LOS.Live Presents: Shaune Corbett - Authenticity Wins Every Time

This week on LOS Live, Devin Dubuc and returning co-host Jerry Holcomb sit down with Shaune Corbett—rockstar agent, coach, podcaster, and the voice behind Real Estate Success DFW.

From selling hundreds of millions in real estate to training the next generation of agents, Shaune’s built his career on solving problems, creating opportunity, and giving back through coaching and content. He shares his no-fluff strategies on building a business without burning out, staying top of mind with clients, and why authenticity always wins.

💡 What You’ll Learn:

• How to create consistent business without paying for leads
  
  
• Why building community beats chasing transactions
  
  
• The “40 Touch System” that keeps referrals flowing
  
  
• Why giving it all away actually brings more success
  
  
• How to shift from working in the business to working on it
  
  

If you’re ready to think bigger and run your business like a pro, you won’t want to miss this episode.

Connect with Shaune:
214-228-0383

https://realestatesuccessdfw.com/

https://www.youtube.com/resdfw

https://www.facebook.com/groups/537699961956628/

#LOSLIVE #LoanOfficerSuccessLive #PremierLending #RealEstateSuccessDFW #ShauneCorbett #ThinkBigger #TopProducerPlaybook #AuthenticityWins

Creators and Guests

Host

Devin Dubuc

Coach. Dreamer. Dad. Helping you own your worth and go after what sets your soul on fire🔥

What is Loan Officer Success Live?

This isn’t another sales tips podcast.
This is LOS.LIVE - where mortgage and real estate pros come to master modern growth without the burnout.

Hosted by Devin Dubuc, LOS.LIVE is a deep dive into the psychology, strategy, and systems that build legacy-driven businesses in today’s market. Whether you're a high-performing loan officer, a rising agent, or an entrepreneur scaling fast—you’ll learn how to attract clients, grow income, and lead with brand, not brute force.

Real conversations. Tactical playbooks. No cold-call bro-hype. Just clarity, confidence, and creative firepower.

You don’t need a script. You need a strategy. Welcome to LOS.LIVE.

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Disclaimer: The information is intended to be viewed for informational purposes only. The content contained herein is not guaranteed or endorsed by the company, or any company mentioned, nor is this content meant to be an offer of credit. The information contained in this video may not be wholly or at all applicable to every situation or jurisdiction. You are strongly encouraged to consult your professional mortgage advisor before acting upon any information in this video. The information provided is for use as a training tool only. The information is not intended, nor should it be relied upon for any other purpose.

