← The Millionaire Real Estate Agent | The MREA Podcast
The Millionaire Real Estate Agent | The MREA Podcast
114. How One Agent Became #1 in His State with Adam Dow
00:40:26
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- [00:05]
A
Hey everyone. Welcome back to another episode of the Millionaire Real Estate Agent podcast. I'm Jason Abrams and this is the place where we lift the curtain on the world of real estate like never before. Every week I sit down with visionaries, pirates and mavericks. We're here to document, demonstrate and most importantly, demystify their game changing models and systems. What secrets propel them to the top and how are they living their dreams. This is about passion, it's about strategy. But above all, it's about real, tangible success. So buckle up and let's dive in. This is the Millionaire Real Estate Agent podcast. Jason, I want to be number one in my market. Well, how about this, Jason? I want to be number one in my state. Well, how about this, Jason? I've been number one in my state for a decade and I'm about to tell all of your listeners exactly how that's what we're going to get involved in today, friends. We're going to be talking to an absolute mega team hailing out of New Hampshire. They do over 200 million in volume every year. That's give or take, 260 units plus. And here's what's interesting. Half of it is done with the most relationship based luxury system you're ever going to hear. The other half couldn't be more different. It's completely technological. We are going to talk AI and how they are showing up in their market. As a matter of fact, Perplexity just sent them a deal. You heard me right. I am talking about none other than Adam Dow. Since the early 2000s, he has been toiling in the real estate industry to end up on literally the proverbial top of the mountain. And he is going to tell us exactly how to build a relationship plus an AI driven business. Sit back and buckle up. This is Adam Dow. Adam, how are you?
- [02:13]
B
I'm great. How are you, Jason?
- [02:15]
A
Fantastic. So I know the story, but the people don't. My friend. How did you end up in the greatest industry in the world?
- [02:22]
B
Well, I was on a website called monster.com looking for a marketing job because my consulting company was failing. I had moved back to my hometown. I can't build a house. So I came to realize that I had to sell the houses.
- [02:36]
A
Well, when, when was this?
- [02:38]
B
So 2000the.com here. That's why my company was failing. As we tried this big dot com, the VC company went out of business and I hit, you know, the job trail. I had a business degree, marketing background, but I wanted to live where, you know, I grew up in in my hometown.
- [02:57]
A
So talk to me about the implosion of a dream for a second. I don't want to drag this down, but I remember the dot com run up. I got my license in early 2000. At that time, it felt like millionaires. Today, they'd be billionaires. Back then, a million was a lot of money, but they were falling out of trees, and people were having extraordinary success until they weren't. You had jumped right in with both feet.
- [03:24]
B
Well, yeah, I. I started at this company, you know, business degree, needed a good resume to get a job and join this company. And I ended up staying there for nine years, ended up being a partner in the company. So it was my first real job, and I thought it was going to turn into something pretty cool. Like we. We had teamed with the largest shipping company in the world. We had a software company that was going to help us, and we were providing the knowledge, the expertise, and so we had these three companies coming together, but we were just too late. It was when things were falling and, you know, so I. I thought I was gonna move to Boston. I thought I was gonna have this, you know, ownership in this pretty special company that was in a niche industry, the maritime industry. And it just. It's starting to go away. So, you know, looking back on it, it was the greatest thing that ever happened. But at the time, it wasn't very cool.
- [04:14]
A
Well, so at the time, it's all working until it isn't. You don't get a ton of notice, and you look up and now you have the whole world in front of you again. Were you scared?
- [04:23]
B
I wouldn't say that I was scared because I'm not somebody that looks at what's happening. I look at what could happen. You know, I look at change as an opportunity. I try to have the mindset around, all right, you know, it is what it is. So how do we capitalize on this? And my wife and I were, you know, at the time, we were dating, and we wanted to be closer to family. Unfortunately, her mom had passed her away in around the same time. So we were thinking about life a little bit more seriously. So, you know, that happening at that time, you know, giving the time in our lives, you know, it just. It forced me to say, all right, where do I want to be? Where do I want to raise a family? What do I want to do? And that ended with me and with us deciding to move back to our hometown.
- [05:09]
A
She never looks up and says, look, he's good looking, funny, but he's out of work. What am I doing with this guy? Am I following him back to New Hampshire?
- [05:17]
B
Yeah, she definitely had more money than me at the beginning, that's for sure.
