How Bryan Casella opens expired and FSBO calls by matching the seller’s emotion

Bryan Casella00:00

Stick to the basics. Agents are scurrying like, “Oh, what do I do?” And what I’m finding is the vast majority of agents and people in our industry are blind to what we always did and what always works, and they’re trying to find some new solution. You’d be surprised how few people have a legitimate business foundation, are contacting their sphere of influence, are making cold calls and door knocking, and doing the traditional stuff that we’ve been talking about for over 10 years.

00:28Very few people are doing it. The traditional stuff is always where you need to stand on and build your foundation because that will stand the test of time. All this other stuff, we don’t know.

Loida Velasquez00:52

Wanting to have better conversations on the phone, especially when you’re calling expireds and for sale by owners? Well, in today’s episode, we have an amazing guest that’s gonna share with us more communication tips so that you can be better at having conversations and converting your leads. So with that being said, I wanna bring on Bryan Casella.

Bryan Casella01:15

What’s up, Loida? Vulcan7 and family, what’s going on?

Loida Velasquez01:18

What’s going on? For everyone that’s watching that maybe is not familiar with you, can you just kinda give a little bit about your background?

Bryan Casella01:25

Sure, absolutely. So, BC, leader of Team BC here in Miami now, originally from LA. I got into the real estate business 10 years ago, a little bit more than 10 years ago now.

01:34It’s crazy that it’s been a decade already. I built my business doing the traditional stuff. I continue to preach it. I built up YouTube to over 200,000. Our team, once we joined eXp, went nationwide. We’ve done upwards of 130 million in volume, and it’s always been based on the foundational stuff.

01:54I’ve transformed a lot in the process, but now I’m coaching and training, growing my agent network at Real Brokerage, which is who we’re with now, and it’s still predicated on those principles, and we still focus on just having better conversations, becoming a better communicator, and becoming the best version of yourself.

Loida Velasquez02:09

Awesome. So I’m glad that we’re gonna be talking about communication because I think that that is something that a lot of agents struggle with. Maybe they are having people that pick up the phone, whether it’s an expired, for sale by owner, or whoever it is, but they’re just not getting through to them, or maybe they’re getting hung up on, or maybe they’re getting reactions that just kind of put people off.

02:30So can we get started maybe with some tips in regards to just how to be good at the 30 seconds when you make a phone call?

Bryan Casella02:39

Yeah. Whether you’re at the door, out on the street, or on the phone, I think the toughest thing for agents and salespeople in general is… If I was to give an example, right?

02:51Let’s say Loida and I have a conversation, and we’re not recording or we’re just talking here. We have a level of comfort, and we have a certain tone that we use, and when we ask questions it’s gonna sound and come off a certain way. The biggest mistake that agents make is when they make the calls because they’re nervous or maybe they’re not good yet, that that you would have in a conversation completely goes out the door.

03:15So now their voice is tight. They default to, “Well, what have people told me? What am I supposed to sound like?” So when we call, now instead of saying, “Oh, hi. Is Loida there?” You go, “Oh, hello. Is Loida there?” Right? ‘Cause they teach us you have to be enthusiastic. Now, that enthusiasm that you give on the phone isn’t the same enthusiasm that you would give in person, and that’s the first disconnect that people have is now when you go on the phone you don’t sound like a human being.

03:41You sound like another salesperson who’s just trying to call them, right? The second thing is linguistically, right? The words that we use and the patterns. It’s of course important that we learn the script, right? “Hi, my name is Bryan. I’m with XYZ Realty, and I’m looking for Mr. Johnson. Is Mr. Johnson there,” right?

03:57That’s good to learn, but once you actually start making calls, you have to what I call humanize that. How would we say that if it was our friend or our mom? You wouldn’t say, “Oh, hello. Is my mother, Miss Johnson, there?” You wouldn’t say that. You would say, “Oh, hey. Hey, Mom,” or, “Hey, Miss Johnson,” right? Or, “Hey,” and then the first name.

04:13So those are some of the tweaks that they can make initially. The other piece, and this is the third piece to it, and this is the biggest violation, is when you call somebody or you enter their world, that’s what I call it, you have to meet them where they’re at emotionally. So if I call Loida and she’s upset and she’s an expired, I’m gonna have to become, or at least sound, upset to them when I’m responding to them.

