Realtor AI Automation: The Future of Lead Generation & CRM Efficiency

Martin Tijmes00:00:00

So instead of me running ads and then just getting dumped on with whatever 100 leads or 10 leads or 500 leads, and me sitting there texting and calling all day, every day trying to qualify them, trying to get them on the phone, trying to, you know, find out if they're qualified or not, and then set an appointment with them, the bot does all of that for me.And so then, yeah, so imagine, I mean, like, you're walking on the road or whatever, walking your dog, and all of a sudden your phone buzzes and it's like, hey, John Smith just booked an appointment Monday at 10:30am he's looking in this neighborhood at this price point, this many beds, this many baths. These are the deal killers for him. And, you know, here's the zoom link. And.

Mike Mills00:01:00

Well, hello, everybody. Welcome to the Texas Real Estate Finance Podcast. This is Mike Mills, a North Texas mortgage banker with Geneva Financial.And today we are going to nerd out on some artificial intelligence. And I know there's probably.Either either you're completely blissfully unaware of this, or you're so sick and tired of hearing about it that you want to shut this off. But here's what I will tell you.You need to listen to this one today, because whether or not you like AI, whether or not you understand AI, whether or not you care about AI, it is here, and it is going to impact your life whether you like it or not, just like the Internet did in the 90s. So you need to learn about it, whether it is you, whether you think it's important or not. So. And today I brought a.Let's just call him a guy from the trenches. He has been. He's selling real estate just like you guys are.

Martin Tijmes00:01:49

And.

Mike Mills00:01:50

And he has been using AI incredibly effectively over the last several years to really boost his business to another level. And he's going to kind of tell us all about it. So, Mark, this is Martin Times. He's with Accessible Agents. He's based out of Austin. Correct, Martin.

Martin Tijmes00:02:03

Houston, Texas.

Mike Mills00:02:04

Houston. Houston. Sorry, you told me you were on the radio in Austin. Through my brain for a loop there.Well, Martin, first off, before we kind of get into your background and where you, you know, how you kind of got into this. What was it?Was there a moment that you had where you were like, I've got to fully embrace this AI thing, or I've really got to start moving in this direction? Like, what was the trigger point and why did you decide to really get on board with. With AI in your business?

Martin Tijmes00:02:29

For sure, for sure. Well, first I Want to say thanks for having me on the. On the show and gonna have some fun today.

Mike Mills00:02:38

Yes, sir.

Martin Tijmes00:02:38

Yeah, I like to have fun.So, yeah, what made me come on this path was actually, I'm with Exp Realty and I went to Exp Con a couple years ago, or I guess about a year and a half ago now, and all I heard was, AI, AI, AI. I mean, they were shoving it down our throats, man. Yes. What is it? I don't even know what this thing is. You know, I know how to sell a house.Can it sell a house? Like, what? What can it do? Like, I don't understand.And everyone at that time, everyone was talking about it just like creating the remarks for, you know, for the headline of the houses. And I can spot those things from a mile away.Now, I, I really don't like those AI generated public remarks, you know, but I think they've gotten better now. But at first they were using crazy.I mean, it was like all the big words in the dictionary were being used, you know, robust and elegant and boasting and, you know.

Mike Mills00:03:47

Okay, so it was, it was basically pretending like it was a person commenting on the listing. Is that what it was?

Martin Tijmes00:03:53

No, I'm talking about like the maybe remark is. Is the wrong word when I go into the mls.

Mike Mills00:03:58

Listing description.

Martin Tijmes00:03:59

The listing description.

Mike Mills00:04:01

There we go. Okay, okay, I gotcha, I gotcha.

Martin Tijmes00:04:03

Thank you.So, yeah, when you do go on to other platforms and like, oh, I want to know more about the house, you click on it and then the description is right there. Right. But I mean, sometimes it's like a, you know, 30, 40, 50 year old home and it's not remodeled.And it's like this elegant home, boasts, you know, these beautiful features. And I'm like, yeah, no, no, it doesn't. But, but anyway, so that's kind of.I mean, so that's what got me down the path was going into this exp con and hearing all about AI When I got home, you know, that's all I knew about what it was that it was doing, the listing description.But as soon as I started diving into it more, I was like, man, this thing is pretty powerful actually, you know, like, and I was running ads at the time and I was like, I wonder if I could do something with.Because I was just geeking out on it, like you said, you know, and was just going down these rabbit holes and rabbit holes, and I was like, I wonder if I can, you know, set something up.Because it's, it's making words and sentences and kind of piqued my interest and I was like, well, I wonder if I can set it up to attach to my ads and like do something like contact the, the leads that come in.

Mike Mills00:05:25

Right?

Martin Tijmes00:05:27

Yeah, yeah, do some automation for me. You know, I guess I'll just spill the beans now.But yeah, so I did end up, end up connecting it to my lead forms and then ended up creating a back end system and you know, it was generating appointments for me on autopilot.

Mike Mills00:05:48

Yeah, well, and I, I think there's a, you know, there's a disconnect for agents especially because of the idea that, you know, it's a new technology that they don't fully understand.You know, there have been other things that I would say have come along probably in the past that you know, people would look at and say this is a new type of technology also is it really beneficial? Is it going to be helpful for me?And then, you know, honestly it's, it's just learning how to use it even if they are into it, which, you know, I always find ironic because it's really not complicated, you know, I mean it's, it's very, very simple as far as it. Well, I say it can be as simple or as complicated as you want. You can log on to chat GBT or go to Grok or go to, you know, any of these. Bard. What?Any of these. And you can go on there and you can just start talking to it and asking it questions and, and saying, you know, you could say what do you do?You know, why can you help me in my business? I mean basic, just conversational stuff that I, I think people are scared of it a little.Not scared, but just reluctant to, to, to play with it because they don't understand it. And it seems like you have to have like a degree from mit, you know, in order to fully understand this. And it's just not the case.I mean especially like you said, you came from absolutely knowing nothing about it, you know, a year or so ago to now having it, you know, generate leads for you and you know, schedule stuff on your calendar and so, and that's, that's not a big long time.You didn't have to go, you know, to a 12 month course and learn, you know, everything there is to know about computer programming in order to make this happen.

