Ep051: Checking the foundations

Today on the Listing Agent Lifestyle podcast we're going to continue with our series of six months to six figures and laying the foundations of a Listing Agent Lifestyle.

We'll check in with LJ to see how he's moving forward on ramping up his Top 100, putting together his golf course community guide, which of course, you should think of as an example for any community or category you want to dominate, and is a great way for us to start finding buyers for the areas that we're starting to get listings.

That's the key to keeping sustainable growth without depending on just having listings or manual prospecting.

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Transcript: Listing Agent Lifestyle Ep051

Dean: Mr.LJ

LJ: Mr. Dean, how are you today?

Dean: I feel fantastic. Is the LJ that's the star of the weekly video show about St.George homes under $250,000 is this the same guy?

LJ: This is the same guy.

Dean: Wow, very impressive my friend.

LJ: It seemed okay, I mean, I didn't actually send that out to anybody because that was my first practice take. I know at the end I kind of lost track. I came to see you.

Dean: There is the thing see how that works, is you're famous to me because you sent it to me and there's actually a Meta lesson in that. It doesn't matter how big your list is, people read them and watch the videos alone. So it's one at the time, it's a nice Meta lesson there. But yeah, let's talk about it because it's a very exciting development. Last time we talked about this idea of your weekly flagship email now. This was your first effort at it and you did a great job. I think the email is fantastic, and your video was great and of course, you're going to get better at it as you get more comfortable, and you learn the moves and as you get more confident with it, that's all it is. But it was really well done I think, congratulations. You got all the mechanics are there.

LJ: Okay, well, thank you. I was actually thinking about changing it and actually doing it daily, partially because I feel like if I only do it once a week, I'm never going to get good at it. Like it's not enough practice. I thought, maybe it'd be better if I just knocked it out, it would only be two or three houses. Part of my, I guess, concern too is still being pretty new to real estate, I went on a Chuck Charlton's website and watched some of his videos that he does and the guy obviously has a lot of experience. Like he can walk in a meeting and tell them all these things and I'm like, "I don't have all this knowledge." So what I was thinking about doing, actually what I think I did on that video was, I did some quick CMA's of those properties. So I could at least say, "Here's my opinion on the price versus what-"

Dean: Yeah, in fact you have one where you said, "I think this one is a little much," that's kind of insight that people count on, you know? So just to kind of counter what I said about the Meta that people are reading or are doing them alone, and the idea of doing a daily one is, my general thought is that while you're in execution mode here, like we've got a lot of things that we're working on, I think that you're going to be better investing the time right now in doing one a week, and you're going to get better as you're doing them once a week and by the time that we spend that time executing on the other things, as your list grows, you'll get that same amount of thing.

It just is a little bit of overkill. I generally don't encourage people to do a daily video, so we get your list to like a thousand or something. So that at any time some of those people are ready right now, do you understand what I mean by that? I think we've got, yeah, the opportunity cost of time where it's not... because right now you've got less than a 100 subscribers for that kind of thing. So I think the weekly is the way to go and continue to build this and then let's focus the time on going full steam ahead on laying the foundation here. That's really what we're focused on here. I talk about this as like Six Months to Six Figures that, what we're doing is we're laying the foundation of your long-term business here in this first six months.

We're getting everything, we're building that solid six figure foundation here, and it's just inevitable that, that's where we head. So learning the moves of setting up a flagship communication where every single week, for now, you’re sending out the video, newsletter and you did a great job on the email. I'll post that up for people on the blog here so we can, with this week's episode so people can see what's happening. But congratulations now because there's a learning curve, you had to learn how to set up this video template. And how do I go through the moves of formatting this email and testing it and sending it out. The first one always takes the most amount of time; you'll be able to duplicate it now much easier, when you start getting that done.

