EP 21: 100 Calls Per Day for 100 Days: What Really Happens When You Commit?

In Episode 21 of The Buyer’s Box Podcast, Suneet Agarwal sits down with Andrew Burnett to break down what really happens when you commit to 100 calls a day for 100 days and how that level of discipline builds a predictable real estate pipeline, consistent closings, and long-term business growth. 

This episode goes beyond prospecting.

It reveals how successful real estate agents think about daily execution, lead generation, follow-up systems, and entrepreneurial discipline.

If you’ve ever felt like:

You’re working hard but not seeing consistent results…
 Your pipeline resets every month…
 You’re busy all day but not moving the needle…

This episode will shift your perspective.

Inside this episode, you’ll discover:

• Why consistency, not motivation, drives real estate success
 • The real conversion flow: calls → conversations → deals
 • How 10,000+ calls translate into real closings
 • Why most agents quit before momentum compounds
 • The importance of speed, follow-up, and structured lead systems
 • How discipline creates leverage in your business

You’ll also learn:

👉 Big results don’t come from one breakthrough moment
 👉 They come from repeated execution over time 

👥 WHO THIS EPISODE IS FOR

• Realtors struggling with inconsistent closings
 • Agents relying on motivation instead of systems
 • New agents building their pipeline
 • Team leaders developing accountability and structure

🎯 WHY THIS EPISODE MATTERS

In real estate, results are not random.

They are built through daily activity, discipline, and consistency.

When your actions become non-negotiable…

Your pipeline becomes predictable.

📥 FREE EBOOK (SYSTEM + BREAKDOWN)
Want the exact strategy behind consistent lead generation and conversion?

👉 Download it here: https://joinshft.com/free_ebookep21

Transcript

SPEAKER_00 0:11

What is up, everybody? Welcome to another episode of the Resigned Platform Podcast. I am your host today, Sunit Agarwal, and I'm joined by my buddy and uh Coastal Carolina team leader of the Secure Home Finder team, Mr. Andrew Burnett. Hey, what's up, guys? Thank you so much, Sunit, for having me on. Yeah, it's gonna be a good one. Um, so you've been an all kinds of entrepreneur, which you know I love, so I can't wait to talk more about that. And now you're building and training or growing real estate team and also doing a lot of cool stuff with investments and properties. Yep. Which which I appreciate that about you.

SPEAKER_02 0:56

Um, so all in on the real estate, man.

SPEAKER_00 1:00

I know you're a real real estate guy. I like it. Yes. Um, all right, let's get into it, buddy. So, what's going on?

SPEAKER_02 1:09

You know, just uh just living a good Friday, dialing some dials, falling up with some clients, got people in town.

SPEAKER_00 1:19

How many dials are you gonna make on this Friday, brother?

SPEAKER_02 1:22

Uh at least a hundred. We're on this hundred calls a day for a hundred days, and we're dialing at least a hundred dials. Are you calling on the weekend too? Dude, we were we were on our anniversary weekend trip last week in dialing.

SPEAKER_00 1:40

We we yeah, on the weekends too. Yeah, uh we tell the kids hang on, dad's gotta make us dials. Why did I agree to this? Yeah, especially on a Sunday. Yeah, a Super Bowl. Whose idea was this? Oh, it was mine, yeah.

SPEAKER_02 2:02

I should have said like focus on conversations, and don't get me wrong, we're having a lot of them, but like, who a hundred days straight is a lot. It's a lot.

SPEAKER_00 2:12

So, you know, for people listening, what kind of like data or what results, like how's that going?

SPEAKER_02 2:20

Uh you know, everybody's really busy right now writing offers, showing houses, going on appointments, building pipelines. Um last year we unintentionally did it, not exactly 100 days straight, but you know, did over 10,000 um sales calls deeds. And I train off that alone, I transacted 16 deals off of 10,000 calls.

SPEAKER_00 2:47

Off of 10,000 dials, yeah. Okay, 10,000 dollars to 10,000 different people or just 10,000 period. Just 10,000 period. Yeah, so from call from 10,000 calls to 16 deals. I mean, dude, I think that's great because how many people even answer the phone?

SPEAKER_02 3:04

No one.

SPEAKER_00 3:05

Right. So you may have made 10,000 dials, but how many people did he talk to? What was it, 1,500?

