How to Use iBuyers to Get More Listings w/ Kala Laos

With so many iBuyers entering the real estate industry and consumer behaviors changing, some may ask how agents can compete. Perhaps the question is not, “How can we beat them?” A better question is, “How can we join them?” How can we capitalize on the opportunities iBuyers create in our industry? As Realtors we understand how important it is for a trusted professional to remain at the heart of the real estate transaction to provide advice and guidance to consumers. Now, there is a tool to help us do that.

Today on the Massive Agent Podcast, host Dustin Brohm is sitting down with Kala Laos, Co-Founder and CEO of Zoodealio. Recently highlighted in Inman Tech Review, Zoodealio is a seller lead generation platform that allows agents to connect sellers with iBuyer offers and solutions. Dustin and Kala discuss how we can retain our role as real estate experts by educating sellers, and providing them with traditional listings, instant offers, and iBuyer options. This allows agents to be unbiased and true advisors to clients, who often come to us for advice. 

They also discuss some great ideas for content creation on iBuyer topics, which can lead to higher conversion rates. This is a wild ride in unchartered territory. Hang on as we learn more about Zoodealio and how to conquer iBuyers, not run from them.

Connect w/ Kala

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Mentioned on this episode:

www.Zoodealio.com

MAP 178 - How and Why Big Teams Pivot w/ Kevin Kaufman

MAP 175 - How to Break Out of Your Shell as a Realtor w/ Matthew Weber

MAP 172 - Lack of Leads is NOT Your Problem w/ Zillow Killer

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Transcript

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SPEAKER_01 0:00

We hear so much about iBuyers and how they're disrupting our business as realtors and they're taking market share because they're making it so convenient for consumers to sell their house without all the bullshit. And in some cases, we're, I mean, I'm hearing that Zillow's spending like they're paying way more than market value for properties in some areas. And there's a lot of realtors freaking out, as they have been ever since Open Door first opened up shop. Ever since Open Door first opened their doors. Well, I have good news for you guys. You can use the iBuyers to your advantage to get more listings. That's right. By doing the right things, um, and there's a new platform out there that can actually help this uh help you do this. You can get more listings and actually get more sales from sellers just by using the right tools to highlight what iBuyers do, how much they're willing to pay, and what you can do instead. So today we're talking with Kayla Leos, the CEO of Zoudelio, to break down how this whole thing works.

SPEAKER_00 1:01

The massive podcast. We need great more leads and more balls.

