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Stay Paid Podcast
AUTOMATE over 70% of Your Work! What AI Means for AGENTS Today
00:40:05
Is AI a threat — or the biggest opportunity in real estate? In this episode of Stay Paid, we sit down with Drew Thompson, head of Real Academy at Real, to dive deep into how agents can practically use AI for content, coaching, rapport building, and...
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Foreign.
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Welcome to Stay Paid, your number one sales and marketing podcast on a mission to help you close more deals, keep more clients, and build the life of freedom you're working towards. But that can only happen if you're willing to take action. Today. My name is Josh Dyke, Chief Marketing officer here at Reminder Media, joined by Luke Acree, president of Reminder Media and from the Acree Brothers Realty team, Director of Sales, Cody Smith. Our guest today is Drew Thompson. Drew is the current head of Real Academy at Real. Since joining in 2024, Drew has pioneered the first ever Real Academy on the road program, bringing tactical in person coaching education directly to agents across the country. With a unique background as both a top performing agent and running his own New York advertising agency, Drew blend sharp business insight with hands on real estate expertise. Drew, welcome to Stay Paid. Thanks for being here.
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A
What's up, Josh, Luke, Stephen, Cody, what's going on, guys?
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C
Drew, man, awesome. I love how you referenced Stephen too, even though he's not here, but his name's on the actual. That's awesome. Steven's here in spirit, you know, just like, there you go. But hey, man, super excited to have you on the show for the audience. So you guys have context. I was able to speak at an event in Philly and Drew was there speaking and the guy just absolutely crushed it. And he spoke all things AI, specifically, really tactical things as a real estate agent of how you can use AI and in your business today. So we're going to dive into that. But Drew, I wanted to get your take right. So Shiron leaves Rio. I mean, he's still on the board, right? But all things considered, he. He's basically dived in@acquition.com. what's the feeling within real right now with Shiron leaving? Are you guys sad? Are you like, you feel like, okay, no good transition happening. What's the feeling within real?
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A
I think it's a. The way I put it is a good transaction, a good transition happening. What? Why do I say that? Because he imparted this idea of number one lead with grace always, both internally and externally. You never know what battle someone else is fighting. And he would tactically do that in every single meeting. It wasn't just a run through, a list of things to get done for a project, et cetera. He was that type of leader that when he leaves, his fingerprints are all over the company. And right now we all lead. I want to say we all lead like Sharon right now in his absence as almost a homage to Shiron.
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C
Although he's.
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Although he's very much still alive.
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C
It's wild, man. I mean, this guy. Yeah, I know Shiron just a little bit through, you know, meeting him at different events and stuff, but he is so well respected across the industry, it really is mind boggling. People at different brokerages, I mean, the way they talk about him, and then when you see him speak, I mean, and you meet him, you realize why. I mean, the guy's freaking genius. You have stepped up to fill those shoes from a speaking and teaching standpoint. And kudos to you. Like, no sunshine blown up your. You know, you know what? But I thought you did an incredible job at Philly's event. I was very impressed. I haven't been able to see you speak very much besides just some Instagram stuff. But seeing you speak live, I thought you did an incredible job. Some big shoes to fill, trying to step in for this run, but you're on the road, like all the time. Are you going to try to do the 200 plus shows a year?
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Dude, dude, dude.
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C
Will you have a. Will you have a family after that or.
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A
Exactly. And both of our wives are named Meg, dude.
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C
I know.
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A
So it's like, she would kill me if I did that. And plus, I don't know if I'd want to be away from my kids that long. But let me tell you a story. My first week here in this role, we were doing an event. I think the event was in Miami. And Shiron goes, hey, can we make sure that you send me the list of everyone who's attending? And I was like, yeah, no problem. We sent it to him. He goes, I want to look at every single person so I can learn something about them before I meet them.
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C
Get out of here.
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A
Like, come on. That's insane. Could you imagine, right? You go, luke, and you're speaking to 500 people. The plane flight there, you're just researching and getting to know a little bit more about them. But you can see it when you talk to Sharon.
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C
He.
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He literally talks only to you. He knows something about you because he cares. He makes the other person feel seen. And I think that's why the whole industry just, just loves him.
