticed that you have 11 properties on this tour and a senior rep had said that you really shouldn't tour more than 5 because your clients will lose track so what what are your thoughts on that 00:23:39.000 --> 00:23:40.000 That's a great question. That's a great question. 00:23:40.000 --> 00:23:46.000 So this isn't a Tour Survey even though it says 2 are on the top. 00:23:46.000 --> 00:23:49.000 Right, this is a, and it even says 2 or sites. 00:23:49.000 --> 00:23:50.000 This is fun, isn't it we're having fun together. 00:23:50.000 --> 00:23:54.000 So this, is actually just a survey that I sent over as options. 00:23:54.000 --> 00:24:12.000 So this is the preliminary survey, and then when it's a 2 or survey, it would say, what it says now it would say 2 or 2, or more marketing department is absolutely incredible I he's amazing so this is my Air for not catching it I want to make sure i'm clear on that but you're 00:24:12.000 --> 00:24:17.000 out, you're absolutely right. I never 2 or more than 6 or 7, that is it because it's too confusing. 00:24:17.000 --> 00:24:23.000 It's too, much, and makes you look on professional 00:24:23.000 --> 00:24:24.000 It's ridiculous, and I never 2 or less than 2. 00:24:24.000 --> 00:24:33.000 If you know that you're gonna go out and lamb, thank you, ma'am, for lack of a better. 00:24:33.000 --> 00:24:41.000 Oh, Jerry, then that's fine, because you whittled it down, and sometimes you're gonna 2 or 2 times. 00:24:41.000 --> 00:24:44.000 Sometimes you go out with a client, and what they think they want. 00:24:44.000 --> 00:24:47.000 And then, when you're out, it's completely different. 00:24:47.000 --> 00:24:48.000 And that's why it's our job. We do this every day. 00:24:48.000 --> 00:24:49.000 So that's totally normal to have to tour more than once totally normal. 00:24:49.000 --> 00:24:58.000 But it's you need to be in control. That's the main thing. 00:24:58.000 --> 00:25:11.000 It, took me a long time to get and I I'm hoping I'm not saying things that are too obvious, and please feel free to on Mike, and tell me hey, I'm farther than what you're doing to you know you're given me but you're in control you do this 00:25:11.000 --> 00:25:17.000 Every day, 5 days, a week, they need to trust you and you know, 99.9%. 00:25:17.000 --> 00:25:21.000 More 6 months into your career than they know they do this once every 5 years. 00:25:21.000 --> 00:25:28.000 So you, you pick what properties based off of your you send the survey. 00:25:28.000 --> 00:25:31.000 You always have a call stay in control. You have the call. 00:25:31.000 --> 00:25:32.000 Oh, no, it's okay. We'll just go to her. No. 00:25:32.000 --> 00:25:43.000 I'm sorry we're gonna have to schedule that call it's gonna Take about 15 min We're gonna go through the Call on Zoom I'll have it all pulled up we're gonna go as quick as Possible and You'll find that Jimmy the Cfo took 00:25:43.000 --> 00:26:00.000 off, a property, because oh, you know what our biggest competitors in there, well, you happen to know that they're expiring and they're no longer in there so it's important that you have a call because you need to maintain control and understand their thought process you don't want to learn that while 00:26:00.000 --> 00:26:08.000 you're touring them, and you find out that you should have been touring other properties from your survey, because they were wrong. 00:26:08.000 --> 00:26:11.000 Does that make sense took me a long time to learn that. 00:26:11.000 --> 00:26:15.000 So I just saving a lot of heartache. So that's my printed one, 00:26:15.000 --> 00:26:32.000 It then they took through the survey, they look through it, they say, hey, let's shortlist it in tour after our call this gets sent back I the everything is updated I like to twoer from farthest, to Closest I Pick them up we go to the Farthest One away, and then we come Back to the 00:26:32.000 --> 00:26:42.000 Closest and I drop them off I always have bottles of water and my car sparkling and flat and they each have their own tour. Book. 00:26:42.000 --> 00:26:44.000 Now that being said, this is a new program that we have adopted. 00:26:44.000 --> 00:26:51.000 And I love that I want to share with you. This is called Lisa, there's other Versions. 00:26:51.000 --> 00:26:58.000 They did invite me on their advisory Board. 00:26:58.000 --> 00:27:04.000 I have paid full price for the whole year, but it's because I had so many suggestions and they wanted me to stop calling them. 00:27:04.000 --> 00:27:13.000 So so that being said, I don't get anything from mentioning these in any of my courses, so this is a client revengend. 00:27:13.000 --> 00:27:32.000 This is a live actual one, that I just toured on Monday, and we wouldn't be all of these properties were in one card and after our call, that we had that I require we bench these properties, and these are the ones, that we went to tour on Monday and so when the Client 00:27:32.000 --> 00:27:35.000 Looks 00:27:35.000 --> 00:27:38.000 Into the survey, and this is all live, you invite the client, you can see. 00:27:38.000 --> 00:27:55.000 When they open it. You can see when they add comments, you, when you add photos, when you are brochures or calls you log it all in to lisa it eliminates emails, it, unlimits, confusion, on tour, you have lisa pulled up you add photos you mark up 00:27:55.000 --> 00:28:11.000 floor plans. And you track the entire process. It eliminates so much confusion and emails of amongst other people in the team, it's it's changed the game, for Me and I've gotten really great feedback not only from the clients, my Co. 00:28:11.000 --> 00:28:12.000 Brokers, as well, enjoy working with me and I make. 00:28:12.000 --> 00:28:18.000 Probably about 40% of my income with Co. Brokers. 00:28:18.000 --> 00:28:39.000 So it's really important that they like to work with me most notably one is one that they fired a big team in town hired me and yesterday told me it's the best service they've ever had in 3 years and in in any market, as well, so I and they love this so let me go ahead and show you 00:28:39.000 --> 00:28:42.000 this is a survey any questions, as I go, guys. 00:28:42.000 --> 00:28:43.000 Okay. 00:28:43.000 --> 00:28:44.000 How much is the service for Lisa 00:28:44.000 --> 00:28:53.000 It's $100 a month. But there's I get confused, and so I have my partner. 00:28:53.000 --> 00:29:07.000 Is my brother, and so he just kind of took care of it, for me, because we're 50 50 partners, there's, a licensing Fee, make sure you understand that as well, I do believe that it comes out to a 20 with everything involved, with $1,200, a year. 00:29:07.000 --> 00:29:12.000 That's what I that's my understanding. But I wanna make sure that I mentioned that so this is one of the properties that we looked at they were on my screen with me we were looking together. 00:29:12.000 --> 00:29:18.000 They were in Reno. I went ahead and attach the demographics, the brochure, here's the floor, plan, the rate, everything there. 00:29:18.000 --> 00:29:46.000 Now this is a really great feature, and one that my clients really like there's a Satellite version, and you so it plugs in to your Google maps, so if you're on tour and you can go to an aerial this quickly and the green. One is 00:29:46.000 --> 00:29:49.000 Sorry 00:29:49.000 --> 00:30:00.000 Anything to do with maps? And me. Okay, so we're gonna zoom in and you can get exactly so if you're on I'm doing so much industrial now, I used to just be a office. 00:30:00.000 --> 00:30:01.000 But now like just call me Industrial Betty, I guess. 00:30:01.000 --> 00:30:11.000 But you can zoom in and see how many parking installs you can see if that that 53 foot truck can turn. 00:30:11.000 --> 00:30:16.000 This has changed the game. It's made as so we're not going to 2 or properties. 00:30:16.000 --> 00:30:20.000 That don't make sense. I can see the signage opportunities. We can see. 00:30:20.000 --> 00:30:22.000 If there's any ancillary Parking opportunities. 00:30:22.000 --> 00:30:31.000 Should there not be enough. And it's all in this program does that make sense 00:30:31.000 --> 00:30:32.000 That is up to some. 00:30:32.000 --> 00:30:34.000 Yes. 00:30:34.000 --> 00:30:36.000 Okay, thank you. Okay, so this is all the properties on one map. 00:30:36.000 --> 00:30:41.000 So you can see it all over here to the right again. 00:30:41.000 --> 00:30:44.000 I really like the satellite mode. I don't like the other one. 00:30:44.000 --> 00:30:49.000 Oh, and why I brought this up. I think it was you Evan that had the question about the map on my printed books. 00:30:49.000 --> 00:30:55.000 So you can go to Google, maps, I'm not seeing on Lisa, but on they do. 00:30:55.000 --> 00:30:59.000 Google, drive times, to let me know when I'll be aware as they call them book, my Tours. 00:30:59.000 --> 00:31:18.000 You can use the aerial and screenshot it for your map, and then just use publisher, or something, and make a really nice map, and then you can use layers to call out, that they will important you even the best Routes, and That's, What's great About Lisa too, is it 00:31:18.000 --> 00:31:19.000 Thank you. 00:31:19.000 --> 00:31:20.000 Plugs into the walk. Times live spores, bless you and that shows you the bus route. 00:31:20.000 --> 00:31:24.000 So you can zoom in and see. Oh, great, this great building is right on a bus route. 00:31:24.000 --> 00:31:28.000 I I can't say enough, so 00:31:28.000 --> 00:31:43.000 And the same thing with my Crm, and neither one of them gives me a discount not that I'm like, but I just I love them, and I'm never leaving so I Do created a Home Card for each one of my clients, this is kind, of like a workaround, I have to do 00:31:43.000 --> 00:31:50.000 and little bit of a bummer. I'm hoping that they do something about it, but it's kind of like the home base, and so any questions that they wanna do hey are we gonna? 00:31:50.000 --> 00:32:06.000 Go to her what's going on all the demographics, from the cards, if that's important to the client and kind of look I do some tutorials for them on how to best Use lease up so that's how I do it digitally, where we're on Tour 00:32:06.000 --> 00:32:08.000 it's you just pull it up on your ipad or whatever you want to use, and you can take pictures, roll your on tour. 00:32:08.000 --> 00:32:13.000 So hey, I want to send this to Sarah to see if she wants this office. 00:32:13.000 --> 00:32:23.000 You take the photo, you add it, and you can add Sarah Sarah will give him a a message, hey, Sarah, check this out, do you like this or do you want to see it opened up. 00:32:23.000 --> 00:32:39.000 More, so it really just revolutionizes the way that you do your tour books and it's because you think about it the other team I'm up against in the market is at Cbre it's, the only other exclusive tenant, rep team, i've gotta have my game up cause. 00:32:39.000 --> 00:32:45.000 When they ask me questions. Do you have ABC and it's all about financial analysis. 00:32:45.000 --> 00:32:48.000 Software, I have none of that at my disposal, I'm still winning accounts. 00:32:48.000 --> 00:32:56.000 I went after a huge Co. Working one Queue. They asked me, everything. 00:32:56.000 --> 00:33:14.000 But my social security number and I was against 2 teams, and we want it, and it's because I have stuff, like this and I'm really personable but but this is kind of something that sets, me in part do you have any questions about lisa 00:33:14.000 --> 00:33:18.000 Okay, next, we're gonna go into my crm. 00:33:18.000 --> 00:33:22.000 Are you ready for that 00:33:22.000 --> 00:33:25.000 We good. So Simon, do. I mentioned am I saying that right Saman 00:33:25.000 --> 00:33:29.000 It it's some n 00:33:29.000 --> 00:33:30.000 Yeah 00:33:30.000 --> 00:33:31.000 Saman like that, so man. Okay, with it. Okay, so wanna say it right. 00:33:31.000 --> 00:33:39.000 I think it's really pretty name so this is my Crm, I tried to make it 00:33:39.000 --> 00:33:43.000 This is usually set up for me. where it's like a dummy one I couldn't figure it out. 00:33:43.000 --> 00:33:59.000 These are these are good. These are clients, So I change couple of the names didn't want you to see that one okay, so this, is like, here. I'm really really proud of it it's the nab Crm I pay. 00:33:59.000 --> 00:34:06.000 100 a month for me, I add, my brother, for his license, so it's a 100 bucks. 00:34:06.000 --> 00:34:13.000 Each person, I have every single building in my market, in this, so there we tried everything. 00:34:13.000 --> 00:34:14.000 I've trialed salesforce and I'm not putting down any other ones at all. 00:34:14.000 --> 00:34:35.000 I've met some amazing people. But this is the one there's not one workaround I don't have one workaround in my tenor, rep business this does it all so this is when I log in this is my deal pipeline, I've hit all of my 00:34:35.000 --> 00:34:43.000 Inleases, that you know everything else and I'm gonna show you close dead and close lost to competition. 00:34:43.000 --> 00:34:47.000 So what it looks like when I go in. This is call back. Kaban view. 00:34:47.000 --> 00:35:02.000 I believe how you pronounce that and I go in and let's just go into gummy. I'm a dummy client click in there Mother of God, and Trust and Alia. 00:35:02.000 --> 00:35:09.000 And it'll take us into the Card and every deal that I do, ties into the property that's already preloaded. 00:35:09.000 --> 00:35:24.000 So if I go to one property, it's gonna show me every deal, pipeline, that's open every closed deal, and anything that's associated with that property so when you get a rent, roll, or you're on the phone, because all the landlord brokers, are my Buddies well most of 00:35:24.000 --> 00:35:25.000 them. and they go, hey, I just closed that deal with Tesla and oh, man. 00:35:25.000 --> 00:35:42.000 They're their broker, beat me up, you know. They got a 10 year deal but I'm like oh, tell me more, you know and I'm putting it in my Crm so everything is here, guys everything. 00:35:42.000 --> 00:35:47.000 And one place and it's gonna freeze, is this what we're doing today. 