Then eventually you get to a point, like Chuck, it took me a long time to get Chuck to the point where, all he does now is he walks in and all the camera and the listings are already set up and loaded on his screen. So all he does is he comes in, he looks through them, turns on the camera, does the recording, and then he gets up and he leaves. His assistant, somebody on his team does every other element of it. So his total time investment in it is just speak into the camera, give in his insight and then leaving and that's where the real value is.

So our aspiration for you is to get to that point where we do it consistently and get to where we can start adding support for you. But right now it's you, you're the show. And that's okay because we're going from zero to 100 real quick, we might as well talk about Drake again and say we started from the bottom, now we're here. Where it is, when it starts out, where you started from the bottom and you're doing everything. How many people do you have subscribed now to the Hot List?

LJ: 24.

Dean: Okay. So we know how to get more, right? We know what to do, and so that's just at your pace. However you want to continue to add them, you've got that asset now of this Ad works to get this number of subscribers and then every time we get a new subscriber they're just growing that 24 and pretty soon it'll be a 100 and then before you know it, it'll be a 1,000 and we're off to the races and then you get to a point and like Chuck it's 10,000 or more.

LJ: Right.

Dean: But the mechanics are the same, you've got the foundation here. So I'm very excited about this. Any other updates there? What's going on with your Top 100 now? Have you continued to add new people as you run into them in the street or you run into at the grocery store and they realize, "Oh, there's one and they're not on my list," what are we up to? Remember your Top 100 list had something like 82 people at the time.

LJ: Right. Well, and I think it actually shrunk a little bit, because I went through it and some of them were bad, but at the same time, I did, at least this month, I can't remember for last month for sure. I got to add some names to it of say some people, it wasn't that many, I think it was like four, that I added to it of people that I came across. I actually, I added my new neighbors that were there at my new house I moved into after I met them and had a little bit of interaction.

Dean: Yeah, perfect. And that's exactly what it is, you're just making friends and your building relationships. That's what this is all about. So good. Okay. And then a status update on the buyers that you were working with? The last I heard they were holding off a little bit, but then they got stuck, they were thinking maybe they'd like to see if they could speed it up, what's the latest?

LJ: Right. Yeah, so they're still a little bit in the middle. They're still working on improving either their credit score a little bit so they can afford some more, but they are looking, actually have a showing with them tomorrow. If they find a house that they really like in the price range they're currently qualified for, then they'll probably jump on it. If not, they're just going to wait.

Dean: Okay, great. That's good. So we've got your world's most interesting postcard set up in a systematic way now, so that's going out every single month to the people. Have you run into anybody or had any other comments or interactions with people about you're a postcard? Or what going on with that?

LJ: No, not really. Nobody has really said anything but it's okay.

Dean: Here's part of the thing is that this, now it's been, I think we send it out three times, right? And that'll be those 80 people, they are now realizing that this was a pattern and I guarantee that they're thinking about you more than if you didn't send this postcard. Right? So all we're counting on is that in those conversations that when they come up, when there's somebody talking about something to do with real estate that they will think of you and that's half the battle, right? That they noticed the conversation is about real estate and they think of you and that's going to increase the likelihood that they will introduce you to the people that they're having those conversations with. So we want to stay the course on that. That's set up as you go.

LJ: I just remembered actually, I lied. About three weeks ago at Church, I had one, a guy that I had been sending it to and I haven't really known him that long. But anyway, he said, he came up to me and said, "I didn't know you were in real estate. I got your card" and anyway, he said him and his wife were actually having an argument about whether it was really me or not.

Dean: Oh Wow.

LJ: But he said he'd keep it, he'd keep the card, so that if he knows of anybody, he'd let me know.

Dean: Of course, and that's what we're looking for right now, that guy expressing that to you, that's what's happening with those people. I mean, you're reconnecting with them. You are putting that context on it, we all think that everybody knows everything about us. But how would they know that you were in real estate if you didn't tell them. That's what this is all about, is having that, that's half the battle. Because if they didn't know that you were in real estate and they have a friend who was talking about buying a home and they didn't get your card, how are they going to refer you? How are they going to introduce you if they don't know that you're in real estate? Now they know somebody in real estate that they could introduce to their friends.