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C
He's a great person. So powerful. What a great point. It's kind of the John Maxwell tip, but on a new level. Like, John Maxwell would teach because he's an incredible communicator and speaker. He would teach, go sit in the room, you're going to speak and basically look and walk the audience if you can. And you know, sometimes he said he would have to do it at the back of the room and stuff like that. But he would always want to be sitting in the environment so he could feel what the audience is feeling and get on their level in a good way. Shiron's taking that to, like, ninja level because he's actually researching these people and who they are. So that's just incredible. All right, so let's change gears. Let's dive right into AI. Right. Because this is so consuming all of our feeds. It is consuming our thoughts right now and how we want to scale and grow businesses. You talked a lot about how to use chat GPT within a real estate agent's business. Can you give me kind of your top thing that you're seeing real estate agents do to utilize ChatGPT and AI right now to advance and give them more efficiency, whether it's with their listings or in their sales processes? What are you seeing right now amongst real agents and other agents that you're meeting across the country?
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A
So I see people using AI in one of two ways. Over here, you have people who use AI just to write copy, to come up with creative ideas. Right. Here's my content idea for the next 30 days. Can you flush this out? Can you give me 10 more ideas just like this? As a matter of fact, I just spoke to an agent yesterday, and what we're doing is, hey, who is the person that you serve? Right. If we market to everyone, we effectively market to no one. You know that. But who's the person you serve? How can AI then build a deep research Persona on it? Now that we have that, how can we have agentic AI go to Reddit and then find all of the things that this person's talking about, then use that to use that identity language to build their content. So that's over here, Right. The second type of agent I see using it is how does it become your strategic partner? How does it become the one thing that I ask? Everything. For instance, we're talking about Vibe coding a few minutes ago. Can I go to AI and say, hey, I'm interested in Vibe coding something. Can you help me walk through this? Like, how should I do this to get the best output? Here's what I'm afraid of. Be gentle. Talk. Talk to me like, I have an Android phone and I don't understand technology. Like, let's do it.
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C
It's so funny you say that, because one of the things that I've started to do is try to create what I'm calling, like, my board of advisors. Yeah. And, you know, so it's kind of combining a little bit of what you're saying where it's, hey, take these people that I respect, Alex Hermosi, right, These type of business leaders, go and do deep research on them and create a. Just a report of who these people are, how they think, how they would make, you know, choices, all this stuff, and then create a chat GPT essentially by uploading those reports and then tell it, hey, you're my board of advisors. These are the people on my board. These are who they are. This is how they make decisions. When I ask you questions, give me insights as if you're them. And now you can chat with it and basically go, you have the Alex, her Mosey in your pocket because you had to go and research all of his books. You had to go and research his personality, how he thinks, how he decides things. Now, this can't be done for people who don't have as much content as Alex does out there, but he has a ton of content out there, from books to videos and stuff like that. And so it's like combining the, hey, I want to get this person to give me or this chat GPT to give me advice, but I want it to give me advice based upon the people, the ideal Persona that I want, which is the Alex or Mosey type Persona, and stuff like that. And that's one of the ways I'm using it. You're saying you're advising agents to go in and essentially create their GPT, that is the person that they would seek advice from. Or do you have any people that you're modeling it after? Are you doing the classic, hey, take on the role of xyz, Study this person and answer to me or ask me questions based upon this person's framework. Are you doing anything like that?
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A
So what I heard you say here is, is there someone. Can I have this model this after. Let's just say Hormozi and then coach me like Hormozi to that point. I think there we have all these people that are creating content and you sell online courses, right? Hermosi puts a lot of content out there. Sharon puts a lot of content out there. We could. What is it? Jasmine Star, Amy Porterfield. They all have these frameworks, right? I could take their framework in a matter of seconds, drop it into chat and then have a conversation with chat and say, hey, you are to be this person. Here's the framework. Make this simple. And every single morning take me through one task in their framework. So net effective. I've made it harder for them or AI has made it harder for them to sell as many courses right now.
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C
Do you think coaching in courses is dead?
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A
No, I do not.
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C
Okay, why do you not think?
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Because here's the thing, right? I think it's going to make it harder to sell coaching in courses. But for those people like Sharon, like Horozi, that you not only know you trust, but you like them, you like their personality because they give everything away for free, Right? That's Sharon's big thing. And I feel like this is an homage to Sharon on this episode, by the way. But he does something right that no one else does or not a lot of people do. He gives it all away for free because it builds brand, it builds trust. It makes you like him. You start going to him for more and more things. If Sharon ever sold an online course, I think half of the industry would take it because they trust.
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C
Yeah, it's. It's a great point, but I think.