04:35This is the quickest way to connect with somebody. ‘Cause we connect on a logical level, but more so on a subconscious level, which is energetically, right? It’s almost like if, let’s say we create a scene where we’re at a funeral, right? When you’re at a funeral, you understand what that vibe is and that energy.

04:52If I come into a funeral with a club vibe, jumping and dancing, that’s a violation of the environment, and everyone’s gonna look at me like I’m crazy and kick me out. I need to come in with the same vibe. So if somebody’s upset, what do we typically do? We wanna apologize. “Oh, no, I’m so sorry. I didn’t mean to bug you.”

05:09That’s wrong. You need to be upset with them, right? So those are some of the three basic things that you can do, and I know it’s difficult because a lot of people aren’t good yet. But those are the focuses that you need to have, because if you can’t break through the beginning of the call, you’re never gonna have conversations with people and even be able to ask the questions that you need to have a productive conversation and get leads and get appointments.

Loida Velasquez05:32

Exactly. And I’m glad that you’re bringing all of this up because for anyone that’s watching this, you can even go to Bryan’s YouTube channel. You can see a lot of videos, even cold calls that you have done, where you can see a lot of these little things in action. So something that I wanna do that I don’t really do a lot in these interviews, but I think it would be great to kind of demonstrate it, is that I wanna do a little role play

05:53where I’m the seller, you’re the agent, so that people can see it in action, everything that you just mentioned. Okay. So you’ll be the agent, so you can do the ring ring.

Bryan Casella06:02

And we wanna do what, an expired?

Loida Velasquez06:03

Yeah, we wanna do an expired.

Bryan Casella06:04

Okay, great. Ring ring.

Loida Velasquez06:07

Hello?

Bryan Casella06:08

Hello, Loida?

Loida Velasquez06:09

Oh, is this another agent?

Bryan Casella06:11

I’m not the first agent calling you today, am I, Loida?

Loida Velasquez06:14

No, you guys all sound the same. I mean, you guys probably use the same script. I’m not looking to sell.

Bryan Casella06:21

Real quick, Loida, before I let you go, is this what you expected to happen when you put your home on the market six months ago?

Loida Velasquez06:27

No. In fact, I didn’t know this was gonna happen.

06:30I mean, I wanted my home to be sold five months ago.

Bryan Casella06:35

So about 30 days in, what did that look like? Did you already get offers? What was your agent telling you? Where were you guys at?

Loida Velasquez06:42

Initially there was a lot of activity and then the market started to change, interest rates started to go up, and then, I mean, I have no idea.

06:50The agent kind of fell off the earth. Never heard from them again, and at this point, I’m getting bombarded with so many phone calls that I just don’t even wanna talk to an agent.

Bryan Casella06:59

Yeah, I understand. What do you think went wrong?

Loida Velasquez07:04

Maybe the interest rates. I don’t think there’s any buyers out there.

Bryan Casella07:07

Okay. Aside from the interest rates, do you think there’s anything your agent could have done or strategically could have been done to get your home sold?

Loida Velasquez07:13

At this point, I don’t know. I just know that they didn’t do the job that I hired them for, and now I’m getting a whole bunch of annoying phone calls from your agents.

Bryan Casella07:21

Okay. The home not selling, how has that affected your plans moving forward in the future?

Loida Velasquez07:27

Well, I wanted to be in Nebraska by Christmas, and I don’t think that’s gonna happen anymore.

Bryan Casella07:33

Okay. We’re… Today’s October 26th, right?

Loida Velasquez07:36

Mm-hmm.

Bryan Casella07:37

Is that still a part of your plan to be in Nebraska by the end of the year?

07:41I mean, if you could.

Loida Velasquez07:43

Well, yeah. I mean, ideally I would wanna be out there before Thanksgiving, but at this point I don’t think I can even trust any agents anymore.

Bryan Casella07:50

No, I get it. I mean, I would feel the same way. What do you think is gonna have to happen for you to be in Nebraska by the end of the year?