So I'm very excited about that. Thank you for sharing that. That's exactly what's happening because even though the people are not, you don't run into them and they get to say that to you, that's happening behind the scenes. They're noticing now that every month you send them this postcard and that LJ is in real estate and he works with every month a different kind of person we're sharing, right? First-time buyers, move out buyers, anybody, that's the cool thing. So, when you look at this here, we've laid the foundation now for three or four systems that we have going in place here that you've got your, we've top 150 or you're 80 something in place. We've got the world's most interesting postcard in place, that's kind of on set it and forget it.

We've already got somebody that you're working with because of it, and you're getting comments from people saying, "Oh, I didn't know you were in real estate or that you're planting that seed now." You've got Facebook Ads that can generate buyer leads for people under to over 50. We can adjust that to get any kind of buyer leads that you want. You've got a system laid here for your weekly market watch email and video that's going to go out to people who respond every week and we've got your getting listings going in Coral Canyon. The thing that I wanted to follow up with now is the guide of getting the golf course community guidance. It seems like there might be some, I don't know whether it's confusion or what, what's the frictions there. What can we do, right? I mean, I sense that that's what's happening, that there's a little bit of like, it's too big a thing and you can't really kind of wrap the guide.

LJ: Yeah, you can say, Dean, like what's your problem? Why have you gotten this stuff? You're just trying to be nice. I actually, I mean I guess there was because I felt like it was a lot of work to get done, but I did get it done this week.

Dean: You did?

LJ: Yes, I have the, at least I think the majority of work. I have the pictures and information from all of the golf course communities. I guess I just need to figure out how to, maybe to get it laid out over-

Dean: So if you've got all of that, you've been so diligent to put that together, I'm going to take that off your hands and help you lay that out. I'm going to have my team do that with you, so if you've got all the information, I'll work with you to put the actual a guide together for you. But you did the thing that I can do for you, which is get and gather the information, and I can do the rest of it for you.

LJ: All right, that sounds good.

Dean: So what else?

LJ: There might be a little bit of, go ahead.

Dean: Yeah, I was going to say let's go through the checklist of what you've got. You have the, do you have a pictures of the, that represent the different kinds of homes that are available in each of the golf course communities?

LJ: Yes.

Dean: Check. Okay. You've got the flagship picture or the glamour picture to represent the community itself, whether it's the golf course, so the clubhouse or the gate or the scene, whatever it is, the representative of the community of self-picture. Do you have one of those?

LJ: Right, for each of the communities, I have some of them, but those should be really easy to get. So I'll go online, get one picture from each so that's fine.

Dean: Perfect. That's all we need. That's perfect. And then, what did you get information wise in terms of the data that we have consistently. I think if I were looking for a golf course community, I'd want to know, like I think you, it might be a good idea to have the number of homes in the neighborhood and the price range. You've got all the price Info?

LJ: Yeah. So when I gathered all the pictures, the way I got them as I went on my MLS and basically just picked out, sold in the last six months or so and took the best pictures and then I labeled each one with the price that that house sold for so we can at least, so it's right there to pick, put them in those price ranges.

Dean: Okay

LJ: I suppose, I am not quite sure how I figured out exactly how many homes are in them. It might be way through the tax records to get a total homes subdivisions, something like that. I did gather, on some of them, I think that there's some of the little bits of information I still need to get, like amenities and stuff. Some of the golf course communities are, I guess what you'd call may maybe considered true golf course communities and that they have a country club, or some things like that. But some of them are actually like city golf courses with homes all around them. There are still homes on them, but there's not as much of a community. So in those cases they don't really have-

Dean: Right. So there's a distinction, public or private?

LJ: Right. That's all I got.

