Episode Transcript
[00:00:12] Speaker A: You're listening to selling the dream. This isn't an interview, and we're not journalists. But each week we'll ask our guests to open up and share their secrets to business success. Let's have a conversation and have some fun.
Hey, everybody. Welcome to selling the Dream Dream, a podcast for entrepreneurs and salespeople of all walks of life.
We have a awesome show today. Very, very excited. But before we get to our guest, I want to introduce my co host on the other coast, Joe Iredell, coming to us from California. Joe, what's happening, man?
[00:00:49] Speaker B: What's up, KJ? Excited, man.
[00:00:53] Speaker A: How are, how are things going over there? Are you guys heading over to. You guys getting a big bear or what's going on? Anything fun there?
[00:01:00] Speaker B: No. You know what, it's been with the kids, with sports. I got. Joey's been crushing it with his wrestling. He's wrestling for the high school now. And AJ is taking jiu jitsu pretty seriously. And, you know, so we spent a lot of time training. We actually haven't been up to the mountains and we had the.
I forgot that we didn't take the house in Big Bear off of Airbnb. So we just got a booking, like, in the last. They were like, oh, crap. So now it's rented, so.
But we'll get up there. There's been good snow this year, so I'll tell you.
[00:01:43] Speaker A: Yeah, man, you got to get up there. We have yet to get down the shore. I am hoping to get down there for the polar bear plunge for the 8th year in a row. Jumping in the cold ass ocean.
[00:01:54] Speaker C: You do that?
[00:01:55] Speaker A: I do that.
[00:01:56] Speaker C: What?
[00:01:57] Speaker A: It's a ton of fun, man. This year I'll be doing it for the first time without a couple shots at Tequila. So that's going to be interesting.
[00:02:03] Speaker C: Okay, now you're. Now you're talking craziness.
[00:02:08] Speaker A: With that, I want to introduce our guest.
I can't tell you how excited I am to have the one and only Scott Hudspith with us today. Scott is the founder of Agent Mastermind, a collaborative group of like minded professionals created to help loan officers and realtors work together and grow their business. And in the last five years, or at least from the time his book was written, Scott had trained over 100,000 realtors and loan officers. So if there's an authority on the topic of selling, especially in the loan officer and the real estate space, it is my man Scott. Scott, thank you very, very much for joining us today.
[00:02:53] Speaker C: Ken, man, thank you so much, man. It's. I'm super excited to be here. I appreciate the intro. It's, it's been an amazing ride, amazing journey and man, I just, you know, I kind of live, eat and breathe giving back to a community that's given so much to me and I just love helping out and I'm honored to be on the show, man. Seriously honored to be on the show. I love what you guys are doing and I know you guys come from the heart like trying to get back and help people out and help entrepreneurs and help put people in that status and manage a good thing. So I appreciate you.
[00:03:20] Speaker A: Absolutely. So Scott, take us back. Tell me, give us a little bit of your background from when you got into, first of all, I don't know anybody that growing up as a kid when you're like playing with your Tonka trucks. I want to be a loan officer.
[00:03:34] Speaker C: When I grow up.
How did I get in?
Man that's a long story. So I'll try to kind of get to it. So I was in the car business when I had a lady. This is a crazy story. So I was in the car business during 911. Okay, so 911, that was how, that's when I had a lady come in was a referral from a friend of mine. She came in, she's like working with me to buy a car and she's like, you'd be really good at the mortgage business. I go what's that?
You know. And so I start, I talked to her boss and next thing you know, like it was, it was September, it was right around that time just before 911 or maybe like really close but the February of the, the year after 911 which is, you know, two is when I, when I jumped into the mortgage business and like just history over there. Yeah man, I've always had a thing for systems and follow up. Like I've never had a fear of making the, you know, calling people and making the phone ring. And so in the car business I was averaging 1718 cars a month every single month until, until the, till 911.
And I just had this thing called car salesassistant.com and so everybody that come in, I put them in there. And when I went from the car business to the mortgage business I, my fourth month in the business I closed ten loans. I'd sit there from five to eight every single day. Phone call. Everybody that I had ever talked to about buying a car came on the lot that I had in my system and it was just, hey, I'm in the mortgage bids, can I help you out? I'm in the mortgage biz. Can I help you out? And I. So we'll talk more about going deep with the people that know, like, and trust you because I'm such a big advocate of that. That's. That's how easy it is to do it. I think a lot of us go 5 miles wide and one inch deep, where if you go 100 yards wide and 5 miles deep with the people that already know they can trust you. Just a simple hundred people, you'll do more business than you will trying to go 5 miles deep and 5000 friends on Facebook and 10 million people. Like, it's just. It's so much easier than what we make it. And I think we're pulled into a bunch of chaos of do this, try this. And we're all looking for the easy way to get out of this and make a ton of money. And there's no easy way, but the easy way is just going chase relationships instead of transactions. Chase relationships, man. I can't. I can't say that enough.
[00:05:41] Speaker A: So you said the fourth, but you.
[00:05:43] Speaker C: Said your fourth month in the business.
[00:05:44] Speaker A: You closed how many loans?
[00:05:46] Speaker C: Ten loans.
[00:05:47] Speaker A: Now for those that are listening, that's. That. Those are some phenomenal numbers. You know, even in 2001, those are. Those are great numbers. Even through some of the big booms that we've seen over the last couple of years. So you come in now, that was kind of the first, like, big refi boom, right, Scott? A 22. One, two, three.
[00:06:09] Speaker C: Yeah, I mean, it was. Rates were in the sevens, if I remember. I. It wasn't crazy huge. I mean, it was in the six and seven, so it wasn't. Wasn't crazy crazy good. Like, it was.
[00:06:19] Speaker A: Sales assistant did. Is that a website you created for when you.
[00:06:23] Speaker C: No, it was just a CRM system that I found that had to do with car sales. So I was like, okay, I'll try this and start putting. Everybody in there had a book. I printed out every page. Printed out every page. And I just literally can. I'd flip through every, like, I'd go through the list once a month. Boom, boom, boom, boom. When I got in the business, man, and, you know, I mean, here's the. Yeah, here's the funny part. I always go. I always say, only dead fish go with the flow.
