and so what happened is that we used to be an industry where was enough to get in front of people when they're ready to buy and sell that was called referral base World We Were The Gatekeepers when somebody finally wanted to buy wanted to sell they had to help themselves and had to go to an open house and had to tell their friends and they get referred because we were The Gatekeepers does that make sense you want Dad are you go where and then this thing came along and now we're an industry we have to get in front of people when they're ready to learn which is a completely different thing because their process is now 3 to 18 months so what's happening is this what you take a look for a second at this slide this is from Nara this is from real Trends reports and here's what they found five years ago when I was teaching business gross the number one source of business 69% of all transactions with what literally right in front of you guys you just got to look at the screen I see some of you guessing right now I'm not going to make eye contact with you but I saw you I saw that you just did okay it was referrals last year less than 44% of business was referrals by the way last year in California I don't care where you are from across the country across the world last year in California less than 14% of business with referrals why should that matter to you feel like we're not in California what do we care why is California matter to every single person in this room what happens in California that's where the software starts right after the zillow's of the world and it and that software gets used by who the consumers and so it doesn't matter if you're in Timbuktu whatever country State wherever you happen to be when that consumer Behavior starts changing it doesn't just change in that place it does what so here's what's going on though guys are to make you feel a little bit better last year 92 to 96% of all people looking to buy a house or sell a house started their search where you all knew it online and it here's the interesting thing 72% of all those people still work with the first person they had a conversation with this is interesting guys because we get the more experience generation that comes in and knows how to talk to people and they're good with the referrals and they're good but they have no idea how to do the tech in the social they just hire some young person to post occasionally when you get the young people who are awesome on Tech but don't know how to have a conversation and yet people are starting online but 72% of the time I working with the first person have a conversation with and because they're coming from that place and they're not just being referred now we say these leads suck and I'm going to tell you was that you haven't been properly trained how to actually convert somebody because they're on a 3 to 18-month process and so rather than learn the proper skills and actually become salespeople we say these leads suck at what I'm telling you across the industry in most cases for people who can't convert these leads it's not the leads that suck when's it going to get funny again you want it you want some good news guys in The Last 5 Years all of these people going online mobile all of this stuff last five years the number of people who use the real estate professional when buying or selling a house has gone up consecutively every single year for the Last 5 Years for sale by owners fizbo fastest and shortest business opportunities are at their lowest level in over 30 years but they're not working with the same people their process is changed cuz here's an interesting thing I'm confused because 92 to 96% or going online and yet the number of people using a real estate professional has gone up every year and yet in every other industry when that happens it's ruined that industry don't you guys remember the guy that started Zillow started Expedia other trying to put us out of business you guys remember that somebody still believe that what is the difference between every other industry and our industry don't tell me it's more complicated don't what is the difference the difference is that you can't add a house to a shopping cart I'll take a navy blue blazer I'll take some jeans and I'll take a 4 bedroom 2 bath Colonial and by the way can I connect that to my PayPal not the way our industry works there are three things that people will continue to do in person until the day I die you ready they will eat meals they will make babies and they will buy houses and that one of you is thinking about eating meals or buying houses right now consumer behavior is changed we now live in a world where if you're in here and guys only be very clear I love referrals referrals are awesome we trained referrals but you also need to look at what's happening in the pipeline process the problem is is that this thing right here changed everything and whereas before I had to wait until I was ready to buy and sell and I go tell someone they refer someone to me and you were amazing sales people cuz you convert it every single time on that referral What's Happening Now is it 8 months before they even tell their spouse they're thinking of buying or selling their jumping on this at 1 in the morning looking at Zillow looking at your website and talking to six different agents before they ever get to the point that they even have a chance of a referral is that not what's happening and then they finally go to an open house and then go use my friend and they go I'm already using Diane because she got to me when they were ready to learn not when they're ready to buy and sell she didn't create narratives that lead lead suck because the first time I talked to her she didn't sell her house next week they are acting the exact same way that you act in your consumer behavior and we are now a world will be more than ever need to understand that visibility visibility will always Trump ability being an option will always Trump being the best you have to be an option at the place that they're actually searching and the funny thing is is it 75% of all Sellers and 70% of all buyers the number one reason when they select an agent online which is that's how many of them selective agent online 75% of seller 70% buyers number one reason they went to the agent they did local market knowledge they actually like to work with someone with some experience but you're not even an option because you're still running your business like 90210 was I hit show at night same reaction guys visibility will always Trump ability how many of you know someone in your area right now he sells more houses than you and you just don't get it like every time it happens you're like weather people involves like what what is I mean if you know someone like that say I don't look at anybody right now okay don't look at anybody but I maybe know somebody like that so here's the thing that scares me more than anything you ready for this here's what scares me we are acting in our businesses as marketers differently than were behaving as consumers we are acting as marketers differently than