The Buyer Client Process – Create an Efficient and Memorable Experience
In this post, we discuss the buying process from client to closing!
Below you can either listen to the podcast or watch the full video.
Here is the podcast:
This starts after you've generated the buyer lead and are at the point of meeting with someone.
For discussion about generating buyer leads, look to previous masterminds.
Here is everything we talk about on the call:
Setup Showings 3-5 for the first tour (Account for 3 hours)
Meet at Starbucks or Local Coffee near first showing (30-45 minutes)
Bring Buyer rep Bring showing sheets
Bring buyer package
About Me, About Company, Road Map, Pre-Approval, Home Search Process, How to Search,
Making an Offer, Tips for Offer Acceptance, Cost Breakdown, Closing Day
Inspections - I don’t show up for
Closing - I show up for
Transaction Management - Weekly Calls from TM
Communication from me - weekly or more as needed
Closing Gift - Cutting board
Add notes to the database, set up on mailings, etc...
Here is the full video:
Kyle Handy 0:04
Good morning Good morning everybody. hope everybody's doing well today. Give me a sec just get everything set up here. Microphone There we go. Right.
Unknown Speaker 0:19
turn that down a little bit
Unknown Speaker 0:23
Kyle Handy 0:24
How's everybody doing today? Welcome Jen. Richard Ray. Good to see you guys. Roll. Tyler my man love how you're always here man you don't miss
Unknown Speaker 0:38
Kyle Handy 0:39
providing that great content. I can't
Unknown Speaker 0:40
I can't not show up.
Kyle Handy 0:42
Dude, you're too kind man. Appreciate that brother. Yeah, man. Well hopefully today will be a good one. I'm excited to talk about this one. This is near and dear to my heart. You know I got started my career in in buyers and buyer lead generation and so I've worked with a lot of buyers over the last five years. And even before that, you know, my background was new home sales. And I had done that for about five years before I got into general real estate. And so all I did at that point was work with buyers, a little bit different process there, but, but it's, you know, still all that. So, I love working with buyers, you know, I love the excitement that they get buying a new home. And so this is going to be a good call, I think today, so hopefully everybody will get some value out of it. I'm going to share my process, but I'm open to hearing everybody's processes and you know, and if they've got little, you know, intricate things that you know, tie into what, what we do, but maybe they're doing it a little bit different. You know, that's what I'm excited to hear about. So, all right, let me I'm going to stream this real quick. Let's see if I can figure this out. stream this to Facebook. Let's see. Give me one second guys live on Facebook. All right, let's share it on there.
Unknown Speaker 2:00
Kyle Handy 2:12
Kyle Handy 2:36
Here we go.
Kyle Handy 2:49
All right, it's going there we go. Alright guys, well looks like we are now live on Facebook and live On zoom, so welcome to the Monday mastermind call everybody. It's good to see everyone and we still got some people joining today. So excited to have everybody here. Just as a quick overview of what we're going to be covering today is the buyer client process. And so you know, this call, it's pretty tailored, I would say specifically to real estate agents for this particular call today, but we're going to be talking all about once you get a buyer client, what your process looks like to get them all the way from, you know, them signing up to be your client all the way to the closing table, and then even beyond that, what you do for them and so this isn't really related to getting by our clients, we've done other trainings and other Monday masterminds built around how do you generate buyer leads and you know, that kind of process of getting them to even the point where they're going to start to work with you. But today we're going to be starting off from the point that now Hey, they've agreed to meet with you, you know, do a consultation go look At a house, whatever that might be, but like whatever that process is starting from that point, and moving forward all the way to getting them to closing. So that's what this call is about. Again, we're streaming live right now on Facebook. So I'm going to be kind of monitoring the chat there on Facebook as well as zoom. So if you guys have questions, or if you want to contribute anything to the call, feel free to either put it into the chat box here on zoom, or put it into the comment section on Facebook. And I'll try and monitor both of these these areas. So but and then feel free if you're on the zoom call to your Feel free to raise your hand. That way I can call on you if you've got something you want to say and you don't want to put it into the chat. So that being said, Let me make sure here I've got got my Facebook pulled up so I can see the comments. All right, perfect. There we go. Alright, good morning. My mom Stacy Jill Handy. Good morning on Facebook and it looks like we got a lot of people here on zoom. So excited. Alright guys, well, let's kick it off no time to waste. So as far as what I kind of want to start with, as far as talking about the home buying process, basically, you know, again, we're starting from the point that, you know, you've either, you know, establish communication with this person, and now they've called you back or something along those lines. And they're like, all right, hey, we're ready to go, you know, like, what do you start with? What do you do? And just so we can get the juices flowing, and everybody kind of thinking about some stuff. I'll start with what I do. You know, and I've kind of come up with this process over the last five years, it's, I won't say 100%. Every single time, it just kind of depends on like, where this lead is coming from, where they're at already in their home buying process themselves. But in general, what I normally will do is on all occasions will kind of, you know, talk to them figure out their situation and then start with you know, Hey, have you thought about pre approval yet? You know, have you gotten pre approved or is that something that's you know, on your mind because here's the thing, guys, I mean, when you're first starting out in real estate, you're probably willing to work with just about anybody just because you want the business and, but as you start to, you know, advance and progress your career, you'll start to see that, you know, your time is pretty valuable. And you got to pick and choose, you can't just go off of a whim for anybody that wants to, you know, work with you. And so, you know, one of the big, biggest clear ways to find out if somebody is, you know, pretty serious or not, is if they're willing to take that step of talking to a lender, or at least be willing to do that. And so, you know, I always say, like, Hey, you know, are you comfortable, you know, meeting with a lender talking to my lender, you know, and if they've already got a lender, that's fine, you know, I don't pressure them or tell them they got to use mine, but I just want to make sure that they're at least comfortable doing that where they've already done it.
