I'm ready for the start of something new. I'm ready to depart from what Who are my back to backers? Who's been here two weeks in a row? Let me see. Yeah. I like it. I like four, man. Yeah. You guys are gluttons for punish, but I like four, man. That that road is terrible. Yes. True love. Yeah. Malfunction Junction. I burned that road up many a day in my early twenties. We look forward to that. It's wrestling. Yes. Yeah. Hopefully, we get a bullet train. That'll be cool if the schedule turns up. Works. It's been in the works for a long time. It has been in the works since I was in high school. You know, like so Lakeland was supposed to be, like, the midway point. Right? Like, there was this big sign that said, like, Orlampa train station, like, I don't know, twenty five years ago. They've been talking about the Orland yeah. Orland Orlanda? Yeah. Orlanda. Yeah. That was Orlanda. The Orlanda train station, where it was supposed to be. Awesome. Mhmm. That's it. Oh, there you go. I'm jamming. Pumping up. Shout out to Brandon on the one and two in the back. Appreciate you, brother. So for anyone who doesn't know, Brandon has been, a graphic designer with listing power tools since the very beginning. Yeah. Yeah. And he DJs as well. But, yeah, he was there when we designed the original power pack in two thousand fifteen. Yeah. Him and Kyle as well. I think most people know that about Kyle, but maybe people don't know that about Brandon. They're both here in the room. Yep. So Yeah. Everyone has so many talents. It's fantastic. Alright. Well, we got about three minutes. Oh, we're going. We're already out live. Oh, we are? Yeah. We're at Go Brand. Oh, you're right. Chat. We are live. Dave put us right out there. Yeah. I love it. Dave, you didn't give us any intro. We had no idea. That would be back to the the placeholder graphic, and we'll be back with you guys in, three minutes to get this thing fired up. Listen, baby. Ain't no mountain high. Ain't no valley low, ain't no river wide enough, baby. If you need me, call me no matter where you are, no matter how far. Don't worry, baby. Just k. Good morning, and welcome to another motivational Monday. My name is Matthew Hodge, executive vice president here at LPT Realty. And I'm joined by Robert Palmer, founder and CEO of LPT Realty, and we are in with the live studio audience today as probably everyone Yeah. On to Zoom already knows. Little little last minute decision. You know? We were sitting here on real estate first Friday. I think I think it was maybe Mary that jumped in the chat and was like, can we come on Monday? I'm like, yeah. Let's do it. Let's open it up. Up. So we got Brandon DJing in the back again. We're having a little party here. And I think this is gonna be a more normal part as we continue to build out, AIU, Ascend Initiative University, and have this constant stream of agents coming through Lake Mary and participating in events. I think we're gonna see a lot more live Motivation Mondays. So it's exciting. Definitely, man. It's definitely nice to be here with people. Most of the time, we're just staring at, the the The cameras. The cameras. You know? So it's nice to to be here in person. Alright. We're gonna jump right in. We've got a busy busy kind of motivational Monday. It's gonna be a little bit longer than normal because we're gonna go through no normal motivational Monday, and then we're gonna jump right into content, for our Ascendant, university. We're gonna get into our, our prospecting, today's topic for the Ascend Spring marathon. Which is obviously on on the prospecting here. I got all the prospecting stuff sitting between us. So, yeah, we'll do about twenty minutes of motivational Monday, and then kick around probably half an hour worth of content around the prospecting as we get the, Ascend spring marathon going for week two, which week one was fantastic. It was. I gotta tell you. We saw Let's do a quick recap over over week one. So, about with twenty five classes or so, that we had last week, and that range from, mindset things with our special coaches to hearing from you directly on how you created the box, the reason why, the psychology behind it. If you hadn't had a chance to watch that live, it is in Connect two point o for you to go back and watch the replays. What what was your favorite part about, last week? The feedback. They're like seeing agents, like, posting and winning, you know. So last week's challenge was to demonstrate, present the box to, you know, start on that path to sixty people. And we normally do sixty people in sixty days. We're trying to do it in fourteen days or twenty one days, you know, for maximum points here. And I just love seeing the feedback. Like, a lot of people using the hashtag, a lot of people being creative, you know, out at events and and getting results. And that's really, I think, what's most exciting to me. Like, we do all this so you win at a higher level. We do all this so that you will see better results. And so hearing those stories, hearing that feedback, that's what gets me excited. You know, if you add up all the attendance from all the sessions, I think we had about fifteen thousand, people, across the week, which is fantastic. You know, that's basically, you know, most of the brokerage, which, you know, nobody else is out there doing. Nobody else is touching that higher percentage of their agent count on a regular basis. And so we just love we love Motivation Monday. We love the the family. We love, you know, collaborating. And now we love bringing more and more of that in person with what we're doing here with AIU. So really great, man. And this week, so last week was about demonstration. And, yeah. And this week is going to be about emptying the box. Right? Emptying the prospecting boxes, emptying the the open house boxes. We're gonna put out this week's score sheet today, during Motivation Monday. And so you we'll talk you through the things you can win points for. So you have last week's score sheet, this week's score sheet, and then, closing ceremonies will it's the following week is when those score sheets are due back in. There'll be three full weeks for the first score sheet, two weeks for the second score sheet, and, we're right here with you. So it's exciting, man. Awesome. Awesome. And, on that thread, Davy made a great little video. It says, promise last week. We had about probably about two hundred people come through last week for Motivation Monday. They got to tour the new immersive experience labs that we have here at Ascend Initiative University. And so Davey made a great video showing off the building. So, again, for those of you who don't know the story, this building was an old ITT Tech campus. And when ITT Tech went out of business with the whole change in for profit college regulations and things, I bought the building. And I didn't know exactly what I was gonna do with it. You know, I've had different kind of things flow through here over time, but, like, I always we never changed it from that college feel. Right? So when people had offices, like, Louis Louis' office was like a fifty person classroom. You know what I mean? That's a You've seen some of this stuff, like because I just I didn't wanna tear that down because I I felt like one day we would return it to its educational roots. And so that's what we're doing now with AIU, Ascend Initiative University. And with that, Davie, if we can kick off that video and let everybody at home get an idea of what's going on here in the building, and they can start planning those trips over. Alright. Yeah. Great job on the video, Davy. He was in here, getting that put together this weekend. That video is available. So if you log in to Connect, Davy, I'm not I know