West USA Weekly Podcast | Ep. 83 | Featuring Dale Stauffer (1.14.25)

Maximizing Your Real Estate Website for Lead Generation | Monday Morning Podcast

In this episode of the Monday Morning Podcast, we dive into valuable real estate insights and tips to kickstart your week. Hosts Mike and Todd provide a detailed look at the latest market statistics for the Greater Phoenix Metropolitan area, explore what's trending in mortgage rates with Matt Baker from the Bookspan Baker team, and share actionable steps successful agents are taking to thrive. The highlight of the episode features Dale Stauffer from iFoundAgent, where he discusses how to effectively utilize iFoundAgent websites to generate leads and grow your business. Learn about the importance of making calls, having educated real estate conversations, and setting up robust follow-up systems to stay top-of-mind with potential clients. Tune in to enhance your marketing strategies and make your real estate website work for you.

Join our weekly podcast as we continue our commitment to bringing you the best in training, information, and technology. This is your chance to be in the know, hear from the Industry's best, and get valuable tips to help increase your business!
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Transcript

West USA Weekly 1.13.25

[00:00:00] Good morning, West USA. Welcome to another edition of our Monday Morning Podcast. Appreciate everybody joining us today. And let's just jump right into things. Maybe begins now. Well, you know, we got, we got new slides and we have no Heather. So we got Nick. And, uh, let's see. I don't know where we're at these days.

Alright. There you go. Now begins now. There you go. Now next one. Look at you. Alright. What do we got on tap today? I don't know. It's going to be a rough morning, I can tell already. Come on. Alright, of course, we've got Todd here to give us a look at the numbers. Matt Baker with the Bookspan Baker team. Going to give us our mortgage minute.

And I'm going to just talk about what I'm seeing successful agents do, and we have Dale Stauffer from iFoundAgent, uh, in the studio, and we're going to talk about the iFoundAgent websites and how to leverage them to generate more business. As always, if you got any comments or questions, please feel free to email us at podcast at westusa.

com. Look at that, [00:01:00] uh, you know, Haley's coloring outside the circles. Yeah. Yeah. New slides. Yeah. Yeah. Coloring inside the circles is something I don't do. All right. Little. What do we got going on? All right. So, uh, this week we've got the Goodyear office, a meeting coming up tomorrow between 10 and 11 with, uh, boy, it's a full house.

Clint, Nick. And Dale, Dwayne, Dwayne, Dwayne. Dwayne's his name. It's a D word. Well, Dale's in the house. I see Dale over there. So, um, anyway, so, uh, that's going to be at the Palm Valley Community Center. So make sure you stop by. Todd's got a CE class, three hours of fair housing. This will be a remote class. Um, so you, if you're looking for three CE hours, um, hey, join us on Wednesday from nine to 12 and as Always, all of our events can be found on your dashboard or just go to westusacalendar.

com. And all of our events are open to all agents from anywhere. All right. Chandler office meeting Wednesday from 10 to [00:02:00] 11, uh, with Clint, Nick and Dean. Um, so yeah, so, and breakfast provided. So that's good. That Burton, I like breakfast. All right. Broker round table this Thursday from 10 to 11. This is, this is a Nick, a virtual.

kind of like a zoom thing, right? Yep. You can sign up for it by going to the calendar, clicking on the zoom link right there and you get registered for it. Alrighty. And, uh, David Pruitt's doing state of the property management. So if you're in property management or looking to do property management, that is coming up on Wednesday, January 22nd from 10 to two.

A lot of, a lot of stuff, especially with a rental tax. Yeah, that's something, you know, I don't want to fill David's class with people that don't do property management per se, but if you do a lot of working with investors, you might want to do this. Yeah. So that is from ten to two. All right We have a deed fraud and AZ water and fire wise CE class coming up This is going to be in person at the [00:03:00] Scottsdale office Tomorrow from 1 to 4 and then we have a similar class from 9 to 12 at the North Phoenix office so get your Opportunity to get some general CE hours and a pro start is starting today, right?

Yeah, well, it's already started. So, um, but if you are new to West USA, a great opportunity to really learn about the contracts and forms and really get the, get those foundational pieces of your business going. All right. And then we have coming up Thursday, January 30th. So we're doing two different locations.

So, I mean, I, I just amazed on, on All the crap that you can do with AI and now what you can do with video and AI and video is a really You know an amazing part of our marketing strategies But making right videos and being able to tell the right story people go. Okay. Well, i'm gonna make a video What do I do a video on so we're [00:04:00] doing a very special class Uh, we're going to be the chandler office from 10 to 12 and the North Phoenix office at 1 30.

Um, so that is Thursday, January 30. So you definitely want to get signed up for that. All right, Todd, take it away. I, I, man, this is going to be a rough morning. I need more coffee. We can help with that. Good morning, everybody. Thanks for joining us. That well, what's wrong with this July 1st, I might've, I might've copied the wrong slide as I remember.

Okay. No, go to the next slide. Alright, just start there. There you go. Oh, I see. Good. I almost did it right. Yeah, there we go. Okay, let's start over. Take two. Welcome everybody. Thanks for joining us today. January 13th. We're going over the greater I'm not even into it this morning. Heather's not here, guys.

Sorry. I'll talk to her about it. Thanks for joining us. Today, we're going over the Greater Phoenix Metropolitan Market Statistics for the week ending. Thanks January 13th. Here we go. 88 days closed on market this past week. A 6. 15 month supply. We'll explain that. 16. [00:05:00] 25 percent absorption rate. Our average list price this past week was 763, 681.

Average sale price this past week 627, 835. And our list price to sale price retention 97. 63. Inventory took a huge jump. 4. 2%. That's unusual, uh, to have that kind of a jump. Pending is at 2856 for the month and closed units month to date at 1371. Well, why? Well, there's your, here's your answer. You know how we're always talking about trying to get to 2, 400 units, 2, 343 new listings taken this past week.

You want to say that 2025 isn't shaping up already to be a dynamic year? Well, there you go. Sellers are saying, sell my home. Days on market 115. 1 for active and 88. 2 for closed. Look at the lower priced, lower left hand price ranges. Of course, everything's there's no red and that's because the market is just.

