Lyman Starmer: CEO/Founder of DELI

REE #261 Lyman Starmer: CEO/Founder of DELI

[00:00:00] Tracy Hayes: Hey, welcome back to the Real Estate Excellence Podcast. I have a unique show today. A brilliant young man working in the AI real estate space reached out to me about amazing widget that all agents should be adding to their websites or landing pages. As our population is migrating from the Google search, many are using AI to conduct searches for them.

We'll learn how this search is different and you need to get out ahead of your competition. Let's welcome the CEO and founder of Deli Lyman Starmer to the show. Tracy, 

[00:00:30] Lyman Starmer: thank you so much. 

[00:00:31] Tracy Hayes: Thank you for coming on. I appreciate you, reaching out to me. 'cause, like, you know, we talked a little bit about what I'm working on, as far as the show, but this is brilliant and this is, I'm actually surprised someone didn't come out with, with it sooner, but obviously the agents realizes as they create this page and when they, you know, that brief YouTube video, how to, this is cutting edge.

Tell us how you got into this. 

[00:00:54] Lyman Starmer: Yeah, so I started my first company and then I'll just, there's a translation period. So I started my first company about three years ago called Peer Life, and it was a private social network for active adults, so anybody over 55 living in an active adult community. So we were talking about the villages before this. so we were directly working with them and the whole idea was these active adults are using things like Facebook, nextdoor, and all those companies are collecting that [00:01:20] data. so essentially you have the really nice physical infrastructure, so the shrubs, the pools, the activities, but the digital infrastructure was missing essentially.

So that was the idea of that. So we provided that. And so then you could have these residents, 

[00:01:34] Tracy Hayes: lemme stop you there because Lemme stop you there. Simplify the digital infrastructure. Explain that. 

[00:01:39] Lyman Starmer: Yeah, so digital infrastructure, I'll use this as an example. So you've got Disney, right? Mm-hmm. Uh, have you been to Disney recently?

[00:01:45] Tracy Hayes: well actually it was at a Disneyland last month. Yeah, in California. Okay. So 

[00:01:50] Lyman Starmer: usually they've got a band there, right? And it's, I think it's called the Magic Band. And then they've got an app, so they can basically track you around the entire park. You can put your credit card there.

Yeah. That's a example of digital infrastructure. So it makes the physical infrastructure, so the rides, the process of waiting in line, it makes that easier for them to manage. So for example, if they have a new ride on the south end of the park and they need more people there, what they can do is use that Genie app or that Genie Plus app and say, Hey, there's a discount on all the restaurants in the south end of the park.

So then they can get people moving to the south end of the park. Wow, that's a really good example of that. Okay. so for places like the villages who pride themselves on being like a Disneyland for, you know, the group of people, they really had poor digital infrastructure. They weren't collecting any of the data.

They didn't know what their residents liked, disliked, where they ate, all of those [00:02:40] different things. So this platform was essentially there for these residents to create group sign. 'cause there's over 3000 different groups. Whatever you think of, it's there. and so this platform was created so residents could create groups, they could chat with each other, they could schedule meetups.

So that was going really well. We got the adoption of the villages, and then we started having, you know, portal companies like realtor.com, Redfin, Zillow, reach out to us interested in that data we we're collecting. 'cause essentially where they were going with it was people wanna know, who they're about to live next to.

They wanna know what they're like, they wanna know their preferences, things like that. And that data's hard to come by. And so we created a, and not to get too technical, we created an API, which is basically just think of it as like a waiter for the internet. Let's say you have like, we'll use this as an example.

Have you ever been searching on Google, like flights to Arizona? And the first thing you see are flights to Arizona in the Google tab. You don't have to go to another website. You've done that. 

[00:03:41] Tracy Hayes: Yep. 

[00:03:42] Lyman Starmer: That is considered an API. So that's taking all the information from another website and presenting it in front of you so you don't have to go, to another website.

So essentially what we created was an API to take our data, that resident data, so what they liked, disliked, you know, their affinities, all those things. And then we [00:04:00] gave that data. To realtor.com. So now, if somebody was searching for homes in the villages on realtor.com, there was a little, you could call it interface on that listing that would say, Hey, these residents like this, or Your neighbors have a possibility of liking this.

And so that then created an ecosystem of us collecting data and then people understanding where they were gonna live, who they were gonna talk to, things like that. That's essentially how that started. 

[00:04:26] Tracy Hayes: I know my listeners right now, they're probably spinning because obviously there's a lot of, fair housing I think is probably the, the large topic over this as far as a real estate agent is concerned.

But obviously a consumer can find out whatever they want and you know, that's up to them to find who this is out. When you saying yes, you're

finding hey, who finding out information about our neighbors. You're not literally talking about like intricate information about you. No, no, no. 

[00:04:56] Lyman Starmer: It's a, 

[00:04:56] Tracy Hayes: about just, 

[00:04:57] Lyman Starmer: it's anonymized.

Correct. Yeah. it's not intricate specific information. And, and, and specifically there is a carve out when it comes to, fair housing. There is a carve out for 55 plus. I think that happened about 10 years ago. You may know of that, but there is a specific carve out for, active adult communities.

but I'm just talking about information like, so let's say you're super into pickleball, right? Right. you could [00:05:20] then understand that there is a pickleball club wherever you're gonna move to. Essentially that's the type of data that we were collecting, 

[00:05:26] Tracy Hayes: right? That's what I want to get. Make sure the listeners understand or, you know, the popular restaurants, that are there, that kind of thing that they could find out.

[00:05:35] Lyman Starmer: Yeah. You got it. And so, following that storyline, So you've got new build and then you've got those resale communities. So the new build communities, the builder's still there, there's still an incentive to get people moving there. And so when you bring something like Peer Life, which was this platform we created, it incentivized people to move there because there was a whole digital infrastructure along with the physical infrastructure.

That's how they were selling it. but then when you've got resale communities, then it's just kind of passed over to the HOA. They're just trying to cut costs, cut costs, cut costs. And then when it comes to adopting a new technology, it's very, very hard to do that. So if you think about it, the ecosystem that we would have to create was we would have to sell 'em to these new build and resell communities in order to get this data.

And essentially that was just a huge lift for people who weren't incentivized to do that. So what we. Change to was just collecting data off of Google Places data, so how close people were to things. We were just collecting data in that sense and then providing that to realtor.com, those sites, and things like that.

[00:06:40] So we went from using the platform to not necessarily using the platform and just collecting data as a whole. and what we did was we created a widget called a Unify score. And I know you said widget when introducing me. Just think of a widget as if you've ever been looking at a listing page. do you ever see the walk score?

Have you ever seen the Walk

score? I'm 

[00:06:59] Tracy Hayes: sure the agents know what you're talking about. I don't often 

[00:07:02] Lyman Starmer: look at those. Yeah, Yeah. if you look on Zillow, they're full of 'em. It's like, you've got Walk score, you've got, you know, it talks about the eco of the neighborhood. Those are widgets. So that's basically Zillow pays yearly to have the WALK score on their site.

And what the Walk score does is just tell you, okay, you know, this listing in Avondale has a 98% walkability score. So that means it's super easy to walk to the bars. You can walk 

1. Okay. 

You know, the supermarket, that's a widget. So that's a widget that just lives on a listing page. So what we did is we created a widget called the Unify Score.

That allowed somebody to go into a listing page and prioritize, what their priorities were when it comes to living in the next house. So I prioritize living next to a hospital, or I really prioritize living next to playgrounds for my kids, whatever that is. Right. you could prioritize that and then you would get a score, and then all of the other properties you were looking for during that day would be based on that score.