SPEAKER_02 3:12

Probably. Yeah, I I'm excited to share the data after this. We're tracking it a lot better this year. We have a VA going in with a spreadsheet, and um, I'm excited to share the after.

SPEAKER_00 3:24

Yeah, that'll be really good. Um, it'll be really interesting to see. So make sure, you know, I'll have to have you on again. So, hey, congratulations. You just got another slot, brother. Awesome, awesome. We'll we'll have to get you on when that's done. Um, good. Okay, good, good. Honestly, I thought I had it. Did you guys done already and why I had you on the damn podcast? No, just I'm just kidding.

SPEAKER_02 3:51

No, listen, I'm uh when that hundredth day comes, I'm taking the day off.

SPEAKER_00 3:56

Yeah, you you freaking better at least one. Um, so um, we had your wife on here the other day, and that was cool.

SPEAKER_02 4:05

Yep.

SPEAKER_00 4:06

Um, I think it's uh great that you guys are building this thing with each other and having fun during it, right?

SPEAKER_02 4:13

Yeah, you know, we found out really early on that we both just need to let each other do what each other does best.

SPEAKER_00 4:21

Yes.

SPEAKER_02 4:22

And step out of the way because I had the team when her and I got married, and uh initially when she would like give me a suggestion, it didn't come off as a suggestion, it came off as oh, you're doing it wrong. That's how I heard it, right?

SPEAKER_00 4:41

Because that's the ego thing for husbands, bro.

SPEAKER_02 4:43

100%, yeah, 100%. So um, I don't, you know, I don't know what ended up happening, but someone said to me um basically one day, like lit, you know, basically listen to what they're saying. You gotta hear what they're saying, not hear what you think they're saying.

SPEAKER_00 5:02

Totally.

SPEAKER_02 5:03

So, you know, kind of slowed down and you know, realized that she came from a a good place. Um I obviously don't know everything, so that was you know, no problem to admit that. So we've definitely grown a lot quicker together than just you know me trying out here to do it all on my own.

SPEAKER_00 5:21

And you know, Allie's a great business partner and oh yeah, and she puts in the work, she makes the dials too, right? She's doing the she's doing the hundred dials.

SPEAKER_02 5:31

She's in the office next to me making dials right now.

SPEAKER_00 5:34

Yeah, see, and because you guys, everybody listening, that's what it fucking takes. Yeah, is conversations. Could try to hide behind, I don't know, like doing a podcast or something, right? And we have a podcast, and we guys have a podcast.

SPEAKER_02 5:55

We had five recordings this week.

SPEAKER_00 5:58

Oh wow, that's uh sounds like you're trying to bulk. Yeah, that gets really hard. So when did you start the podcast?

SPEAKER_02 6:07

Uh I think January, maybe December. It was it was it was Allie's idea. She's like, let's do this podcast. And I'm like, Yeah, sure. Yeah, and then it evolved overnight, and then one day she goes, Um, we need people on the show, and I'm like, sure. So I I went on Facebook and I just scrolled through everyone I know that's in real estate, even people I don't know really well, and just shot them a direct message and I'm like, hey, would would you up on the show? And it was kind I said this to someone the other day, I said, having a podcast is really cool because we pay for coaching, right? And and and value it and all the other things, but like we've gotten people on the show that we would typically have to pay for, totally, totally to be around, and they're happy to do it. Yes, so it's been really neat to see it from that perspective.

SPEAKER_00 7:01

It's a good way to just meet people more to like learn more about people too, yeah, right? Like, um, I'm your coach, but we don't ever talk about this other shit because we have because we're focused on business, yeah, right? And maybe we see each other at an event for 30 minutes, yeah. Right, but on on the next event, we'll we'll get some lots of hangout time coming up in April, coming up in April, April 9th. Yeah, we're at John's Farm. No, at uh Robert's beach house.

SPEAKER_02 7:40

Ooh, all right.

SPEAKER_00 7:42

And he has a boat back there that we'll be using, so it's it's dope. Yeah. April 9th.

SPEAKER_02 7:47

Okay. Calendar.

SPEAKER_00 7:50

Yes. Uh, so let's talk about your entrepreneurial like history, because I'm a little bit of an entrepreneur too, and I like it, and I like talking about it, not just in real estate, although definitely there too. Uh what? So you did a lawn care business as a youth, huh? Youngster, young customer. I love it. Uh um but pizza franchise?

SPEAKER_02 8:17

Yeah, so um early on, lots of family members in a restaurant.

