What's up, everybody? Welcome to the zero-diamond podcast. I'm your host Ricky I'm on a mission to help reduce the failure rate in the real estate industry by helping you master your skills on the phone Conquer your fears and change in your mindset Let's get into the show Okay, what is up guys? So here's the deal my guest this week chase mayor He didn't have a good internet connection. So he he couldn't join us We tried a couple times and it just didn't work out. So I'm just gonna do a live Q&A coaching session right here and now on the fly for everybody I just went, you know, switch to free for all my coaching So that was about a week or so ago and so I'm sure there's a lot of new people in the program So I don't mind going live a little more frequently just to answer everybody's questions and stuff because I do get a lot of emails And a lot of messages and it's really hard to get to every single last one of them So I feel like this is a good way for me to You know to just to reach back out to you guys and answer questions and what's up guys on Instagram And just make sure you guys are getting taken care of and I'll have all your questions answered Let me You're welcome Kelly for making the coaching free absolutely Let me check the group right quick and make sure I'm all good here. I Know you guys are busy like running through your days and all that stuff. Yeah, here we go I know you guys are busy like running through your days and all that stuff and got a lot going on So if you have a quick question, just type it in I'm gonna answer it right here and there so that everybody watching You know can Can hear the same answer and maybe can help them out the same I'm gonna give it a second. I'll let some more people come on Facebook Just kind of chill them for a few minutes. See how many people come on and if anybody has any questions for me So how my day is going today or a week? I should say so today I had two closings. I got three listings.  So Blake video that we're gonna have that on YouTube pretty soon like in the next week It's really really good. You guys are gonna like it a lot Let's see you got a question on Instagram. I notice you do a lot of showings Do you prefer those over open houses? Don't do a lot of open houses? And here's the reason why open houses just aren't like a big thing in my market if I was in a market where open houses was like a must and Everybody, you know all this and I was started losing listings because I'm not doing open houses Then I would absolutely start doing up. I would be the open house king. You know I'm saying so But it just depends on you have to adapt to your market open houses Just aren't a big thing down here because most everybody's out of town and so I don't do a lot of open houses Yeah, I prefer to show property because I'm showing property to a buyer that might buy something versus People just kind of looking around and just curious of the listing which that happens with showing property too, but I just don't get a lot of enjoyment. I guess it's not real exciting to sit at an open house and And and like, you know kind of be committed to sitting there, right? Like I've never really been I've never set duty in my office because I Want the freedom to be able to go wherever I want to go any time I want to like if somebody calls me I want to be able to just go Right So, let's see. Do I prefer to call just listed or just sold? I'm finding calling just sold has a cheesy transition. Hey Daniel. What's up man? Good question? so I don't think that I Don't think that it matters. It's just for me It's the same exact thing if I call and I say hey I don't want to take up too much of your time today But there's a unit listed in your building or house for selling your subdivision I didn't know if there's something I could do for you versus hey I don't want to take it too much of your time today, but there's a house that just sold right down the road from you I didn't know if there's anything I could do to help you today to me It's the same exact thing now. Here's the difference like whenever you're making your calls As you're making your calls you should you should really tweak and adapt your your script as you go Like if you're making the calls and you're just not filling it and you want to switch over from something That's just listed to something that's just sold do it I'm always changing up halfway through. I'm figuring out it'll take me a good 10 to 15 calls before I actually Kind of figure out what the mood is of that particular group of owners, right? So normally it'll take me a good 10 10 calls 10 or 15 calls before I actually Kind of hit that right reason of calling and start getting the right reactions that I want So I think that's pretty key. You know, it's kind of tweaking what you're saying as you're going But yeah that that call session this morning is really cool I only did I think three or four calls, you know It was just to teach them like a number one like the phone's not gonna bite just make the calls and To just to kind of give them an idea of how what my demeanor is and how my tone is and how fast to talk and all that stuff What up Zach Manek? Let's see he says agreed Consistently adapt and evolve. Yeah, dude every call that I have I'm trying to adapt I'm trying to figure out like every call I make I'm trying to tweak it because I want to I Want to figure out I'm just trying to figure out like what exact tones and what exact voice speed and what exact You know accents and emphasis and different words and you know, all that stuff combined Really really makes a big difference. So I'm always trying to tweak it. I'm always paying attention to Exactly how everybody's responding to me if they have a warm response. I'm looking for that warm response every time You know, I'm trying to talk very calm trying to make them calm so on and so forth Let's see Daniel says, thank you. You're welcome, bro Cheena Lee Thompson, where do you find your numbers to do cold calling? Do you think door knocking is effective? Excellent question. Thank you Yes, I think both are effective I think anything that puts you in front of a live prospect Talking to them having a real conversation is super effective. Some people really like the doorknock I've never been a big doorknocker.  I think it's super effective. So do it, right? So where do I find the numbers red X? To me red X Geo leads has the best quality phone numbers if you You can get a discount on them if you mention my name call them up and mention my name You can get the $200 start-up fee waived but The thing is that there's a lot of companies out there coal coal realty resources I've heard that they're pretty good. I don't know that I haven't really used them So I don't really know what the deal is with them mojo. I've used them They're not as good as red X. I'll tell you that and the way I used to do it was I used to do white pages I used to look on by hand remember that Christy used to do it for me She used to look up phone numbers for me on Google and white pages and stuff and that's how we used to find numbers So it's come a long way Thank you for the question Jimmy Kim is there a way to do one-on-one with you? Yeah, I mean, I'm not I'm not like I'm open to it I'm not like offering it publicly at all, but if someone really wants some one-on-one You know then, you know, we can arrange something So Jimmy if you if you're seriously interested just shoot me a message and we'll figure something out if you really are interested in that 101 is really tough for me because guys look I'm a full-time real estate agent That's the difference of me and all the other coaches a lot of them a Lot of them are just trying to coach right or they've never sold real estate or they used to sell real estate, right? So this is my way. This is my system to do it this way do it for free give you guys everything I got for nothing and You know teach you guys everything I know and that way if I'm if I'm doing it for free There's not a lot of expectations on each side I can give you everything I got and if you don't like it then it's like okay It's free right so you can take a lot of what I do mix it up with what you do and go crush it You can take everything I do and do it to a tee and go crush it You know you can learn everything that I got and say I don't like any of it and go away But here's the difference zero diamond is is a mindset, right? It's a mindset that everything in real estate to win-win you have dual purpose have more than one purpose for everything you do Value relationships over transactions every single time you want long-term Relationships whatever agent has the most relationships with property owners owns all the market share in that in that market period That's all the future that that agent has all the future earnings in the market and they're gonna win It's a mindset, you know losing deals are great because When you lose you learn something right but the biggest thing about losing a deal that people just don't get when I say this is That you get all this future time back that you would have spent on that deal There's a lot of time that goes into every single deal And when you lose a deal and you can cut your losses not spend any of that more future time on that deal You get you get that time back. It's the only thing where you get time back And this makes you so efficient when you understand this. What's up Michael? How you doing brother? Like you become so efficient when you understand like when you lose a deal you get future time back It's an amazing thing.   