Episode 15 - Lance Simpson

Hello, everybody!

Hello, Andy. Welcome to…

Well, thank you, Dan. Other people take notes. Look at that. That's… That's how you do it right. That's an insight.

Did we do it right?

Damn. You don't identify… Anyway, you guys, missed some Green Room beef happening about… Green Room about Greenville.

Greenville.

Greenville, South Carolina. It's a great city. One of our colleagues moved there.

Dan loves Greenville.

Gave up… I think she gave up the beach life to move there.

the… The what?

beach life. She lived down… down on the beach, down in Florida.

in Florida, yeah. Well, they have a little river that runs through downtown Greenville, which is.

Basically the same thing. It's a waterfall. You can get your little chair, set your chair there, put your feet in the water, it's pretty nice.

I'll have to let her know.

Hill Drive, got a minor league baseball game. But baseball team?

As people are coming in, I would be remiss if I didn't ask you to let us know where you're coming in from. Anyone from Greenville?

No, definitely.

Get an authority. We've got… we've got Nashville and Atlanta arguing about Greenville. Maybe we have… Asheville!

Another.

I like Asheville.

That's good.

Nashville's great.

I had an uncle that lived in… well, he still does.

Patrick.

Emily Clark.

Carolinas are covered. That's what's…

Yeah.

Like Mooresville.

Alright, well, thank, thank you everybody for joining us. This is Office Hours 15. That's 15 months, if you're keeping track. And yes, I'm sure you already know this, but March is the month of my birthday. So monetary donations are always accepted. I don't need any gifts, I have too many.

How about a happy…

forgoing gifts. I want money. I need money, because my kids play travel sports.

I forgot.

Harriet, you're first.

My birthday was in March. My birthday was last Saturday, also March.

Oh, I knew that, actually. I should have said happy birthday. But now I'll do it publicly, so everyone… I don't know. So cool, thank you for joining us. People still filtering in. There's still good seats left, so, get yourself down to the…

Why?

You'd like? I am Harry Kerbo. I'm the Senior Director of Paid Social at Sync. I am joined, as always, by my counterpart, James Terry, on the search side. Good morning, everybody. Good morning, primarily. And the most handsome man. on the internet. Dan Lott.

Thank you very much.

Yeah, review season is over, but it's always good to, To prepare for next year. I'm… I'm putting nuts in the tree for next year.

I thought you were about to intro me, I thought that was gonna be mine.

No, no, no. There's only one man that's handsomer than Dan Lott, and that's Alvaro Arise, so…

That's my pecking order.

But… Well… First off, before we intro our guest, who, by the way, is the founder of SyncU, Like, if you guys have questions, this is the guy to ask. But… Do want to check in, with James and Dan. You guys got anything on your mind before we get going on questions and intro and Lance?

Well, I just want to say, I'm gonna read my description of what sync is.

Oh, that's right, what… what is sync?

We have the hats? James… James and I both have the shirts?

Yeah, what are we doing here?

Think is the number one all-in-one real estate lead generation and conversion CRM platform. For teams and top agents. And… and sell agents, too. Top agent. Well, I guess top agent to be a solo agent.

It's also a lifestyle clothing brand.

Yeah. With hats.

Hats, yeah.

We do, we have an online store now, if you want to have access to it.

Yeah, we got a mug down there. If things go well, I'll show you guys my sink underwear later.

If they go well.

Lance, things will not go that well. you worry.

Alright, well, I would, Let's go ahead, let's… James, let's have you intro the guest.

Absolutely, I do love this. This is, I wanted to hear from Dan, I wanted to hear what he's got, got on his mind, but I've… I've been excited to tell everybody about who we've got on this month. So, our guest this morning has been a real estate agent for 23 years. He's what I would consider a sync guru, who helps agents turn their database into consistent closings. He also happens to be one of our earliest clients, and has been extremely influential to how Sync's system was developed.

Hello, you nailed it! Honored to be here. I mean, 15 episodes it took me to get onto this thing with y'all. I'm excited.

You gotta…

Yeah, we appreciate you being here.

Man.

We've got some Sync Royalty. on the pod. This is a podcast also, so be sure to, What, Dan? Be sure to subscribe. It's a livecast. It's a livecast that turns into a podcast. This is the webcast.

On that note, as this…

I was gonna say, I mean, I couldn't do what we do in real estate without y'all's expertise and providing those leads that you guys do that get us the money, so…

We did it!

There we go, alright.

It all starts with you.

We got some credit here.

