275 Mail-Right Show Special Guest Tim Stout
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From MMA Fighter to Successful Real Estate Agent
Tim Stout is the team leader of Tim Stout and Associates. TSAA is a group of full-time realtors working with awesome clients on the south side of Atl. TSAA love giving back you the community’s that they work in! TSAA has the experience and expertise you need to make your buying and selling process easy. Tim also has a great YouTube Channel which we highly recommend!
Robert Newman: Welcome ladies and gentlemen to the Mail-Right Show, today’s episode number is 275, and we are lucky enough to have Tim Stout with us today. Tim is an unbelievable human, we feel fortunate to have him, he’s a retired MMA fighter; he has been running a successful team since 2014, he is you know what? Tim, why don’t you share with our audience exactly who you are? I’ll let you sing your own praises.
Tim Stout: Okay, well, first of all, I appreciate you guys having me on the show. I’m a retired MMA fighter, I had 26 professional fights; I retired about eight years ago and decided to get into real estate. I grew significantly; I have a team in South Atlanta, Newnan, Georgia about 19 team members. Last year we sold 300 houses and I have a four-person team in East Tennessee where we sold 103 houses.
So, it’s been a growing process, started with an individual agent and just built the team from the ground up as far as administration, from buyer specialist to listing specialist, and that transformed me into what I am now.
Robert Newman: Wonderful, so before we start throwing you some questions, Tim, I would like to introduce the audience, for those of you who have not tuned into the show before. To my amazing co-host Jonathan Denwood, the founder of Mail-Right, which is a Facebook slash website marketing system, one of a number of companies that John runs concurrently, and he’s.
Johnathan Denwood: Only two.
Robert Newman: I’m trying to build you up, man. Will you just let me do it Jesus? Don’t pop your own balloon marketing 101. So, anyway, and actually that’s not true, you have a real estate investment business, technically speaking. So, here we go so anyway, with all those things, here’s my amazing co-host John, why don’t you.
Johnathan Denwood: Oh, thanks, Robert. Yes and like I say if you’re interested in Mail-Right, go over to the Mail-Right website, we’ve got some amazing changes that are going to be happening in the next few weeks. I’ll be discussing that probably at the beginning of February, and just go over, and have a look at it, got any questions you can contact, read through the website, I’m always available for a chat.
Robert Newman: And my name is Robert Newman, I’m your intrepid speaker, not the host, but your speaker, the guy driving the format of the show today. And I am an SEO specialist that has been specializing in real estate for 14 years, I also have a website, inboundrem.com and I give a lot of free information there about systems and all sorts of cool shit.
So, Tim, I’m going to circle back around to you, and the first question that I asked Tim, ladies, and gentlemen who are listening is that I noticed when I was checking his profile, that well he started off with Remax, and then he moved into working with Keller Williams and then he moved into working with Compass. And we get a lot of questions, John and I do throughout the course of our days about different brokerages and why people work with them.
And I was just curious, Tim, about why you made a big, I think the move would have been bigger when you moved from Keller Williams to Compass because by that time you probably had a team, is that right?
Tim Stout: Yes, I had a super successful team closing about 250 deals, it was a big deal for us because we were one of the top teams in the area, we were the top team in the area. And I enjoyed my time at Keller Williams and it helped me grow my team, but the move it was, there was nothing personal the move was definitely I needed a different platform to help grow me and to help grow my business and to give me an angle that I haven’t had access to. And Compass provided that angle, and it’s been a good move, we’ve been there for two years.
Robert Newman: Okay. So, which begs the question, and I really want to drill into this for a little bit. What was the angle? You looked at them and you said, you have stuff I need that I’m not getting at Keller. What were those things that you were looking at?
Tim Stout: Well, you’ve heard the past other brokerages state that they are a technology-based business, and I have heard that in the past, but I haven’t seen that. From what I’m saying Compass showed me that, and Compass the first day, one of my biggest things is I always want to be in the room. It’s like, who can put me in the room with someone who’s doing more business than I am, who can put me in the room with someone who can grow me.
