Real Estate AI In 2026: What's Working, What's Not, And Where To Start w Mark Kentwell

Real estate businesses at the moment, they've kind of got two choices how they think about AI. They can actually think about it and figure out how it can help their world. Well, they can make a choice to go and just dig a hole in the sand and put their head in it and just hope that the way that they're doing business lasts long enough so at least they're rested their careers okay. I could show you in three to five moves, how you can systemise your entire business in a way that you haven't even done in the last five years. And most of it is on three or very cheap tools that are under $100 a month. Today I'm with Mark Kentwell, a three time Australian principal of the year who's invested over $2.5 million in AI and operating systems for his real estate businesses. In today's episode you'll learn one how to systemise your entire real estate business using AI tools that cost under $100 a month. Two, where to start with AI as a real estate agent without getting overwhelmed or wasting time on the wrong tools and three, the biggest AI opportunity in real estate right now and how voice AI has already changed in the game for real estate businesses. Right, let's start with. - Most people are looking for the quick hack but they're not big rocks, they're pebbles, they're tactics, right, that's not a strategy. So you get the big rocks in the jar first. Like I've got an agent that's been with us almost 10 years. Top selling agent like well over $1 million in commission, unbelievable and didn't have chat to your BT on his phone as recently as one month ago. Our agents perform about 300% better than the average and a large part of it is how much work we take off them and increase the service proposition. - This episode is brought to you by RealGrow. If you're an agent who wants more listings, more income and you want the exact strategies you can use to achieve success, you're in the right place. I'm Ben Hawke and this is the RealGrow with podcast. - What's your attitude on AI in real estate and how do you think other agents and real estate business owners should think about AI? - I think real estate businesses at the moment, they've gone and got two choices how they think about AI. They can actually think about it and figure out how it can help their world and become part of the change that customers, consumers, clients and the industry has needed for a long time. Well, they can make a choice to go and just dig a hole in the sand and put their head in it and backfill it and just hope that the way that they're doing business lasts long enough so at least their rest of their career is okay. So one of them is a short-term thinking about only preserving their own track record that they've got which they might be able to hold on to and the other one is figuring out, well, where is the actual value equation right now? And I really do believe it's as obvious as a comparison as taxi drivers to Uber. That if we make the change and think about all the people in the puzzle, like Uber did that incredibly well. They thought about the passenger on the side of the road on a very important engagement that had to get somewhere with safety and reliability and not waste all their time. They thought about the driver who needs to be able to know that people are getting their car, they're safe. They can make a good living of it. There's actually a formula of how it's worked out and it's not just based on some person at the rank that's been friends with the taxi drivers for a long time that's handing out jobs to certain people. And they thought about how they make the work for the company in a way that has a balanced equation. You've got your, you think about your industry being the driver and you've got the consumer being on the other side, being a buyer or a seller or a tenant or anyone in the spectrum. And they've made it work for everyone. Now, even with the government resistance that was happening and all the lobbying, it still made its way there because the customer has wanted it. And it's not about replacing every part of what we do it's about making you so much more valuable about what we do by doing a thousand times better at the stuff that is already drudgery work that the real estate industry has had to doing for a long time. - So when you look at the opportunity that's out there right now, if we go a little bit more granular out from maybe a real estate sales perspective, what opportunities should the real estate business owners really should be focusing on. Obviously, these are some areas they could go, but if we're looking at that, like you said, the in consumer, the buyer or the seller, what areas should they be focusing on. - Yeah, look, I think starting first with their own systems internally, like most real estate practices still don't have a way of doing business that's consistent across the organization. Like, I'm not just talking about across departments of leasing and sale and projects and any other departments you may have by as advocacy if you're in that new age model. I'm talking about between agents that work the same marketplace that are dealing with the same customers as in buyers and the same potential clients and clients that are sellers. The difference in how they operate in the same officers is just so dramatically different that a brand can't really stand for anything if it's so different internally and it's just an absolute dog's breakfast. Now, I don't think the agents deliberately want this way. They've just made it work for themselves because they've got a trainer over here, they've got a system that used to work at their old agency. But if you look at any of the brilliant companies worldwide, think about Apple computers, think about Tesla or SpaceX or XAI, think about the longstanding brands like Chanel or even just think about something like McDonald's. Wherever you go in the world, there's a way of doing business. Yes, there's different personalities there, but you can rely on that being a consistent service delivery and there is value created at each interaction. It's not just product, service goes the same way. So it's starting with the systems in the business. How do we meet people for the first time on the phone on a form feel that's coming off your website or other areas like that? And then how do we actually enhance our service like speed to leader within one minute or five minutes of a buying inquiry or a tenant inquiry? And then it gets triage probably. It gets a probably discovery