The Leads Right Under Your Nose

What if we told you there are leads sitting right under your nose!?

This week we welcome my good friend and business coach Scott Hudspeth. Scott has been extremely successful in growing his Agent Mastermind group as well as his success in lending and being a business coach. He is loaded with incredible information about ways you may be missing leads right under your nose! Scott shares with us how to effectively target your past clients list and grow that list with names you already have. 

- Targeting past clients
- Growing your past client list
- Scripts tactics

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Transcript

Ron Pippin: 0:11

Welcome to another episode of agent versus lender and today we have with this Scottie Hudspeth the one and only.

Scott Hudspeth: 0:19

Let's go going on, buddy. Hey, man, it's man, I'm so honored to be here, man. Like we. We've been friends for so long. I love, love, love what you're doing with this podcast. I love the name. Oh my god, I wish I thought of it. Agent Vs Lender, man, I just I tuned in all the time, and it's just unbelievable. What you put together, man. So congratulations. I love this.

Ron Pippin: 0:39

It's been fun. Thanks. And I've had a couple of comments about Agent Vs Lender says, you know, are you you know, it's just, it's just, it's just a neat catchy name and, you know, catches people's attention. But, you know, it's it's always a collaboration, not never, never a fight.

Scott Hudspeth: 0:55

For sure, though, could be fun. I mean, it could talk a little smack and you know, smack talk and stuff. So it's Yeah, good stuff, man. It's I mean, you got the perfect name for anything. So anything goes?

Ron Pippin: 1:09

They said so as a little introduction Scotty, is uh I've known Scotty for a dozen years or so. Scotty is the is the owner and creator of Agent Mastermind. He'll probably talk about that here in a little bit, because it's a great thing for for agents. He's also a business coach. He's been my business coach, I learned a ton from from Scotty. Also, you can see above above him, he's got the loan officer Breakfast Club. That's, that's a creator for an outlet and some learning opportunities for loan officer. Scott, he's got a lot of so we'll leave it there. I mean, he's got just know that he's the real deal. He not only was he not only talks to talk, but he walks the walk. So I appreciate that about Scott.

Scott Hudspeth: 1:59

I appreciate that, too, man. Yeah, thanks for having me again.

Ron Pippin: 2:02

So, um, what do you want to talk about man? I think I think maybe we should talk about some things that we've been doing as far as marketing and yeah, things that can help agents and maybe some loan officers as well.

Scott Hudspeth: 2:13

Yeah, I think you know, one of the things I like when I first meet somebody for the first time or get to know him a little bit, what I find out is most people have enough people that they already know, like, and trust that know, like, and trust them to where they could get enough business or double, let's just say this, they could double or triple their business with the people that already know them. I think we shy away from those people for some weird reason family, friends, past clients, Facebook friends, Ron, I just looked up you and you have 33, almost 3400 friends on Facebook. And I think it's just a one of the gems that I think people miss out on is the people that already know like, and trust them other people that they're friends with, they don't take advantage of that, because it's not, I don't look at it as just 3300 friends on Facebook, or maybe you have 200 people in your past database, I don't look at it as just 200 people, I look at it as 200 people who have a ton of friends, family, co workers that they care about the most, and Facebook friends. And so if we just start to remind people on a consistent persistent basis, what we do and who we are and what we do for a living, we would very easily and we've and Ron, you've already seen this with your business is is you would double and sometimes triple and quadruple your business just by paying attention appreciating, connecting, engaging and interacting with those that already knows how to get a leg up some people miss out on.

Ron Pippin: 3:42

Yeah, you know, what's what's interesting what you say, right? There is, it doesn't matter if you've been in the business for 20 years or two months. It's it's the same concept. It doesn't you don't have to have this huge, vast database. You know, a lot of people

Scott Hudspeth: 3:58

you know, it's funny, it's funny, you say that. So when I meet people to go, I'm new in the business or, hey, I'd moved companies and I lost it all. I'm starting from zero and I'm like, Okay, let me let me let me see your email inbox. Like go to your contacts in there. Cuz I don't know if you guys know this. Most emails, Outlook, Gmail, whatever you use, stores, every email you send as a contact. And so I want them to know that you didn't know that. Okay, cool. Yeah, if you go to your inbox, and you click on contacts, unless you turn it off, which I think it's automatically on when you start uh, your your email, Gmail, Outlook, whatever, it automatically puts them into a contact. So it has their name because it you know, it might not have their name, but it has their email. I opened up one agents inbox one time, and I'm like, She's like, I don't really know where my database is. I'm like, Oh, this, let's check your contacts on, you know, she had 3300 and I don't know what to say number 33. The same as say same amount of she had 3300 emails 3400 somewhere in there, of emails that she sent over her lifetime of being in business. And she's like, Oh my god, like, wow, I had no idea and so like, like and then our phone Rolodex, right. Like our phone Rolodex, we don't know phone numbers anymore. We just look up names. And so everybody has a phone, everybody has context and their phone, whatever you've done in the past, you probably they're all in there there. You've called them talk to them. The numbers are there, I if it was me, moving forward, if you're not doing this already, if you're calling somebody and you don't have their number saved, or excuse me, you don't have their name saved with that number. I would stop for a second when you call them save their name and number so that if they ever call you again, you can address them by their first name, because who doesn't like to be called by their first name, right? It's like, if Ron, if you called me and I didn't have your number saved, I would not know what you would say, Hey, what's up? This is Scott Hubspeth. And they were like, Hey, this is Ron. Hey, Ron, what's going on? But if I have your namesake like, hey, Ron, what's going on? It's just a warm, comforting feeling no matter how long ago it was we talked or did did business together. So just a small little tweak there. Take slow down. Take your time.

Ron Pippin: 6:05

Yeah. And I think I learned that from you. And I started doing that quite a few years ago. And I've had past clients that call me. And you know, it's been like, it's been years since we've like really talked. Yeah. They'll call me up and their name pops up. And I go, Hey, Scotty, how you doing? They go. Oh, Ron, I didn't think you'd have my you know, I think you wouldn't remember me. And I said, Well, of course I remember you. It's just, I'm frantically on the computer looking up there. There's my CRM thing to look up some some data on how to figure out what it is. Yeah, yeah, cuz but but of course, I have them in my in my phone. And some, we just like, pick up like, like we've known each other for years. So it's really that's a really important. And a great tip. If you're ready to start doing that.

Scott Hudspeth: 6:58

Yeah, especially if you're caught you got a brand new client that just came to you. I mean, like, like, Ron, I'm just looking at my Gmail right now under contacts. I have 12,026 people that I've emailed that are now in my contacts. 12,000 right. So we all we all have a database, whether you've just got in, but I like unless you just never used email, which would be kind of weird, or you've never used your phone. But

Ron Pippin: 7:22

but also be weird.

Scott Hudspeth: 7:24

Yeah, but I mean, like, look at everybody's everybody's Facebook, everybody's friends. I think the average now is, you know, closing in on 300 friends on Facebook, that people have family, friends, past co workers, co current co workers, just anybody, schoolmates. You know, they always, I don't know if you guys know this, but Facebook will put in front of you, whatever you have, where you live, it will put in front, hey, do you know this person? Do you know this person? And you'll go, Oh, my God, I haven't talked to that person since high school. But now they're homeowner right or wanting to buy a homeowner. So it's just so much. There's so much opportunity right in front of our faces that I think we I think we're always trying to chase the shiny whistle or make people come to us, if you will, you know, how can I buy leads to get people that are ready to buy? Or how do I buy leads or people that are ready to sell? Well, if you just communicated with those that already know, I can trust you and your contacts, emails, phone, Facebook, I think you'd be pleasantly Well, I know, you'd be pleasantly surprised of the business that would just organically come to you just paying attention to those people.

Ron Pippin: 8:27

Yep. And yeah, and I found that as I remember, somebody told me once that if you don't work to your past database, you just don't like money.

Scott Hudspeth: 8:36

That's right. That's right. And here's the crazy part. Ron, here's the craziest part about this. Someone else can actually do it for you. Oh, yeah. And have better results. Why do I say better? Because typically, the average salesperson for some reason, doesn't do it. Right? doesn't do it consistently, persistently. Everybody asked him like, Hey, what do you what? What have you done with your past database? Oh, I send them a calendar at you know, at Christmas and or New Year's and I send them a birthday card. Awesome. But do you ever physically talk to them and say, Hey, have you taken advantage? Like, I love this script, because this opens the door for so many conversations. Like Ron, have you taken advantage of what's going on right now? What are they gonna say every single person says this. What's going on?

Ron Pippin: 9:21

Yeah, what's going on? What's going on?

Scott Hudspeth: 9:23

So I'm like, Well, I don't know if you know this, but values are up 15 to 30%. across the US. Rates are still the lowest they've ever been. I don't know if you've and this is just letting here's the crazy part. Ron, people don't know what you do. They think you sell homes. If you if you listed a home as a real estate agent. If you did a mortgage for somebody as a mortgage banker. They don't know that you do second homes, Lake homes, debt consolidation, VA loans, investment properties, duplexes fourplexes they don't know that you can do all this stuff. They don't know that you can. I can take my home, pull cash out and put a new roof on. Or just don't know.

Ron Pippin: 10:02

Or they can take cash out, especially because of the values where they are. If they've been in their house for a while, they can take out cash out, buy a second home. That's my property. So yeah. And also it's a it's a great advantage for the real estate agents as well to partner with a lender. Right, Ron Pippin? Right, right. You're right.

Scott Hudspeth: 10:23

Sir, failing checks in the mail. No, but I mean, think about this. I like I used to be the number one guy for investment properties, okay, in my area, because I would talk about it with first time homebuyers. And you're like, why would you do that? Who's buying investment propertieswhen I'm talking to a first time homebuyer, their parents, their grandparents, brothers, cousins, friends, like and add them, you know, if down the road, maybe then yeah, yeah. Right. So I always would feature, I always call it future casting, like, what do you do? I mean, I, I do a lot of, you know, kind of nonchalantly I do a lot of investment properties. Really? Yeah. It's just I work with a lot of investors, and like, you know, who doesn't like some of the richest people in the world or invest right now real estate investors, right? I won't say any names, but there's a ton of them. And so whatever you talk about is what you're gonna sell. Right? It's just this the bottom line. So I thought, well, you know, people go well, what do you know, people are afraid to say what they do. I'm like, Well, what do you actually do? Well, I sell homes, I help people buy homes, I get I sell money? No, no, no, that's not what you do. That's, that's the result of what you do. But what you do is you help people get into homes or out of homes, and your you get to be a part of their memories. Right? They're gonna make memories in that home, they're gonna walk on the kids to school play, you know, Christmases and having, you know, just parties, birthday parties at homes and stuff like that. So you get to be a part of that. For because what do people talk about, Hey, you know how people go to their old neighborhood and reminisce, we used to live there. Oh, my God, it was so fun walking through that. And that, like, everything looks so much smaller now than I did when we were kids. You know, like, I walked up that hill, oh, it's not that big of a hill, you know, like, it's kind of funny, but so it's just I think, you know, letting people know who you are and what you do. Calling the people that already know you, your Facebook friends are people that know you, their friends, whether they're friends with you. And it's such an easy way to start a conversation. So I can't stress how easy it is to just talk with people. I mean, there's you know, there's we talked about not only do you talk with people, you ask them for who they who do they know, who do they know, that might be open to taking advantage of what's going on right now. Right? And then at the end of that conversation, we say, Hey, can we kind of need to send some you know, your friends, family, coworkers, if you hear anybody talking about buying or selling or refine? We'd love to we'd love to work with them too. And when we've just got it down to a science, we figure that 13 hellos per day 13 hellos conversations per day, equal one referral per day. That's the numbers. And as a group work, you know, 600-700 srong. So as a group, if you're persistently consistently having 13 conversations per day, it turns into one referral per day, and you can do the math, that's a lot of business.

Ron Pippin: 13:23

So as a group, I did just, I'm gonna get back to that in a second. But what group are you talking about? Like the freedom club? Yeah.

Scott Hudspeth: 13:30

Yeah, I'm talking about freedom club mortgage marketing animals, pretty much anybody that does it, you know, any business? Like any business, we look at? How do we get more people in the door? How do we get more people on the phone? How do we, how do we have more conversations? Our generation, like, not our generation, not you, me, but the younger generation, we take these phones, and we like we would rather not talk to anybody, we'd rather not talk to anyone. No, no, no, I am. I know, like, I would rather I would rather like I know if I call my son who's 24. He, if I text him, he'll respond if I call him He won't answer. Right?

