002 - How to get 175 Transactions Without A Single Cold Call (with Cody Persinger)

Cody Persinger knew from the beginning that real estate was what he wanted to do and he wanted to serve people in a big way. This episode of The Rich Agent, Stephen talks to Cody about how he got 175 transaction organically through social media with out a $ of ad spend or a single cold call. In addition to sharing his journey and success, Cody describes some of his techniques to take your social media to the next level.

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Transcript

00:00:00:01 - 00:00:22:09
Unknown
What is up? What is up, everybody? I am here with a very good friend and someone I'm very excited to share with you guys. He's an agent that just has crushed it over the last couple of years. You've been in the business cutting business eight years. Eight years now. Okay. So absolutely crushed it. He crushed it through Social media, as you guys have probably heard.

00:00:22:15 - 00:00:47:16
Unknown
And obviously there some other things in there. But I wanted to bring him in because he's an absolute killer. He's an absolute expert on social media and generating business through that. So one of the cool things about Cody you'll hear is his overhead is so low because he brings in everything organically. And when you're talking about businesses, we're talking about being the most profitable that we can possibly be.

00:00:48:06 - 00:01:21:12
Unknown
And so, Cody, why don't you go ahead and introduce yourself, tell us how much you've done last year, all that good stuff. And then give us a little background of where you came from up and to this point. So awesome. Stephen, I appreciate you having me on. Yeah, yeah, I am. Cody Persinger, live in the Shadow Valley, lived there my whole life and, um, grew up, went to small high school there, went to Liberty University, got business degree and real estate was what I wanted to do and wanted to serve people and want to own a faith based business where I could serve the Lord and serve people in a big way and make an

00:01:21:12 - 00:01:41:20
Unknown
impact in my life. I didn't know real estate was going to be what it turned into. I love this business, man. And it's it's it's so much more than I ever thought it would be. I've been in business eight years now and started as a solo agent at a small local brokerage and kind of outgrew them. I felt like and knew I needed to start a team but didn't know how.

00:01:42:10 - 00:02:03:22
Unknown
KW When I came to KW, thank God I found gave his term God. Things that sound KW But they, you know, really give me all the tools I needed to run a business, start a business and not let my business from me. And that was devastating for me because when I was an individual agent before I, you know, when I had the point, I knew I needed to do something different, needed time.

00:02:03:22 - 00:02:26:12
Unknown
And so I was closing about 50 transactions in a year and about ten. And that's just crazy by myself. That was probably four years in, and then it's four years since now. We've had a team and grown like crazy and we'll finish out the year about 170 ish transactions and let's get it right. Yeah. And not, not many people to like.

00:02:26:12 - 00:02:45:16
Unknown
I, I probably met one or two people that said they wanted to do real estate for the very beginning, beginning of something that when I jumped in, it was like very quickly that I realized I wanted to do it, but I didn't even know about real estate, you know, up and to the point where I just jumped at a liberty and jump right in, you know, and got lucky.

00:02:46:01 - 00:03:04:08
Unknown
But that's pretty cool that through school you you wanted to do that? Yeah, I kind of came up in a lot of her business classes and stuff like that was mentioned and I was gone, you know, from there, something I might like to do, and I thought I would learn business really quickly and I knew it was something where I didn't need a whole lot of experience to start right.

00:03:04:09 - 00:03:18:00
Unknown
People that were doing I didn't I actually didn't know anybody my age was doing it because that thing is something very challenging for me to figure that part of it out. And I figured out quickly, Wow, there's no way you figure out why. There's not very many, very many people that last in the business do that. Yeah, yeah, yeah.

00:03:18:00 - 00:03:38:05
Unknown
Absolutely. And it's I learned of still learn every day. Sure. So but, um. Yeah, Yeah. Well, let's dive in too, because, like, right now, you guys may not be able to see Cody. You can, you can find it on YouTube if you guys want to check it out there. But he is right now doing social media, so he's living by what he's about to teach us.

