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XCamp: Session 1 Auditorium 5: Fast Track New Agent with Michelle Morton & Tony Hughes: 11.10.2020

Tony Hughes
Licensed REALTOR at eXp Realty
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EXPCON 2020
November 10, 2020, Online, USA
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XCamp: Session 1 Auditorium 5: Fast Track New Agent with Michelle Morton & Tony Hughes: 11.10.2020
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About the talk

To learn more about eXp Realty visit http://exprealty.com

About speaker

Tony Hughes
Licensed REALTOR at eXp Realty
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This is my first time guy. So just give you a brief introduction and then hopefully give you a few little tips that can help help you build a bigger database. I'm at the Shell. Let's just make sure you okay. Great. We can hear each other right over to you. Maybe you could do a quick introduction and we can just share a couple of tips that can help build a bigger better database for new agents. My background is on 59. I have five incredible kids, three boys. Two girls, two grandsons. One granddaughter on the way in January was born in Mineola, Texas. I graduated from Brigham

Young University with a business management degree of kisses and marketing, spent, 13 years. Paying my dues in Corporate America before I became an entrepreneur built. Five very successful businesses in a in a can of Bud. I guess, a parallel universe. You might say to you to real estate. Five years ago. I was actually five years ago. This month. I took a role as a CEO team, leader for Keller Williams in Scottsdale, Arizona with no prior real estate experience. And so, for the last 5 years, I have been a massive student of real estate and learning everything. I can, like a human sponge

and one of the things that I really have done for my whole career, at least my aunt. Mario creator is built, massive databases and that has resulted in building a huge. Sales organization. My biggest team that ever built of independent contractors was a little over $25,000, 11 years to build it. And so, that's a little bit about my background. Michelle turn over you. Awesome, and my name is Michelle Morton and I am exp Realty. Proud. I am from DC, Maryland, Virginia area. That is a tri-state area. I am a wife, a mom of

three little girls a five-year-old, a three-year-old and a one-year-old. So I agree with Tony 100%. It's all about the database when they say what it is. A magic, the goal. All of that. The money is all in the database organizations. Everything small large have work with entrepreneurs and a Big Bill, digital marketing presents and sales organization. Awesome. I am in rare are here with you. Michelle. Nice to meet you. So what does that mean? The things that I had the opportunity to do is a new team leader. When I came to my former brokerage kws. I said, I'm back in

November. December of 2015 was I had no experience in real estate didn't even have an active license at the time and really brought a lot of outside the Keller Williams Gary Keller world. The idea is to our Market Center in Scottsdale and within the first year, I was able to take that Market Center to be the number one in the southwest region and recruited about 180 agents. And as a team leader, that was my job. And so my first year I was able to bring in a hundred eighty agents of my first year as a team leader that Market Center and that was all really just from a lot of

new age. That's that's who I work with and I kind of had the the philosophy that I'd rather give birth and raise the child and teach them all the Craig principles rather than go. After a lot of But I had to rewire me train and there's they're certainly benefits to both both ends of the spectrum. But one of the things that I've been able to help new agents with is to teach them the value of their database, you know, I asked people all the time when you see a new real estate agent. What do you see? And they see they say things like I see ambition. I see you know, someone is excited to start a

new career. If I see someone that's got a lot of you know desire and get up and go whenever they say and I say I see someone who has 2000 names that I need to get to it as soon as possible and that's really what what it's all about. In today's world. The new gold is the new currency is data. And so if we can help new agents or even agents experienced agents organize their sphere of influence into a spreadsheet that we can then copy and pasted over into the the spreadsheet that we How to get into kvcore, it's amazing what we can do with the

touches, in the connections. So, I guess the first tip that I'll share with everybody in terms of building a bigger better database that you can mark it to and create more business, especially for the iPhone users. I'm sorry. I'm not a Droid person. I've been an iPhone guy from since 1983 that you can download call Dempsey backup. It's all spelled together and it says, blue logo with three little white heads on it, and you can download that. I believe it's Free of charge and with a few can't use Simple keystrokes, you can literally take every

single contact in your cell phone and put it into a spreadsheet. Now. It's going to be kind of an ugly spreadsheet. You're going to have to do some cleanup work, but I've always taught agents that building a database is like building a foundation for a home. If you know, if you've ever watched a home-built, I built a 6000 square foot home, eight bedrooms for bath on the side of a mountain in Draper, Utah on it, took forever before the woodwind up and then all the sudden it was like fooling, you know, sheetrock was going up, but the foundation is what took the longest and it's the same and

real estate when we spend, or when we invest the time to build a super strong Foundation to use the VR database. We will create a sustainable long-term career, that can generate just an enormous unlimited. Amount of income for us, is a great little at. There's a little gear will down the bottom right-hand corner. That you can click on the first thing we'll need to do is change it to a CVS file. It should be set up. I believe it's let me just double-check, it is set up initially as a vCard and you're going to need to switch that to a CSV