we're behaving as consumers show of hands guys really quick how many of you would least once a day go on one of these platforms Elite I'm not saying you, you might be a Facebook stalker and Instagram stalker but how many of you would least once a day go on Facebook Instagram Snapchat YouTube or Twitter at least once a day let me see your hands keep your hands raised keep them up look around the room everybody look around the room okay keep your hands up how many of you in this room have a minimum average at least $500 a month on one of those platforms turn this off I said how many of you what just happened we are coming up with these narratives about these different things we don't want to do this not and yet we are in a business where all that matters is where people are it doesn't matter if you agree with it it doesn't matter if you like it it doesn't matter if you know you don't like the people are staring at their phones and doing these kinds of things all that matters is that 52% of all web traffic last year was social it was bigger than the rest of the internet like it should literally be called the internet and everything else should be called something else and in the meantime we're still creating narratives like I don't go on Facebook cuz I don't need to know that John had chicken for dinner all that matters is where people are guys why am I in a ballroom in Orlando right now cuz it was on our goal chart at the beginning of the year that the years not complete unless I'm in Orlando and that Ballroom it's because you're here and you're my target market and when it comes to this business which is a people business it doesn't matter your opinions of things all that matters is where is the attention visibility Trump's ability how do I get in front of them how do I make that happen now in order to do that you got to do two things and I'm going to go into more detail of these over the next coming days but number one what you got to do you got to embrace digital over old school marketing what is a between digital and a billboard free training at the end I'm going to give you all sorts of free stuff so stick with me on the principal right now okay but when it comes to digital here's what's so cool about digital you can take any message you want in the world right now put it in front of every single person in your area and you only pay when they engage you don't pay a dime if they don't engage if you put out a thing about your listing and they don't ask a question you don't pay if you put out a call to action on getting your home value and they don't engage you don't pay and yet you still got something you got branding is that different than old school when you went and got that billboard long-term contract thousands of dollars you never questioned the ROI because the first time you went to a party and someone said they saw you on the billboard you went worth it the second thing we have to do is Embrace video now I'm aware of how to lose a lot of eye contact right now and that you guys don't like video and why don't you like video cuz you don't like how you look and sound you guys ready for a little break through right now you guys ready ready ready ready for an Oprah moment K arms up everybody you guys ready ready everyone knows what you look and sound like hey guys I see you like highest definition there is so if you're avoiding video you damn well better be walking around here with a bag over your head and yet once so powerful about video guys look you said I'm not anti email and text but you send me an email and text all day right here's the difference that e-mail text has the exact same font of every email and text I've gotten today it's the same thing I've gotten three hundred other times and it's very easy for me to reject but when you get a lead in and you're at your kids soccer game and you don't have makeup on and you got your hat on you don't have your name badge on what you pick up your phone and use bom bom or something else and you go hey got your request didn't want you to think I forgot about you I'm at my kids and my grandkids ball game I'll get back to you later today you just became human and it is much more difficult to reject a person then it is to reject a font does that make sense everybody here guys are things different yeah are they more difficult yeah are we learning yeah do you screw up cuz the other day my wife went on Facebook and she saw this somebody's loved one passed away and she thought you know what let me go write something nice already here and she started typing and the gift so the gifs or whatever you call them pulled up and she never set one of her life and she went to delete them and it sent a gift and you know what GIF it sent it was a penguin going bye-bye bye-bye that's not a 94 year old woman ladies and gentlemen that's my wife still learning this new world she called me in a panic I was about how do I delete how do I delete this hey she's going to be the world's best diffuser by next week I promise you I promise promise you that guys last year record number of videos sold and Blockbuster went out of business last year record number of books sold and Amazon or or a Borders Books went out of business Toys R Us bankrupt what am I saying I'm saying Blockbuster should have started Netflix I'm saying that Borders books should have started Amazon I'm saying that people didn't stop purchasing these things but the way they did changed and people are not not using real estate people but the way they're finding them has changed and you getting romantic is the quickest way to work harder for a lesser result I guess I want for you guys I'm going to hang around here I'm going to give you guys some free training you guys want some free training on how to do some of this stuff up on your screen you're going to see you there if you send an email to yes at Jared James today.com not Jared James James today.com we're going to send you free training after this conference to go through how to do everything that I'm talking about I'm doing two sessions tomorrow or I'm going to talk about how to create predictable leads and how to actually convert them and then after this opening session here from 5 to 7 at your industry connect over in the Expo I'm going to give away 200 free books of my last book I'm going to sign up for you guys going to get him one hundred percent free okay I am looking for guys I hope we get a chance to connect you can go to connect with jared.com connect on Instagram all these places send me messages I'm looking forward to connecting with you guys over the coming days and helping you with your business thank you so much for having the guys thank you

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<h4><a href='http://incline.media/Praise-and-Worship-Music/Real-Estate-Digital-Content-Short/2978'>Real Estate Digital Content Short</a></h4><br /><span style='font-size: 10px;'>By <a href='http://incline.media/Praise-and-Worship-Music'>Praise and Worship Music</a> on <a href='http://incline.media'>Incline</a></span>

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