Dean: And clubhouse, so the clubhouse and amenities or whatever they have, and that I think is going to be a nice thing. Something that might be a good addition to that as well, might be the scorecard from the golf course itself. So people could see the info about the golf course, the yards and all that kind of stuff. How many holes they have. But I think this is going to be, this is going to be a good thing. Have you got like a really a winner photo that we could use as the cover to represent it?

LJ: I've been looking through some, I've got some ideas. I said, I have a friend that's a photographer, so I was going to give him a call and ask if he's got a real high quality photo of the area, that might be a little purchase from him or something like that.

Dean: Another opportunity maybe to look in Flicker, like if you do a search for St. George you'd be surprised at how many really great local amateur photographers and even professional photographers post up pictures on Flicker tagged for St. George and you may find one that would work. Some of them have a creative Commons license where you can use it with attribution.

LJ: Okay.

Dean: That might be a nice set up, that might be a nice easy solution. So I am thrilled about that. So now we've got our golf course guide. We've got a way to now start looking in getting the golf course community leads. This is awesome.

LJ: I agree.

Dean: Your part basically is done on that, we'll work with you on creating the whole thing. Now, the other thing that we have talked about is the buyer multiplier things, we talked about with the buyers that you're working with right now. Doing something like the postcard we walked through, telling the story about your buyers. Have you done anything on that side?

LJ: So I haven't done anything with that, and especially because, with these buyers not being really sure what they wanted. I didn't want to waste money spending a bunch of postcards when they're not really pre-qualified yet for what they want. Anyway, that was Kinda my-

Dean: Okay. No, that makes sense. Perfect. As soon as they get ready where they're really ready to go, then that would be something that I would want to really focus on, you know?

LJ: Yeah.

Dean: I think that would be a good thing. So what our main focus is right now then, is the buyers that you have generated from the hot list of the under 250. Are you engaged in any dialogs with any of those people yet? Or how has that been going?

LJ: Some of them I have, yes. My goal was to call each one of them, and I've gotten a hold of, haven't actually gotten a hold of them. I've gotten a hold of probably 20% of them, and those ones I've had good conversations with. Most of them, I think I told you before, in the Ad I have a timeframe question where they check a box, whether they're zero to three months, three, six, or 12 and most of them put six to 12 or 12 plus. So when I talk to them, I basically have gathered their actual mailing address in order to send them a print newsletter or something like that, I was thinking. And then made an appointment if you want to say to or to follow up with them in the future. On the other ones I did start trying to, I haven't dealt with all of them, I think I only did it with the last five that I received.

I tried to make a little, I guess you could say a schedule, where I tried to call them the first day and if I didn't get ahold of them, on the second day I would call them again. But if they still didn't get a hold of them, then I sent them one of those nine word emails. The one I was sending out was simply the, are you an investor or looking for a place to live in? I got one response from a guy on that and he told me that he was looking for a place to live in, and actually gave me some other criteria of what he wanted. So I replied to that and sent him a few listings that fit his criteria, and then I asked him another question, I'm trying to remember what it was, anyway. Yeah, about the area exactly. Anyway, just trying to engage and he never replied to the second one, so.

Dean: Okay, that's fine. Here's the thing is that, I want to get you out of this idea of calling people. I find that in most cases it's counterproductive, when you look at what we can do with email now. I think that knowing if you're going to call, it's maybe best to demonstrate you’re serving them before calling them, right? Because everybody who does, they see Ad, they see this list that you're offering, they come to the thing, some part of them, some part in the back of their mind is if I put my name and information in here, some realtor is going to call me and hound me and chase me and I'll never get rid of them. Right? That's somewhere in their mind. That's what people, that conversation is going on. When they do that, were manifesting that for them of calling them right away and they're saying, "I knew it."

If they're six months away, they don't want to talk to anybody right now, they just want to get the information, right? So I think that there's a lot of ways that we can nurture and build a relationship with them by just backing off a little bit and serving them. Right? Like when they see these videos and they see the information that you send them and you're every single week consistently giving them valuable insights about the new homes that have come on the market under $250,000 and you're communicating by email in a friendly personality based kind of way, they're going to bond with you without feeling like they're needing to protect themselves from you. Right? Like most people, it's the equivalent LJ, of the retail dance of, you walk into a store and somebody says, "Can I help you?" No, thanks. I'm just looking. Right.