So you could then really [00:08:00] understand, okay, this fits my priorities, this doesn't. So we're still following, there's still a, there's still a line to where we get to deli. So from that, we decided, and that it was kind of just me sitting at a coffee shop one day with our CTO, our Chief Technical Officer who lives in Jacksonville.

Mm-hmm. I would always go to Southern grounds and just think up things and brainstorm. And essentially the whole idea was with chat GBT that at the time was huge. It was, I think it came out maybe two and a half years ago, but everybody was talking about it. And that was essentially that NLP, that natural language processing.

You're being able to take what's inside your brain, exactly what you're thinking and type that down. It was, it was essentially magic. It was crazy. Yeah. It still is today if you use it and some of the responses you get back, it's just incredible. Yeah. So the whole idea was could we help agents, who are always getting flooded information in from, Hey, here are my preferences.

I wanna find this, I want this, and all these leads that are calling in, could we help those agents with the kind of think of a behind the curtains product that would make it seem like magic, where they could find somebody's, you know, perfect home in seconds rather than days or hours or sitting there, you know, writing down all these preferences, looking through the mls, all of that.

so that is when it kind of transitioned into deli. So. The whole idea. So we started pitching this to agents [00:09:20] around Jacksonville as well as Utah. We had some connections in Utah and Jacksonville, and they loved it. They were like, Hey, this is great. But a lot of 'em were like, if you could build something for the consumer, and when I, when I use the word consumer, I am attaching that to home buyers.

Right? Right. So people who are online looking for things, They were like, if you could build this for the consumer, that would be amazing. Because people are going to my site, putting themselves in as a lead, and then sometimes I'm not responding to them. Or maybe somebody's six months, they don't wanna buy a home until six months, or all these different things about these.

There's all these different criteria points about these leads. If you could build this for the consumer, that would be amazing because then they could just go to my site, utilize my site using natural language, and this is totally different than what Zillow offers, what all these other, you know, brokerages offer.

If you could do that, that would be great. So that was kind of the idea at first. Where did 

[00:10:12] Tracy Hayes: you, so it. Because a lot of times, and we go back in time, they would go on and there would be this list like how many bedrooms you want, how many bathrooms you want, and all this kind of thing, versus the natural language.

what can you say as far as the consumer being using the natural language versus using that more rigid approach? 

[00:10:36] Lyman Starmer: Yeah, so I call it a rigid approach. I call it an IDX feed. So an [00:10:40] IDX feed is the feed that they're getting from the MLS, but I call it, I call it dropdown search, which is basically all you do is minimum bedrooms, minimum bathrooms, then you do a little dropdown and you're like, maybe acreage, things like that, right?

You do not get all the qualities you want. So if you think about that, let's say every single brokerage down the block has that. Yes, the differences are a part of the, you know, agents, how friendly are them, how trustworthy are, are these agents? So you've got those differences attached to the brokerage, but when it comes to the digital side of it, it's all the same.

It's, Hey, go to my website, search for a property. It's the same as the next door, but continue to do it. So the whole idea was you've got these people who wanna know things like, Hey, I want an expanded kitchen, or I really want there to be walk-in showers and I don't necessarily want to call an agent yet 'cause I'm not that ready.

And in many cases you've gotta call an agent and then that lead isn't really that powerful because that person really just wanted to know if it has a walk-in shower or if, you know, the yard was actually as big as it said it was. All, those different things. So the whole idea the, 

the 

[00:11:41] Tracy Hayes: the original one is not going to give that color commentary on a walk-in shower.

It's just gonna say you have a bathroom.

Correct. 

[00:11:49] Lyman Starmer: It's never gonna say that, 

[00:11:51] Tracy Hayes: right? You actually have, and if the agent doesn't put it in the listing description, no one ever really knows until they actually go out there. [00:12:00] 

[00:12:00] Lyman Starmer: Yes. And in many cases, and I'll tell you how we figured this out, but in many cases the agent will put something in the property remarks, but they'll leave it out in the fields.

And so, for example, if you're showing somebody a home, 20% of those homes, are probably non searchable because the agent didn't put it in the field. So you may, be missing 20% of these pool homes and yeah, you can see it in the pictures, but who's looks at all, you know, all of those pictures all at once.

So you're just relying on the data even though that data in many cases is wrong. 

Right. 

yeah. So what we had to do, and so I'll kind of explain the mm-hmm. How we had to do this was you've got 600 different MLSs across the United States. All of them are different. So all of them have different data rules.

It's very, very messy. It's very fragmented. And if we think about it, so when I say data, I mean the listing data. So everything from the address to the price to, you know, how many bedrooms, bathroom, all, that's very, very messy. But in addition to that, none of it can be read by ai. So what we had to do is sit there for about four or five, six months and take all that data and basically translate it to a way where AI could understand it.

So, we kind of had to put our human experience on it. So the pers perfect example is somebody going in there saying, Hey, I'm interested in the two bedroom, two bath, but my parents are gonna live with me and I really need [00:13:20] a bedroom on the first floor. So AI is going to take that. And let's say your house has a basement, it's gonna think the basement is the first floor, so you've got to teach it things where it's, yeah, the basement technically is the first floor.

However, this person is talking about the ground floor because they don't necessarily want their parents to be walking upstairs, walking downstairs. Right. So that, a huge example of that. So what we had to do is we had to do that for everything, all the way up to, I'm interested in living by the beach.

Well, what does, by the beach mean? By the beach mean the beach as your backyard. Does that mean three blocks away? You've gotta teach at these things and people don't necessarily understand 

how 

difficult that is. 

I mean, will it 

[00:13:59] Tracy Hayes: actually come back and actually ask for clarification

if someone says Correct.

That's what we're What does by the beach? What? By the beach to me is different than buy the beach for you. Yeah. 

[00:14:08] Lyman Starmer: Yes. But essentially it's gotta under, it's got to understand why it's asking that question first. Mm-hmm. So you've gotta even teach it. Hey, you don't wanna hard code it and say, Hey, every time you, you hear by the beach say this.

You really want it to understand by the beach means. And then it'll ask a question of clarification. or another example is I would love to live near Publix. Well, near means different. It's a different thing to anybody near, could be five miles near, could be a two mile walk. Right? So it's gotta ask those things so you can [00:14:40] see how difficult that is to change that data into that.

So mm-hmm. Once we translated all that data, we created a, a platform such as Deli Sense, that's what we call it, deli sense, S-E-N-S-E. So it's basically making sense of the data in an AI format. And, just to pause there, a platform, essentially, people think of platform and they just think of a product.

What a platform is, is a place where you can build things off of. Have you heard of, do you have an iPhone? 

Mm-hmm. Or, yeah, so an iPhone and an iPad. It's called the iOS. So that's the iOS system. So when somebody's building an app. Or when somebody's building something specifically for an iPhone or iPad, they use the iOS platform because what Apple did is they built all this technology to where it's super easy to build something.

On the iOS, you know, platform, which would then enable you to build apps for the, the iPhone and the, and the iPad. So what we did is we built this deli sense platform, which standardizes all this data. So we're really the only cons, the consuming party here, but essentially we could start selling this feed to where other products could come along and build innovative solutions on this, because we've already standardized this fee for, you know, AI readability essentially.

[00:15:55] Tracy Hayes: it's so interesting, you know? Yeah. The work you guys did behind the scenes. 'cause it's not, [00:16:00] you know, Teaching the ai you had, you had to teach it. And we could probably talk for hours, but I want to, let's bring it in now. Yeah. and really start talking about the nuts and bolts of how and why, cause I think that this is cutting edge.