Uh, but because there's no red in the [00:06:00] days on market category, um, that actually slowed up a little bit this week, uh, which is why we gained so much inventory. So, taking a look at the spreadsheet where everybody gets to be the expert, uh, you know, we did 2, 343 this past week, new listings versus total. 1400 the week before, uh, last year and the year before we were right about 1950 1900 somewhere in that price range.

So there's your difference. 343 plus 100 about 400 units, uh, difference, uh, you know, week over week, looking at the active inventory at 21, Uh, 21, 791, uh, that's comprised of 692 coming soon properties, 16, 492 single family detached, 2, 809 new home construction, 21, 603 representing 99. 1 percent of the entire MLS inventory.

So, you know, again, You know, if you're sitting there and you're talking with buyers or sellers and they want to know what's going on, well, a year ago, we only had 16, 500 [00:07:00] properties. So we've got close, we've got over 5, 000 more properties, uh, in the marketplace right now than we had in either of last year or the year prior.

So great story to be talking about looking at short sales. Yes, they're up a hundred short sales finally broke the century number here. Um, you know, so we're sitting again, looking at. couple of years back, four times the amount of people that are showing up in listings. So Mike always brings a great point, you know, to have a hundred people that actually are active in their properties on, in MLS, you've got to have a significantly large, greater number of people who are suffering out there.

So, you know, I would recommend taking, you know, Claudia Ewins or anybody's, uh, a short sale clinic, uh, to learn how you can best represent short sale sellers in this particular marketplace. Looking at pending, 2, 856 people in escrow this past week versus 2, 610. This is a little short, so you want to know why inventory climbed and why we have a 6.

15 month [00:08:00] supply. It's just because there weren't people in the marketplace this past week, so everything just really slowed up. Um, so 3, 300, 3, 400 is where we were at last couple of years. We're at 2, 800. Um, you know, everybody finished a really strong December. So having a really strong December basically meant, I mean, you know, that, that we took away, uh, if you would, from potentially some of the people that would have entered the market in January.

Look at the numbers over on the right hand column in blue, the first blue column. 5, 593 is where we ended December. Uh, 5, 593 closed properties versus 4, 924 the year before. Um, but here's the big tale. November to the right of that 51 normally November is a better month than December is, you know, people have their heads and vacations and heads in, uh, you know, the holidays, uh, not it did not happen that way this year.

So normally we go dormant a little bit November, December, and then we come out of the gates in January, like everything's like the world's on fire. Um. I guess that was a bad [00:09:00] thing to say. So like your hair's on fire, maybe a better way to put that with all of what's going on in California. Uh, but again, this is just one of those situations where we did steal a little bit and that's why it slowed up.

6. 15 is what it shows. Don't consider that a slow market. It's going to bounce right back this next week. I would, I would almost guarantee we'll have to take a look and see what the numbers are, but I, you know, this will bounce right back. This is just the way, you know, cooling off period for maybe 10.

Looking at the average list price again, we talked about 763. This is just of the properties that were listed this past week, uh, and just this past week. So, uh, again, just up a little bit than the week prior. Looking at the, uh, days on market, 115 for active. We don't pay a lot of attention to active inventory.

Um, the days on market for active, because it's not as important to you and I as realtors and to the consumers and buyers that we represent, as is the sold average days on market. But I will tell you that it tells a tale and, and we should be watching that as well. [00:10:00] Is the inventory moving or is it stagnant?

Because when you're taking those listings, you want to let people know not every property sells. At 88 days on market to have 88 days go back in. Well, why aren't all of them at 88 days? Cause that's just not what happened. So it really, uh, it begs you having conversations with sellers of what is it taking to really listen and sell a property that, you know, in this particular market, it is not your grandfather's real estate market.

Uh, in fact, it's not even your, you know, your dad's real estate market. This is a new real estate market and a realtor has to go to work. today versus what they've had to do over the last 15 years. Look at list price to sale price retention, 97. 63. Sellers still had to give just a little bit, but 97. 8 is the norm.

So you know, again, a little soft market, but people, uh, you know, the sellers didn't have to give anything away to sell their homes this past week. So anyway, that's the numbers this week, uh, and again, we should have some monthly Some year end numbers coming, uh, White Mountains, uh, hang in there today.

You'll have a December numbers and also, uh, some year end [00:11:00] coming up. So those are the numbers. All right, Todd. Appreciate it as always. And we're going to bring in Matt Baker into the conversation. Good morning, Matt. Good morning. And, uh, yeah, well, you know, I hate to be the guys like, yeah, you know, rates went up, I would love to.

I would love if I could do like a green red number, but so far, uh, yeah, that, that would be, I can't, I just don't, but listen, rates did tick up week over week. Uh, it is what it is. And here's the main reason why it was Friday. Yeah. Nice day. If I didn't lock in somebody, they're probably annoyed at me.

Luckily I did, but that's about a half a percent move. So if you had a 400, 000 loan, it means it costs 2, 000 more. Uh, from Thursday night to Friday morning, uh, it happens that fast, but you can see this kind of general trend. And here was the reason why jobs came in hotter than expected. You can see that nice little 256, 000 spike, uh, but the bigger number was to the right 4.

1 percent on unemployment rate. And here's the, here's the rub. If you really dig into these [00:12:00] numbers, almost all of them were the job ads, especially in the. Household number which is where unemployment rate comes from. We're all part time jobs from 16 to 19 year olds So you're like well, are they really driving a lot of economic activity?

Is this really what we should be pointing our hat? But listen, this is where we at The only silver lining was that weekly earnings did drop down to that three point six percent, which was non inflationary So that was like kind of the good silver lining of this report, but generally speaking, you know, it hit so, uh, this past week, Lawrence young, uh, had a post out there and he was talking about the end of the year and he was comparing 24 to, you know, what is expected in 25 and he said 24 in Arizona, uh, Arizona experienced a seven and a half percent income increase.

