Automate Tasks, Not People: The High Touch Blueprint

💡 This Episode's Winning Factor: Technology makes you efficient, but only human connection makes you effective—you cannot automate trust.

▶️ Episode Summary:In a market obsessed with AI, automation, and "scaling," too many agents are falling into the "High Tech" trap—hiding behind their screens and hoping algorithms will build their business for them. In this episode, Mike and Tim break down the "High Touch" component of the Trust Factor formula. They argue that while technology is a powerful tool for leverage, it must never replace the personal relationship. Tune in to learn why the "Change Agent" doubles down on empathy and how to systematize your personal outreach so you can stop chasing leads and start attracting clients.

⏱️ Key Moments

The High Tech Trap: Mike explains why relying solely on automation fuels the "Transactional Mindset" and creates a barrier between you and your clients.

Defining High Touch: Tim and Mike discuss the Ninja Selling principle that real estate is a contact sport—you have to get in "flow" with your people, not just your database.

The Law of Influence: Breaking down The Go-Giver concept: Your influence is determined by how abundantly you place other people’s interests first, which requires personal attention.

Systematizing Humanity: How to use "Proactive Systems" to ensure you are touching your sphere consistently without losing authenticity.

The Change Agent’s Challenge: Mike gives the "Espresso Shot" of the week: Stop texting and pick up the phone.

💬 Key QuotesMike Gandolfo: "A 'Transactional' agent counts clicks. A 'Change Agent' counts conversations. You cannot automate a relationship."

Tim Hooper: "The more 'High Tech' the world becomes, the more premium 'High Touch' becomes. The scarcity of human connection is your biggest opportunity."

Mike Gandolfo: "Don't let the screen be a shield. Use it as a bridge."

🛠️ Resources & Tools

Ninja Selling by Larry Kendall: The blueprint for building a relationship-based business.

The Go-Giver by Bob Burg: The framework for adding value to build influence.

REQUITY: Join the movement and get the tools to become a Change Agent at requityapp.com.

🔴 Join Us Live!Don't miss our next LIVE Q&A session on YouTube!Date: Saturday, December 13, 2025Time: 9:00 am EST

🔗 Connect with UsSubscribe on YouTube: https://www.youtube.com/@TrustFactorXConnect with Mike on Facebook: https://www.facebook.com/MikeGandolfo/Connect with Tim on LinkedIn: https://www.linkedin.com/in/timehooper/Email the Show: trustfactorx@gmail.com

🎙️ Episode Title: High Tech in Real Estate: The Good, the Bad, and the Ugly

💡 This Episode's Winning Factor: Use high-tech tools with transparency and intention to multiply your trust, not replace your touch.

▶️ Episode Summary:

Welcome back to "Trust Factor"! In this episode, Mike and Tim tackle the first part of the winning formula: High Tech. With AI, voice cloning, and automation exploding, it's easy to get overwhelmed. The hosts cut through the noise to give you a clear-headed strategy on "the good, the bad, and the ugly" of new technology, showing you how to use it to enforce your boundaries and build more trust, not less.

⏱️ Key Moments (Timestamped)

• [06:00] - The "Good" - A Script for Building Trust with Tech: Tim shares his exact script for getting a client's permission to use an AI note-taker, which actually encourages them to share more details.

• [08:15] - The "Bad" - The Trap of Over-reliance: Mike and Tim warn that using tech (like a note-taker) as an excuse to multitask is a trust-destroying trap.

• [09:10] - The "Ugly" - Commoditization & Legal Dangers: The hosts discuss how "big tech" will try to commoditize the agent and the legal gray areas (like voice cloning) that you should be cautious of.

• [10:55] - Tech's Hidden Benefit - Becoming a Better Communicator: "Garbage in, garbage out." The hosts argue that AI is forcing professionals to become more precise communicators.

• [13:30] - The Winning Strategy - Use Tech to Enforce Boundaries: The goal is to use tech (like a separate business line or AI responder) to protect your family time, which in turn builds client respect.

💬 Key Quotes

• Tim: "You have one shot at generating high trust in that initial interaction. Why would you sacrifice that to tech?"

• Mike: "Does your licensing law cover your cloned AI voice? We're going to have a lot of things that play out with that."

• Tim: "[AI is] an immediate grade on your communication... Garbage in, garbage out."

🛠️ Resources & Tools

• Plaud Note Taker: An AI-powered note-taking device.

• Link (LINQ): A service for creating a separate business phone line.

• Loom: A video messaging tool for asynchronous communication.

🔴 Join Us Live!

Don't miss our next LIVE Q&A session on YouTube!

Date: Saturday, December 13, 2025

Time: 9:00 am EST

🔗 Connect with Us

• Subscribe on YouTube: https://www.youtube.com/@TrustFactorX

• Connect with Mike on Facebook: https://www.facebook.com/MikeGandolfo/

• Connect with Tim on LinkedIn: https://www.linkedin.com/in/timehooper/

• Email the Show: trustfactorx@gmail.com

How you can help us:

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See you next time on Trust Factor

In this foundational episode, hosts Mike Gandolfo and Tim Hooper dive deep into the core of their winning formula: High Tech + High Touch x High Trust.