And Compass just during the recruiting process was able to get me in the room full of really, really big hitters, people who are outperforming me, which not that I’m some big shot, but 400 deals in a year is hard to do. So, they were able to get me in the room with specialists and people who were doing more and if they weren’t doing more, they were a specialist in something that could really assist me. So, the fact that I could get in front of, and with people who could accelerate my business, that was the big thing,
Robert Newman: Which begs the question. Now, you’ve been in the room, you’ve been there for two years, you got in that room with those people, and I’m assuming that you probably still have access to them or you wouldn’t be mentioning it. So, has that really accelerated your business? That was the plan, did the plan mature the way you thought it would?
Tim Stout: Yeah, I did 300 deals this year in my home base of Newnan, and add another 103 for Tennessee, and I was out of sales last year; I manage and market, that’s my job, managing coach. I coach the team, I manage the team I’m over the marketing, so to be able to do that many deals and to step out of the business, I would say that is a huge improvement.
Robert Newman: Amazing, all right, so, John I have plenty of other questions, but I know that you do too. You were the one who reached out to Tim in the first place. So, why don’t you hit him with something that you’ve got?
Johnathan Denwood: So, Tim as you say you just kind of slightly divorce yourself when you’re around the leadership and marketing. So, when it comes to marketing in 2020, what have been the most successful strategies and platforms that you’ve been using to achieve the amazing growth that you’ve managed to do you and your team?
Tim Stout: It’s been a combination, we are a big advocate of tracking everything. So, we try different lead sources, but we track it, we know where every lead has come from, who nurtured the lead, where the lead went, how long it took to convert. So, some of the big lead sources that helped us was our main one, or paid leads, paid leads, social media marketing. And this year we got into more retargeting and pixels and a lot of things like that, which have helped, but I would say paid leads, social media, and our RSOI are our top three.
Johnathan Denwood: So, you have a lot of things there so you said paid leads. Can you give a bit more information about that?
Tim Stout: Zillow.com, realtor.com, and a regular like Google Adwords to our website.
Johnathan Denwood: Right, that’s really, so especially Zillow gets a lot of grief to some extent, and I understand that, but also sometimes I think it’s overplayed a bit. So, what’s been the price of getting those leads off Zillow as an example, is it something that you plan to expand, or has the price been a little bit steep and you might be looking at some of the other platforms?
Tim Stout: Zillow is changing the way that they do business, like what we’re familiar with and what you’re speaking of is the Premier Agent Program; when you pay for a certain amount of leads, and you get a certain amount of leads. Now, Zillow in certain markets is going to a different program that they’re only partnering with the top agents and they give you the leads and you pay a referral fee. So, you pay nothing for the lead, you only pay when it closes, but when that happens, you’re a partner with Zillow and you have to abide by their guidelines and jump through their hoops.
And I’m like you, you’ve heard bad things about Zillow and Zillow is going to be around for a very, very long time, you could either partner with the giants or try to fight them, and I know a thing or two about fighting and you don’t fight the Giants.
Robert Newman: Aha, that is brilliant, Tim. John, do you have a follow-up?
Johnathan Denwood: No, over to you, I just love that over to you.
Robert Newman: No, that was amazing. Okay, so you’re going to partner with them, and you’re one of the premier agents, I’ve heard of the plan, I’ve heard of the program, I know enough about it. They’re trying to get past the fact that a lot of times people are saying that their leads are no good, and then they check them and they’ve never even been called. So, it’s this constant frustration between lead provider and lead receiver but let’s skip over that for a second. I’ve noticed that your website, or at least one of them, you probably have a few is fayetteandcowetahomes.com in Atlanta, is that one of them
Tim Stout: Fayette and Coweta homes, yes.
Robert Newman: Yeah. So, you’re using BoomTown for that particular website?
Tim Stout: Yes. All of my lead sources come through BoomTown, that’s just one of the landing pages.
Robert Newman: Okay. So, if you’re talking website or paid advertising or pay-per-click, as it’s more commonly known, you’re actually referring to something that you’re partnered up with BoomTown for?
Tim Stout: Some of it, I have other companies that work some pay-per-click stuff also, and I’m judging them next to each other to see who has a better conversion rate and the cheapest cost per click. And then I will double down with that person after I’ve run my six months
Tim Stout: I have.