Martin Tijmes00:07:18

Right, right. Yeah, exactly, exactly. So, and I think you said kind of the right word there. People being reluctant to it or just not understanding.And so that's why I'm here, you know, with you today is to kind of just tell people or show people that, you know, it's not scary, you know, it can help you. It's here to help businesses. It's not here to take anybody away.I will say that, you know, there is definitely a possibility of it taking away some jobs. But as far as like real estate is concerned, things like that, and depending on your most businesses, it's here to help, you know.Yes, yeah, it's really here to alleviate a whole bunch of time off of your schedule, free up some time, allow you to sell more and work less well.

Mike Mills00:08:07

And being the fact that we're in Texas, I don't know that everybody understands fully how, how impactful AI is going to be in Texas because so here's a couple, just basic info, you know, some basic data points for everybody out there to understand how important this is. So right now Texas is becoming a major AI data hub. So Microsoft has invested nearly $1.5 billion in a new AI driven data center in San Antonio.And they have construction set to begin in 2025. And these centers are going to support AI and cloud computing advancement, reinforcing Texas as a major tech hub.So, and then when you move into real estate, the AI and real estate market is also really exploding because the AI software and tools that are used are projected to grow from 22 or 222.65 billion in 2024 to over 300 billion in 2025 with a, and that's a 36% annual growth. And this is all being driven by automation and lead generation, like we're going to talk about today, marketing and client interaction.So in most of these businesses, like you said, when you're running a business, AI right now is saving real estate companies about 49% of their costs through due to AI adoption. And it's cutting operational costs. And they've seen the 63%.The ones that have embraced it have seen a 63% revenue growth from AI powered tools like CRMs, chatbots and automated marketing.So to say that, you know, this stuff isn't already impacting the industry and already moving people in a certain direction, you know, would be an understatement. And you're a prime example of that. So tell us a little bit about here. So, so tell us a little bit about your, your kind of, your secret sauce.What, what, what have you, what have you created, what did you put together and, and how does it work? And you know, what has it done for your business?

Martin Tijmes00:09:55

First off, I think you know more stats than me, man. I You must have been reading this stuff's written down. Maybe Chat GPT was just telling you that.

Mike Mills00:10:05

Yes, yeah, exactly. Yes, that's where I find buttons.

Martin Tijmes00:10:08

That's probably where it'll be in a few years.

Mike Mills00:10:10

Yes, it will. It's already there to some extent.

Martin Tijmes00:10:13

Yeah. Yeah. But no, that is interesting that you bring all that up about Texas and you know, new AI hubs.I mean, Texas is, I mean, well, obviously it's no secret. It's drawing a whole bunch of tech companies from, you know, California and all over the country.And just there's, there's a lot going on here in Austin. I used to live in Austin. We were talking about Austin before the show.I'm born and raised in Houston, lived in Austin for a while and when I was living there, this was like early two or like 2005 on until about 2013. And that's when it started becoming tech hub.You know, I remember, you know, these video game companies coming in there and that's kind of where it started. And AMD and Dell is there, Michael Dell, he's been there forever. But I mean, yeah, it started getting notoriety.But anyways, now fast forward 15 years and it's a whole different scene and even the city of Austin has changed drastically. But not to get, not to get tuned in on Austin. But anyway, so what was, what was the question you were asking?

Mike Mills00:11:25

So, so I want to know, you know, what it, what specifically are you using it for? What have you created to kind of, you know, your business and then, and then what has it done for you? Like what have your results been?So I know you've, you've kind of created a, a lead generation tool to some extent. But you know, can you talk a little bit about that? Like what you made, how, how you built it and then what it's doing for your business?

Martin Tijmes00:11:47

Yeah, for sure. So it's been pretty incredible the last couple of years, like I said.I mean I dove into it, I created this bot for myself and at that time I was using these like third party companies and features and you know, making a whole bunch of different prompts and you know, I was really fine tuning it a whole bunch and it's really come a long way just from the last year and a half.

Mike Mills00:12:15

What platform were you using? Were using like Chat GPT or what were you building?

Martin Tijmes00:12:18

No, it's a company called Zappy Chat. Okay, all right, yeah, yeah, I was using that. I don't use it anymore. So now I have a tech team that actually creates the chat bots. For me.And whenever I onboard people, it creates a custom one for them. But we've kind of streamlined it at this point, you know, so all that fun tech stuff. But yeah, good segue. Check out accessible agents.com.

Mike Mills00:12:46

Yes. So what does it, what does it do exactly?

Martin Tijmes00:12:49

Yeah, so we create the lead. It goes out Facebook, Instagram, Google. The. As soon as the lead fills out the form, the bot interacts, immediately starts texting with them. My.The bot name that I gave it is Erica. It says, hey, this is Erica. I'm Martin Times, assistant with Rowdy Realtor.Thanks for, you know, signing up and asking, you know, how can I help you today? And. Right. You know, like, how many. What type of home you're looking for, what area, how many beds, how many baths.So it, it has a sequence of events that it goes down and if they get off track, I mean, it can answer more questions. So it's pretty robust. But the end goal is for it to create a zoom appointment with me and the lead.So instead of me running ads and then just getting dumped on with whatever 100 leads or 10 leads or 500 leads and me sitting there texting and calling all day, every day, trying to qualify them, trying to get them on the phone, trying to, you know, find out if they're qualified or not, and then set an appointment with them. The bot does all of that for me.And so then, yeah, so imagine, I mean, like you're walking on the road or whatever, walking your dog, and all of a sudden your phone buzzes and it's like, hey, John Smith just booked an appointment Monday at 10:30am he's looking in this neighborhood at this price point, this many beds, this many baths, these are the deal killers for them. And, you know, here's the zoom link. And.