That's the way that that goes, and it's the same thing as somebody leaves their name and email, it's like they're walking into your retail store and we don't want to jump on them with that, "Can I help you?" No, thanks. I'm just looking because that's the reflex, right? When you call them, "Hey, did you get the report? Did you get a chance to look at it? Is there anything I can help you with?" If they're six months away, their natural instinct is going to be, "No, we're good. We're just curious. We're not ready. We're not buying anything right now." Right? To protect themselves from you calling them every month. And I'm saying that with like, and it's nothing against anybody that does that, it puts you in the wrong position. Did I ever tell you about Jennifer Leathers? Do you know the stores in Utah called Jennifer Leathers? They sell-

LJ: I don't think so.

Dean: They sell leather sofas and that's all they sell. They have a sister store that sells sofa beds, that's called Jennifer convertibles. But Jennifer leathers is a store that's very focused on a specific target market. Not unlike you're focused on people looking for homes under $250,000 in St. George. Well, my friend and I went into see a couple of Jennifer Leathers stores because I had heard something really interesting about them that they, when you walk into a Jennifer Leathers, they don't say, "Can I help you? No thanks. I'm just looking." They don't go into that because imagine that, that's the way most furniture stores operate. You walk in, if you've ever done any shopping for furniture, you know exactly what I'm talking about, right?

You walk in and there's somebody pouncing on you as soon as you walk in, "Hey, welcome. How can I help you?" That's a very typical scenario that might happen in a furniture store. And when people say I'm going through that dance, they're immediately shutting people down in a way. So when we walked into Jennifer Leathers, what they say is, "Welcome to Jennifer Leathers. Have you been here before?" If you say, "Well, no, I've never been here." Then they say, "Well, welcome, be explained how it works. All of the sofas that you see are available in any of the leathers on the back wall. They're all in stock and available for immediate delivery and they're guaranteed for life. My name is Dean, take a look around, if you have any questions I'm right here." That 10 seconds right there overcomes the three biggest reasons that somebody might leave that store without buying a sofa today.

So let's deconstruct it because they how the mechanics of that interaction works. If they were just to say to somebody, "Can I help you? No thanks. I'm just looking." What they don't say is, "No thanks, I'm just looking for a red leather loveseat." But that's what they're saying in their mind because that's what they're looking for. So they say no thank you, and then they look around and they don't see a red leather loveseat. So they leave because they're in a hurry and they want to go to the next store where they can get their red leather loveseat. But if they know that they can get any of the sofas in any of the leathers and they're all in stock so they don't have to make a special order, which is gonna take a lot of time.

They can look at the love seats and focus on the style and the comfort of the love seat knowing that it's available in red and they didn't have to ask the salesperson, "Is this one available in red?" Because you've answered their question right away. Right? So the equivalent of that, what I always try and get to is that we initially, we send a message as soon as somebody asks for the list of homes under $250,000, we send an immediate email to them that has a subject line of something like St. George under 250 hot list, right? And you say, "Here's the latest, here's this week's list or here's the list of all the homes under 250,000." And then we get the equivalent of our Jennifer Leathers message in there and say, "What are the three things that somebody might want to know or do to trigger the next step as a buyer?"

So we might say to somebody, whenever you're ready, here are three ways we can help you, join us for a daily tour of homes and you could fit under 250. Yeah, we do daily tours of homes under 250,000 every day at 10:00 AM and 1:00 PM. You can join us for a tour. Just click here and that we can take to a page. We've got in your GOGO agent account, we have a specific landing page for the tour of homes so that we can put out a big picture of a representative home under 250,000 and we can say, "Daily under 250,000 tours," and have people leave their name and their email and pick a day and pick a time.

