Welcome to "10x Biz Flicks" Candid Conversations with Real Estate's 10X TopGuns

10X Real Estate Marketing & Coaching

Hey So as we're waiting for somewhere where he's wait for some of our guests to come, I noticed there's a couple of comments. Let me see if I can answer these comments and see what's going on. So Pamela is saying, hello Facebook user,

Hey Sean, how are you? My name is Paula from India. How are you pal?

So what is the first of all, what does a 10 X real estate warrior and 10 X real estate warrior nation is really what we ended up doing ?

We were so tired of having agents that were just, you know, not sure what program, what products to use, what programs to use where exactly they were going to get the information they wanted to get. So what we decided to do is actually start to bring in some of our powerful speakers here. Like, you know, first of all you can go to the 10 X real estate where you're a nation and grab your free access pass. We're actually launches on the 15th. Hey, Hey, we just got Chris Brady in the house. Chris Brady, how are you, sir? Hopefully you can hear us and you're good to go,

Chris, can you hear us? I can, can you hear me? Yeah, we can. Hey, Chris we're live right now. We have a couple of viewers out there watching us already. First of all, I want to introduce Chris Brady. Chris is actually one of our mortgage partners and he is actually one of the solar sponsors of the summit. And he's been doing a great job with Ashley, getting painted back, paying it forward by sharing the SOA with his agents and stuff like that as a gift. And I thought, which I thought it was a brilliant idea, Chris, I gotta give you a lot of credit for that, just to you know, give back to the community. We were going to charge for this event. And then, you know, after talking to our sponsors, they were like, you know what, we'll sponsor it. You just give it to them for free and give them the access. So that's what we're doing right now. I'm going to I want to just get a little more from Chris here and Chris tell us a little bit, you know, tell us a little bit more about you know, what your business is like and how what are you seeing with COVID-19? What do you see when agents, how are you able to help anxious nowadays? What do you think is the biggest question that you're getting?

Yeah, I mean, without it, I mean, COVID-19 has been challenging on several levels and trying to work with agents and creativity and trying to work within all the confines of what's been happening a lot of it's education. And there's been a lot of changes within the guidelines of how mortgages now are being underwritten and put forth. And it's really asking a lot of questions and getting the information upfront, you know, in front of prospective hires. So in this case, in my case, the borrowers

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Madison realtor helped you with that. How can we, you know, how can we as your partner? Cause I mean, you know, in case you guys aren't paying attention, Chris and I are partners, you know, if we send him somebody and he's trying to put a loan together, he's trying to put all in together so that we all get paid. So she, you know, you need to take an active role in the process. What do you think the biggest struggle is for most newer agents that, you know, maybe don't understand the process, how can they help you Chris, to do your job

In, in helping me do my job is, is to get as much information. You know, if they've had a conversation with the, the clients to begin with all the times you do as an agent, right? You know, that's how you build up the report while you get things going, you, you learn some information about them as far as you know, where they're coming from, what they're looking for you know, what kind of work that they're doing and in different aspects. So the more information I get that you share with me, the better off my conversation is that at that time with the borrower and the buyer, in your case to try to help them find the best place for them and also prepare them as far as the, the I mean, the biggest thing Sean is you've seen and most agents have is the lack of inventory in a lot of areas. And therefore it's created multiple offers to come in and, you know, getting them prepared to say, Hey, you know, you might be one of 13 offers when he had offers coming in and just managing their patients at that point. And just being quick to pivot as far as different properties or getting the information we need on that specific property. So really it's just working back and forth and sharing information more than anything else.

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Right. So in, you know, speaking of communication, I think Mr. Zem is a zoom is actually got us pooped together. Let's just see if he's ready. Can you wave at me, Sean? Are you ready to go? You've got your smiley face on that. So saw it. I want you to, I want to introduce you, first of all, the Chris, Chris is an awesome partner of ours. And Chris, you know, just so that just so that you understand Chris Chris is one of our silver partners by the way. And Chris, can you introduce yourself and your company just so that everybody knows who you are and what you guys do?

Sure, sure. So my name is Chris Brady. I am a mortgage loan officer at vice-president at a company called Draper and Kramer mortgage court been around since the late 18 hundreds. And actually it was the third company in history to get a, from HUD back in the 1920s. I look pretty good for someone that age, right.

But it's like, you're you're you aged? Well, whatever you're smoking, I want some,

Thank you. Thank you. So it's, it's a privately owned company and we're one of four divisions within the corporation. We do real estate lending. So we are a through what they call it, direct lender. The limit is anything as, as you know, going to your bank to get your mortgage, but this is all we do. And this is I've been doing this now for over 23 years, passionate about what I do and not thousands of people over the timeline. And I'm working with great partners like Sean and others that are out there. But yeah, we're, we're lenders. We, we do all types of residential real estate.

And I, I think you guys do a little bit of specialty stuff too, right? Because you've been around for so long, you have like a, a pretty good line for jumbo loans and stuff like that. Correct?