SPEAKER_00 8:23

So you live in Myrtle, and that's what people do there, right?

SPEAKER_02 8:27

Well, I'm not originally from here, man. I'm originally a Midwest guy. Um, my bad. Okay. Yep. Grew up an hour and a half outside of St. Louis, Missouri, and in in Illinois, southern Illinois, very far from Chicago. I've never been, by the way.

SPEAKER_00 8:42

Um everyone always says that.

SPEAKER_02 8:44

Oh, you ever go to Chicago? Yeah. Um and so grew up. Yeah. Yeah. Grew up in this diner. My family didn't own it by any means. They just ran it. And as as a young kid, I remember like washing dishes on a chair, you know, busting tables. And um, you know, it was a really, really small town. It was actually in Crossville, Illinois.

SPEAKER_00 9:07

Crossville.

SPEAKER_02 9:08

Crossville. And I mean, you drive by it on 64 and you blink and you're past it, right? So the diner shuts down, and a lot of my family go start working for Pizza Hut.

SPEAKER_01 9:20

Okay.

SPEAKER_02 9:21

And uh it was a franchise, it was owned by Rage Inc. during the time, and uh now since then been sold. But um, I started working at Pizza as a young guy at 15 years old, and um ended up getting into management. Um, and everyone always said, Oh, your family ran it, so you got management. Nah, they made me work like double as hard. I I wasn't able to be promoted by them, it was like by their upper management bosses that had to promote me. Um, it was usually a promotion with with no raise.

SPEAKER_00 9:54

Totally.

SPEAKER_02 9:55

Right? So I did that and uh ended up doing the pizza gig for a long time. Moved to Myrtle Beach initially to open a food truck. And uh I never opened the food truck because they zoned it out, and you know, I was young.

SPEAKER_01 10:10

Yeah.

SPEAKER_02 10:11

So I ran a pizza hut pizza hut here as a franchise, and uh, we were the top 10 store in the whole world by sales volume.

SPEAKER_00 10:21

What does that mean? That you did a bunch of upsales or what?

SPEAKER_02 10:23

Oh yeah, 100% upsold. Um never ran out of anything. Uh I had a staff of I had a staff of 80 in a pizza hut.

unknown 10:32

Damn, dude.

SPEAKER_02 10:34

Yeah, it was a full service, like sit-down, buffet bar, you know, the whole nine delivery. And uh I just learned really early on to hire a bunch of people like me and just train them to do it.

SPEAKER_01 10:46

Sure.

SPEAKER_02 10:47

Right? Maybe not me per se, but I just trained everyone that how to do my job, and then my job got really easy because I just had a bunch of other people doing it, right?

SPEAKER_00 10:56

Sure.

SPEAKER_02 10:57

And uh left out. Uh I ran KFCs for a while. I would it was the second um the the the franchisee owner um was trained by Colonel Sanders himself. Awesome, and their original agreement was on a handshake. The guy was super old. Um, and then I got into I I had met a friend who had been a business owner, had done lots of things, was from all over the world, and he just kept like planning like more entrepreneur in me. And I was like, Well, you know, I did that lawn care thing as a kid, but I was a young guy, I had kids, I was married, and it was like really difficult initially to like leave a salary, right?

SPEAKER_00 11:44

Totally.

SPEAKER_02 11:46

So I guess breaking into being an entrepreneur, like the first real thing entrepreneurial I did again, believe it or not, was Uber. So I became an Uber driver. I was I was at the time I was um I was a manager at a resort uh for the food and beverage department, and I started making more money driving Uber at night than I made in my salary. So I'm like, well, I sh you know, so I quit. I I ended up leaving doing that, and then like the next week, Uber lowered its prices. So I'm like scrambling around, what should I do? I tried selling timeshare. Are you familiar with Timeshare?

SPEAKER_00 12:33

I sure am, yes.

SPEAKER_02 12:34

I'm waiting for the next rest of that story because yeah, I wasn't a real I w I sold things, but like I wasn't a good liar. Yeah. So I sold really small packages, and that friend that I was telling you about, he he'd gotten into real estate, and he said, um, you know, hey, do you want to like book appointments, basically be an ISA, open a marketing company is kind of how he pitched it to me.

SPEAKER_01 13:03

Okay.

SPEAKER_02 13:04

I started doing that. I started circle prospecting with a Keller Williams, Gary Keller script, and just I would call you up and be like, hey, Sunit, do you want to sell your house?