- [05:22]
A
I love that. Okay, so you get back to New Hampshire. But even then, the world was your oyster. You could have done anything. Why residential real estate?
- [05:30]
B
Well, this is not a very impressive answer. It was the only one that was hiring. And what I didn't know at the time was there was no salary attached to this job that I just got that I was excited to tell my girlfriend about and in, you know, to make, you may have heard the story about it. You know, I took the personality test. It was back at a different brokerage. And their personality test basically said, run from real estate. You know me, I'm not the, you know, the guy that's outgoing or wants to be in front of the room or anything like that. So, you know, the way that the personality lined up, it was not set up for real estate. So, you know, I had a job with no salary, with a personality test that says I'm not going to be good and a wife that just said, or a girlfriend that said, you know, what are you doing? And my good friend said, are you sure real estate's good for you? Like, you know, really serious concern about this decision.
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A
So you're such an unlikely hero because, you know, fast forward, you've had the number one team in New Hampshire for a decade.
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B
This will be 10 years.
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A
Yeah. And I remember meeting you early in your career. You had a couple epiphanies. And when did you look up and realize that this thing could work and that this was scalable for you?
- [06:41]
B
Well, you know, I'm big on win wins, relationships. I'm big on just basically relationships in general. And when I went into real estate, I was all in. There was no safety net. It was all right, I want to be in my hometown, I want this lifestyle, I want to do these certain things in. Real estate was the path. And you know, for me growing up in the area, nine generations in the area, so, you know, the personality might not have been there, but I had some other things that were in my favor at the consulting company. I knew what PowerPoint was before anyone in my town. Like, I had a website before people in my town. So at the time, there were 150 realtors in Wolfboro, the town that I sell in, and there's 150 sales. So, you know, you have to go out there and grab it. So, like, I've got 30% share in my town right now. But that's still only about 40 sales. So for me, I had to double down on on my relationship growing up in the area. Who did I know that would lead me to a person? Like before, I had client references. I got character references.
- [07:46]
A
No, don't tell me you're about to break into the model, my friend. And I don't want to do it yet. Gang, you know what time it is? It's the time when Adam makes us a hell of a lot smarter about how to build a luxury business built on relationships. But it's not airy fairy. It isn't like he's not going to tell you go out and hug everyone. Not that there's anything wrong with that. He's actually got a model and it's a damn good one. Don't worry about taking the notes. I'm taking the notes. If you don't get them, head over to MrEanotes.com that's MrEanotes.com they come out every Thursday. And if PDF Adam, tell me exactly how do I build a luxury business based on relationships?
- [08:24]
B
All right, so when I started running a team, like I had to figure out what did I do, what's the model, what's the system? Because some of this came naturally for me. I had some of these relationships. But I had to go back and say, all right, if I was to teach somebody else or if I was to scale this, what did I do? What am I doing? And things like that. And I put my relationships in three categories and I basically said, all right, I've got 210 relationships that if I scale to it will be a huge luxury business. And really, you know, any real estate business can do this. But you know, for me, I grew up on the lake. I wanted to sell luxury homes so I needed to get into relationships that would produce that result.
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A
What are the three buckets?
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B
Top 10 influencers, top 100 influencers and top 100 people to know.
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A
Okay, so tell me what an influencer is. The way that you use the word?
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B
Yes. I mean the influencer word has kind of been hijacked by social media. But for me it's somebody who has influence in the community and they use that influence to drive me business. So it's a two tier type of influence.
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A
And then top 10 or top hundred people to know. What's the difference between an influencer and a person to know?
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B
So sometimes an influencer could be a dog walker. Like you have to be very clear. Like I remember going to one of your things talking about the gatekeepers. Like, it's not somebody that you're going to introduce your clients to or drive business to. They're just somebody that you should know, you should pay attention to. Maybe they're retired. Maybe they're, you know, part of the family that you want to be intentional. You know, they're going to give you business. But if you paid attention to them, they might get you more business because you teach them how to do that.
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A
So I got my top 10 influencers, my top 100 influencers, and then my top 100 people to know. Is that right?
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B
Yes.
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A
Perfect. Okay, walk me through now. Once I've done that segmentation, what do I do next?
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B
So there's three stages. One is identifying the three different categories, and then the second stage is earning, and the third stage is maintaining.
- [10:33]
A
Walk me through it.