00:03:39:10 - 00:04:06:22
Unknown
Can you just dive into some stats of like how much business you think you generate from social media? So you did 127 So 6707 almost 575 messed it up three times 275 transactions last year. How many do you think came from social media? From social media. So man's a little different, right? And that's this is where people get caught up with social media.

00:04:07:16 - 00:04:22:17
Unknown
When I teach social media classes and I try to help other agents start out and, you know, get these real estate businesses off the ground. Right. Social media, it's not a overnight thing. I've been doing this since day one. When I got in the business, I was like, Well, other people are sure I need to be right. Sure.

00:04:23:04 - 00:04:44:03
Unknown
You know, people get home from workers eating dinner, sit in front of TV, scroll to Facebook. That's where I need to be. And so that's where I kind of position myself. I wasn't doing this, you know, newspaper, TV, sheriff stuff that I didn't think worked. So I, um, I, you know, really focused on Facebook and Instagram. And I didn't, you know, I was really blessed and really well.

00:04:44:12 - 00:05:01:02
Unknown
And when I try to help people start these real estate businesses on social media, they get frustrated because they don't see the results right away. Yeah, it's something that I've been building now eight years. So if you want to I've never bought a lead and never made a cold call. So all of my business has come from this crazy and referral crazy.

00:05:01:17 - 00:05:23:04
Unknown
So the snowball effect of what we've created through the eight years, I guess all of my self came from social media in a way, because that's how people found out I was in the business. Sure. Okay. I love that dude. So yeah, dive into maybe some of the most important things that someone both, both someone that's going to do at long term, right?

00:05:23:04 - 00:05:42:14
Unknown
Where you have to do it long term. But the senior agent and someone that's diving in, what are some of the most important things that an agent should know about social media? Yeah, be consistent with literally everything your content, your posting account. That's across the board, as a matter of fact, been in the business 20 years or 20 days.

00:05:42:15 - 00:06:03:09
Unknown
Sharing is be consistent. It's something like I said, it's not something that takes off overnight. Yeah that's built over time and you have to learn as much as you can about social media. It's not just what to post. Yeah, how the algorithms and how the government work and what the algorithm likes. And it's really difficult because it's one more thing you have to do.

00:06:03:09 - 00:06:23:01
Unknown
Yeah, Yeah. And it's something that, it's like a living, breathing thing that you have to feel. Yeah. Yes. It's so okay. So help me out because I am like super. I'm super interested in social media. And one of the things that I think through all the time is what does a consumer what is a consumer thinking, right? And what is going on in your mind when you're posting?

00:06:23:01 - 00:06:40:14
Unknown
Like, do you have this map that's going on in your brain that says, Oh, my consumer's going to like this? Oh, the time of day, you know, that I post, they're going to see this, Oh, if I get someone to share this, then the algorithm's going to say other people want to see it. You know, I don't know.

00:06:40:14 - 00:06:59:16
Unknown
So my my heart is always to bring as much value as I can. Yeah. And that's two tons of now. Now, people that are younger than me, I want to inspire them to do anything. Yeah. And inspire them to make an impact on people's lives and whatever avenue of life that is happening. Real estate. Yeah, whatever you're doing.

00:06:59:16 - 00:07:16:15
Unknown
But if some, if you have, if you're inspired about things, you're passionate about things, post those things, okay with that stuff out there and let people know who you are and create that. So you would say, would you say like at some point someone loved hunting and was a So that's where I started in the social media world.

00:07:16:15 - 00:07:34:00
Unknown
I got my first job out of college was not in real estate. It was a it was I was the social media manager for Vision Company. So that was I learned a lot from that job. And it and it was again, a God thing. I was there for a reason for a short time and wasn't making any money.

00:07:34:00 - 00:07:49:05
Unknown
But I love the job. Sure. And I got to travel a little bit and do some really cool things, but it was all to set me up to do what I'm doing. So did you learn everything from there, or is that a lot of intuition or. I think I learned most of it from just doing, but actually did learn a lot of algorithm.

