Episode Transcript
[00:00:03] Speaker A: Hey, everybody. Welcome to Ed and Kids mini podcast. We're mixing it up a little bit today. Normally, me and Ed jump on, we catch up, we say, hey, what's new? How you been today? We decided we're just going with it. We're running, we're hitting the record button. And because I think that people want to know what's going on with Ed Fortes, not just what he knows.
So that's what we're going to do.
How are you, brother?
[00:00:29] Speaker B: Dude, my fear is I think you're going to lose your mortgage license, and I'm going to use my real estate license because we didn't have time to prep for this, and it could be dangerous. So I'm going to. I'm looking around for some adult supervision, but there's.
[00:00:44] Speaker A: There's always editing, Ed. There's always editing.
[00:00:47] Speaker B: Thank God. Dude, I'm doing good, man. I feel great. Just got in a nice little workout.
And you never stop learning, brother. Never stop learning.
[00:01:00] Speaker A: How was your trip to Philly?
[00:01:04] Speaker B: It was.
Well, I'm really glad to be back in Florida.
[00:01:09] Speaker A: Was it. Was it like the weather wasn't great when you were here?
[00:01:12] Speaker B: No, I mean, had a great time. Beautiful baptism with Johnny, my. My grandson went to Valley Forge park, got to see Washington's headquarters. It's been decades since I've seen that, by the way, on Netflix. There's some great shows about Washington, really. And I'm entering, almost getting ready to enter my sixth decade on planet Earth.
Most people don't know this. Do you know that George Washington.
Fought against the Americans as a British militia man before he became the commander for the United States Army?
[00:01:55] Speaker A: I did not know that either, did I?
Wow. I'm going to have to check out that Washington.
[00:02:04] Speaker B: It is awesome, man.
It is awesome.
[00:02:08] Speaker A: It's amazing how much history is around Philadelphia. The type. I guess there's history everywhere. But the type of history that's around Philadelphia, the Revolutionary War history is. It's some of the best history in the country. And we're so, like, spoiled in a way. Like, we kind of take it for granted, you know, the fact that I live 15 minutes from the Liberty Bell, you know, people come from all over the country to, To. To. To get a glimpse at that. At that, you know, artifact. And, you know, it's. It's. The older you get, the more you do start to appreciate history in general. But also there's little nuggets like that, you know, where you're like, wow, you're. You're. You're almost 60 I'm almost 50 and I didn't know that, you know, by the way, you're closer to 60 than I am.
[00:02:52] Speaker B: High ranking, retired army lieutenant colonel. He was like, I had actually this is what he said. He goes, I didn't knew that either. So he was a traitor.
And he goes, actually, a lot of us are traders. Like, you know, to, to create something you have to be a trader for the, you know, the, the whatever the
[00:03:17] Speaker A: company you were, the status quo.
And, and you think about in order to go out on your own and, and, and, and create something, maybe you have to leave the company that you were loyal to. And, and, and not that, not that we're already getting into the show here or anything, but like there is a lot of emotion around that kind of stuff where people do start, they feel like they're a traitor when really they're just being true to themselves. It's a weird, you know, paradigm. Right.
[00:03:51] Speaker B: And I'll tell you, getting back to there is a huge difference in the vibe of being in the Philadelphia area and being on the Gulf coast of Florida.
[00:04:05] Speaker A: I believe that.
[00:04:06] Speaker B: Yeah, I, I, let's just say I had a couple of interesting experiences while in a Wawa.
[00:04:16] Speaker A: Did your Philadelphia come out of you,
[00:04:20] Speaker B: dude? It was, it was the deepest roots of Philadelphia.
[00:04:23] Speaker A: Wow.
[00:04:24] Speaker B: Yeah, yeah. Just rude people being rude.
It's being rude, man. And it's like, you know, I don't think human beings in general, and I don't want to pick on a certain generation, but there's a certain generation that think that they can just say whatever they want and get away with just ain't happening, man.
[00:04:52] Speaker A: It sounds like you're dancing around a really good story. I'm not going to put you on the spot right this second, but tell
[00:04:58] Speaker B: you real quick, had a beautiful walk. Oka Hockey Preserve in Willistown. Going to Wawa on Westchester pike across from the Giant in West Town.
And I look and I see, oh, I'm going to use the men's room real quick. And I walk up and in the, going into the hallway, the custodian door or whatever you want to call it's open and there's a little sign there that says close for cleaning. But it's like at the beginning of the hallway and I was like, I wonder if the restroom's closed or they're just like cleaning out the custodian closet. I don't know. Let me see. I open the door to the men's room and the dude from Wawa looks at me and goes, yo, what part of clothes for cleaning. Don't you get, Dude, I don't want to waste your time with and your team's time of having to edit this.
But the first sentence was, hey, mother, look at me. You don't have to be a rude MF.