- [10:34]
B
All right, so I think when you get into real estate, you meet the mortgage people, you meet the insurance people. Those are the people that kind of show up because they want business from you. Sometimes you fall into a relationship. Maybe you're at the chamber of commerce meeting and you meet the insurance person there, or even the accountant. I love to have accountants as influencer people in my top 10. But I found that if you take a step back and say, all right, let me call some people, let me call people I know. Let me find out who they're using for their accountant. Now one, I've got a warm introduction to those people, but I also find out, are they qualified, are they reputable? Because if I'm earning these top 10 relationships and I'm spending a bunch of time trying to get into them, I might as well take a step back and say, all right, who are the people in my world that I want to go out and learn?
- [11:24]
A
Okay, walk me through what that looks like.
- [11:27]
B
So on the influencer side, it's really about the relationship. So I'll talk about my first relationship. So there was a guy named Bruce. I knew he sold luxury homes, you know, on the lake, Lake Oden, Pissaukee. I used to lifeguard with his daughter way back in the day. We got, you know, the police came to the same party. So I didn't have a real good relationship with Bruce at the beginning, but I knew he was a player. So I had a friend that married his daughter. Tim married Abby. So I would think about what sort of information do I want to get to Bruce. So I would come up with, all right, what's market statistics? What are off market properties? What are some regulations that are happening? He owns a waterfront you know, what are things that I could send of value to Bruce? So I'd send it to Tim, Tim would send it to Bruce. Like it took that path for a while, but eventually my information was valuable to him enough so much that he would call me and say, hey, Adam. And you know, I saw that listing that you had, or that information about the taxes this year. That's pretty cool, you know, so the conversation started with that top 10, and then he introduced me to another guy named Chris. And between the two of those people, and by the way, it took me three years to get the first, you know, actual set of business from Bruce. So this is a long term game on the luxury side, but between those two people, I've probably sold 35 homes over a million dollars. Not to mention all of the referrals that they've given me.
- [12:53]
A
Yeah, it's such a huge idea. So in your mind, the question is, what value can I provide my top 10 people? Because over time they're going to take me up and say, hey, you've been providing me value, now come do something for me.
- [13:07]
B
Yes, in the top 10. Like I have a distinction with the top 10. You have to go to them, you know, you have to. I'm going to go to their charity, I'm going to volunteer, you know, for the charity that they're, you know, passionate about. I'm going to be on the same board as them, like that. You go to them, they're that, that's why they're top 10. But in the top 100, they're similar people. They have influence in the community. They'll use that influence for you. But I try to find those in the areas that I'm already going to like at the golf club. Like, I just joined a new private club, which is kind of a bucket list thing for me. And now I'm doing it all over again. Like I'm finding out, all right, you know, I've introduced myself to the real estate people that are there. They've actually already asked me to do some price opinions for them. Not paid, just adding value, just doing, like showing what I'm capable of. And, you know, in the hopes that at some point, you know, I provide enough value, they'll start asking me for things that will actually make me money.
- [14:00]
A
You know, if I didn't know any better, I would say it sounds too easy. And I understand that you're doing it, but you're actually helping a whole team of humans do it. So how do you onboard people into this idea?
- [14:13]
B
So we Got to get the categories, we got to get the tags, we got to identify. The first step is to say you have to have the 200 people. Just to start off, let's get some people in your database, and let's figure out, are they potential clients, are they potential listings, or are they an influencer for you? One of the things that we track and I encourage people to do is influencer lunches. If you're going after somebody, there's no better way to get to know them than to sit down, have lunch. I encourage my agents to have a notebook that they bring to every single one of those lunches with similar questions. And they ask these people that are probably successful at business done something to give them influence, and they can learn stuff. And I found through my career, I act like a mentee and have all of these mentors, like, I'm good at what I do, but they've got all of this experience, and I've had amazing conversations with people, and I'm earning their respect and their trust by talking about them. So with the team, I'm like, all right, go out, have the influencer launches. Who are the people that are in your world? And then as a team leader, one of the biggest values that I can bring is the opportunity to give somebody one of those relationships. And from a scale standpoint, some people get nervous when they have a large team or they're building a team. They're like, oh, I'm going to give out this really good relationship. I'd rather have 10 agents with 10 different builders that are amazing builders in different areas than me trying to manage 10 different builder relationships. That's actually scalable. And you just teach them how to categorize, tag, identify, and then go out and earn them.