00:35:47.000 --> 00:35:50.000 Adelaide, did you ever try real next 00:35:50.000 --> 00:35:51.000 I did 00:35:51.000 --> 00:35:53.000 And you like this, better, obviously, yes, okay. 00:35:53.000 --> 00:35:56.000 I, I, do, Matthew Smith's a friend of mine. 00:35:56.000 --> 00:36:00.000 Help me be a lady, yes, I love this, or I thought they had a really good thing. 00:36:00.000 --> 00:36:07.000 I, every single, one, I tried. There was a workaround. 00:36:07.000 --> 00:36:08.000 Yeah 00:36:08.000 --> 00:36:10.000 Oh, you don't own don't have a list on the building. 00:36:10.000 --> 00:36:13.000 Then you can't. But let me tell you what you can do. 00:36:13.000 --> 00:36:14.000 Yeah 00:36:14.000 --> 00:36:15.000 Here's the Workaround. There's no with here I pull it up on my ipad, and pull it up on my phone. 00:36:15.000 --> 00:36:23.000 It's just and you know the Listing agents and Logic will bring me into their pitches. 00:36:23.000 --> 00:36:27.000 And use me as like their weapon, because guess what Mr. 00:36:27.000 --> 00:36:33.000 Landlord. I know where Everyone's Rolling, and where they should be, which is your building, and how we should get them. 00:36:33.000 --> 00:36:36.000 I have everyone's address. I have every decision. Maker. 00:36:36.000 --> 00:36:50.000 I'm kind to their linkedin and their twitter on here, I mean, this is why literally I could sell my business for a couple of 1 million, and maybe I'm nuts and I am nuts but I I really do think I could because it's I have every rent roll in here 00:36:50.000 --> 00:36:54.000 Because the Landlords Trust me sorry. Go ahead. 00:36:54.000 --> 00:36:58.000 To download the data, or was it already in plastic 00:36:58.000 --> 00:36:59.000 So that one more, time. 00:36:59.000 --> 00:37:04.000 If you have to put the data in the platform. It was already there and subscribe 00:37:04.000 --> 00:37:15.000 Oh, yeah, you totally do, do, you guys ever, did, you guys know about accelerator, okay, so it's really easy to get the data. 00:37:15.000 --> 00:37:22.000 If you could go to co-star and pull every property get the skeleton, just get the property, name, get the as much. 00:37:22.000 --> 00:37:23.000 As you can I'm not really sure what's going on. Here. 00:37:23.000 --> 00:37:33.000 Give me Sorry about this I tested it all so if you can get just the skeleton of the property, then you can just onboard it who cares, and then you just spend your time. 00:37:33.000 --> 00:37:38.000 I mean, we I got this in the the divorce, you know from my other team, which I'm, really thankful. 00:37:38.000 --> 00:37:50.000 I'd rather have that than the website. And but we spent thousands of dollars on my actually my little sister, while. 00:37:50.000 --> 00:38:07.000 She was in college data entry data entry, just putting in Rent Roles, and things like that and well, the Red Roles Would Automatically Onboard if you have an excel but then you gotta go in we we did our we did our research so you go in to the company, and you 00:38:07.000 --> 00:38:12.000 Find the decision maker. You find out their email. You find you connect it to our linkedin. 00:38:12.000 --> 00:38:21.000 So that's all in here. So join marketing is very easy, and the landlord brokers will give me their rent roles no problem to our Cbd which is 1.2. 00:38:21.000 --> 00:38:27.000 1 million square, feet of class A. We have a really small market, in Las Vegas. 00:38:27.000 --> 00:38:40.000 Because they know that I'm not tacky. I'm not gonna call, and say Hey, you're expiring right and I'm not gonna send a mailer, because Blackstone, will Blacklist my Apps I'm, Classy I'm gonna take them to coffee. 00:38:40.000 --> 00:38:43.000 And try to steal them. Okay, I've got values. 00:38:43.000 --> 00:38:50.000 Thank you, but that's all that's all stuff that you can onboard into your crm. 00:38:50.000 --> 00:38:54.000 So this is what it looks like. This one's obviously a little bit barren, because it's for a test. 00:38:54.000 --> 00:38:58.000 You see, my screen, guys, it doesn't do you see my screen 00:38:58.000 --> 00:38:59.000 Yup. 00:38:59.000 --> 00:39:00.000 Yes. 00:39:00.000 --> 00:39:03.000 Yes, okay. Well, we're A Lively bunch. I'm gonna play some. Music. 00:39:03.000 --> 00:39:08.000 Okay, so this, is the this is the view. This would usually have a client's logo. 00:39:08.000 --> 00:39:24.000 This is the stage stage is closed, dead as of Right. Now the square footage I spell, dummy wrong, down here, and then a little bit more details, the notes are here this was a live client, okay, and then all fields. 00:39:24.000 --> 00:39:25.000 Now I built this myself, you can have this wherever you want. 00:39:25.000 --> 00:39:27.000 So if you take this on, I have no I will help you out the best I can. 00:39:27.000 --> 00:39:48.000 I did build this, myself, and so all field, you come down here and answer these questions, while you're on your intake, call anything that's pertinent to your side of the business, maybe you do retail make this to make sense for you these are all make ask anything, you want how many of employees, do they 00:39:48.000 --> 00:39:53.000 need. You know whatever is important to you, key dates that you're looking for deal and fee. 00:39:53.000 --> 00:40:01.000 I ever pre-calculate. Don't judge me, and all that information is there all attackments can be added here, don't read emails. 00:40:01.000 --> 00:40:08.000 And then open tasks. It has a task situation where you can set tasks, for you, and your team it will auto. 00:40:08.000 --> 00:40:15.000 It will send like a little image on your desktop and it will email you it's Compatible with Alexa. 00:40:15.000 --> 00:40:19.000 This thing is dangerous. So that's the deal Pipeline and what it looks like. 00:40:19.000 --> 00:40:23.000 Which is my main, this is where I meanly hang out right. 00:40:23.000 --> 00:40:27.000 So whenever I'm may have a call. Whenever I anything, happens. 00:40:27.000 --> 00:40:32.000 Whenever I have an email, I, everything is logged. Here, this is my lifeblood of the entire deal process. 00:40:32.000 --> 00:40:38.000 Right, now I have I'm gonna say 37 active deals. 00:40:38.000 --> 00:40:39.000 It is impossible to remember everything it. It's just impossible. 00:40:39.000 --> 00:40:45.000 And then this is my least Comp. This is the rent role. 00:40:45.000 --> 00:40:46.000 This is what we call our Bibles in the industry, right? 00:40:46.000 --> 00:40:53.000 I mean. It's Where this is this is all the you know, upcoming expirations. 00:40:53.000 --> 00:40:54.000 And i ideally I click in here and the decision maker, and everything would be there. 00:40:54.000 --> 00:40:58.000 So I could you know, first, tire practice. I should start going after them. 00:40:58.000 --> 00:41:04.000 Well, there's 3,000 square feet. So I'd really. 00:41:04.000 --> 00:41:06.000 I'd really think about it. But you know that's that's all in here. 00:41:06.000 --> 00:41:12.000 So those are my lease Comps, companies has their own. 00:41:12.000 --> 00:41:17.000 I could run reports, contacts, this, is my home, page, 00:41:17.000 --> 00:41:21.000 I'm hoping that it doesn't. It is going to let me scroll down 00:41:21.000 --> 00:41:23.000 What kind of reports does it pull for you? 00:41:23.000 --> 00:41:37.000 It can pull any report so like, let's say I wanted to just make a day a cold calling I could put run a report for by anything that I wanted you can filter by anything. 00:41:37.000 --> 00:41:54.000 So, I, wanna run a report for anybody expiring with the next 3 years, in one type of industry or in one submarine any report that you want you can filter it by and there's so many different capabilities, that i'm not even utilizing it could do your Jet, marketing for 00:41:54.000 --> 00:41:55.000 You I'm using a different platform that feeds into it. 00:41:55.000 --> 00:42:01.000 But I don't even need to be paying for the other platform. 00:42:01.000 --> 00:42:11.000 When you get rent rolls say from like another, broker, are you putting them in by hand do. You have other people that are putting it in are using excel and importing. How are you doing it. 00:42:11.000 --> 00:42:18.000 They give them to me the way that they come from their landlord, so in that really, like weird Hodgepodge, like 00:42:18.000 --> 00:42:21.000 So I have I always have an assistant put them in for me, and then they and then I have a big folder. 00:42:21.000 --> 00:42:40.000 I'm I'm old, so you know, big folder and they're hole punched and they're put in and put in plastic paper protectors because I mean come on the building Burns, Down or if My thing Goes down everything is backed, up I Use dropbox team for 00:42:40.000 --> 00:42:51.000 my team. So everything is accessible. Wherever we are, and there's backup on my backup. 00:42:51.000 --> 00:42:52.000 Thank you. 00:42:52.000 --> 00:42:53.000 So everything goes into the Nab, and everything goes into dropbox, so that way, you're always yeah, you're always good to go. 00:42:53.000 --> 00:42:58.000 So this is, the home, screen, I did a plugin of my Excel Spreadsheet. 00:42:58.000 --> 00:43:03.000 We run that on excel just an active deals overview to do to dos. 00:43:03.000 --> 00:43:07.000 We have it to do, list down here, plugs into the nav so I'm not going separate places. 00:43:07.000 --> 00:43:08.000 Everything is here for my team. So my team runs like a fine old machine. 00:43:08.000 --> 00:43:21.000 We use the Traction method to run the team. It's great we're, a four-person team, one of person doesn't live here locally. 00:43:21.000 --> 00:43:33.000 I don't need her to she's a successful broker from Cb, I'm no longer, obviously, so she helps me as well, and we track everything relationship management Tab I'm not gonna go to it. 00:43:33.000 --> 00:43:46.000 But I need to be better at it I used to be Diligent at it. I'm just pulling so many directions with speaking Engagements and Person but Handwritten notes do, you guys send Christmas Cards. 00:43:46.000 --> 00:43:47.000 Yes, yeah. 00:43:47.000 --> 00:43:56.000 You do. Yeah, Emily, is it something that you wish you did 00:43:56.000 --> 00:44:04.000 Muted There's 2 of You and You're adorable on each everyone's gonna remember Emily. 00:44:04.000 --> 00:44:11.000 Thank thank you. I got it on the thing. I'm actually waiting for my son's Christmas program. 00:44:11.000 --> 00:44:13.000 So. 00:44:13.000 --> 00:44:14.000 I'm sitting in the parking lot of school, 00:44:14.000 --> 00:44:17.000 Oh, that's awesome. Okay. I'm glad we got you, yeah. 00:44:17.000 --> 00:44:21.000 No, I don't want to send Christmas cards that I think they're the main of my existence in my life right now 00:44:21.000 --> 00:44:28.000 Oh, my God! 00:44:28.000 --> 00:44:29.000 Oh! 00:44:29.000 --> 00:44:33.000 I asked the wrong, person. Well, let me just type. When I said Christmas cards, I get thank you handwritten. 00:44:33.000 --> 00:44:40.000 Thank you. Cards from like the absolute legends and our industry, from people that are Cfo, Ceos. 00:44:40.000 --> 00:44:59.000 I had somebody that runs the entire like I don't want to give away the company, but he runs an entire governmental agency that designs weapons like like they get so excited to get a Christmas card and that's I mean I I it means so much. 00:44:59.000 --> 00:45:14.000 To people, the get handwritten cards, so whether it's Christmas Birthday, just to and if it only if you mean it listen if you don't like the Person, don't okay, everything needs to be genuine, but if you somebody means anything to you if you can take that little bit of time and 00:45:14.000 --> 00:45:15.000 send A Henry and card guys, I and then track it. 00:45:15.000 --> 00:45:21.000 Too, you know, I sent this person a card not tracking, it, because it's disingenuous. 00:45:21.000 --> 00:45:24.000 But I forget things like we all most of us have kids. 00:45:24.000 --> 00:45:39.000 I'm assuming so just. I've sent a card just because or birthday or congratulations whatever so that's something that I track as well, in my Crm and then Contacts I really like the Contacts, I built it out Specialty when I close the Deal with People, I send 00:45:39.000 --> 00:45:48.000 Gifts, and so, to be able to go into the client, name and just add information, their website news stories. 00:45:48.000 --> 00:45:54.000 You know their favorite. I like whiskey, did they like whiskey, because you're gonna get whiskey from me, like, their favorite wine, things like that. 00:45:54.000 --> 00:45:55.000 And because, goes on and we make a lot of contact. 00:45:55.000 --> 00:46:10.000 So if you start your business, the way, you would to it, intend to finish and have all of these things in place I'm telling you it's like money in the bank, kind of like when you're younger and you take care, of your Skin, or whatever your parents told you to do it's, gonna pay 00:46:10.000 --> 00:46:17.000 Off and go to blooms. Because you have everything in place, and if I hadn't have started this at Kushman, I would have failed. 00:46:17.000 --> 00:46:20.000 Guys I had everyone told me to join a team. I didn't. 00:46:20.000 --> 00:46:26.000 I went off on my Own at Logic. It it was the scariest time of my entire life. 00:46:26.000 --> 00:46:32.000 So I just took to what I knew, and having these things in place really helped me. 00:46:32.000 --> 00:46:36.000 And now I'm a 4 person team and so I know that I'm probably going through things that are obvious. 00:46:36.000 --> 00:46:37.000 But it's obvious, but you're probably not doing it. 00:46:37.000 --> 00:46:44.000 So this is me saying, do it, do it by the numbers. 00:46:44.000 --> 00:46:59.000 Natalie does this sing to your outlook, like, If if I have utilized Microsoft, Outlook and or their Contacts will Sync with cell phones, or do you have an App on the Phone, I'm just Thinking About all the Workarounds I currently have to Use 00:46:59.000 --> 00:47:06.000 Yeah, it syncs with everything. And that's. Why I'm done with Workarounds. 00:47:06.000 --> 00:47:07.000 Right. 00:47:07.000 --> 00:47:08.000 I'm like it's so hard to remember where things are, and so I don't have any workarounds. 00:47:08.000 --> 00:47:14.000 Everything, is in my Crm, and then I use slack. 