Welcome back to LOS Live.I'm your host, Devin Buc, and I've got returning co-hostJerry Holcomb.Jerry Holcomb, my man, you have brought a rockstar on today.Yes.Who'd you bring along?I brought Sean Corbett with us.Sean is a excellent agent out here, and a trainer, and coach, and, uh, we wanted to introduce- Fellow podcaster.And a podcaster, fellow podcaster here.And we wanted to bring him out here and just showcase him and find out more about him so that everybody else can know more about him.So, Sean, welcome.Glad you're here.Glad to be here, too.Tha- thank you, guys.Thank you.Thank you, Devin and Jerry.I appreciate you guys having me on.Hundred percent.So yeah, so we talked about the 2 podcasts.So you do podcasts, uh, here in the Dallas-Fort Worth.In fact, I think that's in the title, right?What's the name of the podcast?Uh, Real Estate Success DFW with Sean Corbett.There it is.Yeah.So a- and you may find that at RESDFW.I know you put the abbreviations on there too, soI've checked out the show and you guys should too, right?So if you're tuning into mine, go check out his.Uh, you know, we'll make sure to put the credentials down there, uh, so you can find it real easy.And, uh, if you wanna know about real estate in the Dallas-Fort Worth market, this is your go-to guy.That's why we brought him to you.So, um, excited to have you here.Um, I always like to ask our guests a little bit about where you come from.Are- are you a Dallas native?Uh, I'd say most of my life, yes.Since about '86- Okay.I've been in Highland, Highland Village, so most of my life has been here in real- um, in Dallas-Fort Worth.So I'm pretty comfortable with most the geographical area and- Yeah.cities in general.We've talked about Frisco when he was just a- Yeah.In the great-very small little town.Even in early 2000s there was, like, nobody there.Um, so I remember a lot of the cities even before anybody was growing or exploding there.That's cool.Um- How about Flower Mound?Right here, right?Like this wasIt has, yeah.So we moved to Highland Village, which is next door to Flower Mound, and we were kind of the it at the point where we moved in, and then they built out Highland Shores, then they started building out West Flower Mound.Right.Uh, I went to Flower Mound Marcus.Go Marauders.Uh, so I am a local, um, through and through for a lot of, you know, for a lot of reasons.That's awesome.Um, getting into real estate, I- my simple story, I'll try to do this nutshell.I actually worked for, uh, I got an HR degree, and then I used that HR degree 'cause I knew every company had HR.Yeah, true.Um, and I'm pretty good at- You should.uh, some don't, and they, they fly, uh, and they say, "What, what laws, what rules?"Um, I'm pretty good at kind of seeing the benefit of being the employee and the employer and getting them to work together.Yeah.So I naturally have a broker style when communicating and working with, with people.Um, and I see the same thing with buyers and sellers.I, I know they have competing interests, I know the agent has competing interests.Sometimes you've got 3 parties in the transaction.You got buyer, seller, and the other agent.Yeah.Um, and I've learned to kind of bring everybody to a point where, you know, if we're all motivated and we have the same kind of common goals, w- what can we do to make it work?Love that.Um, it's not just about win-win, it's just about how to, you know, first engage and have a relationship outside of, you know, doing the transaction.Yeah.You don't wanna burn the bridges.That's right.Um, and, and sometimes- You're gonna see these people again.sometimes you have a party there's just no way they can win, you know?And it's okay.I mean, it's just part of, you know, doing real estate.Like right now, people selling houses, they're forced to sell, and they have to give up a lot in order to sell, maybe not make near as much as they want.Not comfortable.They're not gonna probably win in the end, but at least they can get the house sold, and that's one major thing they can move on.Yeah.Um, so I got into HR and, um, I ended up becoming vice president of human resources for a company in Southlake, Texas.And they had a custom home building company.Ah, uh-huh.And I made an offer to them and I said, "Hey, you're selling these million dollar homes, paying all this commission.What if, what if I sold 'em for free and you paid for my license, my education, my training, my broker license, the cost to set it up, everything-" Yeah."um, and I'll sell 'emand I'll list 'em and sell 'em for free?"Oh, wow.Uh, so that was the offer, and that's what they ended up doing.Um, and that's how I got into real estate.That's- And we just made up a name.My brand is True West Realty.Um, probably similar, sold maybe about 800 million in real estate.It's done, it's done quite a bit, but I've been doing this a long time.Yeah.Um, I've personally sold about, uh, over 500 1000000.So another 300 million came from agents and stuff that have worked through me or with h- with my teams or whatever I've got set up.So, that's kind of how I got into real estate.I never worked for a brokerage.That's probably one unique thing about me.Right.I didn't go to a, a KW through their training program- Right.or even work for a boutique brokerage.Um, I, I had no one teaching me how to represent buyers and sellers.Ah.So I did what I thought was fair for anyone that I worked with.And then I did that for a few years, and I started having agents want to join me.That's awesome.And I'm like, "Okay, well, what do I do?Do we have splits?I mean"-"whatdo you pay?"How do we set this up, right?Yeah.You know, and the only models we've ever had were splits.You know, I kinda knew what KW would charge, or Coldwell Banker- Right.or, or, you know, Century 21, or even RE/MAX.Um, and I saw RE/MAX actually had the most experienced agents because they were the most expensive.Yeah.They hadthey charged monthly to be a part of it.They do.You know?And I know a lot of models are different today, but that was back, you know, back in 2008.Yeah.Um, so I decided I would charge, you know, 30, um, for your leads and then, uh, 20or 20 for your leads, 30 for my leads.Okay.And I did that, um, and I just started having agents join me.I got up to about 10 agents- That's wild.Yeah.um, over about 7, 8 years.And then, uh, I made the move, um, almost seven and a half years ago to eXp Realty, that's where I'm with now, which is a cloud-based brokerage.Okay.And I went from selling about 8 to 10 million a year to almost 40 million my, my third year- That's fantastic.working at eXp- Yeah.uh, by myself.Just, just my transactions.And that was 127 transactions.That's wild.Um, and I know a lot of peoplethis is back in 2021 orRight.I think it was the year '21.So a lot of agents exploded their business too.Absolutely.It just happened to work really well for me.And then I went from 10 agents to a little over 30 agents, uh, with eXp.So, um, a lot of things worked out really well for me.Yeah.You know, so that's kind of how I got into real estate.And, um, and, and I've moved from just selling a bunch of real estate to now I do a lot of coaching and training.Fantastic.And I do a lot of podcasting.Yeah.So one difference about my podcast is your audience is actually similar to my audience, is I'm looking at agents, I wanna help them grow their business- Yeah.I wanna build a success.and I offer a lot of free things to them.Um, I got a training facility we're in right here, um, which is a cool place to do a podcast as well.We'll have to check it out.Yeah.So if any of you want me to do a podcast, you got a good host, you know, I've got 2 hosts right here you can work with.Um, uh, it- it's just been a good opportunity for me to connect with high-producing agents, and I call it Real Estate Success DFW 'cause I wanna target agents here.I wanna build- Okay.agents here, I wanna grow agents here.That's great.I'm not- I'm not trying to be a national brand.Right.So, that's a very, kind of, another unique proposition of what I'm doing and where I'm targeting.Well, I think that's super important, right?You need to know who your audience is, and at the end of the day, you're gonna attract those people to you.You know, it's kind of funny, for