It's it's like an incredible opportunity That that so many people just disregard they just think what they did was is they thought about the deal They lost and they they saw the check they were going to get from the deal and they were already counting that money and I already like putting it in their bank Account and then they lost the deal and then they feel like they lost that money and now their bank account It's not going to look like what they thought it was going to look like in the next 30 days And that's just the wrong attitude You don't have to spend any what's up Shelby? You don't have to spend any more time on that deal Hmm and uh, and you can you can Use that time and whatever you learn from that deal whatever mistake you made or maybe what is in your fault? But maybe there was something that you're gonna learn something from every single deal Use it like and when you think like that and you're always moving forward and if you lose a deal It's like okay cool. I got all this time back. I got this pocket of time back I got it back now. I can use that extra time to go create more business and just keep growing growing growing It's amazing because then it's like you're unstoppable. Everything you do is just Positive right there's there's nothing negative happening Um, Brian Fisher, what's up, buddy? How are you man? So yeah, like I said guys my My guest this week. He uh, he had a really bad internet connection. His name is chase mayor he was on Joshua Smith's podcast a while back and He had a really bad internet connection So I figured I would just come on here since I was supposed to be live anyway and just spend a Spend a few minutes with you guys and see if you had any questions I know there's a lot of new agents in the program since I switched over to free actually we've signed up like 1200 new Students since I went free and zero-to-diamond So it's pretty exciting and I just wanted to make sure if everybody's cool doesn't have any questions I got a question on Instagram. How do we create monthly goals when each deal is it technically in our control? Here's the answer Guys listen to this Okay, I see uh, I See I see Matthew there said something and Joe and Joe listen to this guys. You're gonna love this Okay, how do we create monthly goals when each deal isn't technically in our control? Here's how you do it You don't create goals based on results Don't create goals based on I'm gonna sell this many properties. I'm gonna get this many listings I'm gonna make this much money, right? All of your goals should be action-oriented. I'm gonna make this many calls I'm gonna send this many letters. I'm gonna do this much Facebook stuff. I'm gonna do this many postcards I'm gonna do this many emails. I'm gonna do email every week. I'm gonna do phone calls three times a week Whatever it is your goal should be focused around actions not results because you can't control the results So This was a big thing for me I had I really went through the ringer on this very depressed because I wanted to make a million dollars in a year and All I was making was 600 and I was really upset because I thought, you know, what's wrong with me And so it took me a while and a coach hired a coach and actually figured out that I'm thinking about it wrong You can't control the results.  Does that make sense, Anjo? I Think your name is Anjo Let's see Matthew says just want to shout out a helpful hint You gave in one of your videos for the other peeps to do I signed up for your weekly email and got it yesterday Good stuff. I worked on setting up my template today To get it ready to start sending out next week. Good stuff. Thanks again, Ricky Digging all the insight cool man. Glad you're enjoying it Craig Cox, what's up, buddy? He says I did some deals in an area. That's about half an hour from my home But now I'm trying to move my farm area to my own immediate neighborhood How do I deal with the fact that I haven't done deals in the area that I'm now farming? I bet the answer deals with relationship building. Here's the thing guys Here's the thing Craig When you're trying to bust into a neighborhood That you've never sold in right like whenever you're cold calling and circle Prospecting around just listed and just sold they don't have to be your just listed and just solds you can say hey I don't want to take it too much of your time today, but a house in your neighborhood Just sold didn't know if there's something I could do to help you Right. It's the same script Nothing different So and from there you're gonna start a conversation. You're gonna build a relationship Right, maybe they want to do something now Maybe they want to do something later either way it goes It's your job to make them feel comfortable and to like you more than any other realtor Right, you have to do your job to To to create like ability between you and those owners Right because they don't care how many properties you sold.  If you're super likable and they just want to deal with you because of you they don't care how many you solve So work on your skill of being super likable and making people feel comfortable with you That's how you bust into a neighborhood. You've never sold anything in I could call any place in the world. I could call New York California I could call owners anywhere make them feel comfortable and do deals Right. I feel super confident that I could call any neighborhood in the u.s I could call call a neighborhood and get and start relationships that turn into deals Guaranteed no questions asked Okay, and I've never sold in those neighborhoods never even heard of them Let's see Richie says I do the same technique you use and I love all your tips. Thanks for spreading your time to help Absolutely, ma'am Andre what do you do to overcome those sellers who want to use company like purple brick red fin, etc? Andre man good question excellent question. I've been seeing this kind of a lot. Look, here's the deal guys This is not really the beginning. I mean There's always been discount brokers per se. There's always been people that would that would like sell by owner, right? And close this door There's always been owners that would sell by owner. Okay. What's up, Steve you wonder? And so it's not like this is a new thing, right? Owners have always had the option to sell by owner and skip the commission And now, you know, there's always been discount brokers They're more there there's more of them now, right? And they're trying to take over with technology and everything and there's going to be more and more of them, right? Here's the difference All those discount brokers cannot give the service That you give, right? A lot of them don't answer the phones after five and on the weekends a lot of them There's a different employee That works each part of the deal, you know, like there's a listing Appointment guy. There's a transaction guy. There's the closer guy. There's different people You don't really ever talk to the same person, right? Because that's the way it's set up. So the service is much much lower That's one thing that the service is much much lower, but here's the thing Let them go to redfin Right. Let them go here's here's what's going to happen is You do your best to get it if they still choose redfin be their friend like we're going after a long-term relationship so if someone decides that they if you truly care about them and They make the decision to use a discount broker. You should be behind that decision Right, you want what they want you won't just because they don't choose you shouldn't mean that you say, okay our relationship is over right if you truly care if Someone around I've had clients around here do the discount brokers because we have a discount broker thing where they can Basically go for sale by owner and get it on our MLS for like $200 or something like that and so I've had clients that did that right and so here's what happens when they go to those discount brokers they go there They have an experience. They find out how horrible it is.  