SPEAKER_01 1:09

I love to buy houses, I like to sell houses. What is up, everybody? Welcome to episode 196 of the Massive Agent Podcast. Again, dangerously close to that big 200. The big 200. Um, I do know what I'm gonna do for episode 200, and it's kind of cool and kinda kind of unique, so that will be fun. Um, but welcome to the show, guys. My name is Dustin Brome, your host. I'm an agent in Salt Lake City, Utah, and founder of the Massive Agent Society and the um, yeah, and this. So thanks for tuning in. Guys, we're gonna talk about iBuyers today. I get so because of the market, because of the current climate within the market, listings is what everyone wants, right? If you're listening, you're like, how the hell can I get more listings? Give me more listings. I don't want buyers, I want listings. Well, you're gonna be happy today. Okay, you're gonna get you're gonna be happy, and uh for two different reasons. We're gonna show you how you can actually get more listings, but I'm gonna show you why the iBuyers, like Zillow offers, offer pad, open door, and you know, Jim the House buyer, why you don't need to fear them. You can actually use them to your advantage. Yes, that that's right. Um, there's a new platform out there that's called Zoudelio, and I know I know the founders, Kayla and Jason Leos, um out of Gilbert, Arizona, and they've built a really cool tool. Now, guys, this is not a paid promotion, they haven't paid me, there's no affiliate thing. Like, I literally saw what they I had a few of my agents come tell me, hey, have you seen this Zoodelio thing? And I was like, Yeah, I know that Kayla and Jason are working on that, but I don't know a whole lot about it. So once I start looking at it, I was like, this is pretty damn cool. I reached out to Kayla to be on the show. Um, so this is not a paid thing, like it's not an endorsement, not a sponsorship, none of that. Um, I just think it's a badass tool that realtors can use to service clients better and to grow the shit out of your out of your sales business. So uh she's gonna talk about how Zodelio works, but um, I want you guys to just see it as a tool. It's a tool, no different than you know, uh a CMA is, no different than your iPad is if you're sitting down with a seller, no different than your iPhone. Like it's a tool, okay? Your CRM's a tool, they're tools, and you can use it to get more listings if you understand how it works. Now, if you guys don't know what an iBuyer is yet, an iBuyer is just a term that I think Brad Inman from Inman News came up with. I don't know if he came up with it. That's the first place I heard it. It really doesn't matter who the hell invented the word, right? So, but an iBuyer is an investor who has a great marketing department and a very, very large budget, and they buy homes with the intention of either reselling them for a profit or holding on to them to build their rental portfolio. The the iBuyers that we talk about today, open door offer pad, Zillow offers, I think even Redfin um buys properties. Um guys, there's they're no different than the real estate investor in the office down the hall from you that buys homes to flip. You want they want to buy the homes at a discount so that they can fix them up and make a profit when they resell. But these companies have just done it at such a high level and they've they've marketed in such a great way to the consumers that it seems different. It's not a different concept, but consumers feel that it is. All right, and and it can no longer be ignored. If you're in a very small market, like a rural market, you're probably not seeing this yet. But any major market, any city that's you know, even medium-sized cities, you're seeing advertisements from open door and Zillow offers show up in your mailbox, show up in your news feed, show up all over the internet. Um, and they're doing a great job with getting getting the word out. So I want you to be, as you're listening to this interview with Kayla, uh, I want you to think about how you're going to change your messaging. Because here's here's something that's absolutely crucial. And if you've been listening to this podcast for a while, especially the last one with Kevin Kaufman, I haven't looked up the episode number, probably should. I'll put it in the show notes, okay? The episode with Kevin Kaufman about using iBuyers to your advantage. I'll put that in the show notes. But if you've listened to that, this is going to be a familiar concept, but you probably still aren't doing it correctly. You need to become a listing agent that brings more options, more flexibility to the seller than anybody else. If you are still showing up to your listing presentation, giving one option, then you're you are slowly driving yourself out of business. You're becoming less serious as a business person every day. You're becoming less credible every day because these consumers are getting bombarded by ads and great messaging that's telling them, hey, this company will buy your home for this. And so they have that in the back of their mind. And then you show up and you're like, well, uh, we'll just list it. That's your option for me, is we'll just list it. They're thinking, okay, cool. Well, I wonder what Zilla will buy it for. I wonder what Open Door will pay for my house. We should check with this real estate investor that has this fancy new website. And and so if you don't even bring up these options to them, you're that's not credible. That they don't feel that you're looking out for their best interest. They feel that you're looking out for yours. But if you show up and and ex even if they don't know about the iBuyers yet, but you explain it to them, they're gonna be like, oh my God, this this is a real estate advisor. This isn't just a realtor that's trying to list my house and make a commission. This is somebody that's trying to help me make the best decision. You know, even if that's not listing with them, they're gonna help guide me towards getting the home purchased by an iBuyer, which by the way, most of them will still pay you a referral fee if you do that. So it's still, you know, it can still fit in your business model. Anyhow, um, this is so key, guys. You need, if you haven't yet, you need to change up the way you talk to sellers and your offering. If your offering is just one, you know, one list your house with me and that's it, you guys are driving yourself out of business slowly but surely. I know that if you're listening to this show, you care about growing your business. You care about going from 20 homes sold to 40. You care about, you know, maybe maybe you're already doing really well, but now you're trying to scale and bring other agents on. So you don't have to spend more of your time showing homes and making offers, but you can have more homes being sold within your team. You're looking to scale and grow if you're listening to this podcast. If you if you weren't, I don't know why the hell you'd listen. So if that's what you're looking for, guys, you need to check out Follow Up Boss. They are the CRM that I believe is the best for any agent that's looking to scale and scale quickly because it's very user-friendly. They have all the tools, all the bells and whistles, even some that you don't even know you need or want that will help you to grow quickly. And how do I know that? Well, most of the biggest teams and highest productive solo agents out there are using follow-up boss. Kind of a clue when most of the people that that you're trying to get to their level are all using a certain tool, you should probably do it too. But don't take my word for it. Try it out. Okay. Follow up boss, because you are a listener of the show, they're gonna give you a 30-day free trial, which is super cool because if you just went to their website, it's only a 14-day trial. And they don't have you put in a credit card. It's a so you just go get the 30-day trial, try it out, no credit card required. And if you like it after 30 days, continue. Okay, but you won't know unless you dive in and use the thing. So all you need to do is go to massiveagentpodcast.com slash follow up boss, massivagentpodcast.com slash follow up boss, and get your 30-day free trial. Like I said, you can't get it elsewhere, only for Massive Agent listeners, and uh and try it out. If you don't like it, then go back to what you're currently using. But you know, success gives clues. Success leaves clues. So when they're leaving a clue that they're all using a certain tool, a certain CRM platform, maybe you should try it out and see why that is. 30 days, plenty of time to get to know it. So go check out Follow Up Boss, a great partner of the show, and I'm a huge, huge fan of them and what they do for agents. All right, guys, let's jip, let's jump into the interview now with Kayla Leos, the CEO of Zodilio, and uh one of the co-founders of JK Realty in Gilbert, Arizona. Um, I think you guys are really gonna really gonna like this. Let's do it. All right, guys, we are here with Kayla Leos from Zoudelio. Uh Kayla, we go back a long time. I think we met on Snapchat, what, five, six years ago? Is that right?

SPEAKER_02 10:14

That is so right. I uh followed you early on in the Snapchat days and was just always a huge fan of you, Dustin. So thanks for having me on today.

SPEAKER_01 10:23

Well, thank you. Absolutely. Um, you know, I've I've been watching what you and your husband Jason have been doing for a while, you know, with running your brokerage. And then recently I started seeing more about Zoodelio and that it had it was a tool. This is this is my point of view on what Zoodelio is. So correct me if I'm wrong, but I saw it as a tool to help agents combat this ibuyer option that's out there now and and use it to help the agent and help consumers. Um, and I'm like, well, this is really cool. It's a it's a marketing tool for agents, and you know, it it helps them actually use the iBying concept instead of being um a competitor of it. And and so I I wanted to hear from you directly um on you know how it works, why agents should use it, you know, all that stuff. Because I I ri Inman just wrote an article about it, I believe, didn't they? A review.