I'm actually surprised it's not out there, but it makes total sense to, again, as we, these agents are, are extremely busy. They're hiring our, you know, assistants and so forth to have conversations and they're spending time having conversations with their buyers and sellers where these buyers and sellers can really be having these conversations at 10 o'clock at night when they're sitting there searching for these homes with 

[00:16:39] Lyman Starmer: you. got it. 

[00:16:40] Tracy Hayes: and being that way. So, I know we got some topics here. Let's, go on there. you are marketing this right now, and you told me a little bit, right now two individual agents are brokerages 'cause I guess Jeff, did Jeff buy it for his brokerage or just him? 

[00:16:54] Lyman Starmer: Yes, for his brokerage.

For his, yeah. So if you go to Pursuit Realty, has 

[00:16:57] Tracy Hayes: this on their landing pages, there for your, your customers, what kind of feedback are you getting from them? I know you, you, you kind of mentioned it yesterday, but if you know on the podcast here, what kind of feedback are you getting from them? And I think, you mentioned Navy to Navy Homes is using it as well here locally.

Mm-hmm. What kind of feedback are they getting from their agents, you know, in, how maybe their consumers are using it or they're [00:17:20] using it? 

[00:17:21] Lyman Starmer: Yeah, so, great. Good question. So I'll use Navy to Navy as an example then pursuit. But like yesterday for example, it was two o'clock in the afternoon and a lead came through and it said, Hey, Navy to Navy, a lead came through Deli.

1. Look at their conversation here. And so what, the broker's able to do over at Navy, Navy, Mario, he's able to go in there and look at the conversation. Somebody had the timestamp, how long somebody was on there, if they're interested in apartment for sale, price, large backyard, all of that. So then he can pick up the phone once they become a lead and say, Hey, I know you're interested in, in a large backyard, but you're also interested in you, you want the house to be brick.

And so he's able to understand exactly where they're at in the buyer's process. Right. to then better, you know, sell that home with some 

[00:18:06] Tracy Hayes: clarifying questions. Right. You know, 'cause they, yes. You're looking at this chat at just had and you're able to now go in there and read that chat and then ask deeper, clear, like, what does by the beach mean, would be one of his questions, 

[00:18:18] Lyman Starmer: right? Yes, exactly. There's multiple. So, you know, if you were to install the widget, there's multiple ways that somebody be, can become a lead. So the first way is, let's say you're chatting with Deli and you know, you ask a question and Deli was responds. You look at a property and let's say you're on there for about three minutes, there's a popup on there saying, Hey, seems like you're really liking this.

would you like to become a lead for us [00:18:40] to start sending you properties based on your search? And so then we put that individual on a drip campaign sending them properties based on that natural language search. That's the first way I did notice that. The second way is when there, 

[00:18:50] Tracy Hayes: I went in and played with your demo that you had on, you have a demo on your site.

And I went in and, and, played with that. The one thing I, went in Yeah. And I asked it a very specific question. I live in St. John's. Yeah. What was that? And Country Club. And I asked it, I wanna live in St. John's Golf and Country Club. That was my, my statement. And I figured it would spit back. Yeah. Is it that fine tuned or I could ask or how.

Maybe it's something you're developing, I don't know that you can ask, say I want to live, you know, within a mile of Beachside High School, for se for example, can you ask it? Things like that. 

[00:19:28] Lyman Starmer: So what we're trying to do, and that goes into the, the process of teaching it. What are these different landmarks?

So what necessarily is the Beachside High School? You've gotta teach at these things, which we're constantly doing. Mm-hmm. And so that's why your feedback, like what you just gave me is great because then I can go in and teach. 'cause it's kind of like a toddler understanding, its surroundings. So I go in there and say, Hey, analyze these schools 'cause people are looking for this.

So that's something we have to teach it, which we're constantly doing all the time, so that's perfect. But Right. For example, your Jack's Golf and Country Club. We've built it to where [00:20:00] you can go in there and say, Jack cc, golf cc, and then you, you can just type in this different type of vernacular, the slang that you would normally use.

Mm-hmm. And it'll understand those. So it's constantly learning to, to basically answer that question. 

[00:20:12] Tracy Hayes: is, are you guys like behind, I mean, 'cause this episode, you know, amazing. Yeah. Are you physically behind there? Do, or is it teaching it itself? How do you, I know this is slightly off the, tangent of the, of the, conversation a little bit, but I think anyone listening, like teaching it to understand what Jack's JAX GCC means, like, or the fact that, hey, I wanna live in St.

John's Golf and Country Club, and it just immediately finds every home listed in that neighborhood. You're you, how are you teaching it? 

[00:20:43] Lyman Starmer: We've gotta go in there at first and just give it some human experience just at first. And once you start doing that, and once it starts learning from the consumer behavior, that consumer behavior being all the questions that's being asked, then it teaches itself.

So we just have to go in there and input all the, like it takes a long time to basically, so Jacksonville, not everybody knows the surroundings or what's the barrier of Avondale or what's the barrier of Ortega? 'cause sometimes they'll say, Ortega is near NAS or something like that. And you'll see on online it'll say Ortega is an NAS.

And then, okay, Ortigas near Avondale. So you've gotta teach at these polygons and like, Hey, [00:21:20] this is Ortega, or this is an As, or this is Avondale. So we've gotta teach it that. And then soon, once it understands the barriers of locations. That's when we can start teaching it like you were asking. And then it'll start to pick up itself.

The, because again, it's like a machine, the more information it's given. So the more actual consumer behavior it's given, the more it understand what it needs to do to provide a successful experience. 

[00:21:41] Tracy Hayes: So you don't necessarily, if I'm understanding, you don't necessarily have to go in there and explain it to what are the addresses for every subdivision And as soon as people are start asking about Pacific subdivisions, it's going out and starting to research about other 'cause it's now being asked direct questions about I wanna learn this subdivision. It starts to find out about all the other subdivisions. 'cause it's expecting questions like that. 

[00:22:06] Lyman Starmer: Yes. Yeah. Wow. Yeah. You got it. Yeah. So it's crazy to me. I mean, I'm building it and I'm still kind of Wow. Yeah. so I can explain real quick too. So I. Basically what we wanted to do when it comes to integrating this on your site, we want it to be as simple as possible.

'cause in many cases, a realtor would spend a lot of time creating a WordPress site or, or a custom coded site. And when we were selling this beforehand, we would say, Hey, it's just a widget. And then somebody would respond to us saying, I already spent time making my website.

We were like, no, no, no, no, no. This is not an additional website. This is something that sits on top of any [00:22:40] website. And we wanted to make it extremely easy to where it took less than five minutes to integrate. Right? So we did that, and I, I won't get into the details, but it's, it's three lines of code and you just place it right on your site, and as soon as you place it onto your site, it's already connected to real MLS.

So the Jacksonville nefa, Northeast Florida, MLS. So we've already got all those, you know, data points. And let's say you're connected to Beaches, MLS, we just plug that in on the background. and it's already trained again on that deli sense platform, so that already understands AI with all of those locations and things like that.

And so it's already ready to go. So you put that on your site. Then consumers come to that site, they start communicating with it. And when we were building this earlier, this might fascinate you too, I'll get into this, but when we were building this earlier, we were showing properties, right? Mm-hmm. But. without creating a separate landing page, you can't click on those properties.

So what we had to do was create a landing page that was linked to those property, we'll call it property cards. 'cause if you're searching on deli and you say, Hey, I'm looking for a, you know, two bedroom home under 500,000, a property will pop up, right? Or like, properties in the background will pop up.

Those are property cards that just show a quick little image, a quick little description, and then you can click see details. Once you click the see details, it opens up to a, white labeled landing page, which, let's say your brokerage is Honeycomb Realty. It's gonna have your logo there, it's gonna say [00:24:00] honeycomb, it's gonna have your colors there.