00:47:14.000 --> 00:47:21.000 I'm to run my team, slacks. A game changer, guys you can email directly to slack that every thread has his own email, address. 00:47:21.000 --> 00:47:22.000 So you can vcc, to your client, your team and the slack thread, or you can. 00:47:22.000 --> 00:47:39.000 Vcc. To the client, folder in the Nap and that's, that's, all you know crms, but I I I just love the now because I built it out by myself to everything that I needed and so there's. 00:47:39.000 --> 00:47:40.000 No workarounds, and I can't say enough about slack. 00:47:40.000 --> 00:47:50.000 I'm not going to go into a detail today. But I if you ever want to just call me and I can tell you why slack is so beneficial. 00:47:50.000 --> 00:47:52.000 Let me. Know. I record most of my client phone calls. 00:47:52.000 --> 00:48:00.000 I, my my home, office is ridiculous I have about 6 different devices in front of me. 00:48:00.000 --> 00:48:21.000 Right, now every client, call, record, and then I have a device next to it, that dictates, the phone, call, so it's being recorded it's dictating I save both different Files, name them put them, in the dropbox put them, in the Crm that way I am I have 00:48:21.000 --> 00:48:31.000 5 calls that day. I'm not gonna remember what the landlord said about one of my biggest clients as much as I want to and I'm not a good note taker and I can't read my own handwriting so what I'll do at Night. 00:48:31.000 --> 00:48:36.000 Or I'll send it to my assistant, and I have the dictation is I'll listen to it again. 00:48:36.000 --> 00:48:37.000 Make the notes where I need to make them, and I have that I have a safety net on my safety. 00:48:37.000 --> 00:48:44.000 Net does that make sense? Again. 00:48:44.000 --> 00:48:49.000 Not only question, for you on the personalization with as you keep scaling and growing business. 00:48:49.000 --> 00:48:55.000 Like I just finished this last week setting out somewhere between 60 and 70 client Gifts of Corporate all different gifts, to. Email. 00:48:55.000 --> 00:48:58.000 But I didn't do. I couldn't personalize our right hand cards. 00:48:58.000 --> 00:49:01.000 And I'm just thinking, as you keep scaling and growing your business. 00:49:01.000 --> 00:49:10.000 How much are you leaning into maintaining that personal touch and handwritten note versus scaling? for those thank you guys. 00:49:10.000 --> 00:49:15.000 To me, and I say this lovingly 00:49:15.000 --> 00:49:23.000 I would never scale without the personal Touch because that's what I'm known for I want everyone, cause what are we known. 00:49:23.000 --> 00:49:29.000 What are you known for when you do your legacy is how you make people feel clients and brook Co. Brokers. 00:49:29.000 --> 00:49:40.000 I would never send anything that didn't have me on it, and so there's a company called simply noted, and I've already added this to the notes I'll be sending you after this call simply noted you send them. 00:49:40.000 --> 00:49:51.000 Your handwriting, you send them what you want said, and they will send to those people, and I I really am such a dork. 00:49:51.000 --> 00:49:52.000 I really struggled using this service. I've used it for client gifts, not my Co. 00:49:52.000 --> 00:49:55.000 Brokers. I think it's just kind of a different relationship. 00:49:55.000 --> 00:50:06.000 But simply noted is handwritten cards in your Handwriting, by a Robot. 00:50:06.000 --> 00:50:10.000 So that's what I would do does that make sense okay. 00:50:10.000 --> 00:50:13.000 And I have to ask you, is that a sweater, or a robe 00:50:13.000 --> 00:50:18.000 It's definitely A Sweater, We're 00:50:18.000 --> 00:50:20.000 I can. I really think, oh, my God, a client one time we're zooming with like a bunch of people. 00:50:20.000 --> 00:50:24.000 I thought it was a robot. I was. Like. Look at your ball or you got your robot, and she was pissed. 00:50:24.000 --> 00:50:33.000 I was like, all right. 00:50:33.000 --> 00:50:37.000 No, I I like I like the sweater I figure. It's like one of those gap, ones. 00:50:37.000 --> 00:50:45.000 Right? Like, okay, I'll stop talking, but yeah. Great question, I think that no matter, the scale, you should always keep that personal touch cause. 00:50:45.000 --> 00:50:46.000 They'll remember. And that's what's gonna that's what everything is going tech. 00:50:46.000 --> 00:51:03.000 Everything, you know and that's what's gonna that's what's gonna keep our clients, to us, and that's, why, I keep winning clients and every client that I have goes with me, wherever I go because it's me it's my brain, like they want natalie 00:51:03.000 --> 00:51:10.000 Wean right. They want Owen, because you made them feel like they were the biggest fish in your pond. 00:51:10.000 --> 00:51:15.000 And so you want to end on that note too, right? You don't want it to be like, Here's a mixer. 00:51:15.000 --> 00:51:16.000 Yeah 00:51:16.000 --> 00:51:19.000 You know with no, no, so just to beat up that horse. 00:51:19.000 --> 00:51:23.000 Okay, so that wraps up Crm's 2 or books. 00:51:23.000 --> 00:51:30.000 Let me look at my notes. I get a really excited that's that's it for the that stuff. 00:51:30.000 --> 00:51:35.000 Now I started late, so I'm gonna give you guys extra time. 00:51:35.000 --> 00:51:43.000 But I want to be respectful can everybody hang out with me, for like an additional 7 min, do you want to hang out with me for additional 7 min? 00:51:43.000 --> 00:51:44.000 Okay, Jerry, do you have anything to say? 00:51:44.000 --> 00:51:45.000 Hmm! Looking forward to it 00:51:45.000 --> 00:51:57.000 I think you're doing a great job. I admire your marketing. 00:51:57.000 --> 00:52:00.000 Okay. I'm sorry. I'm I'm like a kid with him. 00:52:00.000 --> 00:52:09.000 I can't help myself. Okay, okay, present 00:52:09.000 --> 00:52:13.000 Okay, as I said, I'm obviously not a sales coach. 00:52:13.000 --> 00:52:14.000 My main 14 h, day a job, is tennis repping truly and I love I love what I do. 00:52:14.000 --> 00:52:25.000 So much and I you know it's a weird. 00:52:25.000 --> 00:52:38.000 It's a weird thing to say, and I'm not proud of it, but I haven't made I haven't really had to look for business for about 2 and a half years. 00:52:38.000 --> 00:52:45.000 And so, but I like it I like the hunt. I didn't like that at Kushman. 00:52:45.000 --> 00:52:52.000 I didn't like the phone Ringing I Kind of felt, like I was I have a British dad, so it's you know, called on the dole. 00:52:52.000 --> 00:52:57.000 I felt like I was on the dole like I was just getting things handed to me with by being in a network. 00:52:57.000 --> 00:52:58.000 So I got the We work account because I I worked at Kushman. 00:52:58.000 --> 00:53:12.000 I wanted to like I don't know I like to earn things not that you're not when you're at a brand, but anyway, so that's where I'm coming at that's why these that's, why, I do this, 00:53:12.000 --> 00:53:23.000 I I I haven't done one specific to tenant rep like we're doing today in terms of like, showing my Crm specifically and like how to do it and I've had like little talks, with people and that but I always talk about how to earn business and how to brand yourself. 00:53:23.000 --> 00:53:44.000 That's why companies hire me around the us. It's not only here, commercial, real estate and so that's what I'm really good at and so that's the year that i'm gonna slip into right now, is that cool, with everybody is that what you want me to do do we have any 00:53:44.000 --> 00:53:47.000 Questions before I go, there. 00:53:47.000 --> 00:53:50.000 That sounds awesome. I did put a topic or 2 in the chat Natalie. 00:53:50.000 --> 00:53:51.000 If you have time to hit it, but 00:53:51.000 --> 00:53:52.000 Oh, okay. Let me just look at that really, quickly as everything. I don't know. 00:53:52.000 --> 00:54:00.000 I gotta figure. Why that happens. 00:54:00.000 --> 00:54:03.000 One topic was just about accelerating, social media, marketing, and doing. 00:54:03.000 --> 00:54:09.000 Like high quality, output, but with small scale. Production. Since many of us are probably in the maker, but manager of content, that we create 00:54:09.000 --> 00:54:14.000 Okay, yeah, that's gonna be perfect. What we're doing. 00:54:14.000 --> 00:54:15.000 See I do that 00:54:15.000 --> 00:54:16.000 So that glows into this side I will, I will taste. 00:54:16.000 --> 00:54:25.000 There you go and I I've known own for a while, and really, really think He's a great guy, and I hope that we all take this opportunity to follow each other. 00:54:25.000 --> 00:54:28.000 On linkedin and support, each Other's Content and 00:54:28.000 --> 00:54:33.000 I I wanted A, small group for this reason. Interrupt me ask questions, ask each other, questions. 00:54:33.000 --> 00:54:39.000 Challenge me you know let's have some fun. This is where it gets fun and I will talk forever. 00:54:39.000 --> 00:54:58.000 So you can interrupt me ask questions. So linkedin, I'm gonna stay on Linkedin Primarily, and then I'll, I'll kind of Dodge Ball Around. Is that where you want me right. I'm here for you linkedin Justin I'm gonna get you to smile 00:54:58.000 --> 00:55:01.000 There, we go, good look at hmm, yeah, I'll get you. 00:55:01.000 --> 00:55:05.000 I'll get, you okay. So Linkedin is my bread and butter. 00:55:05.000 --> 00:55:06.000 Oh, my gosh, you, guys, I'm telling you right now, I go to I go to these big company conferences. 00:55:06.000 --> 00:55:23.000 It's really bad. There's like a 1,000 people sitting there and I I pretty much end with if you're not gonna do this you're lazy and your Boss should quit you so and they don't Hire, me back but it's free. 00:55:23.000 --> 00:55:35.000 Linkedin is free, and it blows my mind when I see people in our industry, not using it because there's 600, and 66 million people on it, they're all most of them. 00:55:35.000 --> 00:55:38.000 Are colleges educated, I have the statistics, I'm not good at recalling them. 00:55:38.000 --> 00:55:39.000 Most of them are college educated and they're on there every day. 00:55:39.000 --> 00:55:45.000 It's crazy and 2 people are joining a minute. 00:55:45.000 --> 00:55:53.000 So let's let's jump into it. I'm gonna teach you the things that you don't need to be doing what you do need to be doing and I want you to be lethal. 00:55:53.000 --> 00:55:58.000 Now that you've been in my pocket. I'm gonna I'm gonna be on you i'm gonna be on you. 00:55:58.000 --> 00:56:03.000 Okay, so with this course that you purchase today. I'm gonna go through your linkedin I'm gonna audit. 00:56:03.000 --> 00:56:12.000 It I'm gonna give you some quick tips. And I want you to follow them, please, and I want you to watch I get emails like Natalie, oh, my God, I just landed a 60,000. 00:56:12.000 --> 00:56:15.000 Square Foot Requirement, I'm closing, this week, a 30,000 square foot requirement, with no coco broker. 00:56:15.000 --> 00:56:24.000 How you doing, I'm just so excited about it. I mean the thing is huge merry Christmas. 00:56:24.000 --> 00:56:29.000 Okay, I'll go to the Max do not share, posts do not share, do. 00:56:29.000 --> 00:56:32.000 We all know what that means. 00:56:32.000 --> 00:56:33.000 Don't share, other people's content 00:56:33.000 --> 00:56:36.000 Stan, I can't. Yes, does that make sense. 00:56:36.000 --> 00:56:37.000 Yeah 00:56:37.000 --> 00:56:42.000 To you okay, I know it sounds obvious. But that share button down there is superfluous. 00:56:42.000 --> 00:56:47.000 We don't use it, because what it does is, it slows down the original posters. 00:56:47.000 --> 00:56:53.000 So if I'm it's me. I don't like you, and then it slows down your content, too. 00:56:53.000 --> 00:57:09.000 Linkedin Loves Originality, the original, if you like it, and it's from your Company, Copy and Paste, it you're not stealing, it they want you to share and then just tag the company, okay, so that's an algorithm hack no sharing Polls are Doing really really well. 00:57:09.000 --> 00:57:12.000 You see a poll here I'm not a really big puller. 00:57:12.000 --> 00:57:13.000 I gotta be honest with you I'll answer him to support other people, but I just kind of find him boring. 00:57:13.000 --> 00:57:34.000 If you're in a lane where you genuinely want to collect information they do great they do about 400,%, better. That's what this did that's what the studies say, let me know how that works, out for you it's just not one of my things. 00:57:34.000 --> 00:57:37.000 That I'm really strong on 00:57:37.000 --> 00:57:38.000 Yes. 00:57:38.000 --> 00:58:06.000 Hey, Natalie one way, to use the Poll. So for example, if you're 10, you know, make a poll, about maybe some things, and ask him if it's a struggle, for them, because what that comes is 00:58:06.000 --> 00:58:08.000 Yes. 00:58:08.000 --> 00:58:16.000 You're cutting out, I really like what you just said, yeah, you were cutting down a little bit stan. But 00:58:16.000 --> 00:58:17.000 Yeah, you use use the poll, as a like, a lead generate. 00:58:17.000 --> 00:58:18.000 But I I wanted, yeah. 00:58:18.000 --> 00:58:30.000 So create create a poll that has answers to it that people may be struggling with as a tenant and use that as a way to follow back up with them later 00:58:30.000 --> 00:58:33.000 What? A great idea! I'm gonna do it. And I'm not gonna give you any credit. 00:58:33.000 --> 00:58:41.000 And now, if you guys, do, it you're copying me that's a great idea. 00:58:41.000 --> 00:58:54.000 Yeah, I, love, that okay, so and I'm gonna send you guys a wrap up, email and I'm, gonna include stan's idea, so polls Don't cover an opportunity like what do you struggling, with or oh, what's your oh, you should mention the renewal 00:58:54.000 --> 00:59:06.000 Renewal, too. Do you know, when you're supposed to renew it's usually 6 months, and then all of a sudden it's a mad dash, and you can send an email or something that's a really good, idea, see I'm glad I brought it up okay, okay, next slide. 00:59:06.000 --> 00:59:12.000 So this one on the left is another one that I think is a bunch of hooey. 00:59:12.000 --> 00:59:16.000 I really do because I posted recently on a Friday night. 00:59:16.000 --> 00:59:22.000 Because I was passionate about something, and it blew up more than any other. 