All right. We want to keep and make sure that our time is spent well. We have a very quick, short, efficient demo for you. I think just watching this, I'm going to request that you do two things for us. Thing number one, have an open mind because it's going to change the way you actually utilize and, and talk to Real, which I'm super, super excited. The coolest part about this is, you don't need to do anything. You don't need to learn anything. You also actually have to unlearn the hard things that you have done before. As Pritesh would say, "If this has to come with a training manual, we have failed." Right? That is the cool part here.
Number one, I will tell you is, if it were a nine-year-old talking to Alexa, what would that nine -year-old ask? You almost have to go into nine -year-old personality and, and, and, and interact with Leo that way, because let Leo do the heavy lifting for you. That's kinda number one . Number two, you have to promise me something, and all that you're gonna promise me is this: for any agent at, at Real that you talk to over the next 24 hours, I want you to ask this one question: "Hey, have you tried Leo yet?" That's all you have to do.
People are gonna log into the app and see this blue wavy bar and not know what it is, and we have to get people to try it and use it, because as we try it and use it, all our 24/7 concierges get better. Number one, suspend disbelief and be a nine -year-old. Number two, you gotta ask folks, "Have you tried Leo yet?" If those two ideas sound good for you, just give me a two in the chat, so I know that you and I are thinking and feeling good. Okay, fantastic. I appreciate you.
We're gonna do this. Super cool to and excited to launch Leo yesterday, and Pritesh is gonna give us a demo today. Pritesh, I wanna ask one question to kick all of this off. What is the big difference between Leo and a general ChatGPT engine that anybody in the world can get access to? Like, what is that big difference, and why is Leo different?
This is a great question. I, I mean, this was, like, the biggest question that was being asked yesterday. The simplest way to answer this question is by, with an example. If you go to ChatGPT today, and you say, "What's my pending GCI?" It will have, it will have no idea what you're talking about, right? It understands the concept of a GCI, probably some in, like, you know, learned off of some information from, like, a KW database that's open somewhere, right? And, and just makes things up, right? If you go to, if you go to ChatGPT today and saying, "What are, what are my splits?" It, it, it's not gonna understand these things, right?
When it comes to us, what we have done at Real is the underlying technology under ChatGPT, which is the brand, right, is something called GPT, like, you know, pre-trained transformers, generally pre-trained transformers, or, or people use large language models. Essentially, all it is, it's like it understands the meaning of, the meaning of the sentence. This is the hardest part to kind of, like, cut through, Am I capped? Right. Have I capped? Are the same questions asked differently, right? We're not training it question after question. That would not scale, right? Essentially, that's the innovation when it comes to GPT. It's truly understanding the meaning and then doing something about it.
What we have done is, you know, we, this is why we use the word AI loosely and GPT and machine learning. These are all, like, inside of AI. When, l ike, today, when people say AI, they all mean ChatGPT, right? Like, this is what happens when something is so breakthrough. Really, AI is like a big umbrella. What we have done at Real is, like, ChatGPT, like, GPT is a part of our solution, right? When you ask a question, Real taps into the proprietary data that it has. Like, over the years, we've invested in building reZEN, which is soup to nuts. Like, we literally don't use anything else, right? Soup to nuts, everything is in the database. We've built Real Signature, right, in the last four months, and more stuff is coming.
Real Academy, great example, or Zendesk FAQs, great example. They're very fine-tuned to our information, whether it's standard for all agents, whether it's scoped by state or province, right? Whether it's scoped to you, the agent, your information. If I go and say, 'What is Sharran's GCI?' It's not going to answer. You guys can all try. It's not gonna work. Actually, people have tried it. I've been reading questions, all day yesterday, which is funny, but it's not gonna, i t's your concierge. It's really guarded with your information, and it's technically impossible to actually tap into someone else's information, right? That's what makes it different. It's like, it's your information being catered to you.
I want everybody to, to understand this, right? This is super powerful. Anybody can go and pay the $10 a month and get the OpenAI ChatGPT app, you can say, "Hey, go write me a listing presentation or property description." Anybody can do that. Whatever it does there is generic, and every time it does it, it may tap into some data and create some results. What we're trying to say is, we're very fortunate 'cause as we've built a bottom-up system over the years, the reZEN knows who you are, reZEN knows where you live, reZEN knows who your broker is, reZEN knows what transactions you completed, reZEN knows everything about your cap status. reZEN knows that.
When I, Sharran, ask a question, reZEN is able to package that information and say, "All right, AI, go use Sharran's information," and have a contextual answer to that. The, the power of that is insane, and the reason. For someone else to build something like that is very difficult because we're fortunate to have this data pre-existing before, from a timing-wise, when this AI technology came out, right? That's what's super cool. Building on this gets very, very interesting. What I wanna, what I wanna get into a demo and share everybody, share with everybody so that Pritesh you can show people live. I want to share my screen for 10 seconds and draw you something pretty janky, and here's what I mean by that. I wanted to talk to you about AI at Real, and especially Leo.
I would love for you to think about three big ways in which you can use Leo, right? My first big way, and you may, I don't have my iPad today, but my first big way is information. How do you ask quick questions that you would normally call support or go to the app and look yourself or try to dig for it? Just how do I, what is, where is, that information is really good. The second component is learning. How do I do X? How do I do Y? What is this? So that if you're not just looking for a quick answer, you're looking for a quick learning component, how to do something, and you just need a little breakdown of it. I will tell you, the, the last component of it is the money component. Where is my money?