So when we're talking about some of these numbers, we want to make sure that, you know, Arizonans don't take this number as that's what happened to your clients here in Arizona. Because the reality is that's not in every case. And I'm not challenging that's numbers. I'm just [00:13:00] trying to remember, remind everybody, you know, keep national national numbers national and and reach out and find it.

Call Matt and find out what happened right here in Arizona. And there is an absolute difference, uh, to that and it's worth, and it's worth talking about. And I haven't really talked about this in a while. Uh, well, firstly, there's two things coming out this week. So some big numbers Tuesday, wholesale inflation, but more importantly is that consumer price index on Wednesday, which is another inflation measure.

But I wanted to kind of. Uh, whatever word I'm looking for is that we've talked about the inverted yield curve for so long and it, and it reinverted back to kind of normal. And you could see on that left hand, we went from red, which is an inverted yield curve to a normal yield curve, but. But we're not quite there yet in regarding adjustable rate mortgages, right?

When five year arms and seven year arms are still more expensive than a 30 year. And when, when I point back is look at the early part of 2010, there was a 3 percent margin between the [00:14:00] 10 year and the two year we're at 0. 38 right now. So we just crossed over that line. So we're no longer in. An inverted yield curve scenario.

But if you, if you look, I'm, I'm not saying that we're headed to a recession, but all of these recessions typically come as the market reinverts. So it's just interesting kind of parallel there. And those little gray shaded areas are. So it's just interesting to see how that plays out. But that, again, we're not quite there for adjustable rates.

I do have people asking, Hey, are adjustable rates better? And they're, and they're really not right now, uh, next Wednesday, or I'm sorry, next month, uh, podcast that we do on housing market pulse, where we talk about economy, housing and rates is next Wednesday. We had a good one this last time, really dug into the annual numbers.

Um, but, but tune in, uh, every month for that, just register at bookspanbaker. com. So do your red and green numbers in the previous slide. I, you know, there's cycles and, and they kind of come as waves. And so, you know, if you, if you pay [00:15:00] attention to those and you look at each of these and you can kind of see the parameters to which, and then you can go back and say, okay, well, that green way at the peak, you know, what, how, how, what, what, what was I feeling during that particular time?

You know, how was my. My market. And then down there in the bottom of the red, what's that? So when you're looking at what you're seeing happen right now, is it reasonable? Nobody can predict the future, but is it reasonable to imagine we're just in a similar type of wave? And when you really track back, you really have to, this is where the fed feels that most fear is in 1980.

You see how we were red and then we spiked green and then we bounce back. They don't want that. And so that's why they're starting to make commentary about slowing the brakes a little bit on doing future rate. Lowerings because of that potential fear. They don't want the double dip bounce deal. So that's what I got for the day All right, I appreciate good stuff as always and uh, so moving right along to our um, our three packs.

So, um you know, I uh, [00:16:00] man 2024 was obviously a Very interesting year when it comes down to real estate for a variety of reasons. Uh Rates, uh, really not coming down like before Like a lot of us thought they were going to come down, obviously everything with, uh, with, you know, the, the NAR settlement and, and so forth.

And so, you know, I have a lot of, I have a lot, always have a lot of conversations with agents and I know you guys too, do too. And a lot of agents just face it really, really struggled and maybe even thinking about getting out of the business and there's this natural assumption. When agents are struggling, they think that everybody's struggling and they think it's the same thing for all agents because then on the other hand, you talk to agents, um, that are killing it, you know, and had had fantastic, uh, 2024 and so I was just doing some thinking of, of like, you know, what's the difference and, and, and the [00:17:00] agents that, that, uh, really had strong years, a strong 2024 and I take a look at the agents, even on our team that had, you know, a strong 2024, what are, what are those things that they are doing?

What, what is the common theme? And so that's what I want to talk about today on our three pack. So the first one that they're doing, and it's not going to come as a surprise to anyone. It's just a flat out fact. Okay. They are making calls. If you want to be successful in real estate and you want to Be successful and have a great 2025 you have to be making your calls and it's not just an occasional call and Calling someone back does not count as prospecting, right?

You know and I always tell I always tell our team your pipeline is It will always be a reflection of your phone activity. So when I look at my pipeline, if my pipeline's weak, [00:18:00] uh, I know that I've been weak making my phone calls, and while my pipeline's strong, I know I've been making my my phone calls.

You have to be making phone calls. And so my advice and my encouragement is set a weekly goal. How many hours a week, uh, are you going to designate and are you going to set aside for making your. Calls and then time block it put it in your calendar Mondays from 1 to 3 and Tuesdays from 9 to 11 or whatever it is set a weekly goal and then put it in your calendar and then just the added is what we call windshield time Um, I'm not a, I've said this many times, I don't listen to a lot of podcasts when I'm in the car.

Um, so therefore I don't listen to a lot of podcasts, uh, because that, that time behind the wheel is It's some of the best times [00:19:00] to make your phone calls. Yeah, no, I think one of the, so here's the thing that I think is the worm inside people's head that cause them not to be productive when it comes to calling people.

We say the term make phone calls. And everybody shivers and they shiver because they think we're saying you have to call somebody you don't know you have to be cold calling You know that that's not the case if you would just go to the people you already know People that you talk to Maybe haven't talked To, but people that you already know, make a list of people, you know, find out what business they're in.

And by the way, if you don't know, fantastic, that's the reason why you pick up the phone and have a conversation with 'em, but you just stay in touch with people. This is the big thing. I would like to say 2025, if you guys gonna be mega successful. Because you're not yet in steady production, you need to simplify it.

You need to go down and go back to the basics, which [00:20:00] are looking at what you can do that doesn't cost you necessarily anything. Uh, and at that particular point, making phone calls. is more than likely, other than holding open houses, and when you're holding open houses and there's nobody in the door, you should be making phone calls.

But again, if you don't have business, they're not going to walk in your living room, walk in your office, come to our office, they're not going to go anywhere and knock on your forehead and say, hey, I want to buy a house. Those people, the only way you're going to find people. Is either pick up the phone, or go hold an open house.

