Gary Keller: The Millionaire Real Estate Agent Webinar

Guests: Gary Keller, Daniel Ramsey Recorded:November 17, 2019 Excerpt MyOutDesk serves thousands of agents & brokers from ALL the major franchises, including KW, RE/MAX, Sotheby’s, Berkshire Hathaway, Coldwell Banker, ERA, and tons of independent brokerages – along with providing staffing at the franchise headquarters for many of those same corporations. So schedule your Double My Business ... Read more

Guests: Gary Keller, Daniel Ramsey
Recorded:November 17, 2019


MyOutDesk serves thousands of agents & brokers from ALL the major franchises, including KW, RE/MAX, Sotheby’s, Berkshire Hathaway, Coldwell Banker, ERA, and tons of independent brokerages – along with providing staffing at the franchise headquarters for many of those same corporations. So schedule your Double My Business Strategy Session today and find out what makes MyOutDesk the leading choice for top real estate agents, brokers & teams across the USA.

That being said, we’ve always had a soft-spot for Keller Williams – and it goes back to our beginnings when an interview between Daniel Ramsey and Gary Keller put us on the map with KW and led to a wonderful long-term relationship that allowed us to help support the team-based real estate business model Gary Keller originally wrote about in The Millionaire Real Estate Agent.

“You do all you can do. You go as far as you can go. You get all the results you can get, and when you can’t go any further, you look for help. This help should come in the form of a talented person…..at some point, everyone should aspire to have assistance just to avoid burning out. If you don’t have an assistant, you are one!” – Gary Keller, The Millionaire Real Estate Agent

To implement Gary Keller’s Millionaire Real Estate Agent model in your real estate business, you need to grow your team. Virtual Assistant services from MyOutDesk will provide you with rapid growth, lower costs & incredible speed to hire – that’s what makes us the choice of more Keller Williams agents, brokers & teams than any other staffing company for over a decade.

“MyOutDesk gives you leverage now: our speed to hire is amazing – we’ll have you interviewing the very same day. Real Estate moves fast, and waiting costs you money. The competition makes you wait, we make it happen!… – Daniel Ramsey CEO MyOutDesk”

As always, we are here, ready to be your partner in success. So schedule your Double My Business Strategy Session today and learn how we can help you with prospecting, administrative tasks, marketing collateral, and even transaction coordination. So start growing your millionaire real estate team now!


00;00;02;04 – 00;00;13;14
Gary Keller
Hi, Daniel. This Gary Keller. We’re here to talk about MyOutDesk. First off, start off to give me the short one or two minute explanation of what a virtual assistant is from your point of view.

00;00;13;27 – 00;00;45;29
Daniel Ramsey
About three or four years ago and I was at a conference and somebody said, if you’re doing your own paperwork, you’re an assistant. You’re basically saying you’re worth you know what an assistant gets paid. Are you worth ten bucks an hour or 12 bucks an hour? And as a mega agent, most people understand the value of leverage. And you’ve pointedly said, you know, focus on leads, look at listings, and then look at leverage and a lot of good, really, really good agents are great at generating business, but once they get in the door, they need help.

00;00;46;02 – 00;01;09;23
Daniel Ramsey
In my opinion, there’s three areas that a virtual assistant can really be, you know, impactful to a real estate agent and their office. One is on the admin side, you know, transaction coordination that’s inputting MLS, that’s taking care of all the paperwork, kind of mundane stuff. You know, it’s cool about the personal admin person is that you can also use them on a personal site.

00;01;09;23 – 00;01;32;04
Daniel Ramsey
So my wife’s birthday is coming up this weekend. On Wednesday, she wants to go to a comedy show in her favorite restaurant downtown. And so I sent over a link to my via my virtual assistant and said, buy six tickets, make reservations at this restaurant, go. And so from what a virtual assistant can do, that’s a really cool example on the personal and on the business side, you know, organizing your life on.

00;01;32;04 – 00;01;33;26
Gary Keller
The admin side, what’s the second one?

00;01;34;05 – 00;01;59;09
Daniel Ramsey
So the second one, which we all need is the marketing side, and that’s like social media creating your three touches, doing videos, fliers, all that kind of stuff that drives business and social media and video is such a big push. And okay, you’ve got a video division now, and I think everybody understands that the growth in real estate is online marketing and having a great presence there and being able to capture those leads.

00;01;59;20 – 00;02;07;08
Daniel Ramsey
And so there’s a lot of repetitive work that goes into creating that marketing machine. And so that’s another area that a virtual assistant can help.

00;02;07;08 – 00;02;18;02
Gary Keller
Now you use the phrase repetitive work. It was that significant when you said that? Is that the way that we view a virtual assistants highest and best use is repetitive work.

00;02;18;07 – 00;02;45;01
Daniel Ramsey
Whenever you have an hourly employee who’s not paid on commission, repetitive work is reading that machine continually that you can depend on. That’s always he and the virtual assistants. Their strength is taking a program that you’ve created and then running with it. You can have them in a specific role where they excel and that’s kind of how we view our virtual assistants the repetitiveness, the system, the process, the coaches, the agent, the players, the virtual assistant.

00;02;45;07 – 00;02;55;07
Daniel Ramsey
They can be used in many different things, but they shine just like you said. They shine when it’s a systematic, repetitive kind of machine driven task.

00;02;55;15 – 00;02;57;00
Gary Keller
Got it. And the third thing was.

00;02;57;05 – 00;03;15;06
Daniel Ramsey
The third one is the whole sales support side. I mean, it’s it’s such an important part of what we do today, you know, making calls, talking to clients. And so we’ve created a leads coordinator position or an estate. And what’s interesting, so just some basic statistics here, 80% of all sales are made between the fifth and the 12th contact.