[00:06:06] Speaker A: Yeah.
[00:06:07] Speaker B: And it continued for about 45 seconds.
[00:06:11] Speaker A: Wow.
[00:06:11] Speaker B: And there may have been a little.
I'm a very peaceful man. You say that to the wrong person, you may not make it out of this bathroom. I'm doing. And I always say this. I'm doing this because I actually care about you.
You say that to the wrong person.
Whoop. Yeah, it ain't gonna look good. So, yeah, I'm glad to be back on the Gulf Coast.
[00:06:37] Speaker A: On a lighter note, did you have any cheesesteaks while you were in town?
[00:06:40] Speaker B: Of course I did. Our first stop was at Stakes, Westchester, and great.
Something else I realized flew into the Lehigh Airport. Allentown.
Wonderful.
Net time. Net hassle. The more I can fly into that airport, the happier I'll be.
[00:07:01] Speaker A: How far is that from Delka time? Door to door.
[00:07:04] Speaker B: Well, from Paoli, it's one hour. That's right.
[00:07:07] Speaker A: All right.
[00:07:08] Speaker B: But when you think about the net time. So when you land in Philadelphia, how many times do you land? You text your wife, hey, honey, land it. And then you text a half an hour later, hey, still on the Runway. Because they don't have a. Whatever, whatever, whatever.
[00:07:25] Speaker A: Or still waiting for the bags or still waiting for this or that. Yeah.
[00:07:28] Speaker B: Yeah.
[00:07:29] Speaker A: I was in Atlanta on Tuesday.
That was the biggest airport I had ever been in. I don't know if you've ever flown through Atlanta. Yeah, massive airport. Massive.
You got to take a train to take a train to get to the plane.
[00:07:45] Speaker B: Staying with Tampa. Yep.
[00:07:48] Speaker A: Yeah, massive. But. But we had a good time. We went down there, hung out with some teammates in Atlanta. Got to see a Braves game. Not a Braves fan by any stretch, but the stadium is beautiful, and the company was. Was fun. We had. We had a good time at a nice dinner doing, like, this power producer roadshow with Rich and. And Ignacio visiting a couple different loan officers. Now we're all remote, right? So, like, we don't get to see each other very often. I am very much like it, you know, social person. I, I. You know, I'm upset that we didn't get to connect while you were here, but I understand why, you know, you had priorities, and there are things that you had on your agenda that didn't line up with. With, you know, hanging out with K.J. but that's okay.
[00:08:34] Speaker B: I Want to connect you with my friend Keith, who I talk to every single morning. Yeah, every morning we talk.
[00:08:41] Speaker A: Get out.
[00:08:42] Speaker B: And he goes, you're coming up to Philly. I go, yeah. He goes, there's no chance of us seeing each other, is there? And I said, no, absolutely not. I never, ever want to see you. I like our phone relationship. He's like, I love you too, buddy. It's all good. Literally, I never see him. When I come up, I coach this kids in little league, work. We've saved each other's life like, a hundred times. I'm like, yeah, I don't. Why would I want to see you? Like, great. Not that you fall in that category.
[00:09:10] Speaker A: I. I assume for a minute that I might, but now I'm glad you explicitly said I wasn't in that category.
So you were up for a. I. I noticed while you were up for the baptism, you also had a. A training event. And, you know, you and I were talking a little bit about some of the stuff that you had come up with, and I thought that would be a good topic for today, you know?
You know, simple execution outweighs paralysis by analysis. So you had sent me the graphic. Why don't we talk through that graphic a little bit? You know, it was. And what. Where did it. What was the idea. Where the idea come from?
[00:09:52] Speaker B: Yeah, Ken, you know what the idea came from. And it's been something that was just. And I know you. You've seen it. That sort of, like, stuck with me, and I was like, you know, as far as real estate goes and what I do, like, I just can't let this happen. And the statistic is that in 2025, 71% of real estate agents did not do one transaction.
[00:10:18] Speaker A: I'm going to make you say that one more time.
[00:10:21] Speaker B: 71% of real estate licensees did not do one transaction in 2025.
Now, the more wicked part is only about 6% earn more than poverty level income.
Earn more than poverty level income.
And out of that 6%, only about 3% are earning enough to, you know, have a nice living.
And when I looked at that, I was like this. There.
There is something really wrong with our industry.
And I know that I. I will give you, like, I. I did this at the training, so I get licensed, right?
Wonderful. ReMax agent says to me, hey, when you get your license, I want you to join my team, right? I get my license, I join our team.
I got the best training, dude. I couldn't speak to anyone until I passed a test about the agreement of sale.
Make a long story short, they let me out of the cage and I'm trying to be her. She's a very, she was a very corporate person. Came from a corporate background. My hand to God, this was like 2004, 2005. She was like, ed, you know, pull up these listings, put them in a file and send them to me.