those of you who have been listening for a long time, you just heard the name of his podcast is Real Estate Success DFW, this used to be Real Est- State Success Partner, right?So, uh, uh, I think, uh, 2 worlds have collided today that were supposed to, uhAnd, and- Well, and maybe I have royalties or some Yeah.way No, not at all, not at all.But, uh, you know, I love what you said about coaching.You know, we, uh, we had some guests on earlier today, and we had a similar conversation about that.And, you know, when I first got into the industry, and I'm on the lending side, right?And I've been doing this for 23 years, uh, there wasn't a lot of great coaching.And it was a lot like the way that you stumbled into the real estate side of the business of, "Hey, just gonna figure it out as we go and hope for the best," and it turned out really well for you, and, and, you know, thank goodness, it's turned out really well for me as well, right?Um, but what I love now is being able to give back and take some of these newer people that are coming into the industry and teaching them how to do the job the right way and giving them a running start, right?You know, we've got a gentleman on the team, uh, Jerry, you know him, Dom Arias- This is Dom.from naba- Nebraska.Dom, fresh out of college, freshly married, freshly licensed, new baby, uh, was on the way, now baby is here, and I- I keep, uh, telling him, I'm like, "Man, A, I'm amazed at where you are in your career, at- at one year in, right?But B, if only I had the type of training that you had, right?Going backwards."And that's exactly what you're doing here, Sean, is you're providing that type of training, uh, to these agents.So talk a little bit about that, right?Like, what are you providing?Sure.I- i- in- in my s- my specialty is I'm not very good, so I- I'll tell you one funny story.This is kind of encapu- encapsulates the way I kind of approach things.Um, I hadI was a mentor for a while at EXP, and the way I would enroll people in mentors, I'd enroll them into, um, a private group, and I named it after myself 'cause I would never, I never name a team after myself, that's justUm, it's not even so much to avoid the ego, there's several complications.Right.One is that name of the group will exceed who I am as a person, is one problem, and 2, I don't know how many people get excited about building someone else's name.Yeah.So I've always thought that was a conflicting, you know, issue, and I just didn't buy into that, so I created it after my name just to enroll agents into, um, and I, and I would be agents that I would mentor.Right.But mentor also implies that you're gonna teach them a lot of basic things, you know, how to write contracts, how to show houses, and, and I suck at those things.I don'tI- i- I- I- I don't have the time and energy to show you how to do a lot of those things, so I have staff and I have, um, admin that take care of all those things for me- That's great.because, you know, I- I make a very- They're good at you.Yeah.small amount of money per hour doing them.Yeah.You know, you doing loan processing is a very low cost per hour for you as a, as a lender.That's it.Same thing with you, Jerry, your objecti- your objective is to create new opportunities- That's right.and solve problems.That's it.You know, if you're paid to solve problems to your experience, that's how you make more money per hour, so that's where I really niched, is I wanna make more money per hour, and I wanna add more value to more people, so I've- I've said a lot of those things out, and I have transactional people that take care of those things.Where I add value is, "Give me your problem.""Oh, okay, well, they wanna buy this house, they wanna do this, they don't have enough money, they- they need to do a leaseback, you know, their- their option period has inspection items they're scared of."Whatever it is, let's focus on the problems and let's solve those problems, that's where I really add- Love that.value.So, my coaching proposition is less about, you know, how do you do one, 2, 3?It's, okay, I wanna create a funnel of opportunities of- of bringing in new, fresh, um, uh, y- you know, applicants or candidates or whoever it is you're- you're looking to work with, and let's continue to build that funnel, and let's do it without spending money.Ah.You know?I- Yeah, that's smart.I'm at least 3 to 400,000 invested into lead generating, you know, machines, and it wasn't for me, it was for people on my team.You know, I'm sure you guys have been in some lead generating machines you had to pay for, and the return is low, there's a lot more accountability, now I've got to manage it, and I've got to make sure they're calling it in.I, I just didn't want to deal with all those things.So I really moved to, how do we build our funnels without spending money as kind of, kind of a starting baseline?You know, and when we graduate from that, and we start building our sphere of influence, then I created kind of a for training system, a sphere, where we start with identifying them, then we're gonna manage them, then we're going to create more opportunities with new sphere, and then at the end, we're gonna do the most important thing, is create a 40-touch system.If you touch every person that's important to you, that knows you by first name, you know them by first name, 40 times, uh, out of 100 people, you'll get 7 referrals a year.Huge.So, so and, and that's free opportunities, you know?That's really kind of where I've moved a lot of my focus on training and coaching.I love that, I love that.You know, and at the end of the day, I wanna go back and talk about something, because one of the things that you said was, you know, you, you really work on the business, not in the business.And that's so smart because so many people get caught up in, "I'm the only person that can do these tasks," and a lot of the times you could outsource those things so you can stay focused on high level activity that's gonna bring in that money, right?We call it money-making activity.So you mastered that, and now you're training these, these team members, "Hey, you could hire somebody to focus on this stuff.Let's talk about how you're gonna go out, let's talk how you're gonna generate that business and keep that money moving in, but do it without spending money, and just do it by doing, uh, amazing service and touch points to the consumers inside of our, our sphere," right?So what does that look like, right?Like, what does that coaching look like, what does that, uh, you knowJust a couple touch points.We're not gonna give away all the secrets today, right?But like, what, what are we teaching people?Well, a couple funny things about that.One is, you manage, you delegate tasks, not responsibilities.Mm-hmm.That's an important component.Once you have managerial people, you need to delegate tasks, not responsibilities.So all kinds of things.It could be answering emails, it could be showing houses, could be writing contracts.Those are all task-related items, you should be delegating them.Um, i- as far as giving things away, you know, I actually have kind of a, I wanna say the opposite perspective, but I give everything away.It's abundance mindset.Well, the reality is, is I can teach you how to do everything that I'm doing exactly the way I'm doing it and you're still not gonna be me.Yeah.You know?And just like I can try to do everything that you're doing, you know, or the way Jerry does, you know, lending.I mean, I, I can't be you, I can't do it the way you're doing, I'm not your, I don't have your audience, I don't have your temperament, I'm not your person.So- That's right.I, I don't mind sharing and teaching everything.Um, I had a really good interview with, um, Josh Harle.He's the founder of Fathom.Okay.He's got about 15,000 agents, he's the 9thlargest brokerage in the US.Actually, he and I were texting this morning about, um, the way his third quarter earnings is coming in.It's doing really well.The stock has like tripled, you know- It's amazing.since, um, since he started, started talking at the last podcast we did.And that's exactly what I told him.I said, "You know, Josh, I could teach you how to do everything I do and you're