This Free AI Coaches Your Cold Calls in Real Time

Most agents would do almost anything to avoid picking up the phone. Today's guest built an AI that lets you blow through 10 cold calls before lunch. People in the business for 20 years are still scared to pick up a phone and call. You can't get better unless you're taking action. Just going to pop for a second and say, "Man, you're just like pushing me for that appointment. You don't even ask me why I'm selling. What's my motivation?" One word for how AI makes you feel about the next 5 years.

It is definitely replacing the way how you practice real estate versus displacing yourself. And what's the worst that can happen? They hang up. As long as you're not talking to other side, you don't know what you're going to get back. One of the quotes used to say, "The learning is is in doing." Most agents would do almost anything to avoid picking up the phone. Today's guest built an AI that lets you blow through 10 cold calls before lunch. Welcome to the AI Agent Advantage. I'm Jay Man, and this episode is brought to you by our founding partners, Wise Agent, Subhi, and The CE Shop.

They believe in what we're doing here, and they have everything in our corner. AI is not replacing you, but the agent who uses it will. This is AI Agent Advantage. One expert, one tool, one thing you can implement today with your host, Jay Man. When a feeling is got a leads number pulled up, you look at it. You rehearse it in mind and you had 10 times and you still don't hit the dial button. Yeah, today we're going to fix that. One expert, one tool, one thing you can use before your next client.

Today I'm sitting down with Ken Courville, a licensed New York agent who's helped over 100 families, runs a VA company on the side, and is now building AI tools for agents. And the tool we're breaking down today is RE Pro Coach, also known as the Real Estate Pro Coach. So, if you've ever frozen up on a call or before the call has even happened, you're going to want this one. Ken, welcome to the AI Agent Advantage. Thank you, Jay Man. Thanks for having me. Glad you could make it.

So, tell us uh the two man version, how does a fix and flip guy who built a real estate based business end up building AI? So, [clears throat] in 2016, uh I you know, first of all trying to be a car salesman and try to interview at the CarMax, uh didn't get picked out. Then I was kind of frustrated and you know, like I don't I I just want to be in the sales cuz I was being uh my college degree is a business and accounting minor, so I want to do something and start myself cuz I'm I just don't want to be work for

someone in our 295. That's not my thing. So, the second thing I can think of is like, okay, let me get into real estate, you know, fix and flip, start wholesaling, works great. And also, on side I was doing a fix and flip once, you know, year and there. And I continued that for a couple years. Yeah. And the one thing that I always used to do is like report building for what I do. I love report building cuz that's kind of your proof of concept to present to people, hey, this is what I've been doing and this is what I've done, right?

That really helped me to be proactive in social media and I have sold uh multiple of my flip directly people to my community or someone who is following me or friends within within my social media. So, when I decide to get a license in 2019, all of the people like, that's the same guy who fix and flip the house. So, who knows about the house better than someone who is already flipping a house, right? Yeah. Is harder to know about the house than just having a 75 hours course that theory not going to be as much as concrete foundation than you have hands on it

and know the ins and outs of the house. That got me really picked up and my phone started blowing up right after I get my license and first year I closed 20 transactions. So 20 transactions your first year you had that in-depth knowledge already from the fix and flip business. So the business I get it that you have like you better represent a buyer than somebody who's bought, rehabbed, knows where the deal is, knows what sells if you're a seller. So then that 20 transactions did that kind of bring you into like hey, I only have so much time, right?

There has to be a better way. Is that what brought you into the AI world? Not actually. Well, that was like 2020 where AIs were not even exist I guess, right? The AI boom was like 2022, 2023 where I was after like, you know, I I did great in 2020, 2021 the COVID hits and, you know, market jeopardized. The COVID years. Yeah, I know. And after that like I I was like became a salesperson, accidentally became an agent. My only reason I getting a license was I don't I'm not paying someone to sell my house when I flip it and I also can keep that

3% in my pocket when I buy it, right? So what happened? You were like I got my license. I'm tired of paying these agents and I can finally do it. So I accidentally became an agent but with the experience of flipping homes, right? Uh then my business kind of slow down in 2022 and for for the first 6 months I only have like three closings. And I was doing it full time. Then at that time I ended up hiring a coach who teaches me cold calling and I took 17 listing in 6 months and sold everything.