Kyle Handy 6:47
And so, you know, that's the case. You know, a lot of times what I'll what ends up happening is if they aren't willing to do you know, meet with the lender, or they're a little hesitant about it, you know, nine times out of 10 those people don't end up buying and I've just realized that over Yours, you know, for some reason or another, it's it's a time suck at that point. But sometimes it's worth it to take it, especially when you're newer into the business, because you might be that one or two times at attend that you get that business and it's worth it for you. For me, you know, like I say, there's a lot of things that I've got to spend my time doing. So like, that's a pretty cut and dry thing like, Hey, you got to be willing to talk to this person, or, you know, or you're already talking to your own. So that's the first thing that's part of my process. And if they say they're willing, then at that point, I just, you know, connect with my lender, and I give them my buyer clients information, I do not give my buyer client the information to my lender and expect them to reach out or or call them because that usually, you know, sometimes that happens, sometimes it doesn't. Whereas if I give my lender, the my buyer clients information, of course, that's where I've already asked permission from my buyer client, say, Hey, you know, the first step in the process is this. Are you comfortable? If I, you know, give your information to my lender to reach out to you and they say, yeah, sure, that's fine. So then they reach out the onus is on the lender to, you know, do all the follow up. And I don't, you know, at that point, I don't even really have to think about it anymore, I can just move on to the next step, which is to, you know, set up that first meeting with them. You know, because I want to be face to face with the person, I want to start providing value to that buyer client right away. And so even if they don't have the pre approval back, I don't want you know, people to misunderstand what I'm saying that they got to have a pre approval for me to go meet with them. I will go meet with people before they get a pre approval. I just want to know, though, that they're willing to meet or talk to a lender. Because a lot of times if they're like sketchy about it, or whatever, you know, that's usually a pretty sign that they're they're not really that committed to this decision that they're about to make of buying a home or there's something there that's probably going to stop them that they're afraid of, and you know, it's going to stop the wholesale altogether anyways, and so both of those scenarios are not good. So anyways, you know, that's where I started out. It is, you know, is doing the, you know, Know, setting up that meeting it, you know, and basically the way that I kind of account for my meetings is, you know, I try and tailor it around going and seeing properties. That's what buyers want, they want to go look at home, so I'm not going to stop that process, I always will go do one tour, I call it, you know, a home tour, where we'll see three to five properties. And that's even if they don't have a pre approval letter yet. I'll do one of those. I won't do multiple, you know, I'll tell them hey, you know, if we go for that first tour, you know, and they don't have the pre approval yet, that's fine. But then anytime beyond that, if we're going to go see homes again, at that point, you know, they need to go get a pre approval letter, or they, you know, talk to the lender, talk to my lender, talk to their lender, something at that point to go see a second tour. So but we'll go out and usually account for about three hours for this, you know, first presentation to take place. We've got a question coming in. How much time do you give, then between providing the lender with their info and going to look at homes. Like I say, Let's reset first That first tour that I go on, it can be right away. Like, I'm not saying like, if they called me up, you know, says a lead, they call me up and say, hey, I want to go look at you know, 123 Main Street. I say, okay, you know, I still ask them about a pre approval, are you willing? are you allowing my allowing of my lender to call you? And if they say yes, at that point, even if they haven't gotten the pre approval yet, I'll still go show them that first tour, I'm just not going to do a second one until they've, you know, had some kind of, you know, they put out their application, they've met with them, they've done something to show that they are, you know, more serious about getting pre approved in this process. And so, yeah, that's kind of how that works like it you know, and that's usually how it happens, right? buyers, they, you know, see a house that they really want to see and they want to go see it that day, and at least in my market in San Antonio, you know, they need to go see it that day, or else it might be off the market. Right. And I kind of use that as also kind of part of the the strategy of getting the pre approval letter done is I say, hey, look, if this property is that exciting to you, chances are it's going to be you know, gone because again, Be excited a lot of people you know, and it is a good deal, you know, I'll look it up and say like, you know that that house is very nice, it's only been on the market one day, you know, they're probably gonna get offers. So one of the things I would suggest is that you allow my lender to give you a call, get that process moving, because if you do, in fact, like this home, when we go see it, we're not gonna be able to make an offer, you know, or at least a strong offer without having that pre approval letter done. And sometimes that can take a day or two to get that back. So we need to start that right now as we're talking like, that's the next thing that you need to do will go set up the showing even though you haven't done that, but just that needs to be done. And if they're good with all that stuff, that's usually a pretty good sign. If there's something along the way that's, you know, a little you know, it just gives a little bit of a red flag, you just need to be aware of it. But I'm not saying don't go show that first house. So now let's say you set up that showing and you're going to go you know, do a tour, right three to five homes, is what I recommend on the first tour, even if they send you one specific property. I think that you know, that's not it's almost a waste of my time to go show them House, you're not going to gain a lot of insight from that client, just going and showing them one house at a time. It's just you know, because you figured that, in that scenario, your drive time is going to take more than it's worth, just, you know, you're gonna spend 30 minutes driving to the house, 30 minutes driving back, and then 30 minutes showing the house, whereas like, if you see three of five, you know, one, I think you're almost providing more value to that client, because it's like, Hey, you send me the one house that you like, now I'll go in the MLS, and I'll try and match up three or four more houses that are similar to it. That, you know, I've identified that, you know, we can go see or I just kind of, you know, coach them up and say, hey, look, you know, to get the most amount of time value out of our time, I think, you know, yes, we'll definitely go see that one. But also, would you mind sending me two or three others, they might not be as high up on your list as that one but just send me two or three others we're going to set those up at the same time to just so we can maximize our time, I can start to really identify like, things that you like in the home versus things you you may not want. It'll help me That way if this house is not the house for you, or if you know this house goes under contract before we can get to it, it'll help me you know, down the road to better identify properties that you guys are going to like. And so I kind of, again, make it about them, right? Tell them why it's a benefit to go see more than one house.
