Nick Hauser: Welcome everybody, Nick Hauser here and in today's interview I'm gonna be sitting down with Andrew Newman and Andrew joined consulting accelerator back in July of 2018 and up until this point he's made $91,000 with his business and just in a few weeks after a few invoices clear, he'll be clearing 100 k with its business. So really awesome transformation.
What *Andrew* does is he helps you know, a few different kinds of businesses, but he really specialize in on helping real estate agents, you know, system. So this system attire, excuse me, their online processes when I'm sure I get this right and get more clients at digital marketing on the back end versus the front end, which is a really unique perspective and something that, you know, we were chatting about that maybe people aren't aware of in your niche and where you can really provide value. So we're going to jump into how we made this transformation in such a short amount of time and really what his unique process is and what, what does the back end mean versus the front end and how is that potentially more valuable to his clients. So first off, *Andrew*, how you doing today? Excuse me, brandon. Brandon's our other real estate guy.
Andrew Neumann: That's right. Yeah. So great. Doing great
Nick Hauser: before the program started, right? Like what was going on that were you running this business already? Can you touch on that a bit?
Andrew Neumann: We'd thought about it but never really dove in until we saw Sam's ads 9,000 times and then just went and watched the Webinar and then went ahead and pulled the trigger on it. And you know, we've purchased other courses in the past and most of them they just seemed so theoretical. I'm watching Sam's Webinar, obviously it was about two hours long. Um, but we, we could tell that there was a difference in the approach. So we went ahead and invested and then started going through the course. We could tell that there were actionable steps and uh, we, we just started following the steps in the order that they're presented and we landed our first client relatively quickly. We did, as soon as we started our 30 day action plan. It was a couple of days into that, landed our first client and haven't looked back. It's just been.
Nick Hauser: That's awesome. So was within the first six weeks you were able to get things set up and started landing clients and getting some business. What was the, what was the first kind of steps you took once you joined the program? You mentioned some of the action steps and everything. What did that look like for you?
Andrew Neumann: I was, uh, I mean we just kind of identified what it was that we wanted to do. We started off being a little bit more generalized. We didn't care like if a client was a client, right. It didn't matter to us. We were just looking for some, some sort of tangible result. And then as we continued to go into the marketplace and that's when the real estate agents kind of stood out to us. I've always been interested in real estate even way back when I was in my early teens looking at those, uh, you know, you can buy money with real estate with no money down courses with Carlton sheets. Russ Whitney back in the nineties but never really pursued it that much. And then when we got into this space, the, uh, first couple of clients we had were not in the real estate space.
Andrew Neumann: Um, they were in random little little niches, ecommerce and supplements. But then as our advertising, as we started to reach out, as we started doing more organic outreach, we discovered that real estate agents were having a lot of challenges. I'm getting results now. The systems are being put in place for them, but they weren't actually getting the results. So that's when we started kind of dissecting and looking at what they were doing and they were getting a lot of, of front end, a lot of clicks, a lot of options, but they weren't getting a lot of follow through. So that's where we started focusing on the back end to be able to help them get a little bit more momentum. I guess from, from what they had already been doing and that started to, uh, kind of mushroomed from there.
Nick Hauser: Nice. And I think it's a good point to highlight because, you know, basically we're talking about here for you and your transformation pretty much started from scratch and six months we're at six figures here and the process that you took to pick the niche was first you had a really interested in it, right? You said from your early teens and then you're interested in real estate and that's always the first thing. Sometimes people just go to pick thing something because they think like the money's there, but they have no interest in it and that always hurts them. So that's the first thing I want to highlight with you because you're an example of somebody who did it the right way and is seeing the success of making these decisions. And the next bar was you went and understood their problems by talking to them. Right? Versus just saying like, Oh, I'm interested in real estate. Like I probably could do this and just trying to do it. Um, so, so let's stop right there first. And how did you actually navigate a conversation with in a real estate agent? Like were you trying to sell them something originally or was it more of like a casual, hey, just trying to figure out some more about real estate?
Andrew Neumann: We don't really sell it. It, all we do is we reach out organically to people who are in facebook groups and ask if they are, got some time to talk about what their, what their concerns are and see if we can point them in the right direction. We don't have any intent on actually selling them anything. I'm, most of the time we get on a call, it's supposed to be 15 minutes. Uh, they usually go for about 45 minutes to an hour after we get on the call with them and at the end of the call, almost without question, everybody asks us what it would take to be able to work with us. Um, and so what we do is we just tell them, here's the, here's our processes, here's what we do, have a little onboarding process. They signed a contract, nondisclosure agreement, um, then we go in and we'd take a look at what they have in place now and what we've discovered is a lot of people already have ad sets, ad campaigns.
Andrew Neumann: They're already online. That's why they're in these groups. That's why they're, they're voicing their concerns, right? Because they know where they need to be, but they don't know how to get there. Right? They've got the idea, they've already had the spark. They've already had the, the, the base knowledge of what to do next. But when it comes down to implementation, that's where they're struggling. So we go in and we look at what they've got and we give them a report on what we discovered and it's basically just a run through, here's what we see that your habits you're doing right. Here's the areas that you can improve. And that's pretty much the whole process is relatively easy. They are the ones that sell themselves because they know where they need to be. They know what goal that they have in mind, how they want to do it. They just don't have the how. That's all it is. And we implement the house.
