Thrive Not Survive Podcast Episode #49 with Mike Sherrard

Thrive Not Survive Podcast Episode #49 with Mike Sherrard

TNS Podcast Episode #49 with Mike Sherrard aka The Purple Realtor

 

Kelley Skar:                           Alright we are live. Welcome to episode number 49 of the Thrive Not Survive Podcast. This is a show we put together to help you, the real estate agent, be more productive and take actionable strategies and be able to implement them into your business right away.

Kelley Skar:                           Today's episode is a little bit different. We've got Jeff and our very first repeat guest on the podcast, The Purple Realtor, Mike Sherrard is coming back. Jeff and Mike dive deep into Mike's business, where he started only 18 months ago, where he's at right now. The products that he's currently building, and just the keys to his success.

Kelley Skar:                           It's about a 54 minute podcast, and so I hope you guys put your seatbelt on. Make sure that your hat is down tight, because I'm telling you, this one's going to blow your hair back. So without further ado, let's cut to the chase, and get into it. Hope you guys enjoy this episode.

Kelley Skar:                           If you have any questions at all, as always, you can always email me, Kelley@redlinerealestate.ca If you're listening to this on iTunes, it would be great if you could go ahead and leave us a five star review. If you're watching this on YouTube, go ahead and leave us a review and questions down below, as we read all of our questions, and provide you with the answers. Hope you guys enjoy this one.

Jeff Thibodeau:                   And we're on this initiative of bringing the best practices of Redline into it, and there's a whole group of people, I'm sure you've experienced some of this, with running your team, and just having people reach out to you. They just need a little taste of something just to get going, you know what I mean? They find an area like door-knocking to be so intimidating or scary.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   And the same with web leads, or with running open houses. But then, a guy like you can just whatever, that you didn't feel that, or you did and you got over it. You went, you got some success. Now you've systemized it to the fact where you're selling it, a package to people, which is great. You came from a successful career that you went to school for, right?

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   And then just take me back to that decision to drop all that, all the schooling, and the resumes, and the job interviews, to go and do this thing, selling houses.

Mike Sherrard:                    Definitely, yeah. People think it's crazy because when I went through school I ended up taking my first two years at State of X, and I was supposed to go to Dell, but because they were full I had to go to UMB. Everything was supposed to be all good.

Mike Sherrard:                    What they didn't tell me is the day before our first day of classes is UMB notified me that none of my credits are transferring from State of X, from those first two years. So I did two years of 12 hour days, crazy, State of X is the hardest engineering school in the east coast. Missed out on all kinds of fun, and went on to UMB. Anyways, long story short, I did the two degrees in three years and got into engineering.

Mike Sherrard:                    At the end of the day I loved what I was doing in engineering. I was the youngest guy in the engineering management group. I had lots of leadership style roles, which is more a better fit for my personality, I guess. It got to the point where they identified me as a very young, promising individual, where they have this accelerated program where you shadow the top people in the company, and they want to invest in your growth, and climbing the corporate ladder as quick as possible.

Mike Sherrard:                    So I was excited about that. We had the chat about where I want to go next. I told them from day one that I would like to get into oil and gas sales. They said, "Well fantastic. All you have to do going forward is seven years of technical work." I was like, "Whoa. Hold on there. Seven years behind the screen of technical work." And I was like, "This is ...

Mike Sherrard:                    So hearing that in conjunction with purchasing my new house from two top realtors in Calgary, and the quality was absurd. And on possession day, they showed up, house, all the lights were off, handed me the keys, said, "I hope you enjoy it." Left, never heard from them again. And these are two guys that were supposed to be top agents in their brokerage.

Mike Sherrard:                    I was like, so hearing that I had to do technical work for seven years, and then getting this real estate experience in an industry I've always been excited about because of rich dad, poor dad or whatever. Seeing that this is the quality that people who are actually respected are giving, I was like, "Alright, this isn't aligning with modern standards."

Jeff Thibodeau:                   Right.

Mike Sherrard:                    And this isn't aligning with my goals. I'm going to blend the two together. So I decided to, I never wanted to get in the agency. I actually didn't have much respect for the agency growing up. And then I started learning about more, and I was like, "I have to do something about this. There's no way this is going to be the status quo in this city if I'm here. Tell you that much."

Jeff Thibodeau:                   So I guess ... And how long ago was that? Have you passed an anniversary milestone here?

Mike Sherrard:                    Yeah, so I left Fluor, it would have been April 1st of last year. So about a year and a half now.

Jeff Thibodeau:                   Yeah, so coming up on 18 months. I've been just blown away by your, what do we call it? Enthusiasm is almost too small of a word. It's like a zest for success, or something like that.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   It's like you just fuel off of doing stuff. And I see what you're doing too with, you'll test and play with a lot of things.

Mike Sherrard:                    Big time.

Jeff Thibodeau:                   Check the ... Just like me, right. Deep into the blogging, then dial it back. Then go over here, then go over here. Some people might see that as, "Oh, he's unfocused, or he's squirrely." But I see it for what it really is, 'cause I operate the same way.

Jeff Thibodeau:                   Which is you're the type of guy that needs to go touch and taste something to decide whether you like it, not just read about it. Do I got you right there?

Mike Sherrard:                    100% and especially getting into the industry. I did so much prep work before and during getting my license, that I thought I would be a master at everything. I knew I had 60 page Word documents on how to do the perfect Pinterest boards for lead conversion on real estate. I knew how to do Twitter. I knew how to do this.

Mike Sherrard:                    When I got into the industry, I was like, "Oh my God man. If I want to prospect, and I want to network, and I want to do social media, and I want to do this, there's no way I can be an expert at everything." So I dabbled a bit for the first little bit in everything. I said, "Okay, I've got my platforms that I'm going to commit to and go all-in."

Mike Sherrard:                    Because I'd much rather be a strong authority in certain, if you want to say apps, or avenues of media content and growth, and not just be half-assing it in a lot of things. I would rather be looked as an expert instead.

Mike Sherrard:                    So I committed to a couple different things, and it was exactly like you say, it was through trial and error because I didn't know what was the good fit. I didn't even have an Instagram account before I started in real estate. If you look, my first picture on my Instagram account was the day I got my license.

Jeff Thibodeau:                   Nice.

Mike Sherrard:                    So I was like, "You know what, I'm just going to get it, and I'm going to commit." That was the biggest thing is just saying, "You know what, this is now not a platform, it's actually a tool for business." And you have to look at it like that.

Mike Sherrard:                    So I use these tools for my business, not necessarily for pleasure. But now that those have come together thankfully.