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You can go the other side instead of looking at these big influencers, right? Say, hey, chatgpt, you're an organizational psychologist. You understand cognitive behavioral theory. You understand all of these nuances of the human Persona. Take everything you know about me and tell me where I'm missing the ball. Tell me how I can do this better. Tell me why I shouldn't be focused on all these different AI apps like we were talking about earlier. Tell me where to focus my time and be brutally honest. Like, I have a prompt that I've used before and I can send it to if you want. It says, you know everything about me. Tell me where am I missing the ball? Give me one brutally honest sentence that no one in my life would ever have the courage to tell me what.
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C
Was it.
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Pissed me off when I read it. Like, it said, if you were still at the income level you are right now, in 12 months, would you feel like a success even if you helped serve a million people?
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C
Right.
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That juxtaposition of making more money.
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C
Yeah.
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People to which I responded, I hate you. I could add in some superlatives.
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C
I want both. Yeah.
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Isn't that cool? Like, computer just, like, gave me that inside.
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B
Ask me for my blind spots. And it's so brutally honest. And I've read that to people that I know, and they're like, yeah, that's you. I'm like, oh, crap.
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C
You drew gave the idea at the event that you should journal your life into chat GPT. And I brought that back. And Josh does that now.
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B
I've been doing that since June 1st.
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C
Yeah.
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A
How's it going every day?
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B
Every morning on my ride in, I talk about my evening and my upcoming day, and I do voice in the car, and then in the evening, I talk about my day at work and then my upcoming evening. And we're also going through this leadership book. So I'm kind of combining that journaling with, hey, these are the things that I want to. Just the characteristics that I want to display as a leader. Where am I falling short? Where am I doing well? And it is. It is crazy. And it's really good from a. You know, it's a journal. So you're getting your thoughts out there, but you're also getting insight and it's giving you things that you're saying, but you don't necessarily think. So it's really, really insightful in terms of how you communicate versus how you're trying to communicate. And it's helped even with communication.
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A
Have you tried to switch it to critical thinking mode?
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B
I don't think so, no.
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A
So this isn't technically a mode, right?
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B
Yeah.
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But when we ask the AI, hey, I want you to be my questioner, right. And use Socratic questioning, you can only ask me one question at a time. And then you can keep building on that as we have a conversation and use your judgment when you feel like you have enough to give me an output. It challenges everything about the way you think about something, which I think is a really cool way to explore why you're making a decision to explore why you're focused on cold calls when you've made 10,000 of them and none of them have landed in a deal when you could just spend all of your time on creating content that answers questions on Reddit, maybe layer in a hey gen and an 11 labs automation so it all becomes easier, but it makes you think a little differently.
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C
How? Go ahead.
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B
No, you're fine. I was just gonna say I hope ChatGPT5 has solved the hallucination issue.
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C
Well, they say hallucination has hallucinated things about. They said the new stat. I mean, if you believe these benchmarks, it used to hallucinate at 4 to 6%. It's now down to 1% is what they're saying.
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Yeah.
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So 1% of the time it's hallucinating, which, I mean, obviously that's still too much, but it's so much better than 4 to 6%.
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And is ChatGPT what everyone is saying to use as far as the AI instead of Gemini or anything like that?
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I go back, I use them like both of them. All day, I've got both of them open on different monitors. I'll go into chat, I'll drop it into Gemini and say, hey, what do you think about this? Make it better.
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C
I have seen for us, like, our devs like Claude the best. Now that might recently change since chat GPT5, you know, was released recently. And they're claiming that it's really good at coding, but our devs really like using Claude and have found that to be the best. But our business intelligence guy is in love with OpenAI's, you know, chat GPT. So that's what we use as an organization is we have that rolled out through our company where they're using Chat GPT and that's what we're, you know, finding. We. I haven't found that it has been incredible yet at analyzing Excel docs, but I'm hoping that chat GPT5 is better. But I have found it give fake information. And it's like in accounting and this is a good lesson for us all in business. It's like some roles, they have to be perfect. So it's like, I always, you know, I don't joke with my accountant, but I tell my, you know, VP of finance, look, there can't be one thing wrong in the financial book, because if one thing's wrong, then I doubt now everything. So it's, it's that way with numbers. It's like, oh, if Chat GPT. Because we just ran our analysis, we're buying some new printing equipment, right? So we're doing some new things with our magazine. We're buying some new presses and stuff like that. And, you know, it's a major purchase, multi millions. And we're having Chat GPT analyze some things about the whole contract and stuff. And it made up numbers. Like, it literally made up some numbers. And we're like, where did you find this in the document? And it's like, oh, admits. It goes, no, I didn't, you know, find that in the document. That's my bad. You're like, oh, shoot, now I can't trust this fully. And the same with, like, my brother Dan was trying to use it to analyze our testimonials. And it's a great thing to do is go, hey, go grab all my testimonials and pull me testimonials that have results in them, right? Because we want to build case studies or build stuff like that. And it came back with an output that wasn't that great. It wasn't the greatest testimonial. So he goes, no, no, go again. You're missing. Blah, blah, blah. Go find it. It made up a testimonial. It straight up made up a client and a testimonial.
