Summary

When you go out of your way to help people (without expecting anything in return), you get unexpected results.

One of my top coaching members, Jose Contreras, had a client ask for his help in buying 10 hangars at the nearest airport.

Even though it was late at night… Jose went ahead and got to work. He found an aviation broker that could help. In spite of some contingencies, Jose did his best to work it out. He didn’t mind that he wasn’t going to get any commission out of this. All that mattered to him was helping his client get what he wanted. 

In the end, their offer on the hangars was not accepted. But, because the client saw Jose’s sincerity and willingness to help (and greatly appreciated that), he offered Jose a 50% share in a corporation that he was going to set up.

Full Transcript

Speaker 1:

He just hadn’t expired who was hurt and angry, and he took his frustration out on you.

Mr. Seller, I love you. Go fuck yourself.

And then call the next one.

Why? What happens? What happens if you don’t fucking quit? What happens if you keep taking action, and keep taking action, and keep taking action? Honey, come here. Grab the cash box. Come up here for a second. Just stay right there. Let’s see where I am.

Alright, do you remember which one it was? Was it this-

Julia:

The last one.

Speaker 1:

This one right here?

Julia:

Probably. No, that’s-

Speaker 1:

Oh, that’s me talking to you. Nevermind.

Julia:

The other conversation we had.

Speaker 1:

Oh. Yep, yep, yep. Sorry.

Julia:

This says 500.

Speaker 1:

Yep. Hang on, we got to find it here. There you are. There it is.

Okay, is it this one?

Julia:

Yeah. I just wanted to… 

-this week, but unfortunately it’s a sad-

Speaker 1:

Okay,

Julia:

-swinging, so I’ve been talking to-

Speaker 1:

I want you guys to listen to this. This is a message that Julia sent me last…

Julia:

Last week.

Speaker 1:

Last week. She sent me this last week. This was a message she sent me. Okay. You’ve been calling Expireds for how long?

Julia:

Since I started your coaching, one year.

Speaker 1:

Here we go. So she’s had some success, but not like glowing success. She didn’t take 40 listings with Expireds, but she’s gone through the shit. Have you ever had a moment like Ashley?

Julia:

Oh, many times.

Speaker 1:

Many times. Like, “oh, is this worth it?” I don’t know. I don’t know if I can handle this. I want you to listen to this message. Okay. I’m going to put this up here so you guys can hear it. Hopefully you guys can hear it here as well.

Julia:

This expired for one year. I started last January.

Speaker 1:

Hang on.

Julia:

-With this last.

Hi, coach. How’s it going? It’s Julia Rogel. I just wanted to share a win this week, but unfortunately it’s a sad win. So I’ve been talking to this Expired for one year. I started last January with this lady. She tried selling her house, didn’t work, in La Habra, and when I called her, she was sick with Covid. So I kept having conversations with her every month, and she told me since day one that they didn’t want to sell now. But I kept the relationship growing and every month or every two months, I will call her and ask how she was doing. And we did this for one year. So she was getting worse after Covid and November. Last time I talked to her, she told me that she would have lung transmission surgery, so I wish her the best, and I told her that I will follow up with her.

So I tried following up with her for weeks and all December and nothing happened. And again, nothing happened. So the other day I called again and somebody answered, it’s a lady, and she didn’t recognize my voice. So I’m like, “Miss Lilia, it’s Julia,” and she’s like “Wrong number.” And two hours after I received a call from the same number, and it was a lady crying, and she’s like, “You’re Julia, right?” And I’m like, “Yeah.” “And you’re the realtor, right?” And I’m like, “Yeah, is this Miss Lilia?” And she’s like, “No, unfortunately, I’m her twin sister. She passed away during surgery, but I’m returning the call because you are on the will on the trust. And she left your name saying that if her house is going to be sold one day, you have to be the agent.”

So they reach out to me, letting me know that, and it was a big win because I realized that I had won her trust, but it was very sad because I lost my client, my friend. Also I didn’t get to meet her in person. It was everything by phone, by video, me sending videos. So I just wanted to share this sad win, and hopefully if you want to share with somebody what happened, they can-

Speaker 4:

Wow. Wow. That’s crazy.

Speaker 1:

So one expired says, “I’m going to report you to the ERE,” and the other one puts you in their will.

Julia:

Yeah.

Speaker 1:

Never met face to face?

Julia:

Never.

Speaker 1:

So how’d that make you feel when you got that?

Julia:

Oh my gosh. Well, the first feeling, I was sad and crying with the twin sister. And then at the same time I felt honored. And I realize that I have a huge responsibility every time I make a connection with someone because you don’t know the impact that you are going to make on that person’s life.

So maybe we are chasing our dreams, but behind that, we are helping others chasing their dreams or their desires. So we are a big part of their lives, and I don’t think we realize that until something like this happens. We’re like, “Oh man, did I do that?” I didn’t even know. I was just following up with her just as a friend, as a person, not even a realtor. But sometimes she was at the doctor, sometimes she was putting the oxygen and she was just like, “Julia, I can’t even talk today, but I’ll talk to you soon.” And yeah, she didn’t make it, but it was a huge win in my career, I think.

Speaker 1:

So first, let’s give her a huge boom. Yes, masters 1, 2, 3.

1, 2, 3.

1, 2, 3.

Yes. So we talked a little bit yesterday, just a little bit about how low you got last year. Just out of money. And you were taking listings, she came to our breakthrough experience last year and she had been in coaching before we did the breakthrough experience. She came to the breakthrough experience, came out of that, in the next 30 days she took…

Julia:

Five.