We do see…

On the note, real quick, Harry, of this being a livecast, I definitely want to, like, say real quick that the chat is a really important feature that everybody is here with us live. So, this is… we don't have a presentation or anything like that, we never share slides.

Refuse to prepare.

We don't even prepare, that's true. We just wanted to be as conversational as possible, right? So if you're here, if you're with us live, if you're hanging out, Chester, hello, welcome from Chicago.

And with that… It's time for a little thing we like to call… Audio shared by CINC Marketing: Mail time? Real time. Original audio by Harry Kerbo, available for parties. I will start with the one question that… I have never not gotten… For a livecast, or webinars, when we used to do them back in the day, that's so 2000s. This is being recorded. It will be posted, as a podcast, it will be on our social media. If you're not following, please do so, at SyncPro.

Spotify.

Spotify, Apple Music, We are everywhere, so… And if you do follow us on social, Hopefully you saw… One of the… one of the more recent posts we're doing For, deals that are coming through from Sync clients. We just had our first deal posted for Amy Pendergast. Which I continually expected to be grasped. I misspelled that. Multiple times, and had to correct it. But yeah, Amy closed a, a lead from social.

And she's in Greenville.

She is in Greenville, that's what spurred the Greenville discussion. So… Amy, if you're here, congratulations. Thank you. We salute you. Alright, another question that we got… We got a lot around training, but, I really wanted to… Start with this one, it's more on the search side. So this question came from Debbie. She said. Well, it's… it's real… she said, why don't I see my ads when I search for them on Google? For my site, and, you know.

someone who's searching for their ads, their own ads, you know, on Google and…

What can that do to their ad spend?

I'll take this one. I'll take this one.

No, I'm…

Clearly that, clearly that. Alright, so, a lot of it, has to do with the amount of advertisers there are. And the fact that you are one… You're one of a thousand. You're, like, in your area, there are a thousand different advertisers. There's something called the… We used to look at this number a lot more, but there's something called the search impression score, which shows what percent of all searches, relevant searches, your ad would show up. And even, like, a site that has a $1,000 budget.

I rarely see housing ads now, yeah.

Yeah, so if you do it, you're actually being, like, multiple times, you may be blocked by Google from seeing like, real estate ads, and your ads. And then the final one is, you should spend your time calling your leads and not, searching for your ads. As I'm sure Lance would… attest to, because it's kind of a waste of time. The proof that your ads are showing is the fact that you're getting leads from them, so… Does it?

Hutter.

My take on that?

Yeah, 100%, like, the fact that leads show up, because I know… and I can appreciate this question as well, right? Like, if somebody…

Is it, is it… Is it… like, a negative in the eyes of Google or Bing if… They show you, like, even… let's say you do see your ad and you don't click on it. Is that a negative in the eyes of… the algorithm.

So, definitely don't click on it, because these campaigns are what we… they're called PPC campaigns, they're pay-per-click. So if you click on it, Google gets paid, and that's money out of your budget, right?

I think you meant paper clip?

Paperclips, yeah.

Paper, yeah, paper clips.

Absolutely. So, when you click on the ad, money changes hands, right? So don't do that. And in case anybody in 2026 is not aware yet, I'll go ahead and remove this, this curtain. everything online is tracked, right? Google keeps up with all of it. So they do know the ad was shown and not clicked on. That's a ratio that they keep up with.

I always figured that's why we stopped seeing the housing ads. I'm hard-pressed to find, especially, like, Atlanta houses for sale, I hope I never move. Like, well, there's no… well, there's no houses on the internet! I guess I'm just…

Yeah, eventually Google will recognize you've been searching this and not clicking it, so we don't need to show it to you. Yeah. There was a famous study that in, what, Arkansas? No… no Walmart employee could see, like, a Walmart ad anywhere, because Walmart employees were, like, searching Walmart stuff all the time, and they stopped showing the ads to, like. everybody in Bentonville.

The famous Arkansas Walmart Google PPC study. I believe we're all familiar with that. I think we all know how that ended.

I don't that worked.

down.

I will remind you that you are 32 minutes away from your chance to win Dan's money. So, yeah. James will be figuring out who our… who our guest, star and opponent. Dan is fresh off a loss. We're really gonna see his heart. Today, we're gonna see what he's got. He's been a wild man at the office.

February, you're not changing.

animal.

Yeah, it was bad.