And I was like, why?
I'm not exaggerating. This is not to be funny. I came from the bar business and from a very blue collar background. I'm like, why does she want me to put it in an envelope and mail it to her?
She lives five minutes from me. So I'll put it in the envelope
[00:12:21] Speaker A: and drop it off.
[00:12:22] Speaker B: And drop it off.
And when I got there, she was like, dude. No, I meant put it in a folder and email it to me.
I was like, I don't even know what you're talking about. Make a long story short, four, five, six months later, I sold one house and she fired me. So it's like, dude, you know a lot of agents, I'm going to say if you know any agents that got fired other than me, I'm very surprised.
But if I know it's not more than five and you've been in the business as long as I have.
[00:12:57] Speaker A: Yeah, agents don't get fired. And that's part of the, part of the struggle.
[00:13:02] Speaker B: Yep. But what happened was two things that happened.
I went to Prudential, Fox and Roach, that was closer to my house and I, I heard Kid Anstey talk and I went, I can talk like him.
I was put in the pilot program of 100 days to greatness. Brian Buffini.
[00:13:25] Speaker A: And you say pilot. This is when he was just getting off the ground.
[00:13:29] Speaker B: No, this was the, he was already off the ground. But it was the pilot program for a hundred days to greatness, his specific training.
And in the next nine months, I did 9 million. And ever since then, I look at the way that coaches, coach brokers, coach teams, tell agents how to do business. And I'm like, this is my fault.
I own some of the responsibility here. It's not just the agents.
There's not, not that many lazy agents.
So what I wanted to do was, and this is all based on a database of 200 people.
200 of what we call have Mets. Now if you don't have 200 people in your database, don't worry about it.
And this does not have to be perfected. This doesn't have to be like, oh, this blueprint says I have to do this many on that day. Because what I find is if I.
What. What coaches and trainers and speakers like me do, which is just horrible.
Horrible, man. They say things like. And I've. I'm guilty of it. I was guilty of it.
Show me your calendar.
Show me your calendar. Like that, that snarky. Like, what do you.
[00:14:48] Speaker A: What.
[00:14:48] Speaker B: And, and you've got the agent who's already struggling, trying to figure this out. Now they have to show a calendar to some stranger probably. And they're like, well, there's your problem. Show me your calendar. I'll show you your business.
You know what, man? Get out of here. Like, humble yourself. Get lost.
So what I wanted to do was create something really simple that some days do. Takes five minutes a day.
Right now, you are an extraordinary lead generator, business builder, executor. Ken, the thing that people like you and I have, that's a problem.
We are part of 1%.
And. And when we. You. You'll never hear me go, hey, we need to limit things. What we have to do is look and say, you know what? Not everyone is a Kobe Bryant, God bless his soul. Not everyone is a Michael Jordan. But you know what? There's a lot of basketball players making $10 million a year that we never even heard of.
They're doing a great job providing for their family, feeding probably homeless people, doing a lot of great things. So in the real estate and mortgage business, we don't have to be in the top 1%.
Right? What we do have to do is a few things every day. Do you want to go over that or do you have some questions?
[00:16:25] Speaker A: Yeah, I'm actually going to. I'm going to. While you start talking, I'm going to try and pull it up. We're getting high tech here Today on the YouTube channel.
[00:16:33] Speaker B: If you're watching Be in the show
[00:16:34] Speaker A: notes, I will definitely make it into the show notes. But I'm for. For the. Yes. For the. For the people who are listening on Spotify or Apple podcasts, for. If you're on the YouTube channel, I'm going to go ahead and share screen so we can go over what Ed is talking about here. So let's see how this works.
There we go. How do you see it?
This is awesome, by the way.
[00:17:03] Speaker B: Dude, brother, this is awesome.
And this is just really. This comes from frustration.
This comes from talking to my friends who are 5, 10, 15, 20 year veterans going, dude, I don't have a closing for the next three months. And it's not because they don't want to work Hard.
They literally don't know what to do. And this rolls into what I call my bio, Individual coaching.
Like, we have to get real specific about how agents do their business depending on a thousand things. But most anyone can do this.
So this is literally. I figured it out. I think I used an average sale price, 4, 4 or 500,000.
But Mondays, the Smile Voice text times 10.
This is otherwise. I refer to this as the Sky Michaels voice text.
And it can be either a voice text or a video text. It cannot be a regular text.
[00:18:11] Speaker A: You gotta hear the inflection in your voice one way or another.
[00:18:15] Speaker B: Exactly. It could also be a phone call if you want to make a phone call, but it's simply.
Hey, Ken. Said Fordyce was going through my files from last year and came across your name. And it just put a big smile on my face. Just wanted to let you know that. Hope you're doing well.
Bam. Done.
