WEBVTT
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Hey ladies, welcome.
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Welcome back to regulated realtors.
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How's everybody doing today?
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We are good.
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We're ready to go, right?
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So excited.
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Awesome.
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Well, today we're going to talk about something that I think every realtor can relate to.
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Lead generation.
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So what are your thoughts when I when I even say that?
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Like, do you tense up?
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A little bit.
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A little bit.
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Right.
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Exactly.
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Because that's how we get, like, it's our source of business.
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So exactly.
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Yeah.
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We often, yeah, we often talk about lead generation as a business strategy.
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Where are your leads coming from?
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How many conversations are you having?
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How many appointments are you setting?
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And that is stressful.
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I mean, that alone, just thinking about that list, can be like kind of spiral you into dysregulation.
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So but what if your lead generation strategy is actually affecting your nervous system, which we already know it does?
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The way you generate business can either create a sense of safety, confidence, and consistency, or it can leave you with that pit in your stomach and scattered and just honestly, where you back up and say, I'm out.
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I'm not, I'm, I'm froze.
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Do y'all ever feel like that?
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Yes.
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Yeah.
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Just I'm I'm I'm done.
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I'd rather not do anything because I just feel overwhelmed.
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And I think that this is especially important in real estate because there is no shortage of advice telling us what we should be doing.
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Cold calling, networking, open houses, social media, farming, past clients, the you know, oh, and now let's handwrite notes to every single person that we have.
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That's that's meaningful.
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Because that's because that's easy.
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Yeah.
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So today we're asking different questions.
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Does the way you're generating leads actually work for you?
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And can you sustain it without constantