Don't Be a Secret Agent

Being a secret agent is cool, but not when you're in real estate.

Learn how real estate agent Jace Gillies became a successful real estate agent in just 3 years! Ron and Jace discuss social media strategies, call scripts, and balance with work ethic. This episode is loaded with easy ways you can grow your social media presence and balance life and work. Jace even shares his bold call scripts that have gotten him tons of clients in the past year.

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Transcript

Ron Pippin: 1:07

Welcome to another episode of agent versus lender. And today we have with us, Jace Gillies. No Jace Gillies I knew I'm gonna say that. So Jace Gillies, with Utah Life Team. And tell us a little bit about about the team you're on and, and how long you've been in business. So tell us a little bit about yourself.

Jace Gillies: 1:30

Yeah, so I've been in the business a little over two years. 2021 be the start of year three. I've been with the Utah Life Real Estate Group. Basically, since day one, I was solo for maybe 24 hours. And then I actually put a house under contract. My first official day in real estate, had no idea what I was doing. And the only person in the office at the time was Spring Benson, and she assists me on the contract. And long story short permits you to be on the team and it was one of the best decisions I've made in my career. And it's, it's been awesome ever since. So, we're one of the Top Producing teams here in Utah. We've covered basically the whole state and central locations in Farmington.

Ron Pippin: 2:11

But you know, if if you could have picked any mentor Spring Benson as probably one of the top mentors in the state, she was like, she's just like, like on point. Yeah, so congratulations.

Jace Gillies: 2:28

Thank you.

Ron Pippin: 2:29

For being on that team. That's awesome. For sure. So where are you? Where do you go where you're? You're mostly Davis Salt Lake.

Jace Gillies: 2:36

Yeah. Yeah. So I do a lot of in my home county of Davis County. They'll actually a lot in Salt Lake County too. Close Two of my main, and then I do dip into Weaber county also.

Ron Pippin: 2:46

Okay, cool. So northern Utah. Yeah, kind of stuff. kind of stuff. So okay, cool. Okay, so let's just jump into some meat, potatoes. So you, you've been doing well, especially for being you just a couple years into the business you like, you're like really killing it. So tell me about what, what took you from that zero? To I'm not gonna tell what numbers you're doing. But just I just know that you're the real deal. You are You are really closing quite a few. And and for two years, you're doing really well. Well, so. So tell me what, what are you doing? What What is it that's taking you from that zero, just a few short years ago to do an ROI on the day?

Jace Gillies: 3:33

Yeah. So I learned early on not to be a secret agent, if that makes sense.

Ron Pippin: 3:39

Tell us. I know what you mean by that. Yeah, tell us what you mean by a secret agent.

Jace Gillies: 3:43

Meaning I should never run into anyone that I know in my circle or my life, or really anyone that is ever going to ask me what do I do for work or doesn't know what I do for work? I don't want to be a secret agent. So that's what I mean by that. So I learned that early on that it's it's really just letting everyone know who I am. And what I do. So early on, I really utilize social media. I mean, that's the best way to tell everyone large groups of people, what I do, to put out a personality and to offer my services to that. And really, I just saw from a lot of my mentors, that a lot of the Top Producing agents, no matter how many deals are closing, we're still prospecting every morning. So that suck me deep. And that's all I did. I was I was the first one office the last one to leave. And still am, that's just what I've what I do. And that's just setting my schedule. So I'm just going really hard on social media still every single day and calling a lot.

Ron Pippin: 4:40

Cool. Well, let's talk. Okay, well, let's talk about social media since that's, you know, really the big thing today, so, we're really gonna find you, which which social media channels are you using?

Jace Gillies: 4:54

Yeah, so I'm on Facebook and Instagram, and I just started a YouTube channel that I'll be doing a lot more on. That's all new for me. So I'm starting that. But mainly Facebook and Instagram

Ron Pippin: 5:04

Cool. So are you doing any paid advertising? Or is it mostly just or all organic now?