process. They get set on the right pathway, whether they're browsing, inspecting or offering. That kind of staff has become more possible than ever with AI. And I could show you in three to five moves, how you can systemize your entire business in a way that you haven't even done in the last five years. So before we even get AI involved, we need to build the systems or can we actually leverage AI to help build the systems? What's the AI? It will definitely help you leverage how to build systems. Definitely, but it's good to have a framework on how to do it. I don't know if you can see it in the back there. I've got a cutler book there from a guy called David Jennings. He's actually an Australian author. And he wrote systemology, which he's got a whole consulting practice around and another one called systems champion. And systems champion is the new age version that includes AI. I think between his books and the other ones that we see behind there, the Alan Dib ones, clean marketing and one page marketing plan, also from similar eras, also on Australian author. But those two books have been top three in the world on Amazon for a long time. Like this guy, his friends with James Cleo over at Tom McHabbits, right up in the ranks where the Mozi, no problems there, but just so approachable. You can get your ideal client profile worked out properly and have a one page marketing plan like Dib talks about and use the tools to operationalize that and get it quick. He's got free AI tools on his website at Leigh Marketing. You go to David Jennings and figure out how to work out your critical client flow, how to put things in stages, how to appoint an assistant's champion internally. You've now got a framework to build to because not everyone knows what great looks like. You might know a great looks like if you could describe it with words, but it's good to have a way of bringing it about in your business and what order to pick it in. Then using the AI tools, which I can unpack for you. Most of them are available on your phone and most of them are free. I'd recommend just the the slight step up from free, like the pro and the premium models because for 50 to $300 a month, you're going to move a lot quicker and need a lot less extra copying and pasting, but nonetheless, you can transform your business in one month, your most important procedure in under a month to the point where you go from kind of an average rating on a net promoter's score to an advocate just from someone interacting with you, whether they bought something off your soul, something with your not. So if we're looking at, okay, we'll build what would be kind of your, because you've built these systems out in your business already this operating system, we would be a good first step from an area that they should be. Obviously, they should do their entire business, but where do you see the best ROI, like they should be really focusing on? Is it the customer experience side of things? Have you got any examples on what you have done with in your organizations that have really moved the needle? Yeah, sure, sure, heavy too. And look, the thing with systems is they're never complete, right? You get to a milestone and then you go, what's the next constraint? What's the next most important thing? Now we'll go and build that. So I like to operate off the fear of constraints. I come from an engineering background. So like the fear of constraints is like, you know, you could just say to your business term, what's the biggest thing you're going for now that's the most valuable thing that you have chosen as your priority? Were you scaling up to help us decide that? Big rocks in the jar first. Yeah. And then what's in the way of it? And if you can figure out what's in the way of it, there's a rule that says if you can name a problem and write it down, you've half solved it. And it's kind of true. So then you can go about trying to solve that problem. But I would say the biggest problem in most practices in Australia is on particularly because we're not fully biased, age and age and age yet is how the non-paying customer is treated. Now just to be clear, we're not talking about a conflict of injury situation here. We're talking about serving the non-paying customer better. So that reduces friction, you end up with more of them that are ready to go. And let's say in a buying sense, more buyers that are ready to buy and you know exactly what they want, how much they got to spend and you've helped them on the journey. That is ultimately more valuable to the owner who is engaged you. Real like recruitment practices have been doing this the whole time, right? And the best ones in the world have a hot list of candidates all the time. Those candidates don't pay the recruiter. The client does. It is no different. But in real estate, we treat buyers and tenants like absolute cattle. So I would suggest starting there getting the customer experience right speed to lead, triage and discovery for both of those inquiry types rather than voicemail callback when it's convenient automated text and mobile email saying come to the open house, this is the price guide. You can actually investigate with a buyer where they're at, how long they've been looking, where they come from, they'll give you their address if you have a good conversation with them. They'll tell you if they want to hold that as an investment or sell it or if they're actually renting and ready to buy, you can help them on the help them on the finance journey. Now this all just comes back to good systems and the AI speeds that up so much. Then you can go to voice AI for your inbound inquiries on a low risk inquiry type like we've just done. We've just done voice AI for inbound triaging on leasing inquiries. We could get 150 inquiries on one property, even if everything's on the website because they send through portals a lot of the time. They can't really link away and get all the information. So they make a phone call saying, what do I do next? What I do next? Can I have information? Can I do this? Can I do that? 150 inquiries is not practical to handle on every property you're leasing. It's just there's just not enough margin in it. There's not even enough gross revenue in it and you take a senior property manager off the table to do one problem solving today. That's a whole week's management phase, not just the profit, the whole week's. So if we want to actually get to a point where we can provide brilliant service, we need to use automation so that our humans can be of more value when