SPEAKER_01 13:14

Sure.

SPEAKER_02 13:15

And you'd be like, Yeah, maybe. And I'd be like, Great. Well, I'm not the realtor, I'm gonna introduce you to the top-ranking realtor here in town. He's gonna come out and do a free home property evaluation for you. And if you want to sell, they'll have all the paperwork there to do it for you. And that was cool. Um, and one day as I was, you know, dialing, I was scrolling on Craigslist and I saw an ad for um marketing. And I said, Well, I kind of have a marketing company, so I began marketing at this point. I I'm uh for timeshare companies, and I would I would send people to the presentations. Uh add kiosk at the mall, add kiosk at piers, at water parks, at raceways, at all the tourist stuff. And I grew a team at one point of like 15 or 16 people to staff all these locations, everybody's 1099. And the friend that I I initially was, you know, getting these appointments for, he's like, hey man, you know, get your real estate license. Get your real estate license. And I'm like, oh, okay. So we're you know, we're here at the beach, we're pretty seasonal. I was sitting at one of my locations down on the boulevard on the ocean, and I just popped up my laptop and I started taking the classes.

SPEAKER_00 14:27

Ah right.

SPEAKER_02 14:29

So I got licensed, I I partnered with this team, and uh initially he's like, Well, you know, instead of me going on the appointments, now you're gonna go on the appointments.

SPEAKER_01 14:39

Sure.

SPEAKER_02 14:41

So I did that, and I realized pretty early on that I wasn't the best listing agent without training, of course, right? And I kind of gravitated towards buyers, you know, ended up getting some PPC leads and did that. And fast forward, you know, I was selling, you know, a good amount of money, you know. I I had the timeshare business, you know, booking tours, so going. At this point, probably only had like one or two employees. And I ended up leaving um that team, and I said, Well, I'm gonna start my own team. And I originally named it Burnett Investment Group, because I thought, well, I wanted to invest in real estate, and I'd work with investors, and I'd worked with investors in the past. Um grew team to like two or three, four agents at most at a time. One day I was scrolling on Facebook, and I I would this is so random, but I I wanted to get my teeth whitened.

SPEAKER_00 15:41

Funny, right?

SPEAKER_02 15:42

So I'm scrolling on Facebook and I see this teeth whitening event at a ho at a hotel in Surfside Beach as a Facebook ad. And I said, 80 bucks? Sure, I'm gonna show up. So I show up to this event, there's a line at the door. Okay, this guy whitened like 120 people that day. And I sat there for like 45 minutes and I'm like, Man, this guy's printing money. So this was a Sunday. I got my teeth whitened before and after was oh my gosh, for like three days. But uh I'm calling up on Monday and I was like, hey man, do you franchise this business? And you know, I I had my little real estate team go in. Um, I'd bought my first at the time planned to be an investment property here at the beach. I was remodeling it nights and weekends. He goes, Well, I don't franchise it, but I do this training class. So fast forward, I'm now a team leader, I'm investing in real estate, and I have this teeth whitening business.

SPEAKER_00 16:46

Wow.

SPEAKER_02 16:48

And this was like 20, I don't know, right after COVID, rates had just kind of started going high.

SPEAKER_01 16:53

Uh-huh.

SPEAKER_02 16:54

Um, fast forward, I met my my now wife Allie, and she didn't believe me. I was like, yeah, I own all these businesses. None of I mean, it sounded really cool, right?

SPEAKER_00 17:08

To say it usually only sounds cool, it just means that you're just hella unorganized.

SPEAKER_02 17:13

Yes, 100%. And she's like, you need to focus on one thing, and I'm like, I've heard that before, you know. So we we shut down the teeth whitening company, um, we sold the first rental, made pretty good money on it, um, and we really focused on growing a real estate team. And uh we partnered with Reside last June. Uh, when we partnered with you guys initially, we had five agents, um, and we went from five to twenty pretty quickly. Uh KFR, KFR, you know, the whole time. And right now we're hovering about 18 agents, counting her and myself. Uh, we don't have any extracurricular businesses besides real estate.

SPEAKER_00 18:00

Yeah, but I mean you do own how many investments?

SPEAKER_02 18:03

Uh 59 currently.

SPEAKER_00 18:05

Yes, 59. So, what's your um strategy and whole thoughts on buying investment properties?

