What's up guys, my name is Jason Wardrop and I'm here with Terrell. Terrell. What's up, man? Hey, let's go on Jason
Nice - grateful that you're able to join us here and trails a fairly new agent
You've only been in the game for like what two years now, I am on my second year
Yes, sir second year and he is in the Vegas area and he has been crushing it
You just telling me he had such a great year this past year
He just took the whole month of December off with jhana. See guys that that's awesome
It's always nice to be able to take a step back
reflect on your successes your
accomplishments and like you're saying spend some time with your family with your kids and
Hang out and enjoy the holiday season a little bit. So
With that said man, tell us a little bit about like your, you know, you're brand new to the real estate space
tell us a little bit on that journey getting into it and
Yeah, some of your successes so far
alright, well everyone like to say, my name is Terrell Lancaster a
Real estate agent in my second year out in the Vegas market prior military. I was in the Army for about ten years and
Now I sell houses I don't know how I got here I just woke up one day it was like I
Could sell a house. Why not?
And I think most people most agents have that idea and it doesn't quite work out that way and it's in it's tough
It's really tough but at the end of the day as long as you
Stick it out. You know you just give it your best foot forward
Honestly, what works best is just showing up every day, you know
If when you get up and you show up what weather if you got a deal lead anything, you know
But when you're sitting at home moping around about cake, you can't get a deal. You can't do this can't do that
That's where that's where we start to fail, you know
But when you get out there and you actually show up you'll start to see results, you know, is what I believe
100% man so so yeah, so you've been
How long have you been on like the Arsenal system and into the six-figure agent program? It's been a few months, right?
Yeah, I want to say about six months my first year of real estate. I really didn't do much
Because I didn't know anything
You don't really learn as much as you expect to let you Brokerage because
Let's face. It brokers are busy. You know, they're they're running a business and you're trying to run a business as well
but in real estate is not the place to
Where you have to have your hand held the entire way
And so for me it was really tough because I was from the military. I'm used to being told what to do
Hey
You know here you do this go to this country and do this come back jump out of this airplane
And when that goes away, you're like, huh?
You know, you got to really figure it out. And I know you see, you know, those programs those systems that come up
Oh by this this will help you. This will help you and I found Arsenal
and it just it just made sense and
you know I started about I want to say June of 2000 of last year about June and
Between June and November I closed 11 transactions
Just because and and that's pretty good and those were all organic leads people that I've never met
And
So that was good to me because let's face it
You know
We could have a giant sphere of influence but you're always the last person they think about when it comes to that kind of stuff
Totally man, otally. Well, that's awesome
I mean 11 transactions and what like five months they're not honestly not even five. I'll make more close to four
Like that close my first three back to back in what October?
another three or September October November
And I think two in July
So yeah, and like every month it was just it was just batting Tibet Lhasa and I was tired. Don't get me wrong
yeah, you know because from closing no transactions to having three deals in my first month light it I
was I was beat so
But it definitely worked out me. Oh, that's awesome. So tell us a little bit about
One question I get a lot as I was telling you is like a lot of agents were like, okay
You know, you're having a lot of success what what like campaign were you running? What Facebook ad were you running?
You know, we've got a lot of the different templates in the system. But which one were you going with you get that?
leads the the
the what I did was I tweaked it to
Instead of having like a particular listing or anything
I had multiple listings, you know their actual case multiple pictures of homes
Because what I've noticed is that
You show you can show them one home all day one listing. Yeah, but truly you're only really appealing to a small group of people
Showing multiple homes in a neighborhood, you know what I mean?
And I move there now
You become a source of information
They open that up and there and you know, wherever it takes them to it gets you their information
Then I reach out to them a column or a text message
I get a response I say hey, let me set you up on you know MLS search that will come to you automatically
what areas would you like but I've noticed when I try just the single homes it didn't it wasn't as
Good as when I did an entire neighborhood, you know, that's genius
You know, there's seven homes or you know
Here are seven different homes out in the Summerlin area
Instead of just shoving one home in Summerlin because now I limited my audience to only people who are looking for a 3-bed 2bath
Single-story. Yeah, totally
So these are these all are these all your listings are these listings from your brokerage or someone someone else on your team or these?
Things these things it throughout the entire MLS
Here's the deal this how I see it. I'm a real estate agent. Yeah, unless is my inventory
Yes lies in home sales, you know what? I mean? Yeah, therefore everything in that inventory belongs to me. I don't care
What broker I came from, you know, as what I do what I have to do with legally to show that home
And and so forth like I can sell any home that's in that in that list
So you should be afraid to go out there and to show other homes
You know now they're exclusive listings always get the permission from the agent
you know prior to
Because you know they may have certain rules and regulations or guidelines that they want to follow especially for high-end homes
But honestly if it's in the MLS, and there's pictures available to the public show the pub
Berkshire man and I love that way like obviously you want to make sure everything's like the legal way like you're saying if
It's an exclusive agent. You want to make sure you get their permission stuff
but like those campaigns like even the single listing which I love the on Sept of having the multiple listings on there cuz
Like you're saying you just reach a wider demographic
Mm-hmm, but there's so many agents they jump in
I'm like man just start with the the listing leads campaign cuz I crushes every time yeah
Yeah, it'll be like I don't have a listing will do someone on your team or your brokerage have a listing
Yeah, and if they say no like I mean usually somebody does right. Yeah
As the states. Yeah, so it's like
You you can't be in under this like more scarcity mentality of like well, I don't have a listing so I can't do that
So I love like kind of just you know, thinking outside of the box a little bit like that like you did
Yeah, you just having that creative creativity because obviously if somebody is the seller agent, but you bring them a buyer. I
Mean, they're gonna love you for it, right?