they are interacting. Mace complete sense. So you're building out this, have you built it already? What's the current state of the voice AI for handling inquiries on rental properties? Is it inbound calling? And then what's the capabilities? Because there'll be a lot of people listening, Mark, who are anywhere near over as much as you are and maybe they've tried voice AI a year ago and they go, the delays too long, it's not real, it's not a professional approach. Where are we at now in AI in February 2026? What kind of level of service and quality can we get from voice AI now? Yeah, well, I've done a lot of the heavy lifting for our viewers who listen to this here and there are other platforms out there that I got involved in voice AI in 2022 when it was first coming out and it was it was far too rough. It was a massive reputation or risk and I've dealt with enough headwinds as it is when we're trying to do customer first systems and competitors, you know, try and make it look bad. So I thought we're just not going to go down that path, we'll keep focusing on system build and I just went deep on system build. But now I'm working directly with the developers of a platform called VOCO AI, VOQO and we've got our leasing receptionist live now. I don't even mind, you know, it's never perfect, right? But compare it to what it's like when you ring an agency any time of the day, let alone after hours, trying to get information on a rental property about what's available, how much rent it is, can you get an inspection time and you'd be surprised if people even know what they've got available in most agencies if they even pick up the phones. I'm happy to do a live demo with you if you like and just see where it's up to. I'll probably say this week of fine. This is live in market right now. All right, so let's do it. Before we move on with the episode, I just want to share something genuinely useful, especially if you're a real estate agent or a real estate business owner. Now after analysing over 2,000 property listing campaigns, we found something most agents miss. 20 to 30% of buyer inquiries are coming from local homeowners and around 10% of those homeowners go on to sell their own property within the next 12 months, which means your future listings are often already sitting amongst those buyer inquiries. You just don't know who they are and how to uncover those opportunities. And that's why we created the LiveAlert listing toolkit. It's a free resource we have created that will show you how to identify those homeowners, nurture them properly and ultimately convert them into future listings. You can download the toolkit by clicking the link in the show notes below or if you're on Instagram or Facebook, just comment the word toolkit and we'll send it directly to you. All right, back to the episode. Legit. You talked to us. Speaking, presence real estate's AI assistant on a recorded line. Are you calling about a rental property or would you like to leave a message for our team to get back to you? I'm calling about a rental property. May I have your name and the best contact number please? Yep, mark on 04-00-00-00. Thanks, Mark. Just to confirm your number is 04 followed by 8 zeros. Is that right? Which suburb are you interested in for a rental? Yeah, do you have anything in Cooke's Hill or someone near that? I don't have any rentals in Cooke's Hill at the moment. Would you like me to check nearby suburbs or send you a link to our rentals page? Maybe something in Newcastle or Barbiche. Do you have anything around there? I have several rentals in Newcastle and a five bedroom house in Barbiche. Would you like details on a particular suburb or property type? Yeah, maybe the five bedroom house in Barbiche. It has five bedrooms, four bathrooms, two car spaces and the rent is $1,750 per week. What would you like to know about it? Okay, yeah, I won't deny inspect that one. The inspection is on Saturday, 28th of February, 2026 from 1130 in the morning to 1145 in the morning. Would you like to know anything else about this property? Can you send me some details on that one, please? Sure. Could you provide a mobile number where I can send the property details and link? Yeah, the one I gave you before. Thanks, mate. Now, that might be because I didn't send the right mobile number. That's the kind of glitchy that you will get with it, but it's already got my number anyway. But do you see the conversation that I'm having there? How does that compare to what you would see in a normal real estate receptionist if you're calling them any time of day? We can call this guy 24/7. Yeah. And the level of knowledge that he's got, it knows every, as soon as a property comes on, it has that constant knowledge, doesn't it? So, yeah, so it's got a live update of everything we've got and I've loaded in five local government areas of suburbs and I've done the fanatics of how they all sound with different accents as well. I deliberately use one of the top ones with Cooke's Hill because I might have a little bit of a list, but sometimes it sounds like I'm saying Cooke's Bill, but turns out we don't have any properties in that area at the moment anyway, so he didn't even need to correct me on that. I said, Newcastle, what do you have nearby? He's gone straight to adjacent suburbs. Barbeach is in for those who don't know. It's a prestige suburb right on the coastline of Newcastle and it's the same postcode as Newcastle City. So, it is immediately next to it. He's giving me the inspection details. I've got a link that would have already been sent through to me that I can book, ask more questions of the team. That's just come through right then. So, and that takes me through to the rentals page, so I can make applications. It tells them that they can make an application using the free options with the apps that we've got there. And so, I know that's a step up from what we were already providing. We had full-time receptionists and every day stuff was overflowing. People were calling sales number trying to get through asking questions that are mostly on the website that this guy can now answer. Yeah. And is this like people are actually calling this right now or not? Yeah, that's our main leasing line now. So, I just give it my not my real number just then, which is probably thrown in a little bit. And that's actually a good bit of feedback. The developers will get that note. I'll get that note. I've got a dashboard. We've got five people in our team working on it. We're full-time minding it. It can be handed off to a