Jeff Thibodeau:                   Totally man. So it's fun to talk about. That's what everyone asks me about too is tech, and video, and Instagram. But we're here to talk about something decidedly basic and old school, right? But it's working either again, or it's always worked. I don't know your opinion on that.

Jeff Thibodeau:                   But I feel like the more and more people are fearful of this type of thing. I think 20, 30 years ago, you only had a few different lead generation options as a realtor. Go knock on doors, go open house, go network at the country club. There was fewer ways to get in front of people. And all these new different tools makes guys like me a little bit face-to-face shy, we'll say.

Jeff Thibodeau:                   Because it's easier for someone like me to write up a webpage or an ad or something, and get a bunch of leads. But watching your success and some of the home runs, early, from the door-knocking. So let's just talk a little bit about that. Did you know right out of the gate? You said you had a 60 page doc on Pinterest. Were you planning on being a door-knocker when you got into this?

Mike Sherrard:                    100% full stop. I remember-

Jeff Thibodeau:                   Oh that is, okay cool. Yeah.

Mike Sherrard:                    Yeah. I had to, because I had been through watching YouTube videos. And that was probably my biggest avenue of learning was YouTube videos. People ask me, books are great. I find YouTube is better, because it's again, going back to seeing it and touching it. When I see the mannerisms and things like that, that's stuff that I can more relate to.

Mike Sherrard:                    So I was watching YouTube videos, and there was a couple top dogs on YouTube. They preached door-knocking, so I went down the rabbit hole and watched every single basically video and online website about door-knocking. I was like, "You know what, this is something that can separate me, because I know I'm willing to put in that work, and I'm quite confident that others might not be." So that's a good way for me to stand out.

Jeff Thibodeau:                   Yeah.

Mike Sherrard:                    For me, not being from Calgary, I had no sphere. I was 24 years old, so my friends weren't ready to buy.

Jeff Thibodeau:                   Yeah.

Mike Sherrard:                    I am new. I'm not from here. I'm an engineer, so I've got no credibility in the industry. I said, "You know what, what's the quickest way for me to get in front of as many people as I like per day?" And that was going door-to-door.

Jeff Thibodeau:                   Brilliant man. It's so analytical, 'cause you had a lot of stuff available to you on day one. I love how you took the grind approach. It's definitely not the easiest thing to do.

Jeff Thibodeau:                   But you decided that it was going to be the easiest path for you to meet homeowners and get listings. I think that's a fantastic way to look at it. Not that it's some right of passage, or something for rookie agents. But it's definitely one of the most direct paths. Walk up to somebody's house, we sell houses.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   You know what I mean? Brilliant.

Mike Sherrard:                    Yeah, it's crazy. The first day I got my license it was when I converted two leads. I was like, "Okay, it's minus five out." I printed out pamphlets. I don't have them on me-

Jeff Thibodeau:                   Okay, let me interrupt you, 'cause that was going to be my next question, okay?

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   Take me to day one. Right?

Mike Sherrard:                    Day one.

Jeff Thibodeau:                   Day one of ... And you're telling me the day you got licensed was your first door-knocking day?

Mike Sherrard:                    Yeah, that was the day I got licensed. I remember I got licensed. Yep, go ahead.

Jeff Thibodeau:                   So take me into that day. You're okay, it's I mean I think a lot of realtors still get nervous on day 200 about going door-knocking.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   Talk me through your first day. What did you do to prep? What was your first either good or bad experience at the door? And it sounds like you pulled a couple leads that very first day.

Mike Sherrard:                    Yeah, it was crazy. I was so fired up to be a new realtor, that I was like, "You know what, I am stoked to door-knock right now. I'm going to hit it. I'm going to out-work everyone. I don't care who's the expert in this neighborhood. I don't care who's got all the business benches. I'm going to meet all these people face-to-face, and I'm going to crush it."

Mike Sherrard:                    I remember, it was my first day and I committed to knocking on my first day. That was the promise to myself. It just happened to be minus five, pitch black after work, snowing. So I got dressed up in an all black suit, and I went door-knocking in the snow with the pamphlets that I printed off at my engineering office.

Jeff Thibodeau:                   Nice.

Mike Sherrard:                    I just hit it. I hit two different streets down in a certain neighborhood. The first conversation was a little rusty for sure, because I've never done anything like that in my life. I've never had to public speak. I've never had to put myself out of my comfort zone. I had been in this little engineering bubble.

Mike Sherrard:                    But I said, "You know what ... The biggest advice I have to people is these are actually real people. Have some faith in humanity. If at the end of the day when I showed up, even though I was stumbling over my words, the ... I remember the house, the lady just smiled at me and she said, "Thank you for showing up. I'm not interested right now, but I'll gladly take your flyer." And I was like, I butchered it.

Jeff Thibodeau:                   You're like, "Okay, I'm still alive."

Mike Sherrard:                    Yeah, I'm still alive. I looked like a complete idiot in my mind. You could tell I was a newb. But they were receptive, and they were just nice that someone showed up, and was personable at their door. And I was like, "Okay."

Mike Sherrard:                    And she's like, "Actually the next door." She was like, "You know what, I'm not interested, but do you see that house two down from me? They tried selling and they couldn't get the job done." And I was like, "So now I've got the neighborhood inside." So I'm like, "Okay, I'm feeling this. I'm working it." I just door-knocked that whole street.

Mike Sherrard:                    I led with the confidence, and I still remember my script to that day. I led with the confidence that I was the man in real estate, and you would be doing yourself a disservice to work with anyone else, because I will give you the best service possible.

Mike Sherrard:                    I was talking about all the media content that I was going to do. I haven't done it yet, but I was like, "We're going to get the drones. We're going to get the videos. Like I promise you." People were receptive, and I sold two homes on that street. One was $560,000, one was $670,000, from that very first day. And I just went, committed.

Jeff Thibodeau:                   How long did it take from that door-knocking, getting that convo, to the list and sale? What was the turnover?

Mike Sherrard:                    What was the window? The time leg?

Jeff Thibodeau:                   Yeah.

Mike Sherrard:                    So for the first one, for the $670,000 house, it was only I think it was a two and a half, three month window where basically, I showed up at their door. They invited me in. They said, "You know what. We are thinking of making a move." And they loved what I had to say. So we conversed almost daily for that two and a half months, and then we listed it and sold it.

Mike Sherrard:                    The next one was probably about five months at the maximum. So we listed that one again, under average days of market. Sold both of them and very happy people. Those have spawned over to new leads because they were so surprised that I put in that effort. They give you so much more credibility as a person of that avenue of introduction.

Jeff Thibodeau:                   I think it's so important that I highlight what you just said, because when I hear a lot of people talk about it, it can be intimidating to think, "I gotta convert, or I gotta get a listing at the door."