They're never going to go back Another part of this is is if they sell they're going to sell and then they're going to buy something Right, so you want to maintain the relationship for when they buy something, right? Another part of it is referrals, right? You want to maintain the relationship for referrals that's going to come So there's a lot of different angles And I think if you lose a listing to redfin who cares because there's an unlimited C Unlimited there's more than you can ever handle in your life, right? There's no shortage of business so as people Go to the redfin and stuff like that let them do it and keep moving forward keep those relationships open Right for future business and referrals, you know because they'll probably come back to you, right? So that's kind of what I have to say about it. You guys give me your thoughts I'm not worried about it. I think that my service is going to overcome any of the discount brokers That's why they're a discount broker. Do I think that? One day soon in the next decade or so it they might there may be something come along that actually affects our Commission rate. Yes, I do. I think there may be a day where everybody gets 4% Because I think redfin's 1% listing fee and then they give 3% to the buyer broker. So now we're at 4 so I think maybe Maybe I don't think redfin, but maybe something comes along that That that creates a situation where we all have to do 4%. Okay, great. I'll do two and two all day long You know, I mean not a big deal. It's still a lot of money Right, and that's way on down the road way on down the road So nothing to worry about you just need to continue building relationships. Whatever agent is gonna is gonna develop their skills To to become likable and build those relationships and build a huge database of people that know them like them trust them Right, you're gonna make it through any of these market downturns discount broker, you know deals Anything, you know, if you have people skills, right and that's what you need to be working on your people skills How do you make people feel or do they like you right? Michael says abundance mindset More than you can ever handle Why do you think I'm coaching for free agents in my market telling them every single little thing? I know telling them everything about how I built my business Not worried about it They might get a client or two of mine here there I'm gonna pick up five more while they're doing that right here's the thing if I did run into a Ricky Caruth in my market and they started making tons and tons of calls, which there's some agents in my office doing it They're only gonna be able to make calls for a good year or so and they're probably gonna call 10,000 people or something like that before they're so busy That that they can't make any more calls because I can't make calls like I just can't make them I'm too busy closing deals if I do have a chance to make calls I'm calling past clients because I have so many of money to check in with them So You know my days of the actual cold calls except for when I'm doing doing them to teach you guys something are pretty much over What's up, Tony? Let's see Andre says Redfin Three and a half one to sell or two and half to buyers, but I agree appreciate the info that selling is using me to buy Yeah. Yeah. Yeah. Yeah, I mean like like the people that are the people that are selling will use you to buy, you know Refer people to you do listen if you really care about your clients, it doesn't matter, right?  But if you're just concentrating on the same person that's what a lot of agents get get clogged up in their business because they just continue trying to convert that same Group of prospects. They just try to keep on just spinning their wheels in that same little group You have to talk to new people every day Have to talk to new people every day I get so many new people that are just calling me now, right? I've built such a big business if you listen to Gary V He'll say that what's the best kind of business, right? The best kind of business is to create a business where everybody calls you and that's what zero-to-diamond is I've created such a huge business with my weekly email. I made a hundred thousand phone calls Everybody I've come in contact with gets a weekly email the same day every week And now everybody just comes to me and refers people to me and blah blah blah, right? I don't have to chase it, right? But I work even harder now that I got it to stay on top of all of it So I can close out all the deals and take care of everybody Okay, I see Facebook questions. Let me get these Instagram questions How many sphere of influence calls do I make a day? I don't hardly make any sphere of influence calls until the winter Like literally like I'm so busy during the year I can't really make any calls till winter and then when the market slows down on the winter like around Christmas and stuff Then that's when I start really trying to reach out to my sphere of influence Kelly says do I mail postcards for just listed and new listings? Yes Every new listing I get I do a postcard just listed just sold everything I list everything I sell gets a postcard to the neighborhood or the complex Craig says if I have a good email large list of prospects Let's see if I have a good email large list of prospects. Is it worthwhile doing an email prospecting? Is it worthwhile doing email prospecting and then follow up with phone calls? Absolutely, man What kind of question is that? Yeah, yeah, send them email and Follow the phone calls. Yeah, that's like that's real estate one-on-one man. I think you got I think you're on to something there Andre says thanks for the info Robert Smith. Thanks for all you do. What's up Robert Smith Instagram? Let me know if you have any questions Michael says do you do any direct map marketing? Yeah, I do direct my have a farm of about 2000 that gets postcards. I've actually kind of Scaled back on the postcards. I do them about once every two or three months to my big list of 2000 and then I do postcards every single listing or sell Let's see what percentage of people opt out of my weekly email Okay, Instagram, hold on one second what percentage of people opt out I have no idea how many people opt out of my weekly email. It's not a big number But we do get I do get some people that opt out but not not a big number But I don't care because all that's doing is just weeding people out that don't want to deal with me or don't like my style or whatever You know, that's great because now I'm gonna concentrate on the people who like what I'm doing and like what I'm sending and like my style That's the whole name of the game guys. You want to filter down, you know, the markets this big, right? Let's say a million people in your market half a million 100,000 whatever it is. Okay, you start there and your job is to talk to every single one of them You can and filter down To the group of people who like you like your style like your personality like what you got going on and want to do business with you All right, cool. Cool Got some Instagram questions. What's up guys? What do I recommend if I don't have a lot of money I Recommend You can do a lot lots of things you can just talk to everybody, you know, right? I think I think I've had no money and I couldn't do anything I would start with talking to everybody. I know and say hey God just got my license or whatever is there anything I could do for you start the email list Get their email get them on the weekly email emails are free, right? Until you get a big database and have to get constant contacts or whatever then past that I would look up you can look in the tax records and find property owners and Then you can reverse look up their their numbers and stuff online White pages and stuff like that and you can call them for free You can look up look them up for free You can dial the number on your cell phone for free and call them, right? You can go to zero to diamond comment download my phone scripts for free. You can see videos of me making calls and And and just you can have a 90-day action plan all that stuff and you can go in there and just Pick out the things that you can do for free out of what I do and go do them We'll see he says I'm doing already doing a lot of expires cool cool cool. Yeah, keep doing that Keep doing expires, right? We'll see Okay, but okay, but finding it hard to keep myself busy every day with all the lead generation. I Don't understand that man. You're finding it hard to keep yourself busy every day All day with lead generation not understanding that question man. You can call it's unlimited You can call there's like think about how many property owners are in your area, right? You can call I mean you can't call them all so how could you not stay busy calling property owners in your area? Answer me that Got another question here, how do you find numbers for free go to white pages calm? What is it big foot calm Google? right It it's a lot of work because you have to copy and paste or type in the ad their address and their name and all that stuff Right, so that that's why it makes sense to get red X geo leads for 50 bucks a month and do and do an Address and find all the numbers around that address Right it's 50 bucks a month so anybody that's not on red X do geo leads 50 bucks you find 2,000 numbers a month you can get more if you want them and Call them and tell them that I sent you and you get $200 the $200 startup be waived And get after it Okay, the expired guy Lulu Lulu Lamar I guess what I'm saying is is other things I can do other than call to work into my daily prospecting I don't know man. I think I think you just need a call. I Thank you for that new and you don't have a whole lot going on. I think all you need to be doing is calling Calling getting email addresses meeting people finding out what people want to do sending people properties Showing property going to listing appointments from your calls Right, I think you should just call until you're so busy. You can't make calls But a weekly email every week on the same day go to zero to diamond calm and sign up for my free coaching 100% free. There's an action plan There's phone scripts. There's video tutorials go there Okay, Michelle Gordon says a hundred percent agree not sure what that was for I think it was a while back What's up, Michelle Gordon? Joshua says Ricky I found a way to gather local email addresses quickly But the next step is finding the proper template and design that's easy to read and informative and gets read instead of trash What do you use to make your email market updates? I use constant contacts And to be honest with you, it doesn't really matter It needs to be short sweet to the point, you know, you can look at it and tell if it's pleasing to the eye or not Right, you can look at it and tell if it's pleasing to the