Loida Velasquez07:59

At this point, I’m just getting so many calls that I just have to really think would I even wanna do, or even if I wanna move anymore.

Bryan Casella08:08

Right. I understand now. How long in the sale, ’cause you were on the market for six months, right?

Loida Velasquez08:13

Yeah.

Bryan Casella08:14

At what point do you feel like you started to lose hope?

Loida Velasquez08:17

Well, we weren’t really in a rush in the beginning, but then after three, four months, I was seeing some of my neighbors selling and my home wasn’t selling, so that’s kind of when I was like, “You know what?

08:28Maybe it’s a sign. Maybe we shouldn’t move.” And on top of that, the agent, I have no idea what happened to them.

Bryan Casella08:34

They just disappeared on you after 30, 45 days, something like that?

Loida Velasquez08:38

Yeah, and the next thing you know, apparently my home came off the market and all you agents are calling me from 7:30 this morning.

Bryan Casella08:46

Right, yeah. Now, do you know why everybody’s calling you today?

Loida Velasquez08:50

Why is that?

Bryan Casella08:51

Well, when you’re on the market, you were under contract, right, for six months with this agent. Even if I saw something wrong or something that I would change, it’s illegal for me to reach out to you as a homeowner because you have an established relationship with that agent.

09:04Make sense?

Loida Velasquez09:05

Yeah.

Bryan Casella09:06

So today actually is the first opportunity for us to reach out to you. Now, what you’re wondering is out of all the people calling you, who can actually help you, right?

Loida Velasquez09:14

Yeah, what makes you so different from the last agent that called me?

Bryan Casella09:17

Of course, and I’m sure you’re wondering that, and no matter what I tell you, it would be tough for you to believe anything that I say, right?

Loida Velasquez09:24

Yeah, I mean, you guys all sound the same.

Bryan Casella09:26

I understand, though I’ll cut to the chase later ’cause I don’t wanna waste your time, right? If it were possible for you to be in Nebraska by the end of the year, is that something you would be open to exploring if it could actually happen?

Loida Velasquez09:39

If it could actually happen, I mean, yeah, absolutely.

Bryan Casella09:42

Okay. So this is what I recommend, right? I understand the skepticism. I’ve been there. You have every right to be skeptical, as you should. Would you be open to meeting for 10 or 15 minutes just to have a discussion to see if this is possible for you sometime in the next two to three days?

Loida Velasquez10:00

Perhaps, but I mean, I don’t want you to come over, waste your time, and make me sign this agreement because I just don’t wanna do that.

Bryan Casella10:08

Cool. And we’re getting way ahead of ourselves, right? This is just a conversation. So here’s what I recommend. Today’s the 26th. I believe today is Thursday. Let’s pencil something in for Saturday. I’m assuming, ’cause I see here Mr. Johnson is on the title, that would be your husband, correct?

Loida Velasquez10:22

Yes.

Bryan Casella10:23

Cool. This is what I recommend. Let’s pencil something in for Saturday. Check with him to make sure you guys are still on board, ’cause at this point it sounds like you’re still open to the idea that if you could be in Nebraska, you would wanna go, right?

Loida Velasquez10:35

I mean, yeah, absolutely.

Bryan Casella10:37

Okay. Now, if you approach him and say, “I believe I have a solution to get us to Nebraska by the end of the year,” what do you think he would say?

Loida Velasquez10:45

I mean, he would have to see exactly how that plan’s even gonna work because that’s what the last agent told us.

Bryan Casella10:52

Cool. But I mean, if it was possible, it sounds like he would still be open to it, yes?

Loida Velasquez10:57

Yeah, I’m sure he would.

Bryan Casella10:59

Let’s do this. Let’s pencil it in for Saturday. You talk to him, and I’ll check in with you tomorrow around this same time.

11:04It’s 2:40 right now. I’ll check in with you at the same time just to make sure that conversation went okay, and if you guys have any additional questions or something comes up, I can address them for you then. Fair?

Loida Velasquez11:14

Okay. Yeah. I mean, that sounds good.

Bryan Casella11:16

And then right there I would start to pre-qualify, right?