We do. Yes, that's correct. Yeah. We do a lot of investment property, second homes, jumbo loans, condominiums. Co-Ops right. You know, we have a lot of debt that we have our hands and again, because we're a direct lender, we're on company. We have a lot of pivot points so we can do, and a lot of experience and expertise in order to help them out.

You guys, you guys do what, like what used to be called the structured desk right back in the day for those people who remember with one one-up cell phones and, you know, you had to hook your car battery to it. Hey, I want to go back to Sean Zim. Now, Sean, how are you brother? I see you got a baby in your lap.

What's some on that. I got little Olivia right here. What's going on a little cameo. You know, what's going on, Chris? Nice to meet you brother.

So, so Shawn, Tom, Shawn, Shawn, with a w by the way, Sean w a N we call it Sean squared on this show, Johnny squared, what's going on, brother,

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Doing well. How's the snow treat in your bro.

Chris is also in Jersey were, you know, for those people who are not in New Jersey. And if you were like, if you were like a pineapple and they are in India, maybe you got, you may get 90 grade weather. We've got 28 inches of snow by us. You know, I think we're only the three of us are only about 40 miles, 70 miles apart. Let me ask you a question, Shauna, tell them what you do and tell them how you're involved in our relationship here.

Yeah, man, I appreciate you allowing this platform. I am the show. I'm showing zoom, the connection machine, AKT insurance doctor. I am based in New Jersey. I am the little different insurance broker than that's out there. A lot of insurance brokers sit in the office, wait for the phone to ring, and I actually try to help others grow their business, which actually helps me grow my business because I don't have to worry about finding insurance because I help others first, you know, mortgage professionals need help real estate agents need help this whole event that we're, you know, I think we're going to talk about is massive for these real estate agents out there because they're not learning anything. When they go to school, they learn how to pass the test and that's it. So I found Chris that we have to spend our time. I'm sure you do. We teach agents how to grow, find business. And that's that sense, you know, puts you above other originators, above other insurance brokers. You know, that's what I've found. And that's why I got involved with Sean because providing value consistently is where I think that changed the game for everyone.

You know, it's funny you say that because when I first met Chris, I can remember Chris having, we're having a conversation and Chris goes, you actually, you actually know what you're talking about. You're actually, you know, your staff knows what you're talking about, like Abby on my team. And you know, I, I say this lovingly and jokingly that I've been in the business for, you know, well, I was told actually by some pretty influential people that you don't title, how long you've been in business, that's more than 20 years because then you're dating yourself. But I'll just say it, I've been on this, on the sales side for 25 and in the industry for 32. And Abby's probably been around for twice that long. So we're gonna probably date her a little bit. She'll get at that, but that's okay. But you know, Chris has met Abby too, and, you know, thank God the people on our group are actually a wealth of knowledge.

And krill, who's a fairly new agent, but I mean, go figure Crow actually went to school for real estate and college. So we're, you know, it just so happens. We're the oddity to the rule. And when I met Chris, I remember him coming in and saying, Holy crap, there is so many people out there that just don't have a clue. And one of the reasons why we started the real, the 10 X real estate, where your nation was because in that, in that economy of scale, if you will, you were trained to be a generalist. And the problem was nobody actually told you to taught you how to be a specialist and with the advent of Zillow, Trulia, and all those different companies, you used to be able to make some money off the float and all those little deals that would float up to the top and kind of bounce around a little bit.

Now what's happening is those, these lead companies are actually scooping those off the top and then reselling them back to the agents for an exorbitant amount of money. And, you know, so there is no, there is no like accidental deals anymore because they get, they get scooped up by somebody and then get resold again. So knowing that we actually decided to go deep in finding out what, you know, I'm gonna, I'm going to just share the screen for a second because these guys are honest to God, they're the best in the best, like, you know, nickname. And actually this has 22. I actually made a mistake. He's actually got 26 Emmys to his name. If you ever seen the the underground railroad where it's talking about the slave trade with people actually was still going on. He's the guy who actually produced that produced it.

He's the producer and the of that, but he's going to teach people how to actually become a brand expert. You know, Sean, Sean pre Chris Prefontaine is actually a investment property specialist. You know Michael Reese is actually going to teach, teach people, automation, bill hang is actually, you guys actually may know him. He's actually the he works for CoreLogic Shaw Chris but CoreLogic has a whole division just for the media side of the business now called home visit. And Bill's actually in charge of that mess. He's also, he's also helped. He used to own a technology company where they sold it. But they've actually built like something like 120,000 crazy number of micro-sites for agents and stuff. But here's the guys like, I just want, like this guy here, Chris Heller used to be the CEO of, of Keller Williams worldwide.

