all right so first off just introduce yourself tell me your name your position exactly how much money you make no I'm just kidding and then and just give introduce yourself and where you work and that kind of thing okay yeah no my name is jiren eell I work at vivent smart home and I've actually been in the industry for 13 years and the last um seven years has been at Vivant um currently I'm a regional manager there um I work with you know 5200 reps that we kind of have three three different organizations three different
offices that kind of run it there you go um okay perfect so tell me about like what your Viewpoint of social media was especially social media recruiting building a person brand like all of your concerns all of your thoughts before we start working together yeah with with social media it's it's a LoveHate relationship I I despise even getting on there and having to like shout out my wife for our anniversary or her birthday the person that just like uncomfortable with how it works I'll have to ask my friends like Hey how do I repost this
and how do I you know I can't I'm not tagged in it so how do I like you know like read this on my story that's I went from that and and I didn't even have the oh my gosh I don't want to recruit through social media it was just like I don't know how and I know it's moving that way but this is like the most foreign thing for me to even attempt so when I think about social media recruiting it's like ah I kind of want to do it but I have no clue
how don't even wear a star didn't I didn't have a direction um what were some of your fears about like putting content out there talking to a camera tell me a little bit about that well I mean the the small fear I think is I didn't know if I wanted to be the social media person that was like my Instagram is my business um just because I hadn't really used my Instagram for anything else I didn't know if that was like the that was like probably the only fear that I have um but I also
was maybe a little bit worried about like my friends and family being like saw another another one of your reals saw another one of ads you know trying to be an infer I think that I like it wasn't so much a fear because I kind of knew that's where you know like marketing was going and so I was kind of excited about it but I just didn't know if I wanted to marry the idea of like my personal brand is my business you know yeah totally um okay so after you started working with us how
did some of those things change and talk about some of the results that you started to see well this is kind of a weird comment but and maybe it's like I don't know how to how to but um I actually really liked it I was kind of like oh dude like and maybe it was you guys making me look so good but I was a lot more pleased with like the result so like when I see an ad I'm like oh that's actually pretty good like I was pretty surprised on how how I was perceived
and how I looked and in reality um my uncle he used to be he was the president of the CW that's like arrow and you know like different TV shows like that and like he saw me at Family Function he's like bro your content's amazing it looks so good that's fire and so I I I was kind of like dang this is actually cooler than I thought it would be and I am less weird about seeing myself than I thought I was going to be too that's super awesome okay let's talk about recruiting specifically so
did you have any concerns with online leads because I know there's some like um things people some misconceptions people have about like oh they're low quality anything like that like what did you think about getting leads online and then how did it turn out well so I mean luckily I've been in the industry before this you know I had done it for 12 years and so I had tried attempted literally everything the only experience I had though with like online recruiting really because I've been able to grow my business just like Word of Mouth um
was I would because I came from another company like another industry I came from Pest Control I would just hop on to different um companies pages and I would just direct message them nice so I wasn't doing anything social media wise my page was whatever my page was but I would just reach out and just say hey you interested so um that was probably the lowest form of recruiting online and yet um right now if I track back I probably have 900 accounts currently in my organization from that wow honestly I might be one of
those things where it's like I I wasn't really afraid of it I knew it would be successful and at the lowest form I was like if I've been a little bit successful this way I can be more doing it the right way so I guess if I had a fear it was probably that it was I've had so much success recruiting based on relationships and like the the like the stickiness of the person that kind of like you retains the rep is the relationship and so I was afraid of I'd get a ton of people
on boarded but because I don't have like an organic relationship with them I wouldn't be able to retain them that makes total sense yeah that makes total sense okay so then now like starting on the actual ad funnel stuff what surprised you and then what kind of results did you start to see you've been with us for a while now so you can talk you can talk a lot about it's funny because like when I first met with Mike I was like hey dude like I want to make sure that like I'm getting a good
