『That Real Estate Tech Guy』のカバーアート

That Real Estate Tech Guy

That Real Estate Tech Guy

著者： Jordan Samuel Fleming
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Welcome to the only weekly podcast dedicated to the Real Estate Investing Tech Stack, hosted by Jordan Samuel Fleming. Jordan has been heavily involved in building technology tools for Real Estate Investors for over a decade, and is the Co-Founder and CEO of smrtPhone, and all-in-one cloud phone system and power dialer. If you're serious about scaling up your Real Estate Investing business then this weekly podcast is for you! You'll learn from the best as each week Jordan speaks with individual investors who have leveraged technology to scale their businesses, as well as technology companies who build the tools you use on a daily basis. That Real Estate Tech Guy brings together expert insights, advice and the latest technology tips for any investor looking to build their Real Estate Investing business.

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  • How AI Scores Every Sales Call Instead Of The Three You Picked ft. Steve Trang

    How AI Scores Every Sales Call Instead Of The Three You Picked ft. Steve Trang
    2026/08/06
    Steve Trang is the founder of Objection Proof AI and host of Real Estate Disruptors, a sales trainer who has coached thousands of salespeople and hundreds of business owners since 2019 and now consults with nine figure companies on sales. He started in real estate as a realtor in 2007 and has spent the last several years turning what he listens for on a live sales call into AI that can score, role play, and now sell.This conversation covers what actually makes a salesperson close, why empathy is a transmission of information and not an emotional performance, and how AI call scoring, role play bots, and voice agents are replacing the work sales managers hate doing. If you run a real estate acquisitions team and you are trying to figure out where AI fits without gutting your sales floor, start here.Timeline Summary[2:31] – Steve introduces Objection Proof AI, built to review calls, run role plays, set appointments, and follow up[4:16] – From 2007 realtor to training thousands of salespeople and consulting with nine figure companies[6:40] – Chris Voss on empathy as the transmission of information, not an emotional outpouring[8:16] – Jamil on why you should learn to sell from a robot instead of the naturally charming closer[12:16] – Empathy beats sympathy, and why rapport is not what gets a contract signed[15:03] – How Steve and Ian spent two hours documenting every single thing he listens for on a call review[16:31] – The heart surgeon analogy for letting AI do everything before the high value work starts[18:43] – Why cherry picking three good and three bad calls hides your team's real performance patterns[23:20] – Five role play bots used for training and as a screening tool before an interview is ever booked[26:17] – Three voice agents, web form speed to lead under two seconds, inbound coverage, and CRM follow up[28:12] – Eric Brewer's 60,000 raised hands and the six figures sitting dead in almost every CRM[33:37] – Why agents are not allowed to make offers yet and what real time underwriting has to solve first[39:03] – Why lead manager roles get automated first and why you should keep your best one[42:25] – Fast Five begins with the seven media hires in 2021 that nearly broke him financially[43:54] – Move slowly, add one tool a month, and let the efficiency compound[47:17] – Where to upload a call for free analysis and the two text keywords to try the bots5 Key TakeawaysEmpathy Is Information, Not Emotion — You do not have to feel what the seller feels. You have to articulate back how they got into the mess, what keeps them up at night, and what they want next. That is what builds trust, and it is fully trainable.Score Every Call, Not Three Calls — Reviewing a handful of cherry picked calls gives you anecdotes. Scoring all of them surfaces the real outliers on both ends, so you know who to study and who to fix.Make The Feedback Loop Public — Steve's team pushes every call review into a shared group chat and requires reps to respond to it. How a rep explains their own call tells you exactly where they are stuck.The Money Is Already In Your CRM — Most investors chase new leads while five years of raised hands sit untouched. A follow up bot that tags a list and live transfers the interested ones turns dead data into appointments.Roll Out One Tool A Month — The all or nothing approach to AI wrecks processes and morale. Pick one tool, get it running, then add the next. Small efficiency gains compound faster than a full rebuild.Links & ResourcesThat Real Estate Tech Guy — https://thatrealestatetechguy.comObjection Proof AI, free call and transcript analysis, confirm the exact URL before publishingReal Estate Disruptors, Steve's podcast, add URL before publishingsmrtPhone, the phone system built for real estate investors, add the standard show linkTry the role play bot, text ROLEPLAY to 33777Try the follow up bot, text CASH to 33777Never Split the Difference by Chris Voss, the empathy definition Steve referencesLeft Main REI, mentioned via Stephanie Betters, add URL before publishingInvestorLift, mentioned as a compliant opt in data source, add URL before publishingEnjoyed This Episode?If the heart surgeon breakdown of call reviews made you rethink how your sales manager spends their week, send this to whoever is currently listening to calls by hand. Steve gave away the entire logic behind his scoring bot in this one, and none of it requires you to buy anything to start using it. Follow That Real Estate Tech Guy, leave a rating and review, and head to https://thatrealestatetechguy.com for every episode plus discounts on the platforms we cover.
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    49 分
  • The Five Word Change That Doubled Website Conversion ft. Trevor Mauch