00;03;15;11 – 00;03;42;29
Daniel Ramsey
So most agents are really good at making two or three contacts to someone. This is something that was put out by the National Association of Realtors probably three years ago. What it basically says is that most sales people need to make a consistent follow up program, and this is R&D rip off and redistribute from our company. I think I saw it on a blog post three years ago from another agent, and it’s just a really good testament that’s got to keep in contact with your clients.

00;03;43;01 – 00;04;03;23
Daniel Ramsey
Who’s interested today may or may not buy, but if you talk with them over six months, create rapport, develop a relationship, show them value, make them feel like they’re important and cared for. You’re most likely going to get a sale out of that transaction. The difficult part for a salesperson is doing all those follow up calls give providing all that value over time.

00;04;03;23 – 00;04;25;23
Daniel Ramsey
So we’ve created a position within our virtual assistant company called an ISC, an inside salesperson, and that’s when you’re using our model, an agent can get on the phone, start building that reports at an appointment, gather the details, and then all they had to do, they didn’t have to make 24,000 calls. They didn’t have to make 4322 conversations.

00;04;25;23 – 00;04;37;16
Daniel Ramsey
They had 350. And this is spread about 40 different clients. So they only had to talk to that person who raised their hand and said, I’m ready to list today or I’m ready to buy today. And that’s an important, powerful tool.

00;04;38;08 – 00;04;45;03
Gary Keller
So what are your biggest hires that you’ve had from agents using virtual systems?

00;04;45;03 – 00;05;09;02
Daniel Ramsey
So when somebody calls us, you just jump on our website, my oldest dot com, you call our one 800 number or you fill out a lead form on our website. You get put a new queue and then we actually have a coaching. It’s a free coaching session and it’s actually really a good thing because most people call us and they, they ask simple questions like, you know, what time does a virtual assistant work if they’re 16 hours ahead?

00;05;09;02 – 00;05;29;06
Daniel Ramsey
Do they work my schedule or their schedule? And so we answer all the basic, you know, housekeeping questions. But at the same time, we dove into their office and we find out who they have. And currently we identify talent versus non talent on their current team and then we look for the holes within the company, like where are they dropping the ball?

00;05;29;11 – 00;05;40;22
Daniel Ramsey
My biggest offer is that without that piece, the virtual assistant side doesn’t typically work. You know, in the beginning we just didn’t know it was necessary. And so that’s been one of the biggest challenges for us.

00;05;41;12 – 00;05;47;05
Gary Keller
What do you think the biggest mistake that an agent makes when they hire a virtual assistant?

00;05;47;16 – 00;06;11;10
Daniel Ramsey
We look at this as an overall leverage piece, and when we’re doing our consultations or when we’re at a team meeting for for any office, we’re really talking about, you know, in your triangle, the leads, listings and leverage, we’re really talking about leverage. And so the biggest mistake I think that agents make is to assume that that’s not as important as the other sides of the triangle.

00;06;11;13 – 00;06;30;19
Gary Keller
Leverage is a business concept, and it’s a whole new discipline. It’s not related to leads and listings. So you can go and study real estate all you want, and it’s going to deal with those first two. The problem or challenge that every real estate agent has for all of their success as a real estate agent doesn’t qualify them one iota.

00;06;30;19 – 00;06;35;27
Gary Keller
To be successful in hiring someone, it’s like studying one field and then trying to do something else.

00;06;36;01 – 00;06;50;13
Daniel Ramsey
I think the difficulty is if if an agent focused on generating as many leads on the leverage side as the real estate side, then that problem of finding talent wouldn’t be an issue.

00;06;50;24 – 00;07;18;17
Gary Keller
What you just said is there’s the keys to the kingdom. That’s the step that every real estate agent has to ask themselves, Am I ready to make? Because the problem is that we need a side to generate leads for leverage. And you decide to master that. You’ve now agreed to do two things. You’ve agreed to be a real estate agent and a business person, and that’s like having two masters, that’s taking on two roles and something’s going to have to give.

00;07;18;26 – 00;07;28;06
Gary Keller
And usually people don’t even realize that that’s the issue staring at them. So two quick questions for you. Go. Number one, what will I expect to pay?

00;07;28;09 – 00;07;55;24
Daniel Ramsey
You know, we wanted to be able to offer high quality people over in the Philippines and giving them an option and that they don’t have in their country. And so we pay our virtual assistants two times the standard income over there. We give them health care, we give them vacation time. We do two conferences a year. So we give them more incentive to stay with their clients for a long time period, because turnover is the enemy of the leverage piece of the business.

00;07;55;24 – 00;08;16;14
Daniel Ramsey
And what’s cool about that is it’s like paying a cell phone bill. They work 40 hours, they sign into our website, they log into our our stuff and they log their time. And then we send you a bill if you’re some crazy small number like this. And, you know, you just pay it and there’s no health care and there’s no tax or FATCA or any of that other kind of jazz that’s crazy.

00;08;16;14 – 00;08;25;23
Daniel Ramsey
In our in our country. It’s a great option to supplement your current leverage piece within your office. And that’s that’s kind of our mantra right now.

00;08;26;19 – 00;08;32;29
Gary Keller
Well, then, that’s been awesome. So last thing, and that is if I was listening this today and I wanted to contact my house to ask how to do that, my.

00;08;33;04 – 00;08;53;21
Daniel Ramsey
NASSCOM is the is a website you can fill out. You can watch videos there. So it’s a real great resource. If you have some questions, you can call us at one 800 5839950 during business hours. And we’re going to we’re going to set that consultation up with a licensed realtor who’s had hundreds of these exact same consultations.

00;08;53;29 – 00;09;04;21
Gary Keller
And. Ramsey It’s been fun. My Outback, thanks a lot.