Jeff Thibodeau:                   In your experience, correct me if I'm wrong, it doesn't really work that way. You're starting a relationship at the door, which then leads to a listing appointment. Maybe months. Maybe you pull a lucky one, "Yeah sure kid, come on in. I was thinking about selling today."

Jeff Thibodeau:                   But really it's if you take the pressure off that, "I gotta pitch these people or close them at the door." It makes it a lot easier just to go, "Hey, I just gotta go introduce myself to homeowners." Is that how you look at it?

Mike Sherrard:                    100% and I think one of the reasons why I convert at such a significant rate is the fact that I am not salesy, and I'm not trying to convert at the door. The first sentence I say after introducing myself is, "I'm not here to ask you to buy or sell a house." I'm full disclosure. I'm not here to sell you.

Mike Sherrard:                    So I build these relationships and I cultivate them. There is a woman that I door-knocked, I think it was June of last year, and I'm still talking to her. She's going through divorce, and I will list her home, but it's just a matter of time.

Mike Sherrard:                    There was someone, I listed their house earlier this year, again $700,000, and I door-knocked them. They tried with another realtor who was going to cut his commissions. They expired twice. He was actually very rude to me, because I told him I wouldn't cut.

Mike Sherrard:                    And then, again, five months after he expired with his friend, who's a realtor, he calls me. He apologizes for how he acted. I list his house, sell it in half the average days in our community, and they're beyond excited. It was again, it was a door-knock that I thought I was lost because he went with a different person, and we didn't ... He wasn't feeling the fact that I actually valued my performance. We still got the job done.

Mike Sherrard:                    So you never know, but don't burn the bridges. It is a long term gain. You have to look at it that, if it happens to be short term, that's a pretty damn good win.

Jeff Thibodeau:                   Yeah, right.

Mike Sherrard:                    But don't have those expectations, because you're going to fall short, and then you will get discouraged because you're saying, "I'm not getting now business." It's not now business. Referral is now business, prospecting, is later business.

Jeff Thibodeau:                   Awesome dude. I love the way you framed that out. It's all about later business. 'Cause you're seeing, already 18 months in, it's paying dividends now, right? It's so great that you started to see some success early.

Jeff Thibodeau:                   I want to get into really tactical stuff in just a second. But I wanted to have you share, you've had a couple big wins at the door, right?

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   Some pretty sexy stuff. So maybe just share one of them, just a frame of what is possible. Not that you went out to go get this magical thing to happen. But by putting in the effort, it's like the universe rewards you sometimes, right. So share with us a little story about one of these big wins.

Mike Sherrard:                    Yeah, definitely. So sometimes it's not even the direct door that you're knocking, but it's the fact that you're getting out and knocking. I've got two heavy-hitter listings right now, and we've got potential buyers on the 15 million dollar one. But they actually came to me because they heard I was putting in the effort of door-knocking.

Mike Sherrard:                    Basically, they interviewed top agents, and they said, "We want someone who's actually going to hustle for our house, and is going to go above and beyond, and not just be another realtor that's going to either have it as a sitting duck on the MLS, or use it for their own personal branding." So they came to someone that they saw was putting in that extra bit of effort.

Mike Sherrard:                    Now I've got a 15 million dollar listing, and a 4.1 million dollar listing. I've got a ton of extra. I just signed up with a builder, who builds custom new infills. And it's all ... They all know realtors. They're very well-connected. When you're at that level, you know people in the city.

Mike Sherrard:                    But, they want someone that's going to go above and beyond, and if you show, as a realtor, that you're willing to step outside the comfort realm of the average in the industry, and put in that extra effort, to many sellers, that's like, "Wow, I wonder what else he does to go above and beyond."

Mike Sherrard:                    So they look at you as someone that's being creative and not scared to push the limits and put themselves out there. So there's some big wins that have happened.

Mike Sherrard:                    Something that you brought up earlier is experienced agents, door-knocking is something for maybe new agents. Well, in my mind, I think it would be even better for an experienced agent, because if you do have the flyers that are going out, and you do have the bus benches, and you do have the bill boards, and then you're also showing up at their door, and now they can put a face to the name in person, you are absolutely, you're getting every listing in your area. There's no question without it.

Mike Sherrard:                    But again, it's the people that have become complacent because they think they're putting out this, in-your-face, Coca-Cola style marketing, and not saying, "Wow, you know what, we either need to go tech, or we need to build some damn relationships here, in person."

Jeff Thibodeau:                   So good man. Okay, I'm going to get very, I have one more question, then we're just going to get Q&A tactical, alright?

Mike Sherrard:                    Love it.

Jeff Thibodeau:                   What has surprised you the most about this whole experience? For maybe what you thought of it, in all your pre-research to getting out there and hitting the doors. Have you had any big ahas, or, "Wow, this was different than I thought it was going to be."?

Mike Sherrard:                    I think basically for me, the biggest thing is the reception of people. The fact that when I went out there, and I tested and tried in different communities.

Mike Sherrard:                    When I went out there, I truly thought, because of my own perception of people who are soliciting, which again, I'll talk about why I'm not doing that. But I thought that was going to get doors slammed. I thought people were going to go swear at me. I thought I was going to get rejected like crazy. The reception has been absolutely amazing.

Mike Sherrard:                    I went out and knocked just over 50 doors the other day, and I made every single person smile, even if they showed up with a frown. And I had no one tell me, "Don't come back. I don't care." Nothing. I had zero hard objections. I had some people that say they're not interested, but with a smile.

Mike Sherrard:                    So it boiled down to me realizing that, "Wow, these are actually humans. Why do I think that they're going to rip me apart?" These are actual real people. They've got a heart and soul, just like you do.

Jeff Thibodeau:                   Yeah.

Mike Sherrard:                    And if you approach them with that same energy and excitement, then they vibe off that. But if you ... So that was one of my biggest surprises, realizing, "Wow, if you go about door-knocking in the right way, people are going to perceive you in the right way." And I think it's going to go very well for almost anyone. So that was a big surprise, and one of the reasons why I kept doing it, because I wasn't getting those rejection.

Mike Sherrard:                    One of the biggest things I learned is to find communities that resonate with you, because based on different culture and things like that, there's certain quadrants in Calgary that for me, I'm going to get received a bit better. So I focus on those.

Mike Sherrard:                    But regardless, if you find the right areas, people are people, and treat people how you want to be treated. If you want to be treated well, treat them well and they'll give you that same back.

Jeff Thibodeau:                   Cool man. That's a great segway right into my first more tactical question, which is getting ready. We're going to come at this like before, during, and after, right?