Nick Hauser: Yeah. So like when you first got started in, like really jumped into the real estate space, did you have that kind of plan already in place to be doing this? And so what are those first couple of messages look like to the, to the agents
Andrew Neumann: are usually, it's just the persons in the, in any group that they're a part of, um, a couple of facebook communities that we're a part of it that are revolving around Internet marketing and they'll just ask for what kind of advice can you give us. We're, we're not, we're struggling in this area, so we just reach out to them via facebook. Hey, my name's Andrew, I saw your post in Xyz group. I'm just kinda curious if you've got about 10, 15 minutes we can sit down and chat about whatever we can do to possibly help you get some, get some direction on that. And that's it. It's real simple. Real straightforward message are our conversion rate on that. I don't want to call it conversion rate, it's more of a response rate. We're getting about 80 to 90 percent of the people that we send a message to through the direct messages on facebook to respond to us. We haven't spent a dollar yet in advertising. It's all been organic. So yeah. That's great.
Nick Hauser: So now like when you just got started and you said, hey, I want to start helping agents, like where you going with the same approach as far as your messaging or were you just. Okay, so from day one you're going to have the plan to do that because you already were working with a few clients that you kind of understood and how you might be able to help them.
Andrew Neumann: We, we did, um, the few clients that we had originally, it was the same process. They were just floundering in a group and we just reached out to them through a direct message. We didn't spray it and we just send a message for them directly and they would respond back. A lot of people are really receptive when you're, you're offering your services and not trying to sell them anything. We just volunteered the time because we wanted to know what people were struggling with so that we could craft our offer. Um, but it seemed like basically just with Sam's training, if it was already on point when we started to look at it, because there they weren't, there wasn't any resistance and knew it was just, you know, you're, if you're genuine with the person, they can tell obviously that you're not just there to try to sell them.
Andrew Neumann: And we, we do not have the intention to even sell any services at it's here's what we can show you what to do. Now. You go ahead and go do it. Most of the time we show a person wanted to do. They realized that they don't have time to do this stuff, that they have a business to run and that obviously we would be a good fit for them to be able to fill in that gap. And that's where it comes down to is just kind of being that person to help them fill in the gaps.
Nick Hauser: And so I think these, these quick calls, you know, they're reaching out to you and said, hey, let's hop on and they're supposed to be 15 minutes, but they want to go on longer than that. By the end they want to work with, you know, how are you structuring those calls? Is it kind of how we lay it out in the training program or are you kind of doing something else, you know,
Andrew Neumann: the, uh, well the first thing is we send them a link to the calendar. May pick a time on the calendar. I'm with you. Then we get on a call with, we use zoom versus skype, um, but you know, on the call with the individual and just kind of break the ice, a little bit of small talk and we literally followed the script from, from, uh, the little black box, right? So we go in there and we kind of make a little small time and go, hey, is it okay if we just get right into it? I'm usually there. Yeah, because that's why they're there. Right? So we asked them to tell us a little bit about what it is that they do and why they do it, so that we can get a good beat on where they are here and here, so where they are mentally and with our heart with respect to the reason why they're doing it.
Andrew Neumann: And then I know where their pain point is by just letting them talk and they'll tell you right off. We're like right away, as soon as, as soon as we know what that is, we, we kind of identify what their system is. A lot of people are already running facebook ads, they've, they, most of the time they already have a funnel in place or, or, or a process in place. And they have ads running because they've already spoken to other potential consultants, um, on the topic. And then we just ask if we can go in and take a look at their stuff. I'm usually doing a screen share right there on the Webinar.
Nick Hauser: So it's cool. They say, hey, you know, can we jump into your campaign and I can take a look. Okay.
Andrew Neumann: And then just kind of share our thoughts on where they could improve it and most of the time it's on the back end. Um, so we, we always talk about, we call it cs sea where you tell your story, you expose the problem, you agitate the problem that you solve the problem a over a course of a series of emails or follow ups, whether it's text messages, emails or Facebook Messenger. And there's a lot of bots that you can implement that can do that for you in robots are her favorite thing because you know, they work while we're sleeping and that's Kinda the, the uh, the hook. Cool.
Nick Hauser: And then you get to the end. And are the people too, are they, are they running these ads themselves? Were they with like another consultant or agency? When you speak times
Andrew Neumann: both summer, running the ads themselves. Um, some have a person that's running the ads for them now we will run the ads and a lot of the time on, on a call, what we say is, well, we can run the ads for you. But what we've discovered is that no, our 10 year old daughter can run ads. It's not that complicated a. But where the real complexities come in is interpreting that data. When you get the person to respond from your ad, what are they doing when they land on your page? Are they taking the action that you want them to take? When they, when they do take that action, are they then following the next action step that you want them to take? Which is either a calling you, scheduling a call with you to discover, uh, maybe they want to list their property with your, maybe they're looking at are buying a property, whatever the case might be, what is it that you want them to do that they're not doing?
Andrew Neumann: And a lot of times where we find the breakdown is not with the lead acquisition process. They're perfectly fine. They get the, they get the lead, but then it just goes nowhere from there. And that's where the back end comes into play. And that's how we discovered on the calls themselves that that's what we should be focusing our energy is because their, their follow through or follow up is just not, it's not adequate. And that's where the program was born. It was really mapped out from doing just a few calls. It didn't, it didn't take very long to recognize the pattern. Yeah, that makes sense.
Nick Hauser: What does their process look like now for the person who you know isn't working with you? And what does a typical real estate agent like, you know, campaign or funnel structure look like right now?