00:59:22.000 --> 00:59:25.000 Video, it was a Friday night. I think it's 8. 00:59:25.000 --> 00:59:33.000 Pm, they say, don't ever do it ever on a Friday night, past like 4 Pm. 00:59:33.000 --> 00:59:42.000 And I did it. I think that so this is you can write this down, this is what they say to do so I'm presenting it. 00:59:42.000 --> 01:00:03.000 But I say use linkedin, when you feel something when you feel something and a lot of it's usually men will reply, why would anybody want to listen to me well Let's let's let's go through that one together, your captain in your industry, where you're in your industry, successfully with clients because people 01:00:03.000 --> 01:00:08.000 Listen to you, so I'm not buying, that you don't know why people would listen to you. 01:00:08.000 --> 01:00:09.000 They're listening to you, because you know what you're talking about. 01:00:09.000 --> 01:00:22.000 So that's reason number one reason number 2 is that you never know who you're helping you never know who wants to hear your message. 01:00:22.000 --> 01:00:26.000 Little Tenants. Need love to and how many of them go up present unrepresented because there's nobody to represent them. 01:00:26.000 --> 01:00:49.000 So it's our job, as the people that we are to spread knowledge. But do it in a fun, way, cause God. I can't tell you how many times. Nobody cares about your market report nobody cares about your clothes deal. Stan you know this right don't you all hate those people 01:00:49.000 --> 01:01:00.000 Well, the key to 90% of what you post could be about percent should be about your client, and how you can help them? 01:01:00.000 --> 01:01:01.000 Yes. 01:01:01.000 --> 01:01:22.000 By everybody, 20% should be the stuff, yeah, the other area, that we go wrong with people who are wrong at brokerage is they're, only really posting to people in their industry, like it's, like an echo chain find the verdicts you wanna work so we wanna work, with industrial 01:01:22.000 --> 01:01:23.000 Yeah 01:01:23.000 --> 01:01:26.000 tenants that are manufacturers of whatever find the groups and find those individuals and start connecting it. 01:01:26.000 --> 01:01:29.000 Most. People. I see in brokerage, are only connecting with other brokerers. 01:01:29.000 --> 01:01:55.000 And yeah, you need to connect with. But also, more importantly, to reach out to the target audience room and as far as the best time to hash it just depends. You have to test, I notice with brokers so I'm like my target clients, are I get a lot of responses. 01:01:55.000 --> 01:02:05.000 Yeah, that's very true. 01:02:05.000 --> 01:02:09.000 Yeah, that's very true. and Sunday is easier for brokers. 01:02:09.000 --> 01:02:13.000 You know, my kids are older, so my son wants nothing to do with me. 01:02:13.000 --> 01:02:17.000 So Sunday is usually when I can kind of unwind that meeting. 01:02:17.000 --> 01:02:18.000 So yeah. Great point, Stan, thank you so much, and then hashtags are really important. 01:02:18.000 --> 01:02:25.000 I write this down, I'm going to send you a follow up. 01:02:25.000 --> 01:02:26.000 But write this down in your Bio, you need at least rehearsal in your Bio, the maas score for Google, is 100. 01:02:26.000 --> 01:02:27.000 On Sundays, if you don't have time the rest of the week to be into linkedin. So just have to find with with your industry, and your target audience your Niche, when is the best time to post you just have to Test that 01:02:27.000 --> 01:02:49.000 It's the highest. It can be the reason. If you Google tenant, rep Las Vegas, Tenor, Up Nevada, Natalie Wayne, right is going to Pop up more so than Cbre, Kushman, Wakefield, or all the other big dogs, I know, what I'm. 01:02:49.000 --> 01:02:51.000 doing and I've never paid for an SEO in my life. 01:02:51.000 --> 01:02:52.000 I've never paid for Google, ads. I've never paid for anything. 01:02:52.000 --> 01:02:53.000 Bye 01:02:53.000 --> 01:03:03.000 Google, is your store. You need 3 hashtags in your Bio, does everybody get 01:03:03.000 --> 01:03:04.000 Of course. 01:03:04.000 --> 01:03:05.000 Okay, can I add another point to that panel. By the way, you guys Natalie, is one of the She's One of the Rock, Stars, using digital social media, marketing and our industry, because most partners are very important, or the lack of education, Keeps, them there's, about I, 01:03:05.000 --> 01:03:06.000 can count on one or 2 hands people who are killing Natalie is one of them. 01:03:06.000 --> 01:03:07.000 Because I watch. But when it comes to hashtags, if you want to know what things to hashtag in our industry, all you have to do is in the search line. 01:03:07.000 --> 01:03:08.000 You know type in certain phrases like commercial real estate real estate, marketing. 01:03:08.000 --> 01:03:19.000 If you're looking at a specific industry type in so whatever it is, you're trying to hashtag don't just make hashtags on that because she's a brain but if you want to be seen by your target audience, things that you want you need to find those 01:03:19.000 --> 01:03:49.000 Hashtags and have followers, and commercial real estate happens to be real estate or retail, real estate. 01:04:18.000 --> 01:04:19.000 There are 01:04:19.000 --> 01:04:20.000 Some of those like, actually follow, about 30, of it, but don't just make hashtags up, and pull them out of your X. There is a reason for hashtag this is what people are phone, so if you want to know what if you want to know what's trending just type, it in the search 01:04:20.000 --> 01:04:29.000 Bar and it will tell you how many people are following in particular Hashtag 01:04:29.000 --> 01:04:45.000 That is an excellent point, Stan and maybe he would be so kind to send those to me, and I can share this in the email with your contact, information, Sir, I love that and that is really, true, I see, people making up hashtag, and it there no one's ever gonna see it because they don't 01:04:45.000 --> 01:05:00.000 mean anything, so on, on my screen. You'll see. Use 3 hashtags in your bio, and then that's as well, when you post this is very important guys, it's 3 hashtags, to broad gre the city you're in you know whatever's pertinent 01:05:00.000 --> 01:05:06.000 to you warehouse space industrial tech things that are broad, that are going to appeal to thousands and thousands of people. 01:05:06.000 --> 01:05:07.000 Should they follow that hashtag on linkedin. 01:05:07.000 --> 01:05:08.000 Now you want to use one that's niche. 01:05:08.000 --> 01:05:17.000 I use this niche for me, but I met that capability where I can as Stan indicated. 01:05:17.000 --> 01:05:35.000 I use omnipresence, Broker, or omnipresence, because that's what I Broker, I broke for Omni presence as well, as deals for you it could be if you're, showing a listing I will Listings are something, that need to be posted in a specific way I can't go 01:05:35.000 --> 01:05:50.000 into that today. But if you're posting a listing make sure that you do too broad and then you do one that's niche, maybe it's lab space, maybe it's an old Church, you can say Church, for use something that's like well, that would be too, specific but something Niche, and 01:05:50.000 --> 01:05:53.000 then too broad. So that way you get the most exposure. 01:05:53.000 --> 01:06:08.000 Your your feed is a hodgepodge of some of the hashtags that you follow and you'll be on their feeds. If they follow the hashtags that you're, using so it's very very important the ones that are in your bio, and in your 01:06:08.000 --> 01:06:16.000 job experience are how you get found on. Google, that is more important to me, than anything else that I'm gonna teach you today. 01:06:16.000 --> 01:06:22.000 Okay, do it immediately, yeah, I have I have like, 8. So I'm telling you at least 3. 01:06:22.000 --> 01:06:25.000 Because I, I'm desperate to get you to do it. Do. 8. 01:06:25.000 --> 01:06:37.000 I've got Tenant Rep Gre National Speaker kindness works you know anything that is important to me, that I want to be hired for because I'm hustle, baby I like to make money is in my things. 01:06:37.000 --> 01:06:45.000 Do it, how you'll be found in Google, I am number one on so many different areas, and nobody can figure it out. 01:06:45.000 --> 01:06:47.000 You can throw money at Google, all you want mine is mine is original. 01:06:47.000 --> 01:06:57.000 Content, the importance of storytelling. This is an entirely separate conversation 01:06:57.000 --> 01:07:03.000 It's how to post I like to post when I close the deal, but you want to do it never be the winner of your own story. 01:07:03.000 --> 01:07:21.000 No one likes to people to be their own hero, tell about the how they deal affected the community, the impact on the people around you, why, your junior reservoir was really excited to cut their teeth on that deal do in a great way video video video video video video video video I video I posted 01:07:21.000 --> 01:07:25.000 A video yesterday, or 2 days ago, I looked that to him, awful. 01:07:25.000 --> 01:07:26.000 I looked really bad. Some videos, I'm like, who was she? 01:07:26.000 --> 01:07:34.000 Other ones. Yesterday, I looked like I came out of one of the tunnels from Hunchback, and Notre Dame, I don't know what was going on. 01:07:34.000 --> 01:07:49.000 I still posted it post you, when you're good, when you're bad, when you say a word wrong, because it's you and it's important to get your message out, there you're not trying to sell anything you're selling you that's what this business. 01:07:49.000 --> 01:07:55.000 Is antenna. Rep we're not selling any listings, guys, our names aren't any any signs. 01:07:55.000 --> 01:08:00.000 If you're exclusive, 01:08:00.000 --> 01:08:10.000 Okay, How many people are sending a message with their connect request. 01:08:10.000 --> 01:08:12.000 What not like 01:08:12.000 --> 01:08:21.000 A message with their connect request. You send a connect. Hey? You want to connect that person, and it says, wanna add a note, and you're just like I do and you add a note 01:08:21.000 --> 01:08:22.000 I don't do that 01:08:22.000 --> 01:08:34.000 Raise your hand. No, don't do that 01:08:34.000 --> 01:08:35.000 Okay. 01:08:35.000 --> 01:08:37.000 Alright, I send a message. When I'm connecting with like lenders, or other professionals that I can have like business performance, does that make sense, but not actual clients 01:08:37.000 --> 01:08:43.000 Okay, I would have done that. More, because I don't wanna say, across. 01:08:43.000 --> 01:08:54.000 The board, my advice, and some people will say, different. My advice is to not do that my advice is to send the connect wait for the acceptance, and then send something completely. 01:08:54.000 --> 01:09:14.000 Just soft like a little soft touch, have think not even thanking them. You can thank them for the except if you want to so great to connect have a great week ahead, so great to connect not necessarily a thank you because when you walk up to somebody at a mixer and I have I usually have a whole thing, on this but I 01:09:14.000 --> 01:09:26.000 Want us to get into Prospecting campaign. But when you're think of Linkedin like a mixer, and you're at the Mixer and you walk up to somebody in you introduce yourself, you're not Gonna get your business card out and shove it in the face, you're not gonna you know 01:09:26.000 --> 01:09:33.000 It's not a sales, pitch and you're not gonna think them for talking, to you're gonna say hey? 01:09:33.000 --> 01:09:37.000 So great, to connect I hope I see it the next one yeah, you're gonna you know. 01:09:37.000 --> 01:09:50.000 Walk away and move on, and when the appropriate Time right, go, grab, a drink, or whatever, so whenever I'm on Linkedin, I literally see myself like I'm at a Networking event, That's why, i'm never in Stealth mode where they can't see you 01:09:50.000 --> 01:10:03.000 That's awkward, you're the weird creepy guy if you're on style mode, in my opinion, a lot of People Other Coaches disagree with me, and I think good's wrong okay, I think that's weird if I'm looking at your Profile 01:10:03.000 --> 01:10:05.000 It's for reason, and you should know about it. So 01:10:05.000 --> 01:10:11.000 Heavily, you're, 100% and that's the importance of your profile. 01:10:11.000 --> 01:10:21.000 And if you might be request to someone, the first thing, you're gonna do they think that it's worthwhile to security. 01:10:21.000 --> 01:10:30.000 Yes. 01:10:30.000 --> 01:10:48.000 No selfies, none of that. So you make the connection hey great to connect have a great week, have a great weekend boom, a few days later you go in and you endorse, them look at my screen you just endorse, doors, for a few items testimonials those 01:10:48.000 --> 01:10:55.000 Are pretty obvious. I do ask all of my clients for testimonials, or I should say most of them, will get so busy. 01:10:55.000 --> 01:10:57.000 Guys, but do ask for it, I Repurpose them put them on my website with them on my linkedin. 01:10:57.000 --> 01:11:07.000 It's just great. I love it. You know, who gave me a testimony all as a co-broker is Jerry on this call and I have co-workers as well, give me them it means a lot to me we already talked about the hand power. 01:11:07.000 --> 01:11:19.000 Of Handwritten note, and so an action plan for sol for linkedin is you make the connection. 01:11:19.000 --> 01:11:20.000 You send a message, you endorse, and then you like their post. 01:11:20.000 --> 01:11:26.000 You set it up to like their posts, and you just and you make sure that you're posting I will go 2 weeks without posting. 01:11:26.000 --> 01:11:49.000 If I'm not passionate about anything, don't post just to post post maybe a Max of 3 times a week, and I can I'm sending you a content calendar for the Month of December to give you some, ideas, and so you can do that I'm sending you a 01:11:49.000 --> 01:12:01.000 6 page prompt, I want you to get the ball rolling there's gonna be weeks where you're like hey Natalie, you're gonna be proud of me I'm Popping and There's Engagement, and then there's gonna be a Week where You're not feeling it and guess what that's okay. 01:12:01.000 --> 01:12:03.000 Because you're human. The entire purpose is for people to watch you for a period of time and it's. 01:12:03.000 --> 01:12:16.000 The people that watch you and don't engage that your phone's gonna ring and you're gonna get a deal of a lifetime. 