- [15:46]
A
So that takes care of identifying. Then you get into the second bucket of earning. Walk me through. How do you think about that bucket?
- [15:52]
B
So the top 10, go to where they are, top 100, figure out who's in your world. And then, you know, there's lots of ways that we can add value to people. Like, if we're volunteering on a board, I always volunteer for the marketing chair or the marketing committee member. One, because sometimes it's the easiest. But two, it showcases that I'm good at what I do. Like, hey, let me make a flyer for you. Hey, let me do a website for you. One thing. During COVID I had bought a360 camera, and I offered everyone in downtown a 3D tour of all of their businesses because they were shut down. I had an Art gallery. I did the whole thing and she called me up and she was so appreciative, you know, because she shut down, she couldn't do anything. And she sent it out to all of her clients, like, say, here's my gallery. It's open. So it's finding things that I do already and then giving it to the influencers as proof to say, hey, you know, if I can do this for you, you know, this is what I'm doing at a high level for my clients as well.
- [16:56]
A
And then you get into maintaining, so maintaining.
- [16:59]
B
And I mean the people to know. Like, so if you go from the top 100 and you go over to the people to know, when somebody jumps into the team and they don't have maybe those relationships yet, I say, what's your quickest path to what I'm describing as an influencer or a person to know? Who's somebody that you think has the influence? Call them up and say, I just joined the DAO group, number one team in New Hampshire, being encouraged to come up with my own five star service provider list. You know, I want to come up with a rocks. And that's the people to noise. Have them visualize it to say, here's a piece of paper with a hundred people to know in Wolfboro. That's what's in their head. And say, you know, I want five star service provider. I want people to thank me when I give out their name. You obviously came to mind, Jason, you're amazing at what you do. What's the best way for me to hand you business? Is it your cell phone, office phone, website? You tell me and I'd be happy to see if I can give you business. And then they're grateful, they give you the information. Then you say, you know, Jason, knowing that I want people like you on my list, who's one or two people who I should call to include on this list? So then you just call those two people. You've got a very warm introduction because they already love you as you know for what you do, you can build that people to know list almost quicker than the other list because you want to help them. You're providing something tangible. And if you've got a very nice depicted people to know list, then people will say, hey, how can I get on the list? I said, well, you know, it's trusted clients that I know that they do a rock star job for their, you know, my clients. I love to give them out. And, you know, you want to be on the list. You know, would you Consider recommending me. Like not necessarily listing a house, just consider recommending me. Sure, I'll put you on the list.
- [18:43]
A
I think that's brilliant. And these must scale out and build really quickly.
- [18:47]
B
Yeah. And I encourage people like not to take the other agents list. Right. They jump on the team. Oh, that's a great list. Can I have it? Like, build your own. Like if you call. Because if you sell a house and you've got the list that you just gave to the new buyer, you've got, depending on how big your list is, you can call everybody on that list and say, hey, I don't know if they're going to call you or not, but I gave out your name and number to these people. They just moved into 123 Main Street. If they call you, just wanted to give you a heads up where they live. Now you've just made 50 great contacts because you've given out your special list.
- [19:20]
A
That's so good. Now you're just landed the plane for me. So I have this list of the 50 or 60 vendors. I give it to everyone I sell a home to. Then I get to call every one of the 50 or 60 and say, hey, look, I don't know if they're gonna call you, but if they do, I gave out your name and now all of a sudden you're giving. It's not take and give, Adam, it's give and take.
- [19:39]
B
Yes, absolutely. Lead with value.
- [19:42]
A
That's genius, man. I love that. So when you wake up in the morning, as the owner, what are you tracking in this relationship business?
- [19:50]
B
So we're looking at the tags like, I've got a spreadsheet saying, all right, here's a link to all my top 10. Here's a link to all my top 100. Here's my link to my top people to know. So I can drill in and say, have you talked to the top 10? Like, we want to talk to our top 10 once a month. We want to talk to our top 100 people to know and top 100 influencers once a quarter. Like to just to have some guidelines around that. And if I can look at their database and say, you know, click on the spreadsheet that goes right into their database and say, oh, you haven't talked to any of these people. Also the influencer lunches that we talked about once a month, you know, just rotating basis, let's bring somebody out to lunch. And with the top 100, the top 10 almost take care of themselves because like, for me, they become friends. They're mentors, I've visited them in Florida. I play golf with them. Like, you know, I tell my ages. Don't design a world you don't want to live in. Like, make this around your activity. Make this around things that you care about, whether it's the charities. Make this about things that you have fun in. Like, so I can talk to my, you know, 10 of my top 100 just by playing golf every Wednesday or, you know, volunteering at this. So it's being more intentional about the world that you're surrounding yourself with in and making sure that you're hitting those different categories on a good cadence.