So I love the refi booms, because what happens when refi booms? Nobody's. Nobody's talking to agents, nobody's helping agents, nobody's going after ages, because it's just too easy. And so the. I call them dead fish, man, when there's a refi boom. Like agents are. I'm not going to say easy, because I am a real estate agent. So I just want to be very clear. I am a real estate agent, but when I. When I was building this, I knew that the shiny whistle is the home. Right?
And they don't call Scott, the mortgage guy, to get a, hey, can I get approved? I'm thinking about looking at homes. It's like, no, I found a home. I want to get approved for it. Right? So I'm like, I got. You have to have relationships with agents who are on the front lines. And man being one, for the short time that I have, there's a lot of work that goes into what we do, what agents do to be successful. And I'm trying to. I'm trying to move that needle, if you will. I think it's. I think nar stat is 80% of the agents don't make it past the first year. It's pretty. It's pretty crazy. It's a very high. And I can google it while we're on here, but it's a very high percentage. So I'm trying to like, okay, why do they not make it? And so I'm. I'm digging my heels in deep, and I'm boots on the ground, you know, marketing to everything under the sun when it comes to generating buyer leads and listing leads, because I can do both now. And so, yeah, going back to when I, you know, when we went through a couple refi booms, it was a beautiful thing because I'd call an agent and they'd answer because no one's going after them.
So I knew this episode was going.
[00:08:19] Speaker A: To get shot out of the cannon. And we're already, like, we're already on to, like, some great topics, but I want to take one step back. One of the things you're doing here is something called two truths and a lie. I'm sure you've seen it. Joe is a human lie detector. He is going to be able, at the end of this episode, determine which of your two truths and a lie, which is a lie. So, Scott, let's do that real quick. What are your two truths and a lie for me? For you?
[00:08:44] Speaker C: I don't even know how to answer this. Two truths. So, like, what a truth?
[00:08:47] Speaker A: Be one thing that's not true.
[00:08:49] Speaker C: Tell us two things.
[00:08:51] Speaker B: One thing that's a lie, and I will be.
[00:08:53] Speaker C: Okay, cool. Okay, gotcha, gotcha. So I am a. Okay, so a truth is, I've owned 20 homes, I've rehabbed seven homes.
And that's okay. That's one. So that's that. That's one truth or a lie. One truth or a lie? I'm just saying one truth or a lie. So the TNL truth and lie. So 20 home, seven rehabs. The other truth or lie is.
This is good. I like this.
Huh? Let me think about this. I. The other truth or lie is I am a certified flight instructor. Licensed certified flight instructor.
And the third is, this is going to blow your mind. I had a truth or lie. I had a gastric sleeve in March, and I'm down 70 pounds.
[00:09:54] Speaker A: All right, so we got 2020 houses, seven rehabs, certified flight instructor, and gastric sleeve in March. Down 70 pounds.
[00:10:04] Speaker C: Yes. Yes, sir.
[00:10:07] Speaker A: Putting it out there, it's gonna be a tough one.
Scott, let's talk about. I love the fact that you were able to essentially take what you've learned and what you were teaching for the first half of your career, for the better part of the first half of your career, and you're able to put it into a book you call millionaire loan officer. This is a book that was published. What year was this published, Scott?
[00:10:33] Speaker C: 2000.
Is it seven? What was it?
[00:10:37] Speaker A: I think it might have been 2007.
I picked this up and I didn't put it down. I read the whole thing cover to cover.
[00:10:43] Speaker C: I thought it was a phenomenal 17, actually.
[00:10:45] Speaker A: It was a great job on your part.
You kind of captured everything about being a new loan officer and an experienced loan officer in a story of two main characters. One is a female, one is a male, and it was a really cool story. I won't ruin the end for anybody. But where did you get the idea to write a book? And then who inspired you to write it in the story format, man?
[00:11:12] Speaker C: The guy that I hired, which was a blessing in disguise, I met the guy, he's in California, and he goes, here's how I do it. And I got quoted. 30,000, 35,000, 40,000 to write book. You know, it's just. It's crazy expensive. I'm like, I'm not doing. I'm not doing. I'm not doing it. Finally, I found this guy, and he goes, yeah, I'll do it. I'll do it for five grand. You can't. You can't get a book written for five grand anymore. Like, they not even close half it. Like ten grand. I got a buddy of mine that I think does it for 1010. Like my agent master. My book was 7500, like, so. And he goes, here's how I do it. We get on every single Friday for an hour or two and I interview you and I interview everybody that you want me to interview. And then I, from that, I transcribe it all and I put the story together.
And so for 40, I think we had 40 hours worth of recordings, like every single Friday. I don't even know how long it went. I'm like, are we done yet? Are we done yet? Are we done yet? Are we done yet? Like, and, like, we just kept going and going and going and going. He goes, almost, almost. He kept until he reviewed, he interviewed everybody, transcribed it, put the story, dude, when I first read it, I got to be honest, I got tears in my eyes, man, because it's, dude, it's a, it's a true story.
[00:12:21] Speaker A: True story.
[00:12:23] Speaker C: Yeah, I changed the names to protect the innocent, but it's, it's somebody that I really know that did exactly what is in that book.
And so there's a couple other things that I don't, that I don't want to share because if you haven't read the book, well, maybe, I don't know. I don't. If you want me to share them, I'll share them. But, yeah, absolutely. Yeah. So one of the things is I did true. Like, so one of the guys in the book whose real name is Doug, I entered, I was in the recruiting game for a mortgage company. I introduced him to this, his now wife and Denise, and she, they ended up getting married. Well, they, when they are getting married, they're like, hey, you introduced us. We want you to get ordained and marry us. And so that's true story. That's a true story. So, like, I fly down to Florida, I get ordained in Florida, I marry them. And so that, so that, that was cool. The, the other two story is she actually moved, the, the main character in the book actually moved from Kansas to Florida. Knew no one. No one put her skids and put her skids in the best school. He had her last. This gives me chills. $1400 in her pocket to put them into the school.
And she didn't like, here's where I think when our backs against the wall, we have to do things that we know are uncomfortable. Like, we got to get comfortable being uncomfortable. So her back was against the wall. She's like, man, I have to do this. So she was a processor who read an email from me on the agent mastermind platform, which is now fresh agent marketing. If you go to agentmastermind.com and forward fresh marketing. But she, she read an she was covering for a processor. Was reading the email, saw it, opted into it, signed up for a webinar that I did, signed up for agent Mastermind. She's like, and here's the funny story. She goes, I'm better than the loan officer at this stuff. I'm gonna go do it myself.