Mike Sherrard:                    Yep.

Jeff Thibodeau:                   So I know you've got your stuff dialed in now. It sounds like you had it dialed in before the day you even got your license. But talk to me right, pretend, Jeff, right here. I'm 10 years in the business, had lots of success. I did a very tiny little bit of door-knocking early in my career, and I got turned off by it, I'll be admitted.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   'Cause I could do more on the computer, or whatever, and it wasn't for me. But now I'm like, "Okay, I see the successes Mike's having. Where do I get started?" How do you go about choosing the area? How many houses? What you're going to prep. How do you even get started? How do I start door-knocking?

Mike Sherrard:                    Definitely, yeah. So let's talk about, this is a big question. I put out a Q&A on my Instagram the other day, and I got this question from a ton of people. How do you know where to door-knock?

Mike Sherrard:                    So for me, what I did, especially on that first street that I knocked when I first got my license, and even still to this day. I use this same avenue where I want something to leverage. Basically what that is, is I look on the MLS in an area that I'm maybe interested in, whether it be a certain community, or quadrant or whatever. But look in an area that gets you excited. Find a statistic that is leverageable.

Mike Sherrard:                    So for me on that street, what I did was I said, "Okay, I want to focus on the southeast, because I live in the southeast." And I found, I searched the MLS, and filtered it by what has sold within the last 30 days, and I filtered it in a way that showed the quickest sale, so the lowest days on market.

Mike Sherrard:                    It wasn't my listing. Still to this day, I leverage everyone's listings but mine, it seems like. But I just wanted something with good stats. So I said, "Okay. You know what, this house sold in something like seven or eight days. It went for about 99% of the list price. I'm going to leverage that."

Mike Sherrard:                    So I just found something that it doesn't have to be your own. But something that you can go to a door and say, "Wow, look at what just happened down the street from you. Does that get you excited as a homeowner? Or does that spark your interest about what's going on in the area?"

Mike Sherrard:                    So that's the biggest thing for me in terms of finding out where, is find a home that you can leverage, whether it be a quick sale, or a high listed sales price, or over the asking price, whatever it might be, multiple offers, and leverage that yourself, and then knock all around that.

Mike Sherrard:                    In terms of quota, usually what I'll do is I used to have this system where I would either knock until I have five names, emails, and phone numbers. Or for three hours, whatever one came first.

Jeff Thibodeau:                   Nice.

Mike Sherrard:                    Right? So if I got the five emails and phone numbers, sometimes I would get that in the first hour and a half, that would, if I was actually really busy, I could stop at that point 'cause I got my quota. But usually when you start getting that kind of traction, you're feeling it, and you're in the groove, so you're like, "I want to keep going. I want to get 10 now."

Jeff Thibodeau:                   Yeah.

Mike Sherrard:                    So that's how I found out where to get started. And then find out what you want to bring with you. You know, at the end of the day when I first started, I was maybe not bringing the right kind of stuff. I was bringing a huge 11x17 printout with all kinds of stuff on it about me, me, me, me and why I'd be the best one. But that wasn't really providing any value.

Mike Sherrard:                    So I have some examples here. This is an exact door-hanger that I would use if you're thinking of selling. So it shows that Mike Sherrard, myself, is your West Calgary specialist. So I'm going to go door-knock in West Calgary. It's got a home that signifies the exact type of homes in that area. So it looks like, wow you're actually dealing with listings in this area. And then on the back it has our lovely, who you work with matters, slogan. To say, "Wow, we actually care." Not only who we work with as realtors. But we care about who you're going to work with when you make this decision. And then how are we different?

Mike Sherrard:                    So I just have some touch points here on why we would be the best people. Whether it be the lowest days on market, global networks indication, whatever. But bringing something that's very clean in concise is impactful because I was trying to bring my cell phone. I was trying to bring apps to track it. I was trying to bring my business cards. I was bringing flyers. I was bringing notepads. I was just, it was too much.

Mike Sherrard:                    Getting out there and door-knocking is enough of an effort mentally, you don't need to start saturating your mindset with taking care of all this stuff that you're bringing along. I bring along my cell phone. I don't even need to bring along business cards, because my contact info is on the bottom of this. I bring cell phone, a stack of these guys, and I go. My only focus is making people smile, and building the best first impression on these people imaginable through simplicity and character. Right?

Mike Sherrard:                    So bringing the right stuff is important. And then I think, personally I think the biggest thing in terms of converting high at door-knocking is your perspective, and that's a big one for me.

Jeff Thibodeau:                   Okay. I gotta summarize. So something to leverage. I love that, right?

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   Look for a good news piece of real estate news that's going to get the neighborhood intrigued, or excited, right. So obviously you got high-value sales. Those are, to me, I think those are really interesting, 'cause the consumer probably doesn't know that information yet. They might have a taste, or they might have heard rumor in the neighborhood.

Jeff Thibodeau:                   But similarly, people have success with knocking around a just listed. Or even knocking around an open house invite. So I think the sale is the best thing, 'cause you've got something you can be like, "Oh, did you know?" And they don't know yet, right?

Mike Sherrard:                    Exactly.

Jeff Thibodeau:                   I think that's great. Taking something ... I'm an essentialist too, so I love how simple you've made this approach, right.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   Something universal, you probably have ... That flyer doesn't change week-to-week, right? That door hanger, you got 10,000 of them or something.

Mike Sherrard:                    I've got them all back there on the counter. I have stacks, in my quota.

Jeff Thibodeau:                   Just grab and go, right? You're not trying to redesign something every week. We don't need to impress them with market stats. It's your face, your smile, and your personality that's going to impress them.

Mike Sherrard:                    Big time.

Jeff Thibodeau:                   And then the perspective. That again, that we're just going to meet people today. I'm not even looking for a listing today. I'm just going to meet someone. I love that. Okay, so let's-

Mike Sherrard:                    Exactly. [crosstalk 00:28:03] like that.

Jeff Thibodeau:                   Go ahead.

Mike Sherrard:                    I was just going to say the perspective in conjunction with the mindset.

Jeff Thibodeau:                   Yeah.

Mike Sherrard:                    Because we can get into that whenever you want to. But that was the biggest thing for me, and why I've seen so many people fail is their perception and mindset going into it, and they fall flat.

Jeff Thibodeau:                   Yeah, totally man. So let's talk real ... So now we're going, right? You've got your flyers. You've got your good news. Do you keep hammering the same hundred houses? Or are you going around? Are you a sniper? Are you shotgun? How do you take it?