- [21:11]
A
You know, it seems today there's this quest for giant numbers. People want 100. Yeah, I want 15,000 people in my database or 100,000 people. Can you, if you're an agent, can you make any money with 200 people in your database?
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B
I did.
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A
Is that what you tell your agents?
- [21:26]
B
Yeah, I mean, I think there's people on the team that hide behind the thousand person email or the post on Facebook or things like that. But every time one of my agents has an influence or lunch, they come back and say, adam, I had a great conversation. I got three leads. Yeah, that's one person. You have to eat lunch anyways. And you got these three leads. Every single time. Every single time they actually spend some time with somebody, it produces. Produces way more than that. You know, maybe a blast on social media.
- [22:00]
A
When you think about the touch programs that you're running, I understand the personal touches. I get the lunches, I get making the phone calls once a quarter for two of the groups and at least once a month for the others. What other touches are you making? Because to me, these are highly personalized touches. But you also have some static touches that are running just to have cadence. Right.
- [22:19]
B
So, yeah, I mean, we send out the market reports, you know, if it's an influencer. And I say that, you know, I like using technology, I like being the head of technology, and I like getting feedback on technology and I like getting feedback on how my technology is operating. So do you mind if I put you on a market report? You know, I'd love for you to look at your home value and, you know, if it's. If you think it's off, just give me a shout. Like, treat them as a colleague, not as somebody you're trying to sell.
- [22:44]
A
Which company do you use for your market reports?
- [22:46]
B
I use brevity.
- [22:48]
A
Okay, very good. And those go out how often on my influencers.
- [22:52]
B
I'll dial it back to, like, once a month.
- [22:54]
A
Okay. And on the rest of the group.
- [22:55]
B
On the people to know, I do every two weeks.
- [22:58]
A
Cool. Okay. What else are you sending? The way that I'm approaching this, Adam, I'm thinking to myself, if I'm driving down the road right now and I don't have an incredible 79 touch program, I'm wondering what the pieces of yours are.
- [23:10]
B
So I have, like, an accountant as an influencer. My touch to him is I call him and say, what's something in 2026 that I should let my high net wealth people know about? So that's one piece of information, one great phone call to my accountant to say, hey, I'm going to tell everybody who I talked to about this and that you gave it to me. But then I can run down my list. I could make 200 calls and give you that very pertinent information about the 2026 tax season. I love it when the environmental. When the government does environmental changes. Like right now, boathouses were outlawed on Lake Winnipesauri, actually in the entire state. So the luxury, the high net wealth people, they have the ability to build a boathouse if they want, but not anymore. So my call, I just did a bunch of these calls last week, and this is what they had, the team, this is what I trained the team to do, is similar tactics like this, but for me, in my top 10, I called and say, hey, did you? And no one knows because they cast it in the budget, like kind of at midnight, you know, no more boathouses.
- [24:17]
A
Hashtag politics.
- [24:18]
B
Yeah, exactly. So I called my second influencer, who actually permits the boathouses, and I'm going to have him on podcasts like this, and he's going to send that podcast out to all of his clients. It's two conversations and then the same conversation with the right people. Yes, it's thought out, but it's not complicated.
- [24:37]
A
I'm gonna give you a nickname. You're gonna hate it, but you're kind of like Adam Dow, the honeybee. Cause what you're doing is you're pollinating. You're buzzing around until you find a flower that smells good, and you get a piece of information that you think everyone else would want. And then all you're doing is touching every flower in the garden and you're making this thing bloom.
- [24:54]
B
You're right. I don't like that name.
- [24:56]
A
I knew you'd hate it, but it's brilliant. And all your buddies at Place are gonna send you pictures of bees for the next three years. But dude, it's really smart because, you know, one of the challenges of waking up and trying to have something important to say is that you have to think of it. And in your model you don't. You're calling the experts and you're just reporting the news at scale. Gary once said, and by the way, if you're new to the program, we talk about Gary, we're talking about Gary Keller. He, together with Jay Papasan and Dave Jenks, wrote the book the Millionaire Real Estate Agent which is the namesake for the show. But he always says in order to be a thought leader, you need to have a thought.