I'm going a little bit out of order here, but a lot of people were asking in the chat if they could share the video as well. So if you log in to connect and and click on the files tab, so over on the left there, you'll see files. So, you got the center of the circle stream under the main stage. Go to files, and then you'll see two, new folders there, the Ascend University folder, which is where that video lives, and then we have a real trends folder, which is where the next video we're going to play lives. And you're all gonna wanna share that too. And, absolutely, we anything we put inside of those files that is meant for you to share on social media, you can re edit them yourselves if you wanna drop that into, you know, your TikTok editor or your, Instagram editor and and take parts of it, all of it, add your own commentary to it, whatever you wanna do. We put those, those clips in file so that you can download them and edit them and use them however you'd like. So, yeah, please. Absolutely. We're proud of it. Share it. We want that to get out there in the world. One more thing I wanna share is as, again, we're gonna be putting out schedules starting next month for regular classes here going on. And so I wanna show where the hotel is. So if we can throw that slide up as well, Davey. I see it queued up there. So this is the Hyatt Place. You can see the nice little walk there around the lake. It's less than I think it's, like, three tenths of a mile, four tenths of a mile, basically, from the Hyatt Place, which is where we have the hundred and fifteen to hundred and twenty five dollar room rate depending on the time of year, and then down to the Ascend University LBT headquarters down there at the bottom. So nice little walk around that lake, here in beautiful Lake Mary to get from the hotel, to there. We'll probably run some shuttles. Like, we'll figure out. Not that it's a bad walk, but we'll figure out ways to make that as convenient as possible for anybody who does, who does come down. So Awesome. Yeah. So I saw some questions. Are we gonna put these in other states? Most likely not. I think the idea is fly to Orlando. You know? Like, this is our central hub. This is our central university. Like, we've got folks here who drove two hours to come over from Tampa. You can catch a flight almost three hours thanks to traffic. You can be here by by flight in about that same amount of time. And so really, the way we think about this is, like, we have our door knocking labs. We have everything. I could see maybe one day a West Coast version, so people with, like, the five and six hour flights. But I think the idea is we only have a couple of these. They're strategically located throughout the country, and people come together. Yeah. So people from all over the country come to Orlando for these events. We have the hotel nearby and just really start to build that different level of community. Right? We have the amazing, virtual community. We have the Zoom community. We have the connect community. Now we're adding in this, like, hey. We all got together in person at the Ascend University and had a great time together. So that's exciting. Alright. So on to, onto our second video here. This one's pretty cool too. I put this one on my social media this morning. So as you know, you know, we were recognized by Real Trends, as being the number ten brokerage by transaction account in the country in just three years. That's right. Yeah. Thank you. And, and so, you know, Real Trends sent me this their podcast where they they talk about the rankings, and it's about a thirty minute podcast. And, we clipped out the part where they talk about us because it's it's pretty intriguing. They're pretty honest about the fact that at first, they didn't believe us. Like, they they have this anomaly report. I'm gonna let them tell their story, but, like, basically, on this podcast, it's the the head of Realtrends, their, senior vice president of HousingWire and Realtrends, talking about how the team was basically going crazy. They were up in arms around LPT because what we did was so unbelievable. So if we can roll that clip, Davie. And this clip too is available for download inside of Connect MainStage files. Our team up in arms with LPT because their growth was just absolutely unbelievable to be completely candid with you. So they more than doubled their transaction sides and more than tripled their volume. So when we ran the anomaly report, they were number one on the list of, is this real? So we went through the, the extra vetting process that we do when a a new entrance appears on the top ten, which is Ruby Crest Financials. We go deep, we get all kinds of information to make sure that this is actually real. LPT is actually real. So, you know, the fact that they went from number twenty eight, in the rankings on sides to now being number ten, Number thirty eight in volume to now number fourteen is probably one of the largest jumps that we've ever seen on the rankings. The fact that they were founded three years ago appeared on the rankings two years ago and cracked the ten the top ten in the sides category this year, it it's pretty extraordinary. Alright. That's Mark Adams, senior vice president at Housing Wire and Realtor. With LPT. Yeah. I really I gotta I was it was, it was, it was, it was, like, two weekends ago. I was we were down at the beach house. We just got back from on today. They more than double They sent me that clip, and I was listening to it, and I just couldn't stop filing. I'm like, oh, this is such a So This is such a Yeah. This is who we are. Right? Like, it's too good to be true. This can't exist. There's no way anyone did this. It's like, oh, we verified it. Went through. And I'm just really, really proud of all you guys. This growth is a testament to all of you. Everyone in this room, everyone watching on the Zoom, we did this together, and I'm so proud of you, so everyone on Zoom. So proud. So awesome. Alright. Well, we got video as well is available for download, inside of main stage files. And so, again, you got two great social media posts there. Again, you can edit those, add music to them, do whatever you wanna do. So, moving on now to last week's winners. Yeah. So we're not gonna read all the names, so just keep an eye on the slide. We got on the slides. Yeah. So we're not gonna read all the names. We're gonna put the slides up there. Davy, maybe we can get a little background music as we do this, but we're gonna put up a slide of the different, winners of the different prizes from the week one of Ascend University. These are the door prizes. We haven't started giving away the prizes based on points yet because we don't have the scores sheets back. That'll all happen a couple weeks from now. So these are all of our basically door prize winners. Every time you attend the class, you're entered into the drawing for that that class that day, that week. And, we gave away three nights stay at the hotel here for future Ascend University events. We gave away LPT bonus bucks. We gave away some cash. A lot of great things. So if we can get those going, Davey, a little background music, leave them up a little bit enough time so people can find their names, if they don't already know that they won. What do we have next? Alright. Oh, good. What are the next one? That's another cash prize. Alright. Fantastic. Alright. Alright. In the audience, fantastic. Congrats, ladies. Alright. Kevin was here last week. Awesome. Alright. Cool. Congratulations to all of our winners, and thanks to everybody Yeah. For participating so far in the Send Spring Marathon Challenge. Again, those are the door prizes. So every single class you attend, your name gets thrown in for the