Verdad y vida de Miguel Unamuno

Nate Joens: Welcome everybody. My name is Nate Joens with Structurely, coming to you live from my bedroom, on this fine Wednesday morning. We are currently in the process of moving offices, and ours is under construction, so just easier this way. But, excited to welcome Robby T to our recap, our final conversations with the top ISA, with one of the former top ISAs himself.Nate Joens: Robby is going to give us a rundown of what we've learned from the last six sessions with some amazing ISAs. Robby, just give an intro, I'm not going to try to pronounce your name again. [crosstalk 00:00:40]Robby T.: Yeah dude, my last name sounds like a pharmaceutical drug with all the problems and none of the money, hence me being on the webinar today, right? Hey, Robby T here. Good to be back as always. It's been fun, right. We had, we started with Jim, who is like a brother to me, and it's funny, because a lot of the guests were either, I was good friends with, or became good friends with afterwards.Robby T.: But I'm super excited to kind of walk through the main things that I really learned from some of them, and then I want to kind of talk today about some of my thoughts and my ideas, as well, on what it takes to be a really great ISA and so forth. But, I think we gotta start here.Robby T.: I think the, we'll skip right into the meat of it. The thing I wanted to break down, what were the five key themes that I heard from all the different guests? The great piece is that, what I noticed is that a lot of them were, and Nate, feel free to chime in, from a ten thousand foot view, every guest, they had their own the flavor.Robby T.: But they were saying a lot of the same things. There was a lot of consistent themes that were coming through in the calls. And the five habits that I'm going to go through, I think, really reflect those five key themes. Am I describing that well Nate, from your perspective?Nate Joens: Yeah, I think that each one of them brought a different perspective, which is definitely the case. Everyone was from a different market too, which, [crosstalk 00:02:26] was interesting,Robby T.: Mm-hmm (affirmative)Nate Joens: I think, weren't they? Yeah, so I think that that played a lot into the role. And I think everyone, every ISA just comes from a totally different background. You came from politics, Jim, I don't really know where Jim came from.Robby T.: We don't know either. We're still trying to figure it out. (laughs)Nate Joens: A different planet. But yeah, everyone comes from a different background and I think that that plays a role into how they take on the role.Robby T.: Yeah, that's a very good point. They've all had different stories. Let's start here, let's start with the first habit, and I'm just going to talk about my point of view, Nate, and I want you maybe to chime in on your thoughts from what you've heard from other people.Robby T.: Is, I would say this, the number one habit I've picked up on, from, and just to recap the guests, right, we had Jim on, Jim Renfro from Ash Realty, my brother, Holly Faulkner, she's from North Carolina. Heck, remembering all the companies and places can be tough. We had Dan, we had Alex, we had April, and we had Tyler Spraysner. I think I got all of them. Hopefully I didn't miss anyone. I got em all, right?Nate Joens: Yeah, that's all right.Robby T.: And the first thing was this, is, every single one was hungry in some way, shape, or form. And I think that is the first habit that was consistent, is they all had some reason to inconvenience themselves to pick up the phone and do the work. Whether it was, you know, we heard stories of, you know, I'm a single mom and I had to provide for my family, or I'm massively in debt and I need to get out of that and I need to crawl out of it, or frankly, I want to change my life.Robby T.: I grew up, one person shared this story, I grew up watching my mom live paycheck to paycheck and I wanted to change my life. What they really showed and demonstrated was some form of hunger, where they were willing to inconvenience their lives, put in the work, and frankly, just pick up the phone.Robby T.: And this is number one, because I think it's the most important from my perspective as well that you can't convert leads if you're not willing to pick up the phone and have the conversation. Right. Even if they utilize technology like yours, Nate, with conversational AI, using your product.Robby T.: If you don't hop on the phone and convert the lead, because those opportunities come in at all times of day. If you're not hungry enough, if you're not willing to do the work, you're not going to have success. But, I'd love to hear your thoughts, Nate.Nate Joens: Yeah, I completely agree. Our product is there to augment the role of the ISA and replace it. Our product doesn't have a chip on its shoulder. It puts in the work so that's why one caveat to your first point, but I see it time and time again. It's frustrating to me that when our product takes up a