eye Little Lamar. Yeah, check it out. Then let me know if you have any questions Like use your own judgment like look at it and say, okay, I like this So I'm sure my clients would like this or if it's too busy too many words the pictures aren't good You know, you know what looks professional and what doesn't look professional, right? But the thing is is this is the classic. This is the age-old classic People are trying to make their email perfect before they send it out No Start out with something simple like hey Hope you're having a good week. Here's the list of the new listings click here If you need something, let me know. Have a great day, right? Um, doesn't have to be anything fancy and then the next week add something to it The next week after that add something to it and slowly build it into the master piece of an email But more importantly than what's going out and needs to go out And if you haven't if you're not sending it out yet Then you're losing you're leaving money on the table because there could be people in your sphere and your database that want to do something That aren't thinking about you because they're not getting this email from you You're losing money right now not sending this email out Michelle Gordon says google docs has a crm really cheap hub spot has a free crm cool Nice nice joshra said yeah yours looks great images are good Cool, man. Thank you Daniel says how do I get over? a phone Writer's block I'm having a hard time getting back on the phones after being out for a week Daniel. Do you want to make money? I mean, I don't I don't understand Uh, I just I just don't I just don't understand like I don't I just don't get it I've never worried about sending postcode or making phone calls It's never been a challenge for me Like let's look here's the thing guys Whenever I got into real estate, right? I had been roofing houses with my father for a long time And so when I got into real estate Um, I I was used to laying shingles all day long, right? so Like when I transitioned from roofing houses to to real estate I had to figure out in my mind like my mind was still so Hyper productive like I had to do stuff. I had to like produce and create results That's that's what roofing is all about. You have to finish the job as quick as you can so you get paid So I had to figure out What in real what in real estate translated to laying shingles in in roofing? Like what was the combat and not what what was the same as laying shingles and roofing in real estate? And so it took me maybe three or four months Maybe to figure out that it was phone calls I knew that if I was making phone calls There was the same thing as laying shingles to me like in my mind Like making phone calls was laying shingles And so I didn't care what the results were I was just going to lay as many shingles as I could So that the results just happened, right? And so I think it boils down to You know, do you do you want to make money? I mean, what did you do before real estate? You know Daniel, what did you do before real estate? Or what's the hardest job you ever had? What's up Sam? Let's see Craig says I sent my say Sam or anybody on instagram to have a question. Let me know This is just a coaching session. I'm doing because my guest this week had really bad internet connection So I couldn't do the podcast. So I'm just doing this coaching session Q&A kind of deal and others a lot of new members in the coaching group. So Craig says I sent my second weekly email out today looking forward to your thoughts on it. Yeah I've seen that Craig. I didn't get a chance to like open it up But I did see that I'm doing good Sam. I hope you're doing well Daniel says he was in the military for 20 years. Excellent, dude. So, okay If you have a military mindset and you're used to You know discipline being on time doing what you're supposed to do being held accountable all those things Then I guess at that point, let me ask you this. What's holding you back from making the calls? What Is holding you back from making these calls like you know that the calls Guys phone calls are king Phone calls are king and everything else here. Here's the king. Here's phone calls. Everything else build your brand Right, but you got to have it all Sam i'm doing like a coaching session Q&A coaching session on facebook and instagram um So phone calls are king everything else build your brand Right What happens is is everybody gets so busy doing everything except for making calls Like they want to do the facebook ads and the Open houses and this and that and they get a couple leads and stuff and they start trying to build a business and stuff If if you any realtor really unless you Are like a team leader You're like a single agent that has made it to the very top has done that by Making phone calls like I know some guys that really crush it with expires It's just their thing and they really they're really good at it, you know um but I think that uh Phone calls are king everything else is secondary But you got to do all that secondary stuff to compliment the phone calls You know if you just do phone calls you're still going to crush it But if you do phone calls and all the other stuff, you're going to be an incredible agent But if you do all the other stuff and not the phone calls, you're going to be average Just a fact Daniel what exactly are you what exactly is holding you back from the phone calls? What's up home by homes homes brazen? China league thompson. I love the phones and feel like my voice is Right tone etc and I like the the phones, but I struggle with league conversion Okay Tell me tell me china league What do you consider a conversion? Okay, because conversion to me Is is they tell me no they're not interested and I say hey, okay Do you have an agent that you would work with and they say no and I say okay? I got you well look i'm sure at some point you're going to want to buy or sell something I would love the opportunity to work with you and that day comes would it be okay if I stayed in touch They say yes, and I say what's your email they give it to me And then I might ask them to launch or something so I can meet them Um that is a conversion to me Not an appointment not the listing not the closing not the contract To me that's not converging convert converting is Is is making them feel comfortable And kind of establishing that foothold that you are their agent when they decide to do something Right So tell me china league tell me Okay, you're saying something there. Let me check something here All right, sorry about that guys Oh, let's see getting getting a lead From talking to them to an appointment china league listen to me That's the wrong strategy. I'm just giving you my opinion Um You know if you're going to try to force them into an awkward situation, they're not interested in doing anything You know, who are you calling china league? Tell me who your leads are you calling for sell buyers expired circle prospecting buyer leads from the internet? Who are you calling? I need you to know more about your situation While you're answering that i'm going to answer and thurman's Message do I recommend using my cell phone? If you're using triple dialer Worry about return calls interrupting mojo google voices out of local numbers in my state Here's the thing Just let yeah use it doesn't matter because you can plug your cell phone number. I think in is the return call um You can plug your cell phone number as a return call even if you're using a different phone So i'm pretty sure you can do that So it doesn't matter. So yeah, put your cell phone away use your office number And and put your cell phone number as the the call your id number that they see I think that's how that works. I've never done it without my cell phone though So whenever somebody calls me back while i'm doing it. I just ignore it and I continue calling Unless I think it's really really important, you know, like if it's um, if it's uh Something serious like a million dollar deal and stuff and of course i'm going to answer But I try not to let it interrupt my calls Okay china li She says all of those. Well, there's a big difference china li um I mean like if it's an expired or listen It's not about the appointment Right, it's about how many people you make feel comfortable with you and how many emails you get and how many lifelong relationships you set up Okay, that's the game not appointments, right? And so what what's happening is is is you we're getting trained by the mainstream real estate Trainers out there to set the appointment go for the clothes handle objections. Da da da da And really that's just the bad. That's just not a good strategy I've built my entire business without going after appointments without closing without all that stuff I want them to feel comfortable with me Comfortable they're going to buy our cell trust me It's going to happen It's good, but it's going to be in on their terms and when they want to do it not when you want them to do it So your job is to be there and to to make them feel like you're different than all the other realtors Because you actually care because you don't care if they buy or sell you just want to be there if they do So I think you need to change your mindset around china li Start thinking long term with people Really bring them value let them know that you actually care and you don't care you don't care You actually care about them not the deal And then what will happen is is magic will happen and you will start to do deals and you're going to build this database that's real That's real people are actually going to care about you and refer you and stuff She says thanks. I agree. I'm beating myself up because my lead conversion is not what it should be Yeah, but it's your mindset who cares about the appointments. Let's make people feel comfortable with us and let's let's create likeability Let's create real structure and real foundation with with our database Let's go deep Okay, back to daniel. He says i'm not seeing the results and phone calls if you guys are just tuning in I've been at it since december. I've gotten I've gotten a listing appointment and a bunch of emails I need to follow I need to work on my follow-up Daniel, are you doing a weekly email every week on the same day? If not, you're leaving a lot of money on the table Um, by the way guys in this group that i'm live on I posted my weekly email that I do every wednesday I'm posting it in the group every wednesday. So I posted it yesterday For those of you who want to see what I sent out to all my clients Okay, seizure said ricky. What's a good voicemail to leave when i'm prospecting? This is the biggest this is the most quest like I get this question more than anything else What's a good voicemail voicemail voicemail?  