Robert Newman: Okay.
Tim Stout: When I first started my team, I used Cinc and Cinc was comparable, but I got away from Cinc and went to Follow Up Boss, really enjoyed Follow Up Boss. But as my team grew and our leads started, we get a massive amount of leads from mass fear, from everything that I do and what we pay for, it’s a whole lot. So, Follow Up Boss is a great CRM, but it’s simple, it’s elementary, so it’s great for individual agents or small teams, in my opinion.
I needed something more robust, something that was more automated, something that was going to help my agents convert when they get over overwhelmed, which they’re going to get overwhelmed. My job is to give them so many leads that haven’t fallen off their plate, so they get to eat all they want. And I knew with that mindset of me feeding them all, they could eat, I needed a platform like BoomTown.
Robert Newman: Gotcha. Okay, so for that, you’re happy with BoomTown, it sounds like you certainly seem like you are. So, I guess the question is, you said it was comparable to Cinc, I’m assuming that you mean numerically like you ran the numbers, you did 10,000 leads through each system and numerically, they came out to be about the same, is that right?
Tim Stout: Probably not as much data when I was with Cinc as I do now, so it wouldn’t be fair for me to answer that correctly, but they do the same things as far as you know they’re both lead generation, they both have lead capture, and they both put them on drip campaigns. The very, very symbol or platform, I’m not sure about the results.
Robert Newman: Gotcha. Okay, beautiful. So, interesting, I’m formulating my next question, I think there’s something else I want to ask about BoomTown, but I’m struggling to figure out what it is. John, do you have anything?
Johnathan Denwood: Yeah, I have one more question, and then w have to go for a break because I want to delve in, let Robert because you’ve just thrown a load of information at us, Tim. Because a lot of the people we get aren’t as focused and I think you get your focus from your sports background and because Tim has a background as an MMA fighter and a successful one. Do you think some of your attitudes about how you run your real estate business comes from your sports background?
Tim Stout: Absolutely, when I was fighting, I had a very simple approach, I teach very simple, I teach in principles, and I do the same thing with my business. I have different sections of my business, I run the different sections differently or have different people in that. So, and mindset, one thing that fighting taught me is that I didn’t have to be the smartest, I just had to be the hardest worker and I bring that into my businesses, my real estate is I really try to focus on working harder than everybody.
And a lot of that is working harder on educating myself, I read 50 or 60 books a year, I do tens of thousands of dollars a year in training and coaches, and I try to educate myself because in fighting you have multiple coaches. I had a boxing coach, kickboxing coach, wrestling, jujitsu and MMA and nutritionist and strength and conditioning. And I have multiple coaches in my business too, and I have multiple mentors and you have to surround yourself with the people you want to become because you’re only as good as the five people you surround yourself with and if you’re surrounding yourself with trash, you’re going to become it.
Just like fighting, if I get a bunch of bums to spar with, I’m going to feel like the king of the world until I run across somebody, who’s just going to beat the brakes off of me.
Johnathan Denwood: Well, I did mention that because you might be surprised listeners and viewers, I know my co-host was literally, he almost fell off the chair. I was an amateur boxer myself until 18, 19 years of age, which was a long time ago, but I used to box for the West Ham Boxing Club in London, and I was describing my last fight, which is exactly what Tim’s just said. I had a load of easy fights until my last fight where I literally almost got my head knocked off my shoulders. We’re going to go for a break now and we’ll be back in a few moments folks.
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Robert Newman: Welcome back to the Mail-Right Show, it’s episode 275; we’re here with the incomparable, amazing, Tim Stout. I’m doing a little bit of boxing, my really shitty boxing introduction, but anyway, we’re here with Tim, he’s been an amazing interview; so far, we’ve been talking about the systems that he’s been using to grow his real estate team.
The fact that his mindset; his approach to his business has been influenced by his professional sporting career, which I may be kind of using the wrong analogies there. But anyway, having said all that, John, were you still in the midst of the question or should I?
Johnathan Denwood: No, let’s go over to you because I know you’ve had a few minutes to think about your follow-through question.