Andrew Neumann: Uh, well for them, most of the time what it is, is just an ad. Usually it's like one listing, right? And then it goes over to a, a page and most of the time it's just a lead capture page. Um, and then a thank you page with one of our agents will be in contact with you. Um, we don't break that because that, that, that generally is a pretty solid process for the conversion. But what they don't have is a solid follow up, right? Because the industry standards you're looking at anywhere from five to seven exposures before somebody actually makes a decision to take action. So what we do is we take a look at what they're using for their autoresponder platform and if they are, most of the time they don't have one and that's where where we come in and kind of make recommendations on what they can do.
Andrew Neumann: And then from there we just optimize that. We put in a basic story about the, the agent themselves so that the person who's receiving the, the campaign can get to know the person that they might be doing business with. Because obviously a home is a pretty emotional thing for a lot of people. Um, they live in the home, that's their home, right? If they're going to be selling it, they want to make sure that they give it to a person who's going to take care of it, like they would at the same time, if they're buying home, it's also an emotional decision. They want to make sure that they have the right neighborhood and all those kinds of things. And the person who you're interacting with at dealing with that needs to be in tune with that as well, that you have to trust that person, you have to know that person, you have to like that person, and instead of doing it face to face or on a, on a, like over phone calls over and over and over again, we do that through an automated system.
Andrew Neumann: Um, and that's where the story in the CS program, the s comes from, is just five to seven emails that break down who the agent is or who the broker is, and then goes through the whole process of building that rapport and that relationship on an automated basis. I mean, obviously if the person is not opening the emails or they're not responding to them that they're, they're just not the right fit. And then we just continue the process on the front end. And Toby, we filter a refined down, uh, the individuals who are going to make the right decisions to be able to help the agent get more momentum or footing more groundwork. And then we expose a problem that the, either the, the, uh, the potential client either knew they have or didn't know they had, and then we agitate that problem and then ultimately the solution for that problem is the agent themselves or the broker. So
Nick Hauser: what is the, some of those problems that may exist for a seller of a home or a potential buyer that like, you know, your marketing with your agents to agitate and stir up that pain
Andrew Neumann: when it comes to, to the average, you know, agents, right? Agents are, are, are just listing homes by just like, I just need more listings. Anymore listings, more listings. And that really is not necessarily the case, but you need as a buyer everybody, if you have one home for sale and you have more buyers than you have a of a product to sell in this case at home, then obviously you're going to sell that home than that. But um, by exposing that that are agitating or exposing the problem where all you're doing is working with a, a person who is going to just constantly, you know, get more listings, get more listings, get more listings, and just hope through the sheer numbers that somebody will pick one of those. I want one of those, one of those homes, it's not going to bode well for you as the seller, as the person who's trying to get their homes sold on the market.
Andrew Neumann: Now, as a buyer, it's a little bit different. You want to make sure that a agent or a broker has the intent of giving you a home that is a good fit for you, right? Instead of just trying to get moved their inventory, they want to know who you are, what it is that you're looking for. Like our family, for example, the home that we live in, it's a six bedroom home, is 3096 square feet. We're all within walking distance of every school that our kids are going to attend. That was very important for us. So what is it that this particular agent is going to take the time to know about me as a person who is buying? Right? It's not very common in the space that that's actually the, uh, the outcome. So what we do is we just kind of let them know that these are pretty common things, that they're emotional touching points, right?
Andrew Neumann: Why do you have a home with, you know, where you live, what's, what's the reason? Location, location, location, right? That's the, that's the, uh, what is it? The main thing that everybody kind of talks about, just kind of use it as like a hot word, but they don't really understand what that actually means. Individuals, what our kids are all grown up and moved out. What is location? Location, location look like for my wife and I. Well, sandy beaches, that's what it looks like for us right now. It's all about school systems and local environment, local neighborhood, the whole thing. And after they move out, it's going to change. Right? And so what we do is just Kinda let them know that this particular person actually cared about you as an individual. So there's two sides of the coin with you're selling the home, is this person going to take the time to, you know, match your home up with somebody who's going to take care of it like you did or are they just going to try to put a whole bunch of stuff out there and just kind of hope for the best?
Andrew Neumann: Right. That's kind of some of the main things that we've focused on a backend campaigns to get people interested in, in working with an individual agent or broker. Most of the time it's an agent for the brokers themselves. Um, we haven't really had, I think two or three or brokers, but the rest are actual agents themselves who are just trying to, you know, get themselves known and get themselves into the marketplace because it's an extremely competitive space. Um, there's, there's, uh, there's one market that we're working in that has more agents than actual listings for homes. So we're just kind of kind of an interesting. Where is that? Oh, it's in North Carolina. Charleston.
Nick Hauser: Can you differentiate quickly too, you know, what is the difference between an agent that you work with, like a real estate agent and like what they do or what their responsibilities are versus a real estate broker?
Andrew Neumann: Yeah. A, a broker is a person who has like. So for example, if you were to go to century 21, uh, the person that runs that building is the broker, right? And then they have a little army of agents that little army of agents is going to go out and actually sell the homes. No brokers do sell homes, uh, but for the most part it's the agents that do the groundwork. So if you're just entering the real estate space as a, as a real estate agent, you will be in Cajun, right? Over the course of time you have, you get yourself to a point or a, you've sold the number of homes, you've got to all the, all your little pieces on the board. You can become a broker where you have other agents who are out selling homes for you so that each agent is an independent owner, right?