the drawing and selection there, and we're excited to keep giving those prizes away as we get into week two here. That's right. Alright. Okay. So now we're going to some brokerage announcements. Yep. We got a little brokerage announcement, and we're gonna get into schedule, and we're gonna get into prospecting. So, again, I think we're we're moving right along on time here. This is this is pretty good. Alright. So there we go. That's the slide, Davey. So we've got a new, member joining the executive team this week. If we can get that slide up. And she's actually in the audience with us today. The amazing Lauren Bowen is joining us, from Robert Slack. She's gonna be focusing on, lead generation and conversion. There she is. Standing up. Welcome, Lauren. Yep. And so some really cool things, that we're gonna be able to do here. You know? So one, you know, Lauren's gonna be helping with, you know, one of our three big things this year, which is the launch of Leads Connect, which is still on the horizon for us as a brokerage that's coming. The other thing is a lot of education and training. And so, you know, working with our agents around lead conversion and training, hosting classes around that. So if Britney doesn't know, Robert Slack is, like, the third or fourth largest team in the country. They did four thousand transactions last year from, from leads, all Internet leads, online leads, lead generation, conversion, and Lauren was their chief operating officer. She left Robert Slack and is not here with us at LPT. Alright. And so, you know, there are there are very few people who have ever touched as many leads as Lauren has. You know? And and so there that's important. It's important for us as a company. It's important to provide that knowledge to our agents and to our teams. So, like, some of the things we're doing is, like, inside of Team Growth Plus, Lauren's gonna be, you know, doing monthly education there. For our our top tier of Team Growth Plus membership, she'll be doing a deep dive with them once a quarter, taking a look at their businesses. A lot of exciting things happening there. Doing lead conversion training and things, around all of our agents. Again, we continue to stack up the best of the best talent across the ecosystem here, at LPT Realty. I'm just really excited for the challenges that Lauren's gonna be able to help us to continue to face and, again, make our our agents better, make our education better, everything we've got going on. You know, you look at the overall team we've built out here. We just have so many amazing folks, you know, now bringing value to our agents, bringing their industry specific knowledge. Again, the best of the best, across the board are now here as a part of the LPT executive team. So really, really excited to welcome, Lauren. Yeah. Awesome. Welcome. Great addition. Alright. And then we've got schedule this week. So we've got our I so I I forgot our Spanish classes last week, so we're doing them first this week. Alright. I should've said that. As a part of the Ascend Spring marathon, we always bring content in Espanol. It's very important to me. You know, we've got all of our magazines. All of our tools are translated into Spanish. We've got great Spanish leadership across the company. And so they're doing, four classes, Tuesday and Thursday, ten AM and two PM. And so, again, if if you are Spanish language and interested in in learning in addition to the normal SIM classes we have, you're absolutely welcome. Everyone's welcome to join in. You can find those links and everything inside of Connect two point o. It's been exciting to watch that grow. You know, just the the amount of adoption we've had, the amount of folks that are, you know, finding value in in learning and and maybe their native tongue or, again, their pref preferred language. It's been really cool Yeah. To see us grow here and and serving a lot of customers who find their primary language, you know, to be Spanish. And we've got this goal as we continue to expand globally, nationally, how many different languages one day will LPT have content in and training in, and it's it's really cool to see us go in that direction. So and then we've got our, English, Ascend Spring Success marathon schedule. Let's throw that up, Dave. So this morning, here in just a minute, we're gonna kick off the nine critical question prospecting and the listing kit magazines. Three o'clock today, we have the open house power pack. At noon today in the middle, we've got Barry Jenkins, who's coming in to talk about our buyer power pack. So this is cool. You know, Barry is a a coach. He's not an OPT agent. Does a lot with YLOPO, you know, very experienced in, you know, again, buyer lead generation, buyer conversion. We sent him one of our buyer power packs, and he was like, oh my god. This is the most amazing thing I've ever seen. And, so he did a deep dive there. And so it's gonna be cool at noon today, to learn from Barry and get his perspective on how he sees using that buyer power pack tool, and and giving our agents guidance and training there. Then tomorrow, we're kicking off with the just listed power pack and emptying the box in the morning. And then we've got, Matt Miale, and Jimmy Mackin at at one o'clock and three o'clock, ended in Shana Moats, Bill Pipes, and Ryan Young on Wednesday, Michael Lafito, who we had to reschedule because we crashed Zoom, killed the whole Zoom, killed the whole Zoom ecosystem. So he's coming on eleven AM on Thursday. Jeff Glover at three o'clock. Mark King, former president Keller Williams, four o'clock on Thursday. Friday, challenge check-in, coffee with me. We're gonna kinda get you set up for that last week of the challenge where we're not here with you two, three times a day. And the amazing Christina Griffin, another, fantastic experienced member of our leadership team, is gonna be doing her key takeaways from the marathon and really giving you those action items and giving you her takeaways. You know, I would say Christina is probably one of the absolute best educators on the planet when it comes to real estate. Agreed. You know, was very high up at Keller Williams inside of their ecosystem before she joined the LPT family. I'm really excited to give her that kinda close it out mic to to do the recap, to look back on key takeaways, the things she saw from her lens, from a lot of years in the experience from being at again, Keller Williams, a very large franchise group, to now being inside of LPT, you know, the fastest growing, you know, single entity brokerage in history, or any brokerage in history, really, with that top ten. But we're really excited to have her take us out of the the, the final session there to kinda wrap things up. So make sure you get all those on your calendar. The links are in Connect two point o, everything via Zoom. Make sure you join us. Then, again, just to kinda recap today's, noon, so immediately following not immediately, but, well, probably pretty much immediately following. Motivation Monday, we'll be kicking it off to Barry Jenkins digging into the buyer power packs, and then three o'clock, we'll be back to talk about the open house power pack. Again, all that relates to this week's score sheet, which is about emptying the box, which is about getting that collateral out in your communities. Last week was about demoing the box, presenting the box. This week is about emptying the boxes, getting the collateral, the door hangers, the flyers into as many consumers' hands as possible as we continue to move you toward a record twenty twenty five in your business based on the actions you're going to take right here. Overwhelming effort for two to three weeks in the month of April is going to lead