Where are my transactions? What is my status, et cetera. To start, just to wrap your head around this kind of nine-year-old model, think about the big pieces. These are all tied to you. These are all tied to, like, what is Sharran's information? What does Sharran need from learning? What is Sharran going to have for money? What Pritesh is going to show us is, how to activate Leo, how to activate Leo right now, and start to ask and work through these three big topics, which are information, learning, and money. Pritesh, I'd love, I'd love for you to maybe share and show us how all of this works.
Awesome. Well, Sharran, what I'm going to do is I'm going to use your, your account.
Yeah.
Reminding everybody, this is a test account, so I'll point out when the data doesn't make sense, and I'll, I'll explain why. Again, like, when you, when you log into reZEN, whether it's in your app, in your phone app or on your desktop app, what will happen is a little nudge will come up from the top saying, "Hey, I'm Leo, ask me anything." It gives you some example ideas and like, you know, stuff like that, but all you have to do is click on this blue line, and it launches Leo for you.
Again, simple. The blue line is always present, and we will make sure that it will always be present, it will always be available no matter which screen you're on, right? This is it. Like, on the phone, you can actually talk to it. On the desktop, you know, people rarely talk to desktops, so we haven't, like, done the desktop part, but you can type in a question, so.
Pritesh, let's kick it off from, just let's, let's get people warmed up. Let's talk about the information side. Stuff that people think, stuff that our agents are constantly thinking about saying, "Oh, maybe like, hey, when is, when does my license expire?" Things that are seem mechanical that-
Mm-hmm.
... are annoying to go find.
Sure. Let's start with something very simple.
Yeah.
When is my anniversary date? Right. Again, I'm Sharran, check this out. It's just a straight answer, right? It's not about if here, you go here, go there. It just answers that question, right? The same thing as, like, when does my license expire? Actually, I don't even have to spell check this. Most likely, we'll understand. Again, it goes back to the meaning of the question, right? It understands that even if I misspelled expired, it, it knows, and this is the best part about it. Not only does it answer some relevant articles that we think are relevant to this thing, and again, like you, I think you have a license in Washington, in this state, in this account, so it, like, picks out the Washington part, which is-
Yeah
The link that goes, like, very specific to you, right? This goes back to what we were talking about, is like, These are very specific answers for you, right? Some, you know, some other examples would be, I recently saw one on, on Workplace, which was very fascinating. It's like, what, you know, what is my NAID number? This, again, is going to come up with your answer for your state. You might have another state, license here, which is a California license, so it's pulling up the NAID number for California. Again, remember, these numbers are different, right?
What's the Real EIN number? Same thing. You're going to get an EIN number for your state, right? We're, we're going to know you a little bit to get the thumbs up and thumbs down, and I want to talk about the thumbs down in a second. Let's power through those questions, and I'll go the thumbs up and thumbs down.
Yeah. Just, for everyone, while this starts off as you thinking that, oh, this seems really basic, imagine where you don't have to wait. Imagine where you're tired. Imagine where you've been doing six showings, and you're home at 9:00 P.M., and you're like, "Wait a minute, I wonder where I need that number to write this offer. I need that number to put on the CDA. I need that number to get, you know, get my IDX feed set up." Small things like that. Now, what you're doing is, you're like, "I don't have time tomorrow to do this. I need this now. I can wait for, for support to get back to me tomorrow."
You know it's there somewhere, but having a 24/7 concierge that is pre-trained for you is the answer. All of us don't mind paying for talent. All of us don't mind paying for great people to support us, but the last thing all of us want to do is to train anybody, right? We also know that training people is really, really difficult. By the time you get somebody ramped up at Real, things change.
Mm-hmm.
As things change, we want to have a 24/7 concierge that is in your fingertips to do that. These are, while these seem basic, these are, these are major time savers for you.
Here, here's a, here's a cool little question, right? Who's my broker? I mean, this is like, people are joining at such a fast pace that, like, literally just knowing who your broker is might, might be, like, sometimes intimidating. It's there in the app, but now we just expect you to just, you know, ask Leo, and, like, you'll get the phone number, you'll get relevant information just to you based on your license. Again, your license in California here, so, so the information for the broker from California and the phone number, everything shows up here, along with some more interesting things for you to read about.
Yeah. Pritesh, let's go to, like, the next phase of this, which is, I know I can get key pieces of information, but sometimes we get questions where agents get stuck, and they know that it's not as quick as getting a NAID number or EIN. One of the questions, let's do, if we move to the learning phase of this-
Mm-hmm.
... is, is like, hey, one of the questions we get often is, and when an agent joins, is like, "Hey, so I remember Sharran talked about this, hitting Elite status. Like, what is Elite? How do I hit it?" We get that often in support. We wanna know.
Yeah, this is great. Let's type it in. What is Elite, right? It will, like, walk you through the whole thing, and it will tell you, "Go here to learn more." If I jump out, it's gonna take me to, like, that exact article. Are you, I just wanna make sure you're seeing my screen? I, I get linked to Zendesk with the details, details on exactly how Elite works with the video and everything else.
This is really cool just for everyone to notice, right? There's, there's two components that are being served up here. One is a quick answer that gives you a quick summary. People may think like, "Oh, yeah, I forget whether hitting Elite is, like, the 12,000 + the 6,000, or is it 12,000 + 7,000?" Like, you, you may have missed the number. You know right away in this what exactly that is. You also know, hey, not only do you get that, not only do you get $16,000 in stock, and you also get a post-cap transaction fee that is significantly reduced. You get the information right away. Pritesh, another question that, from an information perspective, that agents ask often is, "Hey, Sharran, like, how do these stock awards work?"