Mike Mills00:14:33

Wow.Yeah, so what, so then what you're doing is you're creating some sort of ad, whether it be a Google Ad or a Facebook ad or something along those lines. Right?And then from that, whenever someone responds to that ad or fills it out or clicks on it or what it puts in their information, then your bot goes into action at that point and it reaches out to that person via text, right. And says, you know, has a conversation with them, essentially trying to figure out what they're looking for, you know, what they're trying to find.And then through the, through the process of that conversation is going to work to set an appointment for you on your calendar with a zoom link. So then that way you don't, you're, you're not in Other words, you're not pulling the human out of it.You are just getting the client to the human without someone in the middle trying to manage and, and process all that. Right?

Martin Tijmes00:15:25

Correct. You got it, man. Yeah. Okay, so, yeah. And so this is where the time eliminating feature comes in.You know, and what we were talking about earlier as far as like it helping businesses, I mean, now it's created more time for me where I can make more sales, I make more sales, I can put more money into more advertising and then I can generate more income, more appointments, and so I'm able to do more than what I was able to do earlier. Or you do what you want with your time.If you want to be extra lazy, you can sit on the couch and watch your phone ding and you know, get an appointment. I mean, it's, it's up to you what, what you want to do with your time. But if you want to more money and be more streamlined and.Yeah, and I mean it's, look, we're all human. We got to eat, use a restroom, do things. If you miss calls, you miss the leads. I mean, it's all about speed to lead.Sometimes people are online in the middle of the night, they can't sleep. I mean, this bot will work 24 7. I mean, it's almost like having a, you know, an assistant work for you that just never takes time off.

Mike Mills00:16:35

Yeah. So do you, can you use it with any type of like, like, I don't. I mean, I'm not sure. I haven't looked in a while. I imagine they still do this.But like if I bought Zillow leads, for example.

Martin Tijmes00:16:46

Right. Yeah.

Mike Mills00:16:47

Could I use it with my Zillow leads that were coming in because, you know, that's something that I tell agents what I work with a lot of times is in the past if you were going to buy Zillow leads or you were going to buy Redfin or what, whatever the case may be, you're buying some sort of online lead. And it's not that it was a bad thing.It was that if you're not an online lead working person, then it wasn't going to be successful for you if you weren't someone that was dedicated to your calendar, into setting calls and being, you know, process oriented about.I call the lead at this time five minutes after I get it, then I text them 15, you know, and then I, then I email them later and then I follow up in, in 24 hours and so on and so forth.

Martin Tijmes00:17:24

Yeah.

Mike Mills00:17:25

And used to, there had to be a Human doing that.So either you did that yourself or you had to hire somebody to do that for you, which was costing you money or time because there's always a trade there.And so if you weren't that person that was going to be religious about that and staying with it, then leads probably weren't going to be a good thing for you because you were going to spend money and not get the full benefit of it.But what you're saying is now that even if you're not that person, still, you can then still use the power of generating leads online through, through Zillow, through Google, through Facebook, ads, through Instagram, whatever. Tick tock these days, generating those ad or those, those ads out there.And then when people respond and they, you know, respond to your lead magnet, whatever that may be, then now you have a bot that's going to take it from initial connection all the way to getting a time on your calendar. So now you don't have to have a human do that piece.

Martin Tijmes00:18:20

Correct. Yep. So you, you're, you got it man.So it again, I mean it's just alleviating a whole bunch of time and you don't have to have that human interaction on the other end. Well, I mean, and I created it so it does sound like a human. If somebody asks, you know, are you a bot? I mean, but normally nobody even asks.It does sound, it says, hey, this is Erica Martin, times assistant. You know, sounds like a bot. I mean, I mean like a human. It's very conversational. That's what I wanted. I didn't want it to.You know, a lot of these people think that, oh like, oh, you created a bot. Like, you know, like it, there's questions that you can click and it answers, you know what I mean? Like frequently asked questions.Like no, it's, this is a conversation. People are literally texting back and forth and then they're getting pre qualified and then it's setting the appointment on your calendar. Yeah.So, so that when you do go into the appointment, also like I'm not a big fan of, you know, getting on the phone with, you know, I know I've had lots of conversations with other companies where I have to put in my info three, four, five times. I've got people asking me the same questions and then you're just, you know, like, yeah, I'm just gonna hang up, you know.

Mike Mills00:19:38

Yes, can I have your account number, sir? Well, I gave my account number to the last two people that asked for.

Martin Tijmes00:19:42

Why do you inserted it into the website? Just to get this phone number? Yes.