So I just say hey, it's ricky. Crew three makes orange beach Give me a call back about tide water or ocean house or whatever. You can reach me at whatever That's what I say if they call me back good. If not, at least they heard my name my company that i'm real estate And maybe over time they'll see that they'll hear that they'll see the postcard They'll see the facebook ad they'll start to put all that together People want to see that realtor who whatever realtor they want to see that you're consistent over time Right, there's a lot of fly-by-night realtors And what they want to see is that you're going to do you're going to be there you're there Um, there's a lot of them that come in and call They've only been at it for a year or six months or whatever and the owners don't know if they're really going to hang in there and really going to Owners right and people in the market. They have seen so many realtors come and go Like they have seen they've seen postcards from realtors that aren't realtors anymore They've they've had phone calls from realtors that aren't realtors anymore And so they've seen so many realtors come and go their gun shy They want to see that you're consistent and you're going to stay in the business And that you're real that you're going to be a realtor for the long run, right Instagram, what's up if you guys got questions type it in I'm just doing a free coaching session right now. All my coaching sessions are free But i'm doing this one today because my guest That I was going to have on the podcast. Uh, he didn't have a good internet connection. So we couldn't have him on Hey ricky the relationship creation is so important. Absolutely Guys I'm enjoying this little session not a whole lot of people, you know 21 people 10 people on instagram 21 on facebook Nice little tight group Um, let me know if you guys have any more questions for me. I just wanted to do this Just to do something because my guest Couldn't uh couldn't make it Um and just make sure you guys didn't have any questions Um, my entire goal now was zero to diamond moving in this different direction Is is just to help as many agents as I possibly can I truly care about the industry I truly want to help reduce the failure rates in the industry and I feel like most of the mainstream coaching is uh Is too high pressure and I just want to introduce The low pressure side of the business Through it through example, right because i'm doing it I've built my entire business low pressure, you know, and I want I want people to know that You don't have to be high pressure To be a great sales person You you don't have to be high pressure to be a top producer Right, you don't have to do for sale owners and expires to be a top producer You don't have to do internet leads or facebook To to to lead to to be a top producer. You don't have to Right, there are other ways to do it and that's why i'm here because I want to introduce the fact that You can call you can circle prospect people You can circle prospect them and not even ask them if they want to buy or sell anything Create a lifelong relationship with them in one phone call and a weekly email every week forever And they'll call you back when they get ready. That's my game Um, you can download my phone scripts at zero to diamond dot com and my entire game plan is right there for you You guys really need to do the 30 day jump start that's on there. It's it's a it's a coaching call You can listen to um, there's week one week two week three week four then there's a second 30 day jump start It's incredible.  China Lee says glad you came on and appreciate you very much needed this You're welcome. China Lee Bruce, what's up, buddy?  Thanks. No problem, Brian Okay, instagram. Let's see what I got. Let's see what I got money griffin When's your best prospecting time? I like to do nine to twelve because my mind is the sharpest That's what I want to make my calls when I'm the sharpest Um, but a lot of people have more success with people answering the phone after hours like four to seven or whatever and on on saturdays Everybody kind of has their own thing. I think the biggest thing is is just do it And not really worry about when you think people are going to be there to answer just make the calls Um, you know, I've made all my calls between nine and 12 other agents make it You know one to four some agents make it four to seven some agents make it on saturdays The truth of the matter is it all works Right, so just find out what works best for you try them off. You want to And figure it out, but I want to be the sharpest I can be when I'm making my calls Okay, I see your questions on facebook. Give me one second Okay Let's see. Okay. Who impresses me as an agent? Wow, this is a really tough question Hmm Who impresses me as an agent? Oh no, man. I mean there are some definitely some some guys out there. I mean Who impresses me as an agent Hmm That's a head scratcher You know to be honest with you. I really like those guys. I'm in a dollar listing Love them or hate them those guys are working Those guys are working man right Good question, man Okay, main focal point of making a hundred thousand your first years an agent one hundreds of Hundreds of phone calls to collect emails every day To build database and weekly emails. Am I missing anything? No, you're not You will make a hundred thousand dollars if you Make hundreds of calls every week collect email addresses and do a weekly email the same day each week forever And once you build that database and get all that in place then Then you can do other things you can work on facebook stuff internet stuff different things, right? But that needs to be your base Realtor brian torrez 402 calls made today 45 contacts two ads to the crm keep dialing. Yeah, dude Absolutely, man. Your numbers will get better as time goes on like when you're making your calls, don't worry about your results Right worry about the fact that you're making calls or not the results will come keep making them. You'll get better Miami star real estate. Do you recommend call on saturdays? Yeah, call call on saturdays. Give it give it a try see what you think every area is different every mark is different You know just try and see what you think Money grip in thanks ricky cool. Okay back to facebook Daniel's got a run. Good to see you, bro Matthew says ricky tell again. Who are the highest quality leads and why okay? The highest quality leads are property owners because they not only sell but they also buy they're your best buyers That's why I don't like to ask them if they want to buy or sell or hey, do you want to sell or do you want to buy? I like to just say hey, what can I do to help you? Now you can try different angles. You can say hey, y'all thought about selling or hey, I got a good deal blah blah blah Right So Like let's see Okay, another thing about them is they're unlimited, right? So you have an unlimited amount of the highest quality leads in every single market. You they're unlimited You can't call them all it can't call all the property owners So why would you talk to anybody else? I had a coaching call today I got called and wanted to know what to say to this long list of buyer leads that his team leader had Handed off to him wanted him to call those buyer leads, right? And I said, okay. Well, look, I'll tell you what to say to those people But the first thing is is why would you call them when you have an unlimited amount of property owners? You know that you can call. I mean, why would you call buyer leads? And he said well, they're just sitting there. Well, so are the property owners They're sitting there ready for you to call them and talk to them and do deals They'll buy or sell right not just buy and he said well, some of these are buyers Yeah, some of them, right? But when you call property owners, all of those are property owners, right? They're just better. They're just more efficient. It's just better, right? It's just just better Right. So so be smart guys is what I'm saying Instagram as a new agent, where do you think money should be invested? Maybe yourself first, you know invest in some, you know Books and you know try to learn the business so on and so forth Um, but I think redx geo leads. I think that's probably like the best thing I would say is in the world because you can get all the numbers of property owners and start calling away Right. I think if I had nothing and I could only afford $100 a month or something I would do $50 a month redx geo leads and just call property owners Okay, Robert Smith says what determines the neighborhood for you That you decided to meld to I just picked out, you know Some of the higher end stuff some of the mid-range I just picked out Stuff that's like stuff that's like three to five hundred and buildings I've sold in And then I picked like, uh, you know up to like a million. I think I have stuff that's a million and a half so It's random and it's not really uh It's not really a uh, oh, hey, listen. Look guys. I'll tell you the truth too The new agent question. What should you invest in? I really like perfect storm. Joshua Smith's thing I was really looking hard at it. You know, it's got the website. It's got the crm. It's got the facebook thing I think that that's really cool too Matthew says the zt site ztd site is priceless guys. Listen to the recorded calls Many of these questions are answered there.  