Yeah, that's a great question. Again, again, like, a crowd favorite, right? How do stock awards or stock awards work? Same thing, it explains to you a little bit. It tells you where to go, how to get information, and then it sends you off for more detail, right? Again, I want to point out something. Like, we had all this information. We, we have a, a very extensive FAQ that is maintained and, like, all that stuff, but, like, if you, t his is what I do, right? Like, human behavior. What is human behavior? Everything that is not your primary goal is a distraction, right? Like, it just feels like it's getting in your way. It happens to me all the time. What's the easiest thing to do when I have a question like this? I just go to Workplace, right?
Because I can open the app and just type it in the break room, saying, "Hey, someone tell me about stock awards." It's much harder to open the app, then go find the support section, go click on the FAQ, then go to the FAQ, type in awards, and, like, and maybe you get, like, five articles replied back to you, and then you pick the one that makes sense. That exercise is, I don't know, like, anywhere from, like, eight minutes to 20 minutes, right, for an average agent. For me, maybe it's, maybe it's a little less. Here, what we're really hoping is that people abandon Workplace when it comes to things like this and come to Leo. You've got a question, you come here, you're most likely going to get the most accurate answers. That's the best part, like, getting the most accurate and relevant answer, right?
Pritesh, there was a good question in the chat about, you know, how do you get contract help? Let me frame that as a, as a thought process for a second, right? As we, as we launch, and get Leo adopted across our ecosystem, as far as contract help goes, each of our brokers are the CEOs of their states. We all work for our brokers in our states. It's very important. Contract help is very different from state to state, we got to make sure that's done right. What we want is, as we, there's different state-related materials on, Hey, how do I do X in California? How do I do Y in Minnesota? How do I do Z in New Mexico?
We will make sure that those articles get plugged in, but at the end of the day, I would tell you that when it comes to a state-specific contractual thing, please, like, let's do it right and lean on your broker for now, right? Contractual stuff, I would lean on a broker, but, as we build out a state-specific contract library, a lot of this stuff will show up, which would be, which would be really, really powerful. That's.
Yeah, that does, that does bring up an important point, which is the first, very first comment that Leo puts out. This is like our legal, you know, who's trying to protect us, made us put this sentence in, right? The thing is, at the end of the day, this is, this is a, a cutting-edge breakthrough technology, and we've worked really, really hard to make sure that it serves you accurate information. There is a chance that it's You know, if you say, "How do I get a contract help?"
A nd if it starts answering, we've guarded these questions so that if it doesn't know, we would rather it just not answer than make things up. This is the other thing about ChatGPT and all these GPT technologies out there. It will just start making things up, and we've gotten to a point where people will just start believing it just because it sounds like English.
Yeah.
Right.
Pritesh, I wanna one more topic about you know, we talked about information and learning. Let's talk about learning for a second. A lot of times, folks, when they join Real, even Real agents, when I talk to them, they're like, "Oh, yeah, I had no idea that that mastermind existed. I had no idea, you know, that, that this training existed." You know, I'd love to maybe do something like, "When is the next mastermind?" Or like, how do people, is that integrated as well?
Yep, all of Real Academy and all of Zendesk is all integrated in here. Here's two beautiful things in this, in this question, by the way. First of all, it realized that it didn't, like, actually give you a specific answer, but it gave you a choice of Masterminds at below, right? There are two things happening here. You can obviously go here, and we'll take you directly to Real Academy Mastermind. If there's a question once in a while that Leo thinks that it couldn't help you, it will prompt a support ticket, right? Option. Watch how beautiful this is. Like, I click this, it creates a support ticket in your behalf. It uploaded the whole thread, it uploaded this whole conversation in a support ticket, went to our support team.
And everything that the support person know, needs to know about this conversation is already sent over to them in your behalf. This is it. This is the act of creating the support ticket in the future. That's how we see it, right? To answer your first question, Sharran, the masterminds are right here, but, like, something else happened, which got me excited, so.
Well, no, I will tell you, I think people are missing, Helen picked it up. People are missing the point on this one. The creation, the one-click creation of that support ticket is, I'm sorry, I'm gonna tell you, it's insane. You know why? I, I'll give you an example. I think I, I have a great relationship with almost all our agents that I, I know almost all of you personally. I love you. None of you want to write a support ticket. None of you want to contact support. You're actually irritated and frustrated because now you actually have to contact somebody for help. Then you're on your phone, you're, you know, getting ready for an appointment, and you're like: Man, I have to tell support everything that happened related to this, that they can help me.
You start typing, then you get a text, and you get distracted. You start typing some more, now you're frustrated. You're like, 'Man, I have to give them a screenshot. I don't know how to upload it.' They're like, 'I can't believe I have to do this. I'll just call somebody later.' Then you're just frustrated. This. I will tell you this, this happens all the time. By the way, if this has ever happened to you, when you get irritated about creating a support ticket, can you give me a zero in the chat? Like, a zero. Can you give me a zero in the chat where-
Hey, Sharran, someone's talking in the background. There's a female, there's a female person in the kitchen that's not muted, and it's, W e can't hear anything.
All right, man. Well, we'll take care of it.
I don't know who that person is. They're not paying attention, obviously.
Yep, we got it. Got it. Thank you so much. You know. Hey, Leo, how do you mute somebody? When you sign up?
Leo walks out, comes out of the digital avatar, becomes a human being, runs to their apartment. You got it.