Mike Mills00:19:47

Yeah.You know, yeah, it, well, and I think, you know, sometimes when people push back, when you say, well, it's not human, like, oh, well, I want my people talking to humans. It's like, okay, maybe, but, but let's think about it for a second.If you call the doctor's office or text the doctor's office or whatever the case may be, especially nowadays, you can, you can. Most scheduling for appointments is online.I mean, there's very few places that you literally have to pick up the phone and call someone to get an appointment, whatever it is, your hairdresser, your doctor, your, you know, food, what, restaurant, whatever, right? So we're already using the Internet pretty, pretty consistently in order to schedule stuff, right?So if you're dealing in that world already, then having a, a bot, you can even tell them like, look, this is my bot, or whatever that that thing is. All its job is to do is to make sure a, in this case you are trying to buy or sell a home.You weren't just looking online and saw an address and checking it out. Right. You're so you're kind of like you said, you're pre qualifying them. You're making sure that they're legitimately trying to find a house.And then, you know, get an idea of some of the parameters. Like, you know, if you're looking for this price range, you have this many kids in your family or this many bedrooms, this particular area, whatever.Because if someone pulls up your ad and they're in Montana for whatever reason and you know you can't go, well, you need to know that because that's not somebody you maybe want to talk to. Because they're not here. Yeah, or they're not, you know, if they weren't planning on moving here.So you're kind of weeding through the ones that aren't legitimate leads essentially, or aren't ones that you could work off of. And then the ones that are, you're qualifying a few things about what they're looking for and then getting them on your calendar.So then you step into that role right away and you have all the information. You can speak relatively intelligently about what they're looking for.And there, this, this bot worked that, you know, that lead all the way from that initial contact to the end, which makes it so much more efficient. And the person doesn't even really notice and, or care because they're just kind of responding some basic questions.They're like, okay, great, we're going to get you in front of Martin. He's going to reach out to you. And then. And then from that point, that person, that bot doesn't even exist in that person's mind really anymore.

Martin Tijmes00:21:51

Yeah, totally. Totally. And I mean, I've been in strange situations with online leads too, you know, and this has eliminated all of that. I mean, I remember one time.It's kind of a funny story. Funny, funny now, but. But when I was running ads, I mean, I remember one time meeting, I met a realtor at a house.

Mike Mills00:22:12

Okay.

Martin Tijmes00:22:12

He clicked on my ad thinking that I was offering new construction homes. Like, I'm the builder. And she brought her client with her. It was the most awkward thing. Complete waste of time.It was the builder, the builder showed up too. The builder. Because I set the appointment with the builder and then me, the other agent, and then their client. And so is.I mean, just, it eliminates a lot of. Like you said, I mean, the pre qualifying, you never know. I mean, out of. I mean, I'm showing that there's, you know, the conversion ratio.I mean, it's anywhere from 2% to 10% on the high end. You know, very high end.

Mike Mills00:22:57

But online leads are low conversions, no matter what. I mean, right, like you're.

Martin Tijmes00:23:01

Yeah, I'm not gonna beat around the bush with that, you know, I mean. Yeah. And this is Facebook leads is Instagram. You don't know what you're gonna get. So there's just the honest truth.So this will sift through all of them.So like I was saying, instead of me sitting there texting and calling or maybe having a whole inside sales agency with 20 agents or five agents or whatever, calling and texting all day, this will actually do it for you.

Mike Mills00:23:27

Yeah, yeah. And it can manage multiple things and it isn't going to, you know, say the wrong thing and make somebody mad like humans are known to do.Not trying to piss anybody off, generally speaking.

Martin Tijmes00:23:39

Yeah. And then it does also, I mean, like you were talking about when you're calling doctor's offices and things like that.I mean, so we rolled this out to the public about a month ago, and I actually have a roofer on board. So it's for, you know, realtors, real estate. Real estate services. I have an author that wrote a book and we created a funnel for him.And, you know, we're doing all of that right now, so.And then as far as what you were talking about, the, like doctor's offices, I mean, as far as helping people, you know, it's great to have that, that receptionist up there answering calls, making appointments. I mean, It's a lot of times. And this happened to me the other day too. I was like, man, I need to call them back and try and sell them my platform.Because, I mean, she sounded like she was juggling 10 phones at once. I was like, what is going on over there? But you can set it up so that if, if you don't pick up the phone after however many seconds.So it also does voice AI.

Mike Mills00:24:42

Yeah.

Martin Tijmes00:24:42

So that if you don't pick up the phone after so many seconds, then it'll pick up for you.So instead of losing the lead that way, where, hey, so and so didn't pick up the phone, somebody's gonna go somewhere else, you know, and so this, this does attract. I mean, not attract, but this does help in that sense as well, where it'll start talking to them and book an appointment for you that way too.Yeah, so, yeah, I mean, like you were saying in the beginning of the conversation here, I mean, it can, it can do a lot. I don't want to get into like the crazy tech stuff. I've learned a crazy amount.Long story short is that it gets the lead, they fill out a form, the bot contacts them, and then it books an appointment for you.

Mike Mills00:25:32

Yeah. So now you've also figured out a way to integrate this into a CRM where you actually have your, your software that once, once the lead's in.Because, you know, sometimes people aren't ready at that moment or they don't want to set an appointment or whatever the case may be. But you don't want to just trash that lead because if there's a, even just a kernel of possible transaction in the future, you want to stay in touch.And so I believe you said you were able to now take that lead if they're, if they didn't set an appointment and then now it goes into your CRM and you've used AI within that as well to kind of stay on a regular follow up. Is that true?

Martin Tijmes00:26:11

That is true.

Mike Mills00:26:12

Yeah.

Martin Tijmes00:26:12

Yeah. So I hate organizing. It's funny that I got into this business and I'm like, I used to be like anti tech and anti organizing and.But this will drop the lead into a specific column for you so you can label it what you want.I've got it labeled like old lead, new lead, contacted, you know, working on signed contract, you know, under contract, showing homes, you know, you, you can add or delete however many you want and. But basically, whatever column that it's on, the bot will, it's smart and it'll contact them.Depending on what level they're at, you know, and I have it turned off, you know, when they're under contract or even if I'm showing homes, because it's like, I don't want the bot to, you know, do anything funny or, you know, who's this? What's going on? Like, oh, we're. Martin's already showing us homes, you know.