01:12:16.000 --> 01:12:17.000 Does that make sense 01:12:17.000 --> 01:12:19.000 Yeah, Natalie, I have a question about who are you reaching out to? 01:12:19.000 --> 01:12:29.000 Are they specific like that you're reaching out to like a a certain type of role that they have that you're reaching out to or 01:12:29.000 --> 01:12:36.000 How do you find out? Who you should be connecting with 01:12:36.000 --> 01:12:52.000 That is a good question. I have my niche that I like I like to work with lofty and tech companies, now that I'm doing so much flex in there so you it's a lot of you know they happen faster and you make a lot. 01:12:52.000 --> 01:12:56.000 Of money I'm expanding that as well, I go to my crm, I do it by industry. 01:12:56.000 --> 01:12:58.000 But let me make sure that you all know this, because this is something that's not widely known. 01:12:58.000 --> 01:13:07.000 And this is the free version of the linkedin. 01:13:07.000 --> 01:13:14.000 So show me, tell me when you can see my linkedin 01:13:14.000 --> 01:13:20.000 And I want to show you how you can filter, by the type of person that you want to be doing business with 01:13:20.000 --> 01:13:36.000 Let's go 01:13:36.000 --> 01:13:45.000 Okay. Now, do you all know about the search feature up here more than just re like searching people 01:13:45.000 --> 01:14:06.000 Do you do you know that you can search by watch this, so so I can search for Cfo that's somebody that that's my lane, right I want to get in contact with the cfos, because they're gonna be making the the financial decisions or large tech Firms, sorry go to 01:14:06.000 --> 01:14:09.000 Cfo 01:14:09.000 --> 01:14:11.000 Okay, it's gonna pop all, of this. And then I wanna go and see how many first connections? 01:14:11.000 --> 01:14:16.000 I have, so I'm gonna go to people, and I go to people. 01:14:16.000 --> 01:14:30.000 For Cfo, Connections. I'm gonna go to first show Results 586 Results, I'm, not one of those people, where I'm, 01:14:30.000 --> 01:14:35.000 You know, pokemon got to catch them all I only have 14,800 connections. 01:14:35.000 --> 01:14:36.000 Some people, you talk to they got 100,000. It's like Facebook. 01:14:36.000 --> 01:14:52.000 This is not, it it's not queue. So I have 586 Cfos I. 01:14:52.000 --> 01:14:53.000 Yes. 01:14:53.000 --> 01:15:03.000 Those people have been watching me on on linkedin for years, right and I've been seeing their content content. So these are the people that I want to be in front of does that answer your question, okay, so how do I get in are you guys ready for your mind to be blown I'm, only listen, to me, i'm only sharing this with 01:15:03.000 --> 01:15:19.000 Tenant reps. When I do. This, I'm obviously gonna be doing this, course, again, I I'm only gonna be showing it to my industry, and not any under industries like I'm doing one in January, that's, longer and and you know way more Detailed and expensive let me. 01:15:19.000 --> 01:15:25.000 Show you what I do, and 01:15:25.000 --> 01:15:29.000 And again I'm all it's not a secret I'm just not showing any other industries. 01:15:29.000 --> 01:15:34.000 So there's a a platform called Persist I queue and I I appreciate it. 01:15:34.000 --> 01:15:39.000 I know we're over time. If you have to get off, I totally understand. 01:15:39.000 --> 01:15:45.000 So it is great persist, i queue and 01:15:45.000 --> 01:15:46.000 Let's say, oh, no, this is another platform so I've got to. Send. 01:15:46.000 --> 01:15:54.000 You. We've got to have another session. I'm gonna bl your mind this is called Jerryppy. 01:15:54.000 --> 01:16:11.000 So drip of I is a program. It's on the safety list for linkedin, anything that you ever do with linkedin make sure it's on the safety list otherwise you could lose your entire account, and it's not worth it so for cfos I have set up a tripify Campus 01:16:11.000 --> 01:16:14.000 And Are you ready, Jerry? Are you watching, too? I mean, this is just gonna blow. 01:16:14.000 --> 01:16:20.000 Your guys mind, so this is tripify I have a campaign. 01:16:20.000 --> 01:16:23.000 All I did was go to here I did the search that you just saw. 01:16:23.000 --> 01:16:27.000 I have premium, but it's for learning. I don't have premium, for sales, navigator. 01:16:27.000 --> 01:16:33.000 I don't need it. So I go here I up here I right click copy. 01:16:33.000 --> 01:16:49.000 And I'm Saving 586 results of just Cfos, if I wanted to, which I did when I did this I want to do it by Area show results it goes down to 1 24 and then I could Copy and paste here now I go, to Trip a Thigh I, guess I didn't, do 01:16:49.000 --> 01:16:57.000 The location, so I, 551. I want to ahead and added them to my Cfos, long game soft touches. 01:16:57.000 --> 01:16:59.000 So? What does that mean? I put them in a sequence. 01:16:59.000 --> 01:17:13.000 You can create any sequence that you want. Let me see if I can zoom in 01:17:13.000 --> 01:17:21.000 Okay, so 01:17:21.000 --> 01:17:23.000 Isn't been too much 01:17:23.000 --> 01:17:31.000 Does this, do it automatically, for you or or you. It just gives you a reminder to do it 01:17:31.000 --> 01:17:37.000 No, it doesn't automatically, so let's say at the top, it's I'm already convinced with them. 01:17:37.000 --> 01:17:42.000 If there's another one that I can do to make a connection, request and they're timed out, because otherwise linkedin would know. 01:17:42.000 --> 01:17:43.000 So this one is view, profile, the top ones as view. 01:17:43.000 --> 01:17:52.000 Profile. Within 10 min. I want you to endorse for some skills. 2 days. 01:17:52.000 --> 01:17:55.000 Later, I want you to like A. Post now this is the long term. Gang guys. 01:17:55.000 --> 01:17:59.000 This isn't like. I got too much business right now I'm not trying to get anything right. 01:17:59.000 --> 01:18:03.000 Now, this is called a, glacial glacial impact. 01:18:03.000 --> 01:18:09.000 Indoor skills, 2 days later, 12 days later, I want you to like a post. 01:18:09.000 --> 01:18:10.000 10 days later. I want you to like a post 5 days later, like another. 01:18:10.000 --> 01:18:19.000 Post, so this goes on. Now after this is ending. I can go back in and just keep adding to it. 01:18:19.000 --> 01:18:37.000 This could go on forever. So while I'm sleeping well, I'm Stuck here Working well, I'm going to watching my kids Basketball Games, there's Another Version of Me That's Soft Touching now, it, Doesn't Leave Comments, those are always gonna be Genuine, to me it you know when I do 01:18:37.000 --> 01:18:42.000 A video. And it has a 100, comments. That's me, that goes in and loves all of you. 01:18:42.000 --> 01:18:49.000 And in response, so, but this is for clients, this is like this is, how does she? 01:18:49.000 --> 01:18:51.000 How does she do? It this is how she does it. Okay? 01:18:51.000 --> 01:18:55.000 And I'm Only showing our industry. It's called Dripify. 01:18:55.000 --> 01:19:01.000 It is is expensive. They did send me a code for 5% off. 01:19:01.000 --> 01:19:13.000 That my my brother got us cause use this for his arrows, race recruiting, and so let's go and view the report and see what's happening. 01:19:13.000 --> 01:19:15.000 I don't know what actually. I don't know. 01:19:15.000 --> 01:19:16.000 But it's in progress. It spaces them out. So nothing gets flagged. 01:19:16.000 --> 01:19:25.000 I have been flagged before. So then I have Ceos connect so it's sending out connections it's sent out. 01:19:25.000 --> 01:19:28.000 There's a 119 leads there's 49 in progress. 01:19:28.000 --> 01:19:36.000 I, have an 8% acceptance rate. But again, it's slowly sending them out. 01:19:36.000 --> 01:19:44.000 So that's what's happening there, and then it will go through process, it's gonna connect it's then gonna send the message that I told you guys, about it's then gonna endorse. 01:19:44.000 --> 01:19:49.000 It's then gonna like their posts. I can have a 100 different cameras for 100 different reasons. 01:19:49.000 --> 01:19:55.000 Does that make sense? So this is your way, this is a part of your drip marketing. 01:19:55.000 --> 01:20:12.000 Another thing that's does it. Actually exports all of the Contact Information of all of the people that I saved now did I have to go in spend a $100, a month, on linkedin on Sales Navigator pull off the information leave feed it in no I right Clicked Copy Right Clicked 01:20:12.000 --> 01:20:30.000 Paste, did it all for me, export all the data put it in Persist IQ, which is just insane, and you have an entire marketing funnel they're in your funnel, now your Crm has the same thing, all the decision makers and all of that you put them into the funnel 01:20:30.000 --> 01:20:34.000 So this is all just a funnel that I can we can. 01:20:34.000 --> 01:20:38.000 We'll have to do like a part 2 here. 01:20:38.000 --> 01:20:52.000 But that's how you stay omnipresent so that guy I've Gotten a Ton of Deals and a Lot of Friendships, the Cmo of Allegiance, the Raider Stadium, I get to go sit in the box Anytime I want because we became Friends on Linkedin, He's like Well. 01:20:52.000 --> 01:20:57.000 I'd open my computer, you'd be there, I'd go here, you're there it's like that's the point. 01:20:57.000 --> 01:21:04.000 I want these everywhere, Commercial Estate, Natalie Las Vegas, Rena that's what you can create. 01:21:04.000 --> 01:21:05.000 Oh, by Emily, I hope your sense thing is amazing. Those are just those are more important than anything in the world. 01:21:05.000 --> 01:21:17.000 And I'll send you all of the the things Bye Stan thank you so much for your contribution. 01:21:17.000 --> 01:21:18.000 As well. I really appreciate you you and I need to connect you're. 01:21:18.000 --> 01:21:24.000 Wonderful. I'm so happy you made it today. and he I said, I'd have closing questions. 01:21:24.000 --> 01:21:25.000 I'm here for another 15 min. I know that it this is supposed to be over. 01:21:25.000 --> 01:21:34.000 I respect everybody's time you have to go. But I'm here for another 15, for any and all questions. 01:21:34.000 --> 01:21:37.000 I'm gonna stop talking and answer questions. 01:21:37.000 --> 01:21:45.000 Is the person IQ. What you use for just your email, drip 01:21:45.000 --> 01:21:46.000 Okay. 01:21:46.000 --> 01:21:47.000 Yes, persist, IQ is emails and it tracks in the open. 01:21:47.000 --> 01:21:48.000 Okay. 01:21:48.000 --> 01:22:01.000 I don't have any links in there, that track. When they click the any links that are inside, of it because then they goes to like spam folders and things like that but it's a really great program, I highly recommend Persist, IQ 01:22:01.000 --> 01:22:10.000 So you wait until the campaign on dripify is done. And then you send them the email, on that like, the the Person's, dictate 01:22:10.000 --> 01:22:24.000 If you want to. If you want to. Not necessarily. I don't like to be salesy, I don't at at least I I I haven't had to do that that many times i'm not at that's not really my main focus. 01:22:24.000 --> 01:22:33.000 I am, I attack on linkedin and twitter. They are my hugest Roi not mail, Canada campaigns. 01:22:33.000 --> 01:22:34.000 Does that make sense 01:22:34.000 --> 01:22:42.000 Yeah, so, what do you say in your first email to these prospects, it when you do, if you do send them an email 01:22:42.000 --> 01:22:43.000 I try to set up a pitch. I try to set up a meeting to go by. 01:22:43.000 --> 01:22:56.000 So it's just a I usually, they're usually, I'll scale it right like a year out of their expiration, I'll set up a dripify campaign for just those people because I can just pull them out put them in there and then just send an email. 01:22:56.000 --> 01:23:07.000 And Persist, not in mentioning their expiration of course, just strategically, knowing, you know there's so much momentum in your market, there's so many different. 01:23:07.000 --> 01:23:11.000 You know, with so much momentum and different things and challenges. 01:23:11.000 --> 01:23:34.000 Would you like our team to come and sit down with you and present just so you're more knowledgeable, so come renewal time, or anything like that I just failed that one it's written down for me see I can't, but I can send you I can send you an example of that one 01:23:34.000 --> 01:23:39.000 I have 2 letters that I have in my templates, that I can just send you 01:23:39.000 --> 01:23:40.000 Yeah, that would be great. 01:23:40.000 --> 01:23:45.000 So that way, you could, yeah, absolutely and feel free to take whatever you like and leave the rest behind. 01:23:45.000 --> 01:23:46.000 Thank you. 01:23:46.000 --> 01:23:53.000 Yes, Justin Justin what's up man? What's that 01:23:53.000 --> 01:23:57.000 I was just gonna say, I'll I'll take a copy of that letter 01:23:57.000 --> 01:24:00.000 Oh, cool. Okay. Cool. She does that do you want me to just everybody. 01:24:00.000 --> 01:24:05.000 Will want to copy the letter. Yes, okay, I'm gonna send that letter out. 01:24:05.000 --> 01:24:10.000 Okay, any let's any other questions. I know, we have more, questions so just you don't even have to raise your hand. 01:24:10.000 --> 01:24:12.000 Just just talk. 01:24:12.000 --> 01:24:13.000 Hello! 01:24:13.000 --> 01:24:15.000 Natalie, what what you did in your initial meeting? 01:24:15.000 --> 01:24:23.000 Do. You have like a like a pitch, deck that you take with you that you go over is that something that you would be able to share 01:24:23.000 --> 01:24:35.000 Yeah I, can I can share that I'd have to find you know what I'll use the one that I use for the college, because I do, all of their they have a small business administration part of it. 01:24:35.000 --> 01:24:38.000 And I they give me their clients. So I want it. 01:24:38.000 --> 01:24:43.000 So it just says you and I'll be on it. I'm, I'm, gonna send you do you want a copy of that 01:24:43.000 --> 01:24:47.000 Yeah, just anything that can help, me, kind of figure out, what other 10 rep brokers are doing. 