Kyle Handy 13:17
And then we go from there. So I mean, that's, that's what I do, I set up a two or three to five homes that we're going to go see. And when I figure out like, what part of town it is that we're going to go see those homes that I'll set up and I tell them hey, say no part of the process is we need to meet at you know, a Starbucks or a local coffee near wherever that first house is going to be. And I say we're going to sit down just so I can kind of explain more in detail about the process with you. And if nothing else, even if you don't end up buying a house right now, you're going to gain some knowledge that I think is going to be valuable to you, you know for when you are ready. You know to buy and so I kind of again, make it about them, right? Tell them the benefit to them, right we're gonna explain the process. We're going to explain how it works. And then at that 30 minute consultation is going What I call it when I go to the coffee shop you know I'm big on bringing the buyers representation agreement and IBS forum and that way you can sit down it's not inside the house you know I'll usually offer to buy them coffee I try and get there you know 15 minutes ahead of time so I'm the first one to show up versus them being the first one to show up and then you know, I offer to give them a coffee give them a drink say hey, you know I love to meet you You know this is great meeting you and start a start up that relationship on the right foot and then you know, we sit down I bring a little buyer packet with me and I think you know, that's something we can kind of talk about here too. And again, guys, I'm just rattling this all off. If as I'm saying stuff you know, you're having questions, feel free to put it in the chat. Looks like right now on zoom. We're good. We don't have anything going on in the chat yet. Let me make sure on Facebook. I haven't skipped too far ahead. How good morning Karen Trent. Teresa. Good morning. All you guys. All right, good. We're good on Facebook too. So but as far as the the buyer consultation, and the The documentation and stuff like that, that I bring with me there, I bring two things. Well, I guess technically it's three, right, I bring the stuff that I need to get signed the IBS and the buyer's rep form, right? I bring that with me, that's one thing, I bring the sheets for the properties that we're going to go lyst it's like a little you know, MLS sheet, right? Like, I'll bring the public custom is what they call it in my MLS view of that listing. So like it, you know, has just the, the details of the properties that we're going to go see. And, you know, and that's the second kind of part of it. And then third part is my buyer, kind of presentation, my buyer package that I give to them. And in that buyer package, it's pretty simple. I mean, like, you know, I've got like little sheets for each of them. One is about me, talks about you know, who I am as a real estate agent, what I've done, you know, kind of that stuff, and then I've got something about my company, right in my brokerage and like the value there and, you know, a little bit of background About that, I've got a roadmap of the process, the actual home buying process, you know, from start to finish talking about getting pre approved, talking about going and showing stuff, talking about getting under contract the inspection, it's just in general overview of the whole contract. And next, I've got a little document that talks about pre approval and the importance of it, and then the difference between a pre approval and a pre qualification. And, you know, and how to get that you know, going, I've got a document there that talks about the home searching process and how you know, they can best utilize their time to link up with my time and be the most efficient way to schedule showings
Kyle Handy 16:42
and to look for, you know, searching like, what websites should they be looking on? What things should they be aware of when they're searching like, it's just like a document that has kind of best practices stuff as realtors, we should know, but maybe the clients might not know like, you know, clients that you know, they constantly look at homes that are 240 days on market. And they wonder why when we get to the home, they don't like it, you know, and it doesn't look like the pictures. It's like, Look, I mean, I, you know, it's just stuff like that, like, we know, if you're looking at a house, it's been on market for six months and it's not been purchased. Like, usually there's something wrong with the property unless they just recently lowered the price or something. But if it's a sale listing, like I tell him like, I don't think it's going to be efficient use of our time, you know, but I mean, not saying that we won't do it, but I just kind of make them aware of some of this stuff, right? Like, look for homes that have just been recently listed, or just reduced, or, you know, all that kind of stuff like is just how to search for homes. I have a little document in there about that. making an offer. I have a little document that talks about, you know, the best practices for making an offer, and you know, what they need to be aware of how they can strengthen their offer. You know, like, if it's a new listing, and it's just recently on the market, like what they can probably expect as far as an offer, like, you know, are they thinking they're gonna get 10 grand off of a $200,000 home if it's just been listed for a day? Probably not right. And I kind of just make people aware like, hey, if it's just as listed, you're probably not going to get you know that much off, if any. And in fact, it might even go for above listing if it's, you know, multiple offers, versus I say, if it has been on the market a while longer, we might have more power there. So, you know, it's just a little bit of a deal about making an offer and some best practices, they got to think about their tips for offer acceptance, that again, is part of the making an offer, deal cost breakdown. So I like to break down the cost and what's going to be expected out of them when the time comes to buy a home. So like for instance, you know, they're going to need option money, they're going to need earnest money, they're going to need money for inspection. They're potentially going to need money for appraisal for Hoa stuff, you know, I just kind of put all the things that they could need. And then of course, I talked about you know, the closing and you know, the rest of the money is going to be due at that point. I do also put in there a little bit about the difference with you know, asking for seller contributions, and the value of that versus like just asking for price off of the house, you know, I like to set these expectations up front, just so that way they're aware of it, and I'm providing them value right off the go. So, I have a little, you know, and when I'm giving them these documents is just so I don't forget, right? Plus, it's also a way that they can take something home with them. So you know, cuz they're going to probably forget 90% of what you say at that meeting. But if you give them something to take with them, you know, they can go back and read it and remember it. So that's why I have all that and then of course, I talked about closing day and just kind of like the closing process and what they need to be aware of, like making sure they know not to go out and buy a car right away, you know, before closing, not to go buy their furniture and put it on their credit. You know, that simple stuff that you know, we kind of take for granted. Sometimes we talk about moving day and like not setting up, you know, movers to show up the morning of your closing day because, you know, likely it's going to take funding which you know, is four or five hours. You know, sometimes you know can be up to that much. So, you know, we don't want them having movers showing up the day but you know The morning of their closing. And we talked about, you know, the final walkthrough and just you know, all that kind of stuff that comes with that. So that's in the closing day package. Now I don't, you know, I might not necessarily go over every single piece of it just because again, like, you know, we're trying to do this meeting and 30 to 45 minutes. And literally, if you're going over it line by line, there's a lot of stuff like even just what I talked about right now, if you go over all that stuff with a new buyer, because they're gonna have questions, when you're talking them, I mean, that that could last an hour or more. So I'm kind of telling them most of the time, like, Hey, I'm just gonna give you an overview of all this, like, I'm going to give this that these things for you to take home so you can look at it more detail at home. And if you got more questions you can let me know I really just want to kind of give this to you and just hit the highlights and get through this and 30 minutes so we can go see that property, those properties that you're, you know, wanting to see. And, and so that's kind of how I handle that. So I don't have to go into detail about everything. And then of course, it's different to like if you're meeting with somebody who's bought five homes before, like, you probably don't need to do it. That right like you're not going to go over all that stuff they know how to do it like this is like if they're, you know, first time buyer or maybe they're a first time buyer with you, you might just need to go over some specifics that's you know a little bit different about your process. But that's it you know, like if they've bought homes before you're just kind of telling them about your process and maybe some things that they need to be aware of. And then some things you're just going to hit on a lot lighter than you would if it was you know, a first time buyer total so So anyways, that's kind of how that works.
Kyle Handy 21:32
I you know, now let's let's kind of take the process of all right, so you're now out showing them homes, right? Like you're going to go show them three to five homes. You know, when I'm out showing people homes. The one thing that I've picked up on how to do this now all the time, I think it's a pretty good way to get people to think about it and it helps me kind of identify, really what people think about Homes is I just haven't, you know, great the house on a scale of one to 10 at the end of every single showing. And they can write it down if they're like a note taker. given them that package of the homes that we're going to see, so sometimes they'll take notes, sometimes they won't. But at least in my mind, I kind of rank like where they like. And a lot of times I tell people like, hey, if a home is a nine, that means that like we're putting an offer, because very, very few homes are ever going to be attend. And I just, like, try and explain that up front, that, you know, I've done this for a long time that you know, chances are, we're not going to find a 10 home, like, no home is perfect. But if you find a nine out of 10, like that's, you know, something that you should be strongly considering making an offer and buying. And so I kind of like set the ground rules, so they know what that scale means. And, and then, like I say, Now, you know, then I'll get a lot of times at our house will be a three, it'll be a six, it'll be a seven, it'll be an eight and a half. And so you know, that's kind of where we go from that scale. And, and that's just been something that's pretty helpful for for me to know where those people are. And sometimes if it's a husband and a wife, they'll have different numbers. It's good to kind of see like where they're at from that. That's kind of by you know, and there's a whole process I would say about showing homes and things that you can do. We could get real, you know, nitty gritty for that kind of stuff. But as far as this call goes, like, all that I see is really, you know, a general overview from it is what I'm going through right now. And then, you know, if we've got time at the end, of course, we can kind of ask questions and figure out like, where y'all want to go specifics on it, but, but that's kind of where it's at, like on a general overview, right, and I set up I kind of account for about when I'm setting up showings as long as there's same general area, I set up for about 20 minutes per showing, and that includes drive time. So now if the homes are further apart, like maybe you know, you're showing acreage lots and you know, you're all over the town or whatever, I mean, you might account for longer 30 to 45 to an hour between, you know, each showing and also depends on the size of the house, right like if you're showing a 35 to 4500 square foot house like it's probably going to be a 30 to 40 minute showing versus, you know, 15 to 1800 square foot house. You can knock out, you know, three of those an hour. So like, that's just the numbers that I've gotten in my head. So normally the way that I do it, at least here with setting up showings with our scheduling service that we use in San Antonio, is like if I've got three showings, or let's just say I've got five showings, and they're going to start at 10am. I set up my first show for 10am, second one for 1015, third one for 1030. And then my fourth one for 11 o'clock, I'll skip that 1045 slot, because usually, you know, they're an hour brackets. So it's like 10 to 11 1015 to 1115 1030 to 1130. And the next one is set from 11 to 12. And then 1115 to 1215. And that's kind of how I do my five showings. And usually I you know, I hit those brackets all the time, if I miss it, then I can call central showing and kind of adjust it but for me, that seems to be the right way. And then I just tell the clients to like I got to kind of sometimes keep them on track. Most of the time, you know, I don't like you know, they just kind of works out that that timeframe works. But if like we're getting behind, or if I feel like, you know, people are just spending way too long, like, you know, I just don't Hey, you guys, you know, we got to go see this next one at this time, and we'll push them along a little bit. And, and that's kind of it like, that's how I actually go show the houses.
