How Bill Pipes got 40 agents over the million-dollar mark with data-driven selling

Loida Velasquez00:02

So today’s episode, I wanna touch on how to stand out in a competitive market, because I hear it all the time. There’s probably agents watching this that are like, “You know what? I’m calling expireds, I’m calling for sale by owners, but it feels like everybody’s calling them.” Like, how do I stand out?

Bill Pipes00:18

See, when two people meet, the person that has the most certainty is gonna have the greater influence on the other person, and I wanna say that again, ’cause it really is an important point. I study influence. It’s something that’s important to me because I wanna be able to have my clients and our coaches and our coaching clients be able to have massive influence. Well, in influence, you have what’s called an authority score, right? Authority score means, like, the way that someone perceives you.

00:43Well, unfortunately, real estate agents, I’m not sure if you know this, their authority score is very low. In fact, USA Today used to do a poll, I’m sure it’s very similar to what it used to be a couple of years ago, that real estate agents battle it out for the bottom two positions with used car salespeople.

01:00But see, when I start using data, my authority score increases at that point. They don’t look at me like a realtor. They look at me as a business professional that understands economics and market trends, and that creates trust, and that creates respect, right? And rapport for us to work together.

Loida Velasquez01:37

Do you stand out in a competitive market? Whether you are a new agent or you have been in the business for a while, perhaps you are currently in an area where you think that there’s a lot of agents, there’s a lot of competition, and you’re struggling to figure out exactly what you need to be doing to stand out.

01:53Well, if you’re in that case, get your pen and paper ready, and get ready to take some notes, because today’s guest is gonna break down exactly what tips and strategies you need to be focusing on to take your business to the next level. So with that being said, I wanna bring on Bill Pipes. So Bill, welcome.

Bill Pipes02:10

What’s up, Loida? It’s so good to be here. So good. You know what’s crazy about Vulcan7? I’ve known Ren for years, right? And we grew up in the world of this dude is where Ren and I first met. I keep this guy on my desk. Big shout out to MF, to Mike Ferry. I remember Ren as an agent, Ren as a coach, right?

02:31And then seeing him take this years ago and be able to actually bring something to the agent population with data and numbers and calling, et cetera. So I just… Big shout out, Ren. Love what you do, so.

Loida Velasquez02:45

Awesome. Yes. So for everyone that’s watching that maybe is not so much familiar with you, can you share a little bit about your background?

Bill Pipes02:50

Yeah, for sure. I’ve been in the space of real estate since I was about 18 or 19 years old. My mother was a real estate agent. Got introduced to Mike Ferry at 21 years old. I was in a PhD program at University of California, Irvine. Had really no plans of doing real estate at that time, or any coaching and training.

03:10I was gonna be a professor, was my goal, for comparative literature. And Mike took me underneath his wing and said, “I’m gonna teach you everything that I know.” I went and worked with him. He said, you know, like two years. I stopped my PhD program at University of California, Irvine, and two years turned into 29 years, right?

03:29And so Mike taught me… You know, I worked with him for about 10 or 11 years. He taught me as much as he could. I was almost family to him, so I got to learn with him and Matt and Tom and the whole crew, and obviously started my own real estate team, mortgage company, left there. We had a company called directlender.com, and we grew that, myself, my partners Aaron Chua and Ryan Marshall.

03:51We grew that from about 87 loan officers and backend support all the way up to over 3,000. Hit 2008, as we all know. We kept doors open on that. And at that time I was still working with Mike, and I found that my passion for teaching translated over into a passion for being able to teach people how to actually grow their business, and business development and marketing and discipline, et cetera.

04:18So now… Went with Tom for a little bit. Now I got my own company, right? Went with Tom for a decade, and, you know, big shout-out to Tom as well, too. Tom is the thousand-pound gorilla in the industry, and he’s that for a reason. He does what he does really well.

04:35So I’ve had the chance to be around some of the best individuals on the planet when it comes to growth and mindset and business opportunities, specifically in real estate. Now I got my own team, my own company called G3. Right there. And we really… We’re for that agent that is earning 100, 200, $300,000 a year and is looking to be able to go to seven figures.

04:57That’s our promise, is someone gives us three years at the longest time, and we’re gonna get them over that seven-figure mark, and we’ve done it for 40 people already, you know, over the last couple of years. So we’re really proud of that, yeah.

Loida Velasquez05:08

That’s awesome. That’s awesome, and congratulations on all of that.

05:12And it’s crazy that you went to school to get a PhD, and you said literature, right?