SPEAKER_02 11:18

Yeah, they did. Yeah. We did it was cool. We had a really cool tech review come out on Zodelio, and there have been a few articles on Inman about it. And yeah, we're really excited. And I think you categorized it correctly. It is a tool, it's a tool to kind of solve the iBuyer problem for realtors. And so here's kind of the journey and how it happens. So you're absolutely right. I've been in residential real estate for many, many years. My husband and I own a brokerage in Gilbert, Arizona. It's called JK Realty. And a few years back, we were growing our brokerage and recruiting hot and heavy. And I think I tell the story of how I recruited like 225 agents in like two years. And we were just, man, and and you know, just recruiting and you know, gaining market share, gaining agent share, and just really loving life, having a great life. But what we saw happening is here in our market, we're in Phoenix. In the Phoenix market, open door arrived in about 2014. And when open door arrived, realtors really were like, oh, that's never gonna work. People are never gonna accept these offers. They're low, they're terrible, nobody's gonna do that. Well, here's how that played out. Now iBuyers in our market share probably have about six to seven percent easy. Um, we were ground zero for open door, and then of course, offer pad started here. Zillow offers piloted their Zillow Offers program here in Phoenix. And so we kind of see everything first and and before the rest of the country. And so we started seeing sellers accepting these cash offers, even though they were low, even though they could list their home on the open market and sell in a matter of now, minutes, they were still choosing this easy option. And so the problem that we solved was you know, if you're a seller and you're considering an offer from open door, well, you may not know that offer pad's gonna give you an offer as well. And Zillow might give you an offer. And there could be three to five other buyers out there that are willing to give you an offer that might be better than the one you have at hand. And so what we did is we decided we're gonna create a website, if you will, where a seller can go on and they can type in their home address and it will connect them automatically to all of the offers and other selling solutions that are available to them. That way the seller can see, hey, here's what all of my offers are, alongside what an agent could sell the home for on the open market. And so that was how the concept originally started and what led to the creation of Zoodelio. So Zodelio is a seller lead generation platform first and foremost. It just generates the highest quality seller leads we have ever seen. It is now deployed across 47 states across the United States, and we're connecting all of these sellers to various cash offers and selling solutions. So one of the most exciting offers that we have right now, it's a sell and a lease back. A seller can sell their home, they can lease their home back on a month-to-month basis for up to 12 months. Um, it's a really cool program, solves a lot of problems in the marketplace. And so what's really neat is an agent can subscribe to Zoudelio and with their Zodelio site, they can provide that to their sellers. They can deploy it against their current database, and they're able to connect their sellers automatically with these offers. So there's nothing else additional that the agent needs to do in order to obtain these offers. So we're kind of bridging the gap between agents and then these iBuyers, and then also these other power buyers that exist in our marketplace. And, you know, a lot of us just go like, whoa, wait, it's it's a lot, there's a lot of stuff, it's kind of confusing. And so what we're doing is we're stepping in to streamline that process for realtors so that we can maintain um the realtor being at the heart of the real estate transaction where we believe they should be.

SPEAKER_01 15:18

When I so what I think of is uh what kayak did with travel where they because there's so many travel sites, right? Like there's there's an ungodly amount of travel sites. And kayak's like, well, shit, why don't we just put them all together? So you go to one site and get all of them. It sounds like you've built something similar for all the different iBuin programs out there, right?

SPEAKER_02 15:39

Exactly. Exactly. It's exactly like a kayak or a progressive. Um, and I think the you know, the tech speak on that is called an aggregation model. So we go out and we aggregate all of the different offers and options for home sellers.

SPEAKER_01 15:56

Very cool. Uh this came across my radar when um a few of the agents on my team, I think they went to an event that you were speaking at with Zillow Killer, maybe.

SPEAKER_00 16:06

Yeah, yeah.

SPEAKER_01 16:07

They were like, Hey, have you heard about the Zodilio thing? And I was like, it's like kind of. I'm like, oh shit, that Kayla and Jason are doing that. I was like, Yes. So um very interesting. And you know, you being in Phoenix, obviously it makes a lot of sense. We've talked about iBuying before on this show quite a few times. We've had kept Kevin Kaufman on to talk about how he uses iBuyers to his advantage. Um, and I see this as just such a cool way to get control back when you go sit down with a seller, especially in a market like Phoenix or you know, the bigger markets that have Zillow offers, that have Open Door, that have OfferPad, and sellers are getting the advertisements in the mail, they're they're getting the postcards, they're getting the the pamphlets in the mail, they're seeing the TV commercials, they're getting all the banner ads. And so when you show up to a listing presentation, if you don't mention, if you don't talk about the, you know, the 500-pound elephant in the room, which is Zilla will pay me this much for my house, you're not a serious person. Like you, you I think you lose credibility as a listing agent. So instead of it being like, well, you should list with me or go with those guys, doesn't this kind of bridge the gap where you're the agent doesn't really care that much anymore if they list or if the agent guides them to open door? Because isn't there a referral fee paid, or you know, how does that work?