to one of your best years ever, and that is what that is what I promise if you take this challenge seriously and you get out there and you do the work. That's right. Alright. And last little thing, all the times are Eastern Standard Time. So just wanna make sure that's clear. Alright. So let's go ahead and get into the score sheet so they understand how to kinda tally things up. Yep. And then we'll go ahead and dig over into, class number one for this week. Let's do it. Alright. Let's do it. Alright. So this week's score sheet, again, you can download this inside of Connect. I'm sure Tracy's gonna throw a link here in the chat in just a second. So, again, just like last week's, we're doing the the activities that are worth the higher points, two hundred points a piece, and you can do each of those activities once. And and that's things like mailing ten thank you cards out and then taking a picture of those stamped envelopes ready to go out and putting it on social media, Walking a neighborhood and distributing collateral, that can be any collateral we talk about. It can be open house collateral. It can be buyer power pack collateral. It can be seven home buyer strategy, active marketing plan, whichever collateral you want. The first time you walk a neighborhood with it and take a picture and put it on social, that's where the big points, leaving collateral to local business, on a counter, a bulletin board, etcetera, whatever it is. We have a lot of people that seem to struggle with that one. They're like, I don't know I don't know what that really means, so we're gonna have examples. Like, again, this could be like you're in a doctor's office and you leave one of your active marketing plans on, like, the coffee table. It can be you're at a Starbucks, and they've got those bulletin boards, and you throw a flyer for seven home buyer strategies up there. Whatever it is. So we want we want you to do that and show that, and that's worth the two hundred points. Displaying the marketing system at an open house, showing an info guide to a prospective seller. Info guides is what we call the magazines, you know, the active marketing plan, the nine critical questions, which we're gonna get into here in just a minute. Giving a presentation using the buyer power pack. So, again, at noon today, Barry Jenkins is gonna be talking through that. Giving that presentation, showing the buyer power pack, the checklist, the home buyer workbook, the seven home buyer strategies, those little flyers, everything we've put together for you inside of that that buyer power pack, giving that demonstration to a prospective buyer, and then, sharing the the overall marketing system. Any of these pieces of collateral on social media. Those are worth the big two hundred points. You can do those one at a time. And then we get into the massive action, which is every piece of collateral you mail out, every door hanger you put out, every time you hand a piece of collateral to a person at an event, giving an active marketing plan or a home buyer workbook info guide to someone. And one of those big ones, number ten down there, handing the guide directly to a seller while out door knocking. So not just leaving it on their door. If you leave it on their door, it's worth five points. If you can actually put it in that that homeowner's hands, it's ten points. So you can do those as many as you can. Do it a hundred times. Do it two hundred times. The more activity you take, the more results you're gonna see. That's this week's score sheets, and then share your story. So then you have the ability to, share your story with us as a part of our LPT share your story campaign for the hundred and fifty points, and we're gonna be collecting all of those score sheets a week from Friday. And we'll get more details out about how to submit those in. But that's this week's challenges. And then taking this class and the noon class and the three o'clock class and tomorrow morning's eleven class will get you all geared up. And then from there, we have our experts coming in, to help you win. Alright. Fantastic. With that, let's get into why, why we have this collateral marketing system, why we have door hangers that are offering people magazines and info guides and kind of the marketing psychology behind this. And so to take a quick step back, you know, this this type of marketing really revolves around this concept of of a lead magnet. And the idea of a lead magnet is that when you're trying to get someone to enter your database or to first engage with you, you need to give them a lower commitment in order to engage with you. Right? And so, like, if if your messaging is always like, hey. When you're ready to sell, call me. Well, they may not be ready to sell for two years. We want them to call us today because we wanna get them into our world. We wanna be able to start nurturing them, building a relationship with them. And so that's where this idea of the lead magnet comes into play. And so in real estate, there are some natural lead magnets. Right? Like, searching homes online has become probably the most prolific lead magnet ever. This is what Zillow and Holmes and a lot of the IDX websites use. It's saying, hey. You want access to search homes. Give me your contact information. That's the lead magnet. I draw you in with the searching of homes. You give me your contact information, and then I can market to you, and that's this lead magnet concept. Now the problem with that one in particular has become a lot of people that really have no interest in actually buying or selling real estate just like to look at homes online. Yep. You know? And so you see a lot of these leads come in. I mean, if you look at, like, Zillow's traffic, like, every every US citizen visits Zillow, like, once a month. Well, we know that only, whatever, maybe four million people are gonna sell a home this year. So you get to this this world where as a lead magnet, it's not as good of a a powerful one as it used to be because people just like to look at homes like it's a hobby. Mhmm. Just like people like to scroll through Instagram and Facebook, people like to go scroll IDX websites and Zillow and homes dot com and look at houses, and it doesn't necessarily mean that they wanna buy or sell. Right? There's not a buying signal there. And so then the other lead magnets that we see being really successful are are just listed and just sold cards. This is an example of a lead magnet. Right? Hey. This home is for sale in your neighborhood. If you wanna know the details about it, you need to text me. You need to reach out to me. You're gonna create this information sharing relationship with me in return for what's the price of that home. Now what we know is the people that engage there are a little more interested. Right? Like, someone who's getting a postcard or seeing a door hanger for a home listed for sale in their neighborhood, they're not just engaging in home scrolling online, like they're taking a little bit more of a step. And so to me, that's a little bit better of a lead magnet. Cash offers are another great lead magnet. Right? It's a little further down the funnel. Chances are they're not gonna respond to the cash offer lead magnet until they get closer to actually being able to do something. And so what we wanted to build was, let's build some really early funnel lead magnets. Right? People that are in the information gathering stage. They're not ready for a cash offer yet. They're not ready to start looking at houses yet. They're probably already searching homes online because everyone in America is searching homes online. So how do we offer information that is useful to someone who is maybe thinking about buying or selling a year