conversation as far as it can go right, still requires agent to follow up.Nate Joens: And I can't tell you how many times I've seen a message come through after we've qualified the lead saying, "Hey, I didn't hear from your agent." Four times, and that's just, it's sad to me because I know that there's a team leader on the other side who spent a lot of money on that generating that lead.Nate Joens: They've spent money on our product to qualify that lead to tee them up. And then it's just for a lack of hunger that that agent isn't pulling the trigger on that lead when they need to. So you can't really coach that. I think you can and that's something that hatches I think done so well. You can go down the line and tell what each one of your ISAs chip on their shoulder is, and why they're here and why they come in and make as many dials as they do every day.Robby T.: I love that. That chip on the shoulder definition is really good. But the thing that was so fascinating was to see the different chips, right? And hunger is like this buzzword, and I probably shouldn't even use it, but the chip on the shoulder, it's fun because everyone's story was different. They were all that that chip look different but they had it. And that for me was just hands down. The number one thing is these people are proven something or they have something that are pushing towards.Robby T.: And another big piece is their self realize and they understand that and they've had conversations about it, and they're putting at the forefront of their mind and it's a focus. And that's another piece is it's not just some uncovered why, it's something a lot of them are most likely talking about in their businesses, another thing and it's a primary source of their motivation.Nate Joens: I come from this in a different perspective than you who's the one in active human coach, the most successful ISA teams in the country. But I think there's a big piece of accountability even in there you chip, if Jim shares his chip with you and the rest of the ISAs why he's doing this, why he comes in and grinds every day than you poke him with that you can say, "Hey Jim, I know you want to provide for your dad. You didn't make as many calls today." Why not? Do you still want to do that. And I think that that's a big piece too.Robby T.: One of my former coaches, he told me once, and I think it's like quote worth writing down is, "If you to hold somebody accountable to your own goals, don't resent you, but if you hold them accountable to their goals, they'll thank you." And really that just the hun...

Nate Joens: Hi. Welcome everybody. We're finally going to get this thing started. I was just waiting for a train to pass, so if you happen to hear me ... Hear some loud rumbling it could still be a train. Welcome from the great State of Iowa. My name is Nate, I'm the CoFounder of Structurely - one of your co-host today. I am with Structurely, we're really excited to kick off our conversations with the top ISA series. This is the first episode, starting off right with one of the best in the country. This will be a seven part series with some of the top ISAs in the country. Myself and Robby, with Hatch Coaching will be interviewing them. You can catch all of these on our YouTube channel, we'll be recording them so you'll be able to catch up on them at any point afterwards and also will be available on Real Estate ISA Radio. We're really excited to get this one kicked off today. Robby, tell us who we got here.Robby T: Awesome. Well, again Robby T. here with Hatch Coaching. I want to start a fight with you real quick Nate, you would said one of the best and I'm going to say we wanted to do this series right by bringing the best to the table. We got the man, the myth, the legend, Jim Rentfrow. I call him Jimmy. I probably make a nickname out for you every other day and I'm sorry for it. I just want to tell you guys a little bit about Jim before we get into the ISA stuff, stack pro. I have the pleasure of being an ISA alongside Jim. Jim isn't just a top producing ISA. He is this guy with a massive heart, too big a heart sometimes and we've had to call you on that.Robby T: Jim is truly one of the best people I know. I'm so excited for today because you guys get to hear from his mouth, his approach, what he thinks of this ISA role, how he's been successful? We got a great list of questions for all of you and the ones that we've created. Before we get into that, I always like to start with numbers. We're going to start with this, Jim. Tell us a little bit about your numbers. You started as an ISA, how long ago and just give us [crosstalk 00:02:29].Jim Rentfrow: I started in July 2014 and I think July '17, was my freedom day, as I call it, the day I came over and started over here. Since then, 331,600 dials, about 43,000 emails I've sent, 49,000 texts. The emails and texts have been since we started tracking, which was what, Robby? 