Excel format. They don't need to hit done. It'll ask you a couple of questions. Like you want to keep doing this time updating your database. You really don't need to your cell phone. You just want to get all the data out of your cell phone into a spreadsheet. So we can start to clean it up and then copy and paste it into the template spreadsheet that we need to upload into kvcore. I'm so you just keep getting done, done done and then you'll get back to a screen that has the three little I'm sorry, blue heads on it. My phone says it's I have 11897 contacts in my phone.

So whatever you have in your phone, it'll show up and you simply hit the green export button. And then after you do that, it'll bring up a blue email. Can you click on the blue, email button type in your email? And send it to yourself? You just sent yourself a spreadsheet of all the contacts in your cell phone and you're going to find when you go in there and open that spreadsheet, but it's going to be crazy lucky because we don't really put your like me. I don't really put a lot of emails and myself when I do now, but I didn't back back. When I started using a smartphone. I would put someone's

name in. I put their phone number and that's about it yet, but you'll see that your Spreadsheet will be a little bit crazy, and you're going to need to spend some time at building your foundation. Get that database. Just perfect in that, at least that spreadsheet. Same with every spreadsheet garbage in garbage out. First name first letter, capitalize every letter. After that lowercase, same with the last name. If you have a bad email, you're not going to be able to watch them to your email. If you have a bad phone number, same thing. So just make sure that you're going through and

beautiful in that ugly database that spreadsheet that you have all the correct information. Because what you put in there is what you're going to upload. Kvcore shell. I'm going to I'm definitely download MC back at myself and get some of these people out of my cell phone. And into my, see her room. But Tony said, and add a little extra stuff. I talked to you about new agents. First and foremost, you really are building a business. Right? And you have to treat it as so. So if if your part-time or full-time, it doesn't

matter, right? So here a couple three tips on that one is again like today, right? You use cable, cores, and awesome tool there, some other ones out there and it doesn't matter, do not get lost in the technology. The best CRM for you is the one you. Use. It doesn't matter if it has all the bells and whistles. Or just prospects or numbers on, that means to actually figure out how to start said. Many of those people and figure out how you can communicate with

them regularly. Writes, one of the initial, send a weekly email and your weekly email, doesn't have to be a new intro paragraph about something that's happening in the world and our world. They want to see you as a person and then I always have a link to the hot homsley right now. What you can do is set up a like a hot Holmes was I can't remember like a landing page or something and kvcore, where every week people will, because they want to see fancy houses. That's all people want to see and then click that link that go to your record. A track said, you can set up automations where you just

simply call them based on the fact that they've gone to your website, right? So the key there is set up your CR and start communicating. Regularly every week. I sent out an email and from the start of my career. I have at least 4 to 5, maybe 10 sometimes responses to that one. We couldn't go out. I would say the second thing is as it goes along with this whole database thing is build your business and first and then your family and friends will come along. So if you are upset because your mom and in-laws didn't use you don't, because if you continue to build

your business and your credibility, the next time I need to buy sell invest in real estate, who are they going to reach out to you? That would be you. And then lastly, I would like a one-way, like, I'm screaming from the mountaintops. I'm a realtor. This is what I truly, as a way to engage with your Spear of influence, your digital sphere of influence, whether they're just Facebook, friends, or real friends. So I always say there's a mixed right? So we're delivering

content on social media. 80% of you, your family, your friends, the stuff that people really want to see, I do believe that you have to take a stand. So I'm not one of those people that I'm so stay away from tough topic. I really, you know to stay away from controversial topics, but it's okay for people to know who you really are. And then 20% of that content should be real estate Focus. Thank you. I was trying to get a couple of questions answered their from some of the chat. That's great stuff. Michelle. I guess the next step. I

would like to share with everybody is LinkedIn. A lot of newer agents that are coming out. They haven't had an opportunity to build a lot of connections in LinkedIn, but I will just really put it out there that you just got to LinkedIn. Is a professional virtual me. I mean social media platform. If you've been around for a while you have built a massive database of connections and Linkedin. And the thing that I love about LinkedIn is you're basically required to put in information. We put in our title at our work, the company we work for our phone number or email address. Some