Roi a measurable Roi so like do you have it where it's like performance space like you have to sign a certain amount of people and he's like well listen man like I could do my job 100% but if you can't close I can't be held accountable and I was like oh that's cool so I think my only fear was are they just going to give me 15 crappy leads that would just be like and I think it's everybody's fear totally I know that you can get me leads but like what quality leads are there there's
like the the Marketing Group and the salesman group and sometimes they hate each other because it's like I'm I'm doing my job I'm getting you leads but they're you know kind of crappy so I think that was kind of like uh I wonder how it's gonna be um but I think what was surprising is we we never got 15 leads a month ever we got 50 leads a month bro was like you know I I wasn't so afraid of like when somebody would you know when I get a lead I didn't want if if he
didn't fit my measurements and my parameters and like my stipulations I just like move on because I knew we were G to get so many leads coming down the PIP so the first thing I learned is every promise you guys make you exceed them as far as like leads coming in because we get so many leads I'm at the point now I'm getting five every day every Monday I get 15 so that was like the biggest surprise um the second thing is we've kind of done the two different Cycles where you've had like the DM
Setters and then we've had like the AI um the DM Setters do a lot more work then I think if I was somebody looking into this the DM headers do a lot more work than you think yeah like they they pre that like the the rep pretty freaking well and so when you're getting them it's an actual like hey they've already taken care of like we know for sure this is door too we know for sure that this is commission based only all the scary things we're going to relocate yeah those are all taken care
of and that's like when when people ask me hey dude like is it is it worth it that's like what they're asking is it going to be just crappy leads where I'm GNA basically tell my dud door to door cells and they're going to run for the hills and it's like no that's like the last thing that you'd have like if I was looking at this this is the last thing I'd worry about the leads are genuinely hey I do door to door sales it's a commission base only we relocate and so when you're taking
the call from there closing goes way up it's just so much easier to close them because they kind of already know all the hard Parts tell me a little bit about like um because youve obviously scaled your orc but if you were to do if you were to take every single call what do you think your closing percentage would be you know what's crazy that that's like the scary and fun part of like this knowing this is because right now I don't have the time to do that but if in the event I took all
the leads I could probably have an 80% show up rate so scheduled call have that call um actually say Hello I'd probably close 90% of those like genuinely I don't think I mean as of now I've only not closed one person of the call I've not closed one and obviously the Second Challenge is retaining that rep but yeah I know if I was taking all the leads I'd probably have an 80% show up rate I'd probably close 90% of those we'd be I think we've gotten 180 leads since October one so team would be pretty
stacked yeah that's awesome and then talk about like so I know know the next concern people have is like oh yeah I but I can't take all the calls like I can't do this talk about some of the stuff that you've done with your team and obviously some of those percentages we'll dip a little bit talk about the systems you put in place how you've been able to scale up as an org yeah so in preparation of like you know working with you guys you need to have a process and you know it's always that
like phrase that you always fall to the system your your processes and systems versus like motivation so yeah so there's a couple things I have multiple leaders that take these calls and the way that I've done it is I've breaking up each leadership group into a day so one leadership has Monday then Tuesday then Wednesday then Thursday then Friday so that they know they can be available all day and I'm also not willing to do like hey we work 9: to5 scratch that noise we work 700 am to 900 pm and I will take a
call in any of that time and because I have a leadership group in those days that can take the whole day they break it up however they want they know they're on call if you will so if a call Pops in 9:15 we're taking it we're going to snag it right then and that way if they're on call and the the call drops for 30 minutes from now I'm going to shoot it out and they're ready for it so the first thing is open up your like hours of operation working and have somebody on call
so you can take those calls at any time the second thing is like you're going to get a tracking sheet from Iota you know to be able to um manage the people but you have to have separate tracking systems that you're you're me my job is to say hey whoever the rep was we give you four leads yesterday I need to report on those and then on Thursday I'm GNA fall back up and say what have you done so that's another thing is you have to have a followup system and that would be like where
my time is spent is following up and the last thing is you have to have a checklist of everything that rep has to go through before like you know they're fully onboarded because signing the rep is not that hard it's retaining the rep that's difficult and I mean we have a list of 15 things that the rep needs to go through and it's just so we can have like daily contact with the person it's like this day we're doing this this day we're doing this this day we're doing this this day we're doing this and