Mike Mills00:27:10

Yeah, yeah. Why are you contacting me, Erica? We already looking at houses.

Martin Tijmes00:27:14

Yeah, yeah, exactly, exactly. But so. And then to answer your question, in the beginning, too, so I started, you know, again, I'm born and raised in Houston.I actually left for a while and I went to Portland, Oregon, of all places.

Mike Mills00:27:30

Okay.

Martin Tijmes00:27:30

And I started my real estate career over there. Well, yeah, I was there from 2017 until 22 to something like that. 22, 23. And so I came back. Or that. That's when I was doing real estate over there.And so when I came back to Houston, that was another thing that, you know, I switched marketplaces. I, you know, I have my family here, but, you know, they were trying to help me as much as they could, you know, and. But I was like, I need.I need to figure something out. I'm basically starting from ground zero all over again. And I've got all these clients over there.And so I've actually been able to maintain my clients over there as well as do business over here. And so I'm still licensed over there. I'm licensed over here. And so I went from zero to right under 20 million in the first year.

Mike Mills00:28:27

That's amazing.

Martin Tijmes00:28:28

Yeah, yeah. And that was the most that I've ever even done. So.

Mike Mills00:28:32

Yeah, that was all carried over from you setting this stuff up.

Martin Tijmes00:28:35

Yeah. I mean, it helped. It helped. I wouldn't. It wasn't 100.

Mike Mills00:28:37

Oh, no, no. It's never 100. Yeah, of course. Yeah, yeah, yeah.

Martin Tijmes00:28:40

It wasn't 100. I was still working my sphere doing all the things you're supposed to do. And like you were saying earlier, this is not here to take your job.This is here to help. And you still have to have that human touch. I mean, this is a very, you know, transactional or relation relationship business.So showing the homes, I mean, you have to show up for your appointment, you have to know the market, you know, you have to show the homes, you have to close the deal. You have to go sign at the closing table. You know, this isn't here to just like, oh, some magic pill that. Yeah. Oh, it's awesome.

Mike Mills00:29:20

Well, what AI has become.And this is where I think, you know, maybe there's a little bit of a disconnect for most folks is, is just that it has become specialized for specific tasks. And, and when you can give it a specific task and give it a specific, you know, order of operation to go through, it is very, very effective.And it has the ability to adapt and, you know, respond because it can, it can adjust on its own, but it's never going to, you know, the I. So I teach, I teach AI class, I teach agents how to use AI.Not in this regard, but just to help them with learning how to set up their own chat bot inside Chat GPT. But it's not a chat bot, it's more of a AI assistant, let's call it. That helps it generate stuff more in their own language, how they speak.They, they load their, like a, like if we did a podcast transcript, they would upload that transcript, they would take the listing descriptions that they wrote, their Facebook posts, their text messages and all that stuff, and they'll load it into Chat GPT and create their own GPT that sounds very similar to them.So when it does type out the listing descriptions, when it does create Facebook posts on, on whatever they're trying to do, it's very much in their tone and their voice and whatever. And so.

Martin Tijmes00:30:31

Right.

Mike Mills00:30:31

One of the things that I, I always explain to them is like, when you look at the jobs that AI could possibly replace, it is jobs that are, are unfortunately for tech folks, very tech driven.So, you know, you have coders, you have Unfortunately, I think CPAs, I think attorneys to some extent, not all, there's always going to be specialization, but a lot of things that are required to have a massive amount of data in order to give a response. So if I'm an attorney, I had to go to law school.I have to review law, you know, past cases, case studies, in order to be able to give a recommendation.Well, you can load all that into a chatbot and they can give you answers to stuff in two seconds that you're going to have to pay $2,000 an hour for an attorney to, to research. So, you know, there's things like that. But when you look at realtors specifically, I always tell the story.When my wife and I bought our very first house, we were, my mom was a realtor, my grandmother was a realtor, my wife is now a realtor. And so we're in all this stuff knee deep. But anyway, we're looking at this house, we walk in the door.We're in our early 20s and my my wife's like, I love this house. This is the one I want. It had all the things it was, you know, good size countertops and the flooring that she wanted.Backyard was a little small, but for the most part it kind of checked a good chunk of the boxes. And my mom at the time was like, you know, I know you love this place, but let me, let me show you something.So she had us walk outside and, you know, we walked into the street and she goes, I want you to tell me what you see looking down the street. And my wife said, there's a lot of cars. And she's like, yes.And so when you looked up the street, there were literally cars on both sides of the street, three or four in a parking in the driveway, you know, so like it was just filled up. So it just means that, you know, sometimes it's, you know, multi generational households, you know, whatever the case may be.They were big, nice homes, but they were, There was just a lot of people.And she was like, you know, I know one of the things that were important to you is that you wanted a safe place for the kids to play outside and, you know, and all that kind of stuff.And this, there's going to be traffic up and down this road all day long, all the time, and no chat bot is going to be able to tell you that, you know, that kind of, that kind of thing to look out. That's experience. That is physically being there and hearing what people want, being empathetic to their needs and then being able to adapt.And that's why it's, I don't think at any point is it going to replace realtors. It's just going to help you guys do your job better.It's going to save you money because you're going to require less staff to have in order to operate your business. And really, truly the business that I'm worried about is my business.Because when it comes to doing a loan, you know, we have underwriters and processors that, that do loans for us, but all an underwriter is doing is taking, you know, guidelines from Fannie and Freddie and Hud and interpreting those guidelines and, you know, using their experience to say, this is what I need here. Well, right now, today, you could probably replace 80% of underwriters and be fine with AI.And I say that to my underwriter friends, but it's just the truth. And when it comes to like, processing. Yeah, yeah, me, I know, but when it comes to processing, it's reviewing documents.It's, it's uploading stuff into a system. All of this again is stuff that AI could easily do. Now I think my job specifically as a loan officer, because our job, like your job is to get.My job is to get loans in the door. Not necessarily. I mean, I know how to do the loans, but I need to get them here first. Right, right.So there's always going to be a place for the sales side of things. There's always going to be a place for, know, lead generation, business generation.I don't think that that is something that could be replaced because people want to work with humans, especially on a personal transaction like buying a home.