No, if you think, if you know anybody that's looking to buy or sell real estate, tell them, blah, blah. That's it. Hey, Ken, it's Ed. Was going through my files from last year or from two years ago or three years ago or five years ago, and. And came across your name, and it put a big smile on my face. Just wanted to let you know that. Hope you're having a great day, buddy.
Do that 10 times, right? Once a week, 10 times.
In 20 weeks, you'll be through all 200 people.
If you don't want to do 10, do five. If you don't want to do five, do two. If you don't want to Doe two, do, do one.
Here is. And I know you're a big fan of this book, brother. This is the compound effect in effect over the weeks, the months, and the years.
[00:19:32] Speaker A: You know, it's also what you said, what you just said. And I love referencing books, but the Atomic Habits, which is right behind me here, he talks about do this, the smallest possible, easiest thing first.
And they would preach in that book.
If you want to go run a marathon, just start. Start by walking to the end of your driveway that morning. Start by putting your sneakers on and then take them back off. Whatever it is, take one small action and like you said, just do one. Do one on Monday and then the following Monday, see if you can do, too. Right. I love that approach.
It's slower, doesn't create, like, massive momentum, but it gets the ball rolling.
[00:20:21] Speaker B: Go ahead.
Yes.
So that's every single Monday, right? Pretty simple. So let me ask you, if you did that today, how long would that
[00:20:33] Speaker A: take you if I did 10, 10, gosh, I mean, it would take me longer to find the names than it would to leave the message. So if I have my list in front of me and I'm just going from one to 200, it can't take more than 10 minutes.
[00:20:50] Speaker B: Maybe that's what I was going to say. So anybody listening to this, this is what I'm going to ask you to do. And the magic of about it being a voice text or, or, or video text is a phone call, won't interrupt someone.
So you could send this at 6 in the morning or 10 at night.
What I want you to do is go into your calendar right now. Go to Monday, I was going to say, which is today, which it's not. So clearly I need help myself. That's a whole nother story.
But go to Monday and time block whatever time you want.
And you know what for the heck of it? Just time block.
15 minutes or a half an hour, whatever you want to do, and just put in there 10. Voice, text or audio, text or video. Text. Cool.
Cool. All right, Tuesday.
This comes from the CMA a day thing idea.
But let's just do Tuesday is CMA day.
If you have 200 people in your database, send five CMAs.
It doesn't have to be the whole 20 page CMA.
It could actually be.
I'm going to say a bad word for most people. It could be a zestimate.
Look up my old address. 1142 Edwin Circle. I did this. My niece bought my house, pulled it up, it said it, it would sell for $682,000. I screenshot it, I sent it to her. I said, hey, ready to sell your house?
But what, what the. What you can do is you can send it electronically. You can send it in the mail, you can screenshot it and text it, but it has to be something that says the value of their home.
And you just want to say, hey, was doing research in your community and this is what Zillow or this is what I or my company or this came up with as the value of your home.
Your thoughts, question mark. Not what do you think?
Your thoughts, question mark.
If you can't do five every Tuesday, do three. If you can't do three, do one.
So that's Tuesday.
[00:23:26] Speaker A: Everybody can do one.
[00:23:28] Speaker B: Everybody can do one. And it does not have to be perfect.
All right? And you could even say, if you want me to get an even more detailed CMA to you, let me know.
All right? Day three is the high eyes day. It's strategic partner Day.
You're going to meet with three strategic partners. What is a strategic partner? It is someone who also owns a business.
It might be Ken Jordan. It might be your insurance person. It might be an attorney, it might be a contractor. It might be a financial advisor. It may be where you get your hair done, your nails done, where you buy your pizza.
And you're just going to just make an appointment, say, hey, can I swing by, take some pictures of your place?
And if you have a minute, I would love to interview you about your 1995 oil change. I would love to interview you about how do you buy a rate down. I would love to interview you about your white pizza.
That's it.
[00:24:40] Speaker A: If you talking about content creation or meeting and connecting, either or both.
[00:24:46] Speaker B: It again, it doesn't matter. And this is where agents overthink this.
Right, that. So I'm going to show up to the headquarters of Princeton Mortgage. If you're there, I'm going to. Dude, so glad you're here, man. How are you? What's going on? How's business? How can I help you? Hey, you want to do a quick interview?
Great. If you're not there, I'm going to take a picture of Princeton Mortgage, Ken Jordan's office and I'm going to say, hey man, I was in the neighborhood, saw this, I wanted to pop in. I had to use the copier anyway. Yeah, our old guys still use copiers, but I don't know who's not using Ken Jordan, but whoever isn't, you got to talk him and Rich, they're the best people in the world, blah, blah, blah, blah.
Right? Does that make sense or am I rambling too much?
[00:25:37] Speaker A: No, keep going. I love it.