Do you call them back at the end of your calling sessions?  David booty is in here in the house. I know one agent who impresses me listening bro Okay, david or uh bruce says ricky your video about forget the small things is the best video Forget the small things. Let me see what that is Let me go. Let me go youtube real quick and see what you got Pacing go Oh, yeah, the motivational video Absolutely, man Yeah, yeah, that was a good one. I like that.  I'm gonna I'm gonna make it tonight I don't know what it's gonna be about, but I'm gonna do it So I'm pretty excited about that Brian Fisher uses perfect storm. He loves it Cool guys. I don't see any more questions right this second. So Uh, check it out. I got 14 properties under contract. I'm working on four more. I'm negotiating four deals right now Two of them look pretty good. Two of them do not look pretty good, but you never know I'm gonna keep trying to make them work I'm showing property tomorrow. I have a lunch appointment I'm gonna have a closing Um So just grinding away man Just trying to make it all happen Um, just trying to share my success with you guys so that you guys can can follow my footsteps and just Give it everything you got. That's all I'm asking guys. Just give it everything you got try to be smart Brent says, what do you say? Uh-oh Looks like my instagram ended abruptly um What do you say when you reach another agent when calling? I say, what's up? How you doing? power sales You know, you haven't got any good listings Let's do lunch What can I do to help you? Right Guys don't let little things stump you Smooth right over everything Don't let anything stump you let it all just smooth right over That's what it's all about Okay, check this out guys While I got a second. I don't see any questions um Please subscribe to my youtube if you're not already and number two Please follow me on instagram and turn your post notifications on where you get notified every time I post When I post like it and comment three the hashtag three two one club That's gonna give you a chance to win like a one-on-one call with me. I'm doing those every day I'm picking winners and I'm calling people every day and answering questions one-on-one so Do that that's going to help me with my instagram engagement and youtube engagement So i'm doing all this for free. So that's all I ask of you guys And um, that's going to help me grow my personal brand Um next week. I'm going to ocala Florida to do a speech for young professionals network. It's going to be super cool. I'm really excited Um, it's going to be really good blake's coming with me. We're going to have fun Leave tuesday Do the speech in the morning for breakfast come back wednesday and then the following week april first Easter sunday. I'm going to new york to have a meeting with gary v and his whole team that wednesday Super stoked about that so Look guys, if you're in ocala, you're in the florida area or if you're in new york I'm going to do a meet-up I'm in ocala tuesday night somewhere.  It's in new york that following week So i'm really looking forward to all that stuff a lot of big things. I think the gary v Meeting is going to be life changing um We're going to be just specifically speaking about How to blow my personal brand up bottom line We're not going to really we're not going to talk about real estate. We're going to i'm going to talk tell them all about it, but um That's not what i'm there for I'm there to get advice on how to become the highest-demanded real estate speaker in the world over the next two years and um You know to where I can actually help and make a big difference Okay All right guys, that's it. Thank you guys um Sorry, we couldn't get the guests on but we'll we'll get him back And if you guys need anything at all, we'll see matthew says gary v rocks, man You guys will kill it. Love to see a small video clip.  I'll be at vaynermedia for 10 hours And i'm going to video every second of it if I can i'll have my video camera So i'm going to make a i'm going to make a youtube video of that. So that's going to be fun Really looking forward to that All right guys, if you need something get at me i'm here uh It is 5 30, but um, i'm going to be working for another couple hours here at the office um crushing some stuff And uh much love to you guys, you know, I just want to motivate you guys to just try to Reach your full potential. I want you to overwhelm yourself with business You can figure out where your breaking point is and how much you can handle and then throttle back and stay right there With as much as you can handle at all times That's the only way you're going to get to your full potential compound your efforts over time where the little things add up to something huge Over time and just give it all you got that way You know when you're older you can look back and say I gave it everything I had.  I don't want to get older and look back and say I wish I would have done that That's why um, that's why I've done everything in my life. That's why I played football That's why I got into real estate at a young age. Um, that's why I did jujitsu and MMA That's why I'm doing this now That's why I wrote books. That's if I think of something I think I need to do that I need to do it right now before it's too late So I think that's something that really drives me is fear of regretting later that I should have done something You know that should have done so with that I'm gonna leave you guys with it Have a good rest of the day crush it tomorrow finish the week strong talk to you guys soon much love peace


Live from Austin, Texas. Extracting the signal from the noise. It's theCUBE, covering Dell World 2015. Brought to you by Dell. Now your hosts, John Furrier and Dave Vellante. Hey, welcome back everyone. We are here live at Dell World 2015. This is theCUBE, SiliconANGLES flagship program. We go out to the events and extract the signal from the noise. I'm John Furrier, founder of SiliconANGEL, my co-host Dave Vellante, founder of wikibon.com. Chief Analyst at wikibon. Our next guest is Armando Acosta, product manager with Hadoop Grot Group at Dell. Welcome back to theCUBE, good to see you. Thank you, thank you for having me. Obviously big data, big part of it. Not a lot of messaging in the overall keynote with some holistic, big picture messaging around changing the world, obviously data fabric, but no specifics on kind of where the data layer is. It kind of depends on the workload and application. But one thing is for sure, certain. We learned at Big Data NYC, the event in New York, Hadoop is changing. Hadoop is not going away. It will be a nice batch storage, huge data lake, data reservoir. Whatever market you're going to use this week, right? I like the word data ocean better personally, but I don't think Hadoop fits that. I think streaming and machine learning fit into a different level, but Hadoop has been a big part and it's finally made it in my mind where when people say Hadoop's invisible and they're talking about Spark, I need memory and a lot of machine learning, then Hadoop's done his job. It's enabling a lot of opportunities. So share with us your view on that. I mean, obviously customers are storing all the stuff and all their data they got put on drives, but Hadoop's been a big part of it. Yeah, I mean, when you look at Hadoop, we really talk about it as being a big data journey because you got to take that first use case, you enable that first use case, you start to develop a second use case, you develop a skill set around that and you continue to grow. You mentioned Spark, I really think there's going to be both. You know, when you see, you know, you hear a lot of people like Spark's going to take out Hadoop, Hadoop, you know. But it's based on the use case. If you're going to do batch processing and you need to do data transformation jobs, I don't know a lot of customers that need to do real-time data transformation jobs, right? They're not going to put that type of Spark. They're going to continue to do that best process. Well, just from your standpoint, explain that because we've been kind of promoting the same thing. You got MAD Produce and HDFS. Right. And Spark is more in memory, HDFS has been a big part of that and that's not