Kyle Handy 25:15
You know, as far as my process goes on that, let's see, you know, of course I try and again, you know, just get them to compare homes I always ask like, you know, at the end of the day, like don't go a day without asking like, Hey, are you ready to make an offer on one of these homes? Like, you've got to ask, you gotta try and not like, close them hard, but just, you know, give them the opportunity to say yes, because there's times where that's all it takes, right? Like to like push them over the edge is just asking, whereas if you don't ask and you, you know, let them go think about it or whatever, then, you know, sometimes it's just hard for them to make a decision. versus if you just ask while you're there, like, hey, like, here's the thing, I think that you know, this home was, you know, the best one of the day. You know, are you comfortable making an offer. If I you know, go back, I'll juice and You know, some comps for you on this property? And if everything falls in line with with it, are you ready for me to drop the offer and try and get that commitment. And then at that point, like I just mentioned, the next step of the process is once you've identified one that they're ready to go, you know, make an offer on, I always will go back home because I tell people like, Hey, you know, I'm a realtor, but I don't know, literally every neighborhoods comps and what every home has sold for in the last six months. And so instead of trying to, you know, because you'll get the question people say, well, like, you know, what do you think about the prices is a good price for the house, I just tell him straight up, like, Hey, you know, it might be, but what I prefer to do is go back and really spend 30 minutes, you know, diving into the comps, and, you know, and getting you accurate information than just kind of like, you know, telling you Yes, it is or no it's not on a whim and so, you know, that's kind of it and so I think people will respect that. And I tell them, you know, ahead of time, like I don't, you know, do all this due diligence, you know, up front because I never know which home you're really going to like, you know, I'm not going to invest 30 minutes to an hour Our you know, doing all the comps, you know, before I go out and see a property. But once we've identified a property that you like, I have no problem spending as much time as it takes to make sure that we're making a fair offer on the property and that you're getting, you know, the best deal, we can get you on it. And so that's kind of how I explain that part of it. And so then at that point, you know, then I would go home, look up the comms, I would send them the comms have set up a phone call with them, to discuss the comps and kind of what they mean. And, you know, and hopefully you can do that over the phone with them a lot of times, you know, I'll just send them an email with like, you know, the MLS listings of all the homes that have sold in the last six months of all the actives. And then, you know, I tell them, hey, if you get on Zillow, you know, and you pull up, you know, just google the addresses, even though they've been sold, you should still be able to see pictures of them so you can compare pretty easily. And that way, you know, I can have a pretty good discussion with them over the phone about like, hey, this, you know, based on these, I do see this as a good deal. Or I don't see this as a good deal. You know, I think that we would need to offer this to make it a good deal. And then we you know, just Come to some clarity on that. And then hey, you know, so are you ready for me to drop that offer? A lot of times they'll say, you know, yeah, let's do it. And then you know, you drop the offer you submit it. And so that's kind of the whole process there to get an offer going. Let's see, well, again, staying just as a general overview, the next part, let's just assume that the contract gets accepted. And now you're in, you know, in the process of closing with them, or you know, a transaction like the transaction process, the inspections, I'll help them coordinate them. And when I say I actually have a transaction manager that I pay per deal, and she's amazing, but, you know, I basically pay her $350 per file, and if it closes, and she has this as part of her checklist, is to help coordinate the inspection. So you know, we've got a couple inspectors that we use that will recommend, if the buyer has their own Of course, you know, we let them use that person. But if they don't, and they need some help coordinating it will coordinate That for them. And I don't attend the inspections. And I just tell them up front, like, Hey, you know, you're welcome to go there and meet the inspector, but they can get into the inspection, you know, they can get into the property themselves. And what I would recommend for you, is to maybe coordinate that with the inspector of when you should go there because a lot of inspectors have their own process. They might not want you there for the first you know, hour to two hours, but maybe you're good to be there at the last 30 minutes. But just find out what works with that inspector so you can show up and you know, ask questions or whatever you want to do with that Inspector, but I do not attend to those. Let's see. Closing Of course, I do show up for all my closings. I mean, unless there's just some emergency or something that I'm you know, I'm out of town or something that I can't be there always will show up for my closings. I think that's important for you to be there.