17 listings. So what were you cold calling? Just Were you calling farms, fizbos, expireds? Like what what was your what was your list? My first fist ball expires for rain by owner and also I was to do a circle prospecting for all of my listing and I was door knocking and you know at least entire street or if it's like a longest street then at least like you know 10 on the right 10 on the left and like 20 on front and I'm like door knocking all of these people inviting to the open house doing a 30 minutes exclusive to the neighborhood only and then

do the public open house I I did that and I was able to scale it and afterward um you know right after market suddenly disappear all the expires and fist balls cuz everything was selling The drug expires yeah So I kind of like twist my business into you know focusing on more referral social media presence and stuff and doing a massive marketing for all of my listing put like you know at least $1,000 to like $1,500 on the staging the professional video running like ad for every listing and I I build the social presence where I started getting more business too and the thought of

like building the AI agents that I'm building right now it is still in the beta testing is when I you know had like two three years of gap cold calling and I wouldn't like try to go back to join the same coaching call I paid 3,000 in 2020 in the 2021 Yeah it's like 12 grand right now and I shop around and like okay I finally find one for 3,500 for like one year and what I able to do like you know still there is less expires in our market and less fist balls I was just winning like one or two listing still paying for

what I invested on my coaching stuff Yeah there's less prospects and so I can get them faster because there's less expires and less best for sale by owner That is that's different in other market. And the concept of building this AI is if I can able to build something and if this AI able [clears throat] to coach the agents cuz not everybody afford to pay $5,000, $10,000 for coaching program. Right. So, my goal for this is, you know, this AI is to make it as affordable as possible.

Provide them the script, provide them the direct objection. So, there is a different thing I can, you know, I can show down the road what it's capable of. And what we are still better testing that's not completely uh published yet is I'm also building within this it can hear you when you're dialing and talking to the prospect and it will listen to you and it will help you. On the screen, you can like put a loudspeaker, put it in front of your computer, run this AI, call the prospect, and it's going to hear the conversation and it's going to help you, Cam.

Response like this. This is how you handle this objection. Tell this. Tell this. Okay, so I guess that that was my first question. So, I'm I'm planning English with the the Real Pro Coach does, Real Estate Pro Coach actually does is it's your AI coach for calls. It doesn't have to be cold calls necessarily, right? It could be like I'm calling my sphere and I suck at it. Help me with that, right? It could be anybody, any kind of calls that you're going to be making.

It can listen. It can play any part of that. Whether you're making an active call or is the client or you are the client, it's the agent. Like uh who Tell us a little bit more exactly like all the use cases. So, it's uh so far what I have built cuz I can add as much as layer as possible based on who did what. And the first thing is hard to build is AI talking to you the way you want it and how it can able to solve the problem.

Which I already able to build it. And the next step would be refining this. So far I just not targeting a lot of stuff in new existing market cuz there is still, you know, if you want to cold call, take your own risks and, you know, know all of the TCP rules and everything. Uh but I'm like thinking of general US market. So this product can be used by every team, you know, team members, broker, anybody else all through the US. That's the target was. That's why now I build base in calling a fist ball, expires, and the for for sale by for rent by

owner, uh forbo. Forbo, yeah. But we can I have already feed all the script from my two of the coaching, uh Tom Ferry coaching, and like I give literally five different coachings a script get this together make as powerful as possible. And my own script combination of this, so it can able to handle any situation. So it's training an existing knowledge base that we know has been proven by renowned coaches. And then you're giving it even more data as time goes by and more people use it.

I think Yeah, and so then because we we both know we've talked to some agents where they're like no matter what, they will never call. They will never make a a cold call, let's say that. They will will call their sphere. And then we also have agents that will call their sphere all day long. But will never call a fist ball or expired. So regardless of any what what side of whether it's a warm call or it's a cold call, uh they would be an ideal user, but would it be brand new agents, seasoned agents, teams, brokerages, all of It would be useful for any

of the people who are scared of picking up the phone and dialing. This AI is built to help the new agents, even like even experienced agents, people in the business for 20 years are still scared, you know, scared to pick up a phone and call. And a lot of the new agents are relying on social media and they think like, "Okay, at the end of the day, even cuz I do get a, you know, lead from social media. I need to freaking pick up the phone and dial before I get qualified that lead.