Nobody's complaining. Yeah, so you're obviously you're gonna get permission from them, but it's not like I
mean
It's not like I'm running a full-on marketing campaign for them, you know, just putting that hey these homes are in the area
You know this home is you know
Four hundred twenty five thousand and it gives people like you become the the source you just want them to come to your website
To shop. Yep, you know
After they shop and they look around and browse through
You know you want them to pick up the phone and then the call you not the other agent
You don't want them to call a listing agent. Yeah, because now you make no money and they make double money
So, so anyway, you talked a little bit about your follow up and not and honestly that strategy of having the multiple listings
I'm going to start having to you're gonna have to I'll give you credit for sure man, cuz that that's awesome
I love that kind of broader sense of everything
But what you talked a little bit about the follow?
But what is your fall if you get a new lead that comes in Arsenal hits you up says hey
You got a new lead and we've seen you you've shown us the whole screen shots of yeah
Man, yeah at one point
I think one day you're getting leads like every 20 minutes, which was absolutely insane and buddy
And that was that was for one property. That was a that was a particular property. It was a horse property
Okay
So and another thing you can understand or look at it like this if there's a property that has specific
Features to it that make it stand out from the rest, you know, don't run those in a group campaign, you know
Don't run a bunch of horse properties together
Because you know now you're all you're all looking at properties over two acres and so forth, you know
Because you want that particular one to sell so well that one. Oh, that one was easy
I've made that listing and that was actually my listing. Okay, and I put it into one of the pages
In Las Vegas, Utah and surrounding areas of horse owners. Yeah, okay
I mean that thing caught fire
People were sharing it and that's when those leads were coming in like every 20 minutes now
They come in like every 45 minutes to an hour
But I mean for that particular campaign when you have something that is special, you know
You create a app and you sell it and you put it in the places that people are likely to share it
You know and and that's why that's why like I gained a lot of you know notice early on
Because of that and pee pee everyone who to me weeks later
Hey, you got any more horse properties and stuff and I'm you know, I never saw Nana question and property in my life. Yeah
That that's awesome man, so so what's what's those leads come in?
I mean you've obviously gotten you got the automated email text follow up with arsenal
But what what does the follow up look like with you? I mean, are you calling these leads?
Are you seeing a lot of responses with the texting email like texting? What does that look like texting texting texting texting?
People don't want to talk on the phone anymore. They don't want you know emails feel
You know that like they dragged out it's not
Think about it sending an email from a computer feels so much better than your phone
But who wants to get on their computer anymore totally, you know?
So when you hit them with all three avenues of approach texting email phone call
They're they're gonna respond to something, you know, yeah
eventually and I me honestly I
Will reach out and touch a person even if they don't respond until I get a restraining order
You know because you never you never told me no
I'm like I'm tinted that is asking their parents for a snack and your parent says uh, yeah, give me a minute
They never told you no just not right now
don't ya and that
Child will bug you and bug you and bug you until they get a yes because at some point you showed interest in
Buying selling or renting a property and I want to be that guy. Yeah
so obviously like I like that too a lot of times some people like and someone
Watching this interview right now is probably like oh that's too intense
but my thing is is that shows your character of
like you are relentless and you'll do whatever it takes which
If they're gonna go buy or sell a home with you
you know that you'll have their back and do whatever it takes and so I
Find that like is like a huge quality whereas like some agents
They'll be like I don't want to be annoying or anything like that
Whereas like the people that have more than my say that you have that I've talked to the agents. Mmm
like I've heard them where their
Clients go through and they thank them for following up like that and being at relentless because of like man like yeah
I wasn't ready or I was like on holidays or vacation or whatever
but once I saw how committed you were and how relentless you were I was like man that's this person and just everything I just
Said they'll fight for me
They'll have my back they're gonna make sure that things happen and that's the way you got to really look at this, right?
Yeah, but also don't just be don't just be the the bull in the china shop, you know also
Totally that's all provide information. You know, you're just doing a random, you know
Hey, I know you were interested in that 3-bed 2bath and in Summerland, you know
Here's another one that just showed up on the market
Let me know if you want to schedule a private showing or something like that and you can automate all of these emails
you know so that way you don't have to worry about them because you know
What else they were looking at based on the campaign you ran, you know?