Bill Pipes05:19

Comparative literature. Okay. I was gonna be teaching how, in post-modern literature, the archetypal myths of the hero show up in all of those. And so, yeah, so it’s comp lit, a religious minor, and history major.

Loida Velasquez05:36

Wow.

05:38That sounded like a mouthful.

05:41Absolutely. How funny. So. Yes. So today’s episode, I wanna touch on how to stand out in a competitive market, because I hear it all the time. There’s probably agents watching this that are like, “You know what? I’m calling expireds, I’m calling for sale by owners, but it feels like everybody’s calling them.

05:56Like, how do I stand out?” So first of all, where can an agent get started if they’re maybe even in that position?

Bill Pipes06:04

So I think that if you really look at real estate today, it’s really different than it was… I mean, there’s similarities. There’s some fundamentals that stay the same always, but in the last 10 years, the consumer has become a lot more educated, right?

06:18They’re taking more time to do their research. You know, 10 or 15 years ago, Facebook really wasn’t around or was fledgling, and Instagram wasn’t around, and the net wasn’t quite what we go to, and YouTube definitely wasn’t what it is right now. But in today’s world, the consumer has an ability to be able to actually do a lot of research, right?

06:36Research on the market, research on the agent, and they’re making decisions, right? They’re making decisions based upon the information they get from the market on whether they move forward or not. They’re making decisions on the agent on whether this is the agent I’m gonna move forward with. So I think taking that into consideration, whereas in the past it was like newspapers and maybe some articles on the web, but now everyone is spending a lot of time researching.

07:06So here’s the challenge I think that has taken place, and this is what I teach. I teach what’s called education-based, data-driven selling. It’s a specific type of selling that we’ve coined and we’ve created over here, where we look at our agents… We’re committed that they are the most educated agents on a macro and micro level.

07:25Macro in terms of what’s happening with the national market, being able to talk intelligently about it, understand it, right? And on a micro level for their local, hyper-local communities, right? And their hyper-local market. See, when two people meet, the person that has the most certainty is gonna have the greater influence on the other person.

07:42And I wanna say that again, ’cause it really is an important point. When two people meet, the person that has the most certainty is gonna have the greater influence on the other. Now, you look at if a buyer or a seller is taking their time and they’re spending maybe 30 minutes to an hour researching, watching the news and the media, they create a narrative.

08:01That narrative is, in many cases, a false narrative because of where they’re getting their information from. The media, online, YouTube, right? Isn’t filtered for truth. In many cases, the algorithms play into… I mean, the media’s not gonna show you all the good news. They’re not gonna talk about how great the market is until the market is substantially better.

08:19And on YouTube and Instagram and all these other places people are getting information, the algorithm plays into more shock and awe and what’s gonna get eyes on it, so that people stay on the platform. So our job right now as an agent is different. It’s similar, but different. We still are great salespeople.

08:38But selling in today’s world, the way you wanna stand out is you need to have a massive knowledge base in terms of mortgage interest rates. Why are they moving? What is the economics behind it? You need to be spending 15 or 20 minutes a day studying Altos Research on YouTube, HousingWire, listening to Logan Mohtashami and Sarah in the interviews that they do, right?

09:05Being able to dig into the data that is being pushed out by Keeping Current Matters. See, when you have that, if you wanna stand out, right, well, you’re gonna stand out in your conversation, because you’re gonna be able to actually have intelligent conversations based upon facts and data, not upon opinion. And that automatically separates you from the rest of the competition.

09:29See, when I can get on there and someone says, “Gosh, I think… Lloyd, I’m thinking about actually waiting until the interest rates go back down.” And I say, “Gosh, I can totally appreciate the fact, Lloyd, that you’re thinking about waiting till rates go down. When do you think that’s gonna happen?” “Oh, Bill, well, we saw something on YouTube that said rates are gonna come back down in the second half of this year.”

09:48And I can say, “Well, fantastic. I’m just curious, Lloyd, are you familiar with what interest rate swaps are?” “No, I’m not.” “Well, an interest rate swap is an investment strategy used by institutional traders to project what’s gonna happen with interest rates. Do you know where the swaps are coming in, what the smart money is saying?”

10:05“No, I don’t.” “That the Fed’s gonna cut rates in May.” Now, I can go into the rest of that. That’s a script. It’s a dialogue that we teach, where I can say, “Gosh.” And now automatically, just by me doing that, then I wanna follow that up with, “Can I share with you what makes me nervous about rates coming down?”