So, this is the basic need. If you want to be the agents or being any kind of real estate related profession, you need to pick your phone and dial. Yeah. I just want to simplify this. And people who are scared, okay, so what I'm going to hear from other side cuz that's the biggest problem. What people doesn't know is as long as you're not talking to other side, you don't know what you're going to get back. But once you face it, then you're just going to train yourself how to respond to it.

It's all about, you know, my one of the coaches used to say, "The learning is is in doing." Learning through action. Right? The main concept of this AI would be help them cuz there is actual person which is AI talking to them, throwing the objection exactly like the owner. And let's say you don't know what to say, right? You don't have a script, you don't know what to say. You can just switch it. Hey, I'm going to be a homeowner. Can you be a agents and handle me how I do the objections.

And it will throw the, you know, it will help you to role play and the AI going to be like a agents and handle the objection. So, that was going to be my next question. It's what does it solve that practicing with a script or with a colleague doesn't? Exactly. Like why is it better than practicing by myself or with somebody else? Is the efficiency cuz I have been part of the lot of the group who wanted to practice role play, right? Yep. And the next thing you know is like either they're not answering your call or they're not available or they show up for

2 days and like you don't know where they went. It's always there. It's always there. And let's say you're driving to the appointment and it's like 30-minutes drive. You're going to listen to Joe. You have no clients to talk with and no agents to talk and negotiate with. Now you have 30-minutes time you can practice. So you can practice anytime you need cuz it's on your hand. Which is more effective than waiting for someone to pick your actual call to role play with you. So walking through it, I'm on my way home, I'm driving, I'm like, "Ooh, I'm going to role play with my listing

today." And I'm going to say, "Okay, uh this listing appointment was a potential is a referral from a friend of mine. Here are some of the objections I think might come up, but you come up with any other objections that I haven't thought of." And then you just kind of have a conversation while you're driving. So you're Mhm. prepared for when you get there. So as soon as like you log in, right? [clears throat] You can just tap start the conversation. You can either pick the specific I want to do a role play on Fizbo, expires, realtor, or you can just tap it to start

conversation. It's going to greet you. "Hey Jay man, welcome back." Yeah. Give me a scenario or just say ring ring and we can have a conversation. So if you doesn't want to do the Fizbo, expires, or anything else, you can just say, "Hey, uh I'm getting this objection. Can can you help me to be better at it and how to respond to it?" And you can tell either "Be the agent and I will give you objection." Or like, "Hey, uh be the you know, be my friend and give me that objection and like see how how I'm going to be able to handle it.

So really you could set up the scenario it's funny if I was I want to be the agent because I don't really know what to say and I'm scared to be judged even though it's AI and doesn't have feelings, right? And so it's like okay, you be the agent and I'm going to be the new nasty expired listing. And then like be as mean as you want and you'll see how AI is just like diddly this handles it and whatever and then at at the end of that what happens is there like a summary or if I was the agent and they were the seller

would it say hey Jman you did pretty good but here's some things that you could do better. You can ask so when you done with the conversation just ask hey can you rate our conversation and it's going to give you the rating from 1 to 10. And also it's going to give you a life feedback how you could have done better, what you missed on, what what question you supposed to be asking you missed or didn't ask and it's going to tell you why I didn't give you an appointment so why did you were not able to close cuz you're missing XYZ.

Ah, I like that so it's not just a a laid down appointment so to speak cuz then they're just like oh you called oh sure come on over I'd love to list with you because that doesn't help any of us. It actually might say okay well no we're going to think about it or I'll get back to you or hang up on you or depending on on what it is. And then you how to convert. The crazy part is let's say you are having a conversation and you're pushing too much for the appointment it's going to pause for a second and Jman you're pushing too

much just to just to get an appointment. You didn't ask me my motivation, you didn't ask me why I'm selling for Yeah yeah I like that. We go back and like start you know re-role play on that and you get that point like it will give you if you're pushing too much, it's going to pop for a second and say, "Man, you're just like pushing me for that point. You don't even ask me why I'm selling. What's my motivation?" Get to there first. Let's replay again.

