Cody Hofhine
speaker
115 appearances
1 recordings
1 series
first heard Mar 2025
last heard Mar 2025
Cody Hofhine’s voice in public audio — every appearance, attributed to the second.
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Appearances
Right. Once we started tracking it, we quickly got into the 90 percentiles. Wow. Well, coincidentally, contracts started going up. We stopped losing deals. Now, there's two sides to this. So, first and foremost is live answer rate. What does that do? It allows you to get a hold of the person. Even the person that says, go pound sand. I hate you, Colby. Take me off your list. Like...
Okay, I'm grateful that I know that now versus 20 follow-ups over the next two weeks to find out, no, I was just calling to tell you guys are scumbags. Take me off the list. Right. Len, you lost all that time. But had you answered live, you would have known that in 10 seconds versus two hours of follow-up. Yeah. Right? Yeah. So that's the first thing.
Second of all is we found out that many people that are calling in They're also calling multiple people and all they need to have is one warm voice and it could be your voice. If you don't answer, they're not just saying, well, I'll call back Justin Colby next week and hopefully he answers next week. No, they're moving on. They're going, because these people, they have like 10 minutes, 15 minutes.
They're maybe on a lunch break and they're like, I have no time. So they are making sure that they're getting what they need to get done in that 15 minutes on that break, the smoke break, whatever it is, to call and line up someone to come by their home. If you don't answer the phone call, someone else is getting it. So we are rarely below 96%. Many weeks, we're at 100% live answer rate.
Here's another setup. It's not for acquisition managers to be on round robin. We do not believe in round robin. Everyone's phone rings. Whoever pulls out a holster gets it. Because if round robin style and that round robin is in appointment... Yeah. So we have to have all phones ringing. We have lead managers phones ringing.
So they know that after three rings, if one of the acquisition managers didn't answer it, lead managers are now on call. Like we have to answer that phone. And we realized that helped increase our conversion rate like instantly. The second thing is when that lead comes in is a voice or I should say a strategy of qualifying versus disqualifying.
So many times, and it can be easy even, how many years have we been doing this? I've been doing it now, well, since 2015. So 10 years, you've been doing it since? 18 years. 18 years, 2007. Think of the night where you kind of just want to go home and hang out with the kids. Yeah. And granted, you may not be taking a ton of calls. You probably have a team to do it, but let's say it was you.
There could be that night that you're like, I kind of just want to go home. And you'd use a voice of disqualifying. So tell me, Justin, what do you want for your home? And they tell you a price. You look at Zillow, it's the exact same price, right? Listen. Okay, well, it sounds like you probably want to go with an agent because I can't give you that kind of price and we disqualify, right?
Versus qualifying sounds like this. Okay, Justin, it sounds like you know what you want for your home. Tell me a little bit more about it. And I'm going to find these other pillars of motivation, like the condition of the home or the timeframe that they need to move out in or the driver. What made them pick up a phone and call Cody Hoffine?
Like, don't allow price to dictate if someone's motivated or not. Because 99 times out of 100, it is not a... sign of motivation. It's actually a deceiver. People are going to say this. They're going to fly a kite because we're trained as negotiators to drop an anchor, right? And then we meet in the middle somewhere. But the whole point is, are we qualifying our leads?
Are we disqualifying our leads? And so we're really training our Joes when they come in to have a mindset of every lead is hot. We answer all leads live and we sit there and we qualify. And these qualifying calls are no longer five minute calls.
Like qualifying calls are 30 minutes, 45 minutes, because that presentation that takes place in those first 45 minutes is the setup for all these negotiation. When you say, when we talked about the joeway.com, the five steps of negotiation, once you've done this setup call correctly, those five steps of negotiation start to work in your behalf so that you get a home at a deep discount. Yeah.
the whole operation. So it's not just the owners, it's their whole operations there. It's our acquisition managers. In fact, one of our favorites is Chris Osborne. This guy is not even the owner and he is on and he adds so much value to the call because he'll tell us things that, Hey guys, this is what he's talking about.
Like when he talks about not giving up, like I had this lead, I'm sitting out in the, in the driveway. I knocked on the door. They didn't answer. I knew they're in there. I knocked again. And then I sat in my car. I'm like, gosh, dang it. Why are
wouldn't they just answer the door and I thought you know what they need my service he's like so I went around back and I knocked on their bedroom window and I woke him up he's all they came out and 30 minutes later he walked out with a contract because he had a mindset of not just tenacity but he had a mindset of where most people are gonna have a fear mindset like oh they're gonna hate me they're gonna like be bugged to me oh they're gonna yell at me oh they're gonna think I'm too much he was like no I'm better than everyone out here and they need my service not any just anyone service they need my service so he goes back there knocks on their window
30 minutes later, contract.
I love it. So yes, all of this is for everyone. We even have like our vendor partners and their company join us on that call so that everyone can be part of this family, this culture of growth, of daily growth, and making sure that we're all becoming better versions of ourselves.
Rarely does a man's income exceed their level of personal development. Right. So we get them bought in on this and they're starting to see it. And there's so many principles that we teach through that, that no other, like it's not going to be just a wholesaling. If it was just wholesaling or fix and flip, it wouldn't be these principles that I teach on Thursday.
They're all, they're all leadership principles that lead and guide their team to victory.
No, no.
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