I mean, you might get someone to knock on the door and say, I wanna buy a house from you, but that's gonna be one in a million. So you've gotta make sure that you film the time. Okay, good point. For the rest of those people. So I think, I think the, the social media influencers would call this a non negotiable.

This is something that you should not be fighting with yourself. It shouldn't be something that you're gonna cancel, because you have something else going on in your day. Making calls. Is a non negotiable for your business, especially those top producers that we're seeing stay consistent in their business, no matter [00:21:00] what is happening in the market, because they are having conversations, their clients are some of the best versed in real estate because they are having constant conversations with them.

So no matter the market. They've got clients ready to buy and sell because they are keeping their clients up to speed. Um, I would say the one thing that we're gonna get back from those new licensees that don't have a list of people to call is, where am I getting these numbers from? And I would say we go back to our open house conversation.

You're sitting open house as you're doing things to fill your pipeline. Yeah, those are maybe conversations with people that you aren't best friends with, but you're able to have a ice breaking conversation with someone that walked through the open house. So, Mike, what would you suggest to those new licenses that don't have a lot of people to call?

Yeah, I would pick up your phone and open up contacts. Okay. And start there. I mean, people, people say, well, yeah, I don't have, I don't have people to call. That's what I do sometimes. I pick up my phone and I start scrolling the contacts. Oh, is that why you call me randomly when you're driving? You know, I think the big [00:22:00] thing here is, again, complicating.

Our job and uncomplicating it and for an uncomplicating it means this take out an old fashioned sheet of white lined paper and Start writing down people that you know in your world Everybody, you know in your world and or I don't care if you want to do it electronically I'm just saying dumb it down to the point where it where you have no Excuses of who to write down and then and then get their number and call them Yeah, and I would also say, I mean, and I'm not trying to be, you know, insensitive here or no, not you.

Yeah Well with you, of course Um, if you don't have people to call and you can't figure that out you might be a good candidate for our coaching program or one of our teams because That's what it's there for to teach you how to do the business. All right number two. They're having Educated real estate conversation.

So I put two points into this because it's a three pack in and so a four pack would really confuse everybody So, you know because I was gonna say, you [00:23:00] know successful agents are educated about About the real estate market there. They study the real estate market. They they're you know, they listen to our this podcast every Monday morning There may be you know subscribers for the Cromford report or whatever They, they're, they study the market, um, because they want to understand the market.

And so successful agents are not only educated about the market, but then they can explain it. And if you can't explain it, then you're not educating yourself enough because the more educated you become, the better and easier it will be to be able to explain what's going on in the market and to interpret the numbers, Todd, that you go over, go over every single Monday morning.

And then they're prepared to have real estate conversations. Anywhere they go and at any time, um, you know, you, you shouldn't be able to get caught off guard when you just meet somebody at a Starbucks and they go, what's going on with interest rates. You should be able to explain what's going on with interest rates, what's going on with the market, what's going on with the [00:24:00] inventory.

You should be able to explain it so that, so they're not only prepared, but everywhere that they go and every time they encounter somebody, their, their focus and this, and I'm just saying, this is just what are the agents who were successful in 2025. Or 2024 were successful in 2023. We're successful in 2022 leaves clues Um the this is what they do and so they're focused on having real estate conversations with anyone They meet a lot of people don't do that because they don't feel comfortable with it because they're not educated about the market So just become educated And the more confident you are about it then the easier it is to be is to go out and have real estate conversations and then you have real estate conversations You're collecting their name and their phone number.

You're putting them into your CRM system and now you have somebody to call. I love where you were headed with that. You know, uh, the thing here is that it's, I don't have a real estate. I don't know what to talk about. This is, I think the obstacle here. So let me dumb this down, if you would make. This is basic as possible.[00:25:00] 

If you are working last year, or you think the easiest part of the population is working first time home buyers, um, then you should, I should be able, anybody should be able to walk up to you and say, what's the least expensive three bedroom home that's out there in the marketplace. How, what's it going to cost?

How much down payment do I need? And what's my monthly payment going to be? You need those three things, pieces of information. Now, if you have that. You've got a real estate conversation going. If you don't, you don't now, wait a minute, because there's going to be somebody who says, yeah, but I'm just having another baby.

I need a four bedroom. Well, they don't need a four bedroom. That's 2, 700 square feet. They need a four bedroom. That's probably 1, 600 feet. They need birth control. So 1, 600 square feet. So you need to know the cheapest, least expensive. Four bedroom home out there and then there's people that have teen children and they need to have larger bedrooms So you probably will need 10 by 12 bedrooms.

Those don't start until you get into 1800 square feet But you should know the least expensive Four bedroom home that has those larger bedrooms and you can get all [00:26:00] this information out of the MLS, just do the search and write it down and then get in your car. Here's the most, uh, a very important part of this.

Get in the car and go tour it, go, go open the lock, use your lockbox key, call for permission, use your lockbox key, open the door, you know, God forbid you ever have a client and you've never opened a door with a lockbox before, you know, you've got to know your business and this is part of that. But this is a really simple thing.

If you get this down pat and you have all of the market information that meets the clients that you typically talk to, if you have that product information, then the next thing to do is have some more, you know, expand that conversation into something else you're comfortable with about real estate. And eventually, you get to the point, like Mike, where you're talking about investing in real estate and you can have these conversations that Aren't, oh, I want to convert you to get in my car today.

These are conversations that you need to entice people to want to say to you, well, gee, where can I find [00:27:00] those? Can you bring me? That's what you're doing. You're not asking to convert them. You're telling them where the, what the product is, and they're saying, I don't know where it is, and then you can say, well, I'd love to help you.

Alright, uh, Nick, for the sake of time, I'm just gonna bring in a point three here. Um, Sorry, Nick. No, that's alright. So, they have, and then they have follow up systems. You, Okay, so you, you're making your calls, you're having real estate conversations, um, now you, you're, you create that follow up system. So every, any person that you make a call to and if you're starting right now going through your phone, um, you're going to Take that information.

You're going to have a conversation with them, and then you're going to make sure that they're entered into your CRM system because you just can't have a good conversation and not have a follow up behind it, and track and make notes of every call, um, and, and leverage your task reminders before you close out any profile.