SPEAKER_02 18:14

Yeah, so hey Andrew, 59's a lot. Yeah, thanks. That was in two years, by the way. We bought 41 last year. I found out yesterday. So here as you're getting ready to do your taxes. Oh my gosh, taxes I'm cry about. But uh yeah, so you know, here I always knew real estate was uh was lucrative, and you know, um, everyone like makes oh buy a couple rentals, and you know, you're just gonna be set for life, right? But when Allie and I got married, I I of course had the first property and she had a property, and we bought a larger home for our family that fit our whole family, and we initially sold mine, and we kept her property that had a really great rate on it.

SPEAKER_01 19:01

Sure.

SPEAKER_02 19:02

And we put a renter in there and we became landlords and we managed it, and I plunged toilets and into all the things. But we weck took the money from the first property and we decided that we were gonna buy um in Midwest markets, and how we started, and it we thought we were gonna do section eight and section eight only, because we heard some guru that section eight was great, right? So we would go on Zillow and Realtor.com and I would make a spreadsheet of just places that I could buy, you know, around $100,000 that seemed relatively rent ready. And I would make a list of you know five or six of them, and then I would call every property manager in town and I'd be like, hey, you know, my name's Andrew, I'm looking to invest in your market. Um, and we're gonna buy a lot. Um, I just need to make sure the numbers work. If I email this list over to you, could you tell me what the market rate rate is and tell me what section eight rent is? Found out really quickly no one wanted to manage section eight rentals.

SPEAKER_01 20:05

Sure.

SPEAKER_02 20:06

And um we ended up landing on a market in Indiana, and we we this was the crazy part.

SPEAKER_00 20:16

I initially 59 houses are in some town in Indiana, all 59. Well, that's at least centralized, right? Okay, yeah, but there was but it was a data process. Like, how many different cities did you look at?

SPEAKER_02 20:29

Dozens.

SPEAKER_00 20:32

Like 40, 60, 100?

SPEAKER_02 20:34

Um, no, I mean probably two dozen. Okay, right. Um and and and for context, I uh you know, maybe I left out slightly part of the story. I had moved from Myrtle Beach one time for six months after Pizza Hut. And uh I moved to this town in Indiana. Oh, to the same town, to the same town for six months only, right? And I missed Myrtle Beach so bad, I moved back six months later.

SPEAKER_00 21:03

So so you knew about it. Okay, so you land on this town in Indiana, yep. And then you start buying houses.

SPEAKER_02 21:12

Yeah, so we started initially with my my go-to lender here. I was like, hey, I'm gonna buy this rental house. Can you loan in Indiana? And he said, Yeah, sure. So we put 20% down, we bought it in our own name. Honestly, I mean we're didn't know what we were doing, we were just doers, right? And um I I remember like before we scheduled the flight, like I kept finding these houses, and I thought, well, we sell a bunch of real estate, maybe I don't need a realtor there, I'll just negotiate directly with the with the listing agent. But no one answered the phone. When I tell you, I I I must have called 1520 agents like directly, and I I was leaving voicemails like I was a realtor in town.

SPEAKER_00 21:59

Totally.

SPEAKER_02 22:00

So we got this one guy on the phone. He he ran a team. He was a flex team. And you know, I found him through Zillow. And uh I said, hey, you know, we're gonna come in town, we're gonna look at all these houses. We've already ran all the numbers. So we scheduled like 15 houses to go view in like two days. First house we show up to is according to the realtors, the best house on the list. It's the nicest part of town. And this meth head comes out at the front door and like throws, I mean, picks this realtor up and throws him off the porch.

SPEAKER_00 22:34

Wow.

SPEAKER_02 22:35

And I'm like, we're not buying this one. So we get in the car. The last one that we find that we're gonna buy, we bring the property manager that we thought we were gonna hire. And I said, Well, how much is how much can you rent it for a month? And she said, $21.95. And the house was $132,000.

SPEAKER_00 22:57

Wow.

SPEAKER_02 22:57

And I'm like, I'll buy every house in town if you can rent it for that.

SPEAKER_00 23:02

Yeah, right.

SPEAKER_02 23:03

So we go under contract, and I'm firing off emails. I'm excited, you know, to this late this property manager.

SPEAKER_00 23:10

And uh she's coming to find out how much it rented for $16.95. Okay, but so then so you bought that first one. When'd you buy the rest? What ended up happening?