SPEAKER_02 17:31

Exactly, exactly. So kind of our our thesis is that the the realtor should really be unbiased in in this process, right? Because, you know, if if you have a seller that's considering one of these options and you're able to go get the offers for them, uh, you know, you don't really care if if they want to take an instant offer or you know, they want to list their home on the market. You're you're paid kind of um proportionately to the amount of work that you're going to do, right? So an iBuyer may pay you a referral fee. Uh, and it may or may not be what you're used to making on a listing. You can always, you know, add an additional fee. And we see agents doing that throughout the country as well. Um, currently, how the the I call them the retail iBuyers, the Open Door and the OfferPad and Mozilla, what their pay structure is, is you know, open door will pay a 1% referral fee. Uh, offer pad right now is is actually paying the most. They're paying a 3% referral fee. And currently, Zillow Offers isn't doing anything. However, uh, you can leverage all of these offers against each other and and really truly get the best price for your sellers. So it gets kind of fun and it's kind of exciting. And you can, you know, you have all of these other options as well. Like we connect our our um our agents to become a cash buyer program. So they're able to kind of use these programs that allow their client to go out and compete with the power of cash. Uh, we also have some flip your own home programs. So there's one right now that's really cool. It's called Perbio. It allows sellers to flip their own home without accessing or using any of their equity or their own money. Um, and so there's there's a lot of other cool options and offers. We like to think of it as your seller gets this offer dashboard and it's kind of like that grocery store shelf of all of the different offers and options and and ways to kind of do business because, like you mentioned, these iBuyers and the power buyers are spending millions of dollars to really change consumer behavior. And so we're getting the, you know, what I'm hearing on a daily basis from our users across the country is, you know, I walk into the listing appointment and the redfin offer is sitting on the table. Or I get a text message that says, Hey, what do you think about the open door offer I just got? It's X amount and it seems like it's really good. What do you think? Um, and so what we know is that agents are already getting a lot of iBuyer questions asked of them by their sellers. And so our our thesis is like, don't run from it, like join it. In fact, talk about it. If you're the agent that's out there talking about how you can work with them and these solutions, they're going to go to you first. You're you're you have that personal relationship with them if they're watching your content, if they're engaged with you on social media. And so if you can talk about these things first, then what will happen is they will naturally seek you out as the advisor to guide them through this process. You know, one of the interesting things is, you know, iBuyers, you know, there's there's a lot of debate on how much market share they're going to have in the future. Um, there's a lot of debate on whether or not they will last in a down market. You know, I look at the tapable equity of United States homeowners that have mortgages right now. It sits at about $9.1 trillion. It's an insane amount of tappable equity, about an average of $173,000 per mortgage holder in the US. So we have a record amount of tappable equity the market would have to tank severely in order to put people in a position where maybe these iBuyer offers wouldn't be attractive. My kind of thesis is when the market turns a little bit, people may go to these iBuyers even more because of the certainty that they deliver, like as in, this is what you can get for your house today, right now. And so time will tell how that all plays out. But I think the takeaway as a realtor is just to be empowered and to be able to have these offers and options that you can share with your clients so that you're you're not leaving anything on the table, right? You're just you're giving them all of their offers and options and not saying, like, hey, the only thing I can do for you is sell your house on the open market. Because what we're learning is people don't want to do that anymore. There was some really interesting data that came out from Thousand Watt, and the data suggests that 77% of homeowners would be. Willing to give up five to eleven percent of their equity in order to have a seamless, easy, non-traditional real estate sale. And so this, yeah, this in this data. And if you if you'd like this report, email me. I'm happy to give it to you. My email address is Kayla K A L A at Zudelio.com. Happy to send you this report. It's chock full of a lot of great um insights on consumer behavior and what sellers think about iBuyers, what they think about selling their home, um, what are their number one concerns? And what we're finding is that sellers don't like the idea of having strangers roaming through their halls. They don't like the idea of open houses, they want to sell their home quickly and within a specified time frame. And so these iBuyer options can kind of check all of those boxes. Uh, and you know, if you have those offers and options for them, you know, they're definitely going to see you in a in a higher positioning over the masses of realtors that you're trying to separate yourself from.

SPEAKER_01 23:06

Yes. So I've been hearing a lot, excuse me. I've been hearing a lot of agents around the country that have been saying that Zillow is paying ungodly amounts for homes right now that like the realtor will go do their their comps and they're like, okay, it's worth 350. And Zillow's like, we'll pay 390. And how do you you can't really compete with that, right? Um, now, if you do show up to a listing presentation, and like you said, you're just like every other realtor, and you're like, option A, I'll list your house. There is no option B. You I think those agents lose credibility every day that goes by as iBuyers become more accepted and understood and known about in the marketplace, because even if the seller doesn't bring it up to you, they're gonna be like, I wonder what offer pad will get me. I wonder what Zilla will get me. So if you said list with me and I'll get you top dollar for $350, and then they go on Zillow's website and Zillow will offer to pay $390, you have no credibility anymore. You're done. You're done. And so I just don't think that it's reasonable anymore as an agent to operate like that. You have to show up to listings with options. Maybe listing with you is the best option, and it it most of the time it is, but most doesn't mean all. And and we can't keep treating it like it does mean all. Um, like it blows my mind that people would be willing to give up five to eleven percent of their equity for um for convenience and and ease and just you know, streamlined process, but it also doesn't surprise me either, because that's a huge pain in the ass for people.