So she went from a processor to being a loan officer. I told her, I was like, I don't really want to do this to you. How many, how many processors do you know go from being a processor to a loan officer and be successful? I really don't want to put you in this situation. She's like, please give me a chance. Please give me a chance. I'm like. I go, so we ended up. I said, okay, here's the deal. I'll give you a chance, but if you don't make it, you got to be a processor for us. Which was terrible. I'll never do it again. Ever, ever will I say that to somebody to knock them back down, you know? Like, she's like, all excited to be a loan officer. I'm like, if you don't make it, be a processor. She's like, deal.
First year, 32 loans. Second year, 200 something thousand.
Like, she made, I think her best year ever before she came to loan office was 36,000.
She. Here's. You want to know how she got her business?
She knew reverse mortgages. Okay? So she created a reverse mortgage purchase presentation.
True story. So she create. Created a first. A reverse mortgage purchase presentation. She would knock on real estate doors, and she say, hey, Ken. Hey, Joe. I got a reverse mortgage purchase presentation. I'd love to come in and share with you guys. You know how you can use a reverse mortgage mortgage purchase in Florida to get some more, you know, another arrow, new quiver. Get some more, but get some more buyers and sellers. They're like, what? Like, what are you talking about? Like, in. The lenders would invite her in. Like, I don't even know what you're talking about. Come on in. She seriously had a reverse mortgage purchase. A reverse mortgage card in one pocket, forward mortgage purchase in the other pocket.
The real estate agents would say, hey, she'd go in, do the presentation, like, oh, this is awesome. Unbelievable. By the way, do you do real mortgages? Because, like, reverse mortgage purchases, like, not a real mortgage. Right? So she started building relationships. She started becoming part of her community, which is in the book. She started putting herself out there. So uncomfortable. She got comfortable being uncomfortable. Presentations, just doing stuff. She. She grew that, you know, she grew that business unbelievable. Like, crazy, crazy busy in a three year period, so.
[00:16:25] Speaker A: And, you know, her previous manager, branch manager, basically told her no, everybody.
[00:16:31] Speaker C: I was telling her no.
I'm like, no, I don't want to be the person that you fail under. I don't. Like, I don't want to be that person, you know? And she's like, so here's the funny part. So when I talk to her, this is a funny story. So she. So I call her. I'm like, hey, welcome to agent mastermind. So excited to work with you, help you out. She goes, yeah, I'm a brand new lo. I just moved from Kansas to Florida. Don't know anybody here. This is where I wanted to be. And I'm like, oh, cool, okay. Hey, man, welcome to hey. I'll give you a call back. I gotta fly. So I'd never called her back. I'm like, she's like, in my mind, I'm like, she's never gonna make it.
I go to an event in Florida.
I was. I always go around the room, introduce myself, say, hey, what's happening? Hi, nice to meet you, blah, blah. She goes, literally, she didn't even say hi. She goes, I shake her hand. She goes, I'm the one. You didn't call back.
I'm like, shit.
And then she follows. She tells me this afterwards. She purposely follows me to lunch and sets across from me.
And she's sitting there and she's owning the table. She's talking to everybody. I'm like, who is this person? She told me she was a processor, and she's got the personality of a freaking giant, and she's owning this table.
Like, what is going on right now? You know?
And that's when it, I don't know, just kind of transformed from there. Crazy.
[00:17:51] Speaker A: You gotta be daring.
You gotta be defiant. You gotta be. You gotta be a little bit nuts to be in this business, you know? And I think she had the first ingredient.
[00:18:02] Speaker C: She. She knew what she wanted, man. Her back was against the wall. That's. I mean, I can't say that enough, you know? I talk to a lot of people. I still coach a lot of people. And one of the questions I ask is, do you need this, or is this a want?
And then why do you want it?
How much do you need to make? What's that?
[00:18:25] Speaker A: What do most people say to discovering your why is easier said than done, right? So, like, what are some of the things you do as a coach to help people uncover their why?
[00:18:38] Speaker C: I just asked them, like, what is, like, why do you like, first I find out the need, like, what do you need to make to live right? And then what do you, like, what do you really want to do with your life? Like, do you have kids? You want to, you have to pay for college? Like what? Like, do you want to travel?
[00:18:54] Speaker A: What?
[00:18:54] Speaker C: Like, I try to find some sort of passion or some sort of love or like, man, let's be honest, a lot of people just settle. They have a good month, and then they coast for a couple months, you know, and then they're like, man, I had a bad month. And if you look at somebody that has a good month, I was talking to somebody this morning about this. It was like, man, my January is great.
I'm like, okay, what did you do in September, October, November?
Because January wasn't great. Just because you woke up January 1 and said, I'm going to make it a great month. It's whatever activities you did. September, October, November. You know, December is a holiday. You know what, some stuff you did in December. I used to crush it in December and January just because I knew as soon as people got the little bitty taste of Thanksgiving and that November is coming around the corner and falls coming and winter, and I knew people would mentally shut down. So I'm like, I'm overdrive knowing that I got less competition that's in the market trying to get build realtor relationships because they're shutting down and going to take a break and coast into the new year and party. Party.
I loved it. So I think it's, so I find out, and, you know, I love these conversations because sometimes I have conversations with people and they're like, I just want to, I just want to take my mom on a vacation.
And I go, well, show me on the calendar where, where it says someday, not Sunday, but someday it's not there and it's not guaranteed. So what, like, what are you waiting for?
[00:20:31] Speaker A: We had a loan officer join our team. She's been part of our team for a while. Very similar story. She went from being an loa to a loan officer, and she was the Loa for a top producing loan officer. And he retired, and, you know, she took over his business. But more than just taking over his business, she had to essentially re enroll all those loan agents, those real estate agents into using, continuing to use her and not 50 other loan officers that have been nipping at the heels of these referral partners for the last ten years.
And God bless her, she has done phenomenal. Her name is Katie, and one of her things was you know, when we showed up at Princeton and she was starting to really gain some momentum in her business, she wanted to take her family to Disney World. And, I mean, it seems like a cool thing, but for some people, they never maybe thought that was possible, you know? And all of a sudden, she's like, I want to take my family. She set the date in October. She started calling the travel age, and she took her family to Disney World last October. And it was just that it was cool to watch. It was cool to be a part of, as I'm sure you would agree. Like, like, yeah, it's so fun. People achieve.