[00:25:40] Speaker B: So again, don't overthink it. And this is where the bio individual coaching comes into play compared to the gurus. Like, I can't hand Ken Jordan a business in a box and say, do that. Do it, do my way.
Right? And when you look at these five days, if there's two days that aren't you, don't do them.
Yeah, if it's going to wear you out, if it's going to stress you out, don't do them. By the way, there's 103 ways to lead generate so we can find another way.
Thursday.
Handwritten notes.
[00:26:23] Speaker A: That's one of my favorites.
[00:26:24] Speaker B: Ken, ask me why handwritten notes work.
[00:26:27] Speaker A: Ed, why do handwritten notes work?
[00:26:30] Speaker B: I can't believe you asked that question, Ken.
Because when we receive a handwritten and hand addressed note, I didn't say. A handwritten novel, handwritten note. Ken was going through my files the other day, and your name popped up. Put a big smile on my. It put a big smile on my face. Hey, are you going to be in Ocean City or Seattle this summer? Would love to stop by and see you.
Ed, when you receive that, dopamine, serotonin and oxytocin flow out of my brain.
I don't care if it's David Goggins. Getting this.
David Goggins is going to go well.
Ed Forte sent me this. He was thinking of me.
I like this guy. He's all right.
And if you want, what I do is I put these little angels, little plastic angels in my handwritten cards.
And I just. And like, one of my cards would be just, you know, hey, everybody needs an angel to watch over them. Wanted to make sure you had this.
You can get them on Amazon for nine bucks for probably 40 of them.
All right, so that's handwritten note day. And then Friday is video branding content.
I do it every day. But if you don't do it, and again, I don't want anyone to take these and go, like, literally, I have to do this at that.
Go back, put these in your calendar. The biggest thing is put them in your calendar and make sure they get done every day. The video content can be whatever you want it to be.
[00:28:28] Speaker A: How ironic that this quarter blueprint, one of the topics for the. For far the prince of mortgage blueprint is video marking for realtors.
And what I love about. And again, you know, yes, this is a little plug. But what I love about the blueprint is that it helped. Like, all of these are great ideas. They're all about execution.
What, what the. What this section of the blueprint isn't necessarily like, do this topic, do that topic. Go do this viral trend. What it is, is, you know, you know, it says you're not trying to become an influencer. Like, no one's trying to talk you into becoming. Like, the person says, oh, this is the makeup I'm using. This is what I bought. I'm. So many people ask when I put my hair. That's not what you're trying to do. You're trying to educate people through the media.
Okay, now, does it help to have the right setup?
Yes, it does.
First thing Ed did today, before he started shoveling oatmeal was put on his light. Okay. Doesn't mean you have to have a light before you start. Start, get going. But it does put in here some, some, some tips on Lighting, some tips on audio, camera and format stability, you know, how to, how to shake and then how to make great content.
Script, framework, how to write the perfect hook.
10 video hooks that stop the scroll. Like, this is the kind of stuff that we give our agents. And this blueprint, this was, I think that this quarter, here we are with these, we're in June of 2026. I think this was the best one yet. So for anyone that's, that's thinking, okay, Friday social, you know, video branding, content day. What do I, what do I do?
You know, I'm sure you could just follow Ed Fordyce and do whatever the hell he does, but if that's not your cup of tea or shot of whiskey, the blueprint has some really good ideas. So just a little, little plug there. I thought it was really cool that you, that you. Because I think of all five of those things, the video content is the one where people meet the most resistance. But the only thing that's stopping you is the start.
That's it.
You know, it's the only thing stopping you. Just, just like you said, if you can't do a 10 minute video, do a five minute. If you can't do a webinar, if you can't put the camera on, you put the camera on something else. Right. But you, you absolutely need to be out there. Because one thing we learn is that the winner in this market is not going to be the best realtor or loan officer. It's going to be the most well known.
[00:31:16] Speaker B: Exactly. I'm gonna throw in a little shameless plug here for my coaching business.
Work with me for 75 days and we will make this exact thing really simple for you to do, personalized to you. Now here's the other part. So with all of this, when you work down the numbers at an 8% average sale price of 4 to 500,000, you're going to be around $242,000 in income. Again, this all compounds. This is not my opinion. This is not like, hey, it might work. No, it's going to work.
It's going to work. Now if you look on the right, if you want to add an open house or two a week, they do work.
Your girl, Katie Harris and May had her biggest month of her career. Right.
Couple of the deals came from open houses. Open houses work and throw in a funnel pilot that I could introduce you to, man, and you're off to the races right there. That will get you. Well, I put 320,000, it would be over 400,000, but you gotta this kind of fitness every day. Now let's. Let's just go over the time again. Really? We talked about Monday, you said 10 minutes.
[00:32:47] Speaker A: Yep.
[00:32:48] Speaker B: Tuesday, if you just did a one pager CMA for five people, how long will that take you?