still not gonna be me."Yeah.And he's likeAnd, and unfortunately, most agents don't have that mindset.They hold on and they control and they close, they're closed off to helping other agents.You know, I don't, I don't think there's any benefit doing that, and you're not gonna grow your business if you're not gonna open up and share.You know, I know Jerry does that in- Yeah.in his business, and he's willing to open and share.He's the one that reached out and brought me over to here.That's right.You know, we met at a, uh, training thing with um, it was Michelle and Ashley, uh, they have a training program, and it was kind of a kickoff summer- Mm-hmm.um, and that's actually where Jerry and I, um, you know, we, we met and we were kind of having these conversations back then, uh, and we thaught- we talked about doing a podcast together.So it's collaboration.And here we are, yeah.Yeah, and, and it wasOur conversation was a good conversation, but it was what he was saying.It was a different way than what I've heard most agents- It was awesome.the way they talk.Yeah.So by, by hearing that and by understanding that you were coming from a giving position for all these agents- Yeah.and people that you're talking about, and then listening to some of your podcast and what you're doing, and then the conversations that we had there, I'm like, "This is a guy that I wanna share with everybody else."Well, that's what it's all about.I wanna give it back to others.So it was, that was the real reason, it was that, uh, I saw something in you that I hadn't seen in other agents that were in the type of position that you're in.And I wanted to learn more about it, too, because, you know, it's a selfish thing to go, "Hey, I can still learn from you even though I'm not an agent," because th- those tools, a lot of those tools can still translate to any business.Sure.So that's why we wanted you to be out here is because it, it's, it's good for everybody to know and it helps spread out, uh, what you do so m- we get more business for you.So it's really to help everybody.Well, we talked about this earlier, Jerry.You know, at the end of the day, you are a product of the people that you're spending the most of your time with, right?And ultimately, you also have to make sure that you're leveling out the rooms that you're in, right?So when we're getting a chance to get out here and meet with Sean, right, and learn what his philosophy is on how he's going out and getting business, we're able to educate ourselves on maybe some things and techniques that he's doing, but we're also able to educate the audience, right?Absolutely.And that's really what it's all about.So, um, but let's lean back into that, Sean.So, um, let's talk about some of these.So you've got 40 touch points a year.What does that look like?Or is that a year, or how does that look?What does that look like?Um, uh, we can get into the nuances of it, 'cause there's a training element to it- Yeah.with details.But the, the, the reality is, is you can probably knock out, you know, 25 to 30 of them in some type of automated, organic fashion.And then you're only left with, you know, making so many phone calls and, and, and texts and individual meetings left a year to do.Yeah.And you really, you know, it, it doesn't help you to do more than about, you know, maybe 20 or 30 people in that specific space if you're gonna meet with them and talk with them.Right.Uh, for me, I look for all my-um, what do you call it?Cheerleaders.Yeah.Right?So you're really only gonna have about 3 to 5 that are giving you probably, you know, 20% of the referrals.It's a large amount.Yeah.And it, and, and if I can consistently, you know, maybe even cover a couple of much, just have coffee with them.They should be people you know, like, and trust anyway.That's it.So it shouldn't be an unusual thing.I'm just staying in front of them.And we're not talking real estate, even though inevitably most of my conversations- Lead to that .they ask me questions because they know I can solve real estate problems.Most of them lead to that.Uh, but it's just creating an opportunity to get in front of people you know, like, and trust anyway.Yeah.You know, I think that's just a great place to have those conversations and build the credibility, and then the ultimate thing is you want to be top of mind.Yeah.You know, every agentAnd I talk about stories when I'm doing these trainings, and I said, "Every one of us has been there," and you guys certainly have, where you know someone that you have a good relationship with, it could be a neighbor, friend, family member, and they don't call you for a real estate related need.And you're like, "What the heck?"You know, "Don't they know I sell real estate or I-" Right."or I lend, you know, help people-" Yeah." with mortgages or I can help you with your refi?"And then they, you know, they find out, they move down the street and they got a loan with someone else.You know, it- Yeah.it happens to all of us, so a lot of the things that I'm talking do absolutely apply in other spaces.You know, for me, my growth, I'm not trying to grow my sphere myself because I get a lead opportunity every day of the week is my average, and there's only so many I want to do, and I don't want to add staff.So my sphere is working really, really well.What I'm doing is actually applying my principles to building a library of agents.Okay.So I have about 820 in my Facebook all agents.Right.And my objective is, um, is to continue to give them more and more training opportunities, and I drop video content to help them.Like right now, cancellations is a really high thing right now.Okay.Things go under contract- Yeah.and then buyers walk over the- Yep.littlest things, okay?Yeah.We've seen it.A- a- and e- e- I'm sure you guys feel it when- 100%.you're doing yours, you're like, "They walked over that?"Like, I mean, you know, and we remember 2 or 3 years ago, y- you just skipped option periods .Exactly, yeah, yeah.Like, it wasn't even that long ago, I was even- You were in regardless, right?Yeah.Yeah, like if you ma- if, so y- Yeah.I- and that was crazy time, like, so if you're a new agent at that time- Yeah.time you're selling all this real estate, it's really funny because you get transactions easily, and then all you had to do is win it- That was it.and then there was no more work.Yeah, that's right.You know?Because I think about, like, the psychology of things and how things really play out, and you go and you just basically, if you win the contract, you're closing.You know, they're not walking.They have to buy it.They're all- They're locked in.They're 120% in, like- Because winning another bid is almost impossible, right?Like, it's just, yeah.Yeah.Y- you're playing the lotto.But now they find out the, you know, the pink color in the room they couldn't access to is time to walk, you know, it's like, come on, you know.There'sTh- they walk for any reason now or, or, you know, "Wow, the pool's dirty.I don't know if I can keep up with that."Um, and, and it's really frustrating, I know, for a lot of agents.They put all that time and effort and they finally get a buyer that's ready to go 'cause there's not very many of them.Yeah.And then, and then they walk for that.So I started talking about cancellations, and I gave them some specific things to think about from both the buyer and the seller's perspective, and I do a short video and I put it on my channel.So it's an example of things that I just- Yeah.I'm always thinking about things and things that would add value, and then I just create short videos and I, and I share that with them.That's fantastic, man.So my audience is agents, I'm growing agents, and I'm using my sphere of influence campaign to grow that space and stay in front of as many as I can.And I don't have a direction where I'm going with this.Right.I'm not trying to add a bunch of agents to my group on eXp.I'm not trying to even sell anything, at least today.Right.But I know credibility will grow over time- It does.and opportunities come.Yeah.Well, and again, you're leading with that abundance mindset, right?Like, you've got great knowledge and you want to share that with people and help them with their successes.We do