going away. Maybe MAD Produce is optimized for use cases. Right. But that's mutually exclusive from what Spark's doing. Now, there might be Spark only stuff, pipelining indifferently or queuing up through other software, but that's not taking away from Hadoop. Can you explain all this stuff? Yeah, I mean. Did I get that right? Yeah, no, no, you're right. I mean, you kind of look at what Cloud Air is doing, right? You know, Cloud Air is essentially the first one that came to the market with a viable first distribution of Hadoop. But when you look at what they're doing, not only are they doing the MAD Produce piece, but now when Spark came around, they say, okay, we will enable Spark within our distribution because they understand that it's based on different use case and different needs. So going back to your question, okay, where would you use Spark versus where do you batch? When we look at Spark, Spark's enabling you to get to that real-time aspect, right? So I want to be able to process data. I want to be able to analyze that data and I need to do it in a short window of time because this data's continually coming at me. But when we look at customers today, they're not setting up specific Spark clusters. What they'll do is essentially they'll spin up a JVM to do a Spark job. They'll do that analysis in Spark and then once they're done with that, they'll power that JVM down, they'll put the resources back into their Hadoop cluster and now that Hadoop, that Hadoop new node can be used now for MAD Produce. And the thing with Spark is, you know, you have the specific use cases, but it's not going to be on all the time. At least we're not seeing that right now. Talk about the use cases or reference architecture. ETL offload has been a big part of it. You guys have done some deals with Vadera, Syncsort, a handful of others, but that really brings up the question of, you know, what is the reference architecture that you guys see deploying more into production now? I mean, the POC market has been booming for two, three years. We're seeing a lot of proof of concepts. Got that. Now production is the new trend in big data. What reference architectures or patterns have you seen? I think really where we see the pattern is that customers want to get to the optimized configuration right off the bat. If you know about Hadoop, you take it out of the box, it's not optimized.  You're going to have to move some levers and essentially you move this lever, it's going to affect this lever. So you're going to- By the way, the people that do those tweaks are very expensive and hard to find developers. Exactly. And so what we're really trying to do is when you look at our reference architectures, we're really trying to simplify the time to value. A lot of times what we hear is, I started this big data project. I realized I didn't have the Hadoop skill set. I didn't realize I had to learn Java. Oh, then I had to learn this other tool called Hive if I wanted to query it. Oh, if I wanted to pull data over to somewhere else, I have to use this tool called Scoop. And the next thing you know is, okay, I've got all the stuff in front of me that I don't know what to do with. And so our goal there is really just to solve that skills gap, right? And we want to be able to say, we don't want you to spend your time on designing, architecting it, building it, configuring it, testing it. Let Dell do that hard work for you. And what we want you to focus on is your data and your use case because that's where the value really comes from. And I think that's where we're going to help customers is getting up faster and getting up quickly and not spending all that up front time just trying to get there too. Okay, now I can actually start analyzing data. No, let's get you there faster because that's where the value's at. The value's not in setting up and designing and architecting it. The value's into getting to that business result and getting to that analysis. Yeah, I wonder if we could talk about that a little bit. I mean, our surveys show that when you ask IT people, what degree was your Hadoop, big data project success, the overwhelming percentage say success. When you ask the business people the same question, it's like, nah, not so much. We haven't really realized the ROI. So we identified four basic trends that we saw at Strata, Hadoop World and our big data NYC event last month. I don't know if you were down in New York City. Oh, there you go.  So you had, then you saw this. You had data in motion, you had streaming and that's where the sort of spark conversation comes in. You had Cloudera announce Kudu. So you had sort of a storage discussion and does that replace HDFS and HBase? You had this big thing that you were just talking about about complexity and as a friction in adoption. And the last piece is value, like where's the value coming from? So you touched on it sort of a little bit there with the complexity piece, but did you see those similar trends? What's Dell's perspective on sort of those big picture mega trends that are going on in big data? Well, I mean, for us, you know, I'm the Hadoop guy, so I know Hadoop. But if you look at what Dell has been doing over the last, you know, since 2011, we released our first reference architecture with Hadoop to where we're at today. You know, last year we purchased a company called Statistica, if you're familiar with the stats off. So now we have modeled algorithms. Before that we acquired a company called Boomi to help you out with the data integration piece and then we acquired a company called Quest a couple of years ago for the data management piece. So you look at what Dell's trying to do, we're actually really trying to build that end-to-end solution because what we've heard from our customers is saying, okay, five years ago I would have taken on the effort to build this myself because I thought I knew it better than you did and I knew my infrastructure, I knew my environment, I knew my tools and I'm the glue, right? Well, you fast forward to where we're at today. Customers don't have that luxury anymore, right? They don't have the luxury to figure it out on their own because they're trying to keep the lights on. Oh, but all the same time they have to be innovative at the same time to essentially keep the lights on, right? So our goal here is we want to build those end-to-end solutions and I was on stage earlier and really what I try to do is democratize it, right? Business and analytics and Hadoop shouldn't be just for the Web 2.0 companies on the West Coast, it should be for everybody and so in order for us to do that for customers, we're trying to simplify your data management tools, we're trying to simplify your data integration tools, we're trying to simplify the way you bring models and algorithms to market, where you don't have a data scientist starting from scratch and let me try this algorithm out 10 different ways. No, we already have some algorithms, we have some libraries for you.  So I'm glad you brought up that sort of end-to-end concept because that addresses the simplification piece and it leads me to the question on cloud so in our survey 75% of the Hadoop users that we talked to were doing some conform of public cloud and interestingly it was Google and Azure were the two most popular, Amazon was kind of third, all three were doing very well but those two were leading. What all three companies are trying to do is build out that end-to-end sort of big data analytics capability and then offer it up as a service. So you're basically talking about delivering that same end-to-end capability, where's the cloud fit in to Dell strategy? For us, I mean, if you've heard what we've been saying, we really believe in the hybrid cloud.  Now you want the ability to do cloud because it gives you the way to deliver this in a different way, self-service, optimization, pool of resources, not dedicated resources to one application, but when you look at hybrid cloud, I think that's where you're going to see the focus, where you're going to have that data you want to keep close to the chest and you're going to keep that in the hybrid cloud. But in some parts, you want to leverage some of Amazon's scalability. You want to leverage some of Microsoft's scalability. So when you need that scalability, that's when you go to the hybrid approach and then you go to that public cloud for that scaling and for that bursting that you might need at that given time. But still, you're going to want to keep a lot of that business intelligence data when we talk to customers, they're like, yeah, I'm never going to put that in a public cloud. A private cloud, hybrid cloud, yes, because I control that, but once you get into the public arena, there's some piece of data that you just can't afford to have out there. So what do they tell you? Why don't they want to put it in? You said they don't want to put that business intelligence into the public cloud. I mean, there are some examples of people doing that, but from your perspective, why are they not wanting to put their data in the public cloud?  You have the thing that happened with a big retailer in the past and it's just when you lose somebody's data, it's bad news and it's really hard to recover that and it's really hard to gain trust back from your customers once you do that. And so I think that scares a lot of customers into okay, where do I put data and is it really secure? And I'm not saying that stuff's not secure in Google and Microsoft because they've done their work, you've seen their clouds, you know what they do.  