The user is gonna feel like they're still in the same experience. And from there they can see all the details of the home. What we built out. Was, so you remember we were talking about the realtor remarks or the public remarks? What are you descriptions? I 

think we would describe it as, yeah, descriptions.

It's like what you see on Zillow, that's all, that's all inputted when you input the listing on the MLS. Right. So we took that data and we also took the field data so that what you put into the fields when you're listing a property, and we found the discrepancies that listing agents were leaving out.

So what we were doing was analyzing the images. We were also analyzing the property remarks, and we were also analyzing the fields. And if somebody was leaving out that it had a, a pool in the, fields, but it also had a pool in the pictures, or it had a pool in the, property remarks, we would mix that and find that discrepancy.

Then what we would do is we would generate the description on this landing page based on your original search on deli. So every landing page is unique to your search, and it's, it speaks directly to you. So if you were to go on there and you're saying, Hey, my name's Tracy. I'm moving from Nashville to Jacksonville, I'm super interested in the house for the pool in a large backyard, for my dogs to run around, every home it suggests to you is going, if you click on it, the whole home is gonna [00:25:20] speak to what you just asked.

It's gonna say, Hey Tracy, this is perfect for you. It's perfect for somebody moving from Nashville, who wants a large backyard for their dog. And so all these listing pages, every listing page is not the same. It's all radically different based on your original search. So it speaks directly to you.

Essentially is is how we built that out. And so it's kind of its own ecosystem. Ecosystem there after it's put on the site. 

[00:25:42] Tracy Hayes: So you guys physically were going in and. Correcting these descriptions basically. 'cause it, had a pool in the picture but didn't say pool in the description, For example. 

[00:25:53] Lyman Starmer: Yeah. 'cause that was the issue. That was the issue early on as we were going into things and people were saying, well, you're showing me a property without a pool. And we were like, but that's not our fault. That's the listing agent's fault. There's nothing we can do about that. Right. And so then we came up to the conclusion that, yeah, there is something we can do about that.

And that's basically melding these three things, images, realtor remarks or property remarks and fields, and then finding those discrepancies and then showing that. So that's what we decided to do in order to make our product a better product essentially. 

[00:26:21] Tracy Hayes: Alright. So as I mentioned in the intro, the movement from a Google search to now using these ai, obviously chap, GBT being the kind of the Coca-Cola right now, everybody knows that one, right?

There's other AI products out there. Exactly. and we discussed this, and this is, I think this is very important because I think more agents [00:26:40] today are. every training they go to, every conference they go to, AI is being brought up. It's a subject that, that, is, you know, along with video, obviously they should be doing videos and using ai.

If I was to pick top two or three mm-hmm. Things that they're being told every day. so if they're using AI and they're properly going in and saying, Hey, ai, I've got a three bedroom, two bath. It's got a large master bedroom, it's got a pool, it's got a walk-in bath, it's got b blah, blah, blah. And it gives 'em all these data points that say, give me a professional description, you know, however they might describe it. AI creates that. Mm-hmm. When you go to search now through deli and you're asking about it, it's looking for the same language that it might have used for that, for that real estate agent. and it's search, it's finding its common language that it understands. 

[00:27:38] Lyman Starmer: Yes, correct. So AI wants to listen to the other ai.

So, like for example, people who are working on their SEO to enhance their SEO, you want to start, and especially if you wanna enhance your SEO on things like Chad, GPT mm-hmm. Or, you know, perplexity, which is another search, you should definitely look into perplexity. That's my favorite AI search. wonderful.

It's trying to replace Google. but [00:28:00] s the game of SEO has changed. it's no longer this keyword search. So if you wanna start showing up first, you wanna start populating your listing pages or your content with AI content, because essentially AI wants to see other ai, it understands, you know, that it's written in ai.

So you wanna front load all your content with, you know, AI summaries, whatever it may be. You just wanna do that and. That's just generative, that's basically going into Claude or going into chat GBT, like you said, and saying, Hey, generate a synopsis. And then placing that synopsis. 

[00:28:32] Tracy Hayes: I'm a slight, just a quick question here.

When you, we talk about it, so if I'm going in and I'm putting maybe my bio, whether it's on LinkedIn or on a website or talking about real estate excellence podcast and so forth, I really now with the search mechanisms, want to use AI to actually write that because it'll more likely someone's looking, Hey, I need a really good real estate podcast, to learn about real estate agents in, cause this is very detailed in Jacksonville, Florida, because real estate, yeah, that's the more detail, the better. Write this stuff, it's gonna pick that up. 

[00:29:06] Lyman Starmer: Yeah. So a good example is let's say you had a specific landing page for real estate excellence, just one landing page. Mm-hmm. You would wanna front load that landing page with AI content, but at the bottom you would want to use words like, [00:29:20] summarize key insights or according to, because if you see, if you search up on chat GPT and you're like, Hey, who are the best, you know, realtors, blah, blah, blah.

It's going to use those words like in summary, according to all those type of things. And so if you make its job easier and if it doesn't have to do more processing and it, it can find the ai, it's already gonna create on your site, it's going to use that in the summaries and you'll, you'll be shocked it's gonna use it verbatim almost. maybe switching a couple of words, but it's gonna use it verbatim. 

[00:29:50] Tracy Hayes: Alright, so we take this now to the agents. Who should be using AI to write their descriptions, they're putting it in there and an AI is actually, you know, creating in a very fluent language. These phrases that you use in summary, according to, they should be using that in, in their descriptions.

or how do they, how do they should be suggesting chat GPT to write or, or perplexity to write those descriptions for them? 

[00:30:17] Lyman Starmer: so listings are in a weird place, because again, it's gotta go through the MLS. So they're basically writing those listings using ai, which is then filtered to the MLS.

And then, I don't know if you know how specifically it works, but you've got Zillow, realtor, let's just call those companies portals. So property portals, all those property portals where they're getting those properties are via an IDX feed. So [00:30:40] that's what the feed is, that the MLS is connecting all these listings to, it's an IDX feed that we, as, you know, third party vendors pay for.

So once we get that feed. Then we can, you know, populate all of our listing pages or all of our websites with those listings. So, yes, even if the, even if the broker or the realtor were to change, you know, in summary, or use those AI specific words on their listing pages, if they want their listings to show up, you know, first it's gonna be more, it's gonna be a little bit more difficult.

But let's say they, on their site, let's say they're, I've seen a realtor do this where they say, you know, beautiful brick homes and ra, something like that. if they start populating that with AI specific terms, then that would help, with their SEO.

[00:31:24] Tracy Hayes: How

can you find out these,

these

AI specific terms that obviously AI likes to use as, from what I'm understanding, they like to use this, I'll call it AI language, right?

I guess 

[00:31:36] Lyman Starmer: you just, you just speak to ai. Yeah. You, you find those language by talking to ai. It's like. Hey, what terms are the best? And again, it's AI's always trying to summarize data. So if you use things like in summary, according to just those type of headers, it's going to know, it's gonna crawl your page and say, oh, this is a summary because you just said in summary, it's very simple in that aspect.

so it's gonna start pulling data from where you're just telling it where to [00:32:00] look essentially when it's crawling your page. 

[00:32:01] Tracy Hayes: so what I'm leading to is now I connect this back to Delic, so you know whether the agent's looking for homes. 'cause isn't it, I think it's, if I heard you correctly yesterday when we were talking about it, you originally started this for agents to help them with their search and searching for homes for particular buyers.

Yes. And then the agent said, let's take it directly to the consumer, the buyer itself, to do their own search. so by working both sides of this and using the AI language and just simply having a conversation with ai, it's going to. A, I think this is where everyone's going. I mean, this is the Google, 

[00:32:37] Lyman Starmer: oh, 100%.