01:24:47.000 --> 01:24:53.000 So that I can stay ahead of like what the other competition is doing 01:24:53.000 --> 01:24:54.000 Thank you so much. 01:24:54.000 --> 01:24:56.000 Of course, I'd be happy to do. That yeah, yeah, in a great I'm sorry 01:24:56.000 --> 01:24:58.000 I said thank you 01:24:58.000 --> 01:25:04.000 Of course in a great part is canva invest in Canva. The Annual Fee. 01:25:04.000 --> 01:25:05.000 I think is a 150 bucks or something. Canva is amazing. 01:25:05.000 --> 01:25:11.000 If you take my pitch deck, upload it into canva. 01:25:11.000 --> 01:25:17.000 It makes everything workable. It looks like it's your pitch deck. 01:25:17.000 --> 01:25:18.000 Thank you, Natalie. 01:25:18.000 --> 01:25:20.000 Okay. Thank you. Yeah, I'm telling you to say, thank you. 01:25:20.000 --> 01:25:23.000 I'm saying, thank you, that's all I'm saying But yeah. 01:25:23.000 --> 01:25:30.000 Also, I don't know if you know this, but with Canva, you can actually upload a Pdf and Edit the Pdf too. 01:25:30.000 --> 01:25:31.000 That's what I'm saying. I'm sending you a Pdf. 01:25:31.000 --> 01:25:32.000 Okay. Okay. 01:25:32.000 --> 01:25:39.000 Have to sit next to it, and be like, oh, I want to recreate it. 01:25:39.000 --> 01:25:40.000 Awesome. 01:25:40.000 --> 01:25:43.000 No, you get to steal the entire thing and just take name off of it like a total thief. 01:25:43.000 --> 01:25:44.000 Thank you so much. 01:25:44.000 --> 01:25:47.000 Yeah, 100,%, I want us, all, to win. And there's nobody. 01:25:47.000 --> 01:25:53.000 There's no mentorship there's no book on how to do this, and that's why, when I advertise the course I'm like this, is not some sophisticated course this is like I want you to make a ton of money. 01:25:53.000 --> 01:25:58.000 And I want you to make it. Now, okay, next, question. 01:25:58.000 --> 01:25:59.000 Do you 01:25:59.000 --> 01:26:00.000 Natalie, when you work. 01:26:00.000 --> 01:26:01.000 I'm sorry. 01:26:01.000 --> 01:26:06.000 Sorry go ahead. 01:26:06.000 --> 01:26:07.000 Yes. 01:26:07.000 --> 01:26:13.000 So you work for a larger firm previously, and do you think personal branding on top with the Firms Branding is Helpful, to set yourself apart 01:26:13.000 --> 01:26:19.000 Oh, 100%. I I don't know if I missed the slide or didn't do the slide cause I'm not really a slight person. 01:26:19.000 --> 01:26:27.000 I get in trouble I speak at colleges, but but you are your own marketing company. 01:26:27.000 --> 01:26:31.000 And the big brands are gonna hate it. But you are your own marketing. Company. 01:26:31.000 --> 01:26:32.000 So that's Kushman and Wakefield. 01:26:32.000 --> 01:26:38.000 I I think they flew in from New York twice to talk about my Instagram. 01:26:38.000 --> 01:26:44.000 Yes, you need to. You need to brand yourself, especially you. You've got a look. 01:26:44.000 --> 01:26:50.000 You're smart. You've got a Niche, do it it's all it's all you. 01:26:50.000 --> 01:26:59.000 It's all denied in a day. Today, am I saying your name correctly right today, I am thank God, so Janet DNA everywhere. 01:26:59.000 --> 01:27:11.000 And then Brand, right 01:27:11.000 --> 01:27:12.000 I love that 01:27:12.000 --> 01:27:13.000 So I do a local marketing I dub myself your curly haired commercial, real estate, expert 01:27:13.000 --> 01:27:17.000 Yes, yes, yes, I love it, and do take that fall and run with it, and it's all about you. 01:27:17.000 --> 01:27:18.000 Respect the brand, respect who you're with I was very proud to be with Cw. 01:27:18.000 --> 01:27:40.000 I loved Kushman awakefield, I still believe red and white, I know I they're all still, my family, not here locally, but another 4 kids, but yeah, I mean, you wanna be able to respect the brand and it gave me I couldn't be what I am right now without having that 01:27:40.000 --> 01:27:51.000 Big brown, background. I I'm still a big boy, because I came from the big boys it's challenging and if you don't have that background, I challenge everybody. 01:27:51.000 --> 01:27:52.000 To try it out I know that they say you don't need it. 01:27:52.000 --> 01:27:58.000 You do. You need to know what it's like, because it's a different. 01:27:58.000 --> 01:28:05.000 It's different. It's different, and I hope I'm not offending anybody that said with a lot of love it's just different. 01:28:05.000 --> 01:28:08.000 It's different. 01:28:08.000 --> 01:28:09.000 Thank you. 01:28:09.000 --> 01:28:10.000 Hey! Oh, sorry! 01:28:10.000 --> 01:28:16.000 Natalie, can you offer Lee do you offer lease, abstracting for client 01:28:16.000 --> 01:28:19.000 Hi! Do are you wanting, my leis abstract, too 01:28:19.000 --> 01:28:20.000 Let me well, I'm just wondering, is that something that you at what point, do you offer it. 01:28:20.000 --> 01:28:25.000 Is that like a way to kind of start the conversation with people? 01:28:25.000 --> 01:28:34.000 How do you use the least abstract to provide more value you know. I hear a lot about lease abstracting. 01:28:34.000 --> 01:28:37.000 But I just I don't know at what point do I bring that up? 01:28:37.000 --> 01:28:38.000 Do I? You know. 01:28:38.000 --> 01:28:45.000 Yeah, that's yeah, you really yes, I I what I do, and I I, first things, first, would be a proposal abstract. 01:28:45.000 --> 01:28:52.000 Right, so once you're negotiating on more than one, property, you gotta show them apples to apples. 01:28:52.000 --> 01:29:07.000 So I have a really great lease, abstract that I can share with you no, problem, and then the Least abstract to me, the way that I use that word, and how I do that is once the lease is closed you send the client, a lease, abstract on top of their 01:29:07.000 --> 01:29:10.000 Lease to say, Hey, these are your option periods. 01:29:10.000 --> 01:29:12.000 This is what you need to look out for you. Need to spend your time. 01:29:12.000 --> 01:29:20.000 Improvement Allowance by X. That to easily abstract but the first steps would be that proposal analysis, which is I've heard them used interchangeably? 01:29:20.000 --> 01:29:24.000 Where it's an abstract of all the data. 01:29:24.000 --> 01:29:25.000 You know, so you can yeah parking fees need to be in there. 01:29:25.000 --> 01:29:32.000 The Ti allowance, the occupancy day all of that? Does that make sense 01:29:32.000 --> 01:29:47.000 Yeah and I'm wondering if you you provide the Least abstract when you're talking to someone, to do at least renewal and say okay, well, we can look at the lease abstract put one together, for you and see kind, of where you're at currently and what we can is that 01:29:47.000 --> 01:29:50.000 something that you think is a valuable to to tenant, or 01:29:50.000 --> 01:29:52.000 Total value you are, you are meant to be in this industry. 01:29:52.000 --> 01:29:57.000 I can, tell and it's a shame you don't have a mentor. 01:29:57.000 --> 01:29:58.000 Thank you, Natalie. 01:29:58.000 --> 01:30:01.000 I am now you're not sorry. Yes, absolutely I wouldn't point it the way you are at least I we don't in my market. 01:30:01.000 --> 01:30:02.000 Somebody else could disagree with me and no problem. If they do. 01:30:02.000 --> 01:30:08.000 I would call that an analysis. I'd call that a lease analysis, and you're exactly on the right Track. 01:30:08.000 --> 01:30:16.000 You would want to do their renewal. Should we renewal, renew. This? 01:30:16.000 --> 01:30:25.000 Is what it looks like and should you relocate, this is what it's gonna look like, and show that to them, on one piece of paper. 01:30:25.000 --> 01:30:26.000 Right? Right? 01:30:26.000 --> 01:30:27.000 It's a great way to get business, because so many people think, should they stay it's a better guess what it's not. 01:30:27.000 --> 01:30:28.000 So yeah. 01:30:28.000 --> 01:30:32.000 Natalie do you offer coaching services on a one on one basis. 01:30:32.000 --> 01:30:40.000 I do, I do on my website I have them offered but not for tenant reps specific. 01:30:40.000 --> 01:30:41.000 I haven't done that one before we can absolutely talk after everything that is on my website. Right. 01:30:41.000 --> 01:30:51.000 Now is more in vain, the Vein of Omni presence, and all of that. 01:30:51.000 --> 01:30:52.000 Okay. 01:30:52.000 --> 01:30:59.000 But we, can talk and that's not anything that would be at nearly the scale that you see on the website, so Don't, let that intimidate you at all this would be way, different. 01:30:59.000 --> 01:31:00.000 Okay. Great. 01:31:00.000 --> 01:31:06.000 Okay, okay. Okay, any other questions. 01:31:06.000 --> 01:31:09.000 Nathaniel has a question. I can tell 01:31:09.000 --> 01:31:15.000 Well, I mean, I guess so if you were talking to somebody who is maybe not brand new. 01:31:15.000 --> 01:31:19.000 But somebody, is just getting started as maybe to call with a few small clients. 01:31:19.000 --> 01:31:29.000 Where would you recommend they, start if they're not for whatever. He's not e able to go with the big brokerage like you were just guys describing 01:31:29.000 --> 01:31:36.000 Why are you? And I can you talk with me today? Can you and I hang out for a little bit okay, let's do a one-on-one. 01:31:36.000 --> 01:31:37.000 Okay. 01:31:37.000 --> 01:31:39.000 Okay? What market? Are you in 01:31:39.000 --> 01:31:40.000 I mean Dallas 01:31:40.000 --> 01:31:50.000 Are you really oh, we gotta talk. See. I didn't know that okay, we're gonna talk, I got some ideas for you in Dana, you got a great energy. 01:31:50.000 --> 01:31:58.000 And you did. I'm excited for you to be in this business. We need more people like you, you really do anybody else 01:31:58.000 --> 01:32:01.000 I have one more question. Sorry. I know. I'm hogging a lot of your time. 01:32:01.000 --> 01:32:06.000 Okay, so right now, I'm working with a lot of smaller tenants. 01:32:06.000 --> 01:32:07.000 Okay. 01:32:07.000 --> 01:32:14.000 How do I break into larger tenants, and do you have any kind of words, of advice, of how I can get bigger clients 01:32:14.000 --> 01:32:18.000 I definitely, do wanna you and I have a one off today. 01:32:18.000 --> 01:32:19.000 That would be great. 01:32:19.000 --> 01:32:21.000 As well, just it will be about 15 to 20 min. 01:32:21.000 --> 01:32:24.000 And we'll, just we'll, just I'm gonna give you some some some tips on that area. 01:32:24.000 --> 01:32:31.000 So do me a favor. When we hang up here have some precise key. 01:32:31.000 --> 01:32:41.000 Questions that I can actually answer in those in those moments, and I would love to do that, and that would just be my way of just. 01:32:41.000 --> 01:32:42.000 Thank you, Natalie. 01:32:42.000 --> 01:32:43.000 So I'm here. 01:32:43.000 --> 01:32:44.000 You know, give him back. Okay, of course I'm so happy. To do this you guys excite me, okay, and I saw Jerry on Mike, Hi. 01:32:44.000 --> 01:32:45.000 Yeah, yeah, I've got a run. But I wanted to thank you. 01:32:45.000 --> 01:32:51.000 Your your phenomenal hmm. 01:32:51.000 --> 01:32:52.000 I, I, I love you very much, have a great rest of your day, any pictures of Charlie. 01:32:52.000 --> 01:32:56.000 Oh, you do! 01:32:56.000 --> 01:33:03.000 Goodbye. By bye, okay, guys. Anything, he's alive. 01:33:03.000 --> 01:33:09.000 Oh, oh, my God, you guys know about it. We started crescent. 01:33:09.000 --> 01:33:18.000 He's just he's just and he's the nicest man you could call him, and be like will you explain what this lease means and he will explain what the least means, so you guys all know him. 01:33:18.000 --> 01:33:21.000 Now, okay, you're in his circle, anything else. Guys. 01:33:21.000 --> 01:33:28.000 I at all, this guy could help you that you're confused about obviously, such a small group. 01:33:28.000 --> 01:33:35.000 Right now you shouldn't be embarrassed 01:33:35.000 --> 01:33:38.000 You're so I hope you got value out of it. Please. 01:33:38.000 --> 01:33:53.000 When I send you the email, send, me any feedback that you have you're now in my cra fan, if you, you church up that hashtag on twitter, you're gonna find an entire family of successful brokers in dallas a lot, of people Nathaniel if you search that 01:33:53.000 --> 01:34:08.000 That hashtags get ready for comed, Madison and all these guys that are in Dallas, Koi, Davidson, I know he's on Dallas, but in Texas, but give me your feedback, if you i'm gonna send you all of these forms, do me, a 01:34:08.000 --> 01:34:17.000 favor, obviously you're gonna share them. But make sure that they don't go like commercial, is that cool can we keep that between us. 01:34:17.000 --> 01:34:18.000 Was. 01:34:18.000 --> 01:34:24.000 Okay, Evan, you happy, dude, do you feel like you got something 01:34:24.000 --> 01:34:28.000 Very much, so absolutely. 01:34:28.000 --> 01:34:29.000 Yeah 01:34:29.000 --> 01:34:30.000 Okay, that makes me really happy. Neil, you happy, okay, I'm not asking because I need Pets, I'm asking. 01:34:30.000 --> 01:34:31.000 I just wanted to say thank you thank you so much. 01:34:31.000 --> 01:34:41.000 Thank you, I 01:34:41.000 --> 01:34:42.000 Thank you. 01:34:42.000 --> 01:34:43.000 Bye 01:34:43.000 --> 01:34:44.000 Cause. I really, it's important to me that you guys feel like you got so if you have any follow up questions, you anything at all, I'm here all the time much love Bye guys okay, Nathaniel and 01:34:44.000 --> 01:34:45.000 Thank you, Natalie. 01:34:45.000 --> 01:34:46.000 S Saman? Were you staying with me 01:34:46.000 --> 01:34:48.000 Okay, yeah, I will definitely say. 01:34:48.000 --> 01:34:51.000 By Justin, I love you very much, have a good rest of your day. 01:34:51.000 --> 01:34:59.000 I don't see you enough. If you don't love me anymore. 01:34:59.000 --> 01:35:00.000 Okay, I feel like, your guys questions can benefit each other, or we can be alone. 01:35:00.000 --> 01:35:06.000 It's totally. I don't think 01:35:06.000 --> 01:35:09.000 I mean, I would love to stay on with him, too. Yeah. 01:35:09.000 --> 01:35:10.000 With with Nathaniel, do you feel comfortable, to you okay, cool. 01:35:10.000 --> 01:35:12.000 Likewise. I would like that, too. 01:35:12.000 --> 01:35:19.000 Cause I I was gonna do it separately. And then I'm like, but wait the they're both kind of a little bit newer, right kind of you know. 01:35:19.000 --> 01:35:26.000 Okay, so this is exciting I am, recording and I will send you this portion. 