Jace Gillies: 5:12

So right now it's actually all organic? I've done one or two paid ads, but really not a lot. I just am very active on it. I have some tactics that I do. But I'm really just posting six to seven times a day. Between platforms. Yeah. Which is it? Which is not enough to where I should be doing to really get success from it. So

Ron Pippin: 5:33

that's, that's all that is a lot. It is. Yeah, you are. When you say active on social media, you're not kidding. Yeah, six or seven times a day.

Jace Gillies: 5:40

It's all day. Basically, I use social media for work. It's kind of my job was, Facebook should hire me, essentially, for being on so much. But yeah.

Ron Pippin: 5:50

Well, cool. Well, thank you reward you with. You know, if Facebook, as you said, to the higher you, well, they're going to reward you because if you're on it that often and you're and you're that active, then you're going to be getting the views. And obviously that's it's something working for you.

Jace Gillies: 6:07

Yeah, yeah. No, for sure.

Ron Pippin: 6:09

So cool. So what is it? You said six or seven times a day postings? Is that is that you're doing your own postings? Do you? Are you using a posting type? There's things like, like, I'm drawing a blank on on to like apps to help you, Hootsuite or there's some of those other ones out there are there are using an app to to

Jace Gillies: 6:32

Yeah, so I don't have anything scheduled. It's just kind of I just know, I just need to keep posting. There's a huge misconception out there that people are going to be annoyed or thinking you're too salesy or posting too much. The algorithms, I mean, you're probably only reaching 20 to 100 people per post, if you have 5000 friends, that's a very low percentage are actually seen one post at a time. So I do design my apps on spark posts, so I can create, you know, a pretty looking at, and then something called Mojo, which is specifically for Instagram and Facebook stories, to make a little commercial now myself. But I At first, I honestly would just set alarms when I first started to post six or seven times a day, because I used the business feature on my Instagram, I noticed people were coming to my page, which is a personal page. You know, what, nine o'clock, 12 o'clock, three o'clock, six and nine at night. So that's when I post when people are always coming to my page for some reason they're coming. But that's, that's what I do.

Ron Pippin: 7:35

So six o'clock, eight o'clock, and nine o'clock.

Jace Gillies: 7:38

So 912, three, six, and nine.

Ron Pippin: 7:44

I'm actually sitting here. So if you can't see me, and I'm pausing, that's because I'm actually taking notes. So you, so you set an alarm, and you posted, like you just know really got on and just post it just posted

Jace Gillies: 8:03

Just posted, yup.

Ron Pippin: 8:05

And but you're using an app now to help you schedule.

Jace Gillies: 8:10

I just have it. It's just routine now where I know I need to be posting three times a day. But the only apps I use are just to help me design the actual post.

Ron Pippin: 8:18

Okay, so that's just the design the post? Yes. Are you posting? Like, personal stuff? Are you posting business stuff? You probably a combination of

Jace Gillies: 8:31

Yeah, yeah. So of course, it's not all real estate, right. But I'll do half and half personal and real estate. So about three real estate posts, and three personal posts. So I have two daughters and a wife. So I'll post stuff we love to do we all love eating at good restaurants. So we'll post stuff like that, and just trips we go on. And then the rest is is definitely real estate. So the feedback. The reason I do that is because I want people to be able to know me before they actually get to know me. Does that make sense? So a lot of the feedback that I've gotten from deals that I do get, which I mean, Instagrams and Facebook's about 70% of my business. The feedback that I've gotten from my clients that meet me from there is they feel like it's less scary to approach me. Some people are nervous to reach out to real estate some time for for help. But they feel like they get to know me before they actually meet me, and allows them to just reach out and I respond instantly. And we set up a meeting.

Ron Pippin: 9:28

Yeah, and that's what I love about social media is that people can meet you before they meet you. Yeah. And so, you know, I've had people come up to me and say, Oh, hey, Ron, you know, they and they are talking to me, like, like, they know me and I'm like, you know, I'm friendly. And I you know, talk to them and eventually we'll Well, I'll get around to either recognizing or saying I'm sorry. I'm just drawing a blank. But it's just because of social media and podcasts and different things like that. Cool. So so that does work. For sure. You mentioned one thing that that piqued my interest. You said that you post on a personal page and not a business page. Yes. Why do you do that?