10:23Okay? “What do you think is gonna happen when rates come down to the amount of buyers that are coming into the market,” right? “Oh, it’s gonna go up.” And I can back that up with data then at that point. I can say, “You’re absolutely correct. In fact, in the last week, we’ve seen an 11% increase in the amount of mortgage purchase applications.

10:41That’s 11% more buyers in the market, and that’s four weeks of mortgage applications increasing.” Now, I’m not giving my opinion at all. What I’m doing is I’m using that data to be able to build a case and handle that objection, ultimately turning around and saying, “With more buyers in the market, rates coming down, what do you think that’s gonna do to the level of competition that you ultimately have?”

11:04Right? So I just stood out from the person who said… You know, the person goes, “Well, we think rates are gonna come down in the second half of the year.” “Yeah, you’re right. So when can we set an appointment?” Right? So I gotta use that data to back up and to be able to actually build a case, a narrative if you will, around why it’s in the best interest for a client to take action now versus waiting until the future.

11:35Does that make total sense?

Loida Velasquez11:36

Absolutely. And I’m glad that you brought up that example, because I think a lot of agents are hearing that right now. So for everyone that’s watching, you might need to go back and rewind and listen to everything that Coach Pipes just said, because it sounded perfect.

11:50I’m over here with, like, a little smile. I’m like, “Yes, that’s absolutely what agents need to hear.” So thank you so much for that.

Bill Pipes11:56

Well, and you know what’s interesting is, in influence… And, you know, I’m a master practitioner at NLP, and I’m not saying that to impress, but it’s to really help everyone know that I study this.

12:08Like, I study influence. It’s something that’s important to me because I wanna be able to have my clients and our coaches and our coaching clients be able to have massive influence. Well, in influence you have what’s called an authority score, right? Authority score means, like, the way that someone perceives you.

12:24Well, unfortunately, real estate agents, I’m not sure if you know this, their authority score is very low. In fact, USA Today used to do a poll, I’m sure it’s very similar to what it used to be a couple of years ago, that real estate agents battle it out for the bottom two positions with used car salespeople, right?

12:41Because of the lack of preparation, the lack of professionalism that exists inside of our industry. Now, I know if anyone is watching this, you’re not that. You are someone that obviously takes this serious. You’re someone that engages in improving yourself, et cetera.

13:00But see, when I start using data, my authority score increases. They don’t look at me like a realtor, they look at me as a business professional that understands economics and market trends, and that creates trust, and that creates respect, right, and rapport for us to work together.

Loida Velasquez13:23

And then they see you as an expert, too.

13:25Now they’re… Now you’re not just another agent. Now it’s like, “If I need to know what’s going on, I know Bill’s gonna tell me exactly what’s happening.”

Bill Pipes13:32

You absolutely have it. Whereas a lot of agents… Now, let’s take this even one step further. We’re obviously talking about this in relationship to conversation, right?

13:41However, you now take that same education-based, data-driven selling process and you pour that into your videos that you’re doing. “Today what we’re gonna do is we’re gonna unpack and we’re gonna talk about how the impact of the decrease in rates is working against some buyers.” Right? And then I go through that.

14:01“Today we’re gonna talk about the increase in mortgage purchase applications. Today we’re gonna talk about…” And you start bringing that data from KCM, Keeping Current Matters, Altos. These are my go-tos. Altos Research, Mike Simonsen, big shout-out. This dude, absolutely fantastic. Go to YouTube, A-L-T-O-S, and you’re gonna get a bunch of information, a bunch of data that he’s putting out, right, specific just to real estate and real estate agents.

14:31Logan Mohtashami and Sarah from HousingWire. If you’re not subscribed to HousingWire Daily, where they give you the information, right, and it’s daily. Like, every single day it’s different stuff, but once a week to twice a week Logan and Sarah go on there, and Logan unpacks and says, “Here’s what’s going on.”

14:50And so you start to learn that, right? And it begins to make sense. I mean, yesterday I watched the 45-minute announcement from Jerome Powell on January the 31st. And I know there’s other stuff I’d rather be looking at during my lunchtime, but I wanted to be able to know what he said, because then I can turn around, if I’m an agent,

15:13I can turn around and say, “Do you know who Jerome Powell is? Do you know what he said? He said we’re not cutting rates until this time, right? He said that May is when it’s gonna happen. We have a window of opportunity for about 45 days, Mr. and Mrs. Buyer, where the competition may be a little bit lower before rates drop down, where you still have homes to choose from and where prices haven’t gone up dramatically.”