Martin Tijmes00:34:06

Right.

Mike Mills00:34:06

But, but when it comes to all the peripheral stuff around that, I think it's, you know, there's, there's a lot of. Not threats, but there's a lot of changes that are going to come because of AI.

Martin Tijmes00:34:15

There's definitely gonna be a lot of changes. So I don't know what they're going to be. I kind of have a, you know, decent idea of what they're going to be.But I wanted to touch on something you said earlier, though. You said a lot right there. So, uh, but kind of talking about the, you know, the, the cars down the road, things like that. So, I mean, yeah, yeah.I mean this is, this is here to help, you know, and when people do have those types of questions, people can ask my bot that and it'll, it'll redirect so that the end goal is like, hey, you know, that's a great question for Martin or John or Mike or Perfect Realtor. How about we set up an appointment for you? You know, does Tuesday at 11 work or Tuesday at 2 work? You know?

Mike Mills00:35:00

Yes.

Martin Tijmes00:35:00

So that's kind of what, what it does. And those are all really great questions.And so, I mean, humans, we like to work, you know, like, we don't, we don't feel gratified with not doing anything. Like if I have a lazy day, I mean, it's. They're far and few between, you know. Yeah, I want to feel like I'm accomplishing something.Like I did something today, you know.

Mike Mills00:35:20

You gotta have a reason to get out of bed.

Martin Tijmes00:35:22

Yeah, exactly. And. But yeah, I mean, that's kind of a misconception too, like what you're talking about. As far as what made me think of that? You made me.You made me think of that though. The misconception of our jobs, you know, and like what you were talking about. Oh, that's right. You were talking about like, hey, I'm A loan officer.But a lot of my job is actually getting people to the loan, you know, and that's like being a realtor. So I'd say the two most important jobs of our jobs is getting people to us, and then, and then after that is negotiating and working the deal.So, I mean, I cringe and I see it all over the place and going, you know, don't want to get into this topic with the DOJ and all that, but, you know, with the lawsuits and everyone saying like, oh, all you do is open a door and you get 10,000 bucks. I'm sorry. Like, no, that's just from people that.

Mike Mills00:36:20

Have never done it before.

Martin Tijmes00:36:21

Exactly. You've never done it. You've never probably even purchased a home, you know, or maybe you had a bad experience in the past, I don't know.But my job, I mean, and our job is very detailed. And I would say opening the doors is the easy part. I honestly don't even like opening the doors anymore.A lot of times I'll hire a showing assistant to do it for me and tell me, you know, tell me which one they're interested in and then I'll go check it out and then get them into contract. And then my job really is, you know, my experience, the negotiating, you know, doing all of that.So, I mean, yes, I did close 20 million, but it wasn't, you know, it's not easy. And. Yeah, and I mean, there's a lot of failed, you know, fail transactions in that number. Two, you know, that didn't close.

Mike Mills00:37:15

Oh, yeah, it always is. Yeah.

Martin Tijmes00:37:17

Yeah.

Mike Mills00:37:18

And is there, is there any other aspect of your business right now that you're starting, now that you've, it sounds like you've got the, the, the chat bot with the leads pretty dialed in on. In that system, in that process? Is there any other aspect inside your real estate business that you're starting to apply AI to?

Martin Tijmes00:37:35

Yeah, for sure. Well, yeah, that's a good question. So Google reviews. Okay, yeah, so I just implemented that. So I'm always learning. I'm always updating the system.So when I do get a new client to accessible agents, I'm always integrating, Always learning. I'm actually going to an event tomorrow in Salt Lake to learn more about what's going on in AI. So I'm very interested in it. Always learning.I get that question a lot when, you know, when I'm on a sales call, they're like, oh, well, what about the future? Is this, Do I just pay you money? And then you're like, good luck, you know, here it is, I'm gonna set it up for you and see ya.Like no, it, it's all managed for you and you know, any updates that we do or that come along, we update the system.

Mike Mills00:38:32

What, what do you do inside Google? My business where how is AI helped.

Martin Tijmes00:38:35

Yeah, so it's pretty cool. I was playing around with it yesterday and so with Google will, you can actually set it up to con like say, say you get a five star review.You, you can put in how long you want for the bot to wait? You know, I put in like whatever, 32 minutes.

Mike Mills00:38:54

Right, right. Not, not two seconds.

Martin Tijmes00:38:56

So it's like right, right, boom. You know, oh, he responded like, you know, a paragraph and he's like sitting.

Mike Mills00:39:02

There waiting at your computer. Oh, any moment, any moment.

Martin Tijmes00:39:05

Yeah, it's like, oh, that's a bot, you know.

Mike Mills00:39:06

Right.

Martin Tijmes00:39:07

So again, want to be conversational and it's not that we're trying to trick people or anything, it's just like. No, it's to get the SEO going, it's to help your business.I mean I've been, been there, done that where I've got 50 things going on and then a month goes by, it's like, oh my gosh, I didn't respond to that Google review. You know, or maybe, maybe I totally forgot about all the Google reviews, you know, a handful that came through this month. Yeah.So yeah, so this, this will respond, you know, however long you want it to, how it'll wait to respond and then it'll, it'll create a very positive review or a response to them and you can even set it up to only respond to five star reviews or even four star and up, three star and up. So that way if it's like one or two star, you know, you can reach out to them personally.