main line or another department. And our next move from here is to take this agent voicemail. Because we know that agents suggest returning calls all day. If you actually look at how a productive agent is in a day, actually strategizing on a deal, moving something forward, providing true value, it is such a fraction of what you would think it is. Because most of the time, it's just handling calls getting back to people and the conversations are condensed that much. You can't get into someone's psychology and understand what's important to them in three minutes. You just can't. You can prospect in that time and land yourself an opportunity for a future combo. But they're going from first inquiry to slam dunk. You need to buy it. You need to make an offer like the total interaction time advisors are so limited. You take away the hack work of this and helping triage. That can be handed off at any time. That is going to put so much more value back in the agent's lives because we can't get more time. We can get more money. We can get more team members, but we can't get more time. So this is where the CX obsessed value that we have in our business absolutely stands at the top. And I think that as you take this over, we can go multilingual. We can do all kinds of things. But you've still got to be minding the process. I'm about 90 hours into that build now. But it won't take anyone anywhere near 90 hours. So they could start with vocals straight away and all the stuff I've been feeding them. Thank you. can apply to the next customer. - And so, what's been the feedback from people that have been calling this and using it? Have you had any feedback from those people and like, is it all being pretty positive? - It's been overwhelmingly positive. We were actually ready for some complaints. We were like, there are people who say, like, "You value our answers, you're fine, I'm not gonna deal with your company." You don't have to. You can write an email, you can fill out a form, you can ask to speak to a human, or you can just go and talk to a competitor about a property that we don't have. Maybe you don't like our property either, but they're not gonna answer your call 24/7. They're not gonna have that level of knowledge available without hang on, go on hold, hang on, I've got another call coming in, hang on, just jump on the website, look, it's all on domain, just go and check it out, see you at the open. There's no ability to problem solve, and this just gets better all the time. So we hear the voice recordings, we get a transcription, we transparently say it's being recorded. You know, like I just see zero downside in this model, and we're not gonna take it to sales inquiries, coming into the main line, 'cause we have a phone answering service for our team already, and that's already a massive value that our team get back. Our agents perform about 300% better than the average, and a large part of it is how much work we take off them and increase the service proposition. But when you look at it from a tenant point of view, it's already such a poor service that even stepping it up a 10% will be well rewarded. So we're getting very positive ratings. The next thing that we'll be doing is actually going to the people that seem really impressed, offering them to give us a Google review, and you can imagine how quick that flywheel can spend. Some of them will be low, but that's how reviews work. - Yeah, yeah. And so, so I feel, I think like, this is the future for sure. Like anyone who doesn't think this, I don't think there's probably many people that actually would disagree with that. Like, this is the way things are going. Now, when you mention that the start, there's certain tools that agents should be using. And you know, you said it's maybe beneficial to pay for the pro, just you get so much more out of it. What kind of tools should, if someone's just kind of getting started with this, what type of AI tools should agents or real estate business owners be using and playing around with to try and start building that operating system for their own business? - Okay, and you get a couple of-- - And I guess I'm just looking at those big rocks that you said, I love that analogy of, focus on the biggest constraints within the business, focus on dealing with those constraints first. So yeah, what would be your thoughts on tools? - Yeah, most people are looking for the quick hack, the quick kind of like, you know, say, a book aid or what, what quick script or quick line, but they're not big rocks, they're pebbles, they're tactics, right, that's not a strategy. A strategy comes first and a strategy is iterative over time, but it's generally heading in the right direction. I'll give you some large language models, LLMs, that are definitely worth having available to you and going for at least the first tier up in payment, if not the max. Just depends how serious you are of what your budget is. Now most people are aware of open AI's chat GBT. That is not where I recommend starting, when you are trying to really go to the next step. So most people got that on their phone already, and then mucking around with it, you know, they're asking you to draft emails and copyrighting, but the thing about chat GBT is that, it is designed to suck up to you. It doesn't challenge your ideas, and it doesn't really give you published finish work. And I've been at it since the month at launch in 2022 in November, right? So I can tell you, I've been on the max model, since the max model was available. I get all their experimental stuff sent to me. I'm on a lot of their experimental tools, and I also plug into their API so that you can get direct access to their tokens. So I'm going to just done the language down a little bit, not for dumb people, but just simplified here. That the interface is you're working with our apps, and they're all working off tokens, right? So the tokens are basically how much horsepower the AI needs to work. But they still go through a set of system instructions that have been designed by the developers themselves. And those system instructions have instructions, have specialties. So I'm going to suggest if you want to do published work, like really good published work, like documents, systems, brilliant copy on your website, amazing email sequences that are going to actually convert and speak in the voice that matters to you. That I believe Claude is the best LLM on the market, large language model on the market. It's by anthropic. And I've been on the Claude max since it's been available. No, not