The 200th Episode of The REI Agent That Turns Relationships Into Momentum with Mattias Clymer

[0:00] Welcome back to the RI agent. Matthias here. We hit 200 episodes. Can you believe that we have done this 200 times here, me and you together? It’s like you’re right here with me in my living room, my basement, wherever I’m at. But what an awesome accomplishment. I wanted to give a huge shout out to Antonio Holman, who has been a producer for most of the time here. He’s what makes this all sound great and make sure it gets out to all the different platforms so you can listen to it wherever you choose. Shout out to Jan. She is an assistant that helps find these awesome guests. So we’ve had some awesome ones, which is really exciting. Continue to seek more and more. So if you have any suggestions, if you have any connections, definitely reach out.

[0:47] You can maybe DM us on Instagram, however you choose. But for a celebration to for this big momentous occasion, I wanted to share something that I’ve been working on behind the scenes. Now, I am an active agent. I sell real estate. I am a team lead. And in that process, I’ve gone through pretty much every CRM that is out there. And most of them are just too difficult to use. There’s a huge learning curve. There’s a huge setup. Some of them come with a big setup fee. And none of them just simply work the way I want them to. So we made one. So I wanted to share that with you all now. Let me show my screen. So the goal of this really, again, is to be very simple. It’s to keep the relationship to focus.

[1:45] There’s a lot of fear about big businesses, a lot of money coming into real estate to take the real estate agent away, AI in the mix. And there’s fear about using some tools sometimes because we don’t want to remove the agent from the transaction. Everything about this system is set up to enable you to be a better relationship-oriented person, not automate the personal touch away from you. Okay. So the goal is, again, simplicity and really just relationship focus. So what we have is the relationship intelligence, relationship engagement intelligence, CRM, REI agent. And you can see here is this window is for today’s engagements. Now, if you have, depending on the size of your database, this is a demo account.

[2:37] So none of these people are real. And actually, some of the things won’t work in this demo account. But I just wanted to give you a quick overview. But this is an example of what I would need to do today. Okay. So I want to come into my CRM. And now I need to reach out to my database at a certain cadence. I have set it up so that I want to touch my A list every six months. And then my B list I want to touch every year. Now, this is a personal touch, not like a newsletter, not like an event. This is like more of a specific reach out, just checking to see how they’re doing. And then I have my Cs every two years to try to move them up to the Bs if possible. And now the way this works is we collect, we are asking our clients, we know things about our clients, if we’re good relationship agents, things about their family, their occupation, their relationships, and their dreams.

[3:35] You might recognize this if you’re a ninja person. You might recognize this just from sales in general. The forward technique is a way to kind of systemize a conversation to ensure that you’re asking questions about things that are important to your clients. And then this system will help you remember those things, and AI will help draft messages to fit that. So we have a milestone reach out here. Crystal’s son is graduating high school, so that’s a big thing. And wondering what they’re going to do after graduation. Now, we all know that as agents, big milestones like this can mean big moves as well. This is kind of the point of why we ask these questions. So let’s say Diego is the only son.

[4:22] There could be empty misters now. Do they need a smaller place? You get the idea. So we hit message here. It’s going to draft a message. I’m on a Mac. If I hit open messages, it’s going to open my messages. And this is going to populate right there. I just have to hit send if I want to. You can also edit what it says.

[4:47] I could also send it by email.

[4:51] And that would just open my default email account. Now, this works on your mobile as well. So if you pull up on a browser or if you save it as an app on your phone, again, if you hit messages, if you’re on Android, for example, it’s going to open up your messages, your text message app. Or your default email app. If you go into the contact card itself, you can see we’ve got a forward score, how much data you have in there about them. We have Diego and his age. That’s where the milestone is coming from. Based off the age, hopefully Diego wasn’t a poor student and is graduating on time. If you bumped into Crystal, for example, this past weekend and you want to update your CRM to say, we had a good conversation.

[5:40] I want to add some details about the four just regular notes. Or maybe you had something you want to follow up with them about. You can do that all here. You can log the past conversation. Let’s say that was, again, this past weekend. And then you can say that was in person. That’s another way to do it. When you hit the messages, so when I go back to today now, she’s going to be gone because we need to have that kind of conversation with her once every six months. Sorry, it might have been a year. I forget if she was a B or not. But you get the idea. So then here is Felix. We’re going to draft another message. This is going to populate. And then if we hit open messages, that’s going to, again, open up my message account.

[6:22] And I don’t want you to see my personal messages. So I’m just going to delete that real quick. But it would have sent to them. And it automatically marked them as having had that text message conversation.

[6:35] If you don’t have your messages or you don’t have your contacts synced or categorized by A, B, C, or D. And this, by the way, is just you’re logging into your Google. You’re connecting your Google contacts. It’s not going to mess with your Google contacts. You don’t have to worry about it deleting it or anything like that. It’s kind of like an overlay. But let’s say you don’t have any of your contacts sorted yet. There is a game for that. So we come up in here and we see that Denise is somebody that I worked with. This came from my notes in my contact card about this person. Denise is a past client. I wouldn’t say she’s like a BFF past client. She hasn’t really given me a lot of business. I’m going to make her a B.

[7:20] Then it’s going to populate the next one. Now, Judy. Judy is a great client. So I’m going to – she’s referred me to a ton of business. So I’m going to mark her as an A.