[00:21:40] Speaker C: Yeah.
[00:21:40] Speaker A: What they set out to achieve is, in my opinion, that is. That is such a blessing to be able to be a part of that stuff. And that's why we do this.
[00:21:48] Speaker C: Right?
[00:21:48] Speaker A: That's why me and Joe are here, and that's why we love having guests that have done things at such a high level, because the hope is that someone listening is going to catch some sort of a spark that says, hey, you know what? You know, I am. This is something I can do, you know, this is something that I'm capable.
[00:22:04] Speaker C: Of, and here's why. You know, like, kind of going backwards a little bit to agent mastermind, fresh agent marketing. Now, one of the things that I wanted to do when I first started it, which was 14, I've been doing 50 classes a year, every single week for 14 years, 15 years now, and I wanted to separate myself from the competition.
[00:22:27] Speaker A: This is the classes for real estate agents.
[00:22:30] Speaker C: Yeah. So how it works is I wanted to provide something for loan officers to have something to talk about with real estate agents that would actually help them close more deals.
So the classes I do are 100% tailored for real estate agents. That's why I jumped in the real estate business, because I'm like, okay, I need to take this to another level. The class. Like, I had an agent today. We do workshops every Wednesday. I had an agent today say, I've been in the business 31 years, and I've learned more from you in two or three months than I have in the 31 years I've been in business.
[00:23:01] Speaker A: Wow.
[00:23:02] Speaker C: Which was a huge compliment to me. Right? So it's like, I put my heart and soul out there. So. So in saying that, I, like back when, 15 years ago, when I started agent mastermind, which is now fresh agent marketing, I said, I want to. I want to learn marketing because we're not in the mortgage business, we're not in the real estate business. We're in the marketing business. We just sell real estate. We just sell mortgages. We just sell money. And then I go, all right, what do we really sell?
We sell memories. Because when we help somebody get into a home, they talk about that home forever for the rest of their lives. Like, that was my first home, second home, first lake home, first investment property. We, that's, that's a part, that's a part of their core forever. It's something they tell their grandkids, kids. Kids, like, how many times have you driven down your old neighborhood and go, I used to live there. That was my first house as a kid, you know? Like, that's just part of memories, man. Like, I get to help. So I, man, I love being a part of that transaction and love being a part, helping other people be a part of that transaction. So it's not hard. It's just, it's just we have to stay focused on, like, going back to chasing relationships. So the reason I started fresh agent marketing, I'm like, I'm, I have, if I'm going to do a class on something, I have to learn it.
What better way to learn something is to have to teach it, right?
So if I like my sweaty. One of my first classes I did was hootsuite. You know, I'm like, I don't even have a Hootsuite account, and I'm doing a class next Tuesday. So I'd get on YouTube and go, how do you use Hootsuite as a real estate agent? And I had some seven year old, I swear to you, he's seven, maybe, maybe nine. He's like, here. You showing up here and you put your Facebook and you linked in like you did monitor, and you like automatic posts. I'm like, cool, man. So. And then I'd put a PowerPoint together. I'd spend Sunday night, Monday night, Tuesday morning for the class, put a PowerPoint together, and everybody's like, oh, my God, you're a hoot. Sweet genius. And I've known it for seven days, but I'm helping somebody go, how do I manage social media and get out of it and, like, still be in it and, but not have it consume my life? Right? Video marketing, same thing. I'm like, I can't teach video marketing if I'm not doing video marketing. Like, that's silly, you know? So I started doing video marketing every single week. Tip of the week, tip of the week, tip of the week, tip of the week, tip of the week. I do a video every night on tick tock. Follow me on tick tock, Scott Hutzbeth. I recap the day every day. I'm like, I just have to. I have to put it out there. Here's what my day looked like today. Boom, boom, boom, boom, boom. And I. And so I just thought, okay, if I can help other people with the up to date tool systems and strategies, the basics of what it takes to stay top of mind. Using social media is free. Phone calls free. Texting is free likes, comments, happy birthday, videos, free.
And all we have to do is do those couples things to stay top of mind. Remind people who we are, what we. I had a realtor get on today. He goes, you know, it's so funny, dude.
I was doing the text message. There's this app called reachtheapp.com, and you can very easily upload your whole database into it and stay organized with who you're texting. I got a buddy that he put 1300 people in there, and he texts 30 people per day. And he has two to three conversations about, yeah, when the rates get to 599, or, hey, I need a debt consolidation loan, or I'm thinking about selling and buying, or, hey, I'm gonna buy it, like, whatever, every day. Two to three a day. Every day.
And so it's like, so I. So I taught him this, and I'm like, it's just. So I go over these small steps to stay top of mind. It's amazing, the results, you know? So, pretty cool stuff. Pretty cool stuff.
[00:26:40] Speaker A: So let's talk about the importance of.
And this is all salespeople.
[00:26:47] Speaker C: Yeah.
[00:26:47] Speaker A: The importance of consistency don't matter.
[00:26:50] Speaker C: All sales. This works for everybody.
[00:26:53] Speaker A: Right? What? Why is consistency so difficult? Why is it so important?
[00:26:59] Speaker C: Because they try something. Like, for example, if I, like, if they try something and nothing happens and, or they get ten emails today, and this platform, that, platform, this, that, and they go, all right, you know how many people sit in on webinars all day long, every day?
And then I, this, this. I always think of this. I got a good buddy of mine, I love him to death.
I took him from five grand a month to 25 grand a month in six months.
He calls me, like, I swear to, I think it was January to June. He calls me in June, he goes, hey, man, I was on this webinar today, and they showed this and that and this and that, and he goes, I'm going to go try that. And I go, what would you tell me if I just went from five grand to 25 grand doing what you just did, you're gonna stop doing that? And you're gonna go try something else. You don't even know if works. What would you tell me to do?
Yeah, you're right, man. I'm gonna keep doing what I'm doing.
I go, cuz, you'll probably be at 50 by December, you know?
So I think. I think the foot, it's like, I think, you know, part of it is, are you having fun?