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B
You don't like any of them. I'll make one up.
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C
Yeah. And you're just like, oh, dude, this is crazy.
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So.
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C
So that is the probably the negative side of AI right now is that you do have to verify. And this speaks to a great truth that's happening that we all need to be aware of. It's like the simple reality is remove the double dashes. If you're using AI, it is a telltale, right. And you still see it. I had a candidate that's interviewing for a job here send me a letter basically thanking me for the interview and had double dashes in it. And you're just like, dude, nobody does those double AI. So it's like that type of idea. It's like all your prompting for. For post on Social are becoming AI generated. Everybody is writing through AI now, which is good. I'm glad people are doing it. But it's like you still have to add your authenticity to it for the time being because it's just not good enough yet. I think it will get there very quickly where it just speaks in your voice, writes like you takes on your Persona. It's just not there yet. I don't know if you're seeing this true in the industry.
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A
100%, man. If you look at people, you can always tell when it's an AI generated post when it has like emoticon or emoji and then something else. Check sign emoji, then something else. AI loves to use emojis. It has figured out that that's what makes our communication human. Maybe. I don't know. But the idea, and I think this is an interesting thought, is that if we're pushing everything to AI and AI can create us content in a matter of seconds, all we have to do, Cody and Invisible Stephen is jump on and read it off a teleprompter. Right?
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C
Correct. Yep.
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Put your arm around him. I saw that. Yeah, he's a smaller guy, but you.
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C
Don'T even have to do that now. We could have had a hey, Gen avatar Steven, right here.
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A
100%.
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C
Some people would know the difference, but some people would not.
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A
If everything is cyclical, Right. We watched in the 1980s, we had shows that were so great right now that nostalgia. We want the 80s and 90s back. I want my kids to enjoy watching Barney versus watching Blippi because it's over Stimulating them. I want them to just enjoy the simple. Same with TV shows, entertainment media. Things are cyclical. I wonder if we're going to find the people who create content without AI. Authentic human generated content, not overly produced. There's no things coming in left and right. Maybe they stutter and they sound human. I'm wondering if that's going to have a bigger impact in the next couple years.
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C
It will. There'll be a thing called human verified. 100% there will be something called Human Verified. The blockchain will be used to verify this was actually done by a human or not. You know, that's all that technology is going to merge together. At least I think I want to continue down this road of kind of like real practical for the agent. Right. So, you know, one practical use case you said is utilize your AI to create content. Another practical use case you should be doing today is utilizing AI to create what you would call an advisor for you. Right? Hey, take on this, you know, role, be this person asking questions and go through that process. What are other practical use cases agents can use AI for today that you're seeing?
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A
I think you can spider out that idea of being an advisor. Right. So here's another use case. You're on your way to a listing appointment. Cool. Go into the person's LinkedIn, go into their Instagram, go pull out everything you know about them, drop it into the AI and say, hey, can you do me a favor? I'm going to go meet with Luke right now. Can you just tell me like four things about him that will create instant rapport, make it super easy that I can remember, or just give me one. All right, so I'm going to be like, oh my God, Luke, you love the Phillies. Dude, I love the Phillies too. I can't believe it. And then I would just name somebody there, I'd lob that ball over. And if you're like, yeah, that works, cool. Well, now AI has just helped me create rapport. The same thing goes for role playing. Have you guys talked about role playing with Chat, GPT and AI?
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C
I think Jason Pantana brought it up. But I know we here, I. I know we here at the company are starting to use it in that way for analyzing sales calls and helping our salespeople role play with it. But we're just getting into it. What are you seeing?
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A
So if you look at something, you look up seamless AI. Okay, not ChatGPT. It's a research lab and all they're focused on is making the voice sound more human. Right. That means it comes with the. It just feels like you're talking to a person. And so when you talk to it, and if I talk to it with the tone of voice saying, you know, I'm just. I haven't gotten any closings recently and life is hard. I'm really trying to solve, make the world a better place. It will respond with empathy and be like, man, that sounds so tough, Drew. Well, can we role play? Sure. But I want you to know that you're doing a great job. It's created an AI that starts listening to you. Now. It doesn't have the same things that ChatGPT does, because ChatGPT knows me, and that's kind of one of the bedrock LLM foundations. But another thing you can do is just have. Have a chat with ChatGPT about a big problem that you have in your business.