2016 I think when we started tracking those numbers.Robby T: Yeah.Jim Rentfrow: I think I roughly have spoke to about 18,000 people and have set 1700, 1800 appointments and I have 706 closings as of right now. I popped into CT and checked it out right before this. My volume is about 155 million since I started. Yeah, I've done right.Robby T: You're scrub. You're terrible.Jim Rentfrow: Yeah.Robby T: Jimmy lumped a lot in there, so let's just make sure everybody heard that. I'm just going to ask directly, and I want you to tell me the number.Jim Rentfrow: 330,000.Robby T: Roughly, how many calls have you brought in? 333,000.Jim Rentfrow: 18,000.Robby T: Right. How many rough contacts, give or take?Jim Rentfrow: About 700.Robby T: 18,000. How many appointments?Jim Rentfrow: Little over. Seven or six.Robby T: Then 700 some closings, correct?Jim Rentfrow: Yeah, pretty much.Robby T: You're like a real estate team and other yourself.Jim Rentfrow: Yeah.Robby T: Awesome. Well, I love it. well, thank you for sharing that. I want to start here. I want to start very 10,000 foot view with this today. What do you view your role as? You're an ISA and ISA is just inside sales agent, but what the heck does that mean to you, Jim? What is your role on a team? How do you describe it? What are you doing every day? What does ISA mean to you?Jim Rentfrow: I struggle with this because the industry looks us ISA as the starting point, the lowliest of the lowly and the way I look at it ISA is I am basically the coal in the steam engine. If I don't put the coal in, this train doesn't go anywhere, nobody's dreams come true. While that's a lot of pressure, it is also really liberating because whatever I do has impact and that's the reason I came to this job is the ISA is the impact person. It is who drives the ship, it is who makes this whole thing work. Eric and I have talked in its description too of, we're the insurance policy on the database, we're the insurance policy on the money spent, but really the way I look at it is we're the coal that makes this whole thing work.Robby T: I love it, Jim. That's a great analogy. We've talked a lot about insurance policy. What the heck does that mean? I think we all understand that you guys are really the engine, the steam engine, you're putting that colon and making the whole machine work. When you say insurance policy, what the heck is that?Jim Rentfrow: Yeah. I mean, when I talk about is that most leads that people go after in their system are called twice. That's it. I think our record ... I think Cody actually just broke our record. I think he broke it and I think it was 383 attempts before he got in touch with someone. We're basically there in order to pick up the phone and make sure that these people are talked to. The other thing is, a couple times a year, I'll go through and I'll play what's called the resurrection game in the database. I did this the other day. I think Cody had posted a blog article on it, and we had talked about it. I just go through the database a couple of times a year for people that have said no, and I see, hey, is it still no? I did this the other day, sent out 1900 texts and basically 38 people that had previously told me no, are now ready to buy. Really, what I do is I go through even the crap, shovel it and find the little pieces of gold.Robby T: I think that 10% number, the resurrection game is a really funny number because you said you reached out to how many people during that, again? Was it three-Jim Rentfrow: [crosstalk 00:06:57] 371. Out of that 371, I had 38 follow ups that are ready and I also set two appointments right away on that. Just from sending out a mass temp, got a couple appointments on it.Robby T: The insurance policy really means ... What I'm hearing you say, Jim is, you guys do everything you can to reach out to these leads and have conversations. It's not just you call once, twice, maybe shoot one off text. Even when people tell you no, you're eventually going to follow up and attempt to convert them again, because we all know just because of no now it doesn't mean that they're going to be a no forever. [crosstalk 00:07:36].Jim Rentfrow: Yeah. I think I can count about 25 times where someone has literally told me no, almost, and someone has told me to F off even, and literally have called me back 10 minutes later and said, "Hey, I was just really upset. You caught me in the moment. I do want to talk here's what's going on." Even when you hear no especially in today's society, no one wants to talk right now. Nobody can talk there. Everybody is busy. You hear no and you think, they're not serious. No just means like, hey, you caught me at a bad time, usually.Robby T: For you no is often times not just no, it's not yet.Jim Rentfrow: It's not yet. Exactly.Robby T: I love it. Awesome. That's great, Jim. Now that we've established that you're a terrible ISA and you've no clue what you're doing. Just kidding. I would love for you to share a little bit about what your conversations actually sound like. We know that you're taking these proactive measures to generate these conversati...