Andrew Neumann: They're an independent business owner. For the most part, they're, they're, they're contracted and they don't make money unless they make a sale. Whereas a broker actually leverages the agent themselves. It's a little bit very similar, but there's a subtle difference in there. Basically the brokers, the one that owns the business, whereas the agent, they own themselves and they are working underneath a brokerage. You have to work as an agent, you have to work under a broker. You can't just go out as I got my real estate license now and start listing homes. You have to actually be with the Brooklyn in for that to be effective. So those are the differences, at least from my perspective, there's probably a lot more to it in, in real estate talk, but from where we stand, the agents themselves are the ones that are the most hungry. Right? A broker has leverage. Where's the agent does not.
Nick Hauser: Yeah, that's a good point. You brought up too about um, their, their pretty much their own hesitate when they were the agent and our other client who we were discussing before we went live on here, who I said his name in front of yours first by accident, brandon, he was saying one of the big problems eastbound from not only being an agent and a broker with a team around him but also then helping others was that they don't have any skill that they joined one century, 21 and they say I want to be an agent. They get their license and then it's just like, okay, you're on your own, good luck and that's where somebody like you comes into play a lot where you can really help them systematize things and get a predictable way to get in front of a lot of people and then convert them. Have you found that to be true with like a lot of the people you speak with and work with, that they just, they just don't have the skills or never learned them to be successful in their game?
Andrew Neumann: Their, their skill set is in line with understanding the markets. Understanding real estate, understanding, uh, all of all of the stuff revolving around homes, home buyers and things like that, but not technology. They're there. What would you say? Things like opt. They don't know what that means when you say lead generation system or followup campaigns. They don't know what that is. Um, they have an idea, but they really don't understand the psychology behind why you do it. So when it comes down to traditional ways of generating their clients, they run around and they network and their local communities, they put signs in yards and things like that. But in our digital age, it's a lot different, right? The first place I go to, for anything as Google, it doesn't matter what it is, I don't drive around neighborhoods looking for homes. I go to Google and I [email protected]
lestate.com and look at zillow.
Andrew Neumann: I look at local listings, I googled it, the, the, the, uh, local brokers in the area. And I go to their websites and I start looking at homes before I go driving around neighborhoods. Like, like for dollars, they called her in. Right? Right. And that's the, that's the difference in where we are today with technology driven sales systems versus are, you know, 10, 15 years ago when people would go outside to be able to look at stuff that they're potentially looking at possibly purchasing now, once obviously my wife and I do it too, we look at stuff and then we go drive around the neighborhood if we like it after. But all right, it's all online first. So, um, that's the, the, the disconnect with a lot of the agents that we speak to, some of the younger agents, some of the like, you know, their, their thirties, young, early thirties, late twenties, a, they get it. They just don't know how to do it. And that's where the breakdown comes into play and that's what we specialize in. So we help them really get their name out there virtually versus analog. I'm going to do with the digital world.
Nick Hauser: So this backend system to. I guess the first question is how long is the typical sales cycle for the sale to actually be complete? Um, you know, when somebody comes through your system, they may get followed up with a bit, then they broke a broker agent actually makes contact with them. It, how soon do they typically close in on that home and get it under contract and then, you know,
Andrew Neumann: we don't spend that time actually, you know, measuring how long it takes them to close on a home. Our goal is to get them through the process within a 60 to 90 day cycle, but it, it, we don't really measure that portion of it. The only thing that we, we focus heavily on is the, the optimization of the interaction. So when the person comes through the system, are they opening your emails? Right? Because if they're not, they're not going to do anything. Right. So we're going to get them opening the emails, kind of get them visiting your pages, contacting you and knowing who they are. But we haven't actually gone that deep yet to see what revenues are being generated on the back end through the systems that we create for the, for the agents. Um, that's actually a really good metric. But I don't think that we've had enough time with them yet to be able to do that because it's only been seven months. Give or take, something like that.
Nick Hauser: Well, the reason I asked you is because my next question following that was going to be how often and close together in this backend followup do you actually send out the emails to the seller or the potential buyer? Um, you know, because if it was like a 90 day thing, like do you drip something out more slowly when you hit them? Every 20, like. Yeah. Can you explain that a little?
Andrew Neumann: So, for, for the, for the program, so cs right, ask the story, the story we actually send out every day for the first seven days that they're on the list. So they're getting exposure to the broker at the picture. They get the little, you know, how they got their picture of their real estate picture, which is a professional one, but more so are you a family person, right? Because we have a family. So we would resonate more with, uh, with an agent who also has a family because they understand what we need by way of a home versus somebody who's, you know, and they just live the single life, you know, that they get their commission and they go, they go to Vegas or whatever. Um, so there's, there's the story emails that go out right away. It's five to seven emails, really just depends on the agent themselves.
Andrew Neumann: We lean very heavily on the, the agent for their story, right? Because we could write the emails, but nobody can tell your story better than you can. So we always leaned very heavily from that. And then with the, the uh, expose, agitate and solve that one we do every Wednesday, Thursday and Friday and it just repeats over and over and over again until the, uh, 12 cycles go by after 12 cycles. Then it just stops from there. And then obviously anything like a newsletter or anything like that that an agent wants to to send out, they can do that. But that's usually like, it's a 90 day cycle. So over the course of that period of time, if the person hasn't taken action, then they just kind of there in a cooled off space. So if there's, there's anything that an agent can do to kind of talk about, you know, other agents that are themselves, any listings that they have acquired or that they have sold a share that with those individuals because then they can see that, you know, there's, there's activity happening over here and I want to get to be a part of that because people don't like to miss out on stuff.