SPEAKER_02 23:21

So the property manager we found, he connected us with our now realtor, and he he kept saying, you know, will you use hard money? Like, well, that sounds scary. So we ended up falling into the strategy called Burr. So you buy, you renovate the property, you rent, you get it rented, you refinance out of it, and you repeat the process.

SPEAKER_00 23:46

Oh, so that's what you did.

SPEAKER_02 23:48

So I found out really quickly the first house that we did this with, we got a paycheck from the bank for like 50 grand. And I said, well, if I buy 10 next month, I'll make a half a million bucks.

SPEAKER_00 23:59

Yeah.

SPEAKER_02 24:00

So I bought 11. I did make a half a million dollars, and all the all the wrong things I did. I didn't think about electricity, I didn't, you know, account for the guy to go mow the grass.

SPEAKER_00 24:16

Yes. And I figured it out because then you bought it out.

SPEAKER_02 24:21

I just kept rolling it forward. I rolled it forward. We've now sold a handful of them. Our goal is not to sell a whole bunch, but um, I made a post this morning about like instead of flipping houses, because a lot of flippers will buy and try to sell it really quick. I realized like you could buy, rent it for a year, and then sell it the following year and make a lot more money because you're not paying short-term gains. So that's our that's kind of our rental portfolio. I I think everything in life that I've done, I just I I use the term I fell forward a lot. Um, and not that I I feel like I've failed, but like I always look at you know, maybe a failure of like as a lesson.

SPEAKER_01 25:07

Totally.

SPEAKER_02 25:08

As opposed to, oh my gosh, Andrew completely failed and I'm a loser over it. You know what I mean?

SPEAKER_00 25:12

Like, oh bro, yeah. And you're so what are you 40, 38, something? 33, man. Okay, yeah, you're young AF, dude. You know, let me tell you something. You're so far ahead of me when I was 33, like your future's bright, yeah, so far ahead.

SPEAKER_02 25:31

So, you know, we're initially. How long did you license far? Seven years.

SPEAKER_00 25:37

Yeah, dude, your future is so bright.

SPEAKER_02 25:40

And when when I got started with this, you know, with the real estate thing and with even buying the rental estate real estate. I um I if you would have asked me last year how many houses are you gonna buy, I I I said I would have told you a thousand. I'm gonna have a thousand before I retire.

SPEAKER_01 25:58

Ego, good.

SPEAKER_02 26:00

Now that I've learned a couple things, I'm like, yeah, a couple hundred sounds sounds nice.

SPEAKER_00 26:05

Yeah, I mean you just gotta figure it out to where you make the money that you want to make, right? And pay the tax that you want to pay, and you're a smart guy, and you got Gemini, you can fucking figure it out. You use Chat GPT, right?

SPEAKER_02 26:17

But uh, yeah, yeah, good.

SPEAKER_00 26:20

Um, good. So let's talk about online leads. Yeah. What's what's going on with online leads? So, how many PPC leads did you generate in the last 30 days?

SPEAKER_02 26:35

Uh January was low. Um, only on average, on average, we're about four to five hundred leads a month.

SPEAKER_00 26:43

Yes, and what can you tell me?

SPEAKER_02 26:48

Um, you know, so I've definitely learned generating leads. Um who you have generate the, you know, who generates them for you, right? And like what you target.

SPEAKER_00 27:00

So who so like what who runs your ads?

SPEAKER_02 27:04

We have a couple people.

SPEAKER_00 27:06

But no, are you saying that that's very important?

SPEAKER_02 27:09

Yeah, yeah.

SPEAKER_00 27:10

So I can't just go to my IDX pro provider and put in a budget and hit and hit go.

SPEAKER_02 27:17

Well, you can, and and look, I've done it and I've made money, but I just don't think you can get as as niche as you want.

SPEAKER_00 27:25

Because you want those long tail, you want those long tail keywords.

SPEAKER_02 27:29

I want the long tail keywords. I want to dominate a certain area, you know. Like I want it to be what I want. Like, I live in a market with lots of different types of property.

SPEAKER_00 27:39

You sure do. I've got mini golf courses too, just FYI if if we didn't know.

SPEAKER_02 27:45

Lots of putt-putt. Um, I would preferably never like to sell condo ever again. They're a pain in the butt. I bet. And you know, very early on, especially when I had you know IDX companies do my leads for me, like I got a lot of condo leads. Or, you know, we have trailers on the ocean here, man.

unknown 28:05

I know.