So if I have a conversation with someone, um, and they're like, And even if I'm just leaving them a message, I'm going to literally put in my notes, [00:28:00] left a message, and then I'm going to set up a task reminder to follow up with them again, whether it's four weeks out, six weeks out, or whatever the, the case is.

And then I think also the important thing, going back to making calls, Nick, it's, Managing expectations, I think where agents get flustered is, well, I make all these calls and nobody wants to buy a house. They are not on your timeline, right? They're not, they're on their own timeline. The, and if you continue with having a followup system and you continue to make your calls and call them and call them and say, top of mind when their timeline comes in and when they're ready to go.

Then they're going to remember you and then they're going to call you. Well, reminding everybody that this started with what are successful agents doing? This is a, this is a lot of work to be transparent up front. Once you get your system set up, it becomes a lot more manageable, but you need to be the expert.

in your business about real estate. So this is gonna take some time. You [00:29:00] just need to sit down, put pen to paper, and figure out what do you want to start with. I would recommend having your CRM ready to rock and roll before you start banging phones, but I don't want anyone to ever get it to use the excuse why I didn't start making calls because I didn't have a CRM.

Just start, and you'll figure it out as you go. Do not just get into paralyzed mode and not do anything. All right, and then the last point to this, I was going to say, uh, set up property profiles for each homeowner, but that'll just be a great segue into, cause I would do this in my I found agent website.

And so I'm sure we're going to get into it and we're going to talk about it. And so Dale, I'm going to hand you the keyboard, uh, so you can take us through the slides, but, uh, This is Adele Stauffer with iFoundAgent website. Obviously, and I should never ever use the word obviously, but most of our agents should know that you provide our agent websites here at West USA and we always have agents who are not part of West USA tune in, so it's not just for [00:30:00] West USA agents, but at West USA every agent has that opportunity to have a free website.

Um, and the free website, I guess, is Better than nothing, but, um, the premium websites and, and, and, and the capabilities of the, of the premium websites, it's, it's where It's at. I have, uh, been a fan of your websites. I tell every agent that the things that I can do in my, I found agent website. I have never been seen on any other type of agent website out there.

And these things actually generate business, generate leads and at the end of the day, you know, generate income, but welcome. Thank you. It's fun to be here. It's been. Three years? Four years? I don't know. It's been a while. Yes, it has. I have the, the YouTube video from when I was last here. It's on the West USA website sign up page and it's, well, although we may have taken it out because it was so dated.

Well, let's just blame Nick. Yeah. [00:31:00] Alright. Nick, come on, man. But as of today, here's your chance to have a new one. We yell at Heather later. That's right, we got a new one. Hey, can you go back to that last slide? Is that too complicated? You have the keyboard. I don't have to do that. You know, you guys only invite me here once every three years, so I don't know.

It's like my first time here. First time using the keyboard? That's right. Uh oh. So your item number three, I saw that and I'm like, okay, that, that's where we come in. Right. From a company standpoint, what we provide. So yeah, West USA agents get a free website. If you're in the game of being a realtor or a real estate agent and you're looking to do something beyond nothing.

The free sites aren't sufficient. They just aren't. You can't change them, you can't put new content on them, you're kind of, they're just you know, they can go in your business card. Yeah, and they're not even findable in Google. Like, people can't Google your name and find that website. So, yeah, it's free [00:32:00] but they're not gonna help you grow.

Period. Right. Okay. So, and that I don't care if you use my product or not. I mean, I do but, you know, like for anybody listening. You want to grow your business? Go get something else, because it, there's a point where you need something else. Okay, if you're gonna do the things that you're talking about. Yeah.

Then the base site, right. Sorry. Um, so how am I going forward in this? Yeah, so for the next 15 minutes or however long we're talking, I, people who are listening, you know, mostly you've been exposed to lots of products, lots of things, lots of theory. And my question, my comment for you is just forget what you know today.

Just listen and be open minded to what we're talking about because we have very successful people using our product and they're using it. So why are they using our product? There's a lot of other products out there. They're using our product because it does what it's supposed to do. It's not a shiny [00:33:00] object.

It's not a, the next best thing. We've been doing this a while, and it just keeps working. Period. Um, be open, put down your skepticism. If you have any, most of us do. Just put it down and listen. That's all I'm asking. And try not to compare us to anything. Just listen to what we're talking about today. And, um, this really is appropriate to anybody.

In your career, you know, it's most of our clients. I love the phone call. You know, I'm a referral agent. Most agents are referral agents. And that's the majority of our customer base. We don't have non referral agents working with us, per se. You know, I don't even know what that means when you're not a referral agent.

You know, I just don't get that one. So, um, so we, you know, one of the things we do is we say, we turn your website into a, you know, from a financial albatross. To a vital part of your business. So what do I mean by that? You guys [00:34:00] got any ideas of what I mean by that? Well, this is your ship. Yeah. Well now I know how to spell Albatross.

So I got that. That's a yeah, that's a win today It's also a three syllable word. Well, no, I mean, you know, I mean people I mean, obviously a free website's a free website, but most people have a website, they spend money, they, there's, there's set up costs, there's a monthly

income, and, and it's just, they're just, because they're not using the website properly, and using it in a way to generate income. So money's just going out, but no money's coming in. Correct. What'd you say, Ty? I said, or it doesn't have the ability to do the things that are necessary for a realtor to be successful.

Yeah. You know, that, that's really what I'm hearing, Dale, and, and people need to get into the meat of what you got. And, and it's about a site that actually makes you money. Does something, yeah. Um, so your client, this is the two things we promise. Your clients will use your website. And my clients use my website because I get [00:35:00] alerts every time that they use it.

They use it and I don't want my clients on Realtor. com. I don't want them on Redfin. I don't want them on Zillow. I want them looking and searching and being active on my site and my clients are. And that's what happens with what we do. If you, if you do and listen to what we tell you to do. There, we have people, don't do anything.