Kyle Handy 29:47
So that's pretty much it. Like once you get under contract, I mean, you know, what are you really meeting them for? just you know, the closing and that's really it that you've got to go to another in person meeting for transaction management. All my clients get a weekly phone call every single one of them from my Transaction Manager. And then what I do is, I won't say that I called my clients every single week, but I do get communication to them every single week. So that might be a text message. That might be you know, a Facebook message that might be a phone call, that might be some random meeting, maybe I'm just meeting for coffee or lunch or something. But I do try and stay in touch with them and not try I do stay in touch with them every single week. It just might not be a phone call, they get a phone call for sure, every week for my Transaction Manager. So that's kind of what I do there on that process. And, and you might be thinking like, Man, you know, as a transaction manager, you know, is that worth paying $350 for profile? I'll tell you, it's the best investment I've ever made in my business doesn't matter if you're a new agent doesn't matter if you're seasoned agent, like maybe you're like, well, I'm new. I've got you know, plenty of time to do this during the day. You know, I'd rather do it myself. It's not even about that, in my opinion. I think it's one it's great to look like you have like a team right like you're going to look professional, hey, this person is you know, you know, an expert at what they do as far as handling the paperwork and the file. So even if you have a team, I think that it's still a benefit to use a transaction manager. But then to like I say, it's just one of those things like you're not going to drop the ball. I would drop the ball constantly when I was trying to do my own transaction management. Now sometimes that was because I'd have five to 10 files working at a time. But even still, you know, that's one of the most important processes you do not want to drop the ball on is, you know, that transaction management process. So anyways, so that you got that and then you get to closing day. I bring a closing gift every single time. I use cutting boards, I got a guy that makes them for me out of St. Louis. And you know, it's a custom cutting board that says Welcome to welcome home. It has the person's name on it, it's great. I pay I think like 60 or 70 bucks per cutting board. And, and you know, clients love it. You know, you bring that with you to your closing and that's Then after that's done, after the closings done, I add that person to my database, like, you know, I've already got them in my lead database, but then I put them in my closing database, I've got a different list for that, where basically it's going to send people you know, they get, they go on to my Send Out Cards list, meaning that they're going to start getting communication for their birthdays, they're gonna start getting communication for the anniversary of when they close on their house, they're going to get, you know, stuff for Christmas, they're going to get my monthly stuff that I'm sending out for like my letter of the heart and my evidence of success postcard. We've talked about those things on different calls. I mean, that's why I'm kind of just going over them really quickly. But bottom line, I'm adding that person to a list to that they're going to receive ongoing communication after the closing in the form of usually it's going to be you know, like mail, like, you know, postcards, or you know, if it's like their birthday, they're going to get a little package that has like, you know, cookies or brownies. And you know, on Christmas they're going to get a Christmas card. There. Going to get invites to events whenever I host events which you know host two events per year would have a Christmas event will do a summer event and they're going to get invites to that. So I just add them to a different list you want to make sure you don't forget your past clients. And that's it. So that's pretty much the whole process in a nutshell I try to get that done in 30 minutes because now you got 30 minutes to try and you know, kind of talk about those different things in detail. I think that definitely enough information to get the juices flowing at this point. But I also love it. Yeah, thank you. I wanted to welcome to the call Curtis Dixon. That's probably the longest I've ever talked without my man Curtis's given me some some advice and feedback but yeah, man, what do you think? What are some takeaways or things you want to contribute?
Unknown Speaker 33:43
Good morning. Good morning. Good morning, Kyle. That was awesome man. I second trends, thoughts there in the chat guys. And even if you've worked with dozens of buyer clients, or maybe even you know, hundreds of our clients that 30 minutes Kyle was the framework man, that's was a perfect overview of working with buyers from cradle to grave. Go back and watch that again. And again, guys, I guarantee you, you can pick up a nugget or two, just in, if nothing else in the structure of that, right? This is a process. So working with real estate clients in general should be a process and the more that you can stick to a framework and a schedule, and the more organized you are, you're demonstrating professionalism along the entire way. You know, how comfortable would you be if you called up a doctor's office? And they said, Yeah, no problem. We'll come out to your house and see you like, wait, what that that's not the process I'm used to that's not what I expect, or you walked into a doctor's office. And the doctor just started, you know, poking you with needles without asking you any questions or, or seeing if you're sick or what you're there for, right? Like the same thing can be said about this real estate process. Do Kyle and you nailed it. So a couple things I want to fill in and make sure there's no big questions in the chat. So that was some good stuff. I was taking notes, dude, while you're talking. And I just wanted to highlight and drill down in a couple of areas to provide some strategies that you can take the framework that Kyle just laid out. And you can guarantee if you're already doing that, that you can increase your sales if you follow a couple of these tips. And if you're not yet doing what Kyle has laid out, you know, I implore you to put that in place first. And then again, take a couple of these ideas and add them in. So I'm going to give you what I would, I'd say are seven different things, you could do seven different ways that you can increase your conversion when working with buyers along the process that Kyle's already laid out. So I'm going to give you one when you're on the phone with that buyer client or prospective buyer client. So like Kyle said, we've talked all about lead generation before so let's assume you're already on the phone with a willing and possibly able buyer. I'm going to give you one question. That is what I call a transition question. And this transition question is going to end increase the amount of times that you actually successfully set up that buyer appointment that Kyle was talking about that buyer presentation appointment, which we're all questing after if you're on the phone with a buyer, that should be the goal of your phone call, not to explain everything over the phone not to sell over the phone. None of that the goal is to set that appointment. Right. So here's the question. You've been going through talking about where they're searching, and you're getting information you're asking, like Kyle said, if they're open to talking to a lender, that's all good stuff. That's what you want. So here's how you're going to transition the conversation to actually set the appointment. Hey, Kyle, one last question here. Before I let you go, how much do you actually know about the process of buying a home? That's your transition question.
Unknown Speaker 36:44
Do you want me to role play with you? Are you just hypothetical now just this hypothetical, to use your name, man, good to see your smiling face. Good to see everybody on here. But when you ask that question, even if they're experienced, you can still help right? You're the professional. So it's established. You as the expert how much you know about the process? Awesome. Well, here's what I'd like to do. I want to sit down with you in person. So we can go over that thing from start to finish. I want to talk about your past experiences. If you're an experienced buyer, if you're an inexperienced buyer want to talk about the entire process, right, so that question will increase your ability to set appointments that's on the phone. Now, let's get to that buyers appointment. And I'm going to I'm going to highlight something I heard Kyle already talking about. But I love this so much. And it is so powerful in today's supply and demand, you know, economy with the lack of inventory, this is super important that I want to highlight it and to drill down a little bit further. And it's a conversation. It's an expectation conversation that you're going to have during that buyer presentation. And it's about nines and 10s. So I heard Kyle talk about that script. But here's where you actually introduce that concept and idea. It's at the buyer presentation. So we're talking about the market. We're talking about low inventory. We're talking about pricing, and I'm going to say something like Hey, Kyle, before we ever get out there and look at homes man, I just Want to reiterate and remind you what we're looking for? when