[00:32:58] Speaker A: Here's, here's. I'm going to be honest. If you're not, if you, if you're not well versed in AI, then you know, I would say that would take you for 115 minutes.
[00:33:12] Speaker B: Okay?
[00:33:13] Speaker A: So if you're well versed in AI, you can build out prompts where you can build all five in five minutes.
[00:33:20] Speaker B: There you go. Now I'm glad you said that.
I'm very grateful to all of my friends. Bruno, Stacy, Adam, God. Who else? Who else? I can't remember everyone that taught me about AI, but if we just look at the numbers of the agents who are poverty level or around it, the reason why they're at that poverty level income and have to work two or three side jobs is because they get caught up in the. Okay. Oh, are you using ChatGPT? No, you have to use Claude. Go to Claude. When you go to Claude. Oh, you don't have that version. Okay, you got to upload this. Okay. Then you download this and then you got to go to Canva. I call it AI porn.
It wears you out. It's not real.
And honestly, dude, it's not necessary.
It's not necessary to execute this.
Execute is the key word here.
You know this, that complic. Like when you complexity is the enemy of execution.
[00:34:35] Speaker A: Sure.
[00:34:35] Speaker B: I told an agent this the other day. I don't, I don't want you to learn anything new until you're doing two deals a month.
Yes, AI is great. I love learning makes my. Dude, I did this in 32 seconds.
Use it to your advantage. But you may not want to. You. I may not want to use AI like you are.
[00:35:00] Speaker A: Well, I agree. And you, you don't want to use it like until you understand what you're using it for. Right. Like, like you have to know how to do a quality cma. You know, you need to know what the components of a quality CMA are before you can ask AI to do it. Like, you know, to just go in and if you were to go into Chat GPT right now and say, give me a, a, a, a CMA on 471 South Feathering Lane, like it's not going to give you anything of value. You have to know how to prompt. You got to. So yes, I agree with you. I think that there's a. There's. You can't step over steps three, four, and five. Right? Like, you got. You got to do one step at a time. And learning what a quality CMA looks like and is, I think is an important piece. So I will digress on that. But, but, but continue.
[00:35:46] Speaker B: Yeah, and this is.
This is why I say that.
Oh, Ed, you don't want to do your CMAs. Just have a VA. Do it.
Okay. Do you have a VA? Oh, my God. I've got your perfect VA. Dude. I spend the next three days getting back into my Instagram, my email, because something overseas threw up a security flag, and now I'm locked out of all of my stuff.
[00:36:15] Speaker A: Yeah, that sucks.
[00:36:16] Speaker B: So that's. Now what. What do I do? I go, forget it. I'm just going to go back to running out on the road and tackling people for business.
That's why. That's why I want the agents to look at this. So we've got 10 minutes on Monday.
We've got, let's say, 20 minutes on Tuesday.
Put it in the calendar. Now, Strategic partners.
That's going to take some time.
[00:36:44] Speaker A: That's okay.
[00:36:45] Speaker B: All right, but let's just go one strategic partner. You don't have to do three. That's an hour.
Put it in the calendar.
[00:36:54] Speaker A: I'm going to make a suggestion, too. And this is for the loan officers out there, too. If you guys are listening. You know, Monday and Tuesday, you can do the same thing, right? Like, you know, you have a database of past customers. You could go in and you could look at their interest rate, even if their interest rate is higher or lower than where you are right now, to be able to do a refinance analysis and send it to them. Say, hey, just wanted to let you know I was looking at your file. Now's not a good time to refi. Here are the numbers. Here's why. But when the time comes, we're going to be ready to go, even if now is not the right time. The fact that you sent them something of some sort of analysis, you did some work on their behalf, that's what the CMA A day is all about. That's what Tuesday's all about. And Wednesdays, your strategic partnership meeting with your insurance agents, your real estate agent, your financial planners. But my suggestion, to your point, Ed, be super protective of the amount of time you spend. You set an hour don't. And I agree, don't let it go longer than an hour. One of the mistakes a lot of people make on strategic Partner day or meeting with strategic partners. They don't end the meeting.
They just keep going and going and go. Now, you've been there an hour and a half, sometimes hour and 45 minutes. And the same reason why I say your Ford calls have to be five minutes long. Because if you have a reputation for taking 20 minutes of someone's time every time you call, they're going to stop taking your calls, even if they like you.
If you have the reputation of letting a lunch drag on for an hour and 45 minutes and they're too polite to stop you and you're not intentional about ending the lunch or the meeting, people are going to stop meeting with you because no one has two hours to kill the first time. They're just being polite.
Be intentional about how much time you intend to spend and stick to it.
[00:38:42] Speaker B: No doubt.
So you're looking at, let's say, video branding is 45 minutes.
10 handwritten notes is going to take 20 minutes.
[00:38:55] Speaker A: 20 minutes, maybe.