Andrew Neumann: Right. So they want to be part of something that's taken place and, and that's Kinda just some of the advice that we give them. But um, I think we'll have better metrics on that. Um, with a little bit more time going through it because, I mean, I'm looking at the, the timeline that we've had so far. We just haven't had enough 90 day cycles and to the people who will cool off. Do you know for the service you provide, you know, do you send some of those newsletters out or, or you know, a cold or email blasts, so the list or it's, you know, they want to do what they can, but I guess to, you know, how, how did you get your first couple clients? It was all organically and was it, where was it on facebook? He said on the groups, all of it has been on facebook.
Andrew Neumann: Um, everything that we've done so far is on facebook. We've explored Linkedin, um, and, and we've got a plan for some, for some paid ads to start running a. We just haven't done it yet. And, and I think that the reason why we haven't done the paid ads part is because we, right now our hands are really full with the clients that we're working with and by running the paid ads, what we're going to end up doing is filling our calendar and then we're going to be focused more on our new air quotes, new clients versus the ones that we're currently working with and getting a positive result for that. So we are, we're, we're needing to do before we do that is actually expand our team right now it's just my wife and I and uh, we can only do so much, right? There's, there's not a lot of, of a time that we can, we can go into really adding more to our books.
Andrew Neumann: Our goal is $100,000 a month in revenue, which what we've seen so far that's not a pipe dream. It's actually very real. We can see it very clearly on how we can achieve that. But the fulfillment side, that's the part where we're, where we have to get a start building a team a little bit more so that we can actually deliver for the individuals that we would be offering our services to. Um, but everything that we've done up to this point is just on facebook hanging out in, in marketing groups. Uh, there's a couple of them that are based on facebook ads, a couple of them with a marketing systems that we, we spend a lot of time in and we just read what people are talking about. That's where we kind of get their pain points and we respond to them through a direct message, a asking them if they'd be interested in taking a few minutes with us just to see if we can kind of help walk through their, their system and see if there's anything that we can do to kind of give them some points on how to optimize that for better results.
Andrew Neumann: People are very receptive to that. So they usually schedule in our calendar without a lot of, you know, nudging doesn't take very much. It's just real, real smooth process. And then we get on a call with them, our show up rate. We're looking at probably 80 to 90 percent on that as well. Um, so whenever we direct message somebody, we get a really high response rate, um, the show up rate. Like we've, we've had other people that we've spoken to that people aren't showing up in their calls. We have really high show up rates. People get on the call with us. We have no intent on selling the person. We just want to provide them with as much value as we can so that they can actually implement our strategies are. And uh, most of the time they learned enough on the strategy call to know that they don't want to do it.
Andrew Neumann: So they ask us what it would take for us to be able to work with them and that's when we kind of just break it down for them and tell them what it is. Uh, the first thing that we asked them to do is sign a nondisclosure agreement so that we can kind of share with them what it is that they would need to do without any. It is mostly for them. Um, it's not for us because we, we pretty much lay all our cards on the table during the strategy call, but if we want to make sure that their private information is protected as well. So we haven't signed that. It's digitally signed. As soon as we get the notification and it comes on our phone, real simple little notification, then we'd go into the strategy with them on what to do next. And then basically just craft an invoice, send it over to them, and away we go.
Andrew Neumann: That's awesome. And you've been able to increase your prices a few times, you mentioned to me earlier, right? Yeah, we started out at a thousand dollars for our services. Uh, we raised that from a thousand to 1997. Um, and then we raised that again now to $7,500. Um, we have a complete package where it's at $15,000 package where we'll do everything. We will build out your ad campaigns. We'll build out your actual, your, your, your funnel or your client acquisition process as well as the, the campaign on the back end. But um, what we've discovered is a lot of people, especially in these groups that we're in, are already there. They already have their campaigns. They already have their system in place. So, uh, the $7,500 package that we offer is more of an optimization package where we optimize the back end for them and really help bring the people that they're getting in on the front end, back into their system so that they can, they can touch bases with them and followup.
Andrew Neumann: The followup is where we found a lot of, especially in the, in the real estate space where a lot of agents are struggling, right? They just, they're really bad at followup, just hoping that, you know, I talked to this person one time, they're interested, they're not next, next, next, next. And it's just this treadmill is constant, endless cycle. And they're competing with like, like we said in that one market, um, there's, there's more agents than listings. So now they're competing with all these people and it's just a race to the bottom to see who can, who can just get this one person and timing. You know what I mean? We're not talking about, you know, an impulse buy here is not what these are. These, you have to get the person at the right time. They have to have the right credit that they have to have all, they have to be ready for this process.
Andrew Neumann: Even when a person selling their home don't know a single person who is selling their home that isn't moving into another one. Right. It's like, I'm not going to sell my home to live in a car. It's not a thing. Right. Well, the Rvs, I guess you could go there, but um, but the, the, I mean it, it's just follow up, right? The fortune's in the follow up. It's, it's like I've got a background in network marketing as well and exposures, everything. But the fortune's in the followup. It's something we used to say all the time. And what does that really mean though? What does follow up really mean? Does it mean getting on the phone and calling people 100 times and not so much. Not Today. We have ways that we can send text messages to people with a robot. We can send emails to people with a robot and why not tap into and leverage these robots so that we can get more done. Right. And that's the beauty of technology.