Mike Mills00:40:01

Not that, not that we would have any of them.

Martin Tijmes00:40:03

Right. Not that we're gonna have any. Right, right. But yeah, but there's so, but anyways, that's kind of getting into the weeds.But yeah, so it'll, it'll respond to that and it'll do like SEO words and stuff like that too.

Mike Mills00:40:20

Oh, wow.

Martin Tijmes00:40:21

So it'll optimize your Google my business. It's really cool, man. It's, it's so robust what it can do. And yeah, I mean that's a whole other added feature. Oh, and then something else. Okay.Yeah, you asked what else have I used it for? So we created this thing called database reactivation.

Mike Mills00:40:45

Okay.

Martin Tijmes00:40:46

Yeah. And so basically, you know, everybody, everybody's if you're in sales, you've got leads. You probably have old leads. Like.

Mike Mills00:40:55

Yes.

Martin Tijmes00:40:56

Stale leads. Yes. Leads that, like, haunt you. You're like, oh, man. I talked to that person a couple of years ago, and that one fell through the cracks. Yeah.Whether we admit it or not, we got them. So I created this thing, and I was kind of curious. I was like, well, I've got this chatbot doing this. Can I.I've got this, like, bucket of leads that have been sitting here for, like, a couple of years. And, you know, and I see them. I do see them, and I come across them, and I'll run, you know, read the notes.Everyone's like, oh, yeah, I remember that person. And so I created on one of the columns there, inside the database, the old lead. Old lead funnel.Normally, it just doesn't get touched, but we created this database reactivation, and it will contact all of the old leads. And, I mean, I got a buyer and seller out of mine, which ended up being a $1.3 million deal. He. He was.You know, this was a couple years later, and he's like, oh, yeah, Martin, hey, what's going on? Yeah, I'm at work right now. Let's schedule a meeting. And the bot scheduled the meeting for me, and I saw the phone ding, and I was like, oh, my gosh.Like, I remember this guy, and he set up an appointment and. Yeah, had a house for, like, 500 grand needed to sell. He's like, I'm. I'm ready. Okay.

Mike Mills00:42:23

It's like money falling out of the sky. You're just, like, sitting there, and all of a sudden, this thing just drops on your desk.

Martin Tijmes00:42:28

Exactly, man. Exactly. So. So, yeah, I mean, that's another feature that we include with, you know, with the Accessible Agents and. Yeah. And then the name.You know, the name of my real estate company is the Rowdy Realtor. Yep. But. But, yeah, the Rowdy Realtor and then Accessible Agents is the name of the platform that I gave to it.

Mike Mills00:42:53

Okay, so when. When someone uses Accessible Agents, is it. Does it come with the bot and the CRM or what? All. What All.What kind of packages do you have that are available that people can look at and. And find out more about?

Martin Tijmes00:43:04

Yeah, for sure. So there are different packages. We do like to give the. You know, the full thing just because it's. It's better. You'll make more money with it.But yeah, I mean, there are more economical packages as well. And it really depends on, like, you know, if it's a team, how Many people like, you know how much work users has to do. Right.There's a lot, all that details. But yeah, feel free to schedule an appointment with me.My bot will do it for you on accessibleagents.com and, and yeah, so, but yeah, it's, it's pretty robust and like I said, I do like to keep it simple.And so first we'll get you onboarded with, you know, the chat bot and the, you know, the lead system and then the voice AI and then you know, the database reactivation. So yeah, I mean it all, and it all happens fairly quickly too.

Mike Mills00:44:07

So does this, do you help the agents like actually create their, their lead magnet or create their ad, their ad that they're going to use on Google or Facebook or is that something that they do and then you help with the follow up or how does that all work?

Martin Tijmes00:44:22

Yep, that's another good question. So it does. These are proven ads, proven working ads. So we can create them for you, you can use ours, we can do custom ads, you can bring us your own.If you got something that you think is golden, we'll be happy to integrate that in there too. It can also do video ads and it'll retarget also. So it's, you know, has all the full functionality of all the ads you would normally do.It's just that the bot is connected to it. Right.

Mike Mills00:44:59

So you're just connecting it to them.But, but if someone came in with, with nothing, saying, I, I don't run ads, I've never run ads before, you'd be like, all right, well here's the ad you want to run, here's how they work and, and here's how we can get the leads to you at that point.

Martin Tijmes00:45:10

Yeah, that's mainly who we work with.