They have that financial albatross. They're paying for something that doesn't do anything, and then they try to blame us for it. And I'm like, don't, don't put that on me. You're not doing what we told you to do. So, simple. Um, and we'll, if you listen to what we're gonna, if you listen and implement what we're doing, you'll change your mind about your website.

Period. Imagine for, uh, and this is a A quick scenario, um, pick somebody you know owns a home, imagine them, bring their first name to your, you know, to your, the forefront of your mind, and [00:36:00] imagine they left their house this morning, and overnight a new listing design went in the yard across the street.

Imagine that. Okay, what's the first thing they think when they see that sign? Uh, how much is it listed for and what does the house look look like inside? Yeah, and where are they gonna go find that out? Uh, well, they'll, uh, the Google machine. Right. Or the Big C and the Big R, right? But Mike, notice that you didn't say they're gonna call me.

They didn't, you, they're not. They're not calling Realtors that they know to find out that information. It's true. Why not? Because they want real estate information, but they don't want to call a Realtor. Why don't they? Because it's, it's easier and more convenient just to go on Google. That's what, this is what the internet has done.

They don't have to talk to me. They don't have to talk to me to find out. Because mostly those conversations are that real estate conversation. They don't have time for it right now. They just want to know, right? [00:37:00] So they have that nosy neighbor thing, okay? So, the homeowner, this is it. They see the sign.

What do they think? Where do they find out? Notice it's not you. Now, traditional automated marketing like CRMs that mail out newsletters and recipes and tips of the month, all those things, they miss a huge, they cause a huge gap for agents. In marketing. Why you said it earlier in the segment or in an earlier segment, that type of marketing is on your time.

You set it up to send it out once a month. Most of the time it's not read. That's pretty industry standard. Most of that content doesn't get read. Okay. But you set it up in a convenient way for you to send it. It's automated. It works. Sure. There's, it produces business over time, but when, so they get that information, they [00:38:00] don't pay attention to it too much.

But what we do with our system is we send out a monthly What we call a, and this is to homeowners. We send out what we call a market update to them for their house. You talked about home profile. Well, we're dealing in their neighborhood. Very specifically, every homeowner has an area around their house that matters to them.

And real estate that happens in that specific area matters to them. And just about every CRM on the planet for real estate agents misses that gap. Misses that. Okay. Cause they're sending out newsletters. So we set up this campaign. We call it a camp homeowner campaign. It goes out once a month, active sold pending listings in that area that matters to the homeowner.

And then during the month, when new listings hit the market and sold listings [00:39:00] hit the market, those go out instantly, guess what that's on their time. Not your time. So now, if they look at that information, or if they visit your website, because you just mentioned they're coming to your site to look at the stuff that you're sending them.

Guess what? Now you get a notice on your phone that says, hey, they visited your site, here's what they looked at. Well, you mentioned time blocking before. Making phone calls. Guess what? I now have some built in content to talk to that person about. I don't even have to make it up. It's, Oh, John and Mary just visited their site.

They looked at this listing in their neighborhood. I can now call them and say, Hey, there's a new house in your neighborhood that went up for sale or sold. Let me know if you have any questions about it. Or do you have any questions about it? If there's a real estate need at that point, they're jumping in because [00:40:00] you're the person they trusted.

You know, Todd, we talk about this every week on your class, you know, 90 percent of all homebuyers will work with their last realtor, but after two years don't eat only 20 percent do. That's because 20 percent of the agents are staying in touch in a way that's effective and matters. So think about it, for all you guys out there listening, 8 out of 10 of you aren't effective at staying in touch.

So we're putting this opportunity out there with our websites to do that in a way that puts valuable content in front of your people on their time. Not yours. That's the big thing that I've learned over the last few years of doing our stuff is we see activity, and the agents who work with us get tons of activity to their website where they never have before.

I think one of [00:41:00] the things too is the validity behind it. So in other words, you know, But probably before I get in my car to drive to work, I've already got an email from my wife's website or Mike's website to his clients that says, Hey, there's a new listing that just popped up on your street. It just went active.

And so now I get in my car and I drive by it. So wait a minute, the listing sent them the information before they even knew the sign was up in some cases, a large percentage of the cases. So again, when the consumer drives by it, they're already. saying, Oh, wow. Yeah, I see. Mike's already got, you know, Mike already told me about that.

Um, and then again, or if they didn't, they're driving to work. Most people when they're driving to work are late. So they're, like, getting to work. And they're not gonna stop or anything like that. So in this particular case, you know, they might get it during the day, and then all of a sudden they're gonna click on it, they're gonna go to Mike's site, and then it's gonna notify Mike they've been to the site.

But they take them to Mike's site. It doesn't give them all the information. It just says, hey, a new property popped up in your neighborhood. Click here to find out more. So I want people to [00:42:00] understand it drives people to your website. For sure. Yeah, and, and then what the pushback that we'll get from agents is I don't need then my website to do it because the MLS will do this for me.

MLS is not texting listings. No, well, but I'm just saying, sending them, you know, automated, you know, uh, emails and stuff and so forth, but the point of the matter is, and Todd just kept saying it over and over again, you want them on your site. I, you know, for me, um, you know, we, we still use the MLS when we're actually home shopping.

And, and once we close on the house, uh, we terminate the, the, the, the campaign inside and the search inside the MLS and then immediately create it in our iFoundAgent website. Um, because now, one, I just want them getting emails and information about their neighborhood. And two, um, They, when they click on the link, then [00:43:00] they're on my site.

It's, it's training people and, um, to, to you, to be on my site for their source of information. Yeah, because there's, there's, you can blog, you can put pages of content on there. So not, you can't do that in the MLS. So all of that is a, is information that you control where you control what they see. So you can demonstrate yourself as a local expert, as a real estate expert.

Like there's, there's, and it just helps to develop loyalty, deepen loyalty, deepen trust in you. Uh, Nick, can you, Nick, can we get to a, um, can we get to the website? Yeah. While he's doing that, I think you're absolutely right. I want the validity of being an expert. in the, in the, in the industry is that you're getting the information to your clients.