since it's been available. I went on to Claude max when I started becoming disappointed with the accuracy of Chattee BT, and how much it was giving me hallucinations, even though I cross checked its work over and over again. So the thing about Claude that will frustrate people is that the voice interface isn't as good as Chattee BT. Chattee BT has a long form voice interface where you can speak in and it records up to 10 minutes of prompt and you can put it in. Whereas Claude, it's much slower dictation. It's much more like using Google or Siri or something like that. It's not as bad a Siri. But there's a work around for that. And it's another app that I recommend everyone get because it works across every app on your phone and your desktop seamlessly. And it's called Whisper W H I S P R flow, Whisper Flow. It uses very similar technology as Chattee BT's voice interface. But it allows you to reply to your emails in verbal and it writes them beautifully in front of you and then you can correct them and you can have it in your sound. Now, if anyone wants after this, you can put a link in there and I can get them a code that'll just give them a month of the pro version for free. If they try it on their own, they'll probably get a week or two for free. But like, it's just a thing like PayPal had early on where users can share a code with other people. So I'm not getting paid by them. I get something for free as well when I do it, but I'm not getting paid. It'll just get you the right product. So Whisper Flow and Clawed are brilliant for all those things that I just mentioned. If you want to improve your systems in your business, which includes if you're an agent or a leasing person or a property manager, then I recommend using long form voice notes on your iPhone or on your Android if you use an Android. And the long form voice notes are basically, they can run to hours at a time, but they all have a transcription in there now. And that is AI doing that in the background. Apple in particular are very good at native tools that come on your phone. That's free. So you do a long phone voice note, you hit Copy Transcript and you paste it into Clawed and you give it instructions on what you want to do. If you're on one of the higher programs, you can set up projects that have custom instructions for each project. So let's just say you wanted to improve the way that you dealt with a first point of inquiry for buying or a first point of inquiry for potential sellers. And you set up a project with that and you just say, hey, I really want to improve my first point of inquiry for buying or first point of inquiry for potential sellers. You might have some literature that you listen to. Alex O'Mozzi, Alan Deb, Joey Coleman, Neville Loozer customer again. And you say, I want to operate it at least these standards. I want you to work me through the triage discovery process, how we can set them on the right pathway, how we can uncover if they've got a home to sell and if they would like us to look at that or if they'd like us to look at the investment side, get clear on their brief, see if they need finance, start it up, it up. Now, that it will teach you how to put custom instructions in the project and then everything you are putting in there from then on will be related to that. So that is just a no brainer off the cuff. The other one is to do it interpersonal reactions, interpersonal relations. And that is people that you are going to recruit, people you're going to have a meeting with internally, people that you are going to, going to a pitch conversation with or a negotiation, well, you just want to understand someone better. Even before I had this conversation with you Ben, I used complexity AI. Now, complexity is like an aggregator of all the other AI's. You've heard of complexity? - Yeah, I'm using it right now on my other computer. - Yes, yes. So complexity is an aggregator of others. And it's brilliant. It's a research assistant is the way that most people would describe it. But it works in live real time. So it's not just looking at historic data, like a lot of the large language models have up to a certain point is working off a memory. It's working off real time stuff. And so it's sort of doing a contextual search of everything available online. Plus, it can use any of the large language models. And it manages how it uses its tokens in the background. So complexity pros are only about $50 Australian a month. Whatever that works out to a New Zealand dollars, probably 75 or something, and maybe 60 or whatever. And then you're basically, you say, I'm going into a meeting with Ben Hawke and it's part of this podcast. I want to know what's important to his audience. I want to know what's going to be valuable to his audience. I want to know how I should communicate and what level of detail if the audience wants to hear detail or if they just want to hear global statements and headlines. I want to know what's important to Ben. I want to know what he's like. What personality profile he has. And so when you do all that stuff, it'll come back. He's probably just on the disk analysis. He's related to these people. You can ask it to scrape everything social, everything that you stand for. It's so useful. And it's done in seconds. People wouldn't be able to ring around and get this kind of information without spending four or five hours in a lot of cases. And ringing people that won't actually give you the info anyway, 'cause they think they're breaching some privacy. But it's all publicly available. It just takes a long time to find. So there's some tools right now that people can use today. - So, perplexity is great for that market research. Real-time market research. And like you said, and that's, I know comment is like a browser that will do actions. This is different to comment, isn't it? Perplexity is more like a-- - Comment is the browser that perplexity has created. So that it can do agentic functions for you after you prompt inside perplexity, yes. - Yep. Gotcha. it's I'm gonna stop. applying some of that. How are you guys using AI in terms of taking like it's reading the transcripts from your meeting notes, maybe someone's gone to a listing presentation and they've got to head you mind if we record this or like are you bringing all this data together to analyze how things are going. Are you guys at that point? Are you doing things like that? I think it's so valuable to record meetings full stop. Record meetings and phone calls with consent, right? Just be really clear, do not creep