[00:38:57] Speaker B: Right?
[00:38:58] Speaker A: And that's another thing. Do not subcontract out handwritten notes. That is the, like, I got my kids to do my handwritten notes for me. Or you're paying a company to auto pen your handwritten notes. I'm sorry, that is flushing money down the toilet. The connection, the emotional connection of your written word and them reading it. It's, it's, it's, it's. It. It's like mystical. Don't subcontract out your handwritten notes.
Yeah, a lot of opinions, don't we?
[00:39:32] Speaker B: So there we have it. And again, this is for the majority. 97% of real estate agents can use this.
Use it any way you want.
But it has to be. Couple things that I am really leaning into.
Most real estate agents will look at this and say, that's unreasonable. I'm busy.
Well, then be unreasonable.
If you want to get unreasonable results, be unreasonable.
[00:40:18] Speaker A: This is the most reasonable plan you can ask for.
[00:40:23] Speaker B: I know, but when you take someone that wakes up, right, and doesn't actually start working till 11:30, and then they realize it's lunch and they got to go meet their.
You get it? And I will tell you. And there's anybody that's a leader in the real estate world knows a guy.
His name's John Cheplak.
And I heard of this guy probably for the first time 20 years ago. Ish.
And I see him with his shirt off in the gym, and I'm like, what a dope. Guy's 45 years old. What a joke.
And then up until Today, he and I are the same age.
The dude has a, you know, I think multiple nine figure businesses.
He keeps it real simple but real disciplined. And he's ripped off.
So I had a social media coach a couple years ago that literally would text me in the morning, do this, video that, do this, I'm going to post that. And the one day she goes, I. I have two lessons from this. She goes, go to the gym, do this and take your shirt off. And I'm like, at the time, I was 57 years old. I'm like, I'm not taking my shirt off at the gym. She's like, do you want me to like, listen to me or I'm just not going to coach you. I was like, all right.
So anyway, I did it and I just did one the other day of me doing. I couldn't believe it. I still, I mean, actually I can believe it because I saw that box.
[00:42:13] Speaker A: Joe.
[00:42:13] Speaker B: How about that dude, right? It's crazy.
I mean, for me, I got like 3,000 views on it, right?
[00:42:22] Speaker A: That's.
[00:42:23] Speaker B: To me, that's big. To somebody else, it might not be that big.
[00:42:26] Speaker A: Yes.
[00:42:28] Speaker B: But I learned two things. The reality was two things. To get noticed, you have to be different.
And the other thing was God's honest truth, I was jealous of the guy. Like, I'm. I have to tag him and say, dude, I was pissed off because I didn't look like you. And that's why I was like, what a jerk.
Who takes their shirt off now? I'm going to be like 92 years old ripping my shirt off. Don, you can do this.
My point is, be different. Wasn't that the Apple thing? Be different back in the day, just be different.
Everybody wants to be a parrot and just listen to, you know, how many times, how many times do you see at certain times a year, hey, in a real estate training, and I'm in a contest to get as many referrals as possible. Who do you. It's like, I don't want to call out any names, kw, but like, just stop it. That's some. That's GROSS. You've got 10,000 agents posting the same shit.
[00:43:39] Speaker A: It's like, stop AI trend. I saw someone must have been doing some sort of training because like, for the next week, I saw dancing real estate agents all over my Facebook page a week. But here's, here's the thing. Less judgment from here. But when you do this stuff, yes, you probably are judgy of the people that are doing the thing. And if you're not Doing it yourself, especially. But when you do it, a, you build courage and B, you start to build respect for the people who took the leap, did the thing, took their shirt off and did the box jump.
You know, when you do it, you're like, damn, now I realized how much courage that took to do.
And yes, you're right. Be different. You know, embrace whatever it is that makes you differ.
It's. I did the day in the life of a. Of a loan officer video. I did not want to do it. I did not want to do it. I didn't want to, you know, because here's the thing, man. Like, I, I love my job. I love my life. I love everything about what I do with my work.
And there's guys out there that do 10 times more volume than I do. And every time I go to like, yeah, this is what I do, and celebrated that. That, that back of my head, that insecurities like, dude, you're not even that big of a deal and you stop yourself, right? Man, screw that. Right? Like, if my week, last week was a record week for me, celebrate. Which by the way, it was celebrate it. You know, and, and, and don't let the, the fact that, okay, fine, somebody out there might be doing more production than you. That doesn't mean that you can't celebrate your successes.
[00:45:28] Speaker B: Share this story with you because we never know who we are going to. Who. We never know who's going to watch us.
And I tell my tribe all the time, just document your life and part of your life is your business, right? So I am wide open with my, with my sobriety journey, with my recovery journey, right? And I, two years ago, probably right, lay in an airport, walk to the car rental place, and I've got my head down, you know, telling whoever I'm meeting when I'm going to be there. And I hear next, I look up, I walk up to the counter, I put my license and my credit card up, and I hear the guy behind the counter go, oh, Ed Fordyce.