April Martin: Awesome. My name is April and I'm with the Dani Blain Real Estate Team. I was a full time ISA for three years. Now I am currently part-time ISA and part-time ISA manager. So, I used to do live ISA-ing from morning until noon, and from noon until the evening, I am managing, training, and overseeing the platform, and our agents, and leads. Currently, my stats are, forgive me they change all the time so I've got to look.Robby T: That's funny.April Martin: It's true. I can't keep track of the numbers. Over 113,000 calls made, over 60,000 emails sent, over 47,000 texts. Are you still there?Nate Joens: I kind of am. Can you see me?April Martin: No, I don't see you and I see a pan of Robby still.Nate Joens: I do too. I think Robby has sufficiently broken this.April Martin: Okay.Nate Joens: Okay. Well, Robby's just going to be there smiling I guess since I can't seem to get rid of him.April Martin: Okay.Nate Joens: So I guess just keep going.April Martin: I am at roughly 1,300 appointments set, and a little bit over 400 closings year to date.Nate Joens: Okay. Great. So, can you tell us a little bit about your current role today and maybe how it's changed since you started with your team?April Martin: Sure, absolutely. I was privileged to come on board with Kevin Blain himself, I was his original ISA, so founder from the beginning. I got the pleasure to go over and travel and see Robby, and Jim, and Eric and train with them personally. They've been a huge blessing in our life.April Martin: From the beginning, from just not really knowing how to do it, or what to do, or what to expect, to today, I oversee four other ISA and we do currently manage and have managed up to 50 agents and 30-40 taking leads. So, my mornings are pretty busy. I come in at 7:30am, and pretty much do my leads, and my sales as an ISA until around noon. At around noon, I check out and I put on the management hat and making sure our ISA's are accountable. I'm going over current appointments set with them.April Martin: We're trying to hold a pretty high standard for what the appointments set look like for our agents. I'm taking a look at who's converting. I am also looking at our different agents conversions. So, more of a management role and also providing training for the ISA's, because I've bene in this role three years. And since, the role is pretty ne overall in the industry, I think it's kind of up to ourselves to consistently grow and find new material. We're constantly trying new things and seeing what works. Just constantly providing new ways for our ISA's to get better.Nate Joens: That's awesome. Could you, first of all, what are come of the tech tools you're using today. You'd mentioned you start the morning with your leads. Where are those leads coming from? Are they different than the ISA leads that they're working come noon? Kind of what's your lead, set the state a little but on your tech scene.April Martin: Sure, so we have a basic CRM. We use Sync here. I know all ISA's and every team is different, that's one thing I've learned by studying ISA's the way I do. Is that, all teams are different, very unique and I would say some specialize in some things. We specialize in typical online leads such as Zillow, Realtor.com, Facebook, Facebook back at you, Dave Ramsey. Those are some of our traditional lead sources. My day, when I come in, any new leads on the platform, there's typically two of us at all times so, shifts tart from 7:30 until 4:00, and then one comes in from 12:30 until 9:00. All leads are round robin amongst the ISA's so typically everybody is getting a consistent new lead source a day. New leads, fresh leads, if you will.April Martin: Then we also might have something a little different than a lot of teams. Because of our team size and the amount of conversions we do, we do do a lot of advertising. So, we do have a hotline and that phone does ring. And so typically whomever has that hotline, it's something you usually have to earn because you have to be very quick, because those are coming in live. You've got to be very, I know this is a hard thing to measure, but you've got to be very intuitive, and you've got to be very good with people skills and getting them to talk. Because, that phone can ring up to once every 15 minutes.Nate Joens: And how may ISA's do you have? I'm sorry if I missed that.April Martin: That's okay. It's me and four others, so four and a half.Nate Joens: Okay, and what are their ranges of experience?April Martin: I have one that's been here two years, and then two that have been here one year, and one that's brand new that we're currently on.Nate Joens: And so, you know, this is probably a little bit a deeper question that I want to continue to dive into, but you had mentioned that getting access to the hotline is a high privilege. How do you set criteria for them to gain that access, gain that privilege? Is it simply based on experience? What are your criteria for that?April Martin: Well, that's