My audio is really low, so I can just see the… I can kinda hear everybody, but I'm… Sorry if I'm talking over you. But I don't really care. This is my idea. So, we did get a quite… let's talk about leads. Let's talk about leads, man. And, follow up. So we got a lot of questions around engaging leads, but before we go there, this was an interesting one, that I wanted. To pose mostly to you, Lance, but you guys may have some thoughts, too.

First thing would be probably, I mean, like, just getting reorganized, get the leads back in the right pipeline stages. My guess is the majority of them will be in attempted contact. And then, at that point, those that are actively logging in, reach out to them, you know, just call them.

And do you do that mostly with email? Do you do that with text, or kind of a combination, or…

I'm more… one, I mean, there's always the phone calls that are going out that are like, hey, at one point in time, you were looking for homes, and then I like the email.

Michelle, just asked your thoughts on Alex, the Sync AI.

I love, love Alex. It is, I mean, I think with everybody, there's that love-hate relationship with it, but when you understand Alex, Alex actually says the things that we're uncomfortable saying or afraid of saying, but… you know, I'm not always readily available by my phone, so… or my agent, so Alex is that… working around the clock for me of teeing them up.

And maybe this could, that kind of goes into another question that we got. And we got several around this of, You know, having… trying to engage leads, leads seem… Months out, things like that. Leads coming in at all hours of the night. So, I mean, do you have any… And maybe we have this, I'm just ignorant of it. Are there any kind of, if a lead comes in in the middle of the night, are you reaching out to them right away? You know, what is that?

middle of the night, I'm sleeping. The, To me, this.

Lance hasn't slept since 2003.

Yeah.

Great.

I mean, it's running a business, right? You know, I mean, I'm not gonna… me personally, I'm not gonna reach out. We have our business hours, but we have dedicated prospecting hours every day. And so, you know, we start at 8 to 9 o'clock in the morning, we're prospecting. 4.30 to 5.30, 6 o'clock at night, we're prospecting. Those are our times where we're going through and reaching those We're trying to reach everybody, via calls.

Well, what do you consider the middle of the night, or what, what, like, what are acceptable hours?

What are your party hours, Lance? How late will you stay at my house if I invite you over? I'm in bed at 8, no. I… I mean…

Nashville.

we try to kind of treat it like a regular business, so, I mean, that's why we have our prospecting hours from, like, 4.30 to 6 at night. Come about 6, 7 o'clock, you know, if my agents don't respond, you know, I always say, like, 8 o'clock is kind of, like, the cap for us.

It's really… I've never thought… go ahead, Dan, I'm sorry.

I was gonna then, of course, segue to the big sale from last year, which was the Charleston sale, which I have to mention, at least… I don't think I mentioned it last month, but, that was a AI that was kicked off at, like, 8.30 at night, so… if you want the opportunity… if you don't want your agents, you know, sitting by the phone at 6 o'clock, your AI can be sitting by the phone, if replying to a, you know, inquiry, or something like that.

That's a great point, and that's what allows us to have that balanced life of doing some real estate. But still being able to enjoy the things that we enjoy to do outside of real estate.

We did get a question… Oh, go ahead.

Well, I was gonna go to this question as well, and I saw it in the Q&A section. I appreciate you putting it over here in the chat also, but that… with contacting and follow-up and reaching out to people and, you know, calling leads and everything, does go well to this question about… and I think we got this a couple of months ago when Christine was on, so Lance, I am interested in your take on it. I assume it'll be similar to Christine's, as you guys are eye-to-eye on a lot of subjects, but…

I don't think that there's any software that allows us to bypass it. We've played around with a lot of different things, from, like, looking at their favorite city, to… you know, a specific address to try to, like, add that in. The best thing that I found is just Lance. Not this is Lance, just Lance. Whenever it asks.

I…

Who you're calling for and what you're calling? Lance.

I do remember Christine saying, don't say first and last name for a nugget for this question, if you just… especially, you know, oh, this is Mike. Well, they might know a Mike, you know? Like, they don't… they probably don't know you, but they might pick up if you just say the first name, that kind of thing, so that makes sense.

Yeah, yeah, just keep it simple, just your name, first name. Then, nothing else.

And at the end of the day, if it's… a good lead, and they were searching online, and they were on your site, and they… they wanna buy a house, they're gonna, you know, they're gonna pick up. They're gonna.

I want to talk.

to you.

I mean, I always say, go back and look at your own shopping nature, right? When I'm… about to go out and buy something, I don't immediately run out to a salesperson and start talking with them. I do my own research online ahead of time, where I'm like, don't bother me. So, as soon as I'm ready, though, that first person that calls me and has an engaging conversation with me, I'm ready. Let's go.