That's from a dropdown menu we just have the days of the week and the times. If you don't want to have that level of commitment to say that you would be willing to do it any of those days, you could say, join us for a tour of homes, click here for tour days and times and you could put in the drop down menu, whatever day you do the tours or you're available to do the tours and whatever times. I always like to just say 10:00 and 1:00 because that gives you a morning appointment and an afternoon appointment. And on Saturday same thing, but the essence of what it is, is it makes it an easy way for them to come and look at homes even where they don't feel like they're making you go out of your way. So that will be one of the ways we could help you.

Then, somebody else may be interested in getting their money figured out. Right? So they could offer a free home loan report that shows all the best loan programs from around the country with the current interest rates and programs to show them the best home loans that are available right now. If you show them from the lowest down payment loans, the lowest interest rate loans, the lowest monthly payment loans, the lowest down payment loans, if you've got some zero down loans, if all of that feels like that's available to them to see, that is a gold mine. That's the way people feel like, "Oh, that's what I need." If I just knew what all the programs that are available, that's a much safer, easier to respond to thing than get pre-approved, which sounds scary.

LJ: Yeah.

Dean: And then another option may be a home buyer workshop, where you say, join us for a home buyer workshop. You've probably seen, chuck does home buyer workshops every month, where they get a room at the library and do an educational home buyer workshop. That is something that you can steer people towards where they can join you for that information. Immediately when they get that list communicating, here's the list, and then whenever you're ready, here are three ways we can help you and you've got those three things. And you explain to them that every week I do a video, here's this week's video of all of the new ones and you'll get next weeks on Wednesday or whatever you do it, right? If you say every Wednesday at 1 o'clock I published a new video with all the activity on the market under 250,000.

And we get all that out of the way, as soon as they leave their name and email information, then the next morning we send a message that says our E St. George under 250 hot list, whatever the subject line we used was, include that whole message that you sent yesterday and then say, use your short personal expecting reply email. So you'd say, "Hi LJ, welcome aboard. Are you an investor or are you looking for a house to live in?" And see what happens there. It's okay all the way along if people don't respond, it doesn't matter. You're communicating, you're getting there but some people will respond. The more that you can more consistently do this, every one of those weekly emails will end with, whenever you're ready, here are three ways we can help you.

LJ: Okay. Just taking some notes.

Dean: Yeah. No, and it's pretty, I mean, it's pretty exciting. I'll help you with that tour page and with the... what's your thoughts about those things? Do you have any sort of, are you concerned about any of those things or any uncertainty or questions or how did that all land?

LJ: Well, I mean, it sounds all good. I don't have any idea how to put the home loan report together and I don't know if in the home buyer workshop is a little daunting, but-

Dean: Yeah, it does sound, doesn't it? And that's something when we get, I would say when you get up to a 100 that, that would be something that we could target towards. That when you've got those number of prospects that you'll be able to do that. Now, your-

LJ: The workshop you're talking about?

Dean: Yeah, the home buyer workshop. But I want to get you into that routine that every month there's a home buyer workshop. Matter of fact, let's go ahead and just set your calendar for it. Let's say by the first Tuesday in March that we're going to do your home buyer workshop and get it, that it's always on the first Tuesday of the month or the first Thursday of the month or whatever day might make sense for you.

LJ: Okay.

Dean: Put those on your calendar. What were you going say?

LJ: I said Tuesdays work.

Dean: Okay. Tuesdays work, great. So, do you know whether at your library they have a meeting room or a conference room like that or is there a community center or somewhere that's like a neutral type of place that you could, that's got an educational feel as to where you could do a workshop like that?

LJ: I'm pretty sure there is, I mean, I know the public library isn't a big library, so I think they have conference rooms and-

Dean: Perfect, it's centrally located and all of that?

LJ: Yeah. Yeah.

Dean: Okay.

LJ: So, you said neutral, so you wouldn't want to do that in your office really?