Loida Velasquez11:20

That’s awesome. No, I’m glad that we did this, and for those of you that are watching, even go back and rewind and watch exactly what we said, what Bryan said, his tonality, because I love that you ask a lot of almost open-ended questions. And sometimes agents, we get stuck into this, “Oh, well, where are you gonna be moving to next?”

11:39And it sounds almost very robotic. So for you specifically, was there any script that you started with, or was it over time that you kinda tweaked it, or how did you come to evolve that?

Bryan Casella11:50

Yeah. So if people even go back, like on your channel and mine, I mean, we’ve made dozens and dozens of videos together covering the scripts.

11:57Those are the basic scripts that we still use to this day. What’s changed, and this is something that you’ll develop through a lot of role play and experience, is I can listen to Loida or the prospect and then bring in the question that you need to bring in. So when you look at the script, just because there’s question one, two, three, four, five, six, seven, eight doesn’t mean that you ask them in that order, right?

12:18If you listen, when Loida brings up the agent, I bring up something about the agent, or I ask, “How was the market?” Or, “How was the property marketed? What do you think went wrong? What do you think has to change?” So according to where she is in her mind and her thought process and the conversation will be which question that I pick.

12:35Now, my delivery, me tweaking the words a little bit, that’s just come through experience, but if you really listen to the questions that I ask, they’re still the bare bones questions of the script. The only thing I’ve added is things that I’ve developed over the years, right? Things that are humorous, right?

12:52Things like, “Hey, if it were possible, would you be open to that?” Right? That’s just a variation of that same question of, “If you could get to blank by blank, would you do it?” Right? But it’s the same thing. You get what I’m saying? So a lot of that just comes from experience, and everybody after a while, just like you have, Loida, everybody develops their own style.

13:12Right? Me and you are a lot more direct, so sometimes we have to learn to pump the brakes a little bit. Some people are more expressive, right? Some people are analytical. And you’ll develop your own style, but ultimately at the end of the day, like you brought it up, it’s what’s the quality of the question that you’re asking, and how’s the delivery of it?

13:31If you guys really look at my delivery compared to average people, or maybe you listening if you’re nervous, is I’m very relaxed and you see my tone go up and down. Sometimes I’m a lot more blunt. Sometimes I soften up what I say. That’s just because I’ve done this on the phone so many times and in person so many times, and that ultimately is what’s most important is your delivery, right?

13:52And even when she would give me a wall, “Oh, so many agents have called. I don’t know if I’m interested,” I’m not gonna fight with Loida or the prospect on that. It’s up to you to acknowledge it and then present the next question. And that’s why you’ll hear me say things like, “Hey, I just have one question for you and I’ll let you go.”

14:06It’s not that I’m gonna leave after, it’s I want her mind to be calm because she’s thinking, “Oh, okay, he’s not gonna be on the phone with me for a long time.” And in the beginning, right, I threw in, “I’m obviously not the first one to call you today, huh?” That’s kind of like a pattern interrupt.

14:22And I’m acknowledging what she said, right? I’m not like, “Oh, I’m so sorry. I didn’t mean to bug you, Loida. Do you have 20 seconds to listen to agent number 53 who’s calling you?” Right? And this is where I think a lot of people choke up, is I acknowledged it, said something, and then I presented the next question.

14:36And I think if people start doing that, they’re gonna see that more conversations will open up. Not all of them, ’cause I still get hung up on, too, but you’re gonna have more chances at bat to actually convert somebody, which is what you need.

Loida Velasquez14:48

And something that you did, and of course, everyone please go back and listen to this role play, something that you did is that you focused on my motivation of going to Nebraska.

14:58It was never of, “Oh, well, what if I could sell your home?” Or, “Have you heard of my strategies?” Or it was never really about you. It was like, “Well, what would it mean for you? Do you still wanna be out in Nebraska? What would your husband, how would he feel about it?” So now you’re getting me thinking about living in Nebraska, you’re asking me about my spouse and how they would feel about being out there, and I think that’s a really important key for every agent to take note of.

15:25You never really wanna be selling yourself, you want to figure out what their pain point is of why they even wanted to sell in the first place. And then as they start sharing with you and almost venting to you, you’ll know exactly what angle to come in from to see if you can help them or not, right?