Do you… has there been any impact on the, Percent of, phone calls that get answered, if they are, face the filter. Is it causing people to not pick up the phone? Or… or is it causing people to pick up the phone because they, by default, don't answer the phone? But now that they know that Lance is calling, I'm gonna…

I'm gonna talk to Lance. I think that the ones that answer are more serious about Making that next step into the transaction. And so, if you do get that filter that comes up that says, who is this, why are you calling, and you say, Lance, and they answer, you have a higher percentage of converting them into a client than.

Oops.

As you go, as far as the other ones, I mean, we haven't really tracked to see how many times we've gotten that message verse, but we do know that we do get a higher success rate of people Actually connecting with us, and if they do connect with us, they know they're ready to talk real estate.

But it's also, they're a person, you know? Like, maybe it's just me, but most of the people who call me are robots and recorded messages. I don't have a lot of friends, I guess. But, so this at least ensures that it's a real human being that's on the thing. It's like, I don't want to talk to, you know, some phony, you know, life insurance company or something like that. That's not gonna work. That's a recorded message. this weeds out that, so it's… I don't necessarily think this is a bad thing.

I think with all of it, you have to keep in mind, like, the failure is gonna be… for this type of stuff, the failure's gonna be so much… you're gonna meet with more failure than success, you know? And that's… I am a psychology major, and the recency effect is a thing. You know, you have a bunch of bad calls, that's what you're gonna think of it as. that's one of the things that I would think is hardest, just continuing You know, like, going for the no.

We had.

book right here.

over the years of doing Sync University, inevitably, every few classes, there's somebody that comes in that has a dollar amount tied to every no, because they know for every no they get, they're one step closer to that yes, and it is. I mean, that's where, when you start looking at how many shots that we have to take. to… to get somebody, so… That's what we're looking for. And the more people we talk to, then we can start being choosy on who we want to work with.

Yeah. Renju, I see your question about, being labeled as spam. I do want to go just… Lance, you talked a little bit about… Like, the emails that you send to try and get people to get back on the site. Jagvir, I'm sorry, I'm sure I did not do that justice, but, He asked, do we have any re-engagement templates in sync that we can use for older and active leads, or You know, even what are you sending out?

Well…

those people back.

So, I'm fortunate, those that have been to training, I've got Matt Feathers that handles all of our auto tracks. He's my operations manager, and one, he's a really good wordsmith, but we've actually utilized ChatGPT to create some of our re-engagement campaigns.

So maybe this is a good time to, asked the question. Oh, well, actually, I'm sorry, Rinju, what do you say it… and I… this may be… Oh, wait, I'm sorry, the most important question just came in. Margaret, you can find the recorded livecasts on YouTube. Wherever you get your podcasts, just search Sync Office Hours. Alright.

office hours.

Sorry, I got very excited. Margaret is my new favorite.

Mentors.

I'm a fan of Margaret Fantini.

Harry, I'm gonna add your podcast so I can go back and watch from the very beginning all the way up to this, whenever I get off of this.

Don't watch the first one.

Oh, I'm watching them all.

I think the first… The first one is…

Yeah.

It was designed to be a webinar. I think Matt Feathers was the first guest we ever had, right?

No, it's just the three of us.

No, no, no, the first webcast was just the three of us, but the first guest that we brought on was Matt.

Well, how about that?

Well, you guys can hear about all our reminiscences in the companion podcast that we'll put out later. It will be Sync Office. Ladies.

Alright.

When I call from sync, it shows as spam. Is that… I'm not sure if that would be something you could really help. I mean, I know you could call into the support team, and there's some things that they can look at. You know, I'm not sure what the options are there, but… Do you have any thoughts on that, Lance?

We hear it a lot, I mean, and that's definitely, I mean, that ties in with the telecom. I know we have our number registered, so we get a lot of natural advantage that shows up. I will say, and again, goes back to that personal shopping experience of whenever I want to sign up for a website to get information. And knowing most salespeople, like… like, if I signed up looking for a widget.

Yeah, there are some registration options, I know, so yeah, and that's, support at Syncpro.com. If you're seeing that kind of issue, So we got a question, let's go back to some ad stuff. Got a question… Really just around… You know, I… so… so my team deals in the city only. but I'm getting leads from, you know, surrounding areas.

I guess, what is, you know, what, what is…

What are the options for that? What should be expected? You know, what should the client do?

Is this a question for me? Sure. The Google side?

Got your hand on your chin.