The guys that are interesting though, I think is like this guy here, Jeff Quentin he's right in Jersey. Chris has, I mean, he's done over 5,000 transactions as an agent with a, he's got a team, but you know, he gets up every morning. He's on the phone every day. He's teaching his team now how to get on the phone. He's teaching them what to say, what to do. And Chris, we actually talked about this with your dad. I don't know if you remember this, but remember we talked about helping, helping the realtor, the attorneys figure out how to do their, how to do their past customer center of influence. Yes, I do remember that. So Carrie Sue actually created a whole program that actually helps attorneys to build their business. And while we were talking, we've actually decided that we're going to come out with a product where we're going to teach agents, how to actually bring value to their, their real, their their lawyers and their partners to go to lawyers and say, Hey, we're going to show you how we do past customer serve infants. Follow-Up we'll even do it for you. And then, you know, in Korea value that way so that the attorneys actually go back to them and say, Hey, wait a minute. These guys helped me build my business. Now I need a real estate person, or one of my clients needs a real estate person. Hopefully they're going to call that person, you know? So it's just a different approach. What questions do you get on a regular basis, Sean from Y customers and realtors that you get in your group,

A lot of them are worried or concerned on how they're going to generate leads. Generation is a problem. I think today, a lot of people think that they can just buy leads and it's going to be something that isn't be beneficial to them. And buying leads as, you know, two, three, four, or five people are getting the same leads. And if you're not fast, you don't know how to talk on the phone to be able to do anything.

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I'm laughing. I'm laughing because my mentor said to me, one day he goes, he goes, if, if you don't want them to squirrel them out, right? If, if you call them three times, text them three times, three times, just throw it out. Right. So years ago I was throwing, I was ripping them in the hand, my, my index cards, because that's what I did back then 25 years ago. And I would throw my in my normal camp. And then I found that guys on CRISPR coming in, in the morning before I got there at like six in the morning and taking them and pasting them together and calling the leads, they didn't realize that they were already in their own database. You know? So Chris, how would you, how do you address that with the agents that come you as far as leads go? I'm curious, I'm curious what your response is. Cause I, I know you're an aggressive guy and your business.

Oh, I mean, you get a lead, you got to jump on it because how many other people have shown with saying are going to be there as well? I mean, especially if it's coming online or Zillow or wherever the case is, or even if they're being referred, but let's face it. I mean, there's so many different realtors out there. People have a very short attention span nowadays, so that if you can't get back to them, you know, you've got people and you've got clients who will call text, email, and circle back through it again. And if you're not getting back to them in a few moments, they're going to move on to the next person. Even if you don't have the bandwidth to talk with them in full at that moment, just acknowledging. I see you. I hear you. What's a great time. Can we speak at, at one o'clock this afternoon, will that work for you? And that always, I find that's how I handle everything because just because the reaching out to me, that's their time. I mean, I'm ready for them at that point, but we don't want to lose that connection. And I think as long as people are acknowledged, then that's the best thing there. And that's what I tell people, but be the first one to acknowledge them because otherwise somebody else will at that point,

You know, it's funny you say that. I just want to point somebody out in here for a second. Let me, I want to do that without being rude to you guys. So you see this guy here Howard tiger. Do you remember you remember tiger leads back in the day, Chris, like a BoomTown kind of, right. So they were the predecessor to BoomTown. And, and he's like the mad scientist that kind of puts these stuffs to get these tools together. Right? And there's nothing short of an agent that has to follow up and they have to make the first contact. But once you make the first contact, then it becomes, especially in this kind of a market, you probably would agree with me. There's not a lot of inventory in the market. So you have to put them on some kind of search pattern and some kind of automated system in order to get them to see the information.

But here's the funny thing is, let's say you let's say you and Sean were married for argument's sake and I know you're not, but we're just going to use that anyway, just for funding funding, poops. And you decide that because you're the guy with the pocket book, you're only one of three bedroom, two bath, and show him with his bouncing new baby on his lap goes, what are you guys out of your mind? You know, w we need a four bedroom. I don't know if you're paying attention, but you know, we just got another kid and we don't have enough room as it is. So, I mean, let's, let's do something here. You know, we got to do something. So lo and behold, Sean starts looking at four bedrooms behind your back. Now what's funny is I set up though, I set up the campaign for descend.

Chris' three bedrooms. And the problem is who's going to win in that situation. Is it his wife or his husband? Who says, no, we need four bedrooms. We gotta wait. I got another kid. So now what happens is you all, but forget about the three bedrooms. And because I don't follow up with you, I don't know that you're not looking at those, those, those properties. And now all of a sudden, you're looking at the four bedrooms. And even though I got you warmed up, I spent an hour, two hours, three hours on the phone with you to get you ready to start looking for properties. When it finally shows up, the challenge is I follow up with you, let's say a month later. And all of a sudden you go, Oh, I'm sorry. I didn't tell you. We actually started looking at four bedrooms. And Sean Zim actually sent them to us.

So we decided to go work with him. We bought a house already and you're like, well, wait a