- [25:28]
B
Right.
- [25:29]
A
And what you've done is you've co opt the best thinking of all your people.
- [25:33]
B
Yeah, exactly.
- [25:34]
A
So when you look up at the end of the year, what percentage, give or take of your 260 units every year can you benchmark back to being in the database?
- [25:44]
B
Oh, in the database, probably 40 to 50% a year. We're still a sphere based, you know, as much as we do. I mean, you know, we do a lot on the, you know, cost per click, advertising and all that stuff.
- [25:56]
A
Well, I want to get into that in a second. So about half the deals are going to come from the system you're describing.
- [26:01]
B
Either my relationships, my sphere, or the agents doing their sphere work.
- [26:05]
A
Okay, so now let's fill in the other half of this business because here's what's fascinating to me about you. You run one of the most highly relationship luxury businesses there is. But then you have this other part. The other 50% of the company is not relationship based. It's technologically based that leads to relationships. So walk me through how you thought about it.
- [26:26]
B
So back in 2003, left the dot com, no money. I knew a lot of people in town. I did fail that personality test. But I went to a website company and said, listen, I don't have any money, but I want a website. I want to have a website. And I treated them like a referral. I said, I'm going to, every time I sell a house, I'm just going to walk in here with a check. And I ended up spending like $77,000 my third year in the business with that relationship, which it's good they got bought out, didn't have to do that anymore, but it was good for me. I got the other 75%. So, but that was my, you know, all right, I want to be ahead of technology. I want to have like marketing strategies that are, you know, the ones that are coming in, not the ones that are going out. And we've been doing the SEO cost per click advertising. I've had a website since 2003. You know, I'm one of the people that got their name adamdao.com because I was born at the right time in history. And so when I describe to agents that want to be in luxury, I'm like, all right, you have to have the relationships, but you also have to be impressive. Like, you have to have something that they can point to to say, that's why Adam's my realtor. He's got the best website in town or whatever it is.
- [27:37]
A
Well, in your case, that's what it is, right?
- [27:40]
B
It was back in the people call me adamdao.com. there's still a guy at my golf course that will yell across the thing, adamdao.com so if you were doing it.
- [27:50]
A
And I understand that was a moment in time, you were first on the market, you had the website, but you're still getting and generating a lot of Internet leads today. If you were building this today, how would you think about the technological side of your business?
- [28:02]
B
I would go into AI, which what we're doing. I would ask AI what questions are my clients asking? And I would do video after blog posts and video blog posts answering all of those questions. And that's what we're doing. We're basically going in and creating content based on what we know to be questions that the consumer's asking, not us, but AI.
- [28:26]
A
Okay, give me some examples.
- [28:29]
B
When's the best time to list a house in Carroll County? So I went into AI and actually I took all the number of sales in the last decade, exported it, put it up in AI, created a table, and said, analyze this table. It spit out what AI thought would be the best time. I didn't completely agree, but at least I had the structure reworked. Some of the numbers, and I just did a blog post at the best time to list a home in Carroll County.
- [28:53]
A
I understand the concept of creating content. I want you to now connect how created content turns into a lead.
- [29:02]
B
It's showing up. It's being the expert. So at the bottom of the blog post, where you got links to listings and you drive people to search for properties. But I got a call yesterday, and the guy said I was on Perplexity, and I was looking all over the place in New Hampshire, and it looks like you're the guy. Like, it's having the name show up, and that's what it was. SEO was 20 years ago. One of my big clients Was came in because I wrote an article about the boathouse. So it's almost like the blog post went away and now it's back. It's just pointing to a difference or solving a different problem.
- [29:36]
A
By the way, gang, if you want more info on this, go listen to our show with Marcus Sheridan and he unpacks this. We started with search engine optimization. We've now kind of moved into. And there's a bunch of different names. Answer engine optimization, agentic optimization. All these different names talk to me like I'm a cocker spaniel or a small child. And walk me through. How do you actually show up on AI? How do you go from Adam made a blog post to it showing up on Perplexity? Are there some steps that I can go take?