people put their website in there. So the day that you can get out of Lincoln and literally a few keystrokes is just awesome. So I'll see if I can because I didn't plan this training obviously, but I've done it a million times. I'll see if I can walk you guys. Through this relatively easy, you're looking at a computer and you can get on from or some server browser. Go to LinkedIn. If you do have a LinkedIn account, you want to go ahead and log in. And the first thing you're going to want to do. What we're going to do is explore the date of the connections that we've created in LinkedIn. So

we can get that in a spreadsheet and add that to our Master database that we can then put in to Katy Corps or whatever CRM. So once you're just a little work and want to click on my network, unfortunately, I'm using a friend's computer because my I'm traveling actually, and I left my computer charger at home. So hopefully this will work, but look up my network. And then you'll see on the left hand side. It'll say, manage my network. You're going to click on Connections, in my particular case. I've got 1792

connections. These are p. Hold it. Typically I've known throughout my career people that I work with people that have, you know, maybe they knew me but I didn't really know them that well, but they're all somehow connected to me. I am business and then you're going to see on the right hand side of the page. You'll see a little rain lake is kind of hard to do the very top. It says manage thanked and imported contacts. So you'll just click on that actually little hyper way and you'll see that it will bring up all of your connections near on the left hand side. Now, I don't

necessarily want all of my connections. It literally drives them from, you know, years of cell phones that I've had and Yahoo! Accounts, Google accounts of mine has 14163. So I'm not going to do that. I'm just going to focus on the 1792 connections that I personally have in LinkedIn. So you'll see on the right hand side of the page and I'm sorry I'm not looking at The chat box and soul review those when I get through here, but I'm on the right hand side of the page will show how many connections you have and Rider need that it'll say Advanced actions and

then it will say export contacts. You're going to click on export contacts, and then you're going to see a little boxes. Says get a copy of your data. See your options for accessing the copy of your account, data connections and more. So what we're going to want to click on is want something in particular. There's a second radio button there. That's a little round circle. You can click on that and then you'll click on connections. That's really. All I want is just the connections of people that I've made on Facebook. You'll see a blue hyperlink that will pop up

and it will say, request our time. You click on that, probably going to ask me to put in your password and within about 10 minutes, you're going to get an email. That says that your data is now ready, that's literally going to be a beautiful CSV spreadsheet of all the connections in all the data that you have in LinkedIn and you can vent. Take that data again, clean it up. Make sure all the names are you know, they're not all capitalized is in your yelling at someone, right? Take that day, then once it's all cleaned up. Copy it. Paste it into your, into your database. And what I would

recommend is that as you're pulling this day to end, maybe hashtag your cell phone, hashtag, iPhone, contacts Burlington, hashtag LinkedIn contacts. So that when you want to do a sore in your CRM of choice, you can do it by the hashtag and you can do, maybe just one campaign for your own campaign for your iPhone folks, one campaign for your Facebook, folks. So that is a little tip on how to grab a bunch of awesome data, out of LinkedIn, to add that to your, to your database, Michelle. Awesome, Tony. I was a couple people may reach out to you offline.

They said it's hard to follow without a visual. We have some agents with us. We have some guests with us. Welcome. Thank you for joining us in our little world and say that a couple of other things, right? So I knew minty chat yesterday and I was pleasantly surprised when at the end of the conversation, she said, what can I do to be a better man? See if I was an awesome and what I said was Tim to Leverett drive to really leverage the resources that you have available to you. So that means leverage

your Mentor, leverage your sponsor. I'm in the truth is, you know, this is not a job at, all. Right. It is a business. What is the one of the things she shared is when she first? When she was in a business a little while ago, few years ago. What she said? Oh my gosh, you know, I took for granted how awesome that team was because they did everything for me. And she said, I thought it was getting the leftovers, but now I see as an independent business owner, how tough it is to generate leads all the time, how to either manage my own transactions or have someone do that for me.

So, I would say that. I also understand that this is your business, that your building and two religious, try to put everything that you can into it. What questions do you guys have? So what would be great to see a step one, two, and three. Is that as far as real estate or is that as far as I'm the LinkedIn that Tony was talking about? Turn awesome. So what's ya one thing you guys can do it's really simple as just go to your browser. I've got all this stuff typed up in a PDF file that I'd be happy to email out to you either. I'm the emcee backup or