Nick Hauser: Yeah. And you mentioned earlier too, like you have a number of children, right? Six. Yeah. So I'm just saying that too, because you know, you joined this program, like you kind of started this thing from scratch with your wife and you have six children and you found the time to do all this. So
Andrew Neumann: we've actually done this on a very part time basis. This is not full time at all. It is probably two to three hours a day Max and that's between the two of us. So the results that we have gotten by following this system is, it's mind boggling. It is absolutely just, I mean $91,000 and some change in, was it seven months now? Give or take, um, that, that is, that is unbelievable. I mean if you were to go work part time out in this, in the economy out here, you, you're, you're, you're probably looking at maybe $10,000 in that same, uh, same timeframe. So we have a full time income on part of part time.
Nick Hauser: Yeah, that's really awesome. You mentioned that because what do people mentioned a lot of times too, like one of their objections is there are people like, you know, they may want to join our program and they may be at a job right now, but they know they want to join a program. They know who I started a business, they liked the idea of, you know, consulting, you're using your expertise to help solve somebody's problems. They'd get all that, but they're like one off time, like I've got my job or I've got, I've got one kid and you know that six. And they say I don't have the time, but it just, it's great to see you and your wife just totally shatter all of that and go into a market like real estate where everyone says, oh yeah, like everyone's trying to real estate agents and there's no money there anymore. And you just like, shattered all of that. It's like six years.
Andrew Neumann: There's lots of money there, or you just have to solve the problem, I'd say
Nick Hauser: always comes back to it. Yeah. Okay. That's cool. So what do you, you mentioned, you know, you're trying to hire people and expand things out so you can really scale things up on your own with no paid methods. What is the next kind of year look like for you as far as what you got planned?
Andrew Neumann: We're going to. Okay. So we, we formed as an entity, so we have a, we actually have a legitimate business. Before it was just, we were just doing nothing, right. Cowboy. We were operating underneath our, uh, our names and, and, and all that stuff. So we had a little logo that we did. But uh, now we have an official business when we started it in December, so this month we've been really trying to, you know, get everything processed out. Everything that we do, we have a system for it so that we can train another person to do it. We've been looking at offices, uh, to be able to go out here and have an actual office that we would drive to, which is new for us. Um, but get individuals, they show up and know they get their coffee. They have case of the Mondays, you know what I mean, those, those kinds of things where, where they're going to be able to, to really just hone in on operating on the facebook side, operating on the, on the, the funnel or the website side, and then copywriters to be able to help with the, with the CS campaigns on the backend.
Andrew Neumann: So there's three different areas that we're focusing on to be able to find bodies to fill those spaces. And then, uh, we were looking at a sales interview, people for sales, right sales to be able to go out into the market, basically just get on the phone with the individuals that we're going to be running the ads too because like we said, we haven't done any paid ads up to this point. It's just organic outreach. Um, that's probably consuming the majority of our time. Sixty to 70 percent of the time is just reaching out to combing through the groups, reaching out to those individuals. And obviously we teach people how to do this on an automated basis. So it's time for us to step into the automated side. But where our problem lies is just the ability to be able to deliver it, fulfill on the promises that we're making for these individuals, it would be coming into the system.
Andrew Neumann: So we need to get a basically help people at work or money at work when you get some people at work to be able to, to leverage the growth that we're planning on, on achieving. And so we don't really know how to just Kinda Kinda doing the thing. And as we do it, we kind of just figuring it out as we go. But we do know that the two of us are not going to be able to reach the level that we want to do on our own. So I'm going to have to start really sharing the responsibility with other people. And of course with that comes sharing the wealth with those individuals as well. Want to make sure that we pay them a solid wage so that they're happy to work with us and don't want to basically just do it on their own.
Andrew Neumann: You know what I mean? Because it's, it's not like they wouldn't be able to just come in and take a look at what we're doing and just go model it themselves. Um, but we would just want to be able to kind of grow that from there and see how that works. We don't have, like, I just don't have the experience to do what we're planning on doing. Right? So we're going to figure it out as we go. We got the official entity up, we've got processes that we've been mapping out how, you know, what do we do when a new person comes on and we got our onboarding process. We had that in place Kinda sorta. But we're really recognized a lot of gaps when it came down to if somebody else were to respond to us, come in, we interview them, we signed paperwork, we start writing them a check every two weeks.
Andrew Neumann: What is this person going to do? That's when we discovered that we had some gaps in our process and that's what we've been working on for the majority of last couple of weeks is, is trying to figure out what it is that we're going to do to train the individuals. Um, so obviously there's, there's, there's four positions in the company that we recognize that need to be done. A sales is the final chapter personally. Um, I'll handle all the sales on the, on the front end, just get them on the calls we have been doing. I'm just do more of them. So if we doubled our time that we spent every day, I'm just talking to individuals, obviously, um, we would double if not triple the results that we're getting. Um, if we're running ads or our calendar gets filled up without personal, organic outreach, that's automated outreach.
Andrew Neumann: So then we're definitely going to need people in place to be able to help fulfill that. And that's where we're, that's where we're at. I mean it's, it's a, I don't want to say it's scary because that's really exciting. We just have no idea. I know, I know, right. It's like the anticipation. Yeah, so exciting. Couple of months. The next step, first quarter of the year we got got a few weeks left in the, in the, in the first quarter and we should be really keen on what it is that we're going to be doing by the end of q one. So that q two we can start the process of organic are shifting from organic to automated client acquisition.