something similar, so I- I host aor co-host a- a morning show every day.We've got about 100 loan officers that show up to the show every morning.We live stream that on Facebook, LinkedIn, YouTube, and the re- With different lenders or are they all within your group?Different lenders from across the United States and 90% of them do not work with our company, right?I love that.And that's okay, right?Because at the end of the day, we're giving them really cool information.We're actually bringing on guests from East Coast to West Coast.They're having great success, and we're teaching them new techniques that they can implement into their business daily, and we're doing that because we care, right?We just want to give back to that community.And you know what?We've made a lot of great friends in that community, and one of those friends is right here, right?Jerry Holcomb.Yeah.That's how I- That's how we ended up connecting together, right?for me.But we knew- Yeah.uh, you know, when we bumped into each other, we both were like-minded, like-hearted, and we had a passion for helping people.And, you know, when he heard what we were doing on the coaching program, you know, he, he jumped over and said, "Man, I, I wanna come in.""I wanna join you," you know?Yeah.It was really listening to all the people on theall the podcasts and all the things that you hear.He, he resonated with me.So I looked him up and messaged him and said, "Man, I love what you're saying."And we just started a conversation.We did.And, and he- You were on your way to, to graduation for your son, I remember.Yeah.Yeah.And I said, "I'll hit, hit you up when you get back."Yeah.And, umHow long have you been working with, uh- Since February.Yeah.Okay, just this year.Yeah.And it was a, uh, IHe, he was authentic, right?H- he wasn't trying to sell me the position.We were just having a conversation.That was it.It's like this.We're having a conversation about stuff.And, and then it's like, uh, "Well, this is the things that we do, and this is what we do."And I'm like, "I'm not getting that."And, and I, I like the authenticity that he gave versus a manager thatwhere I was at, it was a corporate.Yeah.And then they would justwas not the same feel.That's all about production.Yeah, yeah.It's, it'sand it's just rah rah.You gotyou know.And it's like, "No, I don't like that.I didn't want that kind of role anymore."Well, um, I think you gotta lead by example, you know?And that's, that's something that's really important for me, you know?And the one thing that, uh, you know, we do every single day is we get in, uh, Monday, Tuesday, Wednesday, Thursday, and Friday.You know, we have a thing called Call Stars, and we jump on first thing, and we talk about what's working, what's not working.We dial in on what we need to be doing for that day, and then they get out there and get after it.But then, you know, the same thing, like, going out andhow do you build a brand, like you're talking about, right?Yeah, how do you stay in front of people?How do you have those touch points, you know?And I waswe're giving it away for free, but at the same time, if you wanna come join us, great.Come join us.You know, we're having a good time over here.And I think that's what you're talking about, because I didn't jump on that morning show with the hopes that Jerry was gonna come join my team.I jumped on that morning show because I've got a lot of, uh, of influence in this industry, and I know a lot of the things that people are doing right now to have success for themselves, so I'm ready to give back to people.And I think that's what you're doing too, right?And, uh- Sure.Yeah.Authenticity creates a production or produc- productivity as well.Yeah.So being authentic to yourself, and this is one of those niche things you talk about, is all agents should, and lenders, should have, um, uh, nichesOur riches are in the niches, right?Mm-hmm.So that becomes this authentic thing where I'm really comfortable.That's my avatar.That's the people I would connect with.Yes.And when you really get good and know that person or, or, or, you know, people, then it makes it a really easy conversion.It doesn't take any work.Yeah.You know?And that's gonna be the same thing.You continue to do this, and you become authentic about sharing and giving, you know, it's gonna create production over time as well.It does.You know?And I'm still in that space right now.I haven't really seen much fruit.Right.You know, I've gotten a few messages, kind of like what he provided to you.Uh, I've had agents reach out, "Hey, I really love your, you know, messages and your stories and your podcast."That's great.I am getting a few fans in there.Yeah.But I'm at thatkind of like that building stage.And, and not everyone wants to jump out and even write anything.Yeah.You know, they always wanna fly- fly on the outside.Um, but it'sI'm, I'm diving in.I'm having in-depth conversations.I'm meeting with really- That's the best part.high-level agents.That's the best part.Yeah.Yes.Yeah.I, Iif you're like me, that's, that's my favorite part.My favorite part is meeting with somebody, learning their story, learning their superpower, and, you know, how can I duplicate that and transition that to the people that I serve?Yeah.Right?Sure.And, uh, you know, ultimately, the, uh, the quality of the people that come in that room, right?When we have these conversations and the things that they're doing, it's mind-blowing, right?We hear these people that have these success Yeah.You're like, "Well, no wonder you're killing it," right?If I was doing this, this, this, this, and this, I would be having great success too, right?So, um, so let's talk about this.So what are the plans, you know, for the future?Like, where do youwhere, where are you going with this thing?Um, that's kind of the, uh, the crystal ball thing.I, I don't know.Like, I, I createI know I cre- create a lot of content.Um, I, you know, do a lot of interviews, and I'm looking for, you knowand I'm sure, you know, offline, you can share some people that would be a really good fit- Yeah.for my podcast, because I'm looking for, um, really successful agents.They have to have one of 2 things I'm always looking for.High social media presence- Yes.that's only so I can continue to get my message out there.That's right.And, and if theyand they don't have to have that if they have a lot of production because they're gonna have a story.That's right.You know, I want them to tell their story and then share, you know, how they connect with their audience, how they built their success, because it's gonna resonate with people out there.It does.It does.You know?I can't just tell my story over and over again.It only resonates with a small amount.But when you have other people sharing where they've been from, you know, where they come from, uh, and every one of them have a differenttotally different experience.Yeah.You know?Well, I th- that's our, our 8:00 AM calls that we do every, uh, Monday, Tuesday, Wednesday, Thursday, is somebody else's story.Well, we learn more from the failures and the successes too.Yeah.Right.And that'sI think that's really important because, you know, like you said, when you bring on a great guest and they talk about where they are today, but where they started and everything they stumbled through to get there, right?And people start to look at it and they go, "Oh."You know?Because sometimes they see this person who's doing a tremendous amount of production or- Yeah.had a tremendous amount of success and they go, "I wish I could be like so-and-so."Right?And then you spend a little bit of time getting to know them and they go, "Oh wow, so-and-so really struggled to get to where they are today.Man, maybe I just need to do this and work a little bit harder and push myself a little bit more and maybe I can get there too."Right?Yeah, I mean, we've allA- a- and you should learn more from your failures than your successes.Mm-hmm.You know, I always say, sometimes you win, sometimes y- you learn.Right?I mean, there's just that opportunity where, you know, even with the failures, you, you can gain something from it.You know, it's not just not to repeat.It's just so when the next time it comes up, there's