Are you who you are? Like, a lot of, a lot of us try to be somebody that we're not. We try to act, we try to put ourselves out there. Like, social media is all positive, right? Like, there's like. Is anybody putting negative out there on social media? No, I mean, I, you know, I said, people get.
[00:28:24] Speaker A: They get turned off and they.
[00:28:25] Speaker C: Yeah, yeah, yeah, right. So it's like. But I. But I am. When I started Yolo, like, yolo 23 is, if you go there, it's my. It's my real estate card. And that's like, my tagline is, you only live once. Why not do it in the 23 miles that's known as the world's best or the world's most famous beach, which is Daytona beach, you know, it's pretty cool, man.
I do.
Yeah, so, so, yeah, so it's so consistency.
I think consistency is following the basics, and the basics are boring, but the basics are what gives you the most stable success.
And I think we lose focus of, like, I'm not having, like, I'm not having fun depositing big checks, so I'm going to try something else that maybe sounds fun. Or, like, I follow Gary Vay and he does this, or Grant Cardone does this and Tony Robbins does this. I love them all, and I take pieces of their stuff and put it into my business, but I don't, like, I'm not Tony Robbins, I'm not grant cardone, I'm not Gary V. But I'm like, I know that if I stay top of mind, love on, appreciate a small amount of people.
And I, you know, and art Kelly, I'll give credit, he's a great guy. He's. I've had him on my class a couple times. He says, build the well before you're thirsty.
Right. And so put people into your well, love on them, appreciate on them, stay top of mind, go deep with them. Know their, know their, know their wife and kids and dogs name and birthdays and anniversaries and where they have dinner and all that stuff. Be a part of their lives at a deep level. And it takes so few people. I got so many friends that are so successful and they just have a small network of people that they take care of and they just go deep with them.
[00:30:19] Speaker A: In this business, in the mortgage business, let's say, how many people do you think you can have a mean that level of a meaningful relationship?
[00:30:26] Speaker C: 150 max. That's been proven. Yeah. It's like 150. Yeah.
[00:30:33] Speaker A: I think the number might be less than that.
[00:30:34] Speaker C: But there's a great book called the power of who by the power of who. And it says in the title of the book, we already, we are. You already know enough people. You already know everybody you need to know.
And it's a, it's about a guy that had 5000 friends. 5000. He was, that, he's actually known as the number one recruiter that nobody knows. He's the guy that took coach prime and got him into Colorado.
[00:30:59] Speaker A: Really?
[00:31:00] Speaker C: Yes. Don't even know him. Yeah, so he, he, so he had a database of 5000. He was focusing on the 5000 5500. And then he, when he broke it down, he says, I got about 78 to 83 people that I do business with.
He focused on those 78 to 83. He doubled his business.
[00:31:21] Speaker A: Just going deep.
[00:31:23] Speaker C: Going deep crazy.
[00:31:28] Speaker A: Tell me about salespeople in general. If you, if you were to put together a universal process, universal sales process in my opinion. Start with a list. You gotta have people, right? You gotta have somebody to call. You gotta reach out, you gotta make those calls. You gotta build the connections. What are some of the other things that sales people, mortgage people, real estate people, what are they not doing enough of in the system?
[00:31:54] Speaker C: Just that, just not making calls. I got a buddy of mine, this is funny. This is a funny story. I got a buddy of mine that introduced me to a caller. It's got twelve, like, have you ever heard of mojo sales? It's got a three line dialer.
[00:32:07] Speaker A: I've heard of it. Yeah.
[00:32:08] Speaker C: So there's another one, I won't even say the name, but it's, but it's got twelve lines that call at the exact same time.
[00:32:17] Speaker A: What if all twelve answer?
[00:32:19] Speaker C: So it's actually proactive? So if a bunch start actoring, it'll slow it down. It'll call like it'll start slow and then if nobody's answering, it'll speed up. And then if a bunch of people start, it'll slow down. So it's proactive. And then it just, but then with, if, if you take a call and two more people answer, it puts them back in the queue.
So here's what he does. He literally buys, he uses this thing called coal service. It's a coal realty service. Been around for two centuries. And he can buy a whole city. He can buy a zip code. He can buy a street. And he uploads thousands of people into this. Into this. His dialer. And he starts. He's a real estate agent. Guy's a beast.
And he says, I made 2437 calls in two days.
Just talked to a guy. I'm going to a $2 million listing presentation tomorrow.
So it's a hundred percent. Yeah, but it's not just a numbers game we like. There's this. There's this really cool app called export contacts by Kobe. It's an app. Download it right now. If you download it, you push a button, it costs you $4.01 time fee. Export context by Kobe. Download it. It actually lets you. Says. It says on your phone you have this many contacts in your phone. Just like that. 2 seconds, you can hit the export button. Lets you export it. Now you have a names like everybody that it's in your phone. You at one time talk to them. Saved them some way, shape or form. They're part of your life.
They may not remember you, they probably don't remember you because you never stayed top of mind. You never called them. They talked to them once, twice, three times, whatever. But how easy of a call is it to go? Hey, Ken, man, I just came across your number by phone. Just want to call and see how things are going. How you been, man?
And they might or might not remember you. And they go, good man. Who is this? This is Scott, man. I had your number on my phone. I think we talked a long time ago, man. I'm just trying to catch up and like, you know, see what's going on. Are you. Where are you living now? Cause I cuz I don't remember them either. Right? It's like, where are you living now? Are you still. Are you still? And then you just kind of pause and let them answer. But it's having conversations like, hey, I'm in the real estate business. And I just tried to help enough other people. I know it's crazy. Lack of inventory. Sellers don't want to sell because they don't know where to buy. And rates are a little bit higher. And man, I'm pent up demand. And I got. I bought a house. And during COVID And man, I just. I bought a house. I didn't like. I just. I did it to win the offer. And that's. That's a true story. So like, there's all these things going on, like, I just want to call and offer my assistance, man. Anything I can do to help you.
[00:34:51] Speaker A: Now you. So one of the things that holds, and I'll speak for myself, and I know I've talked to other people. They have the same thing. There's, like, this guilt thing going on. If you haven't talked to somebody in a long time, like, you feel guilty reaching out to them all of a sudden because you haven't spoken to them.
[00:35:07] Speaker C: What's your own head, man?