that way we don't lose them because the biggest way you're going to lose them is losing contact because they don't have the relationship between you and me I know them from my brother sister's cousin it's like no I met you on Instagram I I need to have a way I can develop the fastest relationship the qu quickest and the Reps that that do that the best I have three in particular that's what they do they talk to him every day and you just have to have things that you're talking to them every day about that
make sense versus hey I want to keep talking to you so that you're you know you're going to you know stay with us but it's like no I'm helping you on board I'm helping you prepare I'm helping you to the next Blitz I'm helping you come to the home open I'm helping you prepare for the summer Etc cool okay and I like for full transparency like how many because again it goes up and down as you've dialed in these processes how many guys are you able to like have you been able to retain that are
like I don't mean like oh we have some guys that are kind of floating around but like super solid guys that have eat right now well so I looked at these these these these steps and like for an Roi purpose because that's what really people care about they care about their money yeah and so like okay like how many guys I need to actually sign to pay off what it costs to run this period you know and I and I actually did the math I need like 1.7 a month to make it make sense so
if I'm in the offseason and there's six months in the offseason I'm going to need nine reps yeah so that's kind of what the Benchmark is which is really crazy that that's all it takes to pay back like that's all it takes and so and obviously those reps to do well and perform Etc so that's like one person I need like 10 10 guys to finish the summer um So currently we're progressing with 10 nice these guys like if I had to put money on them showing up I know for a fact we're going to
have 10 and what's really exciting is the last month has been the best so when we're trying to di in our processes it takes a couple of months and we're still working on it um and it's so far away from the summer those leads are challenging right and next year we'll get better but the last month has been incredible and the best months are ahead and so we have 10 right now I'm hoping that we triple that just because like the leads come in aren't going to be the problem it's just going to be able
to like make sure we do our job on those leads that's cool and then obviously yeah like we'll we're we're learning what those systems are that that allow people to like retain at a higher level yeah as a whole how everything's gone social media branding what are some of maybe the benefits that aren't like immediately measurable like a signed rep as far as from a brand perspective that you've been able to kind of see that's going to help you long term yeah well so this is a really cool cool story I was sitting down with
one of my reps um one of my managers was Idaho up in Rexburg and he's like hey I have a guy that like I want you to meet with he's cool and in that conversation my manager was like reaching out to the guy he's like hey yeah my my manager's coming up his name's jiren eell and he's like oh I know jiren I follow him on Instagram and there's there's benefits to just being able to say hey like I'm meeting with this rep and then I'll send them my you know like Instagram handle if they're
not if they didn't find me through Instagram that's a huge benefit because then they see me as somebody that's in the space and like an authority of the space and so that's been a huge benefit that I've seen outside of like um you know like working with Instagram you know people that I find on Instagram right but like the other thing that's like kind of exciting is just that like I think everybody wants to trust somebody in the industry and like it's hard to know who to trust and so like having a presence on Instagram
is what kind of like solidifies that so in general that's kind of been a huge benefit especially with like today's age like the Gen Z people it's like people people they trust the most are now like these influencers online and it's like and um and not crazy part is you guys don't even have to be influencers to just put out valuable content that like helps people to feel a lot more trust totally yeah I know I mean we we don't do a ton in mind yet which I think we will but like just doing trainings
but like providing the value it it is funny like you said that you know back in the day if you wanted to fix your car because you had something wrong with it you call your dad your neighbor you'd like ask all your like personal like Network now it's like people are going to hop on Instagram and be like where do I go who's the best you know who's the man who do they follow based on an Roi perspective what are you measuring Roi like me in my business has made x amount of money yeah so
in terms of like Revenue if we just do you know 50% better um and and and hopefully can go higher but if we just do 50% better than where we're at right now currently then I'll have spent about $30,000 on the program but the ROI on those 20 guys would actually be $1 140,000 so I mean the difference in that math would be 105 grand net profit that's crazy that's like a that's like a 5x return on investment yeah now obviously like we have to go do the summer and see how it actually the card
and knowing what I know now like for the learning of it I don't even care if I just break even like genuinely because you get growth in this business just by growing I'm F to break even year one I'm actually okay with that