Jace Gillies: 10:15

It's something I learned very on through very certain students very early on through agents, I look up to the country. One of them being Ryan Serhant. He's a agent in New York, one of the top brokers there, Tom Ferry. It's not there's no right or wrong to do in a business or personal account. I just like, it goes along with people knowing me before they get to know me, and they see that I'm not interested in real estate. That's not my only thing I do in my life. But I have a family, I do that and rather than just having a business page, reach out to them, it's, it's me. So that's just why I went personal.

Ron Pippin: 10:50

I've had, I've had both, I've had both business and personal and quite honestly, I get it, there's not even a comparison between a personal page and a business page. Because people mortgages are boring, I just gotta, you know, they just are, there's not a whole lot. And unless you are ready to get into that, into that, that buying mode, and in real estate, maybe the same way, Real Estate's a little bit a little bit better. Because people like to look at homes. They like to look at pictures of homes, especially if they're kind of cool. So you got an advantage. People like to see those. But on my side, they don't like to see documents or you know, and shaking hands and yeah, you know, so unless you're in that mode, they're they're not going to be on a business page. But on personal page, they will cuz cuz, you know, I, I do some pretty cool stuff. I have some time and

Jace Gillies: 11:52

yeah, you're pretty cool guy.

Ron Pippin: 11:53

Yeah thanks. So we, so we post that personal stuff. And I just found there's a huge difference in, in the interaction that I get on a personal and a business page, you find

Jace Gillies: 12:04

Totally, yeah, way more interaction. And it's easier. I mean, I feel like people are less, it's less threatening to them just to reach out personally and message me rather than go into a business page and finding where to contact me. They can just contact me directly.

Ron Pippin: 12:17

Yeah, yeah, totally. Well, on a business page, you know, that if, if you contact somebody and a business page, somebody's calling you to sell you something. Yeah, exactly. So and so if they contact me, on my personal page, they can ask me questions, and not feel like aren't gonna, like sell me, you know, try to sell you something. It's just makes a difference, just a psychological thing. So yeah, that's what I found. Maybe I'm doing it wrong. I don't profess to be a social media wizard. But that's just what I found

Jace Gillies: 12:53

totally. From the same thing for sure. Okay.

Ron Pippin: 12:56

So you also mentioned that, you You're the first one in the in the office and the last one to leave that's a pretty that's a pretty healthy? Well, that's a pretty strong work ethic, but not sure it's healthy.

Jace Gillies: 13:11

Yeah, it might not be right.

Ron Pippin: 13:15

But it's a it's a huge work ethic. And, and I think people that are willing to do what's uncommon, yeah, get the uncommon results.

Jace Gillies: 13:25

Yeah, exactly.

Ron Pippin: 13:26

And you're, you're doing something that's uncommon. You're You're very early in the morning, I don't know what time you get in the office.

Jace Gillies: 13:32

So I get there, us around 730. Because we can't call till eight, right. So I start with calls right at eight. But it really all starts with what I do before the office, I get up at five o'clock, the first thing I do is go to the gym. Listen to a good podcast,

Ron Pippin: 13:48

I can tell. Because this dude works out.

Jace Gillies: 13:51

Oh, man. Thank you. Thank you. You can tell my wife that. But the reason I do that is because if I can even beat the sun up, you know, in the daytime, then I'm already winning. By time, by the time I start my calls, other agents are, you know, waking up, but I already have already taken care of myself working out, fed my mind fed my body. And I'm prepared. I've done a little bit of roleplay before my calls, conditioned myself kind of like an athlete does before going to a game. And by the time you know, most agents rolling to the office, I've already talked to 10 people they could have talked to is kind of my mindset, right? And so if I could, if I could be the first one there. I'm gonna have a lot more success as far as getting to these people first need help by himself in house?

Ron Pippin: 14:35

Yeah. Good for you. Yeah, that's, that's awesome. And I'm glad you mentioned that it's not like, Oh, I get up and run to the office. Yeah, get out of bed at 730. Because most people that are successful, are doing the same thing. You know, they're, they're getting out there reading they're gonna they're, they're doing something as far as we tend to jam around their house or you know, whether it's yoga or lifting Yeah, whatever it is getting on the treadmill or running outside, it's all important stuff that that all feed your body and that also feed your mind to keep your mind healthy.