Yeah. So I think what, what Pritesh said here was super powerful. What I would love for you to notice this is that it gets really, o ur support teams can't really help because do you know, like, here's the number one issue with support. An agent emails support with a question. Support does not have enough information to answer the question. If support emails back asking for clarification, agent is on the road, shoots some clarification back that they're busy, and it's incomplete. Support shoots another message back, agent shoots another message back. Agent frustrated, support frustrated. No, no, no one's happy. Like, this happens all the time, and this is, like, if I didn't tell you this, we're not being honest with ourselves.
What support needs is the ability to say, "Oh, I knew exactly what Sharran was searching for, and so I can help Sharran right away." Now, with this, what the team has done is Leo packages all of this up, the question that was asked, what was stuck, how it was broken, and sends all of it to support. You don't have to open a ticket. You don't have to create the question. You don't have to go field by field. You don't have to say, "Can you help me?" You don't have to take screenshots. You don't have to do all of that, because now it allows our support team to get smarter and serve you better, right? Small things like this are super powerful, which is why it makes your life easier and also makes our life easier to serve you, which is super important.
Let me, let me, let me make this a little fun. Any Star Trek fans here? Three for a Star Trek fan. Let me do a Sharran. Type three for a Star Trek fan. Borg, there's this. For people who don't know Star Trek, there's, like, there's this mega villain, Borg, and it's, like, always learning, and, like, it's spreading really fast. When you give us one thumbs down, what you're really doing is you're training Leo. When Leo misses a question, the best thing you can do today, if you ask me, like, Pritesh, what's the one thing you can do for us? Thumbs down. When Leo does not answer something correctly, thumbs down. Today, in the last 24 hours, we are, we're around 18% thumbs down. All right?
Which is, which is honestly exceeding our expectations because people don't thumbs up, people thumbs down, right? When the answer is right, there, there is sometimes people thumbs up, but most of the times they'll just move on. They take it for granted, which is exactly what we wanna do. Thumbs down is very powerful for us. When you give a thumbs down, we realize something was not answered correctly. Someone in our team looks at that question, fixes the question, whether it's a Zendesk article, whatever, whatever it is, and, and then it's the Borg. Everybody gets the answer next time. This is the best part. In, in the next two months, we will probably be able to do 99% of the questions in Leo, right? This is the reason to streamline support in here, right?
Something very basic and something extremely complicated. Maybe we can go to some more complicated things. But I want to encourage people to think about Leo as, like, a true concierge. I know it's very hard to, like, say, "Oh, I don't know if I should ask this question." Ask the question. Ask the question. Like, you know, refrain from going to Workplace. Ask the question first to Leo, and soon Leo will, by the way, like, just, like, start answering on Workplace. That's another project of ours. Like, it's just going to answer questions in the Workplace. We don't want to do that. We want you to come to, to Leo, but listen, it's gonna take time. Like, people, you know, change is hard, so.
This is really good. As Pritesh, as you bring up Leo and let's talk about. We talked about information, which is really great. We talked about learning, which was awesome. I wanna talk about money, and probably a significant portion of our inbound inquiries and support is related to money. Big point, when I say money, it's here's what you're thinking, but you don't want to say it. What you're thinking is: Hey, where's my money? That's what you're thinking. Instead, you're saying, you're thinking: Well, how should I ask this question without offending somebody? What we are like, we just want you to ask the question: Where's my money?
Let's say I ask, "Where's my money?" Now, this is where it truly becomes very smart. Like, what it's doing is it understands what you're truly asking, then it looks at all your data and reason, and then it says, "Okay, based on what you're asking, there are a few transactions that are in the zone of where you could be expecting some money." Because remember, if you just put in a transaction, it's not going to, it's not gonna actually, like, answer that. Like, it, it just started. There's no money to be owed, right?
If you are in a situation where a transaction is, you know, a documented, commission document generated or like the, you know, it's too close to the escrow date in Canada or whatever. If we know that you, it's a possibility that you're expecting money for this, it will pop up that transaction. Here you go. It answers, says, like, "I can't answer this question because I don't know which transaction you're talking about, so can you tell me which one?" In this example, there's only one. I pick the transaction, and it gives me an option. It's smart, and you will see this pattern a lot. When you pick, w e'll give you options, you pick, and it will suggest the next questions to ask, right? It will, it will get better.
We have, like, insane plans on this thing. For now, it says, like, "What's the payment status on this transaction?" I just pick this, and I tap this in. Now what you've done is you've told Leo, "Tell me what's up with this transaction." Like, we're gonna clean this up, but it tells you exactly what's going on. The transaction is not closed yet, and the agent hasn't uploaded any papers. Right. This is spot on. Like, this is what's going on with the transaction.
If you are blocking us, you will know exactly what's blocking it, get the payment. If we are blocking you, you'll be able to create a support ticket from here, but you most likely, you will actually have a status, a response that will say, "The money was sent yesterday," or something like that, right? At least, like, this is much, d oes everybody agree this is much faster than sending a support ticket?
Yeah. If, if you, if you like this, can you find the dollar sign and, like, give me a little dollar sign action here? Like, I would really appreciate that. Hi, Christian.
Let's do, let's do one more fun question, right? You can say, "What's my, what's my last transaction?" You can, you can do a lot of questions, by the way. Like, just ask, like, top transactions, like, top referrals, whatever, right? I'm just asking these, and these are, like, some example last transactions. Here's, here's something cool. And you can do this for, for a lot of stuff. You pick the transaction and says, "Can you summarize this transaction or give me a complete description of this transaction?" Okay, ready? Break down.