Holding my head up. The, well, it's kind of unavoidable. The way ads are set up, it's based on a keyword basis. So, like, if somebody… Let's see… Where's this person? I always like to localize it.

I'm not sure. Let's say they're in Atlanta.

They're in LA, okay. So, if they are in, so somebody wants to get to Leeds and Marietta, which is a suburb, which is where Sink used to be headquartered. we would put in an ad group for, you know, like, homes for sale in Marietta. So the person would click on that, but… they're not, like, tied to only searching Marietta. They can search anywhere in the Atlanta area from

Whoa, Marietta, catching strays! Jeez!

So then the person searches and says Sandy Springs, and then…

you know, the leads from Sandy Springs, and then if the client doesn't have a Sandy Springs ad group, they're like, well, how'd this happen? It's because they have, you know, changed the search, that's how it works. And, you know, you can use that. Sandy Springs is only 10 minutes away from Marietta, or you could, you know, you know, use, Agent Pronto, or what is it? What's our, You could give our… somebody else who… who services, you know, the Sandy Springs area, so…

Yeah, I like…

Go ahead.

I like to remind… remind people that, at the end of the day, we're… we're working with people, right? Like, these clicks and these impressions, clicks, leads, like, those are people on the other end of that, right? And so when they go to your site.

dump. Fairly large dog.

I mean, when compared to Sandy Springs, it's all downhill, you know? Like, Sandy Springs.

Yeah, I wonder who lives in Sandy Springs here.

Where the air is crisp, we understand.

That's the best.

I heard everybody in Sandy Springs owns a cabin, also.

Oh, the lucky one.

But, what we can do is target, like, rather than Marietta. We can use keyword terms like… Loring… Loring Square, which is a neighborhood in Marietta, and if somebody knows Loring Square, if they're searching for that online, they know the price point of the homes in that neighborhood, right? They probably know where their kids are going to school, Cheatham Hill is right next to it, you know, that kind of thing. Like.

And talk to your account manager and just say, like, oh, I really like… I really want more leads in this town, and then we can… from that, we can then create ad groups of the sub-markets within that town that will… You know… Which will get you more leads in that town, but it's not 100%.

what, what's interesting about this, and I mean, what you guys do is, like, science in itself, but we have a town that we always generate leads for, and for a while there, I used to always say, I want at least 25% of my leads to come out of that town.

What town is that?

I bet it's Brinwood.

Springs.

Greenhills? The Sandy Springs equivalent, that's for sure.

I'm gonna say… Ugh. Man…

My ad manager… You know…

Do you know where that turn is? I think it's in Franklin, Tennessee, where it's, like, cement and a 90 degree turn, and there's no mirror or anything. It's like the leap of faith from Indiana Jones.

Yeah.

Yeah, it's terrifying. Terrifying. Cool. Well, and we did get some questions around increasing lead quality as well, and I think, you know, James, kind of what you're talking about. Of the, you know, the hyper-local micro-targets. That real… I… one thing, I think, is… You know, it's a different type of lead from some… from a lead coming from, like, a Zillow or something like that, because those people are not forced to sign up.

Yeah.

What do you… is that the best way? If a client is looking to… We got questions around increasing lead flow, nobody said decrease, but maybe they are. Who knows?

I just…

Maybe they're tired of waiting. We've heard it. We have heard that before.

Yeah, yeah. Dan said something very important, a moment ago, and I want to make sure everybody heard this. That's right, Dan, look off stoic.

Don't.

Oh my But he said something very important, and he was like, if you want to get more leads from this area, like, let us know. Like, make no mistake. on our side, we're working with ones and zeros, right? It's all about cost per lead and lead flow, and we have a list of markets that were generally provided when the campaign went live, but

I was just gonna say, Ty and I, I mean, this goes back 2013, whenever we first started doing the ad spend, and…

Do with the, like, the real verified, the check mark that shows that it's a real lead, and it's, you know, double… it's double, what's it called? Two-factor, authenticated. Do you give those higher, do you call them first, or do you…

We, I mean… It still comes down into, like, a system-wise. I mean, we have our P1, P2, P3 filters. We've generated some other ones, too, that are, like, last log in 30 to 60, 60 to 90. We don't… we don't go out and say, that's got a black or blue checkmark, but it's this. What was interesting, and I used to always say about 72-75% of my leads

Debbie asked, how long does it take for the ad changes? So, I mean, you would have a call… With the… you can have a call with the marketing team or speak with the support team over the… over email, and we'll, you know, reply back. Those changes will go into effect in… you know, two to three business days. Whenever you make a change to ads, there can be a time Where it kind of slows down, where it's figuring back out who to show the ads to.