Mike Mills00:45:12

Yeah, yeah, yeah. Well that's great. Yeah, it's, you know, I think this is a great first step because it's so it's pre built. Right?It's already done, it's already been created. You don't have to reinvent the wheel here.But it is certainly, you know, if I'm a realtor and I'm using this for the first time, the very first time I get my first appointment, and especially the very first time I close my first deal on, you know, going through this process and this system, I think that at that point that's when the, the true power of AI really is, is felt. Right. Because leading up to it you get like, it's like, oh, it can do this and oh, it can do that.But I Gotta, you know, I gotta push the button a little bit. I gotta.I gotta come with the right prompt to put it through and, you know, there's steps to the process to get it done, and, you know, a lot of people just don't want to do that.But if you can actually take them from point A to point Z and get a deal closed, all because this bot, you know, helped you get across the finish line, or at least I should say, get the lead into your inbox and on your calendar, that's when the true, you know, importance of it and the. And the real value of it, you start to see that.Now, that's unfortunate, you know, because it's money that's going to make you understand how powerful it is. But hey, whatever, Whatever gets you there.Because the sooner you can get to the point where you realize that you need to learn about AI and you need to be familiar with how it works, what it can do, and all of the aspects that it can help your business, the. You're going to have such an advantage over everybody else. Because our industry as a whole is kind of slow to adopt technology, typically speaking.Now, I think the younger generations get a little better with it, but I still think the average Realtor is probably, you know, in the early 50s. So it's, you know, it's a. It's a profession that is slow to adopt, to change.And I think, especially given the market circumstances that we've experienced the last couple of years, where, you know, when I reach out to agents and I ask them, like, where they get their business, the number one response, and I would tell you it's like 99.9% say, I work my sphere, I work my sphere, and it's great.But these days that's probably not enough, because if you want to continue to maintain the volume level that you've had over the years and continue to, you know, pay the bills, as they would say, then you've got to start thinking out of your sphere a little bit. And this is another avenue.Even if you pick up, you know, one extra transaction every other month or whatever the case may be, that's a massive difference. It can make a massive change in your business, in your life.

Martin Tijmes00:47:40

Yeah, totally. Totally. So it's pretty incredible. And yeah, like you said, I mean, so people are a little reluctant, you know, and so it's like, is it.Does this work? You know, And I mean, I was curious, too. I was like, I don't even know if this is going to work, you know?

Mike Mills00:47:55

Yeah.

Martin Tijmes00:47:55

But then it started Working. And it's like, oh, my gosh, I'm getting like, you know, three to five scheduled appointments on my calendar every week. I'm like, geez, this is.This is working. Like, this is pretty cool. Yeah. No, but yeah, and then also.

Mike Mills00:48:11

Yeah.

Martin Tijmes00:48:11

I mean, as far as, like, the packages and what you're talking about earlier, so I'm. I am trying to grow my team as well. And so as far as joining the team, you would actually get this for free. I roll it out to. To my teammates.

Mike Mills00:48:24

Okay. So anybody that would join up on your team is going to have access to it.

Martin Tijmes00:48:27

Right, right. And that's nationwide also. Yeah, Yep, yep. And yeah, yeah. So. Which is super cool. I feel like I'm leaving something out.

Mike Mills00:48:39

That's okay. Are you? So, so you offer it to. So you kind of. Go ahead.

Martin Tijmes00:48:44

Oh, sorry. Yeah. And I've been meaning to say. Yeah, I actually wrote a book about it too.

Mike Mills00:48:48

Oh, wow. Okay.

Martin Tijmes00:48:49

Yeah. Future Proof Realtor. All right.

Mike Mills00:48:52

And can they find that on accessible agents as well?

Martin Tijmes00:48:56

I don't know if I have. No, it's not on the. I should put it on the website.

Mike Mills00:49:00

Okay. Yeah. So they can get access to it. Right?

Martin Tijmes00:49:03

Yeah. My Instagram handle is my name, Martin Times at Martin Times and just DM me over there. And I can.I can actually give you a free ebook for all the listeners out there. Yeah, I'll give you a free ebook. You can also find it on Amazon if you want. The. The paperback, the physical copy.I think it's like 15 bucks or kindle. I think it's like 8 bucks. 8 or 9 bucks. But yeah. Yeah, so there's the Future Proof Realtor.I mean, it helped me, you know, be the number one agent in Texas and number two in the nation. Yeah, it was number two in the nation for one month. So not for the full year. Yes. But for one month. And then, hey, it's still number two.

Mike Mills00:49:49

In the nation, whether it's one month or one week.

Martin Tijmes00:49:51

I saw my name on the board, I was like, oh, my gosh.

Mike Mills00:49:54

Yeah, absolutely.

Martin Tijmes00:49:55

And someone actually screenshot it and texted it to me. They're like, congrats. Like, congrats on what? They're like, look at you, man. Number two in the country. I was like, what? That's cool. So, yeah.Yeah, it's pretty. Pretty remarkable what this thing can do.So I'm just out here trying to spread the love, spread the word and tell everyone what it can do and, you know, hit me up. I'd be happy to, you know, talk about it some more and help you out and help increase your business.

Mike Mills00:50:29

Awesome. Well, Martin, I really appreciate your time. I know you've put a lot of time and effort into this, and you're.You're living proof that it works, obviously, because it's done, you know, an incredible boost to your business. And, you know, I think there's a lot of agents out there that could really use something like this. And, you know, if you're.If you're looking for a way to kind of take your business, you know, to another level, this is certainly a route that can go. That you could go and. And it can make a massive difference in your income. So I encourage everybody to reach out to.To Martin, check out his book, check out his website, accessible agents. If you have any questions about how this works, set up a call with them. And then, of course, if you want to get it for free, then, you know, he's.He's.He's hiring team members, so you can certainly join up with him and, you know, be a part of the group and, and take advantage of this and, and make extra money. So, Martin, thank you so much for your time. It was a great conversation today. We will have all of the access to the website and everything.We'll put that in the show notes. So that way, when you guys hear this, if you just check in the show notes, you'll find his website and access to all the stuff that you can look up.And, Martin, we'll certainly have you back again sometime, maybe in the next, you know, near future here to kind of see how things are going. I'm sure you'll have another. Another AI special tool available for anybody that wants it then too. So keep on your. Your journey, man. It's.It's pretty awesome.

Martin Tijmes00:51:53

Yeah, it's exciting. So I appreciate it. Appreciate it. Thank you for having me on here and, yeah, look forward to being back on and letting you know the updates.

Mike Mills00:52:01

My pleasure. All right, guys, everybody have a great afternoon. Enjoy the rest of your week, and we will be back next week. See you later.

Martin Tijmes00:52:07

See you.