    The Five Word Change That Doubled Website Conversion ft. Trevor Mauch
    2026/07/30
    This episode originally aired in early 2023, and we're bringing it back because the fundamentals in it have not aged a day. The conversion principles, the testing discipline, and the friction thinking Trevor lays out are just as useful to real estate investors today as they were when this first ran.Trevor Mauch is the CEO of Carrot, the website and lead generation platform behind more than 7,000 of the top real estate investors and agents, whose clients pull in roughly 80,000 leads a month across the US, Canada, Australia, the UK, and South Africa. He got into real estate by buying a fourplex at 21 with none of his own money, then spent the next decade learning how to rank websites and turn traffic into deals.In this conversation with Jordan Samuel Fleming, Trevor breaks down the actual science behind why some real estate investor websites convert and most do not, from the three form field rule to the five word button change that more than doubled conversion across test sites. If you are running a we buy houses site, paying for leads, or wondering why your traffic is not turning into contracts, this one gives you the specific levers to pull.Timeline Summary[0:52] – Jordan introduces Trevor Mauch and the platform behind thousands of investor websites[1:09] – Carrot serves over 7,000 investors and agents and drives roughly 80,000 leads a month[2:15] – Buying a fourplex at 21 with none of his own money and getting hooked on marketing instead[3:13] – The failed software bets before Carrot and what they taught him about building tech[4:09] – Why the next decade of websites would be about performance, not just being online[6:47] – How a Squarespace site or a cheap Upwork clone quietly costs investors deals[10:46] – Inside the quarterly testing process across 220 MSAs and roughly 1,000 websites[11:50] – Carrot clients hold over 60% of top five rankings in the top 220 US markets[12:25] – The mobile test that lifted conversion 25% just by moving the form higher[17:50] – The non negotiable website principles including why three form fields beats seven[19:13] – Changing five words on a button more than doubled conversion across test sites[20:44] – Why friction is the real killer in marketing and where it hides in your follow up[22:58] – Keith Sant's Calendly trick that closed deals from late night form submissions[25:31] – The Investor Fuse acquisition and the hybrid thesis for investors and agents[28:37] – Fast Five on the highest impact feature and the mistake most new users make[30:17] – Why all offline marketing creates online demand and how ignoring it costs you5 Key TakeawaysPretty Websites Lose To Tested Ones — Squarespace and custom builds are made to look good and launch fast, not to convert. Trevor's team tested a wholesaler's popular, good looking site across 20 markets and it performed worse than Carrot's in most of them.Three Form Fields Is The Ceiling — Seven fields will get you highly qualified leads and tank your conversion rate. Three is the tested sweet spot regardless of market or lead type, and your button should span the full width of the fields above it.Five Words Doubled Conversion — Swapping generic button copy like Submit or Continue for benefit driven language like Get My Fair Cash Offer more than doubled conversion on test sites. The entire industry standard shifted because of that test.Friction Is The Whole Game — Marketing is just removing friction between someone's pain and your solution. That includes your form, but also how fast a lead gets a human on the phone. Twenty four hours of delay is friction you chose to add.Offline Marketing Creates Online Demand — Direct mail and cold calls send people straight to Google to look up your company name and reviews. If you do not rank well for your own brand, your offline spend leaks deals you never see.Links & ResourcesCarrot — https://carrot.comsmrtPhone — https://smrtphone.ioThat Real Estate Tech Guy — https://thatrealestatetechguy.comInvestor Fuse — https://investorfuse.comLeft Main REI (Stephanie Betters) — https://leftmainrei.comCalendly — https://calendly.comGoogle Sheets — https://sheets.google.comAlso mentioned: The Carrot Cast podcast and Trevor's Thursday Truck Talks, Carrot Camp, Objection Proof AI with Steve Trang, and REI Tech Unlocked in DallasEnjoyed This Episode?If you have ever looked at your website traffic and wondered why so few of those visitors turn into contracts, Trevor's three form field rule and the button copy test are worth acting on this week. Send this to the investor you know who just spent good money on a beautiful site that is not producing. And if the show helps you, follow, rate, and review so more investors can find it.
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    34 分
  • Why Plugging AI Tools Into Your Business Isn't Working ft. Jordan Fleming