SPEAKER_02 24:47

So um yeah, sure. Uh let's let's speak a little bit to that. The Zillow offer is just astronomically high. And you know, the agents like, I couldn't get you that on the open market. That's that's an amazing offer. Take it. So let's kind of talk a little bit about that because we see that as well. Uh, we are seeing that as kind of a temporary side effect of, you know, hey, Zillow has their investors and their shareholders to report to. They completely pivoted their business model. If they don't continue acquiring properties and if they have a decrease in acquisitions, it is not going to be good for Zillow, right? Same with Open Door. Uh, you know, Open Door just went public, I believe, December of last year. Um, offer pad just went public last Thursday via Spencer Rask Coff Special Purpose Acquisition Company. And what we know is that all of these companies are going to be very aggressive with their offerings because they need to continue taking down homes. So we look at the aggressiveness of the offers as a very temporary um side effect. And we also, you know, note a couple other things. One other thing we note is if you see that, you know, you you go to that listing appointment and that seller has that Zillow offer and you're like, they should take this, it's amazing. I don't I couldn't get them this on the open market. Track that property because what we're also finding is that they're not losing. They're not losing. And then they're not losing often, is what I should say. And so, you know, a lot of times we we also believe that the data that these companies have is better. See, so what we do is when we go in and we comp a property, we're looking at historical information and we're saying, based on history, here's what we think we can sell your home for. What Zillow Open Door OfferPad are able to do is they're able to take all of the data that they're you know amassing and they're able to run a lot of predictions on not just historic, but future. And they're able to say, you know, three months from now, when they know on average, it takes three to six months for someone to even accept that offer. So there's that time delay between the offer being made and the offer being accepted. And because of that time delay and because of home price appreciation, what we're finding is that many times these iBuyers are not really losing. And so track those circumstances so that when that happens, you can share with your seller a story of, you know, hey, I was on a listing appointment six months ago and I heard the same thing. The Zillow offer was amazing. Here's the property, here's, you know, here's what Zillow acquired it for. Look what they sold it for. Um, and you know, you can really highlight that. So it's kind of like one thing I wanted to note on that. Another thing that what the top teams and the really high performing real estate agents are doing is they are creating an iBuyer program and they're talking about this iBuyer program. And when they're out there and they're communicating this iBuyer program, you know, they're attaching a fee to it. You know, the fee for my services to guide you through the iBuyer offering is $750. If you accept an iBuyer offer, that's all you'll pay me. If you choose not to accept the iBuyer offer and we list your home on the MLS, I'll credit that back against my listing fee. And so be thinking through how you can have these conversations. You know, if you're a content creator like you, Dustin, right? I would really recommend that agents would be creating content around these topics so that when these conversations come up, when the seller's thinking about these things in their mind, they remember, oh, Kayla can help me with this. It's a reasonable fee. I'm gonna go to her. She works with all of them, um, that sort of thing. So it's something else that we like to kind of highlight that realtors can do to just maintain our positioning in the market and really be that advisor for sellers.

SPEAKER_01 28:30

Yes, the the advisor for sellers is is key. And you're right. I there's a lot of solo agents, teams, brokerages that are like, well, we want to play this game too. And they just have investors that will buy homes. And there you go, there's an iBuyer program. Like iBuyers are not this special, unique thing, it's just they have really good marketing and very deep pockets. There's there's no difference from open door and the we we buy ugly houses sign, except for a huge marketing department and a huge budget. But that, I mean, that makes a big difference, of course, but everyone can do it too. And did I hear that you guys can you can you add or customize the iBuyer programs that show up on your platform?

SPEAKER_02 29:18

Yeah, absolutely. You brought up a great point, a great point, right? Like we buy ugly houses, like they've been an iBuyer for for years. Right. I think the the difference is is that what Open Door and OfferPad and Zillow have done is they've positioned this as something that's really a good option for for anybody. And I think that when we think of the We Buy Ugly Houses, obviously we think about homes that are in distress and maybe need a lot of repairs, um, or maybe the seller is in a really terrible situation and just needs money really fast. And so kind of a lot of negative connotation associated to that, whereas the iViris have come in with this real positive spin uh on, hey, this is for everybody. So I definitely agree with you there. And then absolutely, if you are a realtor and you have an investor or you are investing in real estate, like that's one of the biggest things that I think, you know, as a realtor, every listing appointment we go on, we need to be asking ourselves, should I buy this home? Right? Should I add this into my portfolio of homes? And so that should be a question you're asking yourself. Or if you're working with an investor, um, your investor will love you because you are going to give them opportunities to make offers on home. And so with Zoudelio, you can customize absolutely if you want to work with your pool of investors, if you want to make that offer yourself, you can do all of that from within your agent dashboard. You can make all of those offers right from within your dashboard.

SPEAKER_01 30:44

That's pretty cool.

SPEAKER_02 30:45

Yeah.

SPEAKER_01 30:47

So can you guys start at this? Like, did you I'm curious about how you first came up with the idea? Was it something that your agents at your brokerage needed, or did you just say, like, hmm, someone should do this? Like, how did how did you guys first get started with building this?

SPEAKER_02 31:03

Well, that's like a I'll I'll be I'll be trying and be brief. Uh because it's kind of a a bit of a backstory. But uh a couple of our agents at the time, Elliot and Keith, who are the also the founding members of Zoodelio, um, they were here, they were sharing with us a way that they were out there prospecting and they were crushing it by, you know, telling sellers, hey, I can get you the cash offers from all of the sites. Would you be interested in seeing them? And of course, sellers are like, absolutely, let me see the offers. And so our first go at this, we we created a company was called Offer Vana. And what we did is it was just um, it was in-house. We were here at JK Realty and we ran it as a team alongside Keith and Elliot. And we were prospecting hot and heavy with Offervana, crushing it. Um, I have a webinar where I share, you know, how we made $60,000 in 60 days using our Offervana website. And then we got sued by OfferPad, believe it or not, for using the word offer in our name. Uh, it was an intellectual property lawsuit, extremely expensive. I'm super feisty, Dustin. I fought this lawsuit. And then about six figures in, we were going, you know what? There's they they they offer pad has deep pockets. We showed up to a settlement conference, and I think the nail in the coffin was offer pad showed up with six attorneys. And we're like, all right, so apparently we can't use the word offer in our name. We had we had to uh give up the company name. And at that moment in time, I think it was looking back. One of the best quotes I love from Steve Jobs is he says, You can't connect the dots looking forward. So at the time, you know, we didn't know, we didn't see it, we were just pissed and upset and deflated. And but looking back, it is what made us pivot and take the approach of okay, you know what? We're gonna create the offer Vana tool for realtors across the US. And we're gonna empower realtors to compete. Because, like you mentioned, we can all come up with an iBuyer program. It's nothing new, nothing special.

unknown 33:08

Right.

SPEAKER_02 33:08

Kind of the missing kind of piece to that was the technology. And so that is why we created Zoodelio so we could just empower realtors across the country to have a solution to the iBuyer um problem.