15:37Right? Okay. And so now I can quote prices going up. You know, the National Association of Realtors projects that it’s a 2.6% increase in… So I’m just using this data to be able to actually do the heavy lifting. Does that make sense?

Loida Velasquez15:50

Yes, yes, and I’m glad that you’re bringing this up, and how the fact that you took 45 minutes of your lunchtime to watch and read this, because I think also sometimes the issue is that agents get lazy and they’re like, “You know what?

16:01Like, I’ll probably hear it from someone else,” instead of, let’s listen, let’s learn, and now we get that information, and it’s part of our tool belt so that we can stand out when we’re meeting with our clients. And you mentioned communication and how we speak. That’s another way for you to be able to stand out.

Bill Pipes16:18

Yeah. I learned a long time ago that knowledge equals confidence. Knowledge equals confidence. Ignorance equals fear. And the more knowledgeable… And also, like, when I’m learning something, I get excited to talk about it. You ever had that happen? You learn something new and all that you talk about is that one thing, and you’re like, “Oh my gosh,” and this and that, right?

16:38So, you know, that’s what I notice with the agents inside of our ecosystem, you know? And they’re freaking badass warriors, man. I mean, they do this, they spend 15 minutes a day going to those resources, getting their little hook, getting educated, knowing what’s taking place, and then being able to take that and transfer it over into the conversations and the dialogues that they have.

16:57You wanna stand out from the rest of the bozos that are out there that give their opinion, that’s how you do it. You know what I mean? So, you do it in your conversations, you do it on video. A lot of our lead follow-up that we’re doing is we’re taking some of these, like, screenshots of, like, the projection of house price increase.

17:16We send it out. Like, the agents send that out as an email, right? With the screenshot on there, says, “Hey, just came across this information that concerns you. Look at what’s happening to home prices or what the projection is. Let’s talk in the next 24 to 48 hours.” Now, that’s my lead follow-up for the week.

17:35I send that out to all of my leads of people that I’ve spoken to, and my follow-up becomes really simple. “Hey, Loida, it’s Bill Pipes. How are you? I’m giving you a call back just like I said I would. Still planning to sell the house and buy a home over in Glenwood, and you’re gonna do that in the next, you know, 60 to 90 days?”

17:52“Yeah, Bill, we are.” “Did you see the email I sent you?” “No. Yeah, Bill, we put eyes on it, but tell me more about it.” And then I’m having a conversation about that email, right? That has the data, and then I spin it over into how it impacts them positively or negatively, so.

Loida Velasquez18:09

Exactly.

Bill Pipes18:09

Makes it easy, you know?

18:11Like, simple.

Loida Velasquez18:12

And then I also feel like that makes the agent seem like, “Hey, you know, I’m not just trying to get a listing or trying to get a commission check. I’m here to let you know what’s going on, because it might potentially impact your buying or selling needs and what your future might look like.”

Bill Pipes18:28

You got it. You know, one of the things that I learned, took me a while to learn this, is that a buyer’s gonna buy and a seller’s gonna sell. When a buyer buys and a seller sells, they’re gonna do it on their time, terms. They’re gonna do it on their time. What our job as an agent is, is to take the time to continuously educate them through our follow-up and conversations, whether that’s a lead, whether it’s our past clients and sphere, so that when they actually do hit that, where…

18:55There’s two things that I notice need to take place. They need to overcome their risk adversity, ’cause people don’t move forward because they’ve got a risk adversity. “I’m afraid I’m gonna make a mistake, and rates are gonna go up, and rates are gonna go down. I’m gonna miss an opportunity.” But also their level of motivation, and those two things run concurrently, right?

19:11So if I have a high level of motivation, I probably have a little bit higher level of risk adversity, because the fact I need to do something right now, and so I’ll overlook the situation, right, a little bit more. But see, my job as an agent, your job as an agent, is not to convince someone to do something.

19:27It’s to educate them so that they can make a decision based upon their risk adversity, their level of motivation, right? To make a more informed and intelligent decision. And what we know is this: educated and motivated buyers and sellers always make more intelligent decisions. But what we don’t do as an industry is educate, and that’s the key.

19:48You wanna stand out, get out of this whole role of, “I’m gonna sell and close,” although I still believe in closing, right? “I’m gonna sell and close,” to, “I’m gonna educate and help move forward.”

Loida Velasquez20:01

Exactly. And I think at the end of the day, once you do that, your client is gonna be much happier too, because obviously they saw that you are an expert, you educated them, they made a good decision that they’re not gonna regret in the future.