this shit. If they don't want to be recorded, don't record them, but make a point of taking notes during it. That's how lawyers use to operate. That's how doctors use to operate, and that's how misdiagnosis and fail law cases happen all the time. Because people are interpreting with their own brain, they're listening and thinking to part of what you say, but they've also got a kid that's in hospital at the moment or a house that's about to go on a hammer on Saturday. Humans just don't retain everything first time. So I recommend using a technique like doctors do. They use like mehribs. Just say, hey, I use a scribe just like the doctors do here so I can tune into the conversation better and I'll have better summaries afterwards. So that okay with you, right? Say the same thing on the phone and get lots and lots of transcripts. You will very quickly be able to analyze what's not working well by putting that into Claude and asking it to act as the highest level of sales expert that you know that you want to be critiqued by. We use Fathom on all of our meetings because it works across Zoom or works across Teams, it works across Google Hangouts and any of the other forms of video meetings. So Fathom also has some breakdown summaries at the end. You can have a general summary which gives you an overview of the meeting and it's quite good. You can have a project update summary. You can actually have a critique in sales context. It's bent and a couple of other sales methods in there. We'll tell you who the likely decision maker is here and who's the blocker and how you need to address that. Now they integrate with the CRM. We have HubSpot integrated with our PropTech CRM which is Rex CRM. That's been quite a job. It's not an easy job but it's been a worthwhile job and we're just starting to get the horsepower out of that now. But even if you just copy and paste that transcript back into Claude by Anthropic, I will chat to BT if you're already using it. I'm not hating on chat to BT like I said I still use it. I've got more stuff in there than anything else. But I'm slowly moving away from that. It is just going to help you so much advance and figure out what problems are to be solved. So can you sit up an automation that when it's recorded and offend them automatically feeds it through to Claude automatically and builds a knowledge base on all of all the transcripts that you can then can you do that now? Absolutely. It depends how advanced you want to get with this conversation. But like the early stage level of that is see what integrations are already available through for them. I know they integrate with HubSpot and Salesforce but the PropTech CRM is a pretty small fish in the world of big international integrated apps with Zoom. So what you do then is you use connectors like Zapier or Zapier or some people call it or Make. So they're just middlewares. But if you use another AI product, so Claude co-work and the Claude Connectors marketplace allows you to do this co-work is like a full on a genetic assistant that carries out instructions. You're prompting Claude and then co-work does routine and automated things. That would be very simple to set up in there for someone who is just willing to go in and do it. It's not you don't have to be super technical. You've just got to be willing to ask and let it step you through it. It's like having the ultimate IT team with you and they've almost got their fingers on your mouse. Manus is another one that's very approachable and does authentic functions. It's just been bought by Meta and Manus is very approachable, very easy interface. Meta's bought Manus. Interesting. I thought Manus was a Chinese company. Is that is that is that I miss or are they correct or well yeah Chinese company well Chinese founders but yeah like I think it makes total sense in what Manus trying to achieve like that. They're trying to be an AI company and it's just so simple. It's interface is so simple and now it integrates like you can go straight in and you can analyze all of your Meta account using Manus and it can tell you what you can be doing better. You can set up dashboards with Manus. You can you can build a website in minutes with Manus. You can build a website in minutes with Claude as well and if you really want to build a website that you get a proof of very quickly use gamma AI. I use gamma for all my lead magnets. I use it for my presentations. I use it to take 110 page documents and then put them into a 10 page slide that I can speak to the company about in one hour like I did with our employees share ownership plan recently and otherwise I just would have been talking too much. They would have had their head spinning and I would have walked away exhausted and so would of day. Hey if you're getting value from this conversation and you're the type of person who doesn't want to listen to good ideas but you actually want to implement them. We've built something for you. Every podcast we record we pull out the key strategies and turn them into done for your action plans, scripts and templates. So instead of frantically scribbling notes or telling yourself I'll come back to that later and never doing it we're giving you the actual tools to go and implement what you're hearing right now. You can find all of this inside the real growth listing lab, every guest, every episode, every strategy turned into something you can use to start growing your business tomorrow. Just click the link in the show notes and you'll only take 10 seconds. Right, let's get back into it. I think maybe we're going into too much detail for most of the people listening about I'm loving hearing what you're currently doing. If we look at, if we're talking to the business owners right now and they're like, okay, we're going to be introducing AI. We're going to be more and more into our business. I think one of the things that you've got more experience in their most other business owners is like, how do you introduce AI to the team? What's the right way to get buy in from the team that you're doing? How do you upscale the team? Have you had any challenges around that? How would you suggest introducing AI? So it's getting uptake from within the organisation. Introducing AI to the team is still a process. There's still a gradient of uptake and even in my business, I'm at the lead of it because I'm the founder, I have to be out in front. I'm building the operating system but I've got a CEO Nicole Kelly, she's amazing, been in the game 20 plus years. So there's a gradient from me as the