Robert Newman: Well, actually I’m going to move off of it, all the questions that I have would be so deeply BoomTown specific, it would feel like we were doing a show on BoomTown.
Johnathan Denwood: Shall you go down, shall we go down on how Tim motivates his team? Because it is an amazing story, what he’s achieved in quite a short time period isn’t it?
Robert Newman: Right. So, let’s wind that up the right way. So, since 2014 you get into real estate, and in four short years, you’re already on track to build a huge team. You have 20 team members you’ve sold between two offices, over 400 homes in the Atlanta, Georgia area, tell us a little bit about how you do your team leadership and team management.
Tim Stout: Okay, just like with what I said earlier, before the break, you’re only as good as the people you surround yourself with, one reason I succeed at a high level is my support system at home. My wife’s super supportive and that helps me through every day, I come through, I’m supportive, I’m motivated; I come to work, and one of my first hires was my director of operations now and she is the detail person. I’m not the detail person, I’m the guy who’s going to stay 30,000 feet; I know where everything is, and where it’s going, but I’m not in the weeds dealing with it.
She’s the person who crawls in the weeds and deals with it, and that’s really helped me with that part of the growth because I know one of the biggest things about business is, not knowing where you’re strong it’s knowing where you’re weak. If you do not know where you’re weak, you’re going to fall, knowing your weakness is even better than knowing your strengths, and I definitely hire around my weaknesses and that’s a big part of how my team is successful. I hire motivated, I hire loyal and I hire people with great work ethics.
Robert Newman: So, you case study your director of operations, she’s been with you since the beginning; I have something similar for my business, so I know exactly what you’re talking about. Even though my whole business is supposed to be about graphs and charts, I don’t like them, so I got somebody else that does that part of the business. I like data, I love data, I’m in love with data, and I just don’t like doing the graphs and charts for clients and organizing them in certain ways.
So, give us another case study, are you still doing the hiring and training of your own salespeople or do you now have a resource in place that does that for you? Let’s start there.
Tim Stout: I still do a lot of the hiring, late last year, I have a lady who came onto the team, she is very caring, she’s very motherly, she’s very skilled, and I’m like, I need you to help me train the agents. And she does that, she brings them onto the onboard and we take them through a three-week boot camp, which trains them through all the scripts, who we are as a team, what we stand for, what we do not stand for, and just how to be a great agent.
And she gets them in production, and once they’re past that in production, in those three weeks, I have another agent who is our agent success manager who picks them up. And his job is to ensure that they succeed, and he also helps me hire, but I do a lot of the hiring, probably the majority of it.
Robert Newman: Okay. So, you have a couple of people that help you once the people are hired, but you’re still picking the talent. Now you said earlier in the show, and for those of you who may be catching us, and I noticed that our live audience is ticking up a little bit here, so those of us who are tuning in, right now. Tim said earlier that, I’m blanking out here for a second, said earlier that, I don’t remember what I was going to say anyway, Tim.
So, in terms of the next stages like you’re growing the business, we passed the stage that you’re at now, 20 people, you’re still doing most of the hiring, you’ve gotten to where you are. What I want to know is what are you going to do? What’s going to take you from 20 to 50, is that your goal? Are you going to go even bigger? And if so, how do you anticipate that you’re going to get there?
Tim Stout: Great question. I continue to grow as long as I’m growing with the right people, Jonathan asked a question earlier about motivation, it’s like, my motivation is non-existent, you hire people who are motivated and then you support them, and then motivation comes from it. I can’t hire someone who is not motivated and then say some magic words give them the old Rick Flair speech, and now we’re motivated, it doesn’t work that way, that I found.
So, I hire people who are motivated, who want more out of life, but they need a pathway on how to get there, I have the pathway and that’s the people I partner with, and I will continue to partner with people like that until I get to 50 agents. If I have 50 agents who can benefit from me as much as I can benefit from them, I never want a one-sided relationship and I want to be able to grow people, but I want people who also want to grow the team itself because the team is ours, the team is not mine.