we're out there. We're looking for nines and 10s. And here's what I mean by that every time we go to a house, we're going to rate this house on a scale of one to 10. And when I say we're, I just really mean you and your wife, you and your husband, you and your partner, you're going to rate every single house we see. And I don't take offense because I didn't build any of these houses. I just want your honest rating every time. And here's what we're looking for Kyle, when you write something a nine, we're going to make an offer on that house, because they're not a lot of nines. And if it's a nine for you, in the city of San Antonio, it's a nine for somebody else. So we're going to offer and try and win that thing. If it's a six, seven or eight, we're not going to offer. We're going to talk about it. We're going to think about it, you're going to go home and decide what would make it a nine, you're going to go home and decide Why was it a six for you, but a seven for your husband, right? That's what we're going to talk about when it's a 678 but nines and 10s we're going to offer on now that's a very important script during the buyer presentation because it's going to help You when we get to tip number three, tip number three is, you know, Kyle is a pro, he's worked with thousands, I'm guessing of buyers, right? So if you haven't worked with thousands, and you don't have it all up here, you need a tool. So you need to carry what I call a rating sheet. So Kyle said he has every single buyer rate homes, I bring a sheet of paper with a little scale of one to 10 and the play a blank for them to fill in the address. And additionally, I asked them two things they like and two things they don't like about every single house. Here's why I do this, not necessarily just to get the rating, but it's to establish again, who's leading this process right? So at the end of each house, I'm going to hand them that sheet and say hey, don't forget to rate this. I want you guys to stand here the counter rated on a scale of one to 10 write your stuff down then we're going to review that thing. So they get used to talking about every single house openly and honestly. And so that you can hear why this house was a seven why this house was an eight and you're going to bring that back in later when you find a house that has those qualities are looking for And they think it's an eight and you remind them and all of a sudden it's a nine. So you carry that rating sheet with you. And then as soon as you hear that it's a nine or eight, you can start talking about the offer. So that rating shape, super powerful tool. Then the next few more things here, another one, and Kyle talked about this, I have a little bit different perspective on it for newer agents or for agents that don't do 1520 3040 transactions a year. And it's about the research. So Kyle gave his example of and you guys probably can gather, you know how Kyle operates his business because of what he has going on. It's all about time efficiency, right? So he's going to show three to five houses, he's going to show them in 15 minute increments, he's going to run a 30 minute buyer presentation. For some of you. You need to dedicate as much time as you can to learning the market helping that buyer and here's here's a way to do that doing the CMA in advance of showings. So I actually encourage a lot of new agents, you know, before you show properties, once you schedule, that tour of Three to five. Do the CMA in advance as if you were going to offer on that property, spend 30 or 45 minutes, and actually don't only bring the MLS listing sheet, bring the CMA for every single house. And here's what this does. Even if they're not ready to buy that house, it instills confidence in that buyer that you are the right agent, they're out with the right person because this person did an hour they don't know it takes an hour. They could think it takes six hours. They did all this legwork and research before coming out with the what a professional every question I had, they had an answer. dollar per square foot, how's this market? Selling? Is this a great place to be? You've done all that research and you bring that CMA, I guarantee you that will win you a client that you might have missed an opportunity to win because you hadn't done that preparation. So do the CMA in advance. That's during the showings right so you bring those CMA with you last couple of pieces. The next one is very important for actually helping people make that offer and that is my Knowing your real estate math is so important, because when they find a house that they like, even if even before they tell you, they're thinking about an offer. They're like, Okay, what would we offer? How would this work? What would happen if we want this house right? Once they can see themselves in a house, now they're worried about the math, they're worried about, basically three things, the payment,
Unknown Speaker 42:22
they're worried about the closing costs, and they're worried about how much cash is going to cost them right now, almost everybody knows their bank account balance, right. And they need to know if I were to buy this house and make this offer. How much is it going to cost me in the next couple of days? You talked about that inspection thing? You talked about that appraisal? When is that? Do you talked about the earnest money, the option money, right? So every time you're hearing somebody up for an offer, you need to know the math, you need to know what the payment would be at this price range, what the closing costs would be, and that again, requires preparation that requires a good understanding of a process that requires good dialogue with your lender. But the more you know that math, the more likely you are to be able to help them make that offer When they're feeling inclined, and then here's the last thing you can do to push them over the edge with that offer. You can remove the fear, because the biggest thing that holds a buyer back from actually making an offer is they're scared. They're just afraid that they, if they're new first time buyer, they don't know what's going to happen next. If they're an experienced buyer, they're wondering if there's a cheaper house around the corner, or house, they might like better or maybe they should wait, right? So what I found most of the time fear most of the time, not always, but most of the time, it's around money. They're just afraid of how much it's going to cost. They're afraid of losing money. You know, everybody's worked so hard to make their money. They don't want to blow it and make a mistake with their money, right. So the easiest way to remove fear to making an offer in my opinion, is to talk about what I call the cost to offer. Now in most markets, if you guys have the Buyer Protection option, period in your sales contracts, your purchase contracts, that is the cost of an offer. Whatever the cost of that option period is, so what I talk about when they're getting ready to offer, they're thinking about it, I'll just say something like, Hey, guys, you know, I know you guys rated this and eight and a half or nine, you're gonna go back and talk about it. We're going to do that research, like we talked about, I'm going to go check some numbers and give you a recommendation on what we should offer. But I just want to talk to you about something real quick, I want to talk to you about the worst case scenario of making an offer. The worst case scenario if we make this offer is they accepted on the spot. And we owe $100 of option money. That's the worst case scenario. Yes, we also that 1200 dollars of earnest money, but that 1200 dollars, we won't lose, I will not let us lose that money. But we might spend $100 to make sure we want this house. That's the cost to offer. Let's not think about it. You have $100 bill, I bet you have one in your wallet. Let's make this offer and let's get this thing under contract. Because if we don't remember if it's a nine for you, it's a nine for someone else, and they're going to come in and buy this house after we leave. So that's the cost to offer. And then one little question I love this, this phrase learn this From a mentor of mine, he asked this question all the time, it's the coolest little one question script you can ask to, again, re establish your authority and position you as the expert before you're about to tell them whatever you're going to tell them. And that question is, are you open to professional advice? Because you remind them, you're a professional, you ask for permission, and then you're about to deliver something that's going to influence them to make a decision. The best time to ask that is when you come back to recommend the price they should offer. Kyle, when it done that research, man we talked about, I know you and your wife are thinking about it real quick. Is it still a nine on a scale of one to 10? Awesome. Okay, so let's talk about the offer real quick before I go there. Are you guys open to some professional advice? Yes, you are. Awesome. Well, let me tell you what I found in my research and here's what we should offer. So there's seven ways you can increase your buyer sales just fills in a couple of gaps in the areas that Kyle was talking drills down deeper in some of those areas. hopefully that was helpful.
Kyle Handy 45:59
Do that was Awesome, man. I think we're like competing Curtis, like who's providing more value, you know, like you versus me like, hopefully, steering wheel baby. That's why we
Unknown Speaker 46:08
do this thing together guys just keep coming and we'll keep it coming.