founder through to the last person to implement. I've got an agent that's been with us almost 10 years, top selling agent like well over a million dollars in commission, unbelievable and didn't have chat to your BT on his phone as recently as one month ago. Does now and perplexity now. So this goes out to principles and employees of businesses. The best thing to do is get something that they can get benefit from instantly. So I would say the very first benefit that you can get without having to do much setting up is going to be something like perplexity because it uses all the other AI's and you can use it to get real insights immediately. Same with your fathom recordings and even if you just take your phone in your iPhone and put a voice note on during a meeting and get consent, when you come away with that transcript and put it into any one of your favorite large language models. Claude, Groc, Chat GBT, perplexity and just say, how did this go? Give me a summary. Where could have I done better? I didn't sign it on the spot. What do I need to do next? It's going to give you that. So the research of client interactions is just a no brainer, not even if there existing clientele on your rent role. For example, landlords, if you're going to pitch on something, if you're going to recruit someone, perplexity is going to get you so quick and it's $50 a month. The free one will still give you a number of searches before they ask you to pay. So voice notes, combined with a large language model or perplexity just for those interactions, once someone's seen the power of one thing, they're like, okay, what else do I need to know? The other most actionable thing I can suggest is just after hours, just jump on to YouTube and just search up AI for beginners or if you're a bit more advanced, AI update. And just be a cross. It's quite entertaining to watch. I follow a guy called Matt Wolf. I really like him, but there's so many others. It's not even worth talking about how many there is. Dan might tell us some good stuff as well. And you just watch it and just see what's possible. And if you're not sure and you don't get time for that, even though you can do it on your couch, it's very passive. Just go to the LLM in your phone, like, like, Lord, and just say, hey, I'm in this role. I'm doing these things. These are things I think I'm good at. These are things I'm not so sure about. What can I do to improve my life today in business or in person life? And just get a bunch of answers and then pick one and just go down it. You want the most actionable thing that you can achieve straight away. So you start to feel that difference. And I think that's it's probably my key takeaway is from what you're saying is, and probably it should be a key takeaway for people listening. It's like, you get so overwhelmed of, like, oh my gosh, I could do everything. I could do anything. And then how do I do it? I'm not technical, but like you just said, just talk to the, talk to the large language model, like publicity or claw. And it will step you through the process step by step. Correct? Like it's going to walk you through the process. So if you don't even know how to create a prompt or know what the first steps are, it will tell you what to do anyway. So as long as you ask the questions, it will give you the answers. Is that, would that be a fear statement? Just just start and just start talking to it. Absolutely. If you start asking any AI questions on how you can do your job better or how you can use that AI tool better, you will get the answers and you'll get you there really quickly. You've just got to open it up and start. Yeah, I think that's a great, great takeaway and just a couple more questions for that. Mark, this has been absolutely amazing. I've made so many notes and I'm like, geez, this is kind of popping it on the right direction as well, but like, if you want a future proof and agent for the AI era that we're going into right now, what skills and behaviors, I guess what skills and behaviors should they double down all and how should they think about staying relevant in this AI era? Like, what should they just be focusing on and what should they just go? I'm just going to pass this on to AI. Okay, well, the first thing I think is to be an eternal student like for so many years, agents, principals, anyone in an industry where there's a lot of IP exchange have gate kept their IP because it was a weapon or a tool and it was the reason that they got a reputation right and the reputation often came from over and over and over again success, which has been from sold signs in a market or court cases one or colleagues referring each other as doctors in specialty world, whatever that may be. But now the customer, the consumer, has access to all the information that I just spoke about and they're using that to search. So it's using totally different terms. So it might last you a little bit longer to have this reputation and people might say, AI will never replace this thing. But then three months later, it's replacing that thing and it's doing it better. Right? So it's not going to replace people that are willing to figure out how they can be of higher value. If you look at your value equation, there's probably 10 to 30% of your day where you're doing stuff only you can do and the rest of it could already be delegated to someone else. If you had the time to train someone, time to hire someone, the patience to deal with all the HR and that that goes with it. A gentle guy is already doing better at that in so many industries like in surgeries, in research, all the things that we've already talked about including real estate. So I would say staying curious is a huge part of it. The second thing I would say is that for a long time agents have thought about marketing in terms of broadcast marketing like success marketing and that's been heavily driven by franchise groups that had a brand perception that was very strong leading up into the early 2000s. It started weakening when independence came about after the internet and in the rise of personal brands in agents, a lot of the personal brands in agents are still just beautiful properties they're walking through with look at my house successful I am and it's not taking anything away from them. It's worked for them to a point but it's not a repeatable formula for everyone and people are getting a bit over it. But the personal brand in real estate is really communicating who you are, what you're about and how you do business. But if you don't have a truly unique