Mike Sherrard:                    So basically what I'll do is I want to find a place that I would like to keep doing business in. So for me, I chose about three or four communities in Calgary that are in my realm. And they're either ... Usually what I'll do, and again, this is a neat piece of advice to agents is, one of them is always luxury, right?

Mike Sherrard:                    Because everyone wants to leverage their time, and their efforts. So if you can get paid twice for doing the same amount of work, do it. Honestly, what I've found is that in the luxury space, the reception is actually better. Because a lot of these people had to work hard to get their successes, and get to where they are in this luxury space. And they respect people who are putting in the extra effort to get those successes, and hopefully one day be where they are. So they actually give you a bit more of a give, because they respect that kind of effort and hustle.

Mike Sherrard:                    So I always choose at least one luxury area, and then I choose a couple that get me excited. I don't really door-knock the same ones, because for me, what I do is, once you have the right followup plan, you don't need to re-door knock them. Sometimes you can show up and say, "Hey." If it's the right time, or you're just in the area.

Mike Sherrard:                    But I want to make as much individual, unique, touch points as possible throughout the year. And then leverage the right followup plan to keep in touch with them going forward, and not have to put in that same amount of work each and every time to get in person. So usually it's just once at a time, and I just go and I find an area, and I just run through the whole zone.

Jeff Thibodeau:                   Fantastic man.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   So some of these are going to sound silly. But these are the kinds of things I hear as questions, right?

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   So if it's a basic answer, just give me the basic answer.

Mike Sherrard:                    Let's go.

Jeff Thibodeau:                   Day of the week. Time of day. Does any of that matter? What do you think?

Mike Sherrard:                    Big time.

Jeff Thibodeau:                   Yeah, okay, so what's the best time, day? What's the best plan if you were going to give someone your experience?

Mike Sherrard:                    Let's go, we'll go day then time. So for me, days, I don't knock on Mondays and Fridays. Friday, for obvious reasons. At the end of the day, it's been a long week for those who have nine to fives, and quite frankly, they don't want to see you no matter how nice you are.

Mike Sherrard:                    Mondays, usually they're dreading going back to a week of work, and they're just stressed after the first day, and they don't want to see you either. So every other day I'm more than happy to knock, but I just avoid those, Friday, out of consideration, and Monday out of understanding their perspective.

Mike Sherrard:                    In terms of timing. I always knock in the evening, and this is an interesting one, because people are always saying, "Well Mike, it's dinner time. They just got home from work. Aren't you interrupting them? And aren't they going to hate you being their because they're trying to eat, or they're trying to relax, or they're trying to settle down?" Whatever.

Mike Sherrard:                    Sure if you want to go with that perspective. But for me, it's a numbers game. So what time of day is everyone going to be home? It's after work.

Jeff Thibodeau:                   Yeah.

Mike Sherrard:                    It's from six to eight pm. At the end of the day, that's when everyone is there. And I want to convert at the highest rate. I don't care if they're happy, sad, whatever, I'm going to figure it out.

Mike Sherrard:                    If you go with the right avenue, you'll cheer them up anyway. So I think the best time is between that five and nine, depending on daylight. And then the second best time for me was always between about eleven and one, when people are potentially going home at lunch, or you get the stay-at-home moms, or the dads who have remote jobs, things like that.

Mike Sherrard:                    Those are the two times. But I much prefer evening. The only tough thing for evening that I'm going to say to people, is it's really hard at times, to get your mind wrapped around going out in the evening, after you've already had a long day. Saying, "Okay, now the second part of my day is starting. Time to go get rejected." Right?

Jeff Thibodeau:                   Yep.

Mike Sherrard:                    So once you can amp yourself up and get into that groove it's always good. But it is tough when you get going. It's just something that you have to overcome.

Jeff Thibodeau:                   Totally man. And I will back up what you just said with my experience running a call center, a market research call center, that I did in my previous career.

Jeff Thibodeau:                   We would literally, because we were calling across North America, we would target everyone from that six to nine pm, and we would just roll our call center across the time zones. We'd tag everyone in the database, on base their time zone and just keep calling back up the west coast basically, as the time, the clock moved on.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   And same thing, aren't you interrupting them during dinner? Well yeah, but they're also home. I don't want to ... If I try to interrupt them when nobody's there, that's not going to work, right?

Mike Sherrard:                    Yeah. It's better to get them at any state of mind than to show up and it be a dead door.

Jeff Thibodeau:                   That's right, yeah totally.

Mike Sherrard:                    It's numbers, right. It comes down, that's realtors fail to analyze things because maybe they're too unanalytical and realize that it comes down to numbers, and you want to get as many touch points as possible, and frame your mind that way.

Jeff Thibodeau:                   So let's walk up to a door. You know, I'm here in your Southeast Calgary. Right behind my door and you're out tonight knocking me. How does that conversation go? Brand new person, knock knock, "Hey, who are you?" Right, and then what?

Mike Sherrard:                    Yeah, so we'll do a little bit of a role play here.

Jeff Thibodeau:                   Sure, yeah. I'll be [crosstalk 00:33:42]

Mike Sherrard:                    Okay, let's do that. So I'll walk up and I'll knock.

Jeff Thibodeau:                   Hello?

Mike Sherrard:                    Hello. Hi, my name is Mike Sherrard, how are you this evening?

Jeff Thibodeau:                   I'm good, thanks.

Mike Sherrard:                    Good, good. I'm just with Redline Real Estate. Don't worry, I'm not going to ask you to buy or sell a house. But, I just wanted to let you know that because the home down the street actually sold for about 99% of list price in just three days, I've had a couple people in the community reaching out to me with questions about how that might be impacting the value of their home. Or how it's impacting the value of the overall community. I just wanted to see if you're curious about that. If you knew them. If you have any questions about that home in particular, or actually your home as well.

Jeff Thibodeau:                   Wow, okay. So let's unpack that, 'cause that's a tight little script, right? So knock knock, hello, just standard Canadian greeting, how you doing?

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   But then right into you're leading with your point of leverage, how you said earlier right?

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   I'm dropping, I'm going to call it in [inaudible 00:34:45] a little intrigue bomb. Like, ooh.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   Now instead of, "What's this guy doing on my front porch?" Now they're thinking, "Well what did that house sell for?" Right. You've redirected their attention into something interesting, and then you've built it. I like how your language, and I don't know if you know you're doing this intentionally, but, you're using these little soft qualifiers.