or two from now so that we can start building that relationship? And this is one of the beautiful things is when we're offline marketing, we wanna try to get that relationship going as soon as possible so that we can do our pop buys, and we can stay in touch, and we can build that relationship that's local, that's in our neighborhood, that's in a community we're farming and selling homes and then doing business in, where online, it's kind of the opposite. You almost want your online leads to be further down the funnel because it can be too overwhelming. You get people from all over the country that are registering on your website. Half of them are probably not gonna move to your actual city. They may move somewhere else. And so there's this this waste factor almost online where if people are too early in the informational phase, they're not ready to talk to an agent yet, and so you can spin your wheels and spend a lot of time on it. I think what what a lot of the systems have gotten better about is driving those down. Like, Zillow and Realtor dot com have gotten much better about not really giving the lead to an agent until they know that city is more locked in. Like, you may have someone who registered on Zillow to just look at homes two years ago, and then Zillow doesn't actually make that into a lead until now when they're actually ready to start looking at homes. So there's strategies people are using online to try to make the leads a little more committed at least to an area before they connect them with an agent where we wanted to build something that's like, hey. They're they're in your local geographic area. If they're gonna list their home, it's the home right there. They're not gonna you know, most likely maybe they have a second home somewhere else, but it's most likely the home right there. And so we wanna build a relationship with them as early as possible. And so this is where our info guides, our magazines, our active our our collateral marketing system really came from psychologically. So the idea is the active marketing plan. Right? The marketing that someone should do to help you sell your home for the most money, the nine critical questions to ask an agent before you list your home for sale, the seven home buyer strategies to get the best payment when rates are high, and the home buyer workbook. Like, we built all of these info guide pieces of collateral so that you can start to build those relationships early on. But then we had to go one step further and say, okay. Well, that's great. We gave you these magazines. We gave you these info guides. That's the lead magnet part, but now we need to give you a way to advertise those. Because, again, advertising them in person in the local area is more powerful than advertising them online because we know the people you know where the house is. Like, hey. I know what neighborhood you're in. I know I door knocked this neighborhood I got there with you. Or I put the flyers out at local businesses near that neighborhood. I'm reaching people in the real world. And so then we created the the the funnel, the the door hangers, the preview guides, the flyers to all help you gather interest and promote the existence of your info guide to create this collateral marketing system, which is get someone interested, tease them with the access to the knowledge, then provide the knowledge in person preferably so that you can have that magazine sitting on their coffee table, sitting on their dining room table. If you've been in their house to present or to hand that to them early, your chances of being the agent they hire six months from now, a year from now are so much higher. And so that's what we're gonna talk about today is how those different pieces fit together. Alright. Awesome. Looking forward to that. Yeah. You know, it it's always so interesting because if you don't understand how much effort you need to put into one of those categories, you've you talk about it as a funnel. Like, hey. The top of the funnel, the the person who's furthest away from actions, the person at the bottom of the funnel is the one who's closest to doing a transaction. Right? And so if you put all your energy at the top of the funnel thinking that you're about to get some bottom of the funnel, you know, response, you're you're it's not gonna work out. And so understanding what's happening at each level allows you to engage and put the appropriate amount of time into each one of those things to have a full well rounded business. I can't tell you how many times I've seen someone go big on a budget on top of the funnel stuff, and then they don't have enough, you know, kinda cash to make it all the way through until they'll start to convert. Or the opposite, they put too much money into the bottom of the funnel, and then they can't service it all and, you know, and that starts to suffer. And so I think it's really important to understand the full funnel and then have a, you know, organized approach to kind of attack each layer. So I'm excited to jump in. Yeah. The interesting thing there, Matt, is that that if if if they're too far on the funnel, you don't have time to build the relationship. Correct. You know, like, you've already missed it. They've probably already decided the agent they wanna do business with. And, again, this is where the online and offline dynamics are different. A lot of your online leads are moving from somewhere else, so they don't have an agent already. Right? Like, they if I'm moving from New York to Orlando, I most likely don't know an Orlando agent. And so being lower down the funnel, you have time to earn that relationship and build it where someone who's selling a home, you're competing with the agent who helped them buy the home originally. You're competing with the agents who farmed that neighborhood. You're competing with the agent who maybe just listed the neighbor's house. And so you need more time to build the relationship, establish yourself as the expert, show up like no one else. Right? Show up with power packs, show up with marketing, show up with guides, show up with information, build that credibility, and that's really how we thought of building out this system. And so, again, kind of talking about it at the core, and we've got some slides here we'll run through, but first I just wanna kinda show some of the pieces. So the idea is, like, this is our big jumbo door hanger. Right? And so we originally made these jumbo door hangers to promote listings, but then we wanna take it one step further. So now what this jumbo door hanger is doing is it's promoting the nine critical questions info guide. And so you're basically telling potential sellers, like, hey. I have this great piece of of I have this great knowledge. Right? I have this document. I have this nine critical questions you should ask an agent before you sell your home, and I'll give it to you for free. Just call me and tell me you want a copy of it, and that's really the purpose of this door hanger. And so if you go out and put out hundreds of door hangers, right, when you get the response, and again, this is not like, oh, I put out a hundred door hangers, I should sell ten houses right there. That's not how this works. The more you put it out, the more consistent you are, the closer people get to the the time they wanna take action, then they will reach out and say, okay, I'm ready for that nine critical questions guide. And now the idea is you wanna go deliver that in person, right, or mail it to them with a handwritten note. The more personal you can make that exchange, the better. And so the other thing you'll see happen is, like, this door hanger may land in their drawer where they put things. It may get magnet up on their