a better way or another way of handling it.Yeah.Um, and I think we all need to go through that, for sure.We do, we do.So I want to get back to this real quick.So you talked about how you could get out there and start, you know, uh, winning in this industry without having to spend money.Uh, what does some of that look like?Just let's give one tip today, right?Something you should be doing right now that's really gonna help move the needle in your business.Um, I know a lot of people right now aren't highAnd I'll just give this as an easy example, is there's different buckets we're gonna fill, right?Mm-hmm.Um, it could be communities, things that you're involved in.Um, uh, it could beThere's, there's about 8 websites that I've got that are referral-based websites that will send referrals, and they only charge percentages.Okay.Uh, that's a real good place for people to start.Um, I'll give you one.One I've used before that I've had great success with was Clever.Um, last year, I probably did, you know, 4 listings out of Clever.You know, I'm not looking for cold leads, but, you know, if I can sign up and they call me and say, "Hey, I've got a seller-" Right.you know, why not, right?Yeah.And I have a high conversion rate 'cause I, I can say things and do things I know other agents can't.Mm-hmm.So if you're talking to me, I'm gonna win.You know, I just have thisYou know, and I know not everyone has that confidence in, in themselves, but I justYou know,, I have the conversation.I did it.And, um, I closed, like, 3 of them last year.Clever was a good one, and all I had to do was pay Clever, um, you know, whatever the referral was at the time.Uh, there's about 7 or 8 websites that I know of, and I'm, I'm gonna include that as part of my training when I do, 'cause that's one easy example.It is.I'll do one other real quick one.Open houses, uh, right now, they're kinda dead in some areas, some dead.Some areas are good.But in an open house, I don't do sign-in sheets.Okay.What I do is I build a relationship.I say, "Hey, Jerry, I- I'm glad.I'm, I don't know how you found me, but you found the best house in the neighborhood."I'll say something funny or clever, right?Right.And then we, we kinda break down the, you know, the awkwardness of me being in the retail store."Hey, can I help you?"Um, you know, the objective is for us to be able to make an easy connection.You'll tell me how you found me, and then, you know, "What about this house drew you?Let's find something that we can work through."And then eventually, I'll start having a casual conversation, not even about the house.I just want to get to know them.And my objective before they leave is I'm gonna get a name, a phone number, and an email.And the way it would work is I'd say, "Hey, you like the 3, you like the 3bedroom, but you need a four.You like being in Flower Mound, but you could live in Highland Village, whatever.Is that okay if I make some notes and then I text it back to you to make sure I understand?"And I rarely get a no, right?Yeah, right.There's a way you can say things.There is.And by doing that, now we have broken down the walls, and now I have a text going with you.You've got the permission.Once I get a text going with you- Yeah.I'm gonna send you other houses going forward because IThe, the fastest connection with us is, is, is through real estate.You're gonna respond, "Hey, that one sucks," or, "Oh, I love that one," or, "No, we're not ready.We're not gonna buy now."Just, you're gonna give me something.You know, I love that you said that, because, you know, one of the things that we talk about all the timeWe talk about it on the lending side, but we know you guys do it on the real estate side as well, is really getting to know your clients' needs and understanding who they are and what they want, right, and what's truly important to them.And, you know, based on what you just talked about, you know, you're fact-finding.You're having a great consultation with them to get a chance to know what they want- Yeah.what's important, right?Um, we just got back fromWell, I just got back from the Ford event, and, uh, you know, there was a gentleman there, and he was talking about, uh, he'd recently went out to purchase a, a new home.And he said he talked to a lot of different agents, right?But he said he had one agent, uh, that was doing a really good job of investigating and getting to know them and getting to know what their true needs were.And he said that, uh, one of the things that he talked about was that their son, uh, really wanted a staircase because they'd been living in an apartment temporarily, and he was used to his home back home, he had 2 stories, and he missed the stairs, right?And so when he came back with his proposal, you know, to be their agent, uh, it was the quest for Milo's stairs, right?Was he listening to their needs- Yeah, for sure.and utilizing that as an opportunity?And I think that's what you're talking about is, is when you're doing the fact-finding at the open house, you're getting to know what they really want.You're getting their permission, right?"Is it okay if I send this to you?"And then you're doing the follow-up work, and now you got them.Now all of a sudden, you have somebody that you can lead in the right direction 'cause you know their needs.Yeah, Sean, that was probably the best thing I've heard from an agent on an open house.I sit open houses with agents all the time.I've got 2 this weekend.I- I'm, uhYou get any traffic?That's the first question.In some of them, yes, in some of them, no.If they followed the process that I helped them with, yes, they canthey get more traction.To generate traction, yeah.Okay.Yeah, because of the platform.Like pre-list- pre- pre- open house.The platform that I give them to get them broadcast out on TV and stuff like that helps a lot.So the first thing that they do is, "Welcome to the house.This is a three bedroom, 2 bath, you know, 4car garage," blah, blah, blah, blah, blah, blah, blah, blah, blah about the house.They're selling the stats without even asking the question about, "What brought you here?"They didn't do the things that you just did.What d- you know, what is it that you're looking for?"Tell me more about you."T- you know, the conversational part of it of just getting what they're really looking for.An- and- and I'm not hearing that from agents out there, so that was like. Well, there it is right there, right?Because that, that's what sets you different than the other people out there, is they're trying to sell the, the features, not the benefits to the person.They're, they'reand that's something that every agent really learn from this guy.Because this is a differen- Well, no, that's ait's a coaching moment is exactly what it is.Yeah, absolutely.Right?It's like, hey, stop the camera real quick, go back, listen to exactly what Sean just said, and now you have a open house strategy that's gonna transition, uh, walk-through traffic into- Yeah.potential borrowers and clients.Well, it weeds out people that are really interested or they're just tire kicking too.It does weed them out.If they can't give me any, like, real motivational reason, then you know they're not really serious about buying, and that's okay.They're not, they're not what we're looking for.Um, I, I, I think the, the term that I used to hear was writing prescriptions without hearing what the real evidence of the problem is.And people do that.They just start writing off prescriptions.This"You need this, you need this, you nee-" You don't know what they really need, you know?And chances areand you guys know, and I'll tell you, the, the best advice you give to an agent is 99% of the people walking in that door are not buying this house, so stop giving the information on theYeah.You know, that will slow them down a lot.And they all know this.They all know they're not buying the house.Yeah.So stop trying to sell them a house they're not gonna buy.Ask questions.Hear what they want toHear, hear what they're looking for.Have a conversation.Yeah.You know?It's like agentsman, I, I shut things down quick when they try to negotiate by text.I said, "We're gonna have a conversation, you know?You're not gonna hear what I'm saying, I'm