00:07:49:05 - 00:08:07:06
Unknown
The algorithm work? Sure, because that's what I was doing. I was running Facebook pages with millions of followers. Okay. Wow. You're posting things and like making money through ad revenue and doing that kind of stuff. So I was the one creating the content. Okay. I don't think I knew that then. That's awesome. Yeah, that's that's where I learned a lot of the things about social media in general.

00:08:07:06 - 00:08:23:02
Unknown
But then it was a lot of just like doing the work for different brands and I was just copying whether bias is doing, I guess, copying what they were post. And because I was inspired by it, I knew that the people that followed me would be inspired. But yeah, that's and that's just been carried that over in real estate.

00:08:23:03 - 00:08:42:00
Unknown
So whatever you care about, you should be sharing about it. It's basketball, hunting, I mean playing music, anything. Their passion. Is that just because you're going to be it's authentic. People can tell what you know, things are authentic and if you care about is going to be easier. Like, what do you mean you don't have to fake it that way?

00:08:42:02 - 00:09:01:14
Unknown
Yeah. Yeah. You're created on purpose for a purpose. Yeah. And it's really, really important that you share what you know and you know and who you are, because that's amazing. I loved you for, like I said, on purpose, for purpose. And I've always believed in that. And I always wanted people to know what I was doing, like maybe I could help them in some way.

00:09:01:14 - 00:09:17:02
Unknown
And I really think that's carried over in my real estate business because especially now, I'm getting a lot of younger people, like younger guys reaching out to do that, right? I'm interested in flipping. I'm interested in, you know, being an investor or getting my real estate license. I love that. And that's that's what I'm passionate about as well.

00:09:17:03 - 00:09:33:10
Unknown
I mean, I can say that's why I like I watch every one of your stories, you know what I mean is because, like, it's just so authentic and you can't help but just engage with it. Yeah. I mean, and if you're passionate about it, you're driven and what you're doing and you don't have to try. Like, it's not I don't sit around thinking about one of those today.

00:09:33:10 - 00:09:52:07
Unknown
Yeah, it's not like that. It's just what I do all long. And so, like, that makes the living, breathing aspect of social media so much easier. Yeah, because you're just literally like, put it, Dude, I love that. Because what's funny to me is I was watching you and you came to the office and you guys should have seen me earlier.

00:09:52:07 - 00:10:11:19
Unknown
I was trying to set up a camera and we have all this, like, fancy equipment and I don't even know how to use half of it. And Cody pulls up his phone, and I swear his phone looks better than my nice camera. And it just made me think I'm like, Dude, just like when you jumped in, you're you're overcomplicating things, you know?

00:10:11:20 - 00:10:29:06
Unknown
I mean, get don't stop trying to practice the script over and over again without jumping on the phone. Get on the phone. If you're going to do a social media post, just do it. You know what I mean? Get it done. So I love that I'm a very simple person at heart. I don't I'm not I'm not a, you know, thinker by any means.

00:10:29:06 - 00:10:51:03
Unknown
I listen to these guys on Facebook. Yeah. My man, that person is so articulate. And the way that they say things and stuff, I'm not that kind of simple from the sticks out in the woods, right? I like that. And I just have this real estate. Okay? And so, like, yeah, the more simple it is, the better. And to me, I spent the money on the cameras and did all that kind of stuff, but my phone's always been it's always in your back pocket.

00:10:51:03 - 00:11:16:14
Unknown
Yeah. Yeah. I like Carrie's big things around stuff and they're so advanced now. Yeah. My friend Derek's phenomenal. I look so good right now. He's great. Just click on the there, so. You're right. All right. So you mentioned, though, to dive in a little bit, you mentioned algorithm. You know, a couple of times, if I was thinking from the audience perspective, actually, I am thinking from his perspective, what is the algorithm?