Just going back to the, the Real Verified, I just always like to talk about this.

It's what.

You know, when stands money, that's coming up. But, So it just shows, like, if you… like, we always get the, the, you know, like, oh, these… are these real people? Are these, like, I don't know, like, this person didn't pick up the phone, they're not a real person. if… They have the blue checkmarks, they are… there's…

Losers.

They're not… well, they are not necessarily losers, but, like, if your phone is in your car, and you're, like, searching on your computer for houses, you're not gonna run to your car and… get your phone to two-factor authenticate your thing. So… But it's still… it's still a… might be an accurate phone number. You don't know. It's… but the blue indicates that it's 100% accurate. It's… it's…

One of the things that we like to do with the ones that did not authenticate. So the ones that… because if you… if you don't do the two-factor, you're locked out of seeing pictures.

So…

at some point in time of you being in our system after a couple days, if you haven't authenticated while we're kind of going through our prospecting when we're done, I'll go in and unlock them. So I'll just leave them unverified unlocked, because I still don't know if they're a real person, and then that's where we'll shoot them a text message.

It's really smart. Dang it, I had some… I keep having something I was gonna say, and then I keep forgetting, because then I start reading. We'll go to Eddie's question. Right mix for local area lead versus out of town? Out of town, maybe longer timeline. Yeah, that's what we generally see. I mean, usually, I don't know if it's different now. Because, I mean, we had people buying… like, condos through Zoom during COVID. I don't know if that's…

I… I mean, I don't know if it's just my market, but I feel like my out-of-towners are more to make a purchase quicker than the local ones, because it comes down to, do the… do you need a home, or do you want a home? And more of the local home… local buyers want a bigger home, a smaller home, where if you're rel… if I'm relocating into Sandy Springs, because I'm not going to Marietta,

The dumb.

It is, right? If I'm relocating there, I'm gonna need a home really quick, so… I feel like some of…

I don't have an agent, either. Yeah. If you're from out of town, you never have an agent.

Yeah.

Well, it also depends… we've analyzed, like, what pers… like, market by market, what percent of traffic comes from within the market versus, externally. And I would expect that Nashville gets more… a larger percent of traffic from outside of the area, just because Nashville's such a

Alright, did anybody have, or anybody from the question list? Any… oh, I did have something really quickly. We got a comment about… So… How does ad budget impact your hyper-local micro-targeting if you're a sync client, right? I mean, we've had people that have written in and say, I want the hyper-local micro-targeting. Like, if you're a sync client, you already have it.

Yeah, it is. If you have a really small budget, like a $100 budget or something like that, we probably won't… do it, but…

It doesn't make sense.

Probably will. Well, yeah, just because it doesn't make sense, but it is… it's more of a time, a time… over time, we are continually adding ad groups to your accounts. I remember for the… that Charleston one, we did a big… Analysis of it, and it was like.

Never heard of it.

After, like, they were with us for 10 years or something like that, and then… At the end, they had, like, prior to the transaction, they had 250 ad groups, even though they gave us 8 areas, but we continually drilled down, and it was one of those drills, drill downs, is what caused the ad to be

That's a free guide if you'd like to learn more about it.

There, there is, free guide.

Hey, Dan, I just wanted to add, like, you can generate the leads all awesome as you guys do, but if we as agents don't make the phone calls the way we're supposed to.

That's exactly… yes, we are… our team, although we're the glamour boys of the company, but it is really everybody else, the, you know, the… it's the agents calling the, the leads, and the, you know, all the automation that is built to make it easier to call the leads, but you gotta call the leads.

Regardless with all of that, yeah, the agents… are what make the difference in the work that agents do. And, We're gaining more and more visibility into that, you know, as we're tracking more of the transactions, and lead quality, and that kind of stuff. There's just some people that… convert everything, you know? And it's because they're following best practices, and I think treating it like a business, like.

And there was this one question, as Dan said, like, what was the very small… if you have a very small budget and everything, and and I know I'm gonna butcher the name, and I apologize for it, Jagvir, Jagvir, you said you have a $250 budget in Brampton, do you need to increase?

It's…

gas in a tank, but I was with you until that.

No.

Okay, yeah. You pour it on top of the engine. I don't know cars. Just pour it right on top of the engine, and gear going, guys. You heard James, okay?