SPEAKER_00 28:07

Well, you know that I also love Myrtle and Carolina, so yeah, welcome to South Carolina, right? I love it, dude. I think Myrtle's awesome.

SPEAKER_02 28:16

Yeah, no, I mean, great place. We have lots of people.

SPEAKER_00 28:19

I love that beach, and I tell you all the time, I I like wild dunes too, Isle of the Palm. I really like it out there. It's nice, it's really nice down there.

SPEAKER_02 28:27

Yeah, yeah. So yeah, so we try leads. Generate a bunch of leads. I found out very early on, you gotta be very quick to call them, and you gotta call them more than five minutes. Uh, like tried to in seconds. I mean, it's it's unrealistic to say hey agent call it within 30 seconds, but I'm telling you, the faster you are, and you catch them while they're still on the website.

SPEAKER_00 28:52

Yes, I learned that early on. Catch them while they're still scrolling. So a lead comes in, and you guys use follow-up boss, right? Yep. Of course you do, and I knew that, but that was just a question, anyways. Um, so it goes in a follow up boss. What's that? And you're using the money time ponds, aren't you? Yep. So for everyone listening, money time ponds is a lead routing strategy kind of developed by one of our reside coaches, Mr. Chris Snow. Wouldn't you say so? Kind of developed by Chris, or at least he coined that term, or I'm sure he developed it because he's also a leads guy like you. And so the lead goes in a money time pond and then it gets attacked. 100%. How many agents are on the money time pond when that lead hits?

SPEAKER_02 29:43

So we only have one agent on the pond. Okay. And then we can we're between one to two ISAs.

SPEAKER_00 29:49

So um, so the one agent sitting there just waiting for the next lead to come in, and then he calls it, double dials it. What?

SPEAKER_02 29:58

Yeah, so lead comes in, agent, double dial, uh, shoot a text, and a text from within the CRM. Yeah. And we are we are uh experimenting with iMessage text right now.

SPEAKER_00 30:14

Yeah. Um, so how about email?

SPEAKER_02 30:18

Yeah, we uh I the agent no, but we have it set up on a drip camp.

SPEAKER_00 30:23

Automated, yeah. So this is some automated drip starts. How about uh save search from the IDX provider email?

SPEAKER_02 30:30

Yep, automatically any lead that comes in, it'll go into um Y Lopo, set them up on a search.

SPEAKER_00 30:39

What if that lead doesn't answer after two calls?

SPEAKER_02 30:42

Uh we call them 30 times that first day? Oh, no, no, no. I know so they so they stay in the pawn um until that money time pawn until we've dialed them 30 times, and that's usually in seven to ten days.

SPEAKER_00 30:59

Okay. And how many text messages?

SPEAKER_02 31:03

A lot. I you know well, there's AI text going on from Ryan, and um not as much as possible.

SPEAKER_00 31:11

Yeah, yeah. And how many like what percentage of people are you guys getting a hold of, you think, in the first 10 days? I hope you know this, actually, not what you think. I want a fucking statistic, bro.

SPEAKER_02 31:25

You know, I actually I don't um I do know for every hundred people I call, about 10 pick up the phone. Okay, so 10%, right?

SPEAKER_00 31:35

And dude, like as you know, I have a recruiting uh appointment setting company where we make phone calls, and pickup rates usually about 12%. Yeah, so you're right now. Of that, of those 10 out of 100, um how many do you think you have like good conversations with?

SPEAKER_02 31:58

Um, newer agent that's not a season, average it at least you know, average for our team is 70 to 80 percent.

SPEAKER_00 32:07

Okay, 70 to 80 percent two-minute conversation, yeah. And then from there depends on intent and skill set.

SPEAKER_02 32:15

Yeah, and you know, the other thing I want to throw in there, so like the agent doesn't take the lead from the pond unless they have a converting conversation of two minutes or more. Leads just start to say the agent's name and don't get worked.

SPEAKER_00 32:30

No shit.

SPEAKER_02 32:31

And you know, the agent is building a good pipeline of people that that they're having good conversations with, um, you know, up to, depending on where they're at, up to about a hundred team leads.

SPEAKER_00 32:45

Good. Okay, so a hundred team leads is your cap. I was going through my uh I have an audit, live audit call every Friday with my team, and we did it right before this. And uh yeah, a lot of my agents have like less than 50 leads, and it makes me happy.

unknown 33:00

Right.