00:11:16:14 - 00:11:49:00
Unknown
What is an algorithm that you're thinking of that would be super important to know about? So currently videos being pushed like crazy, okay, you get on Instagram, you get on Facebook, Tik Tok, and everyone knows that Tik Tok is the short video is being pushed, right? And that all stemmed from Vine back in the day. As anyone knows, a buddy of mine and myself, when we were in college delivery, we had a huge fan page, hundreds of thousands of followers, and it was so fun to do a thing.

00:11:49:05 - 00:12:07:16
Unknown
Okay, so I knew none of this about you, by the way. We knew. Yeah, we knew how to get followers. Okay. Like, and so then we rolled those followers over into Instagram and Facebook. Yeah. Now, does it help me with real estate now? Not really, because my followers at the time were all over the world and Instagram is the same way.

00:12:07:16 - 00:12:28:04
Unknown
It's all over the world. More brand builder, okay? It's more of being that inspirational person within the business. So it doesn't really the right time to call you to the house, right? But it's still cool to have that inspiration. And that's what your passion is inspiring people. That's terrible. So so yeah, Facebooks were the kind of local, you know, aspect of it comes in.

00:12:28:06 - 00:12:53:07
Unknown
Yeah. And also roll those people into Facebook. Okay. Just roll them from platform. We're going to talk about that how to do that but algorithmically shaped video because both Facebook, TikTok and Instagram are all three of those are person video pushing video. Okay, cool. So that's one. And then I mean, we can go into YouTube shorts again. I noticed you did just didn't you just start TikTok like a year ago or something?

00:12:53:07 - 00:13:11:23
Unknown
I started talking about a year ago. Again, same body of mine. We have a we have a trophy husband for him and are both married. We have trophy husbands, baby, where we just do stupid stuff, you know, with our wives, relatable content, married life kind of stuff. Sure. We're pushing 60,000 followers on there right now to have dude getting paid.

00:13:11:23 - 00:13:29:21
Unknown
We're making, you know, a few hundred bucks a month on there. Okay, cool. So, um, but it's just about having fun with that, you know, it's about, you know, it's not if it's 60,000 followers in a year, it's what you gain, which is if you don't know anything about social media like that sounds like a lot. You kind of these big creators we follow.

00:13:29:21 - 00:13:47:07
Unknown
And so sure, a million followers. Okay. Gotcha. Where say are you receiving much business yet from TikTok or. I've had some conversations with people because what'll happen is people follow you on there. They want to know more about your life. You know, they'll, you know, try to follow you and other things like that. And I'm like, Oh, he's in real estate.

00:13:47:07 - 00:14:08:09
Unknown
Oh, he does this, whatever. And so follow me on Instagram. And then that's where people that really want to and it's not a ton of people, but it's a few people. Sure. They want to connect with you on a deeper level through Instagram or Facebook. Okay. Say, you know, reach out and do whatever. Okay, my parents are in real estate or, you know, so and that's really cool just for this content to do that.

00:14:08:09 - 00:14:35:10
Unknown
But 175 transactions is obviously big time. So like, how do you create the following? Like I said, if we go back to obviously it's authenticity in what you're doing and consistency I guess in the post. Yeah, but you've been you got your was Venmo, not Venmo. What was that platform, that Vine. There we go. You got your Vine up to hundreds of thousands.

00:14:35:21 - 00:14:55:15
Unknown
It was around, it was 150. Okay. So you definitely know on a high level how to create a following on social media. Can you dig into that a little bit? Can you give because I'm thinking from like, I'm about to go do this. Like this is this is what I want to do. What do I gotta do? You know what I mean?

00:14:56:01 - 00:15:24:04
Unknown
Yeah, Yeah. So the main thing is, like I said, posting consistent content and just being really consistent with it. Yeah. So what is consistent? Give me, give me something that daily like consistent. So I so for my guys, for example, we talk real estate, my team, I require them to post 2 to 3 times a week. Okay. Yeah that's a it's not much two or three times a week on Facebook and Instagram, mostly Facebook because that's like again, we're our business, our local.