Bill Pipes20:14

You got it. Yeah. And you know, people can feel it too. You know what I mean? We’ve all had that experience with a salesperson, Loida, where you can clearly tell it’s about the deal, and it’s about them, and it’s about the commission. You feel it.

20:29Have you ever had that happen before where you’re like-

Loida Velasquez20:31

Oh, yeah.

Bill Pipes20:31

Yeah, you get home and you’re like, “I’m burning these clothes.” That’s it. I don’t wanna have any of that around me. But they also can feel, and I can get into the science of this, that we have mirror neurons in our brain, and the mirror neurons actually energetically pick up.

20:45That’s why… Pick up the thoughts of other people. That’s why you could be sitting, having drinks with a friend or dinner, and you’re having a conversation, and they say exactly what you were thinking, and you go, “Dude, I was just thinking that. I was just gonna say that.” And that’s not by happenstance or coincidence, and this isn’t some woo-woo type of thing.

21:04It is that we are designed to sort of mind-read a little bit. We have things called mirror neurons. I won’t get into it, but you can Google mirror neurons and you’ll hear all the scientific data behind it, right? When you show up and your goal is, “I’m getting this sale. I’m gonna close this deal.

21:20I’m gonna get them under contract,” they pick up on it. Energetically they do, right? And in the same way, as you show up and go, “My goal is to educate them. I’m gonna be a stand for them. I’m gonna help them see the opportunities. Their job is to adopt this and move forward,” A, you will stand out. Not only are you educating, but it’s about them and not you.

Loida Velasquez21:43

Absolutely.

Bill Pipes21:44

Now, be clear, I love closing. Don’t get me wrong, dude. I love to close, but I love to earn the right to close from the education of the client, so.

Loida Velasquez21:54

Yes. Yes. So now I kind of quickly wanna shift, still to standing out, but I know you brought up video. I love video. I tell agents, you know, video’s gonna help you stand out.

22:04So go ahead and kind of share your tips and strategies when it comes to videos that agents should be implementing.

Bill Pipes22:11

Number one, even if you think they suck, excuse my language, get it out there. Because the crappy video that you do is better than the perfect one that stays in the can. Now, this is coming from me, I’m a perfectionist.

22:24I literally was shooting a marketing video for my team, right? That my marketing team needed, and I shot 45 takes of it. And I finally got done, and I send it over to them. I go, “This took me 45 takes.” They go, “Just shoot it one time and we’ll, like…” And that’s very uncommon for me, ’cause normally I can one and done this.

22:41But I go through the same thing. Oh, I want it to be perfect. I want this to be good, et cetera. Talking to multiple individuals that I know who are in our marketing company, number one is, A, something that goes out there that doesn’t negatively impact your brand is better than something that you don’t do, obviously.

23:00Well, why is that? Because the key to great marketing isn’t just the cuteness of it, the uniqueness of it, et cetera, it’s the consistency of it, right? Loida, if you think about GEICO or Progressive, which are two of the big names that actually come up most of the time when people think car insurance, or Liberty Mutual, why do we think of those three?

23:24Well, it’s because you see them all over the place. You turn on the Liberty, Liberty, Liberty, right? And GEICO, I remember a really great commercial that GEICO did on the radio a long time ago. It said, “Hi, this is GEICO, and we know you’re probably frustrated with hearing all of our commercials, but if you change the station to go to

23:41another station where there isn’t a GEICO commercial, you’re probably gonna hear us there. So, GEICO,” right? And then they go into it. I’m like, “That is so brilliant,” because they know, these people that have hundred-million, maybe even billion-dollar budgets for their ad campaigns, they know that it’s consistency that’s gonna work.

23:58So that’s number two. I think number three is to be able to actually, again, use your video to stand out by bringing information, data, to the public. Okay? Give the alternative, like the alternative to what the media is saying. “Hey, I know the media’s been telling you guys this, but let me give you an alternative reality of what’s taking place.”

24:19Right? So you wanna have a portion of what you do actually be in that education base. Think about what are some of the major questions that you’re getting from your buyers right now. If you get that two or three times, turn it into a video. A seller, like, evergreen type of things that sellers ask: “We want you to cut your commission.

24:39We’re thinking about pricing it high, coming down low a little bit later. Maybe we’ll sell it ourselves.” All of those become videos that you shoot where you’re handling objections and talking about why it is that these are good or bad ideas, right? So I think you get the chance to have some of that evergreen content while you’re still dealing with more of the market-sensitive, time-sensitive type of stuff as well, too.