[00:32:38] Tracy Hayes: Yeah. Even though I still use Google, I mean, I use Google a lot. I'm trying to train myself to start having more conversations with ai, but there are people now that are walking around talking to chat GPT through their phone on the voice thing. Yes. 

[00:32:51] Lyman Starmer: And there

are people actually doing it. Yes. And, and what we're trying to do, so remember I told you what we had to do is we had to create this, unified feed that basically took this fragmented MLS data and we created this platform, essentially least sense.

And we made multiple products with that platform. What we're doing now, and I won't, speak on a lot just because we're just starting this Yeah. Is we have a goal to be so. Legacy search, which is ow realtor, all those companies are competing for keywords. They're competing for [00:33:20] keywords such like, let's say you say two bedroom, two bath in Tampa.

Oh, well, two bedroom, two bath and Tampa are keywords that they're paying a lot for, that they're competing for. but search is not like that anymore. On generative search, on AI, on perplexity, perplexity is trying to exactly match what you're searching for. So what we've been doing is what I told you before.

Remember I told you our listing pages, so let's say it's 2 5, 8 Riverside a or something like that. Those listing pages are curated based on your search on deli. So now what we're doing is our goal is to become the number one search portal for these generative AI searches. And to do that, what we've done is we've taken.

Let's say 1, 2, 8, 5, Riverside, and we've created millions and sometimes billions of different versions of that page. Where, for example, if, it says, like you said, Hey, I'm name's Tracy. I'm moving from Nashville to Jacksonville, I'm looking for X, Y, and Z. And let's say that search leads you to this 1, 2, 8, 5 Riverside.

That's gonna be one version. And then you've got millions of other versions of that same listing page. Those are all ready for AI search. So now if somebody's on perplexity, if somebody's on chat, GPT, and they type in there, Hey, my name's Tracy. I'm moving from Nashville to Jacksonville. I'm looking for two bedrooms, two bath with a large backyard.

Our listings will pop up [00:34:40] first because our search, the way we've created that summary is an exact match to your search. And those AI searches want to show exact matches. So that's what we're doing now. And all of these legacy search platforms aren't prepared for that. 'cause all of their content is static.

It's not moving, it's just the same. So that's kinda what we're billing for now. and we're using that same technology to get there. So, 

[00:35:03] Tracy Hayes: and then this is just an off the cuff question. I, I just know, I know you, you have, and anyone listening, you know, knows, knows, or knows of, Jeff and Mario here in town, Navy to Navy in in Pursuit, Realty, some initial fee or any feedback that you've gotten from, any of the agents that you're working with.

'cause you mentioned you guys are, you had some contacts in Utah, Just some feedback that they've given, you know, or even some recommendations that obviously you guys have taken in and maybe even already implemented or maybe you're working on. 

[00:35:36] Lyman Starmer: Yeah, so the best feedback we got, so we also have the agent assist product too.

So people can sign up for that and just use it. It's kinda like a. Phone on their app where they can speak to it. And it, again, it's four agents, so that's still out there and we've gotten feedback for that. The best feedback we've gotten though is when you put a widget on your site, you want to be self-promoting.

So you obviously wanna promote the pursuit brand, you wanna promote the Navy to Navy brand, Nancy Bass brand. So in [00:36:00] order to do that, if somebody's looking up two bedroom, two bath in Jacksonville, you want your properties to show up first in that search. Well, we did. We weren't thinking that. And so we had a lot of them say, Hey.

Specifically if it's, you know, tenant placement, if they were property management, which we also do rentals too. They were doing their landlords a disservice if they allowed people to search all of 'em and didn't even present their properties first. And so we built in a system to where if you were searching on deli for a two bedroom, two bath with large backyard and their properties, so there being the customer's properties, the client's properties fit the criteria.

That would be like the first six that would show up. The first 10 would show up and it would say, this is the pursuit listing. This is a Navy to Navy listing. So that was a, that was something that we as a technical team didn't necessarily understand. But when the realtor, you know, sat there and explained to us that, you know, these landlords are choosing them to promote their property, it was doing them a disservice.

So that was great. I was like, oh my gosh, that's, I didn't understand that. so that was one example or I. other examples were just like, Hey, when these leads are coming in, can you make sure they put their, phone number in too? So we had to make thing, we had to make, those lead capture funnels, to collect their phone number 'cause that was super important.

And email, email, yes, is important, but a phone number we started to understand was very, very important and understanding. Who that individual [00:37:20] was that could just call 'em up, things like that. So that's, two really good examples, right there. So, well, 

[00:37:24] Tracy Hayes: it's kinda like we talked about, and I, I mention this all the time.

It's the sales, talking to the tech team, this is what we need on the road. And the tech team doesn't think like that, but they can make it happen. If you tell 'em what you want and what you need. 

[00:37:38] Lyman Starmer: yeah, You just have to say what you want or what you need or, or another quick example was. a lot of people wanna ask qualifying questions.

So before they even become a lead, you want to know if they're pre-approved. You wanna know if how long they've been searching for a home. So if a brokerage or a client were to come to us, 'cause right now if you use delio, just it randomizes the first question it ask, it says, Hey, what's the price range you're looking for?

How many square feet you're looking for? Mm-hmm. we can add, Hey, are you pre-approved? How long have you been searching for a house? Add those things in there. And so when they become a lead, you can automatically see, okay, this person is a true lead. They're looking to buy in the next one month. Those type of things.

that's advice we got. 

[00:38:17] Tracy Hayes: a couple things I wrote down here. you mentioned the word promoting and I think agents who are listening here right now, you're going out, they're doing a lot of listing presentations, or mm-hmm. You know, it, it's agents tell me all the time going out this display. So you're not, some agents are not, you're not getting every listing or maybe you're not getting any listings right now, but here's an opportunity I think to set [00:38:40] yourself apart a little bit to, and not not every cons, not every seller is gonna totally understand this, but I think, Lyman, you might be able to, you know, put the, create a ified version of how to sell Deli.

Mm-hmm. Is that they're promoting their home. Your home is coming up first. It's like. If they're searching through, Navy to Navy site, Navy to Navy's listings are gonna come up first. Right? The same way. Yeah. You, when they're going out on that listing presentation that people have to understand, Hey, the world is changing a little bit.

Not everyone's Googling. So Zillow isn't necessarily always the best thing. They are. Some people are, they're migrating over to Perplexity Chat, GPT and these other AI searches. I'm using, deli in that area, in the AI area. So your home is going to pop up first when someone's searching for that on the chat on the AI world.

[00:39:33] Lyman Starmer: Yes. Yeah. that's a great way to describe it. we describe it that way too. So whenever somebody's like, Hey, should I list my home with you? They can use that as a promotional aspect of the conversation because again, In many cases when I, I sit down at night and I read, I read all the different, you know, what people are saying, communicating with deli.

And a lot of cases someone will just go in there and say, for rent or for sale. And of course if somebody says, for rent or for sale, your properties will show up first and they're [00:40:00] clicking through the listings, all of that. So yes, to answer your question, that is a really good promotional point, especially if you are a small brokerage starting out and you're trying to recruit people.

it's always a good idea to, to say, Hey, you know, we've got this, you know, technical aspect, so 

to, 

our brokerage. 

[00:40:16] Tracy Hayes: the other thing, I mean, you mentioned nefa, Northeast Florida Association of Realtors. Mm-hmm. But are you literally connected in with. Through the agent to the MLS or you're actually, how is the connection and then, and obviously 'cause here in northeast Florida, you've got St.