Bryan Casella15:41

Yeah, 100%. It’s the same thing whether it’s that, selling a product or service, agent attraction like we do for Real Brokerage or eXp or any other company. It’s them. We’re there for the customer to help them make a decision and help them, in this case, sell their home and move to Nebraska.

15:56So why would I talk about me? They don’t know me, they don’t care. It’s just like when I talk to a FSBO. And sometimes they complain, I’m like, “You don’t even remember my name, sir. And you want me to give you my marketing plan? Let’s take it a step at a time.” Right? ‘Cause the biggest addition I can give to that is I always do my best through my dialogues and how I set it up to take the pressure off of them.

16:18Just like when Loida said, “Oh, I’m not gonna sign anything.” I said, “Look, we’re getting ahead of ourselves. Let’s just have a conversation.” Because when you do the presentation, you open up a conversation, so I change the focus of the conversation. And just like she said, I’m not talking about me. When did you ever hear me say,

16:32“I specialize in expireds, Loida. I’ve been in the business 10 years. I know I can get your home sold for top dollar”? She just said it, every agent says the same thing. This is why you need to differentiate yourself with the vibe of your dialogue and how you keep it focused on them and not on you and what you can do for them, right?

Loida Velasquez16:50

Yes, exactly. And I’m glad that you brought up for sale by owners. So I quickly just wanna do a role play of a for sale by owner, just the beginning of the call. So we don’t have to do the entire thing. I’m just gonna throw to you some of the objections or some of the responses so that people can see how you handle them.

17:06Okay. Perfect. So go ahead.

Bryan Casella17:07

So, ring, ring.

Loida Velasquez17:09

Hello?

Bryan Casella17:10

Hello. Yes, this is Bryan. Are you the owner of the home 1556 Elm Street?

Loida Velasquez17:15

Is this an agent or is this a buyer?

Bryan Casella17:19

Absolutely. This is another real estate agent.

Loida Velasquez17:21

Oh, okay. Yeah, no, I’m not looking to list my house.

Bryan Casella17:24

Okay. So if I had an interested party, how would you like for me to go about potentially getting in communication with you and having a discussion?

Loida Velasquez17:33

Well, you can give me a call back and you would have to show me proof of funds. I wanna make sure that they’re actually qualified. And yeah, we can set something up and do a showing.

Bryan Casella17:44

Cool. So you’re interested in working with an agent, potentially just not listing your home at this moment, correct?

Loida Velasquez17:50

Yes, correct. I mean, I’m not gonna be paying four, five, or 6%. That’s just way too much.

Bryan Casella17:55

Understood. Understood. That makes sense. I see here the price is 500,000. Is that correct? Is that what you put it up for sale for?

Loida Velasquez18:02

Yep, 500,000.

Bryan Casella18:04

Any wiggle room there for a buyer, potentially?

Loida Velasquez18:06

I mean, I guess it depends.

18:07It depends on the offer. It depends if it’s cash or not. So I mean, at this point we’re kinda open to see what we get.

Bryan Casella18:14

Cool. How’s the activity been so far? Have you guys gotten anything in writing yet?

Loida Velasquez18:18

No. We have a few people that are interested that say they’re gonna be submitting an offer, so I think we’re getting a lot of good traction.

18:25We’re probably gonna be selling soon.

Bryan Casella18:27

Yeah, that’s good. ‘Cause I’ve still been seeing a lot of buyers. I know you’ve seen the interest rates go up, but it seems like you’re still getting plenty of calls and plenty of activity, right?

Loida Velasquez18:35

Yeah. Some of them wanna do seller financing. I’m not even sure how that works, but I mean, we’ll entertain those offers.

18:42So we’re just kinda playing it by ear. I’m getting a lot of agents that are calling me, so I’m telling them the same thing. Oh, and then also I would be paying 2% if you bring me a buyer.

Bryan Casella18:52

Cool. So if an agent brings a qualified buyer, and they can actually get you to closing, 2% would be your compensation, right?

Loida Velasquez18:57

Yes.