Dean: No, I think that you want to do it, you want to get it that it's an educational thing. We do home buyer workshops at the library on the first Tuesday of every month.

LJ: Okay.

Dean: So now that, you set that page and now in next month's postcard that we send out to your Top 150, through your 82 or whatever we have, that in that dialogue box or in the message we talk about, because it's going to be just in time for the spring market, right? That we've got a, it's just a quick note in case you hear someone talking about buying a home, give me a call or text me and I'll get you tickets for my home buyer workshop to give to them. I think this is great because this is, it's far enough away that we can set it in there and plan for it and it's also, I got enough time to desensitize you to it. Right?

Because I know that right now you're scared and you're like, I can imagine your pupils are dilated and your breathing is advanced and you're a little bit like, "Oh no, what do I do?" Let's talk about the fear because I know you're scared, right? It's really interesting that there's a difference, Dan Sullivan from strategic coach, different, he tells the story about when he was in the military and they were going to be doing live grenade training, which is like a pretty scary thing. And he said to his commanding officer said, "Is anybody scared?" Dan was the only person that raised his hand, right?

Because he was scared and the guy said, "Sullivan is the only one who's telling the truth here," he said, "But there's a difference between fear and courage." He said, "Fear is wetting your pants, and courage is doing what you need to do with wet pants." And that's what you have to do right now, is we just go ahead and admit that you're scared and that there's a fear around it, but let's just get on with it and do what we need to do with wet pants. What's the worst case scenario that you could possibly imagine? Let's just get it out there. Worst case scenario is that you put it out there, that you book this event and nobody shows up. That will be your biggest fear, right?

LJ: Right.

Dean: Okay. So, let's reverse engineer this here. If nobody reserves, you're going to give the people the details when they say they would like to come. So you're going to have a sense of knowing whether they're going to be people who are going to show up, and so you're not going to be, I'm stuck there. Now, worst case scenario, do you have any friends or family or anybody who this would be something that they might like to come and learn from? So if you get a couple of people who respond to this and then could you, do you have people, other people that you could invite to come to this? Just to fill out the room a little bit?

LJ: Yeah, a few.

Dean: Okay, but I don't need many at all. You don't need many at all. I mean, you just need to look and I'm just throwing out different worst case scenarios here. Now the other thing might be, do you have a lender that you work with or that you have a relationship with?

LJ: Yes, I have bought my house through.

Dean: Okay. Is that somebody that you could see yourself building a working relationship with? Like would you be interested in referring business to them and working together to generate some business?

LJ: I think so. I mean I thought he did a good job for me, so.

Dean: Okay, perfect. So there's a thing where if you maybe invite them to take part in this with you, that they could invite some of their own clients and prospects as well. You know?

LJ: Right.

Dean: Yeah. So I think that it's just this, the biggest fear is that it's crickets and that I can assure you that's not what's gonna happen. You want to make it real, and I think we worked through some real things there, depending on the size, like if you have two scenarios where if they have a room that's like a conference room, you can do a conference room style thing with four or six people. That's all it takes, right? If you've got 10 people, you can have a little bigger room and do it classroom style. So you kind of just step that kind of scalable expectation. Most libraries have both conference rooms and classrooms, meeting type of rooms.

But then all we're doing is we're going to throw your hat over the fence here, and we're going to start now talking about it and that it's real, that this is happening. And we're going to shoot towards having people in the workshop. I remember the very first one that I did, I had 12 people show up at the first home buyer workshop that I did. I was nervous. I'd never spoken to a crowd, and I often joke about it because as we went on, and I speak in front of a 1,000 people, I did that event with Tony Robbins and we had 5,000 people in Toronto and I was more nervous with those 12 people then I was stepping on stage with 5,000 people. It's like a real, it's amazing what happens.