SPEAKER_01 33:22

That's cool. Um it's unique. I mean, you know, that's I reached out to you guys. This is not some paid endorsement thing. Like, I'm genuinely curious because uh some of my agents are like, hey, this looks awesome. And I looked at it, I'm like, Yep, pretty awesome. Because iBuyers aren't going away. It like you said, there's um something changed, you know, with Open Door, where they just changed the messaging around what they do. What they're buying homes and then reselling them for a profit. Sometimes they hold them in as rentals, and you know, there's other things they can do, but ultimately that's what they're doing. It's it's not a super unique thing, but the messaging that reaches a consumer is that it's this new thing that's convenient, it's fast, it's easy, and uh and so if we as real estate pros uh don't take it seriously and remove our heads from our asses, we're done. And there's far too many agents that have their heads in their ass. Sucks for them, good for you if you're listening, because you you can actually compete. So it just seems like a cool tool. Um, but how long how long have you guys been doing it for? Like it's been like a year?

SPEAKER_02 34:32

Great question. So, no, not even. So we deal software was deployed in January, so it took us about all last year to uh develop the software. It was kind of an intense process, but we did it right. We did it right from the get-go. So we were really excited about that. And Matthew Weber, uh, I believe is one of the agents on your team out of Georgia, Dunwoody, Georgia, I believe. And uh great guy. You you got some great agents on your team, Dustin. But yeah, he's one of the agents that we connected with when we were in Atlanta. We met uh we did this conference with the Zillow Killer and met Matthew. And um, yeah, you know, he had shared with us that several of his clients have gone the Zillow offer route. And and you know, he's relatively newer to the industry, he said. And so, you know, for him, he's like, this is great, it worked out great, accomplished their goal. He was able to help them, he was able to help them get their new house. And, you know, talking about having your head and your ass, like that guy does not like that guy sees the the bigger picture and he sees that, you know, hey, we operate out of this space of abundance. So you're doing some good things with your team and your leadership, but but yeah, there are a lot of agents that kind of are resistant to this, and and I get it, especially for those of us like me that have been around for 18 years and we kind of see the market shares slowly erode away to these i buyers. I mean, everybody was kind of upset with Zillow and how they pivoted, and you know, and now we know they're being kind of investigated for the potential acquisition of showing time, which is interesting, see how that plays out. But, you know, I think that ultimately their goal, all of these companies' goals, is to, you know, replace the realtor, uh, have a W-2 model because it's extremely efficient. And I get it. And that's kind of all always one of the questions that comes up when we work with realtors is how can we increase the per agent productivity? Um, we know that by and large, you know, the top portion of realtors sell the majority of the real estate. I think uh Tom Ferry has some stats that he did and you know, massive research and and shows that you know, most of the real estate, 91% of the real estate is sold by like the the top couple percent of realtors nationwide. Yeah, and so increasing agent productivity is always something that that we're looking at. And I think that these iBuyers, you know, they they know that if they can run a W-2 model, they can really have awesome per agent productivity. But, you know, for you and I, when we hear that, it's it's it's no bueno because you know, a W-2 model, I believe, um just goes against the very core of who we are as realtors with our entrepreneurial spirits and our optimism and our passion. And so I really believe that having a solution like Zoudelio is a way for us as realtors to band together and say, you know what, we can offer these options and offers as well. And you know, here's the thing, Dustin, like we have some cool offers as well that that allow the seller to capitalize on the upside on the open market. So, like, hey, you want to take an iBuyer offer? Great. Here's one where if the home sells for more on the open market, we're gonna give you back all of that money. And so we've got some really cool offers and options um that just allow us to compete at a much higher level. And I think that ultimately at the end of the day, our goal is to get ourselves in more real estate conversations and higher level real estate conversations.

SPEAKER_01 38:12

I love it. So before we go to the rapid fire questions, I um a question that just popped into my into my mind. Uh Realtors can't, if you're showing up at a listing presentation and you say, Hey, here's what I can do listing it, here's open door, here's blah blah blah, pick which uh whichever one's best. Don't you, if you're going to get a referral fee from one of those companies that's offering one, don't you have to do it a certain way or or you have to be the one who's representing the client at the time they submit the um the request for the offer? Or you know, what do agents need to know if this is brand new to them?

SPEAKER_02 38:46

Yeah, what agents need to know is that you need to solicit the offer on behalf of your seller. So if you walk into the listing appointment and they already got the Zillow offer, then you know, well, here's the thing, Zillow's not paying a refill referral fee anyway. But let's say they already got the Zillow offer. That's okay. I can go get you two to five other offers on your home and then let's compare them. Let's see which one is the best. And so I think that then the agent can go if they use Zodelio, they can get the offers that we provide. If they're not using Zodelio, they can go to these iBuyers as well themselves directly and they can request that offer. So it all comes down to soliciting the offer on behalf of your seller. And then there are some certain little stipulations that each of the iBuers have. So for instance, like offer pad, uh, the home can't have been on the market, um, I think for the past like 60 days or something like that. So there's a little caveats, it's all on their website though, so you can go and check it out. But I think that the takeaway is you got to do it on behalf of your seller.

SPEAKER_01 39:53

Great advice. Great advice. Okay. And that makes sense too. You know, you can't just come in, you know, six weeks after the fact and be like, hey, I'm representing this client, pay me. You know, they're not stupid, obviously. They wouldn't be yeah, just like a new build.

SPEAKER_02 40:08

That's that's it's kind of how we look at it. It's kind of like a new build.