They argue that trust isn't just a "nice-to-have" or a soft skill; it is the critical multiplier that separates successful professionals from the rest. They break down what "high trust" truly means, why our understanding of it is often shaped by past experiences of mistrust, and how you can intentionally build it using both high-touch principles and high-tech tools.

Hosts:

• Mike Gandolfo (The Change Agent)

• Tim Hooper (Energy4Sales)

Key Takeaways & Topics Discussed

• Why Trust is a Multiplier (00:48)

  • Mike and Tim explain why their formula multiplies by trust, rather than just adding it.

  • Trust is not an optional "add-on"; it is the core differentiator and competitive advantage in a world trying to commoditize agents.

• What is "High Trust"? (01:45)

  • Tim notes that our definition of trust is often built "out of the pain of mistrust" from past experiences.

  • He distinguishes between being "trustworthy" (a passive state) and building "High Trust" (an active process).

  • High Trust is about making a claim or promise to a client upfront and then delivering on it in an exceptional, consistent way.

• The Three Components of Trust (09:15)Tim shares his three-part definition for building practical, actionable trust:

  1. Do what you say you're going to do (Character / Be Your Word).

  2. When you say you're going to do it (Timeliness).

  3. In the spirit you said you were going to do it (Intention & Quality).

• Confidence Comes from Intention (06:30)

  • While action builds confidence, Mike argues that intention is the true source.

  • Your "why" (e.g., "I'm calling to help this person," not just "I'm making a sales call") is what makes your actions more effective and builds real confidence.

• How to Use Tech to Build Trust (14:05)Tim breaks down how technology can power two of the three key pillars of trust:

  • Competence: Use simple videos (not just for social media) to answer common questions and demonstrate your expertise directly to clients.

  • Consistency: Use tech to systematize your follow-up and communication, creating "micro-moments" of trust.

  • Example (12:15): Instead of just cold calling a lead, send a quick text or personal intro video first, letting them know you'll be calling in 10 minutes. Then, call in 10 minutes. You've just proven you are a person of your word.

• Systematize the Predictable (18:20)

  • The hosts share their guiding principle: "Systematize the predictable so you can humanize the exceptional."

  • Tech should handle the repetitive tasks (consistency) so you can focus your energy on the high-touch, human elements (character, intention).

Resources Mentioned

• Book: The Speed of Trust by Stephen M.R. Covey

• Tool: REQUITY - A tool for taking templated messages and tailoring them to clients.

• Upcoming Event: Join Mike and Tim for their next Monthly Live Q&A session on December 13th.

Thank you for listening! The best way to build trust with us is to connect via email. Send your comments, requests, or questions to ⁠trustfactorx@gmail.com⁠ and we may answer them on a future show!

Support us by:

• Sharing the Show with a Friend
• Leaving a Review
• Subscribing to the Show

Episode Summary

Many real estate professionals feel lost, forced to choose between being a high-tech agent (focused on volume) or a high-touch agent (focused on relationships). It feels impossible to scale and even harder to build real trust.In this debut episode, hosts Mike Gandolfo and Tim Hooper introduce the "Trust Factor" concept that solves this exact problem: High Tech + High Touch x High Trust = The Winning Factor. They share the story of how they met and why they believe this formula is the only way to build a scalable, sustainable business in the modern market.

Meet the Hosts

• Mike Gandolfo (The Change Agent): A veteran coach for top real estate agents, Mike is an expert in building deep, relational businesses (High Touch).
• Tim Hooper (Energy4Sales): A leading speaker and consultant for lenders and title companies, Tim specializes in creating powerful, scalable systems (High Tech).

Key Takeaways & TimestampsThis is the "Trust Factor" formula in action. Here are the key moments so you can jump to what you need most.

• (00:39) - The Winning Formula: Mike introduces the show's core theme: High Tech + High Touch x High Trust.
• (01:21) - The "Magical Dinner": The origin story of the Trust Factor podcast and how a 3-hour dinner between two speakers sparked this idea.
• (04:10) - Why "The Odd Couple" (Mike & Tim) Works: The power of vulnerability and a shared dislike for small talk.
• (05:38) - The #1 Problem: Why agents feel "lost in the tech side" and are constantly chasing the next "easy button."
• (06:45) - The Core Solution: You must let your High-Touch (the relationship goal) guide your High-Tech (the tools you use).
• (08:39) - An Update on "Speed to Lead": It's no longer about the first response; it's about the first meaningful conversation.
• (09:10) - Breaking Through the "Buyer Wall": How to connect with modern clients who are "inoculated" against automated, sales-y tech.
• (12:57) - A John Maxwell Insight: You can't just grow by addition (one-by-one); you must find ways to multiply your efforts.
• (15:10) - The New Multiplier: In the age of AI, the ultimate multiplier is authenticity and vulnerability.
• (16:40) - The Show's Mission in One Quote: "Systematize the predictable so you can humanize the exceptional."

Mentioned in the ShowBook: ⁠Traction: Get a Grip on Your Business by Gino Wickman⁠ (This is the source of the "Systematize the predictable" quote)

Author: ⁠John C. Maxwell⁠ (Tim references his leadership principle of "multiplication")

Thank you for listening! The best way to build trust with us is to connect via email. Send your comments, requests, or questions to ⁠trustfactorx@gmail.com⁠ and we may answer them on a future show!

Support us by:

• Sharing the Show with a Friend
• Leaving a Review
• Subscribing to the Show