Augustine's got their own board. You, you kind of want to include Flagler. Nassau County's got their own board in MLS, so now they're migrating and they're kind of, I think they actually, St. Augustine and nifa are actually joined together now. So you can actually search Bo across both of them there.

But tell us how that connection is, or is there any restriction there? 

[00:40:53] Lyman Starmer: Yeah. So let's say nefa is already connected, but I'll just kind of describe a new market. So let's say we had somebody on the Emerald Coast, super interested in, uh, using Deli. So we would ask them, Hey, what's your mls? Or what are the multiple MLSs you use?

they give us real quick this is, if we don't have any customers in this market. So for example, someone in the BR Coast ask, Hey, we wanna use deli. We ask 'em who their MLS is. We go to their MLS, pick up the phone. so this, part's kind of manual. Sometimes we don't have to pick up the [00:41:20] phone, but we say, Hey, we're a new vendor.

We're working with this brokerage. can we get an IDX fee? it's just as fast. The MLSs are sometimes slow, so mm-hmm. Then they send us over a document. We sign that document. It's just a data agreement. just a few stipulations, and then we get their data. 

Yeah. 

Yeah, we get their data and we start training on that, and then within two, three days it's on the market.

And so now if somebody's interested in, say, or somebody's interested in the Emerald Coast and we've already connected to their MLS, each new member takes about five members to, or sorry, it takes about five minutes to integrate. So as soon as we're connected with that MLS, five minutes, five minutes. But if we have an initial customer who's interested in the new market that we're not connected to, it takes about two days.

but again, that's just because we have to sign the document, they have to send it back. It's just. Stipulate stipulated on, you know, how long that, MLS takes. But again, we're just signing a data agreement with nefa. I actually became an affiliate and I know there's an open house next week, but I won't be there.

But I like to be closer with the community, especially with like a real MLS or nefa. but yeah, to answer your question, that it's pretty simple. 

[00:42:26] Tracy Hayes: Okay. ''cause I mean, anyone could be listening to this and I, I definitely want to get this out to, I have a private Facebook page, which I'll invite you to that, you know, basically been, you know, everyone who's been a guest on the show, is in, and, and yeah, obviously if we [00:42:40] can, you know, feed them some information and, and obviously everyone that comes and sit with, so, how we talk about this widget, most all agents are, you know, from the standpoint have, some sort of landing page.

Sometimes it's attached right to their brokerage or they got their own, you know, website that they've created and so forth. What's the process and. I would suggest everyone go on, is that YouTube video on your website? I know you 

[00:43:06] Lyman Starmer: sent it to me in the email. 

Yeah, yeah. There's a video on there.

You can click and you can see it. Yeah. 

And the, the widget shows 

[00:43:13] Tracy Hayes: up down the bottom, just like, anyway, hey, you wanna look at homes, you click on it and it's, it comes up like you know, if you're doing an internal chat right? And you start talking. yeah, yeah, 

[00:43:23] Lyman Starmer: exactly. So, basically the way to sign up is right now you just go to our contact page.

The pricing page is always, it's changing, but again, it's mm-hmm. It's basically $45 a month. Somebody's interested in boom, $45 a month to, to use generative ai, which is very, I say a pretty good steal just to have on your site. It's, again, it's a whole search. a lot of sites we've talked to some brokerage, it's like a small to medium brokerage.

They're like, Hey, I'm spending the next two weeks I. Integrating my IDX, which is those dropdown searches that we were talking about. So that in itself takes quite a bit of time. so for something that, you know, takes less than five, [00:44:00] five minutes to integrate on your site, you've got a whole new search experience that's pretty crazy.

so that, that's the main thing we wanted to focus on was let's make this super, super simple so someone can get AI on their site in less than five minutes. That was the main target, and so we reached that target. so yeah, it's, very simple. you just integrate it quickly. I think 

[00:44:18] Tracy Hayes: a lot of times we assume we know, a certain language.

you deliberately use generative ai. 

Mm-hmm. What does that mean? 

[00:44:28] Lyman Starmer: So, alright, so you've got these things called off the shelf LLMs. So an off the shelf LLM is a chat, GBTA claw, if you've ever heard of those type of, and an LLM is a large language model. So basically what it does is sucks in a bunch of language.

So words from the internet, and it takes in those words and it makes sense of those words. And so that's why, I mean, so for example, if you're asking chap GPT, what's two plus two? It's not actually doing the math, it's just taking two plus two equations that it's seen on the internet and knows it's four because it's seen, hey, four showing up a lot.

So inherently these LLMs aren't really good at math. They're just doing math based on the words that they're collecting. So that is generative ai in the most simple form. And then what it is [00:45:20] is taking those, that language. So data points, right? So for example, the listings listing 

listing bedrooms equals two. 

[00:45:27] Tracy Hayes: Is that what it's all of it Language model be like the real estate industry and the jargon we use and putting it 

[00:45:33] Lyman Starmer: all of it. Yeah. Okay. Yeah. It's putting it into one model and that model. So our, our model is just training itself every single day, let's say. We dump in new vernacular about, you know, real estate or a new neighborhood opens up in Jacksonville.

We have to put that in. And it's just training itself on that constantly. And it's also training itself on the consumer behavior. So like, for example, remember I told you the, the near question, if you were like, I wanna live near, the beach, which we're consistently working on, but let's say within the next year, it's got thousands of these people saying I wanna live near.

And if it follows up saying what is near, and those thousands of people, let's say 80% of them are saying near means two miles, or near means one mile, then it will start to understand, okay. When somebody says near, they're most likely meaning one mile. 'cause 80% of our constituents are saying that. So that's, ai.

Just, that's kind of an example of JI of ai. 

[00:46:24] Tracy Hayes: couple of the other thing I was going on there and searching, and I didn't, I didn't spend too much time on there, but I was just thinking that because you guys are constantly teaching it, you obviously here in northeast Florida, HOAs and cdd, well, there's a lot of HOAs, so you can't really, everyone has an h No, I [00:46:40] wouldn't say everyone has a, there's a lot of communities who obviously have at least an HOA community development districts.

Yeah. C DDS are another thing. And I know there's people who, well, typically someone has any, com any, um, opinion on a CDD community development district. they don't want one. Right. So I was just thinking that would be a search thing and I didn't, I didn't spend enough time on it to see if, hey, I want, give me, You know, communities in St. John's County that don't have CDs. So I only know if it's gotten there, but I can see that being like a common question. 

[00:47:12] Lyman Starmer: That's a perfect, again, this is like something you're telling me that I would go back to the tech team and say, guys, I mean, I knew CDD is working with, the Villages, but what was more prominent was HOAs people not wanting to live in an HOA or people wanting to live in an HOA was the more prominent thing or gated community kind of in the same family. 

[00:47:29] Tracy Hayes: Right, exactly. Well, if it has a CDD, it has an H ho A So someone doesn't wanna live in hoa Yeah. Would eliminate the c dds, but the CDD being the next level up. Of course, in my experience, most people, they don't wanna live in the CDD, but then they end up moving into one because of the amenities. Anyway, so that's just what, you know, they want the splash and the cd.

You're gonna live in a C, D, D, bro, you know? Yeah, 

[00:47:51] Lyman Starmer: Yeah, Yeah, Exactly. So. No, no, no. That they had the same thing in the villages. So that's, or they, yeah. Yeah. I know. Sometimes they, [00:48:00] like, let's say you're moving into a house in the villages or something like that. You had to pay the HOA fee and then the builder also took, it was like a $20,000 fee on top of that.