and separable way of doing business and all you're doing is broadcasting what you do in success then you actually become nothing to nobody. So instead of just spending so much money on the videos and the letterbox drops and the offline print media and the billboards just take a little bit of that and put it into getting better at this stuff but if you are a really busy technician you might think I don't have time for that. So you hire what I call, well David Jennings calls a systems champion and you can find these people anywhere. If you work with someone like Lee in marketing they'll actually help you hire them or David Jennings they'll help you hire this person. They know you had a run job at its for them and these people can be contractors they don't have to work 24/7 they don't have to work full-time wages and they can actually finish up an assignment and go if you're not getting value and it's not working out and a systems champion can come in and help you move the ball forward to world-leading standards that customers and consumers actually want and over a very short period of time I'm talking weeks not months not years definitely faster than you will get benefit from letterbox drops or blunt sort of brand advertising you can't compete with global brands in brand advertising you're just getting top of mind awareness but it doesn't have a direct route to an outcome at all. If you get your systems right if you get your ideal client profile right you get your one-page marketing plan right and you figure out how to find those people and what they want to hear from you and how you get your voice out there whatever that looks like a systems champion and a good system that's already working like lean marketing or systemology they will get you to that point then you can look at things like the voice AI agent with VOCO I'm happy to you know get you some links to these guys if you want because I've done a lot of research and then there'll be only ones out there there's others out there I've just I went fairly far on the research I'm very satisfied with who we've got but it's an ever-evolving landscape so putting a little bit of time to it be an eternal student and not assuming not bad mouthing it just learning what's possible using the tools daily to improve your own life asking lots of questions and then taking a little bit of your blunt brand style media spend or your PA prospect the spend which is changing too I've just put it towards a systems champion it's going to get your your systems right and a marketing group that's going to get your marketing right even with the free tools they offer that is going to take you so far above where you are now you won't even know your business it can be quite humbling to see how shit we are before we start this process but I say that affectionately because I say that about our own business and my own self I think we've got a long way to go but if you look at how far others are trying to go they're not trying it all they're doing the same playbook they were doing 10 years ago the principal at night work for a couple of lead agents of my work for there's a trail of destruction behind them that they don't know about because they're not listening if you just change your mindset and start listening to where the customers want to go you're not going to be disrupted you're going to be part of the change the transformation and you can actually create sustainability in your interest and your business in your industry and your business I love it and those books again that you that you mentioned so you got Ellen did the one page marketing plan and then what were the other other books that you hardly suggested that you can do so Ellen Debs one page marketing plan leads into lean marketing you could just go straight to lean marketing and you could all that up like you could just type that in online and he's got like AI tools that you can start doing this yourself even without paint that is just gold right David Jennings is J-E-Y J-E-N-Y-N-S for David Jennings and he is Systemology and Systems Champion systems champion he's he's more recent book that's the one you go to they've got a very similar practice Vocal AI is VOQO whisper is WHISP R slow I've already talked about the the language models to use at that side of things but I think that gets people off to a really great start the other things I've already talked about that they are how to guide so you could start on that straight away and if you follow my YouTube channel I do deep dives on there all the time so that's just Mark Kentwell on YouTube my podcast is called slow zone awesome and just just the final if people listen to this episode only remembered one thing from today what would you want them to take away from today's episode well I mean give me one tool or one kind of message for them one message to take away one message to take away and you you've probably already mentioned it but that this is a final kind of closer yeah so you've just got to be curious ask questions and use it it's kind of one thing right it's one thing it's the eternal student mindset we are at the tip of an iceberg here like I'm a drop in the ocean in the AI world I'm just one of the only real estate founders I know I'm probably one of the only founders I know with a size business that we've got we're sort of circa 15 mill at the moment but our road maps to 250 it's not an easy ride we're in the messy middle right now there's a lot of headwinds when you're doing something new and different but I feel so convicted on this I've got scaling up advisors all around us and I still am an eternal student on this you've just got to ask ask lots of questions and use it and if you stay curious you'd be blown away it can transform every party of life not just your business before we finish here are two simple actions you can take following today's episode first if you're a real estate agent focused on growing your real estate business and you just like some clear guidance on what marketing and prospecting systems you should be focusing on so you can list more properties make more money and ultimately build a sustainable long-term real estate business simply click the link in the show notes and book a marketing road map call with either myself or the team or alternatively if you're happy with the income you're making please just hit the share button and share this episode with an agent in your office who might benefit from hearing it anyway guys thanks for listening I appreciate your support and I'll see you on the next episode.