Loida Velasquez24:58

Yeah.

Bill Pipes24:59

Do you wanna know what the best marketing tool is?

Loida Velasquez25:01

What is it?

Bill Pipes25:03

Picking up the phone and making calls, right? Honest to goodness, it is the lowest cost basis, and everyone is looking at marketing as a way not to do the hard. And what I’m gonna tell you is every single one of the millionaires, the 40 of them now at this point in the last couple of years that we’ve gotten over…

25:19When I say millionaires, meaning they were at two, three, 400. We got them over working together. They got themselves, we just guided them and held them accountable. They got themselves over that million-dollar mark. They all prospect. And they don’t use their marketing as an excuse not to. They use their marketing as a layer on top to make their prospecting that much more effective.

25:40So here’s what I always say. The best businesses are prospecting based and marketing enhanced. The best businesses are prospecting based and marketing enhanced. So.

Loida Velasquez25:52

There you go. You heard it here. Coach Pipes, you actually have to pick up the phone, everybody.

Bill Pipes25:57

That’s right.

Loida Velasquez25:58

Not that easy.

Bill Pipes25:58

This is not some computer.

26:00This was originally designed for you to talk to human beings, not to like and heart their stuff, right? Like, we have this component on here that’s a phone. I know it’s the tiniest port down here on the right, but you can use that to call people, and it works really well. So.

Loida Velasquez26:14

Yes. It can make you millions.

26:16There you go.

Bill Pipes26:17

It will make you millions. Yes, it will. But it’s hard. Let’s be very clear, Loida. It’s, like, getting people hang up on you and call you names that your mother didn’t give you, none of that is fun. But you know what? I think of my buddy David Goggins, you know?

26:32Like, if you can embrace the hard, it’ll separate you from the rest of the pack as well, too.

Loida Velasquez26:35

Exactly. Yeah. Exactly. So as we wrap this up, go ahead and tell everyone about your programs, your coaching, and how they can connect with you.

Bill Pipes26:44

Well, our goal is to do just a few things and do it really well, right?

26:49So, like, what do I put it with? We’re In-N-Out. We do hamburgers and fries, right? So at a very high level. We’re not a Cheesecake Factory, where there’s a whole… Have you ever been to the Cheesecake Factory, and you order, like, the bible of food? Like, and you’re just like, “What do I choose?”

27:07I think a lot of coaching companies lean into that, and they say, “We’re gonna give a whole bunch of stuff.” No, we do a couple things and we do it really well. Number one, we have our coaching, right? And you can go to coachpipes.com, and you can find out a little bit more about our coaching. Our coaching is really designed, like I said, for that person that is committed to business as business.

27:22It’s not for the part-timers, you know? It’s for the person that’s like, “Hey, I’m making 100, 150, 200, 250, 400. I wanna go to a million,” or, “I’m making a million and I wanna go to two or three.” So you can find out about that. We have our G3 Nation, which is amazing. And our G3 Nation is our subscription-based program where every single week it’s a live one-hour training webinar with myself, with a seven-figure earner.

27:46We’re bringing in entrepreneurs, right? So it’s one hour on Tuesdays. We have a morning huddle, Facebook group, resource center, et cetera. And Loida, it’s crazy. Until March, we’re holding that at 49 bucks a month and giving people a 30-day free trial. It’s insane. We’re getting such good feedback.

28:02You can go to www.g3nation.com, right? And be able to get the 30-day free trial. And we say, “Check it out. If you don’t like it, you don’t have to stay.” But we have added close to 300 people in the last 30 days of January to that, so that’s going. And we do events. And May the 6th, 7th and 8th, we have our Sales Power event, which is a three-day sales and strategy training where we go scripts, dialogues, strategic approaches to lead sources, right?

28:36And it isn’t just me. It’s top-producing agents sharing, like, what they do internally, externally, out to everyone who’s a participant there. So that’ll be in Orlando, May 6th, 7th and 8th. So multiple options there, so.

Loida Velasquez28:49

Awesome. Yes. And we’ll make sure to put all of your links in the description box below.

28:54Yeah. Bill, Coach Pipes, today has been amazing. For everyone that’s watching, you know, if you thought this was good, you definitely have to go to G3 Nation and everything that Coach Pipes has to offer. So thank you once again for today, for the past couple minutes. Everyone, rewatch this episode.

29:10And with that being said, we’ll see you on the next one.

Bill Pipes29:12

Thank you. Crush it, guys.