And the more that I hire the better our team does because the average agent does like eight deals a year, and I have people who come on, you have to close 24 deals a year to be on my team, that is the minimum. And I’ve had agents do 50 and 60 deals because we have the support because I take the part that’s hard out of the real estate, the hard part, the part that stinks that nobody wants to do, and I hired administration to do that.
And so, it makes it easier for the agent, so I’ll continue to hire good agents, word of mouth, 90% of the agents, they reach out to me, and most of them are new agents, and I love new agents because new agents don’t have bad habits. And so, I can train them the way that I want to, but every now and then we get a more experienced agent who understands what they’re doing is not going to get to the result they want. And they know that I have the recipe to get them where they want because of course money is the lead driver for most people that are motivated.
But once you have it, time is, so I’m able to teach you how to make a lot of money, but I’m also here to teach you how to get your time back and how to leverage that, so you can close the most, but not be driven crazy doing it.
Robert Newman: So, okay, so, that’s, John, go ahead.
Johnathan Denwood: Well, that’s a really great point you’ve made, Tim because burnout is a big problem, isn’t it? For medium to top performance in this industry, isn’t it?
Tim Stout: Absolutely because they can only run hot so hard.
Johnathan Denwood: So, you get a lot of people, their ambition is to sell 30 to 50 plus, but after two to three years of that, they’re gone, aren’t they?
Tim Stout: My real estate coach helps me with, one of my coaches, he calls it sprint rest. So, one thing that helps a lot of my guys who want to do 40, 50 deals a year, is we give them a target and you run as hard as you can. But the second you hit that target, when you hit that target, you have to take a week off because you hit your goal. You come back because one thing when you’re on vacation on my team, all that you have to do is, call me and be like, hey, Tim, I’ve got two clients that need to see houses, and we make sure that they get to see houses and it’s still their clients.
But we’re taking care of them because Joe, the other agent’s going to take a vacation too, and they’re going to need that person to help them. So, we help each other, so the run sprint, if you can see the finish line, the reason that marathon sucks to do is that you can’t see the finish line until you are multiple miles in, but you can run a hundred-yard dash no matter how out of shape you are because you can see the finish line. And if they can see a finish line, even though they’re shorter spurts, it allows them to sprint and then they stop, then catch their breath and go on a week’s vacation.
But because they’ve made some really good money, they come back feeling refreshed, and not burnt out, and then they hit it running again. So, even though they’re taking four or five weeks off throughout the year, they’re able to run, they never hit that stride where they just start slowing down and walking because they’re so tired and burnt out. And they’ve not seen their kids or their husband or wife in a month, so it allows them to see the finish line more often, and I think that keeps them from burning out a lot.
Johnathan Denwood: So, you started on your own, so what was the process? What was the process for the first year then? What was your end result after one year in the industry? And did you meet your target then? Or was it the second year, when you got a little bit of experience? Maybe if you don’t mind, can you give a description of what those first one year, 18 months was like?
Tim Stout: Absolutely. When I first got into real estate, and I got into it, I’m pretty sure it was August, it was a little over halfway through the year, and I remember walking through the neighborhood with my wife and she’s like, well, what are you going to do with real estate? Because I was running my gym just through the gym I still have, I was managing it, I was the head coach, loved it, and that’s what I wanted to do forever.
But I was like, I could sell one house a month and we could have some money to invest in and save, and we could probably go on vacation every now and then, and that was my goal. And the first five, six months in real estate I’d sold, my first year was16, and I was like, okay.
Johnathan Denwood: Can you stop there? Did you say you sold 16 houses?
Tim Stout: Yeah.
Johnathan Denwood: You’re very blasé about that, Robert’s smiling but can I ask you, how the hell did you manage to achieve that?
Tim Stout: Everybody knew that I was selling houses and everybody knew that I wanted clients, I was calling, I hired a coach really quick because I knew to succeed in anything you needed a coach. Michael Jordan and Tiger Woods had a coach so why wouldn’t, Tim Stout, the realtor have a coach and they gave me a guideline and I was a very good athlete, not because I had my own ideas because I listened to other people’s. So, my coach was like, we need to do this, this, this and this, and I did this, this, this, and this, and it just happened.