Kyle Handy 46:11
That's it guys. I love it. So cool. So we've had a few questions in the chat, I've been trying to respond to them just by typing it out. But you know, if you want to, you know, just hit it on here as well. So people watching the recordings can kind of understand what people are asking about too. But some of the stuff about you know how to go about finding a transaction coordinator. Some people had questions about transaction coordination, and that kind of thing. I think truly like, I mean, mine story's a little bit different because I trained up my Transaction Manager, she used to be my actual assistant before, you know, getting her own starting her own business and transaction management specifically. And so now I still use her and so it's a little bit different, but what I would say if I were, you know, an agent, just like looking around how to find one is you got to connect with other agents and find out who they're using, you know, and typically it's going to be bigger agents, right? Like, you know, I don't know if the average Agent uses a transaction manager, like I said, I think everybody should, but find out who's doing you know, business in your area, you know, 3040 deals a year at least. Because those are going to be the people that normally will go out and get a transaction manager, you know, people doing 60 7080 deals, they've got to have some leverage. And usually transaction manager is the first potential outsourcing. And so find out who they're using get about two, three names, if you can call them up, find out what they do find out who you you know, like the personality type of because they're going to be ideally talking to your clients, you know, most of them do speak to your clients, you know, on a weekly basis, you want somebody that, you know, reflects your, your style and your approach, you know, similar to what you would do, and like I will say, because I used to Transaction Manager before we had Heather, now I won't name names, but that person is a little bit different style than what my style is. Yeah, they're a little bold and brash. I don't know if that's the right word, but rough Yeah, they were rough. Like, I mean, they got this Job done, like, and I mean, sometimes maybe that was necessary to like, you know, to get stuff because sometimes the transaction management process isn't always just, you know, so simple, like, you've got to do things, but it was more rough than what I would have wanted, right. So like, those are things you're going to look for, you're gonna want to look for experience, like don't, you know, just hire somebody that's brand new at transaction management mean, this is something that the more experienced they have, the better they're going to know about different types of things that come up in a transaction without having a cold you and, you know, ask you about it or whatever. Like if they've seen hundreds or, you know, they're doing this for multiple agents. Chances are, you know, if a scenario comes up in in the, you know, midst of your transaction, you know, they've seen it before, right, so they know how to handle it, which that experience is invaluable, because chances are and that's the other thing why I think it's even important for new agents to do this. You know, get a transaction manager is you haven't seen every experience. So like when you get a situation that arises. I mean, yeah, you can ask your broker. Yeah, you can You know, we'll fellow realtors and things like that. But if your transaction manager is competent, and they're very good at what they do, and ideally, of course, you know, that also goes into the point that you want to have a licensed Transaction Manager. They've got to have their real estate license big. But yeah, it's a huge point right there. So make sure that that's part of your interviewing question right there. But, but if they've experienced a lot of transactions, they're going to be invaluable to making sure that you know, you are giving the best service that you're not forgetting a scenario that you know, might be because I'm not saying that they're going to make the decisions for you. But if they've seen everything you can actually there might be like, I still have questions rolling. I don't know what, you know, what have you seen before? And I'll ask my transaction manager that and she'll say, Well, you know, like, I actually had this deal with, you know, such and such agent. And, you know, this is how, you know, we handled it I'm like, all right, well, that sounds good, you know what I mean? I'll go with that. And, and that's the type of stuff that I'm 300 to 350 a file that you're paying, it's invaluable if you can get that service back out of it. And so anyways, That's, you know, I think a good amount of stuff to look for for transaction coordinator anything I miss Curtis?
Unknown Speaker 50:05
No, I just want to hammer home your point because I know there's a wide variety of agent experiences that that jump on this call, right? You might sell a lot of houses, you might have been around for a lot of years, or you might be brand new and just getting going. I do not I want to reiterate with Kyle like, it is transaction managers and coordinators are not just for the experienced super busy agent. They to me are the absolute number one best potential partner for a newer agent as well because you are paying for their level of expertise. And so the average you know, some of the biggest mistakes for newer agents come with regards to not knowing what to think about proactively and not what not knowing what to be looking for. Right? So you get this this hand the lender hasn't replied in a few days or the buyer didn't turn in their checks on time, like you're not sure to check all that stuff. Or you know, you're worried about appraisal and you don't know what you need to do and it's not back and it's a few days before closing. You're not thinking proactively about what you need to do but that good transaction manager is. So again to reiterate, it is 100% worth the investment, even if it's your first deal, spending a few hundred bucks is really, really worth it because you might get five or six deals worth of experience by talking to that manager. And you might save a deal that that would blow up if you didn't have that support. So super duper worth it. And then the other thing like Kyle said, the bottom line of what you need to be looking for is somebody that that really blows you away that you think is fantastic. When you meet them and talk to them. They demonstrate their expertise, they've done lots of transactions, they have a high level of experience because there are a lot of agents out there that end up doing transaction management in lieu of selling because they're not selling a lot. They decide like I'm going to do some transaction management. That's not exactly who you want. You want the person who is a professional transaction manager and have done hundreds of transactions. That's who you want in your corner so absolutely right.
Kyle Handy 51:50
Love it. And then real quick guys I want to you know, just talk about this because I think this is kind of cool. This is not necessarily specific to the buyer process, but it kind of answers trance question. And he asked about if I can get a copy of my packet. One thing I'll say, you know, again, anybody on these live feeds, you know, this is always going to be free, the Monday mastermind, the Tuesday mastermind. And if you want a copy of my packet, put your email in the chat right now, and I'm happy to email you over a copy of like what I talked about earlier. But then also something I do want to point out and is, is I mentioned this on the Facebook Live when I was talking about you know, jumping on this Monday mastermind mind for this morning is I did just set up a Patreon page. And I don't know if anybody's familiar with that, or what that is. But basically, if you go there, the way that I have it set up now is that you can actually access all of the prior recordings of the Monday mastermind so I mean, I think I've already got about 30 or 40 episodes on there, on the my Patreon page, and you can just go to patreon firstname.lastname@example.org slash Kyle Handy, all one word. And if you go there, you can have you know, I think there's like 50 hours worth of our past Monday masterminds on there that you can, you know, subscribe to, you're going to get all the past recordings. And whenever we record these on Mondays, I'm going to put the recording on to that platform in the afternoon. So like all the Monday masterminds will, the new ones will be there. And so you basically subscribe, I think it's like 498 a month for it. So it's not very cheap, most that, you know, goes to pay for the platform, the biggest thing was, and the reason why I'm doing that is because, you know, on my YouTube channel, I really don't want to have these videos on my YouTube, my public facing YouTube, I'm going to kind of create some more, more professional looking videos for YouTube. Whereas these are kind of rolling rough, but I want these to be out there and I want them to be organized for people. And so Patreon just gives me a way where I can kind of separate these from the other training that I do on Tuesdays, but it's still going to be available where you can go back and watch you know rewatch these, like Curtis said, if you want to go rewatch the first 30 minutes of this, you know, you can go in there and watch it as many times you can go back to our old ones. And