Jace Gillies: 15:10

Totally. I found too. I like to think of it as a slingshot. When I'm working out, I'm not really I'm pulling that slingshot back. And it just slingshots me into my day. I find it when I do have a perfect morning like that, or every morning to me right now. That it's very hard to have my day not be amazing. It really is. Like, if I have my workout, my mind is trained up conditioned. Everything seems to go really good that day.

Ron Pippin: 15:35

So what time you're wrapping up in the office?

Jace Gillies: 15:39

Yeah, so first, I mean, I my back was against the wall. I actually just backing up a little bit. When I first started actually. I quit my previous job and went right into real estate had about $11 in our bank account. I burned the boats. Oh, yeah. So at first I was I mean, I was my wife knew I had to make it happen. So I was there until I we couldn't call people anymore. But now that I have, you know, family and all that I I try to cut off work and also have appointments and showing you stuff like that at six o'clock. And then specifically just focus on my family the rest of the day.

Ron Pippin: 16:18

Good for you, man. Yeah. Good. Cuz I know that all of us have our phones with us. Probably. You know, more than we probably Yeah. Yeah. And but I don't know if you take calls after that or not. But but good for you for for having a time when it's it's time to stop working.

Jace Gillies: 16:39

Yeah. Yeah. Yeah. Cuz that's Yeah, that is the really unhealthy part right?

Ron Pippin: 16:44

Yeah, right. Yeah, it would be beyond. Good for you. So when you're making that many phone calls, it's just that can get really tedious. So I'm assuming you have some kind of dialer or some something. So what? So what do you use?

Jace Gillies: 17:01

So I use Mojo dialer.

Ron Pippin: 17:03

So tell us about Mojo dialer.

Jace Gillies: 17:05

Yeah. So it allows me too. So being on a team we have, we have a team website and our own personal websites. But in our team's database, we have, you know, 1000s of people that have been on the website in the past. And recently, we're able to pull from that list, plug them into what's called the Mojo dialer. So I put in 900 names in there. It allows me instead of hand dialing one name at a time, I can call three people at a time. And how it works is I mean, if two people answer, there's no answer. The first one, I talked to the first person, if a second person answered, it has a recording. It's kind of funny, because it's a recording of me saying, Hey, I can't hear y'all get the call right back. And the moment I'm done with that first call that I'm talking to you it it automatically calls that that person that I said I was going to come back to them it was actually me, right. So it allows me to talk to a lot more people, rather than just dialing one typing the next one typing the next one. So it's, it saves me a lot of time, because time is money. And just allows me to literally talk to triple the people rather than just again, if I was single dialing through 900 people, it would take days.

Ron Pippin: 18:12

Yeah, I used one that called phone burner. And what it does is that it calls one person, so you load in all the names and all the phone numbers are called one person. And, and beforehand, you've you set up a voicemail. Yeah. So if it's a if it goes to voicemail, then you push a button and it starts leaving that voicemail, and it starts calling the next one, you could literally be leaving three or four voicemails, and then do the fourth or fifth one pickup and then you talk to that one. Yeah, at the same time. So just a little bit different. So you use Mojo dialer, and I use phone burner. So that was either one, one more

Jace Gillies: 18:51

Maybe, we should make a new one and just combine the two. Right?

Ron Pippin: 18:57

so cool. So that that helps you be far more efficient, which is really important during especially in in dialing. You have to be efficient, because you can burn up a lot of time. Yeah, like a ton of time making dials. So good for you on on using the technology because that's extremely important, for sure. So what else do you do?