not gonna hear what you're saying just through text if all it isbecause I have no contents- context, I have no in- voice inflections.I don't know what you really mean.I don't know where, where our boundaries are.All I hear is, you know, 'This is it,' and no other conversation, and that's-" That's"And that's not true."And never- That's right.It's never true.Yeah.So I usually always stop, you know, those type of things too.Texts are so flat.I've started either doing a video text- Video- video-or, or an audio text- Yeah.just because it gives my tone and inflection.If I can't get a hold of them on the phone, phonepeople don't answer their phones, but- That is really good advice.I have never done that, and that is a great way to overcome people that will not answer their phone when you call.Yeah.Ah, that's great.Yeah, I, I even put in- I never thought that one.are you familiar with theThis is a, this is a video text so they know what thatwhat they're doing just with audio- Or if you're familiar with BombBomb.text of DM.I'll put a little note, but very small note, but I'm doing the video and audio so that they actually hear my voice, they hear me, they see me, whatever it is, and I'll get more response off of that.Sure.It'll help I was gonna say, Jerry, also, you know, you could use BombBomb, you know?'Cause BombBomb will actually pop up with a GIPHY, which is welcome home, and they call- Yeah, yeah.You always start it off with a big smile and a big wave, and it draws people right in.And there's a little pro tip on that if you're not using BombBomb.BombBomb also has a send and track feature so that when you send an email, you don't have to put a video in it.You can just use the send and track.It doesn't show anybody.You get to see how many times people open it, right?Yeah.So if you're an agent, you know, putting in an offer, and you wanna know is your offer getting any traction, you can use BombBomb's send and track feature to send it over, and you'll see, how many times did it get opened?Did it get forwarded?Or did they look at it once and never look at it again?And you can use that as a negotiating tool 'cause if they looked at it once and never looked at it again, your offer's not getting accepted.SoThat's clever, and that's one of my, within my sphere of influence training.I, I used BombBomb 'cause it was the easiest for sending out video newsletters.Yes.So when I set up my newsletter campaign, every agent should do a newsletter campaign.It's not hard.Um, and I used Keeping Current Matters for my content.I created an organic video every single month, just one video a month.So small.Anybody can do that.That's so small.And my organic video is to increase my op- open rate.Yeah.You know?But I use BombBomb 'cause it's the easiest tool to use- It is.to send a newsletter and create a video that would increase my open rates.Yep.It does.So- We, we've tried this, you know, and effectively what we've found is weyou know, typically on an email for especially like a, a mass email, right?Uh, when you're doing like mass campaigning, y- you're lucky to get a 10 to 12% open rate.Right.And with BombBomb, what we found is we get about a 37 to 47% open rate.Nice.And this is with clients that maybe weren't direct clients, right?These are clients that were through a consumer direct platform.Uh, let's come back for a second.You're a lender.I am.Yeah.You're sending out letters to people that are not buying or selling or doing refinance.Mm-hmm.You're just sending out newsletters.Yeah.You guys see where I'm going with this?It's relevance, right?Yeah.I'm not gonna open my, uh, my CPA's newsletter every single month.No.Yeah.And he's not gonna send them.CPAs don't send them.But you know what I'm saying, like, there's not that muchor my dentist, right?No.I- I'm glad I, I have a purpose for you, and I don't- Yeah.I'm not interested in lending right now.Right.And you find you have an open rate on a newsletter you send out to your database of anybody that's either refi, touched, or in your sphere.That's it.And you have what kind of open rate?Mm-hmm.37%.That's incredible.Yeah.And, and let me tell you why.It's because you're welcoming them in.Now, the watch rate- I don't know what mine is to be fair.I don't know what mine is.The watch rate's different, right?Sure.You know, 'cause you see a lot of people that watch 12% and they just bow out, and they're like, "Oh, this isn't for me," and that's okay.But what you're doing is you're staying top of mind, and this is what you're talking about, right?So when you use these types of sequences to get out in front of peopleAnd this is one thing that we've been talking about a lot, is that when do you want to get in front of somebody that's interested in purchasing, refinancing, or, or, you know, buying a new home, right?Uh- Hopefully before they do it.6 months before they do it-8 months before they do it, right?If you're just- Long before they do it, yeah, b- to get the touches up.Yeah.If you're just getting in front of them, you know, at the time, you may have already lost because they wouldn't know who they're trusting in, right?Yeah, they've already got a commitment or- And so people do business with people they know, like, and trust.Sure.And so if you're loving on your sphere, if you're loving on the people that are out there, and, and they're seeing you consistently, and they're hearing you with those touch points, right, this is where you're gonna create engagement so that when it does come time, they're more likely gonna be thinking about you.And that's 'cause you took the time, and you care.I like using analogies that helps people understand, you know, when you're teaching something.And I'll get an exact perspective on this.So open houses, every time someone comes in the door, you ask them, "Do you have an agent you're working with?"Every time, they say yes.And I don't mean to be rude about it- Yeah, that's the wrong thing to say.but they're lying to you.Right.You heard him.What they're saying is, um, "No, I don't need to try that shirt on.I don't need any help."That's it.Yeah, yeah.Okay, so they're trying to- How can I help you today?I'm good.Don't start with that.Don't e- I never ask if they have an agent.Yeah.I never, um, I never ask if they're pre-qualified.I don't care about any of those things.If you're gonna put in the effort to show up and come look at this house, then I'm gonna assume that you have some interest and you're gonna do a little bit more work in order for us to put a deal together.And a little bit more work might require pre-qual, a little bit more work mightA commitment to me, you know, but I don't start with that, right?I, I'm dating them.I'm not married to them.So you always want to start with some type of easy, "Yes, yes, yes, yes" engagement, and I never ask them that 'cause I'm telling you, they'reAnd I used to say that in my me- my trainings on open houses, they're lying to you.They don't have an agent.Every person in the world knows an agent.Yeah.Right?Yeah.Do you, do you know an agent?Look at this.Yeah.Talking to the production person, doing- You know.doing a great job over there.Everyone knows an agent.He does a pretty good job.And they all do.That's l- it's easy to say yes, so, so don't, don't ask them that question.Well, I'veIn open houses, I've tried to, uh, educate the agents to, instead of saying that, to say, "What's your agent's name?"Because then they have no idea- I don't even care if they do.I know, I know.I, I, I get what you're saying and it, and it kinda- I don't even care, 'cause I'm gonna offer so much value.I don't care if you have an agent.I love that.I love wh- I love the difference, but for those that don't have the, the, the actual, um, script down in, in the, in, what you're doing- Sure.just, just say, "What's your agent's name?"Yeah, kinda write down their name.Yeah, it, it- Or get their contact.Especially if they're not with them.But- Sure.that way, it's, it's, it is different.Now, I will tell you one thing, though.There's a lot of agents that don't have a CRM, that don't have anything to do.Well, I, IEverybody's got a CRM.I use it e- we do it, when, on every Wednesday.Yeah.I go through my phone and I'm dialing down my phone list because