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C
Right. Yeah.
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D
What we do in that sort of realm is we'll take the recordings of our calls of like, let's say you didn't get the appointment or set it up or throw it in chat gbt and say, like, coach me on the call. What could I have done better to close this or do what? I'll give you feedback.
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A
And how's it going?
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D
It's good. It's actually really good. And then because I. I've had an agent do it and I say, hey, bring it to your coaching. And then we go over it and I was like, that's exactly what I would have probably told you is that you could have warmed this up a little bit more, been a little bit more relational here. And then you went for the ask too early. You should have went here. And yeah, it was great. It was really good.
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A
So I'm curious to know, are those coaching conversations in person or is that virtual in person? Because if I'm coaching someone, I'm going to take that transcript, drop it into chat, and then say, hey, listen, chat. You are my executive coach. Give me. Read this, read whatever I tell you about this person I'm coaching. Give me four or five deeper questions where I can lead them to the answer versus me giving them answers. Yeah, right. Which is why. Which is why I think some coaching works, some doesn't. Because agents try to do all the coaching and they're just prescribing. Right. They don't have any formal coaching background, so they're just telling you, here's what's worked for me, and then it runs out.
- [21:34]
C
Yeah, it's super.
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D
Well, we'll put in, like, we know each of our like agents personality test. And we'll put that in for the agent and say, hey, what's the best way to coach this person so good?
- [21:44]
C
Oh, we haven't done that.
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D
Where they're at.
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C
We require everybody to take a personality test here. So we should do that is have AI basically take intake all of our sales callers, personality tests so we know how to coach them. That's a great.
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A
But then there's still that human element that needs to be there. Right. If you listen like Jeremy Minor, he does a great job when he delivers sales questions because even though it may not be 100% authentic, the way he delivers it, it feels human. Yeah, The AI does the intake. But then if I come up to you, be like, look, dude, what's going on? Like, are you sleeping? You got crazy kids, man. What's going on?
- [22:22]
C
Are you just lazy? Which is 99% of the problem.
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D
Gave me the personality of laziness for you.
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C
Exactly. Have you ever used it to critique you from a video standpoint? Like where you are recording your presentation or you are feeding it videos that you've done?
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A
I use it for. Well, I'll do chatgpt. I think you saw me do this. I'll have it turn on live video mode.
- [22:51]
C
Okay.
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A
You go into advanced voice. You can then switch it and say, hey, can you see me? And it'll see the world around it. And then I'll give a really, really bad listing presentation with stutters and talking about myself kind of like, hey, I'm the best agent in the area. Like a lot of agents do. I can't get it to be super mean. I want it to be like Simon Cowell and be like, that was terrible. You're horrible. You shouldn't sell real estate. Which. Total squirrel moment. But do you guys know who Bob Tompkins is?
- [23:18]
C
Yeah. Yeah, he's hilarious, dude.
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A
Have you seen his last? He made this post that just came out and it's like, hey, if you're seeing this, this is because you're not a good agent. And I'm like, ah, spot on. But chat will then say, hey, I don't think you did a good job in this listing presentation. Here's how I'd fix it. I can't really read the videos yet. Like, I can't watch the videos or I don't trust it to watch videos yet.
- [23:42]
C
Okay. That's what I was curious about because I have some presentations coming up here in the next, you know, month. And I was thinking, oh, man, I'm going to record my presentation and feed it to AI and see what it tells me to do better. But you, you say it. It's not analyzing videos extremely well yet.
- [23:57]
A
So if I'm doing that, I'm going to turn on dictation and I'll spend 20 minutes and I'll speed through everything. I don't know about your workflow. My workflow has bullet points when I go through decks or for, for keynotes and I'll just speed through it all so it transcribes it and then I'll put that in and I'll say, hey, what do you think of this? How do I make this better? Pretend you are Sharon Shravazza. How would he make this better?
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C
Yeah, exactly. Like my plan was like the hardest thing about public speaking. And this is in general, any sale and is we always overshare. Yeah, we always want to get so much information in like the classic is if you give somebody an hour to speak, they can easily do it, but if they have to do it in 15 minutes, it's like insanely difficult. Like you don't have to prepare for doing an hour talk. You have to prepare crazy good to be a 15 minute kind of in and out type speaker and deliver value. So I was hoping that I could help me take my info and get rid of the fluff. Because I find when I listen back to myself, it's like, oh man, there's a lot of fluff there. But not because it's not real, but you're just, you're just sharing too much. You don't have to circle the point three times. You can just move on. You already made that big point and move on. And so that's what I'm hoping AI can do. I'll let you guys know. I'll give you a hindsight 2020 after I do it, if it actually works.