Dude, this is awesome. I have not seen this yet. This is so cool.
Can you Sharran, can you just for the, you know, sake of everybody else, like, let's read through this thing so that I can point, like, you can point out exactly how powerful this is.
Yeah. So it says, "This transaction is a property located on, you know, XYZ Pacific Highway in San Diego. It was created on November 29th by Aphrodite and has an estimated closing date of November 29th. The acceptance date for this transaction is November 22nd. The commission payer for this transaction is this client. The transaction has an approved CDA, which was issued on this date and can be accessed through this CDA document," which I'm assuming clicks right into the CDA that will-
Yep, clicks into the CDA. Yeah.
This transaction was approved by the broker, so you know exactly what happened. The transaction has 12 participants, so you know all the pieces of the puzzle of the people that are involved. It talks about Colin, Caitlin, Sharran, Jeanette, everybody in our, in our, in our fake transaction here. It tells you the commission deposit amount, which was $3,240, and it was confirmed on X date.
That's crazy. This, this is a combination of like, I think, five or seven screens in reZEN, if you get to them.
By the way, here's the interesting part. If, if you had, i f, if our support team member had to create this summary for you with a question, it would take that support team member maybe 30 to 40 minutes per deal, per question that you ask for.
100%. 100%, because they would be, h ere's the thing, they, they could probably answer it in 10 minutes, but they will spend 30 minutes making sure they're right. This is the hardest part about this business. They don't wanna send you anything wrong because it could really trip everything. They spend a lot of time verifying everything that they're writing down, right?
Yeah.
Again, like, I'll ask, I'll ask the same question again, and this time I'm gonna summarize it. Instead of saying, "Give me a complete thing," give me, "Summarize this thing for me." This is another fun thing with it, like, it's a different variation of this. Again, like, you might find these gimmicky, but I think it's, I think it's like to a point where once you start talking to Leo, you'll feel that it intercepts and understands what you're trying to do, right? It will offer up solutions that, that we think you're trying to do. Of course, you can keep asking questions and stuff like that, right? It will get better and better. Again, like.
But here's the interesting part. Let me give you all a use case on this. If, for example, you and I were chatting, right, someone. By the way, people will call me in a random way, and we're gonna get to this in a second. We'll be like: "Hey, Sharran, can you help me with my business?" I'm like: "Bro, like, you got to give me a little context. Like, give enough, like, where are you?" So I. You know, if you ask me, "Hey, can you help me with my business?" You know what I would tell you? "Yes, share screen and pull up Leo." Then you'll be like, "Why?" I go: "Give me. I want you to write. Give me a summary of my transactions, 'cause I want to see everything that you've done so far."
I'm like: "All right, you have four buyer deals, three seller deals, and one lease. Awesome." I know what I would ask you: "Hey, where did those three buyer deals come from?" You were like: "Hey, that, all three of those came from Pritesh as my referral source." "Hey, where did these three seller deals come from?" "They came from my geographic farm." I'm like, "Awesome. Why are you running Facebook ads? Like, do you see where I can, l ike, I can actually help coach you, right?" When you're talking to your coach, it should be the same exact thing.
When they ask you a question, you should literally pull up Leo and say, "Ask me whatever question, I can type it in and give you the summary of my business." You want to be able to use Leo to help you make decisions quickly so that you, whoever you're talking to is, you know, is, is, can help you with that real, real-time decision. This brings us to kind of like parts of what the future looks like.
I, what I did is while you were, while you were doing this, Sharran?
Yeah.
I asked that question, summarize my work at Real.
That's insane.
Again, this is a test account, so a lot of zeros, but-
Yeah.
You can see how it like, it has. Everybody should try this, right, in their accounts and, like, see what happens. It, like, actually, like, summarizes it pretty well.
Here, and I've not even talked to Pritesh about this, but the cool thing that we can work on is, like, I would, I would, I would go to Pritesh and be like, "Hey, Pritesh, I would like to create a, like, a executive summary report." Pritesh will say, "Well, what does that mean?" I was like, "Pritesh, I want 10 points related to an agent's transaction." When you were going into business planning season, I was like: Pritesh, can we create an executive summary so agents can take their their deals and then build their business plan for next year?
Instead of you looking back and figuring out everything that you did, you can go to Leo and say, "Hey, give me Sharran's executive summary." It will give you the 15 points, and then you take that, and you build your plan for next year, right? Now we can create the right dashboard, and Pritesh, I, I'll, I'll, I'll work with you and Andre on that because we have all the data. We just need to-
Yeah.
We need to create an executive summary so people know exactly where they are, and that allows them to see a snapshot of their business as well, which is super powerful.
100%.
I have one more question for you. We've started getting in our alpha, in our test group, we're seeing a lot of questions around, hey, in the last training, Sharran talked about a deal of the week, or in this, you know, we did a business plan thing. Can you talk a little bit about integrating future learning, coaching modules, et cetera, into Leo?
This is, this is the best question. Like, again, you know, we're, we're talking about Leo and how, what he's doing today. It, w e worked really, really hard. It doesn't excite me. It will do a lot of stuff, but what excites me is, like, what will happen in Rise or what will happen in December, right? Like, some of the things that we can't talk about. We, we fully expect Leo to be able to, like, write your, your plan for you. Imagine, like, a, a daily coach. Like, imagine this concept of a daily coach, right? Sharran, you go and you teach people so many things, right? They, s ome, and there's always this audience, like 100 people, right?