refrigerator. Like, if they're like, hey, I'm not really ready to get the guide yet, but when we go to sell six months from now, I want this guide. And so they put this somewhere where they can remember it. And it's it's, again, it's tangible, it's printed, and so what you'll see happen is you may have put these door hangers out six months ago, and all of a sudden someone calls and says, hey, can I get that guide? And And, again, it's because of the stickiness of print. And so the activities we take, the more we empty the box, the more we win. Right? The more we get this stuff out there. And so the way we design this is, like, the door hanger, and then you've got these, like, one of seven. Right? So we have seven home buyer strategies. This little two page guide gives you one of the seven. So it's the teaser. Right? It's like, hey. Maybe maybe you've got a house you really wanna get. Maybe you've got a FSBO. You've got an expired. If they're selling one, they gotta most likely go buy a new one. And so, again, even though we're trying to get their listing, going in with buyer collateral is important too because, again, most people are selling. They're also buying. And so you may wanna go up a notch and say, alright. Well, first, I put the nine critical questions door hanger out, and next week, I'm going back, and I'm gonna I'm gonna leave a seven homebuyer strategy teaser at their house. Right? This is this is one strategy one of seven. Let me get them hooked with one of the seven strategies, and again, then a picture of the full magazine, and then I'll ultimately come behind it with the full seven homebuyer strategies magazine. And if I can get this into their hands, I'm moving them down a journey with me. I'm increasing their credibility. I'm building a relationship. We've had multiple touches along the way. And, again, this system only exists at LPT. Like, nobody else has anything like this where they're literally using door hangers and flyers to drive engagement to these info guides. This is a very powerful system we built here. Now look, on the flip side, I get it. Like, this stuff isn't cheap. Like, it it is way cheaper than it should be, but it's still not cheap. Like, high quality print is is is affordable as we make it for our agents, it's still not pennies for clicks. Right? Like, oh, well, I can reach a thousand people online for a dollar. Like, here I have to go put out these door hangers, which, again, they're huge. They got a cost to them. I got magazines. I've got these bifolds. And part of the reason why we do the multi step process is, yeah, putting out a hundred of these, way too expensive. Yep. Right? But, no, we can put out a hundred of these and then hopefully that turns into some of these and then we turn that into these and we're moving people through the funnel and building credibility with, again, high quality print collateral. So that's the idea of the system. Right? And at the end of the day, how you distribute it is really about your own creativity. We give lots of great creative ways to do that, but I wanna go back and do a deep dive into the reasons why this type of marketing system, why this collateral marketing system that we built at LPT, this idea of offer the information, tease the information, deliver the information is, I think, the best way to drive listings and buyers out of your local communities and farms. So with that, Dave, we're gonna go to the deck. Alright. So number one, this lead magnet canvassing with LPT's prospecting packs, the first thing it does is it lowers the commitment for prospects. Right? Again, going out and saying, like, hey. Let me give you a listing presentation. Well, that feels very committed. You know? Even, like, getting a cash offer. Well, we don't know if we're ready to sell yet. I don't I don't wanna get a cash offer. And then my spouse is like, what do you mean you're selling the house? Like, we're just not there yet. And so the idea of, like, getting one of these guides, like, hey, honey. I got this guide. It's seven strategies to get a low payment when rates are high. Like, or, hey. I got these nine critical questions we should ask an agent before we sell our house. Oh, are we selling the house? Well, I don't know yet, but I'd like to know what the nine critical questions are. Right? You're driving through a lower level of commitment so that you can get more people to respond and get more people to respond earlier. And, again, the goal here is consistency. Like, you're not gonna put out one door hanger and think you're gonna instantly get a bunch of phone calls. Like, it's consistency over and over again. Like, hey. Isn't this the same agent that had the nine critical questions? Now they're offering us something called a seven home buyer strategies. Now they're offering us an active marketing plan. The more different looks you put out, the more different door hangers, the more flyers, they've seen your door hanger, and now they're at the local Starbucks and they see the flyer for one of these items tacked up on the cork board. Like, hey, that's that agent that left the stuff at our house. Like, this is how you build a strategy to win. But the idea there is the lower commitment for prospects. That's it. Like, a lot of the call to actions that we see used in real estate are very high commitment. Right? Like, call me for a home valuation. Call me for a cash offer. Call and that has its place. Don't get me wrong. But we wanted to create this lower commitment to try to get people to raise their hand a little earlier so we can get those local folks in our funnel sooner and really nurture and build that local relationship. Next slide. Alright. Again, get you in early. So this kinda goes in the same thread there. The lower commitment can then get you in earlier. And, again, what's the benefit of being in earlier? The benefit of being in earlier is more time to nurture. You get in front of the other agent in the area. You get in front of some other agent who may show up with a cash offer three months from now, but if you're already having conversations, you've given a presentation, you've been in the living room to demonstrate the the full, listing power pack. Right? Like, all these actions are taking place. And so what we know is if we can get a seller, a potential seller, to engage with you earlier and then you continue to follow-up and continue to build the relationship, your chance of winning that listing just gets higher and higher and higher because, you know, there's this this threshold of, like, credibility and familiarity and comfortability with someone. And then once we cross that threshold, we hire them. And so by getting you engaged earlier, we are moving you up that channel. Alright? Next slide. The next one is, again, position you as the expert. So we're getting a lower commitment to get you in earlier. And now that you're in earlier, we are here to position you as the expert. Right? Your face is on this high quality printed collateral. A lot of agents have digital ads. A lot of agents are sending out email blasts. How many agents are showing up at consumers' doors with their face on high quality printed collateral? This positions you differently. Psychologically, who's on the cover of magazines, who's winning at a high level, who has the budget to go have a a piece like this prepared, and then a graphic designer to put their face on it to go win. Like, all these are small social cues that are positioning you with that seller to position you as the expert. Because, again, the long more time you spend together, the more comfortable, the more familiar you get, the higher your credibility, the more your positioning is as that right expert to help them sell or buy the largest