Jace Gillies: 19:29

So I mean, the way my day is structured is from eight to 12. That's what I'm calling there's zero distractions. I'm on that Mojo dialer for about four hours. I don't focus on clients I have during that time. My wife knows not to disturb us, it's really important. I've set the standard with that too. And my teammates also know that's what I'm calling and that's kind of the set it on our team to do that. So everyone's kind of doing the same thing. So I'll call them for hours and then I switch hats to you From the clients that do have run after that, from around 12 to 130, and I'm following up with clients, and I've gotten that from the people that I've called unreached on Facebook, and making sure their needs are met, setting appointments with them. Getting them all ready. And then the rest of the day is for for showings and appointments. If I do not have showings or appointments that day, I'm back on the phones from four to six. And that's what I usually call expireds.

Ron Pippin: 20:25

So tell me about expireds.

Unknown: 20:26

Yeah. So expireds are awesome. I really enjoy. And the reason why I kind of found early on, again, from mentors that had to call them is because a lot of agents are not calling them. There is and there isn't? We're in a crazy market right now to where houses are selling in a day or two. And that was kind of a mindset of theirs. There's no expireds but it's that's kind of in people's heads because there is expireds there. So it's there's there's always going to be expireds

Ron Pippin: 20:53

Yeah, you know, I would have thought that that if one of two things don't so either there aren't expireds? Or if there is either what's wrong with the house? Or is it just way too overpriced? Yeah. And you're not finding, you're probably finding that there's other themes. That may be why there

Jace Gillies: 21:12

Yeah, there's I mean, there's, of course, always the overpriced and it didn't sell or something wrong, or maybe a follow up with the agent. But I like calling him at night because those that do call expireds are calling in the morning. And that's when expireds are notorious for being a little grumpy, right, because every agents calling them, but in reality, it's probably five or six agents actually calling them. So I found when I call from, you know, four to six or the evening times, a little more settled down, they're not getting really calls anymore. And I just come in and kind of save the day, so

Ron Pippin: 21:43

awesome. So when you're calling expired. I'm assuming there are some kind of scripts. I think you had mentioned to me earlier that, like you had a script but you didn't really use it. So

Jace Gillies: 21:58

yeah, so my Yeah, so my first year, I was calling expireds was I lost a lot of opportunities. I was wasting time because I throughout my life who have gotten, you know, far in what I do have, but not far enough with my personality, my charisma. But that's not going to help me so far. Right? So I was using kind of a script, but putting in my own personality and people want to people, I mean, you're I mean, I was using my personality to get there. So it was it was a script. So the moment I started using the script was actually this year, like in July. So not that long ago. Yeah. And since then, I've been able to hit help. Nine expired since then. Just use the script. So it's I mean, I'll get some before that. But it was my conversion ratio. And that was awful. Doesn't mean my personalities awful. But the moment I started using the script, it just was better because it's asking those right questions, and it's more about the client rather than just myself. And those scripts.

Ron Pippin: 22:55

Yeah, I find when I because I do the same thing. Because I've done that for so many years. Yeah, that I find myself winging it. And I find myself getting off of my scripts. And I find my conversion rates start to drop. My conversion rate dropping, and I started thinking about it's just like, because I'm deviating from the scripts. Yeah, sure. Yeah. And when you have scripts, they're they're kind of I find that they're kind of a guideline, because you can't read them because people know that you're reading them. Yeah. And so you, you take that script, and you kind of internalize it and make it your own your personality into it. But when I deviate from those scripts, and just say, Oh, this might be a better way to just like, they just see my conversion rate drop, just like

Jace Gillies: 23:41

Yeah, exactly. So.

Ron Pippin: 23:45

So tell so. So what's an internal what is an intro to another script? What's that sound like?

Jace Gillies: 23:51

Yeah, do a little role play really quick?

Ron Pippin: 23:53

Yeah, absolutely.

Jace Gillies: 23:54

So Ring ring. Hello. Hey, is this Ron?

Ron Pippin: 23:57

This is Ron.

Jace Gillies: 23:58

Hey, Ron, this is Jace with the Utah Life Real Estate Group. How you doing?

Ron Pippin: 24:02

I'm doing good.