Ron Pippin: 14:01

Right, just the way it is.

Scott Hudspeth: 14:02

So we got to figure out a way to connect, engage, interact with those people when they're looking to buy or sell. So the only way to do it is to continually communicate in their way, you know, but but, but I can't ask for a referral. If through a text, it's just not the same, right? But if I can, hey, say hey, Ron, man, and it was so awesome working with you. You know, I did, you're at home and like you're just a pleasure to work with. And if I could hit that universal reset button and only work with people like you, my life would be amazing, man. I just want to call and say thank you. Awesome. So hey, Mo how you how you doing with this COVID stuff, man? Is this is this? Is this a family get some get some alone time? It's like some bonding time together. Right? I know. It's crazy, right? So and I'm just curious, there's so much going on. Have you have you guys taken advantage of what's going on and maybe you're in a good place? Maybe not. I thought I would call and check in you guys take an advantage of what's going on? What's going on? What's going on and you go into and then you tell them all the 10-15 things that you can do or what Other people have done with you, right? Well, I've had clients buying second homes out of the city tired of being locked in the city, I've had clients pulling cash out, because the value has gone up so much on every single home in the United States, that they're pulling cash out doing the updates that they've been wanting to do, they're adding doing additions, they're doing redoing remodeling the kitchens, remodeling bathrooms, adding a spare bedroom for an office space, because now they're gonna work from home, like all these things that you have, can have communications with the they just don't know you can do. And it's amazing. When you start talking about that I would challenge anybody that hears this, to have 13 conversations and share that with people. I would be blown away if you don't have more business in the door that day.

Ron Pippin: 15:42

So if you're listening to this, that that little tip right there can can change your business in itself. And one thing that you said, Scotty, is that, that I noticed when when you're asking for a referral, it's not necessarily asking for a referral. But But what you said is not, hey, if you know if you come across somebody that that's looking to buy, buy or sell, we have them call me. You didn't say that. Why is because everybody goes everybody say Oh, sure, I will. And then they never do. But what you did is like, Who else do you know, like you that are looking to buy or sell? Or who else do you know that maybe is looking to to buy a second a second home? So or who else at your work? Or at your church, or your friends or family that you know? So now now you're taking him there to instead of this big broad audience, you're taking him down to a smaller audience, and they can process through that? He can't, most of us can't process like, everybody that everybody out there like, you know, like you said, I've got three or 4000 friends on Facebook. I can't process everybody on that in that friend list. Right? process. A group of them.

Scott Hudspeth: 16:59

Yes, that makes absolutely, absolutely. Yeah. neofolk give them places to and the bigger the bigger part is saying Can I count on you because like, I've done this, this is a funny story. So I did this with a lady one time. I'm like, you want to you want to just try me out on this go? You have kids? She goes, Yeah, I got a seven and a 14. I go, well, either one. Just Just say, Hey, can I continue to clean your room before I get home? Did he know he said the seven year old says no mom can't count on me. So that was really funny. No One No one wants to let anybody down. Right? No one wants to do that. So if I say Ron, Hey, man, would you tell? Like if Hey, if you come across any loan officers or real estate agents that you know about agent mastermind, I Hey, can I count on you to tell them about it? Because I think it'll help them to right. Does that sounds salesy? No. Yeah. I mean, if it's a crap product, then you know, if I created crap service or a crap product, and then obviously you wouldn't, but if it's something that you see value in, why would you not want your friends, family coworkers to know, you know?

Ron Pippin: 17:59

Yeah, so tell. So just quickly, tell tell us what agent, Agent mastermind is?