That piece of data is a customer piece of data and it has some important aspects about their life, whether it's a social security number and address or somebody that can take that and essentially do something else and rip off that user. You're going to be careful about where you put that. So Amazon will trot out companies like NASDAQ, we interviewed Fenre last week on theCUBE, is what you're saying is, yeah, that's true. You'll see some corner cases, but the vast majority of people are going to do that stuff on-prem. Is that what I'm hearing? Yeah, exactly, yeah. Okay, all right, so where do you see that going over time? How should we think about the journey that customers run? You said earlier at the top of the segment that this is a journey, so where are we in that journey? And then where is Dell taking customers? I mean, I really think it depends on the customer you talk to and where they're at. But I've been doing this Hadoop thing for about four years now. This year I thought we would be talking more about, okay, let's get into the analytics piece of it. We're already done with the Hadoop. Hadoop's been simplified. You got the easy GUI, you got the easy deployment. You get up and running quickly. And unfortunately, just that skill set hasn't developed and you look at that evolution of that customer and that expertise and the tools around it, they're getting there. They're just not quite there ready yet. So when you talk about the journey, it's really about, okay, Mr. Customer, what's your data? What value do you put on that data? And really, what type of use case do you want to do? So when we talk about use cases, we put them in two big buckets. We talk about operational efficiency and then we talk about transform the business. And when we talk about operational efficiency, that's the first case we start out with because what we've noticed with customers is that big data has become this ubiquitous marketing term and if you do big data, you do Hadoop, it's like the fairy dust, you sprinkle it in, it solves all the world's problems. Well, that's not really the case. You've got to have some expertise around it. You've got to have some tools to make it work. And so we look at operational efficiency use case and you mentioned earlier what we're doing with ETL offload. We're looking at that first use case where customers can get value but without having to cause huge turn to their environment, without having to cause new skill sets to be learned, without having to really, you know, essentially my environment's going to have to tweak, my skill sets going to have to tweak and I'm going to have to find different people to run this. That's not good for customers and that's not what we want. So when you look at that first use case and we look at operational efficiency, we went and partnered with Cloud Era and SyncSort to give you that first use case that's easy to integrate into your environment without causing all that turn. So what we looked at is, okay, today in the Enterprise Data Warehouse when we talked to customers today is, you know, Enterprise Data Warehouses are at capacity or underperforming, you know, we don't find a lot of customers say, I love my Enterprise Data Warehouse and then everything's going smoothly. So what we did is we worked and talked with them and really understand, okay, what's that workload within the Enterprise Data Warehouse that's really consuming the most resources and consuming all your performance? And what we realized is data transformation jobs. And so data transformation job, what you're doing is just bringing in different data sources together, different tables, whether you're joining those tables, you're aggregating those tables or you're grouping by a different key and creating a new table, right? Well, that's all in good, but all that hard work is just getting that piece of data to a good ready state so that you can actually do something with it, right? So why do all that hard work in a very expensive tool that you built for business reporting and querying offload that work into Hadoop, let Hadoop do that work because it's massively parallel, you have a cluster of servers doing that work, you get it done faster. But the other thing we brought to the table and the reason we chose the ETL tool in Syncsort, Syncsort has done all that integration. So Syncsort can actually take a SQL script, 10,000 lines of SQL code, they can take that SQL code, they put it into a tool called silt and silt will actually translate that code for you into a native MapReduce job. So the benefit here, like I said earlier, is somebody says I want to do Hadoop but I want to do this Java thing, I don't want to do this MapReduce thing, I don't want to do this pig hide thing, I don't want to mess with those things, I just want to be able to get more efficient and reduce cost. Well, here's a way we can introduce Hadoop into the conversation, it augments your traditional tools but at the same time, you don't have to worry about the skills gap because we saw that, you don't have to learn code, all that good stuff, Dell is simplifying all that for you so that you can get to that value faster and get to use it. That's the key term, value, time to value. That is a key point. But George just wrote that piece on Wikibon about the Hadoop complexity and time to value was the main theme there. Totally, and the thing is the IT guys are still optimistic because they know the value that they're going to extract. So it's almost like the light at the end of the tunnel and they can just touch it. It's like, but it really is a skills gap thing. This comes back more and more to where I think you guys have a lot of value. And so any other anecdotal learnings that you can share with the audience from Hadoop Summit or Hadoop World, Big Data NYC were just down there. Strata Hadoop, we had our big event, Big Data NYC, what would you say is the big takeaway from then to now? Besides the fact that Dell bought EMC. I mean, the fact for me is that you do have more users using it. We do have more customers coming to talk us about Hadoop. Three years ago, I would tell you, I'm talking to a lot of customers on the West Coast, on the East Coast, but I'm not really talking to anybody in the middle. That has changed. Now when I go and talk to customers about Hadoop, in Austin, we have an executive briefing center. We bring customers in and essentially we say, okay, here's what we got. We can show you what we can do. And how many production versus POCs are out there? Percentage-wise, if you could break it down. I mean, for us, we're actually seeing an uptake in production systems. Like you said, POC, two to three years ago, I tell you, I have a lot more POCs than I actually have full production customers. But I can tell you today, Dell, as far as Hadoop specifically, I have 250 plus customers that are doing Hadoop with Dell that are in production. So that makes me feel a lot better where it was three years ago, where I can tell you it was less than 50, right? So you do see that jumping. You do see more customers using it. And I think what's more unique too is that you actually see coming together big data analytics and everybody's getting it. Okay, it just can't be Hadoop. You have Hadoop as a foundational layer where you're storing that data, but eventually you're still going to need the data management tools, you're still going to need the data integration tools, you're still going to need the models and algorithms to make sense of all this and actually get to the value. So our goal here is to bring that all together for customers. And I think they're starting to grasp that. I think they're starting to understand that more. I think now what we just need to do is help them get there faster, get help them get there quicker. That's what we're trying to do by trying to streamline those skill sets, not trying to have to go full bore into Hadoop. Let's do some of that work for you. And Armando, just share for the folks real quickly, who's here in your ecosystem? Obviously a lot of noise, I should say signal and noise, but mainly the EMC thing's taking a lot of the oxygen out of the room. But from a blocking and tackling standpoint, Kaisar, the CEO of Cloud Air, Roman the Hallways, other partners, who's here? I mean, for us, when you look at our major partner as far as Cloud Era, with Hadoop, it's Cloud Era. But within that, you still have, not only SQL vendors out there, like DataStacks, MongoDB, we feel like those are a lot of important tools. And then not only that, what I'm liking and what I saw at Hadoop World last week is you're starting to see the focus on trying to classify that data, understanding that data, putting that data in the right hands of the right, people at the right time so they can get to that insight. So for me, you're starting to see the connection where, oh, now I'm putting the pieces together and oh, now I know how to build this into the solution and now I know who I need to go talk to in order to build that. Armando, thanks so much for coming on theCUBE. Really appreciate you taking the time, sharing your insights. Really appreciate it. You're watching theCUBE here at Dell World. We'll be right back with more. Day one, coming to a close with a wrap up and a few more segments would be here all day tomorrow. We'll be right back with more live here in Austin, Texas. It's theCUBE.