And I look up, I look at the guy. I have no clue who he is.
He looks at me and he goes, you don't know me, but I follow you on, on. On Instagram.
You're the reason why you helped me get sober.
[00:46:35] Speaker A: It's awesome.
[00:46:36] Speaker B: Yesterday I. Or yesterday or last week, I just celebrated a year of sobriety.
Like, dude, how many settlements is that worth?
How many recruits is that worth?
Like, we live in such a small box.
[00:46:55] Speaker A: Yep. And more people see it than you think.
[00:46:59] Speaker B: And I will tell you judgment And I, I, this will be a character defect that I have till the day I die. But a lot of times when I judge people or judge companies, it's because I'm like, oh, you guys are missing it, man. Like, you don't do that. Like, do this.
But I will tell you, there is a real, real estate agent out there.
Her name is Tampa Brie and she's the, the agent that stood in front of the house. Her video went viral and said this, this house has more bush than.
Do you remember that one?
[00:47:36] Speaker A: Yes.
[00:47:37] Speaker B: Okay.
Look her up and go. She shouldn't be talking like that on Instagram. That's not professional.
And I'm like, see, I'm right. I did the research. She sold one house. This was last year. Sold one house in 12 months.
Someone that's a little bit smarter than me says, let me do a little investigation on this woman.
Looks up, finds out that she's got like 200 subscribers to her.
I can never remember the platform. I always want to say Paragon. It's not Paragon. It's.
It's one of those platforms that you can subscribe to and pay for it anyway. She's pulling in 60 to 70 grand a month.
[00:48:29] Speaker A: Only fans.
[00:48:30] Speaker B: No, that's your channel, dude. Don't drag me into this.
It's the same one that Joey Merlino and Snuff are. They say, hey, head on over to if you want to see more of our podcast.
[00:48:45] Speaker A: I forget I'm have to find that out. I don't know.
[00:48:48] Speaker B: But again, that's what's so great about our business, Ken.
Like you can do loans. You can make a million dollars a year loans. You can open up your own company if you want to sell a bunch of homes. Open up your own brokerage, start your own cloud based brokerage. Have, have all this stuff going on. Oh, and by the way, we can start a subscription to how to do this, get paid on that. We can write books.
Right? There's so much that we can do. And this is why I am like so committed to.
And I've known this for 20 years, Ken. I knew that what I brought to the market was different.
And I kept leaning out, then I leaned back in, lean out, lean back in. And that's why I am so committed to be extraordinary.
Be, be so uniquely yourself and don't.
What's the word I used?
Unreasonable.
Be unreasonable.
And I know that my, this bio. Individual coaching is so, so productive.
Where an agent just won't be a flash in the pan and nine months later they're laying in a puddle of their own, like, blood and sweat going. I have no energy left because I listened to the guru and they told me the only way to be successful is to do this.
Nah, man, nah. Lean into something that you look forward to doing and get really uncomfortable doing that.
Get really uncomfortable doing that. So how did I do at almost 60 years old, a 34 inch box jump standing still.
I got really used to doing 30 inch box jumps standing still.
I visualized it and I was like, all right, I know the 3, 2, 1, go.
Visualize myself jumping over the box. Like, that's how I knew I was going to be able to do that. And by the way, I screenshot it.
I got another three inches, brother.
I got myself, like, in. In midair.
[00:51:22] Speaker A: That's awesome.
Well, I thought. I think this was a. This was a timely conversation and I'm glad. I like the way we started today. I like the way we started, you know, catching up, clueing people in on what's going on in. In Ed's world and in Ken's world.
I really enjoyed this. If you guys want this blueprint, this agent blueprint, reach out to me, reach out to Ed, and we'll be happy to share it with you.
You know, with that, check us out on YouTube. Our YouTube channel is, is rocking.
And also guests, we're thinking about making a little bit of a pivot may, bringing some people on. So if you want to join us or if you know somebody you want to hear, we can, we can have them on and, and we'll continue to evolve and grow and get better and, you know, hopefully bring more value to the people that are listening.
[00:52:17] Speaker B: Yeah, dude, I already. We have a waiting list going. Freaking Gary Vaynerchuk was like, dude, what do I have to do to get on your podcast? Rogan's right behind him and then at Tony Robbins. Guys, like, what do I. What do I need to do to get on your podcast? So.
[00:52:32] Speaker A: Yeah, I can imagine. I can. Well, you keep, you keep working those guys over and, and we'll, we'll tell them we'll fit them in as soon as possible.
[00:52:41] Speaker B: Good deal, brother.
[00:52:43] Speaker A: All right, Ed, be good.
[00:52:45] Speaker B: Yeah, man.