- [25:12]
A
My question to that, man, because you and I, we both speak a lot. Like, what is that fluff? Because there's two types of fluff. I find. There's the fluff where it's like, let me tell you about when I was a child. Daddy never hugged me.
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C
I don't have any of that.
- [25:24]
A
Right, right. There's the over personal sharing, but then there's the fluff of like looking in, being like, cody, dude, that is a wicked cool beard by the way. Sorry everybody, Cody has a wicked cool beard. Did that take you 17 years to grow? Right? And that.
- [25:37]
C
Why didn't you compliment me on my mustache, dude, Why'd you choose Cody's beard? I've been trying to do the mustache, man.
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A
No, dude, you know, I could never grow any facial hair.
- [25:48]
C
I can't grow a good beard. But I do have a mustache now, so.
- [25:51]
A
But like that second type of fluff, completely fine in my opinion, because it builds rapport with the audience.
- [25:57]
C
But your time is so limited. That's the problem. Like, you know this when you're speaking, it's like a lot of these, or at least a lot of these conferences I speak, they. They give you 20 to 30 minutes and. Right. And you are supposed to be in and out and in order to deliver just an earth shattering TED Talk, which we all want to do. Right? In the. Yeah. 20 or 30 minutes. I just realized, oh, Luke, you're not that good. Like, you're, you're, you're a good speaker. You can go and speak, but you're not good enough to go in. In like an art form. Just like control the room, you know, develop the story and big idea. Take people on a roller coaster of emotion to where they're high and low and they build back up and then inspire them to action. You know, that's kind of like cadence that everybody.
- [26:44]
A
Dude, that's the dream.
- [26:46]
C
Yeah, exactly. That's I'm saying, oh, I've watched myself and go, oh, I'm a good speaker. Like, it's not. I'm. Woe is me. Oh, yeah, I'm a good speaker and I deliver a lot of good content. But what's missing is. It's like Simon Sinek's classic start with the why talk. Yeah, like that was a moment. And you know, it's a 20 minute type talk and you just go, yeah, that, that's what you have to craft. Is that just. And I'm hoping I can help me do that. I mean, I don't want to get off the topic. Too much of AI.
- [27:14]
A
No, no, 100%. I'm just going to. On the Simon Sinek thing, he's got, he talks like this guy's blessed. Like, that's why people lean in. Same with Phil Jones. He's got the accent too. Right. I'm gonna give you an AI tool. I have not got them yet. Have you ever heard of the 11 even realities G1s?
- [27:32]
C
No.
- [27:33]
A
All right, so they're, they're glasses like these. And these are not them. These are just lens crafters. They have a heads up display like a fighter jet right here on my lens.
- [27:43]
C
No.
- [27:43]
A
It also has AI that can hear you. And so all I'm doing then is taking an entire keynote Presentation, dropping it on my lens, then walking around. And now I can just read. Tracks my voice. Right. And as it evolves, it's going to start giving you suggestions.
- [28:01]
C
Yeah. Because it's going to be reading the audience, too, because there's going to be a camera and it's going to be able to look at everybody's face and their emotions, and it's going to be able to tell you you're losing them.
- [28:10]
A
Yeah.
- [28:11]
C
Pick up your cadence.
- [28:14]
A
Dude.