then whenever we do these on an ongoing basis, you'll have access access to them as well. And so I got it set up to where you can subscribe just to the Monday masterminds, or just the Tuesday masterminds. Or if you want, you can subscribe to both. And so I hope that, you know, I, again, price wise, you know, I don't, I'm not trying to make money off that I'm really kind of paying my costs and all that stuff. So hopefully it's affordable to everybody. And it's an organized way, I tag things so like whatever we're talking about that day, you should be able to see like go with whatever tag you want. Like if it's, you know, wanting to learn all about buyers, you know, you can click the buyer tag and it's going to pull you up all of the different past recordings that we've done for the buyer. So took me a long time to set this up. I'd say the last week solid I was setting all of these up for Monday and for Tuesday's masterminds so go in there I think there's already about 100 hours of content for our Tuesday mastermind. So lots of stuff and I'm gonna be constantly adding stuff in there, and I'm putting bonus trainings in there. So beyond just our Monday and Tuesday recordings I'm actually whenever there's content that I create, that maybe isn't meant for like my public facing YouTube channel. But I still think it's like good information. Like it might just be me sitting at a desk like filling out a buyer's representation agreement and how you can actually fill in the blanks. Like that kind of stuff I'm not going to put on YouTube, but it might be helpful to some people. And so I'm putting that kind of stuff in there just because again, like, it's just a way for me to put the stuff out there, get it to you guys, but not necessarily have to be like, professionally edited. It's kind of just the raw stuff. But it definitely is going to be helpful information, I think so anyways, guys, I got a lot of emails in there, I definitely will send over all of that stuff to you guys. And you know, and again, if you're watching this later on, and you were able to put your email in there, if you do put it, subscribe to the Patreon page, I do put links to any kind of like material and stuff like that in those Patreon descriptions, so you'll be able to download this later on at that point too. So cool, guys. Well, we got a lot of stuff in there. I don't see any other questions, but before we end the call, I definitely want to ask if there was any other questions that you know, we didn't cover looking back on to Facebook right now looks like we're
Unknown Speaker 56:02
gonna have questions guys, whenever we open up the chat near the end of these or anytime you come into the other thing I'd love to see as we continue to do this is I'd love if you have a success story that ties back to these masterminds. We drop it in here in the chat because you know, Kyle and I do as much as we can to share and promote the event and the topics and you know, we know and believe they're helpful, but the coolest stories are the ones that we hear from other folks outside of this mastermind talking about man that listing stuff you guys did I want to know the listing appointment or that buyer stuff you guys did anytime you have a little winner little success story. And you want to give a little tip of the hat to something you heard here from somebody, not just one of us. We'd love to hear that story in the chat as well. So anytime you have that, drop some success stories in there.
Kyle Handy 56:47
I love it. Yeah, and thanks drone for posting that link. Yeah, I appreciate you putting the link in there for the Patreon page. And oh, by the way, I do want to give a shout out to to some of the most reads I just saw these people already subscribed. Norma Stephen Raj, Michael, thank you guys for joining in on that. Like I said, I always try and provide as much value as I can I know Curtis is constantly providing value and in Curtis, I don't know if there was anything you wanted to promote. I know. Yeah, your training so maybe if you've got something you want to talk about,
Unknown Speaker 57:16
yeah, same same thing, man. So guys, one of the biggest trainings that
Unknown Speaker 57:19
you can come find me doing right now every single week is on Tuesdays at 11am. central time 9am Pacific. If you're with our brokerage EXP, then you have access to indigent EXP world in our cloud office in the agent experience, university auditorium or the agent or the ESP University auditorium, and it is the database fundamentals class. So the way the class is working, it's pretty similar to this style, where every single week I have a topic related to the fundamentals of building and managing and leveraging your database, and you're going to come in there and you're going to get some good database nuggets process. Topics sequence strategies, tactics, tips, all that good stuff every single week. So what I say is regardless of the size of your database, you should be able to get something out of it because I'll be talking about the different stages and how things apply at those stages. So every month every Tuesday 11am Central 9am Pacific if you're not with our brokerage then just find it messaged me and I'll get you an invitation to that training.
Kyle Handy 58:24
I love it very cool alright so I'm really kind of reading a comment from roll listing appointment yesterday pretty much did everything you touched on basically statistics of the areas schools area days on market what was sold previously cetera Mario and I went together and just about the first 10 minutes they got get super comfortable. And we were already talking about the Spurs season with no worries. Shout out to y'all and tomorrow. I love it man. Love the success stories, guys. Yeah, we talked about listing appointments a little bit ago. So yeah, that was one of our past trainings. So yeah, we're always and the other thing I want to share, guys, I actually had somebody Email me the other day and you know and he was kind of telling me like hey, you know like some of the trainings that I you know I like you're giving me feedback he's like you know some of the trainings that you guys do you know I really like but you know I'd like to see you know maybe you talk a little bit about this and and that's a he actually talked about the buyer product and so that gave me my my topic for today he asked me about you know, he was a you know, new agent, you know, seems like we're talking about a lot of listings, but he was just getting buyers and like and that's what he was working on in the beginning. So that's what gave me my idea guys. So one of the things I'll share with you guys is reach out like if there's something you want to hear about or maybe you want more information about, like I don't have this set as like a schedule every week like this is what we're talking about. Like I literally am just you know talking about what I feel passionate about what I think you know, agents want to hear or need to hear. And if I've got you know, people requesting something like that definitely gives me some some juice to do it and, and then the other thing too is if I've already talked about it, you know if I can link YouTube, you know, something that we'd already done, then of course, then I'll just do that. But a lot of times now because we're just starting this, I mean, two months is nothing, I think there's so much information that we can share. So I'll give you got stuff. I mean, that's the best way to get you know, your topic talked about or to learn in something that you need to learn about. So cool guys will again and if you need to get ahold of me, you know, you can email me, Kyle KYLE, at the Handy team.com. Or you can reach out to me on any of the social media platforms. Facebook, you find me on there, just Kyle Handy. Instagram, real Kyle Handy. And I don't think I'd given an update from the last time but I wanted to thank everybody for going out there and following me I was just under 10,000 followers, and I had hit over 10,000 followers that day. And now I think I'm at 10,157 followers. So y'all keep doing that. I really appreciate that. You know, and I'm going to, my goal is to always put one post today, I'm going to start providing more real estate stuff on there. I put a lot of stuff about my family. You know, I know that that was what I was using it for in the beginning but now as I'm starting to get more of a following behind in the real estate industry, you know, I'm going to try and start you know, adding value in that platform as well. But But anyways guys, thanks, everybody for for jumping on the call today. And you know, we'll see everybody on here either next week for the next Monday mastermind for sales calls or sales training. Or, if you are an ESP agent, and you want to hop on our agent attraction Tuesday mastermind, you're welcome to do that same thing to the Tuesday mastermind.com 9am Central Time on Tuesday, we talk all about you know, building your team, you know, we talked about leadership, you know, we talked about a lot of things that you know, kind of go along with our business model it XP, you know, the revenue share model. So, those are just the the two calls that we're doing every single week. And again, both of them are available on the Patreon page as far as recordings and for future but if there's anything you ever need, feel free to reach out to me directly. And we just love to help out however we can. So thanks Curtis for jumping on this with me, man. And we'll talk soon.