Nick Hauser: Yeah. This is again, two to three hours. So you know, more isn't always more, sometimes less is more. You're going to focus on you know, devote even more time when you didn't get the team around as you, like you said to focus on selling and figure that out first. Yeah. And then at what point to like it's the decision that we see a lot of people have to make when they're in a done for you agency spot is they can realistically take their prices so high and then it's about do I want to keep hiring people? Where do I want to shift to more of like of a leveraged model like with like a program online where I can, you know, help these agents. Have you thought about any of that kind of stuff as well on your end around
Andrew Neumann: we have, um, that's, that's the next step obviously is teaching them through an automated system. Just like Sam Sam didn't call us, right. That wasn't a thing we saw is add a whole bunch of times on Youtube and followup book. Right, right. And then just basically kind of more more so targeting the brokers themselves because the brokers are leveraging the agent. So the more successful their agents are, the more successful they will be as a broker. Right. And, and that's, that's kind of the next phase of, of leveraging the business so that we don't have to be so involved obviously hiring people that can do the work that we're currently doing will give us that element. But at the same time we're still completely and totally reliant on new client acquisition versus having an entire automated system which makes sense to people. The only thing that we want to make sure that we have is we have a clear system for people to follow in, can do actionable step two, very similar to consulting accelerator.
Andrew Neumann: Like I said, I purchased a lot of different programs in the past where it didn't deliver. It was just hypothetical stuff and stuff you can figure out by going to Google, right? Whereas Sam's course, you go in there and he gives you step by step instructions and sheet and action steps to follow to fill these sheets out, do this thing, and when you do this thing, the results will come. If we found it very practical like you can, you can implement this, this, this is something that you can do that will actually work. It's not theoretical and and that's what we've. We've run into and we don't want to have a another me too system. We watch actually want something that a person can come in, they can follow through in a systematic path and actually go down that to the end result that they'd be looking for.
Andrew Neumann: So we have thought about it. It's just not something that we've prioritized currently at this point in time. I'm mostly because of systematizing the actual business itself so we don't have to be so involved with it. Obviously we're only doing a part time, but we are still. Everything that we do is 100 percent what we do. It's not, you know, other people. It's not leveraged. It's not doing any of that kind of thing. So do you guys like, do you guys work somewhere else? Do. And this is like your side, like business you're building at the moment, are you just. Well, my wife does the results and I, I have a, what you call a job, but it's a job that I worked from home. So, um, it does take up a lot of actual crime but, and that's the reason why we only do this with a part time basis.
Andrew Neumann: And then obviously having a whole litter of pet humans running around. We've got, we've got, we've got our hands full with that and just, you know, meals and laundry and all the stuff that comes along with having six kids. But the, uh, the, the results that we've gotten in, in a very, very part time basis, I mean is just, it's unbelievable. Like, like the, like when I posted in the group, it's just like a, every single time we get a new client it's just like, wow, this works. Like, this is real, this is, this isn't a pipe dream. That wasn't a fluke. The first one we got like an, now we got one year now, then the second one, and then it was like, wow. And then we got one that gave us $15,000 or like detach. This happened like it did and it, it's more and more real every single time it happens.
Andrew Neumann: And then doing our taxes this year it was just like, Oh wow, we need to spend some money. So we started the, uh, we started the corporation, we got some, some obviously more, more stuff for our business, right? So that we didn't have to be in such a high tax bracket. But there's nothing wrong with that. Like, like, well I've always, you know, had the idea that making a million dollars in a year is something that I wanted to do, but it was more of like, yeah, that just sounds nice. Now based off of what we've seen so far, it does not take that many clients to actually hit that number. Right? It's, it's 17 clients. If we have 17 ongoing clients, we will hit that number. That's a $1,060,000 if we have 17 that continued to renew their services on a quarterly basis and uh, all it takes for that, his results, I think they just need to get results and they keep us on.
Andrew Neumann: So it's a willow okay. And yet we do have a plan on creating a, a portal where people can go in and learn this stuff for themselves and implemented in their own brokerage to be able to level up them themselves without our services be able to do it themselves. And that's where we can really separate ourselves from where we're at now. And that's, I think, kind of a key next step after we get the system after we get the business in place, uh, to be able to, hey, who knows, maybe if you had a quarter million dollars a month that's not realistic
Nick Hauser: at this point. Like what so many people found with the program structure is that it takes less manpower. It takes less time overall. You have to sit down and make a good product for sure. And if there's any updates that need to be put in there, keep it up. But as far as the ongoing, like every single day, like running the ads for somebody's checking their campaigns, if you can empower all of them to do that on their own and how to troubleshoot and how to analyze the data, like you mentioned, so important. If you can feed your knowledge into them, then it leverages your time so much better to, you know, be there for them on a few coaching calls each week. You have a group similar that we have. And then you can spend all your time on the phone or you know, doing the phone initially training up a wrap or if your wife does it too, and that just totally like frees up your time and the cash comes in.
Nick Hauser: And then if you have clients who they say, Hey, you know what, this is, this is great, but I would rather pay a premium maybe even more than you're charging now. They can kind of have the best of both worlds while you transition still. That's how we see a lot of people do, are they, it's tough to let go of the done for you because they have the recurring revenue coming in, especially when you're getting your clients results. And then they try to figure out like, how do I do this? Should I do it? Like I don't want to just drop all my clients because one that's just not good business related. Just say, all right, screw this. How do I make this transition? So I think once you get to that point and you're ready to start, you know, doing that, I think that's the kind of the best way we've seen to do it is to know the clients who want to learn more on their own, but they don't want to pay the premium.