Scott Hudspeth: 18:05

Yeah, so agent mastermind is weekly training. And as I know, you have a private link for your real estate agents. I know it's limited seating. So everybody has limited seating. So you got so many seats available. So if you if you want to get into weekly training every single Tuesday 12. Eastern, I don't know what time zone you're in. So it's probably a little earlier for you. But 12 Eastern, we get on and I talk to you and I interview and we talk about strategies to get more buyers and sellers on a consistent basis. We have to you know, marketing to database was one video marketing was one marketing to expireds marketing to fizz Bo's marketing to I had a great class Ron that you know about, you commented on that was a marketing marketing to absentee homeowners, which are investors, renters that are tired, you know, we call them tired renters, you know, are landlords, tired landlords? There's a ton of those. And there's a ton more coming up right now because the foreclosure is being lifted, you know, the moratorium on foreclosures. So there's just it there's probably not a class that we haven't covered in the last 10 years. On agent mastermind. So it's for agents. It's a 99% of the time it's live. And we're and we're answering questions. We're talking about different topics and just trying to help agents and loan officers come together to to create more buyers and sellers in the marketplace. And it's it's worked out really well. It's we've been doing it for 10 years, believe it or not 50 weeks a year for 10 years. So it's pretty insane.

Ron Pippin: 19:27

Yeah, that that's a testament to the success. Anybody that has done a weekly anything for 10 years, to be some success to it in order for you, you because you know, it's like most of us after we do it for three or four weeks. Man, this is hard. And you're 10 years. I remember when you started that man, that's so that's so congratulation.

Scott Hudspeth: 19:52

Thank you, man. Yeah, I've met a lot of people and helped. More importantly, we've helped so many people to you know, loan officers. To build relationships with agents, agents to get more buyers and sellers, we have connected, you know, people together loan officers and agents together that, you know, one, you know, people we're not getting invites anymore. So it's just it's been a really cool thing to bring all of us together. We're such a small world when it comes to real estate to real estate agents and loan officers. So it's been a lot of fun.

Ron Pippin: 20:19

And the nice thing about that is like, if you miss a, if you miss a class, like, I've got a link to the to give you a replay, too. So yeah, yeah, we record them all. Well, they're all recorded PowerPoint to watch it. Yeah, it's great. If you can be there live. Yes. That's always it's always fun to be there. live there. You know, we know everybody gets busy. So if you still want to hit that class, yeah. You know, so. So that, man, that's actually been a lot just in a short amount of time.

Scott Hudspeth: 20:53

Yeah. And so the only thing I would say is, you know, I know Ron, you have a lot of loan officer friends to man that if you guys ever want to join us, Ron, you know, the loan officer Breakfast Club, we're just trying to bring loan officers together from all across the country to kind of get started in the right direction. We have daily success plan that we talked about Monday, and we do this Monday through Thursday. 830. Eastern. It's unbelievable man that we had 135 yesterday, which was Thursday, we're hitting you know, 120 535 loan officers from across the country. big hitters on there. We talk strategies, we talk mindset, we talk objections, we talk overcoming objections, we talk scripting, you name it. We've talked about it on this thing, so feel free to go to one officer breakfast club.com. And, Ron, I really appreciate you participating that man, it's it's been a lot of fun.

Ron Pippin: 21:38

Yeah, I definitely have signed up for that and watch some of them. And I need to participate a little more. It's just like, it's cuz it's 630. My time and we do. Yep. Yeah, yeah, that's right. Cuz Yeah, yeah. Colorado. Yeah.

Scott Hudspeth: 21:53

Yeah, it's a good time. It's a good way to get the day started. You know, it gets you out of bed. You get to hear from, you know, where it's all collaboration. It's not a webinar type style. It's everybody's like The Brady Bunch. It's all everybody's face. And everybody it's free speech. Say what you want to say ask what you want to ask, learn. We got it's, you know, we're always we're stronger as a group than we are one on one. So you got a ton of minds out there that I promise you if you have a question about it, other people have questions. But then there's a ton of people that have already solved that question or solve, you know, have a solution for the problem that you're having.

Ron Pippin: 22:26

And what I like about that, are there are some monster producers on? Yeah, yeah. It's a good time. Like monster monster. Yeah, it's

Scott Hudspeth: 22:35

good stuff. Yeah, yeah. So it's just collaboration, man collaboration. So yeah, I guess going back to kind of, man just tap into who already knows likes and trust you and man, even if it's been two, three years ago, five years ago, 10 years ago, it doesn't matter. They're not sitting around going me and Ron, you haven't called me Shame on you. I can't believe you didn't do that. Pick up the phone, have a conversation, talk frog family, recreation, occupation goals. appreciate them, thank them. And then just, you know, ask the simple question. Hey, have you taken advantage? What's going on? you'll be pleasantly surprised, I promise.