You know what market they're in the location that they're looking in
And so therefore you can kind of target these emails for that campaign and send it to them and you're just providing useful information
You know because with like you said when they are ready, they're gonna pick up the phone
I had one guy tell me he says man
Like how much he says you must have some pretty strong fingers for all those emails you I said
I typed them once you just get him later he goes and you're brilliant. Yeah, he says you know what?
I want you to sell my house. We listed his house and I was able to sell it in 19 days
That's awesome. You know, I mean friend that's from start to close cash transaction listed
It was the market sold in 19 days. That does legit. Yeah, so to one thing also on that
As far as like the following up and providing the information that 100% agree. You got to provide valuable information
You're just gonna be pestering the people obviously it's gonna know any one
one new
Update that we've made with the Arsenal mobile app, which I don't think I've told you this yet
But you can have like let's say you've got a eight week long sequence of emails texts
All that stuff's just automated on the loop on the any new lien that comes in, huh?
What we did when somebody responds to your like text message, for example
if they respond on day three or day 17 or 24
Whatever day they respond the system will automatically know that they responded to automatically cancel off the rest of the messages. So you're not
Hitting them with the automated sequence
Cuz you go out like you already had the conversation with them
You don't want to be hitting them again and again and again, it just gets annoying, right?
You know what and I had a system like that
Prior. Yeah, and I actually I actually closed it because you guys started doing it
Yeah, the system that I was paying for to reach out and touch them
Once you guys started doing that I canceled my subscription with the other guys and it was it was costing me 200 bucks a month
bank, yeah, I mean but uh
but at the same so you guys have it and I've already enrolled in the program which was a great deal of and
Man, the knowledge is priceless the amount of knowledge that you get in that course is is crazy
So thank you for taking the time and putting that together because yeah, man
I mean you get all of these informations you go to all of these webinars and seminars and stuff like that
but I mean you just kind of took all of it and put it in one place and
For me that was that was big for me last year. I appreciate that man
Do you do you have experience with Facebook advertising before jump into that or was that kind of your first exposure
Man, I knew how to boost a post. That was it
That was that was about it, man. I didn't know anything about marketing, you know, you reach or any of that kind of stuff
Awesome. Yeah, and honestly that that's where
Most agents that I first talked to and work with they're kind of in that same position
They they know how to boost the post because obviously Facebook makes it so easy to hit that boost post button
Yeah, but really like you and I know and if anyone else watching this is try this, you know
We're just gonna get likes comments and shares
You're not gonna actually get results leads from it
Which you need a lead to turn into appointment to a turn into a closed deal
And so that's like a like in the comments just like it's a vanity metric, right? Yeah
It's not gonna get you anything besides like Oh show your friends
You got a hundred likes on this post and it's like okay how much money do you actually make? Well, you didn't make anything so
no, that's good to hear cause like honestly man, like
It can be very simple
One, you know the right strategies to implement when you know how to set the ads up the right way, right?
And that's who that's that's my goal with that course is really trying to dive in and show it like is people like agents are
Spending money on Facebook. They're boosting the post
So it's like if you're gonna spending five ten bucks a day
You might as well be doing it the right way where you're actually going to see exactly
Real leads where it's like named phone emails. So just a like or comment of like
Yeah, this is awesome or something. I need names and numbers. I don't need those. Yeah
No, I'm with you man. Well cool anything else you'd like to share with us here before we kind of wrap things up
No, man, I got like I said you got a you got an awesome program
I think you know that I've sent you multiple personal private messages on the whatever this facebook Messenger thing is
With with just countless praises because like I said, I I would not have had as much success
without the program because it helped me understand a lot and
the last thing that I would really like to stress is
People are being told that whole Facebook's a waste of time and this dis and that and I look at it like this
We used to go, you know, 10 15 years ago. We went to the TV to get all of our information
Yeah, you know the television was where we huddled around to watch, you know, NASA go to the moon
supposedly and
But but you get where I'm going and now you have the ability to reach everybody because everybody you have access to everybody's phone
Totally. Yeah, and
Nine out of 10 people at Facebook on their phone and you don't mean I get ya
Impossible to see someone without Facebook or Instagram or some type of you know social media
Interaction and therefore why would you risk losing out on?
Reaching those people. Yeah, you know, unfortunately
Google AdWords is and where it used to be, you know
Eight years ago where you could buy it for pennies on the dollar and be the number one agent in your town
Ya know now it's really expensive and you're going to get beat out by the Zillow's and the purple bricks and so forth
So why not have organic?
Connections with people that are that you like literally at your fingertips
Yeah, you know what? I mean, and that's why I
Really?
Love this program. Like I will endorse it to the to the day. I stopped breathing
Because it helped me learn a lot. And like I said, you put everything right there everything an agent ever needs. It's right there and
like I said, I had such a good year that I took I took a whole month vacation it you know and
Now I'm kind of sad I might take another month off since my equals loss
Yeah
That is tough that is tough for sure man, but hey, thanks so much for joining us today
like I said don't want to take up too much more of your time, but
Appreciate you sharing your successes. I'm glad I was able to help in one way or another here. All right, man
Thank you and keep up the good work, brother
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