I, I forgot what fee that was, but some people were trying to, 

[00:48:11] Tracy Hayes: capital, it's not capital improvements. just dealt with is that the 

[00:48:15] Lyman Starmer: money they spent on making the, the, is that the money they spent on making that community and they pass it off to the buyer? 

yeah, 

[00:48:21] Tracy Hayes: basically, I mean, I mean, the developers going in and they're taking a bond.

The CD is basically a, a bond they're taking out to build those amenities that only belonged to that community. So it's like a county within the county where I grew up. I always tell people, 'cause I, I've taught on this and was on my board at A CDD for 11 years. up north everything was, you know, the county had the county ball fields, all this kind of stuff.

That was all, you know, county parks. Well, here in Florida you could choose to be in a CDD or not in a CDD, we do still have county parks, but the, you know, the ties and so forth with the splash pads, they are basically the developer building those things. Well, how do they pay for 'em? they took out a bond and every homeowner's paying every month, to pay back that bond, with interest on there.

And, you know, they can borrow again on it and so forth. But yeah, they're, everyone's chipping in, from that standpoint. But you're saying in order to have 

[00:49:12] Lyman Starmer: that splash pad that's like a necessary evil.

[00:49:14] Tracy Hayes: yeah, unless you live in like a, I mean, if you got a, just a small HOA, sometimes the HOA can raise the money to [00:49:20] do that.

They're just charging 'em on a monthly basis. But yeah, when you start talking about, you know, especially around anyone that's got, you know, numerous tennis courts, anything, large splash pad, what's the big thing? the crazy thing is people don't understand is the lazy rivers, like in sheer water, for example.

yeah. They don't, they can't even go in the lazy river unless the lifeguards are on duty. Right. So it's a, it's a glorified, it's better than an HOA, people don't understand it. Because the lawyers are involved and it's under the Sunshine Laws of Florida, and which makes mm-hmm. very strict HOAs, unfortunately they're trying to reign in because there's so much scrupulous stuff going on because they don't have an attorney sitting there at their meeting telling 'em what they can and cannot do To protect Exactly.

Yeah. That type of thing, But off on another side. But that would be definitely something I didn't know that put in model is CDD communities, community development districts. I think a lot, a lot of 'em put in the dis, they just put c, d, D in the descriptions, so that would definitely be something to teach.

Yeah. Which communities are c, dds are not. 

[00:50:18] Lyman Starmer: there. Thank you for that. Yeah, that's perfect. 

[00:50:19] Tracy Hayes: yeah, so if anyone's listening right now, obviously they can go onto your, use deli.com. 

[00:50:26] Lyman Starmer: Yeah. 

[00:50:26] Tracy Hayes: Right? 

[00:50:27] Lyman Starmer: Mm-hmm. 

use deli.com if they want to actually. Or do you actually, so when an agent signs up and wants 

[00:50:32] Tracy Hayes: to do, do you actually call them and have a conversation with 'em?

Or you let 

the 

[00:50:35] Lyman Starmer: website Right now I speak with them. Can 

[00:50:37] Tracy Hayes: they talk to 

[00:50:37] Lyman Starmer: you? 

1. I like speaking with them just [00:50:40] because I like to be very close to the customer, understand who they are, understand their problems. that's just me as an individual and that's the company we wanna do and build. but again, I would just go through the contact us form or in, I can give my email, whatever it may be.

I just like to kind of reach out, as a human and then it goes that way. But the, the more we grow, it'll start going through the pricing page and things like that, but we're always messing with that pricing page and mm-hmm. That's just how a, a startup's going. We're always testing things out, But right. Yeah. You just speak to me. Really, it's very simple. Yeah, Because 

[00:51:09] Tracy Hayes: I, 

think it's, I think it's brilliant, especially getting started. 'cause you want to hear these little things as you get big enough, it's gonna grow, it's gonna start teaching itself, but you're growing that way, but the fast, the more conversations you have, you can start inputting this information at a higher, higher rate.

So it's getting better and better. that exactly right. Yeah. faster. Yeah. 

[00:51:26] Lyman Starmer: And then if, if you have question. If you have questions for any, you know, even current customers we've had, uh, at Honeycomb, they actually did tenant placement through our product. So people were interested in that property and they actually placed a tenant.

They actually are in the midst of selling out or finding somebody a home to buy that came through Deli. So these real leads are actually coming through and they're, communicating with Deli. So it's not just leads that you call and don't hear. They're really, because again, if somebody, you're catching that person at a very high moment of intent because they know what they want, they're gonna put that information in there.

[00:52:00] And again, if then it goes on to the, the role of a realtor, if he's gonna get up or she's gonna get up and call, then that's their lead. So, again, we will produce the leads. It's just about getting there, calling them fast, seeing, Hey, I know you're interested in this, this, this. so yeah, simple. well, I simple, I'm 

[00:52:16] Tracy Hayes: gonna, I mean, I had Cindy Browning with, Roundtable, property Management on, not last episode, the episode before, just a week ago, basically.

And, you know, she's cutting edge. I think this might be something, to have a conversation at least educate her on, is something that maybe, Roundtable Property Management would be interested in, let alone their brokerage and obviously their selling side. I went off on a slight I had, 'cause I had a question before that.

I just wanted to make that, that statement there, that you are doing that as well. alright. Question will come back to me. Upcoming developments for Deli, you had that on the topics list. What do you got upcoming? Yeah, 

[00:52:49] Lyman Starmer: so that essentially is, we're always making the intent better. So we wanna, at the end of the day, my vision of this is.

take New York for example, I want it to be so detailed to where someone like me or a college student can go in there saying, Hey, I've only got this budget. I've got a potential roommate. We wanna spend X both, but he wants to spend a little bit more, so that means he needs a room that's larger. You see how like detailed that is?

That's how we want it to be. So you can really put your information in there. It'll find those [00:53:20] homes. And the whole idea is if you're on a branded real estate website, so like, let's say you're on a, a niche brokerage, I wanna attribute that success I just had and that digital experience to the brokerage that this is on.

And psychologically, if I attribute the success, I'm gonna say, Hey, you know what? I had a lot of success on this brokerage. I'm gonna go back to them. Or, this brokerage wasn't calling me consistently, to try to, you know, sell me this home. I was able to go in there, really simple. put my information in.

I found a home I liked. I kind of sat on it for a little bit and then I was like, Hey, I found that same experience. I'm gonna go back to them. So that's the whole idea we're thinking of on the widget side. Mm-hmm. On the other side I was telling you about is we're really gonna be working hard at, again, we know that search is changing and we know people aren't saying Google it anymore.

They're starting with generative search. we're gonna go really hard on being the number one, listing that pops up when people are searching that way, and then essentially kind of become a lead gen, aside. But those are the two things we're really focusing on. and then again, the more widgets that are on these sites, the more consumer behavior we're getting and the more that model can get better and better and better and better.

So those are those kind of two upcoming 

things. I 

[00:54:30] Tracy Hayes: you, in your YouTube video, you use Jeff's, website. The one you sent me, I don't know if you were just saying that to me, or, or that's just one you've created to, to hand out to people. But anyway, [00:54:40] so 

[00:54:40] Lyman Starmer: that's his, yeah. 

[00:54:41] Tracy Hayes: Yeah. It's his landing page and you can manually go up there, if I'm not mistaken, on his page and say, tell it, you know, through the rigid way, the old way, the rigid way.

Or your widgets down there saying, Hey, let's talk about a home and click on it. Is that the way? Yeah. you're seeing, 'cause I really see what you're doing and I imagine there's going to be, you know,

people, competitors are gonna start as AI grows. You obviously you're gonna have some competitions and so forth.

Maybe you get a big payout for you or something on this. But, I see that old way going away as system. Correct. This system gets better to where it's really mastering, you know, all those things like cd, all the things we were just talking about amongst the thousands of other things. 'cause every place is so different.