10 will take meticulous notes, run your plan, and send you notes, send you, like, updates, saying, "Oh, my God, this worked, this worked," right? 50% of the people think, "Ah, great idea. I'm gonna do it someday." Forget, right? They're busy, better things to do. 40% land in the middle somewhere. That's my guess, right? Imagine a day you wake up, you put a listing in, in reZEN, right? Again, we think it's gonna be through Leo. We think, like, you're just gonna say, enter a listing, new listing, this address, this price, this commission. It just does it for you, right? That's step one.
Now, you move on because this is the hardest part about this technology. People don't know what to ask, right? You wake up the next day, and he was like, "Here's your listing plan. Here's your day one strategy, combined with, like, Sharran's playbook, XYZ, right? Here's the, the Real Academy Mastermind for this, and here's how you go get buyer.
Good.
Day two, day two, here's your Instagram post for this. Day three, here's your TikTok video for this. I don't know. I mean, like, we're we can generate videos, by the way, like some ridiculous ones, right? Like, so this is like, this is always gonna be work in progress, and it's, it's, it's all in on this, right? This is the interface.
Here's something super powerful. What Pritesh is saying is we are asking for your help to not have boundaries on your questions.
Yeah.
If you said, you know. There was a question about, "Hey, can I talk to Leo in my car?" Yes. Like, you have your phone, and you can talk to Leo in your car because it's, you know, your phone is voice-enabled. Talking to Leo on your desktop is a little strange, but it'll work, but talking to Leo in your car is way, way cleaner, right? If, if you said, "Well, I've got this listing, how, how do I find a referral agent in Florida?" You should ask that because if that, if that use case, for some reason, we have not dialed in, we have the information to be able to do that.
We just got, I think, our team sent us, like, 25 or 30 questions related to, "Hey, what is Sharran's deal of the week?" I was like: "Oh, everyone's interested in this. I'm gonna build a Leo-specific module on the deal of the week next week, so that now when someone asks a deal of the week question, it breaks it down quickly for everybody, and it's easy to access." We would say, don't hold back on your imagination. What, e ven if you think it feels lazy on your part, please do that. When I say lazy, it's like: Hey, can someone get me this listing, find me a buyer, get me a referral fee, and send it to me while I'm in the Bahamas? Ask it, right?
Even though that's aspirational, maybe we can do two out of three things, which is, which is really, really powerful. Like, I'll give you a very simple example. People don't realize the use case around this. When Pritesh and I were talking, we're like, "Well, why would you build Real Signature?" Well, this is why, right? If Andrew Dwayne in El Dorado Hills, California, says, "I'm looking for an agent in Orlando, Florida," Leo pops up saying, "Hey, you're looking for Christine Smith in Orlando, Florida." She's like, "Yes, I would like to send Christine a referral agreement for this listing." Literally, there could be a button that says, "Send referral agreement." We know both brokers. We have Real Signature. We know Andrew's information. We know everything. We could auto-send everything.
Do you know how complex and irritating it is to send a referral agreement? Many of you don't even send one because you're like, "Oh, I've got to get the broker information. I got to get EIN information. I got to get broker ID." This is. Within Real, it's messy. Can you imagine outside of it? Like, it's really great, but now, since we have the signature platform integrated, it makes contractual management super easy, too, right?
Now we can do everything in line for you. We'd love for you to push the boundaries because the sooner you can push boundaries for us. It's more powerful. I, I will tell you this, Pritesh, I want you to talk about this one thing. It is our job to envision and create the platform for the product, but you always talk about, hey, once the product is done, now it is, it is your job as the agent to teach us how to use it.
Agreed. I think, I think this is the best part. If you want us to, if you want us to improve this, right? The best thing you could do is just ask these questions, because we have a whole team now dedicated to looking at downvotes and questions that we miss. Right? Best thing you could do is downvote the question, right, aggressively, and because that is input for us, and that will give us ideas. If, like, 100 people today went in and asked the same question, we know we have to prioritize that question. Nobody has to, like, pitch the idea to us. We have the data. We know it's the same question, same category. We just need to fix it, right? That, and then, and then be adventurous.
Like, I think, I think asking questions to Leo, for example, there are a few people who've asked this: "Hey, how do I get a new listing?" "I have a new listing, how do I market it?" "Create a 15-day marketing plan for, you know, listing XYZ in California." "Write me a listing description for XYZ." It can answer these questions. We just didn't talk about it, because ChatGPT can do that, right? You should use this. Don't pay for ChatGPT. We're giving it to you, right? Ask these questions here because then we know what you're asking for, and we will make them special. What most people don't understand is how to use ChatGPT. That's the harder part, too, is, like, there are courses after courses on what the right prompt is, right? Just do this.
We will create the right prompt for you, right? We will do secretly some massaging on your question and make it better. Just use, just use this instead of ChatGPT, right? I'm not gonna tell you which model we use, of course, we didn't build our own model. We are experimenting with very, like, many models. One of them is ChatGPT. If you use this thing, we can see the, w e even look through the responses, by the way. That's the other thing. When a question, interesting question comes up, we look through the response and see if this response was good or bad, right? And if it's good, then we know something is working. It's not good, then we work on that, too, right?
I will also, during this time, I'm gonna encourage all of you to do one thing, which is, we say, you know, aggregate markets are down roughly 21% year over year. Aggregate markets are down. Maybe in your market, you're down 3%, maybe in your market, you're up 6%. Whatever it may be, aggregate markets are down 21%. If you are feeling a little bit of a pinch, if you're feeling a little bit of a drying up in the pipeline, you should say that, "Hey, it feels like my business is down this year. I'd like new ideas on how I can reintegrate my business without spending any money." Like, you should ask these questions.