Quick shout-out to one of our founding partners, WiseAgent. If you're in real estate and you're still juggling five different tools to manage your business, do yourself a favor. WiseAgent is the all-in-one CRM that helps you manage your contacts, automate your follow-up, and actually grow your business without the tech headache. Built-in texting, email marketing, landing pages, task management, and real support from people who understand this industry. Check them out at wiseagent.com. Link in the show notes and tell them J Squared sent you. I like that a lot because so like right now if you just have done ChatGPT and did a it wouldn't have that kind

of an experience, right? You probably can ask for the feedback, but it's going to be more general feedback. But, uh the RE Pro Coach is feeding with the information. Uh you know, most of the free information, what I can able to use it or feed it, I didn't use the paid version of it cuz I'm not allowed to do that. Beside that, uh but like anything like they are they will be offering free. Like, the script, you can go to any coaching page and you can get a free script.

I just feed those script, I combine with the Claude, and I have asked Claude to hey, I want this to be together and give me X Y Z in this layout for different script. Yeah. And how I can and how it be better based on now market and how the market is heading out. So, it was refined with the proven strategy script that's fitting to it and trend based on that. Okay, so what's the learning curve if I start tomorrow and my goal is cuz cuz I think we've seen this in our markets that Rochester's different than the rest of the country.

I feel like we have such a seller's market compared to some of the areas that are softening up a bit. Mhm. And I say to myself, man, it was easy 22, 23. Like I just got listings and they sold and that's why I got my license, but now I have to have conversations about maybe reducing the price because it didn't sell. Or staying with me after an initial listing period. Um or I want to focus more on getting referrals now because I did a lot of cold calling or whatever my objective is.

Mhm. Is it easy for me to Is it just me to start talking to it and just give it my goals? And then like constant coaching throughout like on a weekly basis. Like What does the framework look like if I if I want to improve in the next 30, 60, 90 days? That is possible. Uh but I never thought on that basis. If somebody would say, "Hey, this is my goal and this is what I need help with and this I want this to be like, you know, this is where I want to be in like next 90 days." But I can definitely able to,

you know, train based on that. Uh that's the great feedback that I hear. Uh nobody tell me that, but obviously that can be done. As I as I mentioned earlier Yeah. building a AI who can have a two-way communication and understand what you're trying to say and what you want to achieve is the biggest thing you can ever build first. And then it just like refining and giving it different tasks. Okay, so, you know, let's add this leg. Uh I can even like, you know, add a different uh just like another button said, "Hey, this is going to be the random objection.

I just want to like talk to it. I do have the objection, but I don't know No. it will do what you're asking for, but it can be trained basis on that. I just got to like write a good prompt with the Claude cuz I'm most likely, you know, refining everything else. I'm asking Claude, talking to Claude and hey, "Okay, if I want to do this, write me a prompt that I can give it to where I'm building this tool and I can feed in that and that will do the back-end work.

And once I do that, my buddy will I go in and like deploy the code and I'll good to go. Yeah, and I think that's because on our show we have founders or people early on in in an AI platform that they're building. And isn't it the benefit of being involved with somebody who's in a beta testing phase? Like you want the feedback. You want somebody to test it like that and say, "You should do this. I think that would be great." And it makes it better.

You'll listen and you'll change it. Not like an established company that's been around for 10 years that has a bunch of people and it has to take a board and a committee and nothing ever really happens. Like you can make those changes quickly, right? Oh, yeah. It's just not going to be, you know, that hard cuz this is not the only project I'm working on. This is This is one project. The other project I'm doing that that's going to be a game-changing project. Uh I can quickly say what we're building, but I can't give like a lot of it.

Uh cuz we're still like working with like different developer to like building in-house AI. So, it is technically VA in front of you for very reasonable price. So, we're building a site that will replace your VA who you're paying three, four, $500. And it will do the virtual staging for you, which is already working. You can give it 10 pictures and turn these two into a cinematic video for my listing. If you don't have $500 to pay for your videographer, you can literally do that for less than a $10 cuz it's a credit base like all AI is like token base now.

Yeah, you're using a token to generate the video. And for with the monthly subscription, you're going to get certain amount of token. And also, our platform, you can either bring your own poster like a flyers or something, you know, whatever you want to post. Or the AI will generate based on who you are cuz when you sign up for the system is going to ask you which market you're from. Yeah. Which area you serve on, which zip code you serve on. And you're you're you know, everything else.