Imagine your client now telling another neighbor, yeah, hey, did you see that house? Yeah, I want to find out more about it. He goes, oh, I already did. Here's the information. My agent already sent it to me. What do you mean your agent [00:44:00] already sent it to you? Yeah, my agent sends me everything that happens in the neighborhood.

What do you mean your agent sent it to you? It's just, there's just so many aspects and ways in which, um, you know, the consumer Uh, we'll end up having an opportunity for you to talk to them using these sites. Oh, for sure. There's, there's lots of opportunities for phone calls, lots of opportunities for communications.

Um, is this what's up or that? This. That's up. Yep. Okay, so what you guys are looking at is the inside of one of our websites. Uh, this person does about 10 million a year in volume, real estate volume a year. Not bad. Not a bad year. Um, she's been working with us for over a year. She sends out, if you notice, campaign.

487 campaigns in the last 30 days. Then, Kind of circle around it so they know where you are. Oh, oh, oh. I can't see them. There. Right in here. Okay? And then, um, instant updates for new and sold [00:45:00] listings. So almost double in each of those. So with those. So in total they've sent out 1, 300 Emails to their clients in the last 30 days.

They're also doing a little bit of farming and then they're also texting This is texting to their clients. They don't text the farms. They only text the people they know but look at this 79 people In the last 30 days, out of a hundred campaigns that are sent, I don't know of a website product out there that's doing that kind of work.

Where that's real people going to their site to look at listings. When I work with people who join our, when they buy our product, our platinum program, which is what most agents are doing nowadays, because we're putting these campaigns into work, we do it for them. They don't have to learn how to do it.

They just give us their CSV file. We put it together. And it's really funny when I start building campaigns for [00:46:00] someone within typically 15 to 20 minutes, I get a text from the agent says, Hey, my phone's blowing up and it's, that's a true statement. They start seeing activity instantly, and it just keeps going.

So, you know, a hundred and, a hundred and five clicks, a hundred and ten clicks in just the last thirty days with these folks. Yeah, I've got a few, I don't, I'm not even doing the texting thing on my site. No, you're not. Why not? I don't know. Yeah. Well, it's proven that text is for at least a certain, like 60 percent of the time.

Well, I would always much rather text anything to clients than email. But gets opened more than email does. Yeah. So I'll have to figure that out. Yeah.

We're going to a different website, everybody, because you're still looking at the back office. Sorry about that. Yeah, I'm sorry. Yeah. Because I'm going to show you a couple of things relevant to what Mike was pointing at in his I'm going to need the mouse back so I can share the new screen. Okay.

Hold that thought. Yep. Hold that mouse. This is fun, guys. It [00:47:00] is fun. It's the unusual. Let me see where we're at. Go here. Again, we're doing this without Heather here. This is dangerous territory, guys. You know, just think of it as a growth opportunity. Thank you. Where's the Dashboard. That's it, isn't it?

That's me. That's where we were. Oh, hold on. You went here, right? Okay. Let's do this.

Doing this in real time, everybody. Don't, don't disappear.

We're all so enamored with what Nick's doing. Yeah, this is impressive, Nick. Yeah. Oh, that was the nicest thing you've ever said to me, Mike. Mike, the other thing I have a question for you is how many of your past clients have we sent in this info to? All of them. All of them? Good. Yeah, so, so, so my process and and again going back to I just haven't seen this capability on any other website out there is once we Once we close on a house, [00:48:00] um, we again, terminate the search inside the MLS, uh, we generally wait 30 days, um, because I, I, I generally would give people a month in, but then our, but then our CRM, we have it set up on our CRM to send us a reminder at 30 days to set them up on a neighborhood report.

And then we go into our iFoundAgent website, we create a search for that neighborhood. Um, and we, and we let them know that each month they're going to get an email from us. Uh, you know, with all the current activity in their neighborhood. Uh, we remind them that there is no automated system anywhere on the face of the planet.

Anywhere that's going to actually give them an automated home value If you want to know how much your house is worth i'm going to have to do it You're going to have you know manually, uh, but I also let them know then any time that there's a brand new listing Or a brand new closing in their neighborhood.

They're going to also get an email from us and the open rates [00:49:00] Are just through the roof The other thing that we do is it doesn't even have to be a client if I know That you own a home and I can get your email address. I am setting you up on the Neighborhood Report. For sure. If, I don't do open houses anymore, but when we, when I was doing open houses, um, I would get the, you know, for new listings and for open houses, I'd get the, the names, phone numbers, and email addresses of Everybody in that neighborhood, and I have people that I don't, that just live on and search on my website that I've actually never even communicated with.

All I need, I don't even need your name, but I can, you know, I just need your address, and I need your email address, and you're gonna be put into my My iFoundAgent website. Yeah, we had a An agent in the Fountain Hills West USA office has [00:50:00] our product and she was out putting signs For an open house and a neighbor walked by it's like what are you doing?

Who's it for? What is it? Blah blah blah. She ended up getting this person's name email Address while she was putting her signs out never saw her again two years later She gets a call from this woman says hey, do you remember that day? Absolutely. Well, we're ready to sell our house and she put her on this neighborhood drip for that neighborhood for the open house She was in so and what's really funny is I have found that most people aren't aware that it's automated.

They literally think that I'm going in there every single month. And so they think that I'm just spending a lot of time on this. I just have to set it up. So it's a, it's really interesting that people just think that every month I'm going in there and I'm sending them all the updates. Well, that's, that's, what's cool about what we're doing.

And I, this is that their [00:51:00] time, our time for you to, for them to get that information when it shows up randomly for them. That does paint the picture that you're paying attention to them. You know, Dale even has a feature, it's called header, uh, in the emails that goes out, and, and when Lynn writes a new, uh, email, she changes the header to go to that, uh, a new blog, excuse me, she, uh, changes the header of all of those things that go out, uh, the, the, what just came on listing, the monthly report, and it changes it, and you'll be amazed at how many people And, click on just to read the article.

And once they go, it's a whole nother reason why they want to return to your site. Yep. So I pulled this page up. Uh, this is my contact information, but Mike, one of the things you had put in there, uh, in that one slide that had the four things about a CRM, being able to take notes, being able to set a task reminder and being able to put in a host home profile.