normally, when a new ISA comes in, they're typically trained for 90 days before they're going to access new leads or the hotline. They are shadowing, they are sitting with us. I do a lot of one-on-one when I put the lead on speaker and let them hear the questions we ask. We typically have a set form of information that we are to do our best to in conversation, get the information from the lead.April Martin: Our new ISA, her name is Myra, and she said she hears us question so many different ways, just lead the conversation, so that when we come to a point where we dial, and I let her take the lead, it is on speaker and if at any time she gets stuck, she backs away and I take over the conversation in a fluid motion so that way there's no hiccup there. We do that quite a bit until she is comfortable. Even then, I like to listen to them dial, hear them for quite a bit before there's so many different scenarios in real estate that come across the hotline, that she has to be comfortable with taking agent referrals, she's got to be comfortable in the new [inaudible 00:09:00] sellers, competitive listings. Many, many different scenarios on that hotline.Nate Joens: So, you're allowing those new ISA's to work leads that aren't new to start for the first 90 days. What type of leads? Are they calling? Tell me about what those first 90 days are like.April Martin: Typically, the first 30 days, a lot of learning, a lot of role-playing, a lot of industry language. Real estate's a whole new language. A lot of listening to us, so there's hours of listening to us. Hour just learning our CRM. There Is hours in learning our agents and what their specialties are, and who's good at what. So there's so much, almost information overload when and ISA first starts, So, then when we actually get them comfortable with the CRM, and they're watching my girls do follow-ups on the dials and everything, then it's time for them to get comfortable with Mojo, and loading Mojo, and that whole dance that we do with Mojo. And so, one they get there and we are actually giving her leads, it's typically the older leads, the ones that maybe we never got, maybe they're just attempted contacts and there's been a lot of dials on them. But just a lot to practice on and with, so they're typically the older ones.Nate Joens: Okay. I know that's what Robby teaches as well. ISA's don't get the privilege of the new leads until a certain period of time that they get a work through their crappy leads and kind of earn their stripes that way. When they actually do graduate to the new l...

Nate Joens: Welcome everybody. We'll get warmed up a little bit slowly here because I can still see people coming in. My name is Nate Joens, I am the CEO and co-founder at Structurely. Structurely is an Artificial Intelligence inside sales agent, we help you qualify, nurture and respond to your leads. This is our interview with Top ISA. Today we have Holli from Donna and Team, New Bern Keller-Williams out of North Carolina as well as the usually Robby T. from Hatch Coaching and Hatch Realty.Robby T: The usual, that's what I am now. The usual. I love that.Nate Joens: But, yeah I'll let you guys kind of introduce yourselves, Robby how about we go ahead and start with you.Robby T: Yeah, good to see you all again. I'm glad that I made it in this time, and know that you can see my face and hear me. We, first off thanks to everyone for switching over to Zoom. We switched publishers, we were just having some other problems so glad we did that and this is a lot smoother, I think and I'm excited about it.Robby T: Robby T here, what do I do? I'm just a nerd. Total nerd who likes to geek out about lead conversion, Star Wars, Game of Thrones, throw it at me we can talk about it. But, you know I'm excited today because one of the first, you know when I got into coaching, one of the first teams that I actually helped out was Holli and Team New Bern. Holli, that was over two years ago? When was that?Holli Faulkner: 2017Robby T: 2017 so awhile back. And I have the privilege of going out there and meeting them, and they run a solid, solid crew up there. Donna's great, you guys have a fearless leader as you well know. I'm really excited for this episode because Holli's not just a rock star, but she's got some cool stories to share with us, and yeah, I'll turn it over to you Holli, tell us a little bit about you.Holli Faulkner: Okay, so I'm Holli I live in New Bern, North Carolina and I've been in ISA since August of 2017. I think Robby you came in maybe, 30 days after I had started, and I was brand new, I had no clue what I was doing. I was the only ISA not only on my team, but pretty much within like 200 miles of me, I mean, the only other team I think closest to me, was the Harlow Group in Greenville, South Carolina. So I really didn't have anybody to shadow or to really talk to. I didn't know all the things I know now, as far as like the Facebook groups and all the ways to talk to different people. So, I