Jace Gillies: 24:03

Awesome. That's great. Hey, the reason for my call is I notice your house and come up with my computer as an expired listing. But I wanted to see when you plan on interviewing the right agent for the job of selling your home. That's kind of the intro. And then I just go on from there and asking the right questions of, you know, were you guys planning on going for two months? It did so. So that so that's the intro, but it's it's really good. It's kind of bold, a little bit? Yeah. When you I mean, going back to it. When do you plan on interviewing the right agent for the job of selling your home? And they're in their mind like, well, I don't know. Are you the right agent? You know, so, right.

Ron Pippin: 24:39

I like it. Yeah. So I don't know if those that are listening. You didn't take notes better go back and listen to that again.

Jace Gillies: 24:47

Rewind,

Ron Pippin: 24:48

rewind a second. Yeah. So I don't know is there anything else that you might, that that you think that might be? Help agents out there.

Jace Gillies: 25:02

Yeah, I would think the main thing is the success I've had, I'm nowhere close to where I want to be. But I have had a lot of success in my, in my career so far. And I think that a few key points are being consistent. Following a schedule, if it's, I mean, schedules are huge. If it's not on your schedule, it does not exist, and it's not gonna happen, you just have to have that mindset. And even down to the point of scheduling family time, if you don't have a schedule. Now my advice would be to, you know, get Google Calendar, or get a planner and schedule family time. First, always, and then work around that. That way, you're when you're with your family, you focus on your family at work, you focus on work. So kind of my schedule, I do want to share with you guys, I'm sure a little bit about it. But something that I've learned, and the advice I give is, you have three hats as a real estate agent, that you are as a business owner, because you are a business owner, you got to think as yourself as a business owner, is you have to find your hat. Keep your hat in the doer hat. And you have to wear all three of them throughout the day. But you cannot wear two at the same time, or you're not going to get your worth it. Find your hat always has to be first in my opinion, oh, which is prospecting finding business. If you don't do it in the morning, we're all human, you're not going to do it at night, you'll think of every reason not to write to do it at night, because the evenings should be again with family and with your clients showing houses and appointments. So find your hat is always in the morning, I suggest eight to 12 or nine to 11, whatever you want to do eight to 11, nine to 12 right after that is when you put on your keeper hat you keep your hat is keeping the business that you have found, right, that's moving people forward to meet with you or to go under contract or to get their credit up or anything like that. It's just maintain the business and keeping those people you have doing your follow ups. And really following up with these people until Honestly, this is sounds crazy, but follow them until they die, go to their funeral and get all their families clients. Right. So it's it's kind of intense, right? But follow up is where you can make you can make really good money in this industry, those two new real estate agents, you can make really good money in this industry, prospecting. But where you really make your money is, is the follow up. So I have my philosophy of follow up, follow through and follow back. So always, always follow up, follow through is do what you say you're going to do to these clients, if you say you're gonna send them homes or do this, make sure you keep your word and follow back just because you close with these people. They're not just numbers, they're people. I take pride in forming relationships with my clients, and they become friends. And I fall back with them. So once they close, I'm always reaching out every three months to them to make sure you know the house is treating them well. If they know anyone else looking to buy or sell, I can help and just really maintain that that relationship. So thank you, I would say follow up is the main thing of this industry. But really following that schedule, and same type of schedule and just doing it one day at a time.

Ron Pippin: 28:07

So you actually we didn't talk about this, but but you just did go about about your past client database. So I have a coach and I wasn't following up with my past client database. And not very well. And, and he told me, Ron, people that don't follow up with their past clients just doesn't like money.

Jace Gillies: 28:30

100% agree. Yeah.

Ron Pippin: 28:31

It's just like, I know, a guy that his business. And he he does very well, like he's well into six figures. He does very well. And he is 100% past client relationship. 100% or 100%. referral 100% past client database. Yeah. So it's it's, uh, you know, do not, do not discount that. Because that's, that's so vital. Yeah. And I one of those guys that when they finally said, Okay, I'm going to do it. And I started calling people. I found Oh, yeah, we already moved. Oh, yeah. We already refinanced. Oh, yeah. We just told me Yes, dang, man, it's all my own fault, too.