SPEAKER_02 33:01

I think so newer agents with us until they're converting anything, we don't allow them to have over 50. Um, and I tell most agents our highest converters stay between like 50 and 75.

SPEAKER_00 33:14

Yeah, for sure. Yeah, I mean, and at the same time, like it's not only agents, it's just people like my CRM, my GHL for Sunita Agrawal, I got 45,000 leads in there. I ain't special, it just means I ain't working them right. Anyhow, well, I got salespeople who just got in lawyer this morning. I got some great salespeople, as you know. Good. Um, what advice do you have for the agents listening to this?

SPEAKER_02 33:45

Uh like like working leads or just anything in general?

SPEAKER_00 33:48

A real estate agent listening to this. What advice do you have for a typical realtor you think might listen to this episode?

SPEAKER_02 33:55

Put in the work. The work works. Now, you're gonna say, Andrew, what's the work? And I'm and I'm gonna say pick something.

SPEAKER_00 34:03

Yeah. Do you want to make the pick something and do a lot of it?

SPEAKER_02 34:07

Yeah, do so much that you know there's undoubtedly there's no reason for you not to be successful.

SPEAKER_00 34:14

Yes, I have a uh little mantra I write down every day that I stole from Hormosy. It's volume negates luck. I write that in my journal daily as a reminder. Volume negates luck. Good. So do the work now. What advice do you have for a team leader who might be listening to this episode?

SPEAKER_02 34:35

Um don't try to do everything on your own. Yes, quit being the superhero. Yeah, delegate. Um, think like a CEO. Love it. Uh, do not be the bottleneck of your business and have SOPs.

SPEAKER_00 34:52

Yes. Damn, you sound good, bro.

SPEAKER_02 34:55

Well, I got a pretty good code chart, I guess.

SPEAKER_00 35:00

Look at Andrew. I'm so proud right now. He's saying the right shit. Good, good. All right. If somebody wants to send you a referral, how do they send it to you? Call Ellie. You're gonna give your wife's number out. Uh what's the how about if they want to connect with you on social? I'll we'll actually put the links in there too. Because, dude, real quick, you've been trying to up your social media game, haven't you, buddy? I have. You seeing that? Yeah, like five to six posts a day.

SPEAKER_02 35:34

I'm trying.

SPEAKER_00 35:35

Yes. Uh, I see that. Did you go to my social media class this week? No, I didn't. I didn't. I'm gonna try to watch the recording though. Okay, well, just at some point, you're you're busy making calls. Keep on making those calls, but that's good. Uh, what's your uh AI flavor of the of the month?

SPEAKER_02 35:53

Man, I'm still chat GBT. We've just we've put so much into it. We you know it has nothing wrong with that at all.

SPEAKER_00 36:01

It's personal preference, yeah. It has an app, yeah, and it has an app in her pocket that you can talk to, and it's super easy.

SPEAKER_02 36:09

I will say my second favorite AI thing that I use, so I don't watch TV, but I watch way too much TikTok. And there's a TikTok script.com, and you can put the video in it, and it gives a script of what's said in the video. Like if I'm trying to you know help find content to put on you know social media.

SPEAKER_00 36:32

Oh, you just scrape a TikTok video?

SPEAKER_02 36:34

I just scraped the TikTok video, I threw it into a GBT, it spits out a post, and I uploaded it. Perfect, what a great workflow! Perfect, perfect. And the funny thing is, is Ali, you know, Ali wrote our um vows when we got married. Oh, and um, there's actually something in our vows actually about TikTok, believe it or not. Yeah, that we won't get mad at each other for watching TikTok at the end of the day. Because we both will just doom scroll and we know it about each other. Doom scrollers, yeah.

SPEAKER_00 37:07

Same. Okay, yeah, all right. Well, you guys, um, Andrew dropped some fire about leads, about hustling, about that br, whatever burr buying and holding and refinancing. This dude has how many houses? 59, you said 59 doors, yeah. 59 doors. So definitely you can learn something from Andrew. Hit him up if you have any questions about sending him a referral, and hit him up definitely. And I really hope that um you guys got something out of this episode. If you did, which I know you did, share, subscribe, ring the bell, all those little terms, share with a friend, and we'll see you on the next episode of the Reside Platform Podcast. Peace.