    Why Plugging AI Tools Into Your Business Isn't Working ft. Jordan Fleming
    2026/07/23

    Jordan Samuel Fleming is the founder and chairman of smrtPhone, a real estate technology company he scaled from three co-founders to roughly $10 million in annual revenue and 60 employees over eight years. He stepped out of the CEO seat in March 2025 and spent the following year building the AI Labor Architecture Framework, now the foundation of his new book, The AI Workforce: How to Redesign and Scale Your Business with Artificial Intelligence.

    In this solo episode, Jordan lays out why plugging AI tools into your existing processes misses the real leverage, and walks through the three-part framework he built to redesign a business around agentic workers. If you're a business owner wondering whether AI makes your company obsolete or whether your processes are even ready for AI employees, this episode reframes the question entirely.


    Timeline Summary

    [0:25] – Jordan opens a special solo episode about his new book on AI and business redesign

    [1:36] – Why "redesign" is the most important word in The AI Workforce title

    [2:14] – Scaling smrtPhone from three co-founders to 60 employees and $10 million in revenue

    [3:36] – The distinct levels every business hits at 10, 20, 40, and 60 people

    [5:10] – Stepping down as CEO in March 2025 to become chairman and what that freed up

    [6:53] – How leaving day to day operations broadened his thinking beyond the C-suite

    [7:15] – Early conversations with Stephanie Betters and the shift toward voice AI agents

    [9:12] – The question nobody was asking: how do agents actually work inside a company

    [10:08] – Treating AI agents as real employees, not just fast 24/7 capabilities

    [15:26] – The assumption every business runs on that is no longer valid

    [16:43] – Why CRMs and automation accelerate but never actually make decisions

    [18:17] – Introducing the AI Labor Architecture Framework built over months of testing

    [19:46] – Part one, work architecture: unbundling work, role, and execution from the human

    [22:02] – Part two, bounded responsibility: why fuzzy processes propped up by Jim break AI

    [24:12] – Part three, infrastructure: an agent making 10,000 calls creates chaos without flow

    [31:25] – Why agentic AI is as drastic a shift as the internet itself


    5 Key Takeaways

    1. Stop Bundling Work Into People — We've always packaged work, role, and execution into a single human job. Work architecture separates those three things so you can see what actually needs to get done rather than who does it.
    2. Automation Never Made Decisions — CRMs and automation tools run on if-this-then-that logic. Agentic workers analyze new situations in context and take action, which is why treating them like accelerants misses the entire point.
    3. Fuzzy Processes Break AI — If your documented process quietly depends on Jim knowing when to deviate, that isn't a process. AI can't follow judgment calls, so bounded responsibility means defining context, limits, and escalation paths explicitly.
    4. Leverage Dies At The Handoff — An agent that makes 10,000 calls a week creates chaos, not leverage, if a human has to hunt down the outputs and decide next steps. Infrastructure is about work moving seamlessly between people, AI, and systems.
    5. Redesign Instead Of Downsizing — Redesigning processes around AI workers usually frees a team to handle ten times the volume rather than cutting headcount. The output is higher growth capacity, not a smaller payroll.


    Links & Resources

    • That Real Estate Tech Guy — https://thatrealestatetechguy.com
    • The Future Workforce AI (free book registration and framework system) — https://thefutureworkforce.ai
    • smrtPhone — https://smrtphone.io
    • REI Tech Unlocked, September 19 to 21, Dallas TX — use the coupon code in the episode description for 50% off through August 4, 2026
    • Left Main REI (Stephanie Betters) — https://leftmainrei.com
    • Objection Proof AI (Steve Trang) — https://objectionproof.ai

    Enjoyed This Episode?

    If the line about your process being propped up by Jim making judgment calls landed a little too close to home, you already know where your business isn't ready for AI workers yet. Send this to an operator who keeps buying AI tools and wondering why nothing compounds, because the fix is in the redesign, not the tool. Follow That Real Estate Tech Guy, and leave a rating and review so more business owners can find these conversations.
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    34 分
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