Ron Pippin: 23:08

Yeah, I was just gonna bring that up when you said that column. Because even if you haven't talked to him for a while, so it's not like and I think I learned this from you. It's people don't think about you near as often as you think they do. At all. Never forget about you. They forget about you. Yeah, totally. They forget about you. So it's still for the if you're if you're not picking up the phone, it's just like, Well, I haven't talked to him for five years. They'll just think oh, man, Ron. Yeah, sure. What do you want now? Because you haven't talked to me? No. So I think you have a if you have a good friend that you haven't talked to for five or six years, and all sudden as they call you go, Scotty What's up, man? Exactly? Well, what is what has been going on with you? And I've been guilty of this myself and still am sometimes I followed up with some of my database as like when I call them up and I just say, Hey, what's going on? They go run, what's going on with you? And I have never had somebody say, Why are you calling me? That? Never, never take me off your list. Never. Not with somebody in the past? Never. You know what's funny, as like, even even the people that I know, for whatever reason, unfortunately, it's not. It's not very often, but like something screwed up in the process. And I go, I'm a little reluctant because I remember that. And I call them up and they go Hey, Ron, what's up? You know? Yeah, even even those guys, it's just like, they're they're still you know, we just sit there and we talked for a little bit so

Scott Hudspeth: 24:44

yeah, yeah, it's a good stuff. They just care about the end result, man, they just want their house they want their money. They, you know, it's always you know, there's, if it's rough, they're not gonna they're gonna remember getting the keys. That's the last the last piece. I got my house. You know, I was able get my house. And that's what, that's the most important. So there's just a lot of things yet. Don't let that stop you from having a conversation. Yeah,

Ron Pippin: 25:07

totally. Well, man, that's good stuff, dude. Yeah, I appreciate you being on here. It's been some some really a lot of golden nuggets in just a short amount of time. Yeah.

Scott Hudspeth: 25:21

So appreciate you, man. Congratulations on what you put together. And I'm just honored to call you a friend and a business partner, man. I just it was a good day today we met. So thank you. And I love, love, love what you and your son are doing together, and what you've built and how many people you're helping that you're helping so many people. It's just unbelievable. So congratulations, man. Yeah, inspiration to me.

Ron Pippin: 25:40

You know what, I'm just gonna just get to give you kudos. Because when we met, I was doing four or five loans a month, try, you know, trying to hit a million. And you kind of painted a picture for me as to where I could be. And I just said I could never be there. And And sure enough, as we grow, you know, we keep blowing past new goals and could never have done it without without you, man. So I really appreciate appreciate all your support. And yeah, I

Scott Hudspeth: 26:12

appreciate the kind words, man. Yeah, appreciate the kind words, man, I appreciate it. So keep up the good work, man. Keep lighting people's candles and helping people and I'm sure I'll see at the next event, man.

Ron Pippin: 26:23

Yeah, yeah, for sure. So hey, if there's anybody that wants to reach out to me, yeah, I don't know. Do you want anybody reaching out to you Scotty

Scott Hudspeth: 26:33

and just, I would say reach out to you because you're the you know, you can lead them in the right direction loan officer real estate agent man, if you're a real estate agent get with Ron. He's an amazing guy. He can help you out with weekly training. I would do a strategy session with him get on his podcast. There's all kinds of avenues that he has to help you with your marketing and branding. He just knows it like the back of his hand. So if you're a loan officer looking to plug into a team man, I can't cannot recommend a better team to plug into where if you're stuck in the roller coaster months and caught him in the minutiae. Ron's figured it out, man. So he's got an amazing team, just talk to him. He'll give you everything he needs. You know, we all learn together. So what do you join him or not? He'll he'll, he's a giver. So just say, Hey, man, Ron, what did you do? How did you get to 9 million a month? You know, like, How'd you do that? So just whether you're an agent or LO, you'll do yourself a favor by connecting with Ron.

Ron Pippin: 27:24

Thanks, and and I appreciate that, Scott. If you need to get hold of me, you can reach me or my team at 801-628-7667. And yeah, we'll look forward to talking to you. Appreciate you Scotty. Thanks for Thank you, brother. Today on an Agent Vs Lender.