It's in your own head. It's not in theirs. They're not sitting around going, man, Ken hasn't called me ever.
What a jerk. They're not like, and you know what? You might get some people to go, take me off your list, dude. I don't want to ever talk to you again. Okay, next. Like, whatever. But here's what I did to make it a game for me. Like, I always like to make things a game. What. What, when I. When I. And I want to throw this out there. So I took a company that was closing 130 million, and we took them to almost 3 billion. I was 1.7 billion of it in 2022. One on one phone calls.
I ran a team of six callers. And the reason I'm telling you that is conversations win. I don't care what business you're in. Conversations win. And you just need to. Need to push through and figure out a solution for whoever you're calling and in the mortgage or real estate space. Like, they're like, nobody wants to move. Or, like, there's lack of inventory. But why are. How are people still closing 25, 30? I have a. I have a group of people that I coach out of Colorado closing 25, 35 deals a month. No inventory there.
Somebody's. Somebody's getting houses, you know? Like, come on, man. Like, is there inventory or not inventory? So the reason I say that is, like, there's not a lack of inventory, there's lack of conversations, right?
And there's a lack of staying top of mind.
[00:36:38] Speaker A: So conversations, obviously, conversations win. Conversations. The most important thing you can do with your time when you reach out to someone, have a plan, have something to offer, have a.
[00:36:49] Speaker C: Or not.
[00:36:51] Speaker A: No, no.
[00:36:52] Speaker C: Because so what I was going to say, there's five D's. There's five D's. Death, divorce, diamonds, diapers, and debt.
Five ds if you have. If you find them in one of those 5D. Death, divorce, diamonds, diapers, in debt.
For example, the listing I just won, there was a death.
The buyer that I just had, like. Like, think, like, the buyer, this, he retired. He's leaving New York, moving to. Down to Daytona beach area. Like, it's. It's like. So diamonds that, like, almost every, like. And I asked my friends, hey, you guys got any diamonds? You know, you got any divorces you're working on? Got any debt? Like, debt consolidation? I went to an open house the other day, and they're selling because they can't afford it.
They're not. They're not not selling because I don't know what I'm going to buy. It's because of debt. Like, there's too much debt. I'm carrying too much debt. I need to. I need to downsize. You know, I just had a baby. We need a bigger house.
I just got married. We both own houses. We got to sell both. Let's get one. Or we move into one and sell one. Right? So there's. There's the five D's. If you. If you talk to enough people, you will talk to somebody that's going through one of the five ds. And then it's a. It's a. Not a. I'm thinking about it. It's like, no, I have to do something, or I really want to do something. My back's against the wall. I need to make a decision.
[00:38:12] Speaker A: Death, divorce, diamonds, diapers and debt.
[00:38:16] Speaker C: Yep.
[00:38:17] Speaker A: First time I've heard that, Scott.
[00:38:19] Speaker C: Five D's.
[00:38:20] Speaker A: I like that a lot.
Your coaching is a business, right?
[00:38:28] Speaker C: Yes.
[00:38:29] Speaker A: So you've been able to find a business that's kind of real estate adjacent. You can. It allows you to sharpen your own skills by coaching others?
[00:38:40] Speaker C: Yes.
[00:38:40] Speaker A: When did you. At what point in career did you realize, you know what? This is something I have a passion for, and I want to start. I want to start helping other people do what I do.
[00:38:50] Speaker C: You know, it was. I think it was when I was at. I was at the first mortgage company. I was at second, actually. Second.
And he's like, you can't give that stuff away. And I've always been. I've always been like, I read the book seven steps, living your best life now by Joel Osteen.
And he says in the book, and Zig. Ziglar said the same thing, help enough other people get what they want, and I'll come back to you threefold. Joe Osteen. Just. Just give unconditionally. And, like. Like, that gives me chills, too. So I give, or I. When I make a call, this is the hardest thing to do, to turn off when I make a call, no matter. Buyer, seller, real estate agent, refi purchase. Doesn't matter. I have zero expectation of anything in return except for to leave that person in a better place than I found them.
That's it.
[00:39:41] Speaker A: Joe and I, we've talked about this. Zero expectation when you're picking up the phone and making the call. Joe and I were telemarketing, so Joe and I met. We were Penn State. One of the things, one of our jobs up there was we made money by telemarketing. Yeah, we. Children's books and coffee over the phone.
[00:39:59] Speaker C: Nice.
[00:40:03] Speaker A: Not very exciting topics you're talking about, you know, death, divorce. Yeah, diamonds.
[00:40:10] Speaker B: We were kids in coffee. That's pretty exciting.
[00:40:13] Speaker C: Kids and coffee, dude, that would be an easy sale, to be honest with you. My head, yeah, my head went a whole different direction there. Like, that'd be easy. I just, like, how do I find moms with kids, dude, done.
[00:40:24] Speaker A: Like, it was interesting. But one of the things that we learned is to remove yourself, you know, to have zero expectations on the side sale, you know, obviously an intention.
[00:40:37] Speaker C: Yeah, right.
[00:40:37] Speaker A: But, but picking up the phone and making that call can be difficult. People have all these, you know, these preconceived notions about what's going to happen in that call. And for whatever reason, we have a tendency, like, they're negative outcomes. We're always like, oh, they're too busy. They don't want to hear from us. They're, you know, they're going to get upset. Like I just said, they're going to get upset that I haven't, haven't heard from me or, you know, we just, we just get these, we get in our own head before we make those costs. That's what I love about the auto dialer, something that I think a lot of people. One of the takeaways I'm getting out of this is that the auto dialer removes that requirement for courage to dial because it's doing it for you, no matter.
[00:41:14] Speaker C: Well, the hardest. It's kind of funny you say that. The hardest part is getting started is pushing the go button because, you know, it's dialing, right?
That's like, like I always, when I coach on it, I'm like, here's what's going to happen, man. You gotta, you gotta record your message, you gotta push the go button. Your heart's gonna go through your roof. You're gonna have creative avoidance. You're gonna wanna go to the bathroom, check the mail, get something to drink. You want all these excuses to not push the go button. It's like when you push the gas pedal, you're gonna go, you know, if it's in drive, you put so that, like, the caller's like, all right, it's in drive. Got my foot on the brake.