there are so many names in my phone.So your phone is your CRM, effectively.And that's a, that's where my CRM is.And there's- I don't, I don't use my CRM all the time.There's a layer, peopleI don't even know who they are, but they're in my phone- Yeah.because I have 1,000 people.Yeah.And I call them and I said, "Look, you're in my phone.I got your name in my phone."And if I know them, I can s- uh, do another script, but I say- Absolutely."Uh, you're in my phone for some reason.I just wanted to know why.I'm a lender.I'd like to, just to chat with you and reconnect.Tell me a, tell me who you are so then we can talk."I mean, 'cause I'm m- I mean, I'm putting a sword in there, right?Yeah.But it's- And there's higher conversion points that we can make without having- Yeah.to cold call anyone.Yeah.I, I would even, not even You know, I, I'll tell you one funny thing about CRMs.I have a CRM, and it's a good CRM, it's very good.Mm-hmm.But the problem I have with CRMs is their objective is to make conversion on cold relationships, okay?So I have 10,000 people in there.Yeah.My chance of converting people I have no relationship with is incredibly low.Right.You know, but in my sphere, I mean, I ended up with about 1,500 in my primary and my secondary sphere.Okay?An- and if you do this and build this over time, it'll build on you.And, and I can call any one of them, and they'll either know my name or know of me pretty well.Right.In, in the 1,500.I probably only have about 800 that I know them by first name and they know me by first name.That's still too many, but I can have a conversation with any one of them.I don't have to convert anyone, you know?So I, I, I, I have a funny thing about CRMs, I don't think they're necessary.I think if you can stay in front of just, uh, a, a handful of people, group, that you focus on, you can build aReally effective.And I'll give you one other really powerful tip.If you wanna have high conversion rate on open rate on your email, um, youI'm sure you guys have heard of Homebot?Yes.Homebot is unbelievably powerful.Right.It's really a lender product.It's not a realtor product.If you're, if you're a realtor out there, you absolutely should look at- You have access to it-1, that 1for free, but you have to- Yes.to open it up.And opening it up, it's really an equity, um, qualifyor i- it's really an equity, um, s- tool to look at the equity in their house.Not so much home value.That's it.It's really looking at the equity.So, that's what makes it more of a lender tool, but the cool thing about it is my Homebot goes out to, uh, almost 500 people- Yep.that I have addresses for, and my open rate's 82%.Yeah.Okay, I don't know if you can sit on any email- People always wanna know.Yeah.I don't know if you can sit on any email on Earth that's gonna get you anywhere close to that amou- kind of open rate.That's it.So, I'm married to it, I'm committed to it, and, and I use it on all my houses, you know?I, you know, where I learned about it was a lender- Right.signed me up and he s- and he sold me a house.He was the lender for me back in 2008.It was probably about 10 years later- Right.he s- he signed me up for Homebot- Yeah.because he signed up all of his old clients.Yep.Which was great idea.So, it pops into your inbox And I loved it.And I love what it was show- Like this is killer.Yeah.And this thing tells me how much my house could make per day- It does.if I wanted to Airbnb it.A- a- and no homeowner's thinking like this, and it's not about whether they would consider it.It's about changing their thinking to look at their house as an investment, not just a place they live.That's right.And most people can't make that break.Right.You know?It's like getting comfortable owning rental property.Not everybody's gonna have that l- Right.risk tolerance.But it's interesting to think about your house in those terms.How, howwhat would that look like?Right?You know, and, and how, how could that start bringing in another revenue source?And right now, I think there's an awful lot of people that are looking for other revenue sources.That's right.Well, Sean, I would love to keep you here all day, and obviously you're a wealth of knowledge, and that's why people need to tune into the, uh, Real Estate Success DFW podcast, uh, because that's aired, uh, weekly?Do you do that weekly?Every Friday, I have a new episode come out.I've got- Every single Friday.So good?I'm, I'm loaded.Yeah.Yeah.Tune into that, especially if you're in the DFW marketplace.That's his commitment.You're his audience.Either if you live here or you're thinking about living here, uh, go check it out, and you're gonna meet with him and top-tier, uh, people from this industry- Oh.uh, who are doing great things right now.So, uh, I truly appreciate you coming in today.Uh, what did we not tackle that we should have?Any closing messages?Um, you know, uh, just for me, I wanna continue to grow my group.I offer, um, events and community events and community things.You know, for real estate, most agents can find maybe training a thing with their local office.Yeah.But what most of them are missing is a community.Um, I'm really trying to tackle that missing component.Yeah.You know, I think the future of real estateAnd we could talk about where real estate came from or where the future is, but where we are today is we are all moving to a cloud-based, you know, model whether we like it or not.Right.Okay?It's gonnaI would say probably in the next 10 years, you're gonna probably find 80/20.80% are getting being some type of cloud-based model, and the other 20% are either in a niche or some type of brick and mortar still- Right.and, and there's a purpose that they can be in that niche, and it works.Um, but, you know, for me, I know the future is, is cloud-based, but in order to make cloud-based work, is you gotta have a community.That's right.So, that's one of the things I'm trying to really effectively build.Yeah.So, um, my community is Real Estate Success DFW, and it's on Facebook.Um, anyone'sany agent is really what I'm looking for, is welcome to join.And then my podcast comes out every Friday.Um, and my office is in Flower Mound.I have a training room here.Um- We're here right now.Yeah.We're here right now.See the training yesterday.I offer free training on Sphere, and then I bring in other successful agents to come in- Okay.and they teach on a topic.We did a really awesome AI topic yesterday.Uh, wish we had enough time.I can even give you some of the tips I learned from that.It was incredible, soWell, maybe a part 2, right?That's right.Yeah.Well, great stuff.Uh, Sean, with the folks out there who wanna find you, we know they found the podcast.How do they find you?Um, yeah, I give out my phone number.Um, anyone can call me.I'm very easy to get ahold of.214-228-0383.Um, probably that.I give out an email.That's not gonna help as much, so my phone number, or you can connect on Facebook, and I'm pretty easy to find.Yeah.There you go, guys.And if you don't know how to find him, just look down in the description, uh, or if you're watching, it probably just rolled right across the bottom of the screen.Uh, but, uh, if it went too fast again, just go to the description.We got it all down there for you.For sure.We want you to find Sean, make it really easy, and again, tune in to the podcast.Make sure you subscribe.Uh, obviously, there's a lot to learn, and Sean is that guy, man.He's constantly educating himself so we can get back out there, uh, to inspire and influence you.So, thanks again, guys.Um, thanks, Sean- Yeah.uh, for joining us.Thank you.Jerry- Man, I sure appreciate you coming out today.Thank you .I really knew that this was gonna be an amazing podcast here, so thank you for all the bombs that you dropped down here for us.100%.Yeah.Yeah.Thank you, Jerry, for inviting me, and, uh, Devin for, you know, hosting.Ah, it's been awesome, man.Appreciate the- It's been great stuff.Well, guys, again, thank you for tuning in.You know, you can check us out on the web at los.live if you didn't know where that was.Uh, but keep coming back for great guests like Sean, and, uh, maybe he'll come back on for a part 2, talk about that AI piece.Uh, until the next time, we'll see you then.