LinkedIn. I also have a whole training on getting all of your friends out of face book and they'll be in an HTML HTML or a Json file, but I hire a, you know, someone from fiber.com for $5, pay a $2 surcharge to fiber.com, and I have them create take that HTML file and parts that data into a spreadsheet and now I can have all of my friends into a spreadsheet. I probably won't have their email and phone number cuz you not a lot of people put that on Facebook. But what I can do is pray to copy paste. Basically, I sure all my

contact information. I say I'm going. I'm just getting the real estate. I'm really hoping to do a lot better and continue to do a lot better with. Sending out birthday cards, anniversary cards, Christmas cards, Hanukkah cards, and then I just copy and paste and go in an instant message. And then I asked them for their date. I share, maybe I share my favorite guacamole recipe or, you know, my favorite apple cider, you know, recipe or whatever. But I also share with did with them my personal data. And I just say, would you kindly share your data with me so I can update my database so that I

can get better and sending out birthday cards Christmas card and it was amazing. When I first did that, how many within little late? I am going to instant messaging that much but for the first week or two, I was just with taking that day to copy and paste in it putting in my database and my spreadsheet was crazy. But what you can do is you can just go to Google and you can say how do I download my contacts in my Droid or how do I download my contacts out of my cell phone my iPhone into a CS? And you'll find all kinds of

great tips out there. How to do it. Step-by-step. Boom. Boom. Boom. You can say, how do I download all of my connections out of LinkedIn and it'll give you step-by-step how to do it. I'm you can say, how do I download? I will all of my friends and Facebook into a CSV file, separated values file. I'm so there's, you know, there's the information is already out there on Google. If you just Google it, you'll find it. But if you want more specific, I've already got it. All typed up and I'll be more than happy to share with anybody that has email addresses. So

I asked you guys to email me Anthony. Hughes at the Xperia T. Com. That would be so much easier for me. If so, if you wouldn't mind that doing that, that would be awesome. Thank you. Also, can you do my love? I'm what you said? She was the gift thing. Right? So like really nurturing, your database, Did you guys send gifts like by closing GIF, and it's like always, like a hustle to figure out what to do that. I started using called evabot. Has anyone heard of evil? I want to put it down here. I have a little referral code and what it'll do, it'll send you a gift. That's why the referral codes in

there. But what she does as she actually send this like a boss, that you're a robot, right? We leverage technology and she reaches out to the client and takes down all the things that they love and that they like. And if you use that referral link you interact with Eva, she'll send me some of your information but she'll send you a free gift. And I mean, it's absolutely amazing. It makes me amazing. The clients put in their birthday. So now I get text messages. Like, hey, Charlene has a birthday coming up. Do you want to send her a gift? Sure that the budget and either evil. Send it out, or I

can go in and shock cuz I do love to shop and figure out exactly what I want to send amazing for attention and building referral through your day today. And I would outfits you, like if there's one thing I know we're probably running short on time that I would like to leave you with it. So I have this code on my board and it says it's from Gary Keller. And it says, for every day, you don't leave generate 90 days later. You can expect no money. You don't want that to happen. And that's one of my favorite quotes because we were in a cell cycle business, right?

It takes time to close. It takes time to lead generate and everyday like that. You're in business. You should be reaching out and talking to you and touching science. And the easiest way to do that is to set up using your CRM to know who how, and when to reach out, I would say it is awesome. I love it. It's a marketing automation machine, but if you're looking for a rim follow bosses, one that makes it really easy to know who. And when to follow up with people. I think people can. I'm not sure what our time

but I know we got to we got start a little bit late, you know, Michelle what time were wrapping up here? Okay. What do you what's the word last in Italian? Whatever time it takes to build your database, just do it, do it. You know, it's it was amazing to me and when I would meet these agents that have been around for five at five or ten years and I would say, so tell me how you got started in the business and it was amazing. How many of the agents never mentions there? There's fear their database and

it, you know, you can't get it done, but you can carve years off of your learning curve and off of your production, success, when you really work hard on building a great achievement, great database hashtagit. So whatever time it takes to make the time for it and just realize you're building a foundation for a home that will last for centuries. Absolutely, and I agree 100% And I also believe in marketing outside of your database. So, you know, if you have a little bit of budget Facebook ads or a great way to do Google ads or an even better, wait a little bit more

expensive and then also know that there is not a Magic Bullet. So, you know, you may run a Facebook ad and repeat 20 weeds and only five people reach out to you, but doesn't mean the other people are garbage, right? It's not like a right now. Business nurture follow up with people and then they see me doing online video and all of a sudden, they're ready to buy. So no lead is trash. It just may not believe that will convert right away. List of spine and certainly

with says the moment I really didn't expect this. But I hope that you guys got a little bit out of it. I know, I I loved everything. You had to say Michelle. So is great to spontaneously hopping up here on stage with you. Have an awesome exd, guys. Thank you.

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