Nick Hauser: You can teach them how to do it. You can sell them the version one point, oh, of your program this way. It's, it's good too because you got people who they already trust you, they buy into your process and they know what you're doing is working, so then you give it to them and then they just go and implement and then you're there for support and the other people still want to pay you the high premium. They'll do it all day and then gradually you'll start to see the naturally. We've always found the program is the one that takes over and get you to the quarter million a month and even higher is. It was really cool. I always like when people in the real estate's Malcolm come on here because there is that. We haven't had many clients come in that have taken hold of the real estate niche and we have a few people in the, the bigger type of classical niches like accounting, insurance, but real estate, we don't have one. Somebody who was there, so it's really cool to see people come in, like be getting people crave results and have an interest in the industry. Yeah, I think what you guys are doing is awesome and, and again, like the amount of time you've dedicated doing this already and you've gotten such great results is, is truly amazing.
Andrew Neumann: We thought so. It's definitely worth a shout out to Sam and you guys for everything that you put together because without that foundation we probably would still be doing what we're doing before, which is, it wasn't bad. I mean it was, it was fairly decent, but nothing like being able to really move into the next phase of, of fulfilling your dreams. So hats off to you guys for that because did a good job putting this system together.
Nick Hauser: Awesome. Thanks [inaudible]. Great. To get feedback like that. That's one of the things we try to make it the most because we know people when they start, like they need a little bit of the theory to kind of understand what's going on, but ultimately the theory doesn't get any results like you're saying that you or another courses and programs and you might hear something in the program and go, yeah, that makes sense, but like, how do I do it? Then you have to go to google anyway so you could have gone to google or initially whereas we're having like the scripts and the step by step and you know, don't move onto this next video until you do this and you get like, you know, x amount of people to respond back to you. It's good to hear. You know, you affirmed that like, hey, that stuff works and was a good experience for you. That's great. What would your number one piece of advice be for a new person starting out right now in the program?
Andrew Neumann: Don't get ahead of yourself. Don't look at where you're at now and expect that to be where you're going to be in four or five or six months. Um, focus on where you are in the course and following the steps that you're at so that you can get those results. And that's all we did at a friend a long time ago that, um, he worked with a company that I was working with and he said, I'll be five years old. You just tell me what to do and I will do it. And that right there is basically what we did. We just adopted it. You gave me the Kranz told me where to color. I'm going to color. Okay. And, and that's how we measure pretty much everything that we do whenever it is that we are learning something, does what you're telling me to do.
Andrew Neumann: If I follow that, forget what I know, just come at this with a blank, fresh mind and, and, and just follow the steps as they are laid out and the results do follow. Okay. Was that at 30 day attack? As soon as we started that we did no paid ads. We did not know that, that's not even until two weeks after the Thirty Day of TAC plan. Right? So we, we went in, we had an idea and we started going into these communities where the individuals were at online and just talking to people. And by doing that we discovered the pain points. We discovered the, the, uh, the space where we really fit in. And once we did that, it was, it just went up from there. And the results have been incredible. So if you're on the fence, if you're getting started, you just, it's overwhelming. Yes, it's it. There's a lot of stuff that you think you need to know that you don't necessarily need at this point in time. So take step by step by step, follow the course as it's laid out and the results will be there for you. And that's what we discovered.
Nick Hauser: I think that's a great point too. It's, it's very realistic. What you said is that there is a lot of stuff that like, you know, he needs to know eventually when you think about everything you know now if you knew none of it and you were starting from scratch, you would take a while but to chunk it out and did like, don't you only need to start adding on different pieces at certain stages to not get overwhelmed so you actually can follow the action steps and get the momentum and get the clients in your first, you know, 30 day attack and move on from there to the point where we are now. That's awesome. Closing out here too. Where can people find more about you online? You know there's a broker or an agent who has all this in there. They're interested. Maybe they have some of the challenges that you help solve. Working the phones. You had
Andrew Neumann: courtney face, media.com. That is our website and you just go there, put your information and it takes him to the calendar and you can schedule a time. We can chat and a kind of will. We'll give you all of everything that you need to know on the strategy call. We don't have any intent on trying to sell you on services that you don't necessarily need. If you want to work with those, cool. If, if you want to take what we share with you and run with it, you're welcome to do that as well. Um, that's the easiest place to find us right now. You can obviously google our name, but at the end of the day, just going directly there is where we, we, uh, we reside. That's our real estate online. So, uh, we don't have any groups who don't have anything like that yet. We've just kind of tapped into this space and kind of just fell into it. Um, because we enjoy it at the same time. It's, there's a real need for what it is that we're offering and um, that's where it is. So.
Nick Hauser: Awesome. Where do you, how do you spell that out to last thing you said?
Andrew Neumann: W E r t y just the top of your keyboard. Um, and then face and then media.com. So Courtney face media.com has is what it is.
Nick Hauser: Perfect. Easy enough. Topic Keyword. Andrew, it's been great speaking with you. Best of luck we would forward here to you and your wife and how you guys are going to crush it. Let me again, two to three hours per day. Would you use double that time and keep the same effort? You'll be at that hundred grand in 2:50 per month and no time outstanding. All right nick, appreciate your time. Yep. See Ya. Take care. Have a good day.