SPEAKER_01 40:12

Yes, that makes sense. So you're right. Um, you know, this was before Zoodelio existed, but I solicited offers from Open Door and OfferPad from um for a couple sellers, and you know, fairly easy, it just but it's time consuming. So um I what I love about what you guys have built, one of the things I love about what you've built is it's the easy button. It's just it streamlines so much. And if you've been listening to this podcast at all lately, you know I have a huge bug up my ass about um saving time, you know, like how can you how can you save time so you can focus your time on income-producing activities and outsource all the other bullshit? Well, sometimes getting a platform or a tool that can just streamline a bunch of stuff that would take you an hour, but it takes you five minutes instead, that's the same thing as hiring a transaction coordinator. Same concept. It's smart. I see this as one of those tools. There's other tools out there, um, not necessarily with iBuyers, but um within the industry that save you a lot of time and maybe it cost you a little bit per month or whatever. So um I just want to say, congrats. This is really cool. I like it. Um, I know some of my agents are starting to use it and they're gonna start marketing the fact that they have this, which if I was a consumer, I'd be all about it. Like, wait, you can get me how many offers and ones that I have never even heard of? Yes, please. That's gonna get you more listing presentations, right? Like Kayla, do you have any data or feedback from your users on you know how using Zoodelio has helped their conversion with listings or or acquisition of clients or anything like that?

SPEAKER_02 41:48

Yeah, actually, interesting story. We just had this is this is how agents are losing to Zoodelio users. And we we actually have a lot of exp agents that have Zoodelio. So I know you're with exp, so we love our exp agents. Um in San Diego, we recently had a new subscriber. And the reason that they subscribed to Zodelio is because within a week they went on two listing appointments. They both happen to be exp agents. They both happened to mention that they had Zoudelio, and the sellers chose the agents with Zudelio over the the guy that just joined. And when the second time it happened to him, he called us up, he talked with my partner Elliot, and he said, I've just lost two listings, and the name Zudelio came up in both of them. I need to get what you guys are getting, what we what you guys have. So he joined, and so now we're able to uh help him and his clients. So yeah, we we know that it's a game changer for lead generating, it's a no-brainer. You mentioned it, Dustin. Going and getting those offers, it's time consuming. If we feel that way as the realtor, the sellers are going to feel that way as well. Plus, there are offers and options that they may not even be aware of that could be better for them. And so having this tool really helps you elevate those conversations and make sure that you are um that that perfect advisor for them to get them from point A to point B.

SPEAKER_01 43:18

So cool. So cool. Um, I'm I'm excited to see how how our agents are using it. Um, what you just mentioned makes all the sense in the world. You're you're hearing from agents that are losing out to others that are providing more options and more flexibility and more convenience to sellers. Not surprising. That's why iBuyers are winning to begin with, is because they're doing that. So I love that you're giving agents the upper hand back. Um, so cool. So let's do this. I want to give everybody a chance to hear where they can learn more about Zodilio and connect with you personally. First, let's do the rapid fire questions, then we'll end with where they can find you, learn more about you and Zodelio and all that. So good.

SPEAKER_02 43:59

Awesome. Yeah. That sounds great.

SPEAKER_01 44:01

Cool. All right. So rapid fire, one or the other. You don't need to elaborate unless you want to. Um just either or questions and then we'll wrap it up. Facebook or Instagram?

SPEAKER_02 44:13

Instagram.

SPEAKER_01 44:14

Instagram or LinkedIn.

SPEAKER_02 44:17

Instagram.

SPEAKER_01 44:18

Books or podcasts.

SPEAKER_02 44:21

Books. I'm a nerd.

SPEAKER_01 44:23

Love it. I've I've converted myself into a nerd, actually. I still listen to Audible, but yeah, I like books. Um podcasts or audiobooks?

SPEAKER_02 44:32

Podcast.

SPEAKER_01 44:34

iPhone or Android?

SPEAKER_02 44:36

iPhone.

SPEAKER_01 44:37

Good call. Um I just ordered the iPhone 13, kind of excited about that.

SPEAKER_02 44:41

Yeah, I bet.

SPEAKER_01 44:42

Um Alexa or Google Home?

SPEAKER_02 44:45

Alexa.

SPEAKER_01 44:46

Good call. Burgers or pizza?

SPEAKER_02 44:49

Pizza.

SPEAKER_01 44:50

New York or LA.

SPEAKER_02 44:55

New York.

SPEAKER_01 44:56

I agree. Uh NFL or MBA.

SPEAKER_02 45:00

MBA.

SPEAKER_01 45:02

Baseball or football.

SPEAKER_02 45:04

Football.

SPEAKER_01 45:06

Mountains or beach.

SPEAKER_02 45:09

Seriously? Can I have both?

SPEAKER_01 45:11

You can. You can. All right. Podcast or vlog?

SPEAKER_02 45:17

Podcast.

SPEAKER_01 45:19

YouTube or Facebook Live.

SPEAKER_02 45:23

YouTube.

SPEAKER_01 45:24

RichDadPord or millionaire real estate agent.

SPEAKER_02 45:28

Rich Dad Horad.

SPEAKER_01 45:29

Uber or Lyft.

SPEAKER_02 45:31

Uber.

SPEAKER_01 45:32

Gary V or Grant Cardone.

SPEAKER_02 45:34

Gary V.

SPEAKER_01 45:35

Also the correct answer. Of course. And what's the most impactful book you've ever read? Or listened to.

SPEAKER_02 45:46

Other than the Bible. The motivational or the motivation manifesto by Brendan Burchard.

SPEAKER_01 45:53

Oh, really? Okay. I keep hearing about that lately. That's probably a sign I should I should read that book.

SPEAKER_02 45:59

It's really, really good. Yeah.

SPEAKER_01 46:00

So cool. And then Kayla, where can people connect with you? Where can they learn, you know, connect with you personally and then learn more about Zudelio?