Whatever you-- whatever is the inner feeling that you have that feels weird to call somebody and ask, you ask Leo, because now we have the ability to know what is top of mind for you so that we can build things that can help you directly. Right? There's, s o su-super cool. Pritesh, one, one, if you could, if you could bring us home on the, on the future, there are between now and the reason we, you, you launched Leo now, between now and Rise is gonna be a bunch of learning. What, what can folks expect between now and Rise, and what is the best feedback they can, i s it us- utilizing Leo? Is it giving a thumbs up? Is it giving a thumbs down? What is the best way for all the agents to help make Leo better?
Two. I'll give you two. One is you've got a question, go to Leo first. Right? Feel free to go to Workplace and stuff like that, too. Two is aggressively downvote, right? I know the stats are gonna look really bad for us when you downvote, but, but, but that doesn't matter. Like, what matters is, did Leo work or not, right? If it is, like, aggressively downvoted, that's okay. Let's downvote so we can learn from it. I, I'll say one thing about Workplace. One of the things that we're excited about doing, I don't know if I can promise this by Rise, but, but by, at least by December, is we are training our own model out of all the information that's in the Workplace. I'll give you my favorite example.
There was a post, it, like, it was, like, a very funny post, and I, and I keep remembering it. It was a listing, it came with a turtle in the backyard. It's like the turtle has a house, you can't move the turtle. When you sell the house, the turtle stays. How do you deal with this? This is, this is an amazing question because, like, how frequently does that happen? There are answers that other agents gave and thumbs up-ed on. Other agents thumbs up-ed their, their answers. That's in Workplace. This is pure intelligence.
This is pure data, like, really valuable data that's in Workplace that Leo is gonna start mining. Then at some point, Leo will be able to answer this question. Like: How do I take care of the turtle in the back of the house? That answer is available. Our goal is to, like, mine Workplace for, like, really smart conversations and learn from that. That will be the true, true, you know, breakthrough for us, right?
Pritesh, from a mechanical perspective, could you very quickly share your screen and show what the upvote is and what the downvote is, just visually, so people know exactly what that means?
Absolutely. Okay, so when you're asking questions, there's a little thumbs up and thumbs down right here. All you got to do is click that. If you like to summarize this transaction, you click the thumbs up, and if we missed on something, for example, w ell, we didn't, we didn't miss much, but anyway, if we missed something, you just do thumbs down here, right? That's it. That's all. You wanna copy the response, you can copy it, too, but, like, that's all. Thumbs up, thumbs down.
Yeah. That's what we mean by an upvote or a downvote. Just so everyone is, is familiar with that. Questions, thoughts. We'll spend maybe a couple of minutes just taking some questions, thoughts from folks. If you have, if you have a question or a thought or you're like, "Hey, you like this?" Let me guide your questions and thoughts for a second. Number one, if you are excited and you think this is fun, and you think you're gonna be utilizing Leo to do something, you say, "Hey, I think I'm gonna utilize Leo to do X," that, please drop that in the chat. Or if you have a question, and you're like, "Hey, can I do Y?" Please drop that in the chat.
Either it's a, "I'm gonna do X," or, "Can I do Y?" It'll give us a little guidance around it. Just give us, what do you think you might be using it for, which would be super helpful for us, or if you have a question or a thought, drop that in, in as well. There was a couple of questions on how can we get this out, from a promotional perspective. A couple of quick things. Please make sure you, like, at least follow me on, on some social platform or at least Real on some social platform, because, this week, Pritesh and I are posting various Leo promo videos, to get it out there. I will tell you our internal version of this.
You may think that we're posting it so that the world knows about Leo. I will tell you our internal goal, we are posting it so that all our agents know about Leo. We are trying to make sure that. We are trying to get the word out by saying, "Hey, you may not check your Real email, you may not check the app." We wanna do whatever it takes. Like, every single Real agent should open the app and say, "Here's Leo." If you had opened the app, you should, you should have seen my video pop up saying, "Hey, here's Leo's Live." If you could talk to people and say, "Hey, have you tried Leo yet?" I think it would be super helpful.
Marlene says, "We will use it for questions, and we'll use it for questions and scripts for video and posts." Super good. Probably will use it to begin with. What is the status of transaction? Where is the payment? Super cool. Shared stuff among the agent body, like listing presentations, buyer presentations, et cetera. More on that's coming, by the way, close to Rise. How do we try it, is the question. FYI, when you log into your app, either on mobile or on desktop, you will see a blue wavy line. As soon as you click that, that's how it opens Leo. You'll always see this blue wavy line. Charles says, "Leo didn't understand a Real written like the logo, which I programmed on my phone.
I have to remember to use, like, " Yes, you kinda have to do that. I'm gonna ask Leo questions, what I call my sponsor for. Exactly right. This is a great question. He says, "Hey, I feel like a dumbass for asking you this, but, " Like, thank you so much for your honesty. You can tell Leo that, too, if you'd like, but you don't have to. Just ask the question, especially if it's later at night, which is super cool. Dr. Fabian says, "Hey, we have a meeting with agenting on our team, we'll make sure everyone knows about Leo."
All we ask is this: download the app, click the blue wave, ask it a question so that you get in the workflow of asking and talking to Leo, because the more you use it, the more it can serve you, right? Pritesh, Brit asked a good question: Can ChatGPT? You can tell the bot what you want it to know. Will we be able to feed Leo information about us, our business, our market, et cetera?