Bryan Casella18:58

Okay. Is there any other methods you guys are using to market the home to potential buyers?

Loida Velasquez19:03

Zillow, Facebook Marketplace. We have a sign in the yard. That’s pretty much it.

Bryan Casella19:09

Okay. Let’s say you get 10 calls today so far. How many of those are agents versus buyers?

Loida Velasquez19:16

Most of them have been agents.

19:18Maybe one or two, but they were investors, and we’re not really looking to get any lowball offers or give our house away.

Bryan Casella19:25

Got it. At the end of the day, you want the most money in your pocket and the highest sales price for the home, correct?

Loida Velasquez19:31

Exactly. Absolutely.

Bryan Casella19:33

And again, this is just me wondering, Loida, again, by the way, my name was Bryan, you went the route of going yourself to save the commission to make more profit on the sale.

19:43Is that right, or was there something else?

Loida Velasquez19:45

No, that was it. I think that you guys get paid way too much, and I would be doing the same thing. I have it online on Zillow. And I’m just… 6% is just way too much. I mean, some agents have even told me 7%. So I’m willing to at least offer two, and that’s where I’m at right now.

20:00But look, unless you have a buyer, there’s really no need for us to continue talking.

Bryan Casella20:04

Yeah, and I’m not calling you because I have a specific buyer. I just kind of wanted to see where you’re at because I do work with a lot of buyers and sellers in the area, and we’re always looking to connect.

20:12So with that said, are you guys gonna stay in the area, or are you looking to move outside of the area, like out of the city, out of the state?

Loida Velasquez20:20

We would be staying local.

Bryan Casella20:22

Okay, cool. You wanna keep going, or-

Loida Velasquez20:25

No. I think at this point you guys can see that everything that I mentioned in the beginning, Bryan answered it, and it’s just like you continued having that conversation.

20:34And I think a lot of times as agents, especially newer agents that are making these for sale by owner calls, they get stuck on the for sale by owner saying, “Oh no, I’m not looking to list,” and then they end it there, when in reality, you can just continue asking questions, finding out the situation. Anything else you wanna add to that as to maybe the mindset behind going after for sale by owners?

Bryan Casella20:55

Yeah. I would say the numbers are the numbers, y’all. Look at the era of social media, the internet. Look at the statistics. We get them more money, bottom line. ‘Cause if I kept that conversation going with Loida, understand, guys, that when you call a FSBO the first time, you see us putting these calls online, those are the one out of 100.

21:14Most of them tell us, “Stop calling me.” And every once in a while on the first call you’ll close somebody, right, and get an appointment. But more often than not, that conversation would end, I wouldn’t get an appointment, and I would have to follow up. ‘Cause pretty soon there I may say, “Well, Loida, what if you sold with an agent and made more money?

21:33Would you use an agent, or would you still go by yourself?” ‘Cause then I wanna see how they answer. ‘Cause I’ll say, “Look, I’ve heard that before, and a lot of owners are under the impression that they will make more without an agent. What if I could prove to you with an agent you make more, bottom line?”

21:48And she’ll probably say no, ’cause it’s the first call. That’s fine. I’ll follow up. ‘Cause every time I follow up now, I’m like, “Hey, in the last week, Loida, we’ve put another three homes under contract. How’s your home going?” “Oh, I’ve gotten more verbals, but nothing in writing, or only one low-ball offer from an investor.”

22:05And after the third, fourth, fifth call, that’s where you can start potentially getting your foot in the door. You just have to make sure that you’re still keeping in touch, right? And that you’re actually calling them. ‘Cause the win for many of your leads, 70, 80, 90%, is gonna be the long game, so you guys have to have a good follow-up system where you’re touching people regularly, right?

Loida Velasquez22:24

Yes. No, I think these role plays have been so great because now agents can go back and re-watch it, take notes, hear you specifically. So now I wanna wrap it up with your coaching, because obviously you cover a lot of this. There’s just so much that agents that train with you learn. So talk about your coaching, any programs that you have going on, and how agents can get ahold of you.