- [30:05]
B
There's things that AI can search and there's things that AI can't search. So, for example, AI can't get behind the Zillow reviews. So if you've got a bunch of reviews on Zillow right now, I would put in your Facebook profile, in your LinkedIn profile, like all of the GL profiles. I have 273 reviews in Google. Because when AI goes through and that's one of the things that they spit back to the people asking, who's the best realtor in Wolfbro? Well, Adam Dow has 273 reviews on Google. If I hadn't put it in my bio, they wouldn't have found it on Zillow. And it also says that one of the things to do is to put your statistics in your bios and have all of your bios very consistent. So the AI will see it here, it'll see it there, and it's a good opportunity to go through and see where your old profile pictures are, where your old statistics are, you know, things like that. So it's resetting your digital footprint. It's saying, all right, this is my bio. Let's clean that up a little bit. Here are my statistics, Here's a summary, because that's what AI is doing. Who's the best realtor in Wolfebro? There's different questions that they ask, and you can ask AI how to use AI. It's. It's amazing.
- [31:17]
A
It's absolutely amazing. By the way, if you, if you're a Keller Williams agent, there's two AI playbooks, one explaining how large language model works and another explaining literally how you become number one on large language models. If you're not with kw, no problem. Go on Instagram, find me. I'm at the real Jason Abrams, the real Jason Abrams. And I'm more than happy. If you put a comment, we'll send you out that playbook or reach out to your local Keller Williams team leader. Adam, when you're number one, kind of. My last question for you, man. You've given us all the secrets when you've been number one in a state for a decade. Don't take this the wrong way, but it's kind of boring now. Like, what are you going to be number one for the 11th year? Like, what's next for you, man?
- [32:00]
B
Well, it's tough maintaining. Like, there's been some people that are coming up, and then they, you know, this year we've got a good lead, so I feel good about it. We missed out on being number one in New England last year to a friend of mine in Maine. We're not going to let that happen again this year. So, you know, it's fun, but it's not all about, you know, the number one. Like, there was one year that I thought we weren't going to get. It was actually kind of a relief. It's hard, like, you get a target on your back. You know, people come after you whether it's good or bad. So there's some really good advantages, especially AI and all of those sorts of things with the track record that we have. But, you know, there's the maintenance of it is. Running a large team isn't all that's cracked up to me sometimes.
- [32:40]
A
You read the mrea, and that had a profound impact on the way that you thought about the world. Why is that?
- [32:46]
B
Well, I think I did it naturally for nine years, like, just good relationships, played golf with the right people. You know, golf buddy with the accountant that I've talked about. You know, Bruce, I used to lifeguard with his daughter, like, a lot of these things, but. And I would have an assistant, and the assistant would sit there doing nothing until I thought of something that for her to do. Right. It just wasn't a very productive environment. But joining Keller Williams, you know, reading the book and even talking, you know, one of the biggest, you know, superpowers of Keller Williams is the culture of collaborating. Like, even, you know, the podcast and, you know, so I talk to people all over the country, and I'd go to family reunion and say, you know, how are you doing this? The teams in New England are great. We get together and get on zoom calls and we, you know, swap playbooks and things like that. So. But the MREA is like, all right, if you have an assistant, this is when to hire an assistant. This is when to hire a buyer agent. So we followed the model. We did, actually expansion in New Hampshire. We didn't have to leave our market center or our MLS to do it. My team or my market center is nine business centers, which is amazing. So I've got people that are two hours apart. So we just tapped into the expansion.
- [33:54]
A
Model, and to do that, I was looking at a calendar. Do you realize that it was 13 years ago that you and I sat outside and had a beer and talked real estate?
- [34:03]
B
Really? That's how long when you made fun of my car?
- [34:07]
A
You know how that goes. I was just trying to raise your lid, my friend. Now you can drive any car you want. Yeah.
- [34:13]
B
That's awesome.
- [34:14]
A
Fantastic. Dude, I'm so inspired by your success. And I've gotten to know you for a long time, and how you show up today is exactly how you showed up that day. There's a calm humbleness, but underneath that is an incredible leader. And I've had the honor of talking to some of your people and the fact that you truly define your success by their success.
- [34:35]
B
Oh, yeah.
- [34:35]
A
And you've aligned with an organization that does that at scale. Dude, I'm your biggest fan.
- [34:40]
B
I appreciate that.