Yes. Leo is when we create that concierge instance for you, it's already pre-programmed with like, you know, a bunch of context in that instance. I saw his question before as well, I want to talk about it. I've seen instances where people are trying to teach Leo things, right? We have guarded it so that the information doesn't leak from one place to another. Imagine, like, you know, I've seen questions where, "Can Pritesh dance?" I mean, yes, I can, but if Pritesh, listen, if the answer is no, that's fake news, right? Like, you know, I don't want someone else to, like, train Leo. What we are working towards is understanding the tonality of the agent yourself.
There will be a point in time where you can tell Leo something you want Leo to understand you better. For example, your tone of writing your listing presentation, your tone of writing your marketing plan, your voice, your. How do you think? I'm funny, I'm this, I'm that. We will take that as an input and train Leo voice a little bit towards yours. When we are giving you marketing advice or listing advice, it will be toned for your voice, right? That's something we're going to definitely do. Like, you know, agents training Leo is super dangerous if you open that up, because it can creep in and could become pretty hostile very quick, you know?
Gotta watch the AI. Awesome. Hey, we appreciate you all so much. We'll, we'll spend another 10 seconds on this. The two things, if you, a lot of folks that are new to Real that have joined us, the two things that you must do are, Number one, download the Real reZEN app from the App Store and just get set up once. Once you log in, it'll just be there for you. It is the business in the palm of your hands. You want the app because of the updates that we are excited to show you, that's coming during Rise, it's gonna blow your mind. We're super excited for that. Number two, just get logged in on desktop.
My, my request to you is to use Leo once today and tell somebody about Leo tomorrow. That's it. Just use Leo once today. Tell somebody about Leo tomorrow. That's the cool part. Rebecca said it really well. We just added an extra team member to our team without having to train them. That's the cool part here, right? We don't want you to have to train folks. Like, we wanna make sure that we can keep feeding it information, and this is just the beginning of a bunch of cool things that can happen. Yes, we'll be able to create a CMA. Well, how about this? If you can do it, Leo should be able to do it.
If you're gonna go click a bunch of screens, enter a bunch of information, like, Leo should be able to do it significantly faster, or at least get you a draft. I'll give you a very simple example. A lot of times, you know, people will talk about, "Oh, you need to send a CMA to everybody in your database in Q1." Like, I will tell you right now, that is the dumbest idea. You know why? Because nobody, it's gonna take you hours to put together a CMA for each house or your each client and send it out. You may think that's great, but when somebody gets a packet of this thick, they don't wanna do anything with it. By the way, this has been proven with. We ran two geographic farms, and nobody likes it, right?
What you want to do instead is you want to send one little executive summary, which is a property update, property CMA. If Leo, if once our APIs are plugged in, if you can say, "Hey, generate an executive summary for 123 Pineapple Street," and it pulls that out, and you click PDF, that's it, you're done. Now you can have your virtual assistant or your team member say, "Hey, here's a list of all my private clients. Here's the 50 homes that I've sold in the last two years. Make a one-page market update on this one."
They put in all the addresses, and boom, it spits it out. You can get that entire process done in, in 40 minutes, as opposed to five, six, seven weeks of this stuff, right? Small things like that are really important. I would click out of the way of how the traditional coach that tells you to pop by with a cup of coffee tells you to do it, but more, what can you do immediately that can supercharge your business, right?
Again, you know, I will, I will say that there's a very good chance that you, you know, the next three months might feel underwhelming. Like, a lot of work went into this thing, but it might feel like, create a marketing plan. It's not doing the perfect job. Create a listing plan, not doing the perfect job. Create me a, you know, at Rise, I would like to be in a situation where Sharran's standing on the stage, and he says, "Hey, Leo, create a listing presentation for me." He bangs out this amazing listing presentation with, like, PDFs, pictures, everything, like, done, and you - all you did was give an address, right? It's not gonna do it today, but that's where we wanna go, right?
This is so cool. Hey, everybody, I wanna this is a, this is an awesome time. I, I would love, if, if it's cool with you, to do me a favor and love to congratulate Pritesh, Andre, and the entire team for pulling this entire thing together to launch for you. If you can just give me a five in the chat as a five hand wave, that a really good job to our team for thinking ahead and building something awesome, it will be super, super cool. Thank you so much. Pritesh, dude, super congrats to, to you. In two years, we've built something that is insane, and super kudos to your team for creating this is, this for us.
No, this is, Listen, this is, this is fortuitous. You know, it's like the timing was there. We had all the technology that we were investing in and building from ground up, right? Then, GPT came along, and it was, it was like an automatic, right? Like, I think we might, we may be the only company that can do this in a meaningful way because you have to build everything else we built, right, first. I think the quantum leap for Real is coming. It's just a matter of time.
Thank you all for being with us. Here's what you're gonna do. In the next five minutes, I'm going to post a new Leo video on my social stream, Pritesh's social stream, and Real's social stream. What I'd love for you to do is, share it. Just click share, because I really, what we really want right now is we want all our agents to make sure they're aware of it. Like, I could care less about the entire world. I just want us to be able to utilize it 'cause we built it for us. Watch my feed in, like, next five minutes.
I'll make sure the post is up, and please share it because that would mean a lot to us, 'cause I would love all our agents to know more about Leo. That'd be awesome. Hey, Pritesh, appreciate your time. Thank you to the, to you and the team for building something great. More great updates coming your way. We appreciate you all, and we'll talk to you very, very soon.
Thank you, everyone.