Jeff Thibodeau:                   I wasn't sure if you were interested in. I've been receiving inquiries from the neighborhood. It's starting to make it seem like it's okay to talk to you about real estate. Like it's a natural thing, everybody else in the neighborhood's doing. It's not like this is just your first door-knock.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   So it's just like, that's that mindset I want to come back to, just for the viewers of this, that it's normal. That everybody else talks to you. If you go into it that it's scary and nobody's going to talk to you, guess what's going to happen in your session, right.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   If you come to the door that everyone wants to talk to me. I have something of value to talk about, and other people in the neighborhood already like me, then you're going to beam that, and the other person's going to receive it.

Jeff Thibodeau:                   If you watch any of this training that all the trainers do, it's something like 87, 90% of communication is non-verbal. It's in the look on your face. Whether it's a deer-in-the-headlights, or you're just so excited for them 'cause there's a good sale in their neighborhood. You're like, "This is great news for you guys." So that's amazing, right?

Mike Sherrard:                    It's 100% because for me, and this is one of the reasons why I've seen a lot of realtors fail when they just start door-knocking, is the fact that they truly believe they're soliciting. They tell me, they're like, "Mike, isn't it soliciting if I go up and I do this?"

Mike Sherrard:                    And I'm like, "You know what, the reason why I'm able to do so well at door-knocking, and others can to, is the fact that I don't believe I'm soliciting." I believe that I'm showing up and I'm actually providing value to these people, and why wouldn't they want to know? So it's better for them to find that value from me, than someone that's just trying to sell them.

Mike Sherrard:                    So for me, it's me being helpful to them and providing that value. So the reason why people don't really feel like they're being solicited is because I'm not going in with the intention of soliciting. So by just framing that perspective and realizing that you're there to provide value, not to steal business, changes everything for you. It's crazy.

Jeff Thibodeau:                   Totally man. And so if that intro works, which I assume it at least gets a smirk or an intrigue. Very rarely is someone would say, "You know what, I don't care about any of this stuff, kid. Get off of my porch." Right?

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   So if it works, the goal is they're going to ask you some kind of question, or show some interest, right?

Mike Sherrard:                    Yep.

Jeff Thibodeau:                   So then I'm assuming the end goal is either, "Let me in your house." Or, "Give me your contact information." So take us for ... So if the intro works, I know the middle of the conversation is going to go a million ways. But then you're listening for some opportunity to request their contact information, or get the next step going.

Jeff Thibodeau:                   So what do you ... What's your spidey sense waiting for? Or how are you trying to steer that conversation so that it moves towards your goal, which is a lead that I can now followup with?

Mike Sherrard:                    Definitely, well the way that I frame my overall scripting is I have multiple closes. So it doesn't matter what road block I hit, I just keep going. So for me, that intro is trying to get them to give me a bit of insight that they actually are curious about their home, or the community. Because if they're curious about their home, then you can grab their information, or a business card, or whatever, and get a home evaluation scheduled. That's the ultimate goal, because that's approaching that now business, because you can tell they're in the process of considering.

Mike Sherrard:                    So if I can't get the now business, which is the home evaluation, I'll always push for the market report. If I can't get the monthly market report to get them in my system, I always push for a referral in the sense that do they know anyone in the area. And if they don't, then I just give them my stuff and hope that they're going to be in touch, or not throw it out.

Mike Sherrard:                    But if you have four closers, or three closers, or however many you would like to establish. At least that way you can just keep going, 'cause when you hear the objection, or say, "Alright. Next close." And just keep going in a systematic approach so that it becomes second nature to you. You know what the avenues are, and you know how to try and convert these people in any way possible that might be a good fit for them at this point in time.

Jeff Thibodeau:                   Yeah. I'm going to change the language again, because convert these people and close them, it scares people off, right?

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   That's where the solicitation is. But again, what I've heard here is before you even head out, you're trying to find something of value, something of intrigue to provide for them. And then throughout the conversation we're listening, and when you say close, I just think you've got three or four other things of value. They're just further down the pipeline, right?

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   And we're just listening to which one is the best fit for them. Do they need more info on their house, the potential value. Are they thinking of selling? No. Okay, are you generally curious in the overall neighborhood, I've got a solution there too. Oh no? Okay. Do you know anybody? Is there any vacant homes? Whatever, right? And so-

Mike Sherrard:                    That's one of the biggest converting ones is the neighborhood. Because oftentimes when people say, "You know what, we're not thinking of selling right now." Usually what I would say to that is, "Oh don't worry. You know what, you've got a beautiful house. It's a lovely neighborhood. I don't blame you for not wanting to sell because I'd want to live here too." I give them a bit of a compliment to be like, "Hey, you know what? I don't blame you for not wanting to sell. It's a God damn beautiful house, and I think you're very happy here for many different reasons." So pay them a compliment and they're like, "Oh thanks. I do love living here."

Mike Sherrard:                    And then the one that converts the best is the monthly market report. So what I would say in that case, is I would say, "Listen, I understand that you're not looking to sell at this point. I don't blame you." But again, going back to the communal approach is I say, "I've been giving this monthly market report to a number of our neighbors in our neighborhood." Make them feel like we are part of it together.

Jeff Thibodeau:                   Yeah, that's right.

Mike Sherrard:                    "And they have been telling me that it's a very valuable tool, because they're seeing each month if the average prices in our neighborhood is increasing or decreasing, so that if they want to sell two, three years down the road, they'll have a pretty good idea of how things are doing in the neighborhood, and for their house. Would that be of interest to you? You can opt out, one click at any time, I promise you."

Mike Sherrard:                    And just by saying the ours, the ours, the ours, when you make them feel like you are part of that community too, and also other people in that community are reaching out. 'Cause no one, whether it being an investor, or anything in business, no one wants to be the first to act.

Mike Sherrard:                    So if you frame it in the way that others are already acting, then they're not the first to act. They're like, "Wow, I guess Sally down the road is probably doing this too. Why not give it a shot?" And then you get them in, and every month it's a touch point.

Jeff Thibodeau:                   And that's that same, again, that same methodology from the beginning, which is, "Oh, a lot of your neighbors have been asking. I've been getting calls from this neighborhood." Now just say, "Oh, I've been sending this out to your neighbors, and they've been telling me it's very valuable." That's so much more powerful than going, "This is valuable." Right?

Mike Sherrard:                    Exactly.

Jeff Thibodeau:                   I love what you said about people don't want to be the first to act. I don't want to hijack your interview, but I want to share a story.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   'Cause I watched this happen in person, and it blew my mind as a young man. I worked at the Canadian National Exhibition, up in Toronto for one stint, 18 days. I worked selling water coolers, right. It was brutal. I didn't have any sales skills and it was terrible. But I was watching all these guys who do the infomercials, and the guy from Shamwow, not the guy that turned into an abuser, but the Canadian Shamwow guy.

Mike Sherrard:                    Yeah, yeah.