What is your expertise? It's going to get all the information and it's going to produce the information based on it. So you never have to tell I'm in Rochester. I would real broker area. It's already know and as soon as you give that and write me a prompt and you just like prompt it. So give me this. And it's going to produce that and you're going to be able to cross post to all of the social media platform. So you have a cross posting. It will write a prompt.

No, no, it will write a the social media post description and a hashtag. Post to all the social media and also it will generate the image if you want it. Which is we are still working on. It's not perfect. It's generate but it's not what we wanted. So we still training on that. Right. And you can turn the 10 pictures into a video walk through. You can do a virtual walk through. Um yeah, so virtual walk through, video walk through same thing. And virtual staging. You paying 20 to 25 dollar per picture.

You literally can able to do for like I would say based on the token what we calculating is it's going to cost you less than a dollar for one picture for the virtual staging. within our platform. So the moral of the story is stay connected to cuz there's good things on the horizon. Even better than that. Okay. So if if I have 15 minutes after this episode, I watched it. Again, we want to keep things simple because if too much then they get overwhelmed and they do nothing.

So what's the one thing they should do immediately after? I would say uh so what what we're going to do is like I need a beta tester for the RE Pro Coach. If you really going to use it, cuz if you don't, I will know and I'll kick you out. I will know, right? So like, if you really want to scale and be a better at the conversation, uh, the RE Pro Coach will able to help you to close more deals. Cuz the real estate sales is more about the communication and having a right communication.

And this will help you and we're going to give it for like 10 people, whoever reach out, sign up for free uh, for the being a part of the beta tester and like if you continuously use it and give us a feedback when we are improving this, after we start selling this, we're going to give you 1 year of premium for completely free. Okay, let me just repeat the offer here cuz this is this is important for people to hear. Number one, if you don't use the trial, use the trial, actually do it cuz if not he's going to kick you out.

But you use it as a beta tester, if you do and you give him feedback, then he's going to give you 1 year for free once they go live with the product. Is that correct? That is correct. Awesome. Now, what's the biggest mistake new users can make? And I think you you already answered it but I I want you to kind of repeat it. What's the biggest mistake? Uh, want to be a part of beta tester, try once and they will open the app again. All right, so their biggest mistake is not actually using it cuz you can't get better.

This goes right back to the beginning, right? You can't get better unless you're taking action, you're actually doing something. I can't just get the app, stand next to it and hope I can't get better. I have to I have to actually talk to it and do stuff. And also on top of that, don't just practice with AI. After you as soon as you like, let's say you practice for half an hour, at least go and make one or two phone calls cuz it's always different facing a real person on the other side than talking to AI.

The AI will prep you to and exactly teach you what to say, how to say when you get a different objection and stuff. What's the first call they should make? Just to get a quick one, right? I practice, I practice in different scenarios. I do Fizbo, I do expired, I do my sphere, I do circle dial. What do you think is the first call they should make in order to Just to get a get a winner under their belt and kind of confidence. I would say Fizbo would be a best chance cuz they're already raising their hand, "Hey, I want to sell my house." They

already put their phone number. If you if you want to sell my house, you know, or buy my house, here's my phone number, you can talk to me, right? Practice with the AI and try to Who knows? You're probably going to get like a listing in like first or second call and like just think about that. You're getting a free AI, being a better tester, and you just sign a listing contract for like $10,000 check. Like, what do you want more than that? And what's the worst that can happen?

They hang up. Yeah. And then you have exactly what you had before. Nothing. If you can, you know, like this is what I like when I was beginning, I had this app that I used to record all of the calls. Right? It's going to record in the background. And or you can like, you know, I have a the little AI thing like the Pocket Pro. Uh I just paid for the device. I never you know, paid for the subscription. Just to stick to your, you know, it's like 130 bucks, but like you can stick on back of your phone.

And it will re- you will listen to it when you like making a phone calls. And once you are done with it, it's going to give you a summary where you messed up or where you did good or bad or X Y Z. And learn from that and don't make that mistake again. Like some of us use certain filler words or we get stuck on certain things or certain objections really, we don't know what to say. That will help you to kind of refine the process and go, "You know what I always say, does that make sense?" I heard myself say it eight times in

one conversation. Once you have that, then come back to our RE Pro Coach and there's just section where you can able to, "Hey, uh I want to like be better at this objection." You can either just Okay, so this is the objection I couldn't able to, you know, handle it. Or you can just like tap it on, "Okay, this is what I what I get. Give me like the three ways how should I or could I response in the future?" And it's going to give you like different option how could you able to deliver or like handle that objection.