The, Kind of going back to that, it's funny, like, I've got a couple buddies of mine that also brokers run teams, but our markets are so different, so I've got one buddy that, he's like, I want to own everybody's data in my entire market. But he's also in a smaller little market, so that makes sense. Like, could you imagine me trying to own everybody's data in the Nashville market? Like, I couldn't do it, so that would be overwhelming. So, yeah, you gotta kind of look at it, and I've always ran

Cain the gasoline off of it.

Once you get the gas right there on top.

I always like to have about an extra 50 leads per agent coming in. just to kind of keep things going are kind of the numbers that I've always ran in my business here in Nashville.

What idiot poured gasoline on this damn motor?

I just put my engine in a pool of gasoline, and I think that's how it works. Harry, we're We go a little over on time. Do we want to run through our, give some…

Do we have… do we have someone that wants to do Win Dan's Money? Let me tell you what Win Dan's Money is. It is a, 1 minute, 7-question trivia contest. Against Dan Lott. The winner, if you win. gets $200 in ad spend for our individual listing ads promotion, so you can promote a listing on Sync's Dime. And all you have to do? Raise your hand, step forward, and then James will give you 7 questions. You'll do your dirtiest against them, or your damnedest, or whatever. D word?

I lost last time. Before, it was thought that I was unbeatable.

But, we've got, we've got…

I have been beaten, so…

He has been beaten.

So, $200 could be yours in ad spend.

Yeah, so, I saw a hand go up, but I'm not sure if it went down. It was, like, a thumbs down.

I do not want to. And yeah, I was about to say, I know Margaret had a question that we all love. Can I… can I find a, the old… Webcast, the old.

Oh, okay, these questions…

Howdy's in!

I don't know if she…

Here we go.

Love it.

Questions are on… Famous lances.

I used to choose multiple.

multiple categories. This time.

They're not real.

In honor of Lance Simpson, our category is Lance.

Bonnie? Do not worry. I think Bonnie's the way to go.

A lot of them.

That's a lot of fun. Alright, well…

Bonnie, that's a lot like a hand raise. We're gonna have a blast.

I do not know much on Lance.

Oh, yadda! Okay, here we go.

Giannis! How do I unmute?

Yeah, we're gonna…

Alright.

I almost deleted you. Alright, James, you wanna tell people how it works while I figure out how to…

So… like Harry was talking about, we have 60 seconds, there's 7 questions. We'll run through them quickly, the time starts when I finish the first question. I will ask everybody who is listening in, please don't put your answers as we're going through it the first time. Don't put the answers in the chat if you know it, because Dan's gonna come back in and go through the same questions, and we don't want him to see those answers there in the chat, so…

Am I saying your name right?

Yeah, niece.

Janice?

niece.

Yes.

Alright, okay, I'm sorry, thank you. Alright, where are you from?

Denver.

Alright! Very cool. I just found… I'm trying to get out to Irvine for a hockey tournament, and I just figured out that Denver is, like, 17 hours from Irvine, California. It doesn't look that far on the map.

It's a great drive, trust me.

It does, I think it would be cool, but… I forgot to do this too, Dan, and then I'm gonna kick you out. Audio shared by CINC Marketing: I can't tell if people. I can hear that. Can you hear that? I hope James can hear it. Audio shared by CINC Marketing: You should go to a doctor. I just dance every day.

So often here. Audio shared by CINC Marketing: Yeah, just getting his wiggles out.

Alright, so, Yannis, thank you for joining us. We will give 7 questions.

Still here, Harry.

I know you're still here, Dan.

Sorry.

Put him in the, that was a little aggressive, I apologize. Why don't you shut up, Dan?

Major reviews will be here eventually. Yeah.

Yeah, so I'm gonna kick Dan out, James will give the, 7 questions, I'll put 60 seconds on the clock. And then the timer does not start until James finishes the first question. All about lances. Alright, Dan, you're going away. Don't leave, though.

Wait for us. Alright, Giannis, you ready?

Alright, yeah.

Everybody here? Can you hear me?

Alright.

Okay, perfect.

Start the timer after you've finished it. Question.

He'll start at the timer, he will give us a 30-second update so we know, and he'll give us a 10-second update when we're almost done. Are you ready to get started?

Oop.

Did we kick her out? Janice, are you…

Yep.

Okay, okay, good. I wanted to make sure you could hear before we got started. So, question number one. At the age of 16, he began competing as a triathlete, and despite, we'll say, not feeling well, he won the Tour de France a record 7 consecutive times. Let's not worry about what happened after all that.

Armstrong.

Wielding a lance in the movie A Knight's Tale, Heath Ledger competed on horseback in this medieval sport.