I gotta let my foot off the brake and push the gas pedal. That's a dialer. Like, once you go like, oh, shit is ringing now. Now your heart is like.
You know, so it's. It's. It's so fun, though, because if you just. If you just perfect that piece, like, here's the thing. When I said I made a game of it. Every call has a dollar attached to it. Everyone. And what I mean by that is it might be ten calls, 20 calls, 30 calls, 100 calls. And if, you know, for me, if I'm calling an expired or fsBo, and I, you know, the average loan size 500 here, and I. And I make 15 grand. If I get a. If I get a new listing and sell it, or if I get a buyer and buy, it's 15 grand. So if I have to make 100 calls to get one. Yes.
I'm not real good at math, so it's $150 per. No, that I'm putting in my bank account. But where most people fail, and you asked me this a while back, where most people fail is they don't get to the hundred, they get to 1020. 30, 40, 50.
[00:42:51] Speaker A: Man.
[00:42:51] Speaker C: Dude, I suck at this. Not going to happen. I'm going to go sit on a webinar and figure something else out and hope that that strategy works, you know?
That's the beautiful part, man. Ken, Joe, like, that. This is the beautiful part about what I'm saying. There's no competition when it comes to calls. There's like, there's so few people that make these calls and do it consistently. Do you know that? 42% of the time, people don't make a second call?
42% of the time, 92% of the time, nobody calls after four times. And most sales are made from five to eight.
Think about that. I have no competition. I'm the only one left.
If I call it FSBo five times, I'm the only one calling it five times.
[00:43:39] Speaker B: You see, here's the other side of that, too, which I found, which is pretty funny. So let's say you make. Let's say you get past the first call. Let's say you even make a second follow up call. Those stats are correct. It's closed on, like, the fifth to the 8th. That means that the guy who calls after you, that's not you, gets a softened up person to close the deal. So when you're making these calls, there's a potential that someone has called them two times before, and you're just in the right spot at the right time. So if you don't follow up, then you're just softening the market for somebody to come in and sweep in the groundwork that you just laid. So follow.
[00:44:19] Speaker C: First time anybody's ever said that, man. That's the first time that. That's. That's powerful, bro.
[00:44:24] Speaker B: Yeah.
[00:44:24] Speaker C: That's uber powerful. Yeah. So if you call four times and you're done, the next call is the winner.
[00:44:32] Speaker B: Close on five.
[00:44:33] Speaker C: Yeah, yeah. Like, dude, dude, I won. Holy shit. I called him one time. Like, I'm in. Not knowing that there was boom, boom, boom, boom, boom, boom. Like, the guy, the person got, like, the fizbo. Like, the fizbo got so tired. Like, all right, come on over. Let's do this. I'm tired of taking these calls.
[00:44:49] Speaker B: Yeah, but, I mean, think about in that. I'm not in the real estate business, but, you know, you hammer these people, like, make some good points and they're not ready, and then they talk to the wife, and then you call them again, make some more good points. They talk to the wife a little bit more, and then finally, like, yeah, I guess maybe we should do it then. You never talk to them again. Guess what? Next guy that calls, they're getting a yes.
[00:45:10] Speaker C: Exactly. Right, man. Good stuff. That's good. That's powerful. Almost. Swipe that, Joe. I'm swiping that.
[00:45:18] Speaker A: Look at this. This is all my notes.
If you walk away with one thing, man, we're still in debt to you.
[00:45:26] Speaker C: Yeah, that's good.
[00:45:28] Speaker A: All right, let's do a couple things. We're gonna have a little bit of fun. We got a couple more minutes.
We are going to start with rapid fire. This is just. I'm going to ask some questions. You give me the answer. All right, cool. And then we're going to finish up with two truths and a lie.
[00:45:45] Speaker C: Is that the plan? Yep.
[00:45:47] Speaker A: All right, serious questions here.
If you were a vegetable, what vegetable would you be? A cool cucumber or spicy pepper?
[00:45:56] Speaker C: Spicy pepper.
[00:45:58] Speaker A: Love it.
Would you rather fight one horse sized duck or a hundred duck sized horses?
[00:46:08] Speaker C: 100 duck sized horses. Uh, first one horse sized duck.
[00:46:19] Speaker A: If animals could talk, which species would be more of an asshole, cats or seagulls?
[00:46:24] Speaker C: Seagulls.
[00:46:26] Speaker A: Are you a cat guy?
[00:46:27] Speaker C: Yeah.
I'm surprised she's not here with me right now. She's. She's always right here pizza toppings.
[00:46:35] Speaker A: Pepperoni or sausage?
[00:46:36] Speaker C: Pepperoni.
[00:46:37] Speaker A: All right, how about beer or whiskey?
[00:46:39] Speaker C: Whiskey.
[00:46:41] Speaker A: Which words funnier? Bamboozled or flabbergasted?
[00:46:45] Speaker C: Flabbergasted.
[00:46:47] Speaker A: I think bamboozled.
[00:46:48] Speaker C: Kind of funnier there.
[00:46:52] Speaker A: All right, last one. One has to go. Travis. Kelsey or Patrick Mahomes?
[00:46:58] Speaker C: Oh, shit.
[00:47:01] Speaker B: Taylor Swift.
[00:47:03] Speaker C: Travis. I'd have to do Travis. Kelsey. But, dude, I love them both, man. Those are my boys.
Those are my boys.
Yeah.
[00:47:12] Speaker A: You excited for next week?
[00:47:14] Speaker C: I'm so excited, man. I wish it was Detroit with them, but. Cause I'm. I'm from. I'm from Michigan, so I was. I was praying hard for Detroit, man.
Couple plays that just wasn't believable. They had it. They had it. I think, you know, it goes back to playing offense like, they. They played like they had nothing to lose. First half, they play like they had everything to lose. Second half, totally different mindset became a.
[00:47:40] Speaker A: Reality, and it scared the shit out of them.
[00:47:42] Speaker C: Scared the shit out of them, dude. Like, they were so close to that one. First ever Super bowl run, they couldn't even deal with it mentally. I don't know what was said in the locker room, but it wasn't right.
[00:47:54] Speaker A: Human nature. Sometimes, man, we've all done it. We've all been there. Like, sometimes when we. What holds us back is. Is the fear that this might actually work.