- [28:15]
C
The world we're living in, I mean, let's. Let's talk about that a little bit. Like, obviously everybody's wondering, you know, is AI going to replace people? And I sent this. I shouldn't even share this, but it's just too funny not to share. There's this meme I sent around to Josh and all them. Because the. The famous saying at all these conferences right now. Yeah, Josh can't believe I'm sharing this. That the famous saying is the I'll send it to you. And we should put it on the page so everybody can see this meme. But is, you know, agents won't be replaced by AI. Agents who use AI or agents who don't use AI will be replaced by agents who use AI. So it's literally a farmer talking to a horse, and it's in the farmers telling the horse, the horse is listening to the farmer. You won't lose your job to a tractor, but to a horse who. Who learns how to drive a tractor. And I'm like, when I saw that, I was like, oh, I can't help but hear that saying. Because everybody, you know, is saying it because it's like, hey, you as an agent. Right? And it does. It's not just real estate. It's every business reminder media. You're not going to be replaced by AI right now, but you'll be replaced by every marketing company that uses AI. There is a truth to that. But at what point does it get to. And it seems to be getting there really fast. I mean, Bill Gates just came out with a headline or there was a headline on Bill Gates saying, he said it's moving faster than he even realized. And he doesn't know if it's a year or 10 years to where it replaces all human capability. And you're just like, oh, my gosh, this is freaking Bill Gates saying the same thing. Like, what's your view? And obviously you're just giving your take, but what's your view on the industry? And is the industry going to shrink? And are you seeing the advancement of AI so fast that you go, yeah, I mean, I was on with a guy from T. What is it, T360. Yeah, they do all the research in the industry and he was saying they've done a bunch of research to say the real estate agent does 127 things on average for a transaction to a client. And they've done research that is showing that AI can handle 90 of those things right now out of the 127. So what does that effect on the industry? I don't know. And this is not doom and gloom. This is just being real and going, hey, what is going to actually happen in the industry? And what type of focus and effort should you be putting into learning and getting AI in your business? What's your take on that?
- [30:40]
A
Yeah, so I think it, it replaces a 90% or let's. Would you say 99 things?
- [30:45]
C
It was like the research.
- [30:46]
B
75. Yeah, like 90 out of 130 things.
- [30:49]
A
Okay. It takes 75 of the job of an agent. I think two things are gonna happen. First off, you're going to see the wheat separating from the chaff. The good agents will stay, the bad agents will go. Because the key to all of it will be how do I create rapport that is genuine, that is authentic? How do I lean in and know things about your family, Luke, Josh, Stephen and Cody. Right. That I can then reference because I care. Those agents that do that will stay around. AI is never, I think, going to push an agent out completely because it still needs to be able to sit there, person to person, heart to heart, and say, hey man, is this the house for you? Because you were excited and now you're not. An AI will be able to control one day all of the things an agent has to deal with. Right. We are the inspector, we are the marriage therapist. We are the deal negotiator. We have all these different roles.
- [31:42]
C
Sure, but didn't we just say that AI could be the therapist for you?
- [31:47]
A
I think it can, but it can't be in person.
- [31:50]
C
So it's really like you're just playing devil's advocate here, but your argument is all built on like the human to human connection. It's kind of like the analogy that is given. That's good is the sports analogy. You're never going to go watch for the most part. People aren't going to go watch robots play football or soccer or something like that.
- [32:11]
A
Maybe a knowledge robot playing football though. Like, that would be insane.
- [32:15]
C
See, even this analogy falls apart, but the idea is it's not exciting. Because there wasn't the human story, there wasn't the human effort there. And what makes sports great is that that person worked for it. There's a natural ability and talent that separates them. And there's the, you know, the story and the journey of the emotion. We crave that as human beings. Like that would be my argument too, is that the human to human being, human is unique. Right? And they're like, you don't want to ever lose that. So even though you can have AI give you a diagnosis and can do surgery on you, you're still going to want the doctor there to oversee the AI in essence.
- [32:56]
A
Awesome analogy. And I'll give you an example here. Two examples. First one, I walk into a doctor's office, like two months ago, and I'm sitting there and, like, my hands are kind of folded, I'm a little fidgety. The doctor looks at me and she says, hey, this isn't on any papers. But I just want to ask, do you have any anxiety about being at the doctors? See, she could read my body language, my nonverbal cues. And I was like, wow, that's a really deep question. Yes, let me tell you about it. That's number one. Number two, you know, I got some health news. It's not crazy. It's just residual stuff. I come in yesterday and it's a little jarring. And as I walk past Meg, you know, she looks at me and she's already up to her armpits and alligators with three kids. You know what that's like. But she looks at me and she goes, you look like you just need a hug. See, an AI can't do that yet. So now translate that to a real estate business. You know, I'm showing you a house, Luke. You're walking through, and you kind of look super emotional. I'm like, what's going on, man? And you may say, you know, this is exactly like the house I grew up in.
- [34:06]
C
Really?
- [34:06]
A
And AI doesn't know that. It may be able to infer it, but it's not able to communicate. It's not able to read you right now. It may well one day. So agents right now should be building the relationship, letting AI take the 75%, double checking, because it does hallucinate occasionally, but build the relationships at the core.