01:35:26.000 --> 01:35:30.000 Because it will benefit you, and you can rehear, and I talk fast, and I get really excited. 01:35:30.000 --> 01:35:38.000 So you'll be able to get it. Okay, and but just don't like send it to anybody cause I'm ridiculous. 01:35:38.000 --> 01:35:39.000 No 01:35:39.000 --> 01:35:40.000 And I don't want to be embarrassed. Okay. 01:35:40.000 --> 01:35:46.000 Okay, I'm crazy. I just get really excited. 01:35:46.000 --> 01:35:48.000 This is the stuff that like fills my cup up. 01:35:48.000 --> 01:36:01.000 So let's start with Nathaniel, Nathaniel, you're working with, when you say small what size, clients and what give me the lowdown what's your specialty, I have it in your Bio but give it to us 01:36:01.000 --> 01:36:07.000 Sure I work with retail Restaurant and flex tenants, 01:36:07.000 --> 01:36:27.000 They tend to be from anywhere to 1,500 to 5,000 square feet, needs and most of the ones I have. I've done a little Bit of you know, people work with people doing office as well, yeah, so just started doing that this year 01:36:27.000 --> 01:36:30.000 Okay. 01:36:30.000 --> 01:36:35.000 And how many? Clients do you currently have, and this is all confidential for me. 01:36:35.000 --> 01:36:36.000 Oh, yeah, so active. Clients. Got 5, 01:36:36.000 --> 01:36:39.000 I do it racing them. Okay, you have 5 clients. 01:36:39.000 --> 01:36:42.000 Okay, and you've been in this business. How long 01:36:42.000 --> 01:36:44.000 I started in November 01:36:44.000 --> 01:36:46.000 Okay, I'm last year. 01:36:46.000 --> 01:36:48.000 This year. 01:36:48.000 --> 01:36:49.000 What's, your background 01:36:49.000 --> 01:36:55.000 I well, big, picture long ago, a Cpa of a Cpa background. 01:36:55.000 --> 01:37:00.000 I started to real estate business about 5 years ago. 01:37:00.000 --> 01:37:01.000 I've done my own leasing as the landlord, because I felt like I got better results. 01:37:01.000 --> 01:37:13.000 And then using it, but then, I I quit my accounting job it'd be end of last year, and started doing leasing and enjoyed. 01:37:13.000 --> 01:37:21.000 And I had a couple of people will say, Oh, I need somebody to do tend to rap I'm looking for a space, and so that's I did it for them, and I enjoyed it. 01:37:21.000 --> 01:37:28.000 So doing. Some of I would like to expand and grow that side, because I find it's rewarding 01:37:28.000 --> 01:37:34.000 Okay. Well, that's really cool. And the fact that you already have 5 clients, is really impressive. 01:37:34.000 --> 01:37:40.000 Just so, you know, in you know, in a month so where where are you getting? 01:37:40.000 --> 01:37:42.000 Them, now 01:37:42.000 --> 01:37:48.000 Yeah, so, besides, the people, who are just kind of referrals to me, from the good ones I've had in the past. 01:37:48.000 --> 01:38:07.000 I've been getting a lot of referrals from I've signed up with Tenant Base here in Dallas and they feed me a you know clients, and there's a lot of lot, of misses there but I do I call them all and I've picked up the 5 clients and 01:38:07.000 --> 01:38:08.000 How long term was it 01:38:08.000 --> 01:38:13.000 we assigned our first lease on one yesterday, actually, so it was a short one that they only wanted to do 2 years of you know. 01:38:13.000 --> 01:38:21.000 And so it was 2 year from Flex, Space, Commercial Painting Company, but I'm like, I think I'll take a win no 01:38:21.000 --> 01:38:22.000 Yes. 01:38:22.000 --> 01:38:29.000 That's a win, that is a win. Okay, and I I'm very close with Senate, base they're a big sponsor of a summit. 01:38:29.000 --> 01:38:30.000 Okay. 01:38:30.000 --> 01:38:45.000 That I put on every year, and it's it's for brokers like us I'll send you guys The info on it just so that you see what it's about but it's like people like me, and like Jerry and Justin that have been in the business, for a long time and we 01:38:45.000 --> 01:38:49.000 just want we don't. We don't hide our paper. 01:38:49.000 --> 01:38:50.000 Hmm. 01:38:50.000 --> 01:39:05.000 We have the abundance mindset we want everyone to do better, and to win and we love what we do, and we see that there's not enough women and that there's not enough diversity, and that and I throw it with the head of the Tenant Net tenant, advisory, Group 01:39:05.000 --> 01:39:22.000 At Kushman and Wakefield, and this will be our third year in 2,023, and it's something really special, and we have a know you know what Policy cause there's a lot of what you know What's, in our industry, and so that's, if 01:39:22.000 --> 01:39:26.000 You guys are ever interested in coming And we also, do offer a scholarship program as well, for people, their first year. 01:39:26.000 --> 01:39:43.000 Just so they can come, and kind of see what it's all about, and like, the CEO of Sio R comes, and it's just this really good like people come and they cry, because business industry is really mean, it really is I mean, and no one. 01:39:43.000 --> 01:39:46.000 You really is and 01:39:46.000 --> 01:39:50.000 There's, No mentorship and people are mean, so it's like, it's, I. God. 01:39:50.000 --> 01:39:56.000 I can't tell you I was like, okay, is it me or my mental hall like is my mental health. 01:39:56.000 --> 01:39:58.000 Or this industry, right and so you meet other brokers that would do anything for you. 01:39:58.000 --> 01:40:08.000 Okay, that's what it's all about. So anyway, just throwing that out there and Tenant Base is a part of that. 01:40:08.000 --> 01:40:13.000 So they're good people. but I want you to be able to get leads without paying for them. 01:40:13.000 --> 01:40:29.000 At this point, your career. And I I shouldn't say that on a recording so that's in the cone circles and friends, and I can help you do that okay, so that's what we're going to talk, about and then what is your main question. 01:40:29.000 --> 01:40:32.000 You can't tell that I'm looking at you. 01:40:32.000 --> 01:40:33.000 Oh, Neat, 7 01:40:33.000 --> 01:40:36.000 Some man, Samantha, Hey man, what is my problem? Okay. 01:40:36.000 --> 01:40:38.000 You know I really don't mind how you pronounce. 01:40:38.000 --> 01:40:39.000 Okay. 01:40:39.000 --> 01:40:44.000 It, Natalie. It's it's make an effort to that's all that matters 01:40:44.000 --> 01:40:45.000 Yeah 01:40:45.000 --> 01:40:46.000 So why it's painful, okay. Okay. But what is your what do? 01:40:46.000 --> 01:40:48.000 We, cause i'm gonna hit you i'm gonna get both of your questions. 01:40:48.000 --> 01:40:50.000 And then I want to be able to do it 01:40:50.000 --> 01:40:58.000 Yeah, so I'm I like, Nathaniel, I'm also working with tenant base and I I have probably I just looked it up 01:40:58.000 --> 01:41:05.000 I have around 40 clients in the Pipeline, I've been with them for about 4 months. 01:41:05.000 --> 01:41:12.000 Now but again, these are much smaller deals and I wanted and it's giving me confidence to kind, of work with larger deals, but I I want I want to I want the big boys I want the big deals. 01:41:12.000 --> 01:41:16.000 I know that I can go after them. I just don't know. 01:41:16.000 --> 01:41:24.000 I know I can. I just don't know how 01:41:24.000 --> 01:41:28.000 Okay, And how many of you close with Senate base in 4 months. 01:41:28.000 --> 01:41:35.000 I've closed maybe 3 or 4, and I have. 01:41:35.000 --> 01:41:41.000 I have, like 5 that were in at the Loi Lease negotiation stage 01:41:41.000 --> 01:41:42.000 And what firm are you at 01:41:42.000 --> 01:41:47.000 I'm with Samson properties. So they are again. They're predominantly residential. 01:41:47.000 --> 01:41:48.000 I I was with a commercial broker. He wasn't training me doesn't give me any leads. 01:41:48.000 --> 01:41:58.000 Nothing. So I was like, well, why don't I just go back to the residential brokerage where my split is crazy good. 01:41:58.000 --> 01:42:06.000 And then I can just kind of be the the commercial person in the residential firm. 01:42:06.000 --> 01:42:09.000 You know again, I'm not getting any training, not getting anything like that. 01:42:09.000 --> 01:42:10.000 Okay. 01:42:10.000 --> 01:42:11.000 But again, the what are really good. 01:42:11.000 --> 01:42:25.000 Okay, okay, I understand that so what will the goal with you would be to get you, to where you're out of there, and somewhere, where there is mentorship or you don't need as much, but you're not at a resi, firm because that's tough and what market, are you in 01:42:25.000 --> 01:42:29.000 The Damby DC Maryland, Virginia. 01:42:29.000 --> 01:42:33.000 Are you serious? Okay, okay, that's a really great market. 01:42:33.000 --> 01:42:36.000 Okay, and then you're in Dallas. What firm are you with 01:42:36.000 --> 01:42:40.000 A very similar situation on with a residential appropriate. 01:42:40.000 --> 01:42:45.000 Where yeah, you know, I do, I do. Commercial and the split is really good. 01:42:45.000 --> 01:42:46.000 I mean, there, hey, yeah. 01:42:46.000 --> 01:42:53.000 Oh, split! Smith! I mean my firm has made $300,000 off of me this year. 01:42:53.000 --> 01:42:54.000 Wow! 01:42:54.000 --> 01:43:05.000 I've got 2 kids, I mean, that's why I made that little nurse because I'm paying for maps because it's 10 it reps what else. 01:43:05.000 --> 01:43:07.000 Do you need right? We don't need signs. Okay. 01:43:07.000 --> 01:43:16.000 Well, then, I'm really excited talking to both of you, let me make sure There's Nobody Else in there with that this Is Panelists, 3 Q. 01:43:16.000 --> 01:43:23.000 And a to me just oh. 01:43:23.000 --> 01:43:26.000 Didn't is denying here I'm so confused. I'm sorry. 01:43:26.000 --> 01:43:28.000 Give me like 2 s. I'm just. I am 01:43:28.000 --> 01:43:32.000 I I see 3 participants, including the 3 of us, but I'm not 01:43:32.000 --> 01:43:35.000 Okay, no no one else is here. I just want to be careful. 01:43:35.000 --> 01:43:40.000 I wanna make sure that I'm Respectful but myself, 01:43:40.000 --> 01:43:45.000 I don't wanna see the chat okay, Close. 01:43:45.000 --> 01:43:49.000 Okay, so there's a lot of really great things that you can do. 01:43:49.000 --> 01:43:57.000 Now to improve your book of business. And so I'm gonna give myself till noon to be able to like really lay it out. 01:43:57.000 --> 01:43:58.000 And like I said I'm gonna send you the recording. You don't have to remember anything. 01:43:58.000 --> 01:44:07.000 You don't even have to write it down. I'd rather you, I mean, I'm a I have to write things down it helps them plug it in better. 01:44:07.000 --> 01:44:11.000 So do what you want, but This is what I recommend. 01:44:11.000 --> 01:44:15.000 You do, and there's it's so exciting, because there's so much room for Growth, for both, of you in terms, of getting those new clients. 01:44:15.000 --> 01:44:20.000 So the first step is to reconnect with a 150 people a day in your market. 01:44:20.000 --> 01:44:42.000 This is this is personalized to you, both, this is usually, what I charge a sh kind of money for this, is for you both and I need to look, at your your linkedin, and I'll be much more detailed but for now let's, go, so 100 connect with about a 100 a 150 people. 01:44:42.000 --> 01:44:46.000 A day. Okay, go through use that search thing. The way that I showed you. 01:44:46.000 --> 01:44:51.000 If you want me to record me, doing it. Now I can let me know. 01:44:51.000 --> 01:44:53.000 Do you need me to record it. No, that's fine. Okay. 01:44:53.000 --> 01:44:54.000 Yeah, I saw what you did. 01:44:54.000 --> 01:44:55.000 No I triple 01:44:55.000 --> 01:45:10.000 So search for your ideal client base on linkedin, and do it that way, go ahead, and connect with them, and then when they respond you're line to bed at night, that's when you send it don't let it dominate your day, it shouldn't take that long this should be you know just 01:45:10.000 --> 01:45:13.000 When you're in between meetings or in a red light. 01:45:13.000 --> 01:45:15.000 You're sitting and drinking your coffee, boom. 01:45:15.000 --> 01:45:31.000 That's part done so you're gonna go ahead and do it that way, when they re- if they respond to your things for the connect you're at a point where you do need to ask for that meeting so I want you guys to start asking for the meeting and linkedin now you're 01:45:31.000 --> 01:45:34.000 Not gonna ask for a meeting, you're gonna ask for a call. Hey? 01:45:34.000 --> 01:45:42.000 I am How can you who is your ideal client? Give me yours, Nathaniel, I know that you gave me your specialty 01:45:42.000 --> 01:45:49.000 Yeah, I guess it would be a retail out retailer, looking to add their you know, third, or fourth, location no 01:45:49.000 --> 01:45:54.000 Okay, so you're you're somebody that it's your Facebook is really good for you too. 01:45:54.000 --> 01:46:02.000 That Facebook Beth is, or is somebody you need to follow on instagram and on retail, on a linkedin and on Twitter. 01:46:02.000 --> 01:46:12.000 She is huge on Finding retail clients on Facebook, you just go to their Facebook Page, and you hit them up that way that might be better than linkedin for you and just say, hey? 01:46:12.000 --> 01:46:13.000 Okay. 01:46:13.000 --> 01:46:17.000 You've got 2 locations. I know a great I and you're 7. 01:46:17.000 --> 01:46:22.000 I know 2 great locations, I've driven by, and I can't help but see your sign. 01:46:22.000 --> 01:46:33.000 There can we grab a cup of coffee? Don't say that if they're a coffee shop can I buy you a cup of coffee that is that is gotten me into more meetings? 01:46:33.000 --> 01:46:41.000 Can I buy you a cup of coffee, and it doesn't work against us that we're all young and we're all pretty interactive, we're all kind of cute right. 01:46:41.000 --> 01:46:48.000 Now the longer you can marinate those connections in your linkedin in the better the longer. 01:46:48.000 --> 01:46:53.000 So if I like to let people watch me for about 3 to 6 months. 01:46:53.000 --> 01:46:56.000 Now, while you're connecting with these people, you need to post content. 01:46:56.000 --> 01:47:00.000 How often are you both posting right now. 01:47:00.000 --> 01:47:03.000 Maybe one, every 3, months. 