So, I have another question. Could I then to that point, if I have a sample, let's say my office did a role play call, and finally that day I volunteered and I role played with somebody and there's a recording, there's a summary, there's a transcript, could I take that and upload that into RE Pro Coach like a a sample? Is there an upload feature? I don't have it, but that's a good feedback. Okay. Yeah, I can I haven't even tried it, but I know, but I can I can definitely add that in the next board to show me the feedback.

I think that would be good. I run a role play call every once in a while. And there's people that Hey, they've been listening for 3 weeks, 4 weeks, finally they get up the courage. And we're supposed to be supportive, right? So, we don't try to like tear them apart when they're doing the role play. But for them to have that sample to then upload it to their own coach to say, "Oh, you did really great, but here's how you could do it better." So, then they can get a little bit more confidence.

I think that would be great. Yeah. If you doing your role play with the RE Pro, you know, RE Pro Coach, you will you will learning that and it's going to give you a live feedback. But if it's outside, I can I can add that in the next board you're going to able to submit it and you can get a feedback based on how it's trained and also that's going to be helpful for me and my team to refine that. And okay, these are the objections the live calls are getting.

So, let's put that into practice. Okay. Now, we're going to do some quick rapid-fire questions, okay? Okay. Uh no wrong answers, but quick and easy. An AI tool you can't live without besides your own? Uh Claude and ChatGPT. Pick one. Uh I would say Claude. Okay. Cold call or text first? Uh I will always do a cold call and if they didn't answer, then I can just uh have their name and question mark. This the chances of like 80% of times you're going to get a quick response.

Okay. Most overrated piece of real estate advice? Uh you need to have a coach paid $20,000 to sell real estate. One word for how AI makes you feel about the next 5 years? It is definitely replacing the way how you practice real estate versus replacing yourself. Okay. So, changing your your way of doing business. Exactly. So, it's going to make it easier, but you just got to know how to use it. Okay. Last question. Same one we ask on every show. What is your single best tip for someone who's just getting started with AI?

I would say just uh you don't need to pay if you're just starting. You know, download ChatGPT, Gemini, Claude, whatever you want to do. And the first thing you need to know is like how to prompt cuz your result is based on how you get cuz it's always, right? You're not expecting to get a, you know, big check if you doesn't want to put your effort into it and know how to ask for it. Okay. So, it's always about know how you can able to prompt this properly.

And once you know that, the AI can do the things it taking you, you know, 4 or 5 hours and get it done in like 15 minutes. So, ask the right questions. Exactly. Know how to ask the right question. Okay. And how can people reach you to start the beta beta testing? What what's the best way online? I would say they can reach out to me directly through my Instagram. Uh you can search by my name, Kem Kodaria, or also moving to Rochester, New York is my the Instagram handle.

And if you want to give me a call, I can, you know, leave your phone number to Jman and he can probably forward that to it. I don't want to just like We'll we'll put it in the show notes and we'll put it in the in the description on on YouTube as well. And it's Kem K H E M K O D A R I Y A. Exactly. So, make sure you reach out to Kem. Become our beta tester. Uh because you can't give it to everybody.

It's the first how many people will we say? Give give them a number. So, first 10 people who reach out, uh I can add them. And any more than that, I'm going to, you know, we're going to put them in a waiting list and if anybody who we find not using for a week that we're going to kick them out and like add those list up. I love it. I love it. You you lose it, folks. So, make sure you reach out to the beta test.

And now listen, if you got value from this video, please share with one agent who's still scared of their phone. Just one. That's how we grow this thing. Subscribe if you haven't already. And next Friday, we're back with another tool you can actually use. Before I let you go, thank you to our founding partners, Wise Agent, Subi, and The CE Shop. They make this show possible and they're building tools that actually help people in this industry. Check them out. All the links are in the show notes and thank you for spending time with us.

That's not something we take lightly. Now go make it an AI day.