- [34:27]
C
Yeah, I think that's well said. It's like they haven't cracked the code of physiology and biology yet. In the, in the. I mean, obviously they're trying to the brain waves and, and how you react to certain Things. Because if you think about it, fear is subjective in a way. It's like a spectrum, right? And it's like, so how do you know you know, one thing scares one person? Like you're terrified of close, close space, right? You know, claustrophobic, right? But Cody isn't. I don't know if you are or not, Cody. But the point being is, you know, that man doesn't fear anything. Look at that beard. But the point is, dude, it's a wicked beard, by the way. It's a spectrum, right? So one thing that scares Josh doesn't scare Cody. And it's like, why? What are. What's happening physiologically, biologically, within Josh? And that's the piece that they have not cracked hardly at all. And it will be interesting to see how it develops over time. But they have not gotten there yet, so it's way more there.
- [35:25]
B
I had some weird dreams last week and I can. I can remember my dreams. So I put all of them into ChatGPT18. I said, well, here's probably what you're feeling. I'm like, holy crap.
- [35:34]
C
It'S all going out the window. Oh, man. Yeah, but don't you think that is. And I could be wrong here, but don't you think that is because it is a data set, and that is data, that is language that you're giving it versus what you're inferring, Drew, which is like there's a physiological thing, thing that's taking place, biological thing that's taking place where you're interacting with other human beings. And there's a level of communication and energy that is exchanged in the nuance that AI can't pick up yet. And that's the value. Now all of this is to say is if you aren't utilizing AI to basically what I would call this, like, get all the data and mundane and replicatable task out of your way, then you will be falling behind. Like, that is where it is headed, is that all of that replicatable task things that are data driven are going to be done by AI. They're starting to be done by AI right now. The advancing of this is insane from what we're already seeing. So you have to move in that direction, but the nuance there, the human to human connection, is still going to remain, at least for the short term. Nobody knows the long term.
- [36:53]
A
What's crazy is that it's learning me, right? So I'm like, hey, I've got really bad acid reflux right now. How can you help oversimplifying? It goes you could do this, you could eat this. And I'm like, man, that stinks. I love coffee. I love sugar. And it goes, listen. We can sit here and I can listen to you vent, or you can take action, Drew. What do you want to do? And I was just like, wow, you're being a jerk. Thank you so much. I'm going to go take action. But I think it also gives agents and everyone a creative edge, right? No longer is it, oh, I don't have business. How am I going to market this or that when I can just go to AI and I can be like, hey, give me 10 out of the box ideas. Pretend you are a child psychologist, you are an FBI negotiator, and now you work for Wyden and Kennedy, a huge ad agency. Use those multiple Personas to give me cool ideas to market this house. Yeah.
- [37:43]
B
Awesome. Drew, thanks so much for coming on the episode today. Before we close out here, let people know how they can connect with you.
- [37:50]
A
Awesome. You can find me on Instagram. It's easy at the Drew Thompson.
- [37:53]
B
Super easy at the Drew Thompson on Instagram. Thank you so much for listening. You can get the show notes wherever you listen to this podcast as well as going to staypaid podcast.com if you like this episode, do us a favor, head on over to YouTube. YouTube.com reminder media. Give this episode a thumbs up. Make sure you're subscribed to the channel for notifications for new episodes. And the best way to help about the show is simply share this episode with somebody that you know. If you want to get hold of me or Luke, you can email us@podcastremindermedia.com and follow us on Instagram. We are at Stay Paid podcast for this episode of Stay Paid. I'm Josh Dyke.
- [38:26]
C
Guys, I'm Luke Acre. Drew, man, thank you so much for coming on. I literally look up and we're already 40 minutes in and I'm like, gosh, we gotta have you back, dude. I was like, it's just. We're just starting the conversation. I felt. I feel that this is a Joe Rogan episode. We're gonna have to go for three hours. We're just getting started. So we definitely have to have you back to talk even more about AI really appreciate you coming on the show. My action item to everybody listening to this. Drew dropped a huge golden nugget. All of you are going and meeting potential buyers and potential sellers, and you have to build rapport with them. Take action on the tip. Drew told you, which is, man, go find them. On LinkedIn, find their social media, the connection you have, put it into ChatGPT, Gemini, whatever your AI of choice is, and have it develop some things about them that you could use to build rapport. I thought that was an incredible tip that you could use right away in your business to help you be more effective. Now here, guys, the difference between top producers and mediocre producers is what Drew's AI therapist told him. He could sit here and complain about drinking coffee and not being able to eat sugar, or he could get out there and take action. So you can sit here and complain about AI, you can sit here and complain about not getting the business, or you can get out there and take action. That's the difference is top producers take action. So take action on that today.