00:15:24:10 - 00:15:46:05
Unknown
Sure. But stories are huge. You know, stores are Facebook, Instagram, um, have story things now and that's where people reply to your stories. Want a house or, you know, at a closing table or whatever. That's where people will can scroll from the bottom and, you know, comment Yeah, yeah. That's where your conversations are created. That can tell you how many clients we've created from that one.

00:15:46:05 - 00:16:13:04
Unknown
Okay. I think the one thing that the following does across all of the platforms is gives you credibility in a way. And so people are more apt to follow you. Yeah. Or follow you as well. And then also just pay attention to what you're doing. Yeah. Um, and it's, it's brand recognition and brand building over time. Do you normally know the people outside of social media that are reaching out as well, like use to use?

00:16:13:04 - 00:16:29:08
Unknown
Did you see one of my business was real young and you know, it's a lot of your friends in your family and in their their referrals and their referrals now, it's almost never okay. No, the people that are reaching out, Wow, dude, I almost never. And so and again, a lot of those are referrals which you have instant credit.

00:16:29:10 - 00:16:53:09
Unknown
Sure. From referrals. Yeah. But a lot of them are you know for all your Facebook followers, for stuff like that. And you know, look to buy out now. Yes. It's that kind of stuff. Okay, cool. Dude, that's that's amazing. That's crazy to me because, like, if I think about all the spin that we do on our team to generate leads like Wild Hippo, Zillow, Facebook ads and all that good stuff, I mean, it's great.

00:16:53:09 - 00:17:27:04
Unknown
There's profit margins there, but not profit margins like organic social media. And I mean, I could we probably pulled in, you know, maybe 20 people from social media would still be considered pretty good. But hundred and 75 just boggles my mind. That's crazy. All right. So so how do you how do you convert? One of the questions I had when you were talking, how do you convert people from one social media platform firm to another social media platform?

00:17:27:04 - 00:17:47:05
Unknown
Because I got these and I got a couple thousand on Instagram, I got 5000 on Facebook. I'd love for all of them on Facebook to follow me on Instagram or, you know, I haven't used Tik Tok yet. I guess a start, you know, how would I go about transferring that following? Right? Yeah, I know when you started those videos, I was like, No, not me.

00:17:47:07 - 00:18:07:08
Unknown
How about you have a 60,000 followers? I'll take that. Yeah. I mean, there's multiple different ways. I mean, like I said, I try to be relatable yet again. Personal pieces of content. Some of your bigger creators, we will post content will tag them in there. Okay I've got people that are seeing their stuff in our stuff. Yeah, man.

00:18:07:10 - 00:18:26:04
Unknown
So you just kind of like piggyback off some of them a little bit. Okay, so there's multiple different ways, but, you know, I wish I can tell you some of the difference of being consistent in being creative with your content, I think is the most important things. Okay. But you don't really have to even be creative anymore. Tik Tok Instagram.

00:18:26:09 - 00:18:40:06
Unknown
There's so many people that do this. Yeah, and the hard thing now standing out, right? So many people right to like your content has to be the best I could ask you have you do have to think it through you know you have an idea or you copy out in for somebody else tweeted a little bit. Yeah make it your own.

00:18:40:13 - 00:18:57:20
Unknown
That's what I do sometimes. But do you have a system for that or is it all coming to mind generally because you're taking action constantly, Like even now? I think that's the coolest thing in the world. Yeah, but do you have a system for that or. No. No. And that's that's one of the biggest issues I've run to my team is I do have a couple of guys that didn't come with it.

00:18:57:20 - 00:19:24:00
Unknown
Social media, sure, it's totally foreign to them to put their life up there. Right. So so we have been trained through that. And so because I don't have a system in place, it's really difficult for them to, like, get, I guess, used to posting Sure times a week. Yeah, but it works and they seen me do it. And so it's like they know it works, but they just go, okay, yeah, but to me that's, that's the honest honesty of it.