- [34:41]
A
Well, congratulations on all the success, my friend. Thank you for joining us today.
- [34:45]
B
Thank you. Appreciate it.
- [34:48]
A
Talk about a man after my own heart. Three buckets. You know me, I love threes and fours. Friends. Three buckets. It's easy. I'm going to have my top 10, my top hundred, and then the top hundred people to know. And here's what's fascinating about Adam. He doesn't wake up and run any sort of canned campaigns. I don't think that he can tell you what he's going to send out in fall of 26, but here's what I believe. He's going to be timely when fall of 26 happens, because he is. And he's going to hate the nickname. He is the honeybee. He literally is flying around, and as soon as he gets something sweet, he. He then populates it to every other flower in the garden. And that's what makes him a genius. You see, his information is always timely because he's always reporting what's actually happening. And of course, he's got a background in technology. And he's right. If we go back to 99, 2000, 2001, and I said to you, hey, jump onto this search engine optimization game, you, too can win. Most of you wouldn't have done it, but a handful of you Would today, gang. He said it. The entire thing is starting over. AI is resetting the stage. It isn't search engine optimization anymore, although that's really important. And it becomes the backbone for answer engine optimization, which is exactly what's happening when people look at their phone and say, who's the number one real estate agent in Wolfboro? He wants the Dow team to come up, but he isn't sitting there hoping that it does. He's running a play. I want you to think about a line, a horizon, and on one side of it, you have uncertainty. I'm completely uncertain. On the other side of it, you have total certainty. I absolutely know the answer. Everything in the middle, that's simply probability. We wake up in the morning and we run plays to increase the probability that we get the outcome that we desire. That's what you heard Adam talking about when he says things like, the first thing you do is correct your name and address and phone number anywhere on the Internet and let AI guide you so that it knows who you are and it can trust you. That's exactly what Marcus Sheridan was saying when he said that we're creating content. We're answering the questions that buyers and sellers have. That's another thing that Marcus Sheridan was saying, Go do yourself a favor and listen to the Marcus episode of this show. He nailed it, and Adam is nailing it.
- [37:08]
B
It.
- [37:08]
A
Here's the truth of it. He wakes up in the morning and is highly relational, and then the other half of the day, he's highly technological. That is a very unique human being. I'm not saying you have to be both, gang. I am saying your business deserves to play in both of those categories. And it's either you doing it or you need to go make a hire. Remember, every time in life that you hit a ceiling. Gary Keller teaches us that you are a hire. You're a relationship away from breaking through. In the early 2000s, Adam's relationship was a weapon developer who he could not afford to pay, so he gave that person a referral fee. Today he's got plenty of money, so he's hiring his own AI designers to go out and help him. Where are you at in your journey? That's the question. Who do you need to go out and bring into your life right now to either help you on the relationship side or the technology side? You could be one higher away from all of your goals happening and all your financial obligations and wealth dreams coming true. You deserve it. Go forth and do likewise. There it is. That wraps another episode. Friends, I don't know what you're taking out of this. I really don't. I'll tell you what I want you to be taking out of it, which is these are the people that are having tremendously big lives, and the reason it's happening is because they're setting up the models and systems to do just that. Gary Keller told me that leadership is teaching people how to think so that they do the things they need to do when they need to do them, so that ultimately they get the things they want when they want to have them. And that's what I want for you. You're all leaders, but it begins with leading ourselves. Hey gang, if you're enjoying this as much as we are, I want you to subscribe. Hit the button right now. Do it on YouTube, Amazon Music, Apple, Spotify, or wherever you get your podcasts. We also send out a newsletter at the conclusion of every show to make sure that you get the highest points in the models and systems that were discussed. So if you want to sign up, I need your name and your email address. Head over to themillionaire agent podcast.com millionaire agent podcast.com enter your name and your email address and every week that newsletter will be in your box. Friends, you just went on a journey. I hope that what happens between now and the next time we meet is absolutely wonderful for you. Thanks for listening. I'll see you next week. This podcast is for general informational purposes only. The views, thoughts and opinions of the guest represent those of the guest and not Keller Williams Realty, LLC and its affiliates and should not be considered construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty or guarantee of its accuracy, completeness, timeliness or results from using the information. Warning. You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any do not call list and do not use an auto dialer or artificial voice or pre recorded messages without proper consent. Contact your attorney to ensure your compliance.