Remember that? Yeah. So here's the person. I have [00:52:00] them tagged. I can do all kinds of tagging and categorizing as I move down. Oh, there's my home profile. I can put my closed listing or their closed listing in there. In their contact record on the website over here. Oh, set a task reminder. I can set a task reminder.

This sends me a daily reminder. And an on the spot text reminder when I set that appointment to be set or when I'm supposed to call him So I can do this at 10 45 11 o'clock blah blah blah Every day this happens, you know, you get all these text reminders if you're using this product Oh, you mentioned notes.

I can put notes in. Okay. We can also import notes from other CRMs. Very few CRMs can import notes. We can do that. Here's all the activity associated with this customer. Here's saved campaigns. There's a ton of them in here. Cause I do some testing on my stuff. Justifies compensation. Doesn't [00:53:00] it? It sure does.

Uh, all the property views. This goes back a pretty long time. I'm back into 2021. Tracks them all for a long time. Uh, search views and then all their website activity. When every time they hit the site, that's all tracked. You get notices of all that. So you're talking about task reminders, house profile notes.

I can organize, I can tag, I can sort. All kinds of stuff. I don't know what and we can do bulk email and Bulk camp, you know drip campaigns content campaigns if you want to do it Okay, so all that can be done inside our system. I don't you you tell me if it's a CRM There's lots of definitions for CRM's.

This is uniquely attached to the MLS And uniquely attached to your website. I know you talked a lot about the back office software on this and that's the most important thing. The [00:54:00] campaigns and all of the things you just mentioned. But, you know, the sites are attractive. I mean, it's not just if you change it, he's gonna need to set it up again.

No, we're good. Oh, you're good? Okay. Um, but yeah, you know, and the sites are, you know, attractive. So they, they encourage people to like them. Not, they're not just basic sites. So this is the 10 million dollar a year producer. This is, uh, their site, their team, uh, pretty, most of, well, actually all those campaigns are working through this agent's customers and a small farm that she's working on, but this is her, their site, uh, they split the cost of it.

And there's nothing wrong with that site. Nothing wrong whatsoever. All right, so scroll down. Um, so we are coming up on at the end, but I also wanted to just real quickly, because you asked me earlier, you know, how do I use that, you know, are my primary functions for the site? Yeah. You know, and, and so the neighborhood reports, it's just, I, I can't [00:55:00] tell agents enough how important it is.

Um, and Because it just it generates business and it generates leads and people go, I need leads. I need leads. I need leads Well, okay, you want leads you just need an address and you need email addresses. So so start with your phone, right? Who do you have an email address but the blogging and under here you you call it real estate news But at the end of the day It's a blog.

So what we've done is, is we have a podcast, uh, for our team and we take the transcript from the podcast, throw it into a chat GBT. Um, but I know people go, well, I don't have a podcast. Well, you can have chat GBT write you content, right? And we have them put it into a blog format and, and everything like that.

And, and then we put it into our website as a blog. We focus on keywords, uh, cause we do a lot of it, you know, investment strategies and, and things like that. Um, and so now [00:56:00] every week now we're adding a new blog. Now with that blog, I can, I get a link. And I can send it out to everybody that I have in, in my iFoundAgent, you know, database.

I can post it on social media, um, but people are reading these and, and they're, they're, you know, so, so you asked me, what was it, you know, how I'm using it. So we're doing, we're actually really kicked up our game on, on, on blogging. So my question is, um, could I set this up so every time we upload a blog, It just automatically goes out to everybody?

There's a way to set that up. Um, I was just curious. Yeah, we could, you could do that. Oh, interesting. All right, so, um, So, Mike, you said something I thought that was really cool. You said, yeah, we can use that on social media. So you go to your page, you highlight the, the page on your page that has that, that blog or that article, and then you [00:57:00] use that link in social media.

So it's always driving people back to your website. Yeah, yeah. I don't think people get that. Well, yeah. And so, uh, and, and blogging, that's not anything new, but it's now the combination of, of leveraging it because the blogs too, will also then drive people to the website. And again, the ultimate goal is you can have a website that will drive people to it and people will live on it.

So just

going back to the opening slide there, my contact info. At the very least, if you're listening to this or you're curious, schedule a demo with me. Okay. It doesn't cost you anything. We're going to ask you for your home address, put it in. We'll send you a campaign for your house so you can see what it looks like directly.

And then we'll talk. It there's nothing wrong with the conversation when agents see this in play They do like it and it comes with all the campaigns and everything [00:58:00] it does There's not a lot of setup that you have to do For it. Yeah, and you can also just also just go to West USA website dot com That will take it to this specific West USA page for I found agent and you can figure out pricing it and so forth, but Again, I just, you know, I've been doing this for years, Dale.

We've known each other for years. I implore agents all the time. Um, but agents that are being successful are utilizing this and they're leveraging it, um, and you can really start to build and the pricing is not. outrageous, um, but you can really start building a business around this, um, and, um, so. Yeah, you guys talked about lead generation, last thing for me, if 80 percent of agents are not staying in touch with homeowners.

In a reliable way, if there's 1. 5 million private residents in the Phoenix area, let's [00:59:00] just say that number, that means there's 1. 2 million homeowner leads out there ready for an agent to talk to them and put them on this kind of a system. Alright, and the other thing I was just going to say in closing, um, and I know lenders aren't going to like this, um, you will hear me say I'm not a big fan of HomeBot.

And agents will go like, HomeBot's amazing. Okay. It's not that it isn't good. It's you don't need it because this, what you're doing here on the iPhone agent website is better. HomeBot's not going to give them an automated value of their home. That's going to be accurate and reliable. It's also not hitting them when those listings hit the street.

Right. And then if you click on HomeBot, then they're on your HomeBot page. You want people on your website. All right, Dale. Appreciate it. All right. Thanks guys. Leave everybody with the quote of the day. See you in three weeks. Yes. For three years. In real estate, it's not about the market. It's about how you market.

Well, that's perfect for today. All right, everybody go out and sell a home.