00:19:24:00 - 00:19:42:18
Unknown
Like, I think that's the coolest thing because when I am coaching on like phone calls, it's like, I mean, the biggest thing I can do is pick up the phone and call in front of them and then get chewed out. And I go, Guys, this I'm not some guru magical person. I'm about to get chewed up by ten people and I've got to get one on the phone, right?

00:19:42:19 - 00:20:00:14
Unknown
And I'm going to close it, right? Yeah. And that's a standpoint of being a leader of a business or a real estate team or anything. Right. You know, it's inspiring your gossipy the way that you want them to be through your own actions right now. You know, I do this bullcrap not doing any of it right. They're just I tell my guys, I'll just look through my page.

00:20:00:14 - 00:20:21:18
Unknown
Yeah, through the years, Copy something that I didn't do that I've ever done for you. Just do it again. I love that. Yeah. And I see their posts like I follow Tanner, you know? I mean, I follow Matt, right? Yeah, He's amazing. And that's the thing that's super cool to follow on Instagram, too, because he's he does social media at a high level, but he does it different than me, right?

00:20:21:21 - 00:20:39:22
Unknown
Yeah, very talks a lot. Yeah, very. Just like, you know and I'm I don't know he he Brant he's our take Yeah yeah. Let's talk about. I like what you said though the the authenticity. Oh yeah you can tell it's there. Yeah. Even when he says wrong things and I don't agree with this I just Yes, that's Dave dude.

00:20:40:01 - 00:21:06:09
Unknown
Okay so let me ask you, I guess one more thing and then we can close this out. But if you could give one person that you follow, right, that does this at a high level, who would that be? Easily. Easily. Ryan Pinero. Okay, Extremely. Okay. He does. He does what I want to do. Yeah. Yeah. I want to get to.

00:21:06:16 - 00:21:24:04
Unknown
Okay. Like people I read these comments and stuff a lot, man. Like and the people he's inspiring to do what he's doing. It's a cool thing in the world. So yeah, I mean, I even think that dude, I was just. I was just talking to Ricky Carruth, and he's now in conversations with Ryan Pinata. But Ryan just started this.

00:21:24:04 - 00:21:43:00
Unknown
That's what's crazy to me. That's what I'm saying. So you say 60,000. I ticked up on instinct and I'm like, Holy shit, You know, she's a linguist. Yeah, millions of followers and stuff like that. I mean, he's right. He's doing it. It's such a Halloween. And you're right. He did it so fast. Yeah, And he's in these rooms with these people that just, like, are the face of this industry that you watch.

00:21:43:00 - 00:22:06:07
Unknown
We're going to be there. Some good and some bad. Yeah, yeah, yeah, yeah. Hopefully. Yeah, yeah. The amazing. But again, it's not about me. Yeah, that's. It's about being passionate, being driven, inspiring other people to. I love to, you know, follow their passion, serve God and you know, understand their why and serve their lives. You know, my wife is my faith and my family and I want to create the biggest life possible for them.

00:22:06:09 - 00:22:29:21
Unknown
Let's get your inspire me. Appreciate you coming on and sharing your success, your secrets. Where can people find you if they want to find you on social or get in touch with you? Where can people do that? Yep. All my tags are the same. See person or two five on Instagram. Tik talk about my personal page. I'll take time to see first thing or two five.

00:22:30:08 - 00:22:49:11
Unknown
Facebook should take you there. If you search the first thing I will say group So easy. Five guys. Thank you so much. We will be back on here with another episode next week. If you want to follow us. If you want to reach out, you can follow us at Acree Brothers on Instagram and you can also reach out at team at Acree Brothers Realty dot com.

00:22:49:11 - 00:23:12:17
Unknown
Hope you guys have a fantastic week. So he did that. That was awesome. I love this kind of thing because to me it's like what you just shared. Hello. You're real. You got to be like, I want to. I want to dig into what you're doing. Do I want to be like. Like I want to get there? Oh, I mean, yeah, do.