Jeff Thibodeau:                   He was there, and I watched him do his presentation. What he would do when it was all done, and the whole thing, you know the Coke bottle, twist it out over the carpet, all that stuff. And he'd go, "Listen." And he'd start stacking them. He goes, "I only got five of them. I'm going to do it 50% off." He goes, "That's the first one spoken for. That's the second ... Nobody had their hand up yet. Right.

Jeff Thibodeau:                   He's calling out to the back of the audience saying he's already sold the first two on discount. And then all the sudden the $20 bills start flying out of people's pockets. I'm like, "This guy is brilliant." Nobody's looking behind to see if anyone actually had their hand raised. He just drew them in.

Jeff Thibodeau:                   It was that whole, okay, it's safe if somebody else is believes in this guy, or somebody else likes this report, or somebody else has already reached out to Mike. So I guess that's another point to, once you do get a piece of business going in that neighborhood, it just levels up the whole machine again, 'cause now it just legitimizes everything.

Mike Sherrard:                    It does. And you want them ... Again, it comes back to making them feel comfortable. Not soliciting them. So the first sentence I say is, I'm not going to ask you to buy or sell a house. So boom, drop their first no already, because they're going to say no if you ask them if they're interested in buying or selling. So you get that out of the way, you make them feel a bit more comfortable.

Mike Sherrard:                    Well why are you here? You hit them with value. "Oh, he's actually providing something that's useful. That's a shock. I've never had that before." And then everything is about our community, and our neighbors, and your value, and your home, and why we care.

Mike Sherrard:                    It comes down to just making them feel comfortable in your presence so that they would actually feel comfortable, that if you leave one of these guys back that they will look on the back and they'll say, you know what, six months down the road, "Damn, remember that Mike guy that showed up? It went really well. Maybe I'll just reach out and ask him how much our home is worth now, or how the market's going." Or whatever. But if you make them feel comfortable at not being sold, it goes night and day difference and you will get that followup at some point.

Jeff Thibodeau:                   So the last, in the moment, in the knock question then is no answer, right? No answer, or you know they're in there and they're not answering. Is that, are you leaving the door hanger behind and walking away? Is that the plan?

Mike Sherrard:                    Yeah, so I used to not do that 'cause I didn't have enough materials. And again, when I was carrying these business cards that are $2 a business card, I wasn't leaving it there. But now I just leave the hanger.

Mike Sherrard:                    And this goes back to also picking the right area. This is going to sound, I don't know if it's pre-judgmental, but what I would do is if I didn't choose the right neighborhood where there's maybe some homes that look like they weren't well-kept, things like that, I wouldn't leave anything, because I want actually salable homes. And I guarantee you, if they're not, if you can tell they're in there and they're not showing up at the door, and their house isn't very well maintained, that's probably not a sale you even want to get into.

Jeff Thibodeau:                   [crosstalk 00:44:57]

Mike Sherrard:                    Yeah, so it's ... I don't want to judge, but I do judge, because I want to work with people that would like to work with me. And if you show up at the door, usually you're receptive to new people coming into your life. And if you do answer, that's what I'm looking for. Otherwise, if they're not home, sure I'll leave one, but I want to make sure that it's actually a salable home.

Jeff Thibodeau:                   So we just headed out for our three hour session, crushed it, got five names in the first hour. You're behind on some other stuff, so we head back to the office. So you got five names, emails, phone numbers, two of them are interested in their house, three of them are interested in the neighborhood. Just chat us through now, we've obviously won. We got some leads.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   But what do you do now to keep those people warm? Do they go into your CRM? Just tactically, now we're home with this list, now what?

Mike Sherrard:                    Definitely. So the first thing I do is I curate a tailor made email to each one of them. So I try, when I'm writing down my notes about the address, their name, their phone number, I try and write down a couple little things, whether it be stuff we talked about, or if they had a dog, or a car, or a kid, or something. Little things that I can remember about them.

Mike Sherrard:                    So I'll send them a followup email and I'll say something like, "Hey Anne, I just wanted to say thank you so much for taking the time to speak with me this evening. I know you were busy during dinner, but I really appreciate you being open to what I had to say. Your husband's got a beautiful car, and blah, blah, blah." So I'll tailor it to them so that they know it's not just a blast email.

Jeff Thibodeau:                   Yeah.

Mike Sherrard:                    You know, it's I actually took the time to listen, and to acknowledge, and to think and to understand. So I'll send them all a tailor made email specific to them, and then I'll send them the monthly market report, which means that every month they're going to get hit with the stats. And then I upload them to the CRM.

Mike Sherrard:                    Thankfully, we've got the lovely brokerage where one individual takes care of our client emails. So then again, they get a couple touch points per month that I don't have to worry about. So now it's almost systemized. That's the biggest thing is the nice, tailor made email to show that you care, you listened, you remember them specifically, and then set them up on the automated stuff.

Mike Sherrard:                    What I always do going forward, in terms of long term conversion is I'll look each month, 'cause we get notified when the monthly report goes out, and I'll see how many times per month they're looking at the market report. Because what you'll start to notice is they'll look at it maybe once the first month. Once the second month. A couple times the third month. By the fourth month they're looking about seven times a month. By the fifth month they're looking at it about 10.

Mike Sherrard:                    At that point, when I start to notice that they're looking at the monthly market report a little more frequently, I will go back to that tailor made email, so that I remember, and then I'll say, "Hey, I've just noticed that you've actually been looking at the monthly market report a little more often more recently. I wanted to see if you had any questions about the neighborhood. Or if you're considering making a move yourself these days." I'll just leverage that. Try to make it as simple and consistent as possible for us.

Jeff Thibodeau:                   Brilliant man. I heard so much gold in this last 50 minutes of us talking. And I can already hear. I'm sure we could go another couple hours of talking about all the little value adds, and send them some solds, and calling it in. We could ...

Jeff Thibodeau:                   But what I love is that you're already seeing success with a very basic essentialist system, right? Pick a neighborhood that makes sense to you. Go at the times of day when people are home. Take some sort of interesting information. Take a leave behind that's clean and concise and encourages them to call you.

Jeff Thibodeau:                   Don't go with the mindset of conversion. Go with the mindset of relationship-building. Remember something personal about them. Followup with a unique email, and then keep an eye on their behavior.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   This isn't rocket science. If you're achieving success at that level, and I know the type of guy you are, you'll continue to engineer improvements to your system, and everything. It's so cool.