Bryan Casella22:45

Yeah, so really the last year I’ve kind of revolutionized everything that I’m doing, simplified it even more, and I have a three-tier system now for my coaching. So the first one I created with the whole Spartan mentality, the Real Estate Agoge. If you’re not familiar with the Agoge, if you watch a movie like 300 and they give you the whole backstory on that culture, at seven years old, the boys that are healthy, right, are sent to the Agoge where they do their warrior training, where at 19 they join the Spartan army.

23:12So for 12 years they train. I named it that because I’m enamored by that culture and I wanted to follow that same philosophy. So for the people who are brand new, getting started, no systems, no know-how, no money, I made the Agoge as a 90-day accelerated program for 97 bucks a month, right? That’s the first tier, right?

23:29Now, if you’re somebody who’s already doing a couple deals, making a little bit of money, but you’re kind of stuck and you don’t know how to take it to the next level, I have my first-tier, legitimate coaching program called Distinguished Agent, which I get people into, right? The focus of that is to get an agent to at least 100, 150,000 in gross commission per year.

23:48Now, beyond that, I have what’s called Limitless. So for my high achievers, high performers, or people who come in through the program and start really doing well, we get them up into that third tier of coaching. So I’ve done my best now to give a little bit to everybody, right? You have the overachievers, you have the people who are doing okay, and then you have the brand-new agent or somebody who has no idea what they’re doing.

24:08I created the Agoge for them to help them. And all of that, if you go to bryancasella.com, bryancasellacoaching.com, you can find all that and all the other courses and all the other fun stuff that I have.

Loida Velasquez24:18

And also your YouTube channel. You have, I wanna say, thousands of videos there.

Bryan Casella24:23

Yeah, I think we have over 2,000 now on the original one, and my new one has already a couple hundred and a ton of shorts and reels.

24:30So even for free content, you have so much there.

Loida Velasquez24:33

Absolutely. And we’ll make sure to put all of your links in the description box below. So there you go, ladies and gentlemen. Now you heard it straight from Bryan. You heard his role play expired for sale by owners. Go ahead and re-watch this episode. And remember, the communication, it starts from the beginning.

24:48So any last words you wanna leave the audience with, Bryan?

Bryan Casella24:52

Stick to the basics, y’all. We’re really, 100,000 agents haven’t renewed their license and left the business just this year. If not… And that number keeps going up every day. And people right now are not doing well. The consumer’s not doing well, right?

25:06We see inflation go up. Agents are scurrying like, “Oh, what do I do?” And what I’m finding is the vast majority of agents and people in our industry are blind to what we always did and what always works, and they’re trying to find some new solution. You’d be surprised how few people have a legitimate business foundation, are contacting their sphere of influence, are making cold calls and door knocking, and doing the traditional stuff that we’ve been talking about for over 10 years.

25:32Very few people are doing it, and some of the people who do it don’t do it on a high level. And that, my friends, is how you build a legitimate business. And here’s the second one that’s key, is you keep your profitability high. Right? If you run into some of these schemes and, oh, just pay for leads, maybe that might give you some success potentially, but again, if you’re spending all this money to buy leads and you’re not really closing deals, are you making money?

25:58You wanna be profitable, and that’s one thing I always prided our team and myself on is, dude, we’re very profitable. And we have a solid foundation that when it comes time to adapt, like this changing market, you’re good because what you’ve built it on is solid and it works. You just have to make minor adjustments.

26:13Versus everybody else running for the fad, let me dance on TikTok, let me try to create the booming YouTube channel that just feeds me a ton of business, right? All that stuff does have some potential maybe, right? But when you have to shift or something happens, what do you do? You have no solid foundation, right?

26:29And the old school stuff, the traditional stuff, is always where you need to stand on and build your foundation because that will stand the test of time. All this other stuff, we don’t know.

Loida Velasquez26:38

Exactly. So there you go. So once again, Bryan, thank you so much for everything that you just dropped on today’s episode.

26:44We’ll make sure that all of your links are in the description box below. For those of you that are watching, make sure to go back to our previous episodes. You can watch them here on YouTube or on any of your favorite streaming platforms on the podcast site. So once again, thank you for watching.

26:58Bryan, thank you once again, and we’ll see you on the next one.

Bryan Casella27:00

See you guys.