01:47:03.000 --> 01:47:07.000 Yeah, so that those days are gone for you. I hope you enjoyed it. 01:47:07.000 --> 01:47:11.000 No, no, now, you're posting how about you do they know 01:47:11.000 --> 01:47:16.000 Yeah, I don't really have much about right. 01:47:16.000 --> 01:47:18.000 Now, my only connection kind of yeah aside from my 01:47:18.000 --> 01:47:21.000 How busy are you? I need to know. I need to be realistic with both of you. 01:47:21.000 --> 01:47:25.000 What is your schedules like 01:47:25.000 --> 01:47:31.000 So I spend probably 3 quarters of of my time, of my day on on this now 01:47:31.000 --> 01:47:42.000 Okay, but like, are you okay, so I you can give me how much time can you give me a day to do content cause on the front end it's gonna be longer, like for me right. 01:47:42.000 --> 01:47:46.000 Now, I need 5 min. I've got it down like, I'm a machine for you. 01:47:46.000 --> 01:47:47.000 It's going to be an hour 01:47:47.000 --> 01:47:49.000 Yeah, I could probably give an hour or 2. Hours. 01:47:49.000 --> 01:47:52.000 Really, okay, how about you? 01:47:52.000 --> 01:47:55.000 I I can try to do an hour. Yeah. 01:47:55.000 --> 01:47:57.000 Well, I'm not saying you have to I'm saying. 01:47:57.000 --> 01:47:59.000 What how much time can you get? Me? Can you give me 30. 01:47:59.000 --> 01:48:00.000 Yes, definitely 01:48:00.000 --> 01:48:05.000 Oh, my God, okay, I'm writing this down. Okay. So I'm gonna send you guys that content calendar. 01:48:05.000 --> 01:48:15.000 But I you guys are gonna need a little bit more help than that 01:48:15.000 --> 01:48:19.000 You can give me 30, will you do videos for me 01:48:19.000 --> 01:48:21.000 Oh, the days are tough. 01:48:21.000 --> 01:48:23.000 Why? 01:48:23.000 --> 01:48:28.000 I don't know Natalie, it's just so hard for me to get on video 01:48:28.000 --> 01:48:34.000 I keep saying there's new questions. But you guys haven't asked any questions, right 01:48:34.000 --> 01:48:37.000 Okay. Sorry. I just it keeps popping up new ones. 01:48:37.000 --> 01:48:42.000 Okay, what we need to do is we need to get you guys out there, more, It's free advertising. 01:48:42.000 --> 01:48:48.000 Now, if I was seeing here going, okay, give me $5,000 for SEO, and give me this and instagram, no, i'm saying it's free I just need your time. 01:48:48.000 --> 01:49:07.000 Like so it would be ridiculous for you to pay for this, course that you just went through, and then not do free content advertising make sure that you're on Twitter if you Don't have a twitter make one today, okay, make a twitter make sure, the handle makes sense and it's not the one 01:49:07.000 --> 01:49:14.000 You used in High School make sure that it matches, your instagram, do you have instagram 01:49:14.000 --> 01:49:16.000 Make it in Nathaniel know that did I know 01:49:16.000 --> 01:49:21.000 I am on twitter, but not in a real estate. 01:49:21.000 --> 01:49:22.000 Capacity. 01:49:22.000 --> 01:49:33.000 Okay. Will you get well, I don't have a I don't have a separate I talk about 80% is personal and 20% business this is what I'm teaching you guys it's, not it I'm teaching. 01:49:33.000 --> 01:49:36.000 You how to become missiles. I'm one person, and I'm gonna close a 1 million. 01:49:36.000 --> 01:49:44.000 Dollars, this year, and I'm not bragging, and I'm not special. 01:49:44.000 --> 01:49:54.000 I'm just omnipresent, and I'm myself, and I worked really hard to not have to be anybody else, because I'm I'm really different right. 01:49:54.000 --> 01:49:55.000 Bye, Bye, yeah 01:49:55.000 --> 01:50:00.000 I worked really hard to be. Where I am right now, and not have to change to what everybody told me I had to be. 01:50:00.000 --> 01:50:04.000 I was supposed to hide things about myself. I was supposed to dress a certain way. 01:50:04.000 --> 01:50:08.000 I was supposed to get my nails done, and I worked really hard to be me. 01:50:08.000 --> 01:50:16.000 And it's worked, and it's made me money, and so I can come to both of you and say, be exactly who you are. 01:50:16.000 --> 01:50:21.000 Don't change his thing, and this will work 01:50:21.000 --> 01:50:32.000 So if you want to keep that account as long as there's, not anything that's polarizing, political or nude, for both of you 01:50:32.000 --> 01:50:37.000 Yeah, okay, my started, second, one. 01:50:37.000 --> 01:50:38.000 Yeah 01:50:38.000 --> 01:50:39.000 I I'm very involved I'm involved in local politics. 01:50:39.000 --> 01:50:40.000 So. 01:50:40.000 --> 01:50:57.000 Oh, yeah, no. Listen. You're in Dallas. I knew my best friend out there owns make the city, and then great again. 01:50:57.000 --> 01:50:58.000 I don't 01:50:58.000 --> 01:51:00.000 In every city, in the United States, Conrad, Banson, you're gonna know him you guys, he'll take you to lunch he owns Paladin partners, you know Paladin partners, oh, my God we gotta get you plugged. 01:51:00.000 --> 01:51:02.000 In oh, my God, I'm gonna become your guys, best friend. 01:51:02.000 --> 01:51:08.000 Okay, so and especially you and DC, holy Shit, I do. 01:51:08.000 --> 01:51:13.000 Everybody there this is great I'm really excited about this, okay, so yeah, get those things tuned up ready. 01:51:13.000 --> 01:51:17.000 To go have any handle. That makes sense, nothing stupid, that nobody will. 01:51:17.000 --> 01:51:24.000 Understand I'm not saying that towards you I'm saying that towards everybody Else, on the planet I have an instagram, that matches I will teach you how to do it. 01:51:24.000 --> 01:51:31.000 I promise it won't be stupid. I I get stupid, because I'm me and I like to embarrass my kids. 01:51:31.000 --> 01:51:33.000 But you don't have to do anything you want to do. 01:51:33.000 --> 01:51:49.000 And we will start putting you on the map. Now as for you're gonna connect, you're gonna ask for meetings i'm gonna send you my example, drip que campaign so that you can see what my emails, look like I can send you I think I have a call I did 01:51:49.000 --> 01:51:51.000 Moscow, for a while. 01:51:51.000 --> 01:51:56.000 I'm actually in Massimo. Right now. 01:51:56.000 --> 01:51:57.000 How's that going? 01:51:57.000 --> 01:52:02.000 I started with the new to business. I just finished the 12 weeks. 01:52:02.000 --> 01:52:06.000 I have not started a cold calling. Yeah. 01:52:06.000 --> 01:52:08.000 Alright I was making about 400,000 when I started, and it just wasn't working. 01:52:08.000 --> 01:52:16.000 I they actually fired me cause. I was too busy. I was too busy. 01:52:16.000 --> 01:52:17.000 It's like taking on a whole job that our job I was too busy and he fired me. 01:52:17.000 --> 01:52:20.000 And I was like, okay, but I'll still be a spokesperson. 01:52:20.000 --> 01:52:24.000 My platform's really big I was like I still, be a spokesperson. 01:52:24.000 --> 01:52:38.000 Because I felt bad and he was like, actually Don't don't say that you were with me because if you would say that you're with me you'd be making a lot more money so I doubled. 01:52:38.000 --> 01:52:39.000 Wow! 01:52:39.000 --> 01:52:41.000 My income. And this is all about a year of today. Oh, tell me, not to do something. 01:52:41.000 --> 01:52:42.000 I won't 01:52:42.000 --> 01:52:43.000 Massimo Pushes, a lot of cold calling. 01:52:43.000 --> 01:52:52.000 Do you. It seems like you don't do any cold calling 01:52:52.000 --> 01:52:58.000 No I mean, I only do one calling because everybody knows who I am and that's what I create for my clients, but I and again i'm not a competitor. 01:52:58.000 --> 01:52:59.000 There's. I don't do anything that they do at all. 01:52:59.000 --> 01:53:02.000 They do like really sophisticated shit. That really works. 01:53:02.000 --> 01:53:09.000 I just I don't need to do any of that. 01:53:09.000 --> 01:53:14.000 I but I I think they're great and I read all their books. 01:53:14.000 --> 01:53:20.000 I mean, I I mean his books are insane, and he comes to the summit, and I want to go to his next 01:53:20.000 --> 01:53:23.000 I want to go to his next one, because all my friends are speakers. 01:53:23.000 --> 01:53:27.000 He was. Just he just wasn't very nice. 01:53:27.000 --> 01:53:33.000 Oh! Yeah, I don't have any. Experience with him personally. 01:53:33.000 --> 01:53:34.000 Hello! 01:53:34.000 --> 01:53:36.000 Got tired. I got fired. I'm sorry I couldn't make the time 01:53:36.000 --> 01:53:38.000 Oh, you, does your income without him. So that's 01:53:38.000 --> 01:53:42.000 Yeah, well, that doesn't mean, I mean, maybe I would have troubled it with them. 01:53:42.000 --> 01:53:44.000 Who knows, but I just wasn't very nice. I'm all about niceness anyways, I love Rod. 01:53:44.000 --> 01:53:46.000 That'll aside but yes, so let's start doing post. 01:53:46.000 --> 01:53:55.000 I'm gonna send you content I want you to get comfortable. 01:53:55.000 --> 01:54:10.000 You both have an amazing opportunity right. Now, within the next 30 days, I'm telling you, you in the next 30 days people are gonna be like who are. They and you know what's gonna be great is that a commercial firms are gonna ask for you to be there 01:54:10.000 --> 01:54:11.000 Hmm. 01:54:11.000 --> 01:54:23.000 Right, and you don't have to go. You want but commercial firms are gonna ask for you to be there and your your clients are gonna come, to you and right doing what i'm, gonna show. 01:54:23.000 --> 01:54:28.000 You you can become such a machine, that do me a favor, figure out what Crm, you want to use use anything you want if you're using one or you're about to buy one you want my opinion, on it. 01:54:28.000 --> 01:54:34.000 I'll give you my honest opinion. I've heard them all you know there's some that are actually pretty good. 01:54:34.000 --> 01:54:50.000 They only had like one or 2 workaround, get all, your systems in place for about, for the the clients you're about to get I can send you, my active duty excel spreadsheet, and just delete everything, so you have something like that I can send you my to do sheet, that really 01:54:50.000 --> 01:55:00.000 helps, my team, anything that I can send you to help you start your business for the volume, because you will start getting calls guys. 01:55:00.000 --> 01:55:05.000 We'll start getting calls the more you're out there, the more messages you're sending the Types of people. 01:55:05.000 --> 01:55:09.000 That I'm gonna have you sits posting and you're not going to be posting like you're a thought leader. 01:55:09.000 --> 01:55:14.000 That's been doing this for 30 years. You're gonna post like somebody that's really excited. 01:55:14.000 --> 01:55:18.000 Because now you get to help your community 01:55:18.000 --> 01:55:20.000 Oh. 01:55:20.000 --> 01:55:23.000 You're not gonna pretend to be anything that you're not, and I'm gonna teach you how to post. 01:55:23.000 --> 01:55:24.000 So it goes in front of the right people, and all of that. 01:55:24.000 --> 01:55:29.000 So I'm really happy you guys came to the class more. 01:55:29.000 --> 01:55:33.000 So than anybody else other than Jerry Porter 01:55:33.000 --> 01:55:49.000 I'm here for you guys in a really big way, it's gonna take me a little while to get everything that I discussed over to you and but why don't We do like another and then get an Instagram to and follow me because I sometimes I do random Lives, and then it's like 01:55:49.000 --> 01:55:52.000 Yeah, watched. I just watched. Your first live, actually 01:55:52.000 --> 01:55:55.000 No way. That's an see, not 01:55:55.000 --> 01:55:56.000 No no great you got me hyped up for the for this class today. 01:55:56.000 --> 01:55:58.000 So. 01:55:58.000 --> 01:56:08.000 Oh, that's right. I remember your name. That's how I remember your name, that's embarrassing thanks, thanks it was my birthday I had no idea what to do I looked like shit. 01:56:08.000 --> 01:56:09.000 It was, great. 01:56:09.000 --> 01:56:12.000 But that was, but, yeah, but anyways, for you, Nathaniel, if you get on Instagram and I do a live and i talk to like 4, or 5. 01:56:12.000 --> 01:56:19.000 Other well, I guess it's a max of 3, like other tenant Reps. 01:56:19.000 --> 01:56:20.000 Oh! 01:56:20.000 --> 01:56:21.000 You could just learn from these people you know what I mean. 01:56:21.000 --> 01:56:22.000 Alright. 01:56:22.000 --> 01:56:30.000 Not just babbling it's like ideas, and they disagree with me all the time I get pissed it works it's fun 01:56:30.000 --> 01:56:31.000 Okay. 01:56:31.000 --> 01:56:40.000 Sure. Well, that's great this is really sorry I was very unexpected, and I didn't expect to have this kind of extra Nope, 2, one on one time 2 on one, time, so really Appreciate. 01:56:40.000 --> 01:56:41.000 Yeah, yeah, same, here nowadays. 01:56:41.000 --> 01:56:42.000 It no or less less common. 01:56:42.000 --> 01:56:48.000 Overwhelming. I can like I can overwhelm people. 01:56:48.000 --> 01:56:49.000 You just get excited. 01:56:49.000 --> 01:56:50.000 Yeah, I know, we're on a less common common situation, compared to most. 01:56:50.000 --> 01:56:56.000 And Rep. So the Individualized Attention is extremely appreciated. 01:56:56.000 --> 01:56:57.000 Oh, yeah. 01:56:57.000 --> 01:57:00.000 Yeah, definitely appreciate your time 01:57:00.000 --> 01:57:07.000 Oh, i'm, your so you guys are exactly exactly who I like to talk to you're getting into the business you're excited. 01:57:07.000 --> 01:57:26.000 You want to learn more. I am. I am literally your for you, any any time, and especially this, is huge, especially if you're working on a loi or lease, and you have questions about language, or you need, language, let's go ask me for it I still ask my mentors, we are all 01:57:26.000 --> 01:57:30.000 I'm for a reason. So always come to me. 01:57:30.000 --> 01:57:31.000 I'm never gonna judge you i'm never gonna tell anybody we can look at it together. 01:57:31.000 --> 01:57:35.000 I have a I have an entire, I can't send you the master. 01:57:35.000 --> 01:57:42.000 It, took 10 years to create, but I have language for everything that you'll run into. 01:57:42.000 --> 01:57:45.000 So please, i'm always here for you guys, seriously, I'm always a resource. 01:57:45.000 --> 01:57:47.000 Thank you, Natalie. 01:57:47.000 --> 01:57:49.000 Thank you so much. 01:57:49.000 --> 01:57:53.000 Appreciate it