kind of figured this out on my own. And our team was kind of trying me out, as far as, "Do we need an ISA? What is an ISA? What does that look like in New Bern?" We're kind of the last to jump on any bandwagon in the whole world. You know, it feels like we're kind of going around an island sometimes. But, it was pretty cool to become that person and kind of pave the way, in my own way.Holli Faulkner: So, that was the way I got started. I came from time share sales, actually. I sold time share for four years prior to that, and I think that's really what gave me the grit that I have to be the ISA. Because if you can sell time shares, as far as I'm concerned you can sell anything.Robby T: Truth.Holli Faulkner: That is a tough business. When you're 24 you don't really care, you're just like whatever. Give me the role and I'll do it.Robby T: I love it.Holli Faulkner: That's where I started and now, almost two years later, I've moved into director of legend position for my team, recently in January. And we have just hired our other ISA so now I'm coaching a little bit and helping him work through that and so, I'm slowly building my own team, within my team.Nate Joens: Sure. Awesome. So tell us a little bit about the team in general. How many buyer/seller agents? Is it just the one ISA right now? And kind of just a little bit about your STAT's when you were practicing it as a ISA as well.Holli Faulkner: Okay, so we are a team of 19. We have two buyer agents currently, we are looking for a few more of those. We have four listing agents, we have two ISA's. One of those being new starting in April, and then me has a hybrid. We have one director of sales, we also have one listing manager and she has an assistant. We have three admin, and then we have three field care, who run our signs and do all the day to day, kind of you know that stuff there. Those people are so important. They save us so much time.Holli Faulkner: And then we have a director of sales as well. So, we have our Rainmaker, so we're a pretty large team for our area for sure. We're the largest team in the area.Nate Joens: Awesome.Holli Faulkner: I would say that when I was, let's say last year, as the full-time, that was my role, that's exactly what I did every single day, I had 108 closings. So I count my first three months as a ISA kind of like in 2017, I don't really count those. I roll all of that into 2018, when I was really digging in. And so, I had 108 closings, don't know if that was a good thing or a bad thing, or if I was hitting the mark or not. I was just happy with it, just to have a closing.Holli Faulkner: So that was me. To date, from January to now I've about 8,000 dials and I have about 3,000 contacts [inaudible 00:05:58] 150 [inaudible 00:05:59] so far. That's just being kind of hybrid and part-time, and I've had 42 closings year to date.Robby T: Cool.Holli Faulkner: So, pretty proud.Robby T: Absolutely. So, what's the total number of deals that your team is roughly going to do, give or take, this year Holli? What's your team looking at?Holli Faulkner: 500 is our goal.Robby T: 500 is goal. You guys treading pretty close to that, you think?Holli Faulkner: Yes, definitely. We had 418 closings last year. Closing families that we helped, and I think we're going to exceed our goal. Our fourth quarter is our strongest, and so I think that we are definitely going to exceed our goals this year.Robby T: I love it. And how many people are in the New Bern area? How many, what's the total population, just so we can get perspective here.Holli Faulkner: Our population for all of Craven County is roughly about, I'd say 102,000.Robby T: 102,000. I think that's one of the biggest things I hope people take away when we're talking with you is, if you're in New Bern, like your team is the, you guys have built a cornerstone in real estate. Is that fair to say?Holli Faulkner: Yes.Robby T: Do you know, like your market share percentage roughly, by chance?Holli Faulkner: We're on either side of the transaction or both sides of the transaction of about one out of, I believe, it's one out of two now. So, we're about 40%, 50% we're up there.Robby T: Sure.Holli Faulkner: Keller-Williams as a whole is most of the market share, then of course we've got our boutique shops and whatnot, but Keller-Williams is probably the largest in Craven County, along with our surrounding counties as well.Robby T: I love it. Nate you're up, I asked two questions, your turn.Nate Joens: Yeah, no that's pretty incredible, and I hope that kind of sets the stage for why we have you on as a TOP ISA. So, can you tell us just a little bit about when you got started, which wasn't too long ago, what was that like for you? What was, you know, what was difficult for a new ISA just getting thrown in the fire? Just kind of set the stage for what you might have done differently, you know now looking back, that you could potentially teach to the new ISA that you're training, and that other people in similar ...