Speaker 1:

Five Listings and she’s like, “Yes, look at this. I’m on.” And after that we’re like, “She’s got it made.” And then it was like she got them under escrow and then it kept falling out. It was after that big set of victories that you really got in your deepest place. Is that right?

Julia:

Yes. Yes. Because yeah, I was passing through escrows for months, and then some of them just fell through. It was like $90,000 went down the drain.

Speaker 1:

And so even when you have these breakthroughs and you have these moments after the breakthrough, after the massive victories, shit can still go south. And so what do you do? It’s temporary, my friends. It’s temporary defeat. Does it feel temporary in the moment?

Julia:

No. It’s freaking hard.

Speaker 1:

So tell us where you are today. Tell us what’s happening for you today and about your latest when that you were sharing with me.

Julia:

Well, after all this hard things that I passed through, I just kept prospecting. I trusted Kevin, I trusted the system, and just kept doing what I need to do every day. And I have deals coming up. Today we’re entering escrow in one. It was another win that I recently had because I’m representing the buyer. I never met the buyer. My friend referred her to me and I didn’t show the property directly to her. Her son called a realtor, like the listing realtor, and he went to see the property and now the realtor is telling me that he’s going to take away my commission. So I spoke to my broker and to my coach, and I’m like fuck that. It’s my client. I’ve been working with them for months in order to qualify them and all that. It was not my mistake that the realtor wanted to show the property, even though the son said, my mom is represented, but I just want to see the property.

So they’re claiming the procuring. So they’re going to do that. I don’t care. I don’t think they’re going to do it. I was so afraid. Fear, was bullying me. Like no, no, no, just let go the client. But they tried calling my client and say, oh, no license. We show the property, then we have to represent you. And my client say like, fuck that. I don’t know you. If it’s not Julia, then nobody else. And I never met this lady. I just been calling videos and things like that. So they gave up on her because she’s like, “No, Julia, I already told my son.” Because the son is like, “Mom, just go with the other ones. It’s okay.” And she’s like, “Hell no. It’s my money in the loan. I’ll be in the title. So if my realtor is not going to be Julia, then we’re not going to do this transaction.”

Speaker 1:

How do you create that kind of loyalty? Because you’ve been creating the kind of loyalty that makes somebody put you in their will, the kind of loyalty that will make a buyer say, “If that agent wants to think he’s going to take your commission, tell him to off.” How do you create that kind of loyalty? What do you think is the magic for you?

Julia:

I think the magic is I’m just me. I’m not faking it. I feel every word I say when I’m connecting with them, because I know I’m the best decision they can make. I know I can help them.

Speaker 1:

Hold on to that. “I’m the best decision they will ever make.” Okay, you’ll see that again later today. All right, keep going.

Julia:

So I believe in myself. So I think that shows, and I have cases where I didn’t believe in myself, and I fell too. Even with Expireds, where an expired on me and it was because I made one mistake and I learned. I told you about it, right?

Speaker 1:

Yeah. So the personal videos…

Julia:

Oh my gosh, the personal videos make a complete difference in your career. Yeah, that’s-

Speaker 1:

You mind sharing with them the text that you got today?

Julia:

Yeah, I got a text today.

Speaker 1:

So she got this text message today, and this is just the power of personal videos. So in the pre-training… For those of you who are not in the pre-training, what were you thinking? Or some of you got your chicken late. That’s cool. So a personal video, and we’ll talk about it more, and it’s in your manual exactly what to do and how to do it. Every time you have a quality conversation with anybody. An expired, for sale by owner, a personal circle, any new lead or referral, somebody made an open house event, you always send them a personal video directly from your cell phone to their cell phone. Just shoot the video and then text it. Okay? If you’re using an iPhone, you can shoot a minute or more video and text it to them. If you got an Android, go break it, and get an iPhone or keep it under 30 seconds.

Hey, they don’t work as well for that particular thing. Yes, Alex, Samsungs are awesome. I love Samsung, but… I know. So we have this ongoing little inside fight, but she does her personal videos all the time, does them religiously. A lot of you did in the pre-training. So great job on that. But I just want you to see the power of this. And this shows up over and over again. Jose’s going to come up and speak a minute. This guy, he taught me stuff about personal videos. Like this guy’s a master, man. He’s like a ninja video dude. I’m like fuck. Remember us going to the Spartan Race and you’re doing these personal videos and look at this, with the agent. We just got the offer accepted. Are you going to tell that story?

Speaker 4:

I’ll tell it.

Speaker 1:

I’ll talk to you. I want you to tell it. It’s a powerful story. Okay, so share with us this text.

Julia:

And before this text, I think we were on the call where I sent a video to the Expired that hung up on me and it was like…

Speaker 1:

Yeah, yeah. You guys remember that? Yeah.

Tell it again. Because a lot of people weren’t on that call.

Julia:

Before the call, I was prospecting that morning and an expired hang up on me totally super upset, like stop calling and hang up on me. I’m like, okay, I’m going to kill you with some kindness. So I send a simple personal video, “I understand you’re frustrated. I will be if I were you and just know that I’m here for you. If there’s anything I can do, just reach out.” And I send it. And he calls me back an hour after or less, just apologizing for the way he was. And we meet up, we ended up meeting up. I’m not going to lease the property yet. And I didn’t do the presentation, I didn’t. The other mistake. And he is the owner of four restaurants in Orange County. So I’ll be doing a video just promoting his restaurant and I’m trying to get the connection there. So that was just because of the personal video. He’s like, “You’re different.”

Speaker 1:

This will be a relationship. There’ll probably be a six figure relationship for her. So this is the power.