But right after the first time, now you've got a new capability, and you've got so much stuff. And that's sort of a Dan Sullivan calls the four C's. The first step is commitment. That takes courage, right? That commitment, you put the date on there. So it's, let me look on my calendar here so we can know what's going on. But we look on the calendar and the date is for February. March 7th is the first Tuesday, in March. So let's proclaim to the world that there will be a home buyer workshop at the St. George Public Library on the evening of March 7th. We've just spoken it into existence.

LJ: Okay.

Dean: Now the great news is, that if you go in today, as soon as we get off the phone and you call them or you go down there and you check out what the rooms are, stand in the room, kind of get yourself acclimated to it. With that, there's the first thing is the commitment and that now you've got to muster some courage because you've made this commitment. You've got to do all the things that are going to get it there and that courage will then, as you start to see what happens, we'll give you confidence and then the confidence leads to a new capability. That cycle, now you'll have in the rotation that the April 4th home buyer workshop will be a much smoother experience for you.

LJ: Right.

Dean: Okay. I'm excited for you. I think this is going to be a good thing. By the way, the good news is that we can even, you could do some, you start thinking about all the things that we can do to get people into that workshop. We can do public notice flyers that put up about the home buyer workshop at the library and the date, and we can set up in your GOGO agent a landing page about the workshop and a recorded message so that people can call and a reserve their spot. But we can put those at the library on the bulletin board, at all the grocery stores, you start to think of all the places we can put the home buyer workshops. Public notice flyers about the home buyer workshop and we just start presencing it and spreading the word. We could even do some Facebook Ads, specifically about the home buyer workshop to people who are renting within five miles or St George around the library there. We're going to put in your, it's going to be in your newsletter or your weekly email.

LJ: Right.

Dean: All very exciting LJ.

LJ: Yeah, yeah, absolutely.

Dean: All right. So let's recap. I have a call at four, so I need to wrap up. It's been an hour already. Amazing how fast these call, but what's our recap and action items here?

LJ: So I need to gather the rest of the data for the guide, mainly those pictures and a few other ideas you gave me. I need to go online and set up a landing page for a tour of homes and for this workshop that we're going to do. What else?

Dean: I'll send you a link to a what Chuck's home buyer workshop looks like too, but I think we can use the same landing page template. This is the greatest thing, is that we can use the same landing page template for the tour of homes with a big picture in the back. We can do the same thing with the home buyer workshop. We can take a picture of the library and just change the words, but have it so that people leave their contact information.

LJ: Okay, sounds good. So what about the content for the workshop?

Dean: Well, that'll be a whole another episode, but we'll walk through that. I've got all kinds of stuff, that's the least of your worries, right? We know what are the things that people want to know? How much can I afford? What's the process, and then we always want to end with, well here's how we can help you. Call us for a daily tour and let's get your home loan report. So that's the outcome, right, that we're getting people to take that next step of getting the home loan report and joining you for a daily tour.

LJ: Okay. So we'll talk about how to put the home loan report together on another call?

Dean: Of course we will. I'm not going to leave stranded.

LJ: All right. Sounds good.

Dean: This is great. You were really making progress. I feel like we're really getting momentum now.

LJ: Cool. Me Too.

Dean: Awesome. Okay. I will talk to you, well, I'll talk to you in between because we'll get you started here and then we'll record our next episode next week.

LJ: Okay, thanks Dean.

Dean: Okay. Thanks LJ. Bye. Bye.

There we have it, another great episode. If you'd like to continue the conversation, you can go to Listing Agent Lifestyle.com. You can download a copy of the listing agent lifestyle book, the manifesto that shares everything that we're talking about here, and you can be a guest on the show if you'd like to talk about how we can build a listing agent lifestyle plan for your business. Just click on the be a guest link @listingagentlifestyle.com, and if you'd like to join our community of people who are applying all of the things we talk about in the listing agent lifestyle, come on over to GoGoAgent.com. Where we've got all the programs, all the tools, everything you need to get listings to multiply your listings, to get referrals, convert leads, and to find buyers. And you can get a free, truly free, no credit card required trial for 30 days at GoGoAgent.com. So come on over and I will see you there.