Night's Tale.

Portrayed by everyone from Richard Gere to John Cleese, this Knight of the Round Table was considered the greatest, bravest, and most skilled fighter.

Sir Lancelot?

Nailed it. This woman was King Arthur's wife, but her affair with Sir Lancelot ultimately caused the downfall of Camelot. Maybe we should have called her Yoko.

20 seconds.

Lance Reddick played this iconic lieutenant… er, played the iconic Lieutenant Cedric Daniels on this HBO drama set in Baltimore that explored how the drug war compromises law enforcement. Oh, the audio's breaking up.

Yep.

This… this multi-platinum boy band superstar is certified by both NASA and the Russian space programs as an astronaut and a cosmonaut. He's very in sync with his goals.

Lance Beth.

Alright, that's time.

I was gonna say, I was like, oh, do we have quite time for the last one?

Alright, that was a good job.

Well done.

Alright, Yanni, stick around. I'm gonna bring Dan back on, and we will see how he does. Hang on, this is always the most difficult part. Try not to kick anybody out. Where's Dan? Dan's somewhere in the internet. Gotta pin him… He's coming.

Alright, Dan, you're back.

Alright, how'd it go?

Went well. Went well. We're playing, Yannis. She's from Denver?

Got your work cut out for you, Dan.

Mountain. She's looking to…

In this streak of losses for you?

Oh, Lord.

Alright, Dan, you ready? I know you know the rules. You all set?

Yes, I'm ready.

The category is Lance. Question 1. At the age of 16, he began competing as a triathlete, and despite not feeling very well, he won the Tour de France a record 7 consecutive.

Lance Armstrong.

Wielding a lance in the movie A Knight's Tale, Heath Ledger competed on horseback in this medieval sport.

Goust?

Portrayed by everyone from Richard Gere to John Cleese, This Night of the Roundtable was considered the greatest.

Links a lot.

close. This woman was King Arthur's wife, but her affair with Sir Lancelot ultimately caused the downfall of Camelot.

Guinevere?

Lance Reddick played the iconic Lieutenant Cedric Daniels on this HBO drama set in Baltimore that explored how the drug war.

The wire. The wire?

John Cleese plays Sir Lancelot in this brilliant 1975 comedy, with 92% on Rotten Tomatoes.

Also, features.

to…

Monty Python's Holy Grail.

This multi-platinum boy band superstar is certified by both NASA and Russian space programs as an astronaut and cosmonaut. He's very in sync with his goal.

pass.

That's the last question.

Lance? Lance?

time.

Lads? I don't know.

Very close on that last one. I should have known that.

That's… that seems right up my alley.

That was Lance Bass. You said pass, I thought you actually got it right. I did too, I wrote a check down. Kind of the, alright. So, Dan, I've got you with 6. And…

real.

Yanis… From Denver… Faded out a little bit. But I've got her at… slightly less than 6 with 5.

Oh, alright.

I was about to say it.

So, great job, Yanniste.

abundant.

coming on. Dan keeps his money, unfortunately.

Oh, I loved this tiebreaker question, too. I was really hoping to get to use it. That was close.

But… With that, it's time for us to play his stupid music. Audio shared by CINC Marketing: Where? And thank everyone for joining Office Hours. Audio shared by CINC Marketing: Episode 15. And thank you, Lance. That was great. You were awesome, man.

Thank you.

Come see, Lance and Matt live at Sync U. That's in, like, 13 days, yeah?

Yeah, yeah, not next week, following week. Synccommunity.com for all of our events that are coming up this year.

Are seats still available?

There are a few left for Atlanta, and then I don't know if we've really started pushing Chicago, or… Or what, but yeah. Yeah, get on, come out, and I know people were asking for some, like, different templates, a lot of that stuff. We share a lot of our content at Sync University, so…

And I saw, Sync, you, the schedule has really been reworked, so it's a different kind of flow.

It is. It is all about money-making activities day one on how to get a profit. So…

I almost… I just tried to fake make it rain, and almost spilled an entire turvus of water on my computer. It would have been recorded on my Zoom for IT, I'd have been paying for a computer. So, be sure to come next week, because I might need money, I'm very clumsy. And thanks again. Come see Lance and Matt in Atlanta at SyncU. Join us next month, for Office Hours 16. And, yeah, check out Sync Community, all the webinars, all the trainings, follow us on social.

Don't…

Violence is not violence. Have a great day, thank you.

Appreciate the time, Lance. Thanks for hanging out with me.

We'll see you guys.