SPEAKER_02 46:09

All right. You guys can connect with me on Instagram because I like it. It's at Kayla Leos. It's K-A-L-A-L-A-O-S. You can always check out zoudelio.com. We have a webinar on there where you can learn about how we made $60,000 in 60 days. It's kind of cool. Tells you a little bit more about Zodelio. And you can also email me. My email is Kayla, K A L A at Zudelio.com.

SPEAKER_01 46:36

Awesome. And we will have links to your social, your email address, your website in the show notes. So wherever you're listening to the podcast, click into the show notes. If you're watching on YouTube, go into the description. We'll have them all there for you. Kayla, thank you so much. It's been it's been awesome talking to you again and reconnecting. I don't think I've seen you in person since Inmin in San Francisco in 2017. Is that right?

SPEAKER_02 46:58

That is a long time ago. And I think that is right. And you were always such a great sport and allowed me to like do little interviews of you and make me sound bites. I Dustin, massive, massive love for you and all that you're doing.

SPEAKER_01 47:13

Thank you. Thank you so much. Thanks for being on the show.

SPEAKER_02 47:15

All right. Thanks so much, Dustin.

SPEAKER_01 47:17

Guys, you have what you need now to change the messaging and change the offering when you show up to meet with a seller. Again, if you if you're still doing what you were doing five, 10 years ago, you're doing it wrong. Okay. You're leaving money on the table. You're not converting nearly as many sellers as you should because you're not building trust. You're not building trust, you're not building credibility because they know that there are other options out there to sell their home. And in some markets, like we talked about, Atlanta is one of them. Zillow is right now is paying a lot more than market value for some properties. So if you if you're advising them against that, first off, that's wrong. Second of all, that's gonna kill your credibility, and they're gonna tell their friends, don't go with so-and-so. They're actually trying to get me to list when Zillow will pay 60k more for my property. What a joker. Put yourself in their shoes, right? Put yourself in their shoes. So if you are showing up and your only option is this, you're gonna lose. But I want you guys to win. And and honestly, if you're listening to this podcast, you're a winner because you're taking your business and your future seriously. Otherwise, you wouldn't be investing this time to learn how to how to be better and how to be more efficient. So you guys just need to take the step to do the things. Okay, go try out Zoudelio, uh, Z-O-O-D-E-A-L-I-O. There's a link in the show notes. So go grab that and uh and try them out, learn more about what they do and how they do it. I think it's freaking incredible. I think Zoudilio is amazing. Um, so I'm gonna be talking with Kayla more about how I can be involved with that, um, with whatever that means. I don't even know what that means, but we'll see. Uh, I think it's awesome. Thank you guys so much for listening. Uh, reminder, guys, we are starting the Massive Agent Social Boot Camp Season 2 on the 29th. Okay, we we pushed the start date a week. Um, we had some scheduling issues, so we're we're actually starting on Wednesday, September 29th. We do still have a few spots available. I believe there's less than 10 at this point. So go to massiveagentbootcamp.com and find out what it's about. Okay, this is there's only 20 spots for a reason. We're gonna take you by the hand and help you implement all the things, systems for how to get more Google reviews and how to get found when people Google realtor in Des Moines, Iowa. Okay, you can do that. Uh, right now you're probably not, but imagine if you just got found organically, which means for free, every time somebody searched for a realtor or homes for sale in your town or in your market without having to pay for it. You can do that. We're gonna take you by the hand and show you. We're gonna show you how to use social the right way. This is a bold claim that I've made many times that I I firmly believe. If you're not getting at least half of your business from social media organically, you're not doing social right. So we're gonna tell you how to do it right, what to post, where to post it, how often, all that stuff. Most of you, everyone that was in uh the first round of social boot camp, they none of them had to make a big, huge dramatic shift. It was usually slight adjustments. Uh there were a couple of them that just weren't using social at all, and now they did, but they started using it the right way from the get-go. What a blessing that is, right? To just start doing it right from the beginning instead of screwing it up for eight years or 10 years like so many of us have. That's key. Um, we talked about how to how to reprogram your mind to think like and therefore act like a top 1% agent. If you're not in the top 1%, it's because you don't believe you can be. You don't believe that you are one of those people. Well, let's change that. We actually have a system to help you reprogram your mind and make you hyper aware of certain things. So, guys, Massive Agent Social Bootcamp, there's only 20, 20 spots of well, there's less now. We maxed it at 20 because you're gonna get me. You're gonna get access to me through Voxer, one-on-one personal attention. If you have a question, if you need help with a certain thing, if you want to bounce an idea or a strategy off me, you have my attention. You have access to me throughout the whole thing. So go claim a spot. Massive agents uh MassiveAgent Bootcamp.com starts on September 29th, which is just less than a week away from when this episode publishes. And uh yeah, go snag it. Guys, thank you so much for listening. Appreciate it. If if you got value from this episode, please share it with a friend, share it with your team, share it on social media, tag us, you know, tag massive agent, tag your broker or your team leader or your friends, share it in a Facebook group, share it in your story. Basically, in other words, share the shit out of it if you don't mind. Um, it helps us reach more people and have a deeper impact, which is what I want and what really revs my engine. I was gonna not say that, but I did because it's just it just fits. It revs my frickin' engine, all right? It floats my boat. Yeah. Um, and and and I'm here for it, as the kids say. So I just need your help to do that. Appreciate it, guys. See you guys next week for episode 197. Man we're getting close to 200. Crazy. 200 episodes every week without fail. 200 weeks.

unknown 52:29

Woof.

SPEAKER_01 52:30

Appreciate you all. Take care.