Justin Colby

But they create busy work, right? They start to open mail and they look at their website and then make edits to their website. And that doesn't move your needle. You're not going to generate revenue. You're not getting a deal. So what is the thing that in our journey, REI Live, right? It started officially in January and it reshaped kind of your thinking.

But they create busy work, right? They start to open mail and they look at their website and then make edits to their website. And that doesn't move your needle. You're not going to generate revenue. You're not getting a deal. So what is the thing that in our journey, REI Live, right? It started officially in January and it reshaped kind of your thinking.

You started doing some output and calling and what reshaped your activities? You know, you changed up your activities a little bit. You started refocusing. You saw the power of networking and building relationships. What was it there and what did you start doing to get this first, second deal?

You started doing some output and calling and what reshaped your activities? You know, you changed up your activities a little bit. You started refocusing. You saw the power of networking and building relationships. What was it there and what did you start doing to get this first, second deal?

Yeah.

Yeah.

That's right.

That's right.

Well, and to your point, uh, I say this a lot, but it's really about the people, right? Making enough calls, having enough conversations to move your needle. And so, you know, in REI Live, whether people are calling realtors or direct to homeowner leads, you need to have enough conversations to even have a chance, right? So like, let's just use cold calling as an example.

Well, and to your point, uh, I say this a lot, but it's really about the people, right? Making enough calls, having enough conversations to move your needle. And so, you know, in REI Live, whether people are calling realtors or direct to homeowner leads, you need to have enough conversations to even have a chance, right? So like, let's just use cold calling as an example.

If you pull the list through REI Lead Machine or wherever, and you made 100 calls, you're only going to talk to about 10 people. Actually get on the phone with out of 100 calls. Well, out of those 10 people, the metrics show that roughly only one person of the 10 you talk to are going to have any motivation at all to sell their home or even consider it.

If you pull the list through REI Lead Machine or wherever, and you made 100 calls, you're only going to talk to about 10 people. Actually get on the phone with out of 100 calls. Well, out of those 10 people, the metrics show that roughly only one person of the 10 you talk to are going to have any motivation at all to sell their home or even consider it.

That doesn't mean they're going to sell it this month or even next month. It just means you can consider them a lead like they will be selling their home at some point. So if you're doing one lead out of every hundred people, then you've got to do the math because typically if you're cold calling, it'll take something between to get going to start out.

That doesn't mean they're going to sell it this month or even next month. It just means you can consider them a lead like they will be selling their home at some point. So if you're doing one lead out of every hundred people, then you've got to do the math because typically if you're cold calling, it'll take something between to get going to start out.

It takes somewhere between one to 50 people before you get a deal. Now you beat that metric. You started outbound dialing. I would guess you're under 50 people that you talked to that turned into a lead and then turned into a deal. Do you actually know that metric?

It takes somewhere between one to 50 people before you get a deal. Now you beat that metric. You started outbound dialing. I would guess you're under 50 people that you talked to that turned into a lead and then turned into a deal. Do you actually know that metric?

There you go.

There you go.

Yeah.

Yeah.