Jace Gillies: 29:15

Yeah. It's really simple. I mean, if you have it again, in your calendar, or if you use a good CRM that makes the follow up or to do for you, then to your client. They don't know you have a CRM or that your schedule follows, but it to them, it shows you care, because you really do, right. I mean, they were so nice to use you as a real estate agent. Why end it there, they're going to be in that house, on average, the average person, five to seven years, right? Or maybe even sooner, they're going to sell again, they're going to have family that needs to sell or buy, like you got to utilize those people. Those are gold mines for sure. You know, the nice

Ron Pippin: 29:51

thing about getting referrals from past clients is they've already sold you on the referral. Yeah, so you don't have to go Back to like a cold lead or even calling on expired. You, you have to develop a relationship you have to develop that trust. But that's already done for you. Yeah. So. So it's just it's just really an awesome business model to, to make sure you're following up with past clients. And always,

Jace Gillies: 30:21

always ask them for referrals to every single time. Yeah. Because that's, that's your life, glitter should be your lifeblood with your business for sure.

Ron Pippin: 30:27

Yeah. And that. And if you waited until the end of the transaction to ask for referrals, you've waited too long.

Jace Gillies: 30:33

Exactly. Yeah. And there's, if you don't mind me mentioning two portals. Definitely, you're right. And don't don't wait to the end, because they're most likely not going to do it. I always set the tone in my buyer or seller meetings, that I want to give you a 10 out of 10 experience. And the reason being is because I want to not just help you, but I understood and I say I want to help everyone, you know, if you guys are at church or at work, and is anyone talking about buying or selling, you know the guy that's gonna help them. And then when we get to whenever we have a benchmark in the transaction, like we had a great inspection, last referral, because they're on an emotional high, the appraisal comes in asked for a referral. And then right when we close, I actually for all my closings, I did it today at a closing, I take a picture with them. And I have them share on Facebook and tag me and I share on Facebook and tag them. And I give them a shout out on how great our clients and their journey. And on their posts, they give me a shout out and how I was serving them. And I always every time we refer from it, if someone messaged me every time from it. And a little tactic to a little nugget for social media with that is with these posts, every single person that likes to post, I'll go into all those likes, message them and see if they're in the market to buy or sell.

Ron Pippin: 31:44

And you are you are bold. I love it. That is awesome.

Jace Gillies: 31:48

Yeah, it really works and people are theirs. Again, back to the social media is a huge misconception that people are gonna think you're too salesy or not. I've never had people like, Hey, don't reach out to me, people are always nice, but you got to be bold, and you got to show that you're professional. But there's ways you can organically just get a bunch of leads from social media. That's, again, back to social media, one of the tactics I do is not just with those closing posts for asking for referrals, anyone that shares it likes it, even if it's 50 people, I'll take the time. And I'll say, Hey, thank you so much for liking my posts. Have you guys thought about moving soon? Or do you don't even know it is? It's just awesome.

Ron Pippin: 32:25

Good for you, man. No wonder you're doing well.

Jace Gillies: 32:28

That's awesome. Yeah, that's awesome.

Ron Pippin: 32:31

Well, that's been a lot of information. And if, if you guys were listening to this podcast, while you were doing something else, I'm fun to sit down and just listen, because, man, there's some scripts, there's some some good apps that you might want to use, and some good advice as to scheduling. So yeah, so want to thank you for taking your time and coming in and sharing with us. I appreciate that. That sharing mentality. Because not everybody has that. gotta share. Yeah. So thank thanks for being here. And how did they How did they get hold of you? If they if people want to get hold of you? How do they get ahold of you?

Jace Gillies: 33:15

Yeah, just call me at 813181240 or follow me on Facebook or Instagram. Instagram is Jace dot Gillies. That's ace.gillies. And then Facebook is just Jace Gillies. Cool. Y

Ron Pippin: 33:32

And as always, if you guys want to get hold of me or my team, you can reach us on just call us at 801-628-7667 you could reach us at on on the Internet at that the PIPA t.com and you can find me Ron Pippin on Facebook, Instagram, LinkedIn, follow me there too. And so we'll bring this episode to a close and if you have any questions before Jace, give him a call and if you have questions for me, give me a call. Thanks for thanks for listening.