[7:31] Mona. I don’t really remember anything about Mona. I’m going to mark her as a C. And then Pat is also somebody that I don’t know super well. Oh, actually, you know what? Pat is an agent. So I’m going to mark them as an agent.

[7:49] So on and so forth. So from here, we have listings. So you can add your listings in here. This will have your clients’ contact information. Here you can have two sellers if you want. You can send them weekly updates. Now, we have a default checklist that will load up. And it’s going to have things like schedule photography, schedule the listing consultation. All these things can be populated in here, different stages if you’re pre-listing, that kind of thing. But once you get the listing agreement and there’s all these things that are happening, the behind the scenes, this is the tool that makes them understand how much you’re actually doing. And in fact, you can use a checklist to communicate how much you do to your clients.

[8:33] And then you can use it to keep you accountable to say that, hey, we are doing these things. So the checklist comes through. You can check off. You can add dates. So the listing is going to go live next week. Photography is going to be three days before. Staging. All that kind of stuff is happening. You have all that figured out here with the checklist. You can then send them a weekly update about what you have done. So it will show you. It will show like, hey, we did X, Y, and Z. What is still to be done? What’s coming up this week is X, Y, Z. And then once you’re listed, the idea that you can have like a weekly cadence. Maybe every Monday you go in and you check your contracts, you check your listings.

[9:16] You have the ability to also link a transaction coordinator in this or just a general staff person. So that is in the settings. But a weekly cadence of checking in about your active things. So you can go through and say, you know what? This one’s been on the market for two weeks now. We should probably schedule another open house or whatever. So then you can put that in here. You can send them the update. You can tell them that you are thinking about their listing. And then we also have an offer hub. So if you get multiple offers, you can have that details all there. It’s going to be like a spreadsheet that kind of has pertinent information showing which offer is the strongest and most easily.

[9:56] And then also there’ll be a showing hub there. Once the house is under contract, you can come in here and the same kind of checklist applies. We’ve got key dates. We actually built in a commission thing as well. I don’t like to have the focus be on the commission, but we wanted to make sure that people are planning ahead. We are really all about trying to help people live their best lives in this crazy business. And I think one of the things that’s important is to make sure that you are factoring in taxes, that you’re factoring in operating expenses, that you’re paying yourself. So we use a profit first methodology. And we also built in a small little savings option for your next investment property because we don’t want to be the agent that can’t retire.

[10:51] It has to keep selling until they die. So you can change all these details, of course. I always get 15% commission. And that stuff automatically populates. Now, the cool thing, too, is that we built in some customizations about what you’re actually going to get paid. Like you’re able to go through and save the way your commission structure works. So if it’s a tiered system, if it’s like a cap system, if you have a fee that comes off the top before you go through your tier, or if there’s like a per transaction fee, we’ve tried to make it really robust to suit all those things. So it will help with your accounting and will help you save for your next property. And you can have a little bit of a forecast based on what you’re selling.

[11:46] So maybe a little bit of a motivation to go back and prospect a little bit more, talk to your people that you need to talk to. If we go back to contract to close, again, we’ll have the checklist here. So you can have like, you know, under contract, earnest deposit, escrow money delivered, pertinent contacts, all that stuff. Again, you can send out a weekly update to just have the details from this be generated. So, you know, this week we have the home inspection scheduled at this time, this date, all those next step things, making it really simple. So really, I think this system is designed that if you go in on maybe an hour every week, you can update your contract to close listings, and then maybe five to 20 minutes a day going through your sphere and messaging them.

[12:48] On top of the, I forgot to show this earlier, but on top of this, we also have the hot list. So these are your people that are active right now. And then there are the warm list, people that might be transacting with you in the future. So that is something we are giving away. You go to reiagent.com forward slash founding. You can get access to that. You don’t have to enter a credit card or anything. We’re not trying to trick you into another subscription. We just hope that it’s really useful for you. We’re going to keep improving it. You keep making it better. We are definitely working to not automate everything, but to help give you the tools to make your job really simple so that you’re on top of it and your clients really see that and that you stay in touch with your clients, all that kind of stuff.

[13:46] So join. We’re going to do this for a little bit here as a gift, the 200th episode. While you’re here on the website, check out, you can sign up for early access to the book that is coming out. My book will teach these things as well that the CRM is enabling, basically. You can check out tools like a rental calculator if you want to figure out if that deal is going to actually cash flow. We do tell you to factor in some extra expenses, not just principal and interest versus rent. So check that out, Marie. Then we have every blog, almost every episode we have now as a blog. And we’ve had some awesome guests. I mean, David Osborne, he’s an agent, investor, and author, awesome guy. It was a great episode.

[14:44] We have that as a blog. You can also check out all the different links. Definitely subscribe to us. Subscribe to our newsletter as well. We will be sending out all the highlights of each episode that get aired each week. So it’s not going to be a ton of spam. But if you want to hear those golden nuggets, if you want to see if that episode is indeed worth checking out in full, that’s a great way to stay in touch with us. But yeah, without further ado, happy 200. Amazing, amazing. And I appreciate you all so much. Thanks for joining us weekly, every Tuesday and Thursday. I really appreciate it. And I’ll talk to you soon. Thanks for listening to the REI Agent. If you enjoyed this episode, hit subscribe to catch new shows every week.

[15:37] Visit REIAgent.com for more content. Until next time, keep building the life you want. All content in the show is not investment advice or mental health therapy. It is intended for entertainment purposes only. Thank you.