[00:48:03] Speaker C: Wow. It was working. That's the set part. These keep doing what you're doing. No, like. Like, we need, like. Yeah, some. That's a. Dude, it's a mental game. I don't care what sport you're in. It's a mental game. You gotta have everybody on board, especially football. It's gonna be, you know, the beautiful part about my homeown. He. He had it from day one. He. His mental game was probably better than anybody. Day one.
[00:48:25] Speaker A: Yeah.
[00:48:25] Speaker C: He doesn't. He doesn't get raveled.
He's like, it's just another game. I gotta make a pet. It's one pass, one pass, one pass, one call, one call, one call. You know, it's. It's not Super bowl. It's like, just one pass. You know?
[00:48:41] Speaker A: You imagine being that guy. He's never, ever not been to a championship game, dude.
[00:48:48] Speaker C: He's at, what, three Super Bowls in five years? Four Super Bowls in five years. Who does that?
[00:48:54] Speaker A: I don't know. I think you made the right decision because Kelsey's probably only got a couple years left. But Mahomes has a long run.
[00:49:01] Speaker C: Mahomes has a long run. Yeah. I hope Kelsey stays but he's just too good. He's already got the record, so you might as well crush it.
[00:49:07] Speaker A: We were in Seattle last two summers ago, and my sister in law, who knows nothing about football, we're walking down. We're walking down the beach, and Jason Kelsey owns a house in Seattle city where we own. Where we have our house. And my sister in law says to my wife and my son, my son's a big football fan. Was that Jason, Kelsey, and Travis, Kelsey, and Liam's going, no, stop. There's no way that was Jason, Kelsey, Travis, Kelsey, and, like, completely dismissed her about 25 minutes later on instagram. And Jason, Kelsey, and Travis Kelsey were at the same hot dog stand that they were at, like, ten minutes before.
[00:49:43] Speaker C: Oh, my God.
[00:49:45] Speaker A: Walking down the beach. And if he just listened, he might have a chance to meet them both, you know?
[00:49:52] Speaker C: Oh, my God. Totally would have. Totally would have. Wow. Crazy, crazy.
[00:49:57] Speaker A: Joe, you ready?
[00:49:59] Speaker B: I'm ready. I think I'm ready.
[00:50:01] Speaker A: You know the answer. You think you know which one's the lie?
[00:50:04] Speaker B: I believe that I do.
[00:50:05] Speaker A: All right, lay it on us, brother.
[00:50:08] Speaker B: So usually when. When people do these, they get very specific. It's hard to lie about the specifics of.
[00:50:17] Speaker A: This is why we don't actually.
[00:50:20] Speaker B: That's off by a little bit.
[00:50:21] Speaker C: Like, you totally broke up. Yeah, we totally missed all that, Joe.
[00:50:26] Speaker B: All right, so. So I'll cut to the chase. I don't believe that you are a flight instructor or have a pilot's license. Is that what it was?
[00:50:35] Speaker C: I actually. I actually am, man. I actually. Yeah. Yeah. I'm a certified flight instructor.
[00:50:40] Speaker B: Wow. Okay.
[00:50:42] Speaker C: Well, yeah, and I gotta be honest, man. After I set them all, I kind of allied myself. They're all three. True. So.
Had to throw a little curveball in there, man. That's a little curveball. So. No, but yeah, that's what I went to college for, man, is flight. Flight. Flight training in Traverse City, Michigan. Certified flight instructor. It's where I met my wife 30 years. She was actually. She was also in the flight school, so. Yeah. Pretty cool.
[00:51:10] Speaker A: Do you own a plane?
[00:51:11] Speaker C: I don't know. I don't actually fly anymore. I just. You never lose it once you have it? I could go back and get it and do a bunch of stuff, but, like. Yeah, no, I let that go.
[00:51:21] Speaker B: So you don't have a pilot's license?
[00:51:24] Speaker C: No, I know. You never lose it.
[00:51:27] Speaker B: All right, well, we could split hairs on this one, but I think I'm still.
[00:51:32] Speaker C: Yeah, you. Yeah. In fact.
[00:51:34] Speaker A: In fact, Joey said certified flight instructor yeah, it's like.
[00:51:39] Speaker C: Yeah, it's right here. Yeah, man, I got it right in front of me, so. Yeah, and the funny part is they put your Social Security number on the actual flight. They put your. They, like, when you get your license, they put your Social Security number on there. Can you believe that?
Yeah, it's like, what? It wasn't that big of a deal. When was this?
Does it have a date on here? 121 of 92.
Flight instructor? Yep.
Commercial pilot. I'm a commercial pilot, too. I have my commercial pilot license, so. Pretty crazy. Yeah, man, wild. And then 911 happened. Yeah.
[00:52:17] Speaker A: I appreciate you joining us today. Like I said, I have notes. I got a ton out of this. Being in the mortgage business, getting the opportunity to talk to you and pick your brain has been insanely valuable for me. I know. Joe wasn't. He was quiet. He was going to be the sponge, bro.
[00:52:36] Speaker B: Taking it all in. Very impressive. All of your accomplishments are incredibly.
[00:52:40] Speaker C: It's a lot of fun, man. Lot to come, man. Lot to come. I'm still young. 53 young. So I just. I just embarked on something real special that I'm excited about, and I can't wait to share it. I'm gonna. I'm gonna let it all play out and see how it turns out, man. I'm just trying to. I'm trying to break that code, you know, if I can take that 80% that leave in first year and take it to 79 or 78, you know, that'd be pretty cool. So just help enough other people that have, you know, build a legacy and be successful. Real estate is so amazing. There's, you know, the most amount of millionaires in the United States are from real estate.
[00:53:10] Speaker A: I believe it.
[00:53:11] Speaker C: Yeah, it's crazy. So thank you guys. Honored to be a part of your lives. And anything I can do to help you guys, let me know, man. Appreciate you.
[00:53:19] Speaker A: Well, hopefully next time we have you back, you'll be able to tell us more about what you're working on.
[00:53:23] Speaker C: So.
[00:53:23] Speaker A: I can't wait.
[00:53:24] Speaker C: Can't wait, man. I'm excited.
All right, take care.
[00:53:29] Speaker A: Thanks for listening to selling the dream. We know you don't want to miss a single episode, so go subscribe today, wherever you get your podcasts, and then make sure to share the show with your friends and leave us a review.
Bye.