asset of their life. This is how you win, and this is how you win without having to recompete with other agents at the last minute. That's right. Alright? Next one, highlighting the active marketing plan. So now we're getting into kinda some of the actual, pieces that we have. So to me, the active marketing plan is like that ultimate landing spot. So usually, like, in my world, you would think like, hey. Either right before my listing presentation, I'm gonna send in the active marketing plan, which is the thirty page magazine that explains all the marketing you're gonna do for them with the LPT systems as their agent. To me, that's, like, right before the listing presentation or leave it behind as you do listing presentation. Like, hey. Everything I just walked you through was I did this box presentation, this box demonstration. A lot to remember. So here, let me give you this high quality printed magazine. We're building toward that as we move through. And then to me, the home buyer strategies, the nine critical questions, the active marketing plan shorts, like, all these other magazines and pieces of collateral we've built are moving you toward that that promised land, which is getting that active marketing plan in their hands to then become their listing agent. That's right. Alright? Alright. Next step, increasing lead generation. So all these things work together to get more people to respond. Right? We're touching people in different ways. We're, hey. I saw the flyer. I got the door hanger. I got the short flyer. I got the two page flyer. Then I got the nine critical questions. All these things are are built to increase that lead generation because we wanna give people more ways and more reasons to respond. So if week one I go out with the nine critical questions, and maybe they're not gonna sell that home, they're gonna rent it out. Well, they may not call me for that. The next week I go out with the seven home buyer strategies door hanger. Well, they are gonna buy a new home when they move. I'm now talking to them. And then all of it compounding together. At some point, it's like, oh, wait a minute. This agent clearly has all kind of resources for me. I should get them all. Like, I just need to call Robert and have him come by. I want it all. I want the seven home buyer strategies, the nine critical questions, the active marketing plan, the home buyer workbook. I wanna educate myself. I wanna be in the best best position possible to sell my home and buy my home, and this agent has been showing me month after month that they have the info and the education and the credibility and everything I need. And so compounded, that increases the lead generation from, again, your local communities, your local markets. This is a different style of lead generation than what you're gonna do through lofty or what you're gonna do through Facebook ads or whatever else. This is getting into your local communities, the communities you have listings in, the communities you're holding open houses in. Right? Think about how these things fit together. I'm holding an open house. Alright. Well, let me let me put out my open house collateral, but let me put out some of these collateral marketing offers too. Let me offer my info guides. Let me offer my seven home buyer strategies, and they can pop by the open house and pick one up while they're there. All of this stuff fits together to increase that lead generation. Right? And then more importantly, on the next slide, it's consumers raising their hand. Right? That's really what the goal of all this is. We want consumers to raise their hand and say, hey. I'm not quite ready for a cash offer. I'm not quite ready to get in the car with you and go look at houses. I'm not ready for a listing presentation, but I'm gonna raise my hand and tell you that I am thinking about that in the near future enough that I want to get a copy of your educational material. I want to educate myself. I wanna understand how you can fit into this process. And so, again, it's about the consumer raising their hand because that raising their hand is really when they enter your funnel. Right? So we talked about this idea of getting them in your funnel earlier, getting the funnel higher up, getting more people in your funnel, and all of that happens when we get the consumer to raise their hand, and now you know to target them differently. Right? If you put out a hundred door hangers and someone raises their hand, well, now that's who you may go back out with with a higher frequency or a higher cadence. You may try to schedule an appointment with them to demonstrate the full power pack. You're gonna, you know, invite them to your next open house in the neighborhood because they've raised their hand. All of that power starts when we get the consumer to raise their hand. That's right. And then all of this together will lead to a higher ultimate conversion rate. Right? And so, again, as we think about the funnel, we have people raising their hands. They're entering the funnel. But then we also know that for a lot of cases, our industry doesn't really have a lead problem. We have a lead conversion problem. Right? We're not getting people to actually convert with us in the end. Right? They they looked at our ads. They opened our email blast. They've been searching homes on our website for however long, and we can see all the activity. But then when it actually comes time to transact, they're maybe hiring someone else. They're going a different direction. All of this system is built to make sure that you have the best chance of conversion because all the things we just talked about. Right? We're positioning you. We're giving you time to establish credibility. We're giving them the high quality information they need. We're building that relationship. The goal then being when it comes time to actually transact, that you have the highest conversion rate possible. And this is how this system was built. This is turnkey done for you. You buy a couple of boxes, you order the prospecting box, you order the magazines, which is the deliverable to come behind it, and everything I just described for you is ready to go. You upload your photo. We make the three d images of all the magazines. We've created all the content for you. You pick the colors. We slap your face on it. You go out into the world, and you have this turnkey system ready to go to maximize the exposure, the hand raising, the timing, and ultimately the conversion of helping people buy and sell real estate. Awesome, man. Awesome. What what a what a great way to break it down. You know, I wanna I wanna just think about this for a second. Think about if you if you successfully do this, you get your first listing and you sell that listing, you do your open house, you send out your just sold postcards. Just imagine what the neighbors see. If they were part of it, they got they got the door knock, you know, they got the the flyer. They weren't interested quite yet, but maybe they're further up the funnel, but they watched your performance all the way through and then that household. You are gonna be so positioned to help that consumer, and you don't even know that it's happening. And so you have to do these things understanding that the system will continue to bring you more leads and they will continue to have people raise their hands. It just doesn't happen all at one time. But I know that, you know, as I would watch this, if I saw that happen, I got this and I watched that house go on the market, then an open house and then, you know, that's gonna be stamped in my mind. And I'm gonna wanna do business with that particular person. If you put you really put yourself in the position of the consumer, it would almost