You know, every community, every state and that kind of thing. this is going to become the model. People are just gonna send you to an AI and then to pick out the properties for you. 

[00:55:36] Lyman Starmer: So, I'll give you an example. Honeycomb Realty, right? They didn't have any IDX feed. So they, their whole thing was we're gonna have people who are interested in a home or we're gonna, you know, give them a home, we're gonna find them a home.

They, didn't have an IDX so nothing was integrated. If you went to their house and you were interested in a home, you would just select, I'm interested in contact me. what they did was they fully integrated our widget and so now they have an entire [00:56:00] search experience with landing pages, lead forms, search.

Everything took less than five minutes. Whereas if they wanted to do an I, other IDX, it would take about two weeks. 'cause then they would have to get the paperwork signed. They would, everything would take a long, long time. Right? And so you've got brokerages like that that are just starting up. Who want to get out to the market quick.

This is a very, very great idea. Let's get this on our site in five minutes. Let's do it. Then you've got, you know, pursuit Realty or you've got Navy to Navy Homes or Nancy Bass where they've got that traditional search. Again, that transition, I believe, will come very quickly. It's just now what we're able to see, we're able to see, okay, how many people are searching?

'cause for some of the sites, I was like, Hey, let's keep your current, let's keep your dropdown search there and let's really test how many people are searching each way. So are people using generative search more? Are people using that more? And with those stats, it's able to speak for itself and then, that broker can go and say, is it really worth this having on my site?

Do I want to go all in when it comes to, having this generative search, 

[00:56:57] Tracy Hayes: I don't think you know, I think we're within maybe months, maybe a year or two before. Yeah, that old way. That's just gonna be thrown away. People are just gonna talk to it. Exactly. Two bedroom, Two bath, that's what I'm looking for.

Could be a four bedroom, you know, we can use as an office. And that kind of, you know, just having that conversation. Exactly. 

Yeah. 

One, 

[00:57:17] Lyman Starmer: one thing I'll, I'll say is I call that in the [00:57:20] technical term of that is one click searching. So I don't know if you've used like Google and if you say something like, Hey, how do I drive a stick shift?

Right? Mm-hmm. Instead of showing you 50 different websites with ads all on them, showing you how to drive out stick shift, 60% down the page, you gotta read through everything. Yeah. You get that AI summary that quickly tells you, so Google's been spending a lot of money on this Gemini AI summary. Yeah.

It'll quickly tell you, Hey, this is how you do it, this is how you do it. So they're spending a lot of money on that. That's considered a one click search, and the more consumers expect that. They're going to come up with everything in their mind and able to find a one click search. And so, the real estate industry's kind of lagging on that and sometimes they lag on new, new developments just 'cause the, it's such a behemoth of an industry and there's so much fragmented data.

we wanna be the first to the market when it comes to the one click searching. So, 

[00:58:10] Tracy Hayes: and my light's on a timer here. oh yes. that, yeah, that was my question. So, yeah, I think we're a year or two before that. That just totally takes over. Alright. from your site. The cost is very inexpensive, but you guys are, are always tailoring that.

I think it's still very inexpensive and it literally just takes minutes for you guys to get this widget. 

[00:58:28] Lyman Starmer: Minutes, Minutes, yeah. all you would have to do, all you would've to do is say, Hey. we just say, who's your technical contact? In many cases, brokerages have somebody who built their website, somebody who knows how to do it.

Sometimes the broker [00:58:40] does. Mm-hmm. You just connect us with 'em on, email and I just send them three lines of code with your brokerage logo and the color you want us to use. And it's on your site as soon as that individual can put it on there. Super simple. 

[00:58:50] Tracy Hayes: Anything else I should have asked you?

Any that we not cover? No, I, I 

[00:58:54] Lyman Starmer: think we talked a lot, a lot of stuff. I'm thinking. I'm sure. I'm sure you are. Like, I, I, think 

[00:58:58] Tracy Hayes: when's the next time you're gonna be in Jacksonville? Do you have any plans? I'm gonna be, 

[00:59:02] Lyman Starmer: I believe next week. 

[00:59:03] Tracy Hayes: Next week? Yeah. How long are you gonna be, you gonna be in town for a few days or what's your 

[00:59:08] Lyman Starmer: I think, 10 days.

[00:59:09] Tracy Hayes: 10 days. Okay. Gives this a good window. Yeah. Send me, send me the dates, that you're gonna be on. I, I would really like to put some of these, agents and brokers, people that I've had on the show. So you got Yeah. people who are producing and their, their sites mean something and, you know, put a few people in the room for you and, because I think you're gonna, you're gonna get more discussion than what I've already discussed, in here.

and I do know in a couple months we're gonna have another large event down in St. Augustine. And, yeah. I, I want to, we will go offline. We gonna call me when we, we will cut this off and, and go offline. I got some other ideas I'd like to discuss offline with you or, yeah. Thoughts that I think, that, we can work together on, because I think this is cutting edge.

this is stuff, it's gonna take over, so you might as well be the first person out on there with it because the you won't generation is getting into this generative AI asking their questions. 

[00:59:59] Lyman Starmer: Yeah, [01:00:00] we are essentially the only, we're the only product out there. So yeah, there was a small company out of Auckland, New Zealand that was just sold to, inside real estate, the CRM.

Mm-hmm. But they were just AI on the listing side. So they let you create a listing using ai, but that was the most similar thing, and that was sold. So you won't see any other product out there specifically for residential brokerages, doing This, 

[01:00:21] Tracy Hayes: this. 

is amazing stuff. A lineman, uh, congratulations to you.

Yeah. And, and being on the, uh, the forefront of it because like I said, it's, the sales to the, it, there's such a disconnect and you are making that, you're making that, connection and it's going to, make you a very wealthy man. I can guarantee that. It is, Uh oh. Well, 

[01:00:41] Lyman Starmer: thank you for doing this.

I thank you for doing this podcast because. I mean, just from a, a consumer of media by myself just starting this company, it's, it's very hard to find niche podcasts like this where I can go and listen to a potential customer or I can just go listen to how they think. Mm-hmm. I don't think there's many avenues.

I don't think there's many avenues where I can do that at or just anybody starting a brokerage. It's very hard to do that. 

[01:01:05] Tracy Hayes: I want to connect you with, Carrie. So she's actually lives just on the other side of the northern border in Canada, but she's actually EXPs, AI expert. Oh really? she [01:01:20] has her own podcast.

If you go on LinkedIn and look up Carrie, C-A-R-R-I-E-O-A-V-E, I think is how you spell her last name. but I had her on the podcast, I don't know, sometime last year. She's an AI expert, so she will actually totally like be into what you're talking about and I think could, open a huge door for you, with the influence of just, you know, being exposed to all these, you know, exp people and so yeah, 

[01:01:46] Lyman Starmer: I'm just a hop, skip, and a jump to Canada too. so. 

[01:01:48] Tracy Hayes: Yeah, exactly. Yeah, she is literally, she was going to have an event last year, but unfortunately I had to cancel it in Niagara, so I don't think she's that far away from there. Yeah, 

[01:01:57] Lyman Starmer: Yeah. 

No, Not at all. Not at all. So 

[01:02:00] Tracy Hayes: is right there. Yeah. So let, let's put it, but let's uh, end the show here and, if you can, just gimme five minutes, get my phone unhooked and everything and, and call back.

I wanna talk you about a couple things here if you've got a moment. Yeah. Alright. Appreciate you coming today. Awesome. 

[01:02:13] Lyman Starmer: Thank you, Lyman. 

Thank you so much, Tracy. I'll call you about five Alright, bye. [01:02:40]