Jeff Thibodeau:                   So I want to really just take a second to just say thanks. Thanks for your energy. Thanks for agreeing to do this. Out here at Redline we have a culture of collaboration, but that's not the norm in our industry.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   So I really appreciate. You put so much effort and grit into developing, learning, researching, and then boots on the ground, and testing it, to get it where you are and to share it with us is just a gift, so thank you for that. One last question.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   If I just listen. So say, pretend I'm first year agent. I just listened to this whole podcast, and I'm still, right now I'm like, "Oh man, I don't know. It still seems scary." Even after everything you just told me.

Mike Sherrard:                    Yeah.

Jeff Thibodeau:                   I call Mike up, I'm like, "Listen man, I just listened to your podcast. Should I really do this? Should I? Should I go door-knock today?"

Mike Sherrard:                    Of course, let me yeah. This is a very exciting way to wrap this up. So a couple advice to a new agent. Let's say you're curious but you're not ready. The biggest piece of advice I can give to you in terms of getting out there is the hardest door is your car door. I swear to God, once you get out of your car door, and you hit that first door, you're gone. You're good. You're going to be so-

Jeff Thibodeau:                   Gone.[crosstalk 00:50:16] that's so good man.

Mike Sherrard:                    In the zone that it doesn't, you don't even think. Once you practice your script and it's become automated, you don't even think. It's like, "Oh boom, got rejected." Next door. "Oh they're interested." Boom, next door. You don't even care. But the hardest thing is getting out of your car door.

Mike Sherrard:                    The first day, one of the guys that's on my team door-knocked, he said he called me. 'Cause I saw him looking at Facebook at 12:15, and he was supposed to door-knock at 12. I was like, "Brian what are you doing?" He's like, "I'm so scared to get out of my car that I'm finding every excuse possible to search through social media, check notifications."

Mike Sherrard:                    The hardest door is your car door. Get out of the door and just start running, and you're good. It's a fantastic way to do it, and I promise man, that's the biggest piece of advice.

Mike Sherrard:                    And then two more things that I'd like to say. If you're having trouble getting out and doing it, what I do actually, is I associate certain rewards based on my production. So what I say is I've actually got 500 door hangers on my counter right now, laid out so every time I go in my kitchen I see these damn things. What I do is I say, "Okay, once I finish doing these 500 doors, I'm buying myself that new watch that I want." So I associate a reward with getting the job done.

Mike Sherrard:                    So if you're a new realtor, and you said, "Damn, I'd love that new suit." Or a new iPhone, or a new camera. Say, "You know what, I need to hit a quota of 500 doors. I'm not going to buy a damn thing till I get that done." And that way it gives you a bit of an incentive to get out.

Mike Sherrard:                    The final thing I want to say is just have some damn fun, man. Because at the end of the day, people have worked with me, basically because they say that they were surprised by the energy that I showed up at the door with. It's the same energy I'm talking to you with. Every damn door.

Mike Sherrard:                    I don't care if you have a frown, or it's upside down or whatever, but look like you're having fun, and find a way to enjoy it, because I tell you one thing, I'd much rather be out door-knocking on a plus 25 day, then sitting behind a computer screen making cold calls. Right? So have fun with it. Enjoy yourself, and make sure you just put in the effort and get out of that damn car.

Jeff Thibodeau:                   Amazing man. There's so much gold in there. I can't wait to see you at year 12 and year 15 [crosstalk 00:52:42] your career man. I know you've got big, big plans we've talked about.

Jeff Thibodeau:                   I want to throw a final pitch to you. This video might make its way outside of the Redline universe. I know you put together a little bit of a course, going into the stuff we talked about, but I assume in much more detail, with your materials, with your [crosstalk 00:52:58]

Mike Sherrard:                    Very much.

Jeff Thibodeau:                   And everything. And again, the cost that you're putting on that is so low that it's basically just three in my mind. It's like 100 bucks, right, for your collective 18 months of knowledge, and tactics of doing this.

Jeff Thibodeau:                   So if someone wants to reach out to you, or get some more information on that, what's the best way, or best website for them to check you out, learn more about Mike, follow you, order one of your courses.

Jeff Thibodeau:                   Or heck, if you live in Calgary, I would suggest you want this type of leadership. Mike's also running a team at our brokerage too. So if this sounds like something, some kind of guy you'd like to be around more often, how do we get a hold of you? How do we see more of Mike?

Mike Sherrard:                    Definitely, the biggest thing for me is I'd say follow me on Instagram @thepurplerealtor because that's one that I'm most vocal on. I'm more prevalent, and that's where I keep up-to-date with everything. I answer every direct message on there.

Mike Sherrard:                    That's something that you'll get a feel for what I'm truly like, and showing that I actually put in the work. So that is following me on Instagram would be not only appreciated, but probably the best way that any new realtor, or any realtor for that matter will get value from seeing some of the stuff that goes on on that platform.

Mike Sherrard:                    And then again, the website's modern real estate training. But if you add me on any platform, I'm more than happy to meet with you for a coffee, or just chat about how I can help take your business to the next level if this is an avenue that you're exploring.

Mike Sherrard:                    'Cause for me, and I know you and Darren are very much the same. I'm looking to help make people grow it and take people to that next level. 'Cause the biggest reward for me is when someone can give me a shout a month later and say, "Damn, I just tried that and it worked. Thank you so much."

Mike Sherrard:                    When I get a thank you or an acknowledgment based on the help that we put in, and the free value we provided, that's everything and more that I could ever ask for.

Jeff Thibodeau:                   Brother, that's why we love you here at Redline. Thank you for being part of our company, and part of our culture, and being a leader inside of our own company. I really do appreciate it. I want to again, just tell our audience that this was gold.

Jeff Thibodeau:                   If you got to the end of this and you still have any doubts whether you should at least try this, I mean just take, we made it as simple as possible. Mike's broken down what works and what doesn't. Not from theory, but from actually pounding his fist on doors and talking to people.

Jeff Thibodeau:                   So if you have any hesitation, reach out to me or Mike. We'll put you on the right path. And again, thanks man. I really appreciate this. I know you got a busy day, and you had a busy night last night, so thanks for taking the time. I look forward to catching you out in Calgary very soon my friend.

Mike Sherrard:                    Much appreciated Jeff. It's a pleasure as always. Hopefully we can get some more boots on the ground with this one.

Jeff Thibodeau:                   Yeah, alright brother. We'll talk to you soon, thanks.

Mike Sherrard:                    Right on. Cheers.

Jeff Thibodeau:                   Cheers.

 

Thrive Not Survive Podcast Episode #51: A New Way of Marketing Yourself

Thrive Not Survive Podcast Episode #51: A New Way of Marketing Yourself

Thrive Not Survive Episode #50: Zillow is in Canada

Thrive Not Survive Episode #50: Zillow is in Canada