everyone would say absolutely yes. That that's the person I'm gonna go with. So, excited to give our agents the opportunity to be able to, you know, deploy this one inside of their own spheres and their their networks. Yeah. And I think I think like with everything, you know, we talked about this a lot on the opening ceremonies here. The biggest mistake that we all make as marketers, the reason we have a high failure rate in this industry is people give up too soon. They quit too soon. Well, hey. I put out a hundred door hangers, and nobody called and asked for the copy of my active marketing plan yet. Like, this stuff doesn't work. Right. Well, then guess what happens? Like, six months later, somebody calls you, and you're like, oh, man. It did work. Well, what were you doing in the middle? Right? If you would continue to feed it, if you continue to push into it. And so, again, it's it's this commitment and belief, and this is where we all come into supporting each other. I'll tell you one of the well, not really a problem. One of the issues we faced in the early days of listing power tools is this stuff was so powerful and it worked so well, agents didn't want to tell each other about it. Like nobody wanted to tell, like, nobody wanted to tell the other agent, like, how they were beating them. Like, you know, we had a funny experience. We sat down with an agent who you had taken a lot of market share from, and and she's like, that's how you were beating me back in the day. And so what I love about the brokerage now, because we're this family, because we're united, because we're all shareholders, we're all winning together, we see much more of a willingness to share those wins and share those successes because that's what everybody needs to hear. Because it is too easy to listen to the naysayers. It's too easy to give up. It's too easy to not do the hard work. Because again, yeah, putting out one box, one hundred door hangers is not going to get you a listing next month. Like, do not set that expectation. Now somebody will get lucky and get that. Right? Someone inherently will get lucky, and then I think one of the mistakes that a lot of companies make is they then take that example and they run wild. Like, oh my god, like John put out one door hanger and got a two million dollar listing, and the system is so amazing. Well, now you're setting these false expectations, which is literally creating more failure because we know the chances of that happening are slim. It took Correct. It took a thousand people putting out door hangers and doing the activities for that one person to get lucky and land the early deal. I'm gonna tell you exact opposite. Do not expect a result early on. Right? And and the results we wanna share is not, oh, look, John just got a little lucky too many in our listing. It's, hey, conversations were happening. Right? Someone answered the door and you had a conversation. Someone did reach out after three hundred door hangers. I finally got that person who requested my nine critical questions, and I went to their house and we had an amazing conversation around it, and I'm probably gonna list their home six months from now. Those are the real success stories, and really that's something I'm focused on is not setting these false expectations. I wanna do the opposite. I wanna tell you, it's gonna suck for the next six months. Like, this is not a magic bullet. This is not a, hey, tomorrow, We are doing this marathon together. We are in this with you. We are pushing through every day because I know how hard it is. I know how hard it is to continue to do this when you don't see the instant results, and we are not in an instant result business. Right. Anyone who tells you you are is full of it. Like, this business takes time. You have to earn that trust, earn that credibility, show up week after week after week with a new piece of collateral, a new door hanger, a new effort, a new open house, a new opportunity, then one day, magically, six months, nine months from now, that seller will be like, of course I was gonna hire you. You're everywhere. Right. You've been everywhere. Like, you go on a listing appointment, they're like, no, no, we're we're sold on you. We were sold on you six months ago. You just didn't know it. Right. And I know this because I lived it. It's how I built my business using TV and radio, and we've talked about all the times I almost gave up along the way and had to talk myself off the ledge, had to talk other people off the ledge. There is no instant get rich quick in this business. Like, it takes time. You have to nurture. You have to show up. You have to do the work. And then, yes, the rewards are massive when you come out the other side of it. When you get that that cycle built, right, when you're six months in, nine months in, and you've been doing the work every single week, and you've been showing up in that neighborhood once a month, and you've offered them all this different collateral over and over and over again. And now the people from nine months ago are reaching out. And that fuels you to keep going forward, and now they're seeing you at open houses and seeing your signs in the yards for listings. And now the snowball begins, and one day you wake up and it feels instant because you're back in that same neighborhood, but it's from the efforts you did six months ago, nine months ago, and that's the piece we all have to stay so focused on. That's right, man. Well, we are just about at time, but I appreciate you kind of walking us through that. And to your point, I remember when you were breaking into new markets and you even though you are the architect and you preach this all the time about the cycle of how long it takes, even you have felt what that burden is like and having to continue to put that effort without necessarily getting something back quite yet. So appreciate your guidance there. Alright. So we are just about at time. We've got a full week of more information to kinda digest. We've got another class happening here at twelve o'clock. What are some final words as we we think about everything that you just kinda gave us? What should we, you know, be thinking about for walking away to this week and and the next class? Yeah. So we'll be right back with you at noon on a new link to intro Barry Jenkins. He's gonna be going deep into the buyer power pack, which I'm I'm really excited about. I purposely did not wanna see his presentation advance. Like, I wanna experience it with everyone because, again, like, we built this thing, and now someone from the outside As a good person. Yeah. Is gonna is gonna basically explain it back, and I'm really excited to see that. So you don't wanna miss that noon with Barry Jenkins, phenomenal guy, phenomenal speaker, ton of experience around buyer lead conversion, buyer lead generation, and how that buyer power pack we have here at LPT fits into those processes. Then we'll be back with you at three o'clock today to go through the open house power pack and talk about all the different ways you can generate more traffic, more activity in your open houses, and then the rest of the week is on fire. So get those score sheets, get ready, go take a quick break, grab a glass of water, return a couple of emails, and we'll see you back here in about five minutes on the next link for noon with Barry Jenkins as we continue the Ascend Success marathon. Alright. Great job, brother. Yeah. The the Barry Jenkins class will be played in this room if anybody wants to hang out. We'll probably dip out after he gets going, but they will be on these two TVs. I mean, I I figured, I got enough bread crumbs, so I wouldn't have pitched him. He went all in on, he's he understood the Yeah.