And I was able to, I think my first full year was nearly 40 transactions, and it was just when I was working 16, 17 hours a day, which I didn’t care, I had a goal, and not hitting that goal was not an option.
Johnathan Denwood: I don’t know what to say about this, I’m going to put it over to Robert again. Can I get your reaction, Robert?
Robert Newman: Well, sure, I’m going to say the same thing to Tim that I say to my clients, so I’ve been doing this for 14 years just like you I built a business from nothing, no investors, no anything, just my own reputation, sweat equity, worked for other people for 10 of those 15 years while building the framework for this business. Same thing as your goals, ambition, drive, and more importantly than all of that, just the discipline to wake up in the morning and do that one thing that you know is the thing you need to do.
But here’s the thing that I tell my current clients, the people that I talk to on the phone who are all basically business owners, just like you just like me, take real estate out of it, they’re business owners. What I bring to the table, that’s more valuable than the actual service that I provide, is the insight on what you should be doing with your business to get you to the next step.
Because my clients include people at your level, people way above your level, people way below your level, all these different stages of their career, but everybody typically wants to be whatever that next level is, you do, and everybody does.
I think the most valuable part of my service is the constant advice that I give, like the fact that I keep telling them what the next step is going to be and what you’re saying, or what I’m hearing you say is that you’re attributing at least some of your success to the fact that you’ve had a coach telling you what to do and you’ve gone out and done what they told you to do, is that correct?
Tim Stout: Absolutely, I will succeed at anything I do because I am a very, very hard worker, I will succeed much faster, much more efficient, much more profitable because of the coach and the coaches I have. So, I’ve had my main coach for nearly eight years, since I’ve been in the business and he’s there every day if I need him, every call I get direction.
No matter how good I get, we shift, when I master marketing, we shift on speaking, when I shift on speaking, we shift to the presentation, there’s always the next level to everything, and he’s been able to make sure that I’m in direction of where I need to be, everybody can succeed, but very few people succeed alone.
Robert Newman: So, we’re hitting the end of the show, John, did we talk to Tim about doing some bonus content?
Johnathan Denwood: Yeah, if Tim doesn’t mind, we’re going to end the podcast part of the show, hopefully, Tim can stay on, it looks on keys up for it. Which you’ll be able to watch the whole interview plus the bonus content on the Mail-Right YouTube channel, so you do want to go over there and put into YouTube search Mail-Right, and subscribe to the channel and click the bell. And you’ll be told when the next episode comes up, over to you, Robert.
Robert Newman: So, without any further ado, Tim, we’re going to wrap up this part of the podcast, and for those that are interested, they will tune in to 10 extra minutes of content. For those people that are thinking that they’d like to tune in the question that I’m going to steer Tim in is, I want to talk to him a little bit about social media and the role that, that has played specifically in his business’ growth.
So Tim, if people wanted to learn more about you or maybe if they’re an agent in the Atlanta area and they want to reach out to you and find out what it takes to be part of your team, how would they reach you?
Tim Stout: Social media would be the best way @thetimstout, that’s Instagram and Facebook.
Robert Newman: Okay, lovely. And John, if somebody was a newer agent, and looking for a less expensive lead generation system with a really hands-on approach, how would people reach you?
Johnathan Denwood: Oh, it’s really simple, just go to the Mail-Right website, it’s got my phone number, you can contact me through email, and you can even book a free session where we can discuss your marketing needs. And we can decide if Mail-Right’s a good fit for you, so just go to the Mail-Right website.
Robert Newman: And for those of you who are listening, I’ve made this mistake so many times myself, I’m going to help John out, it’s Mail-Right not Mail Right, I have put in the wrong URL so many times, it’s beyond counting at this point. And for those of you who might be interested in learning a little bit more like a deep-dive analysis from yours truly on some of the real estate marketing systems.
If you’re thinking about SEO as part of your real estate lead generation, and you want to talk to probably one of the world’s best in that particular subject matter, you can go to inboundrem.com and learn more about me or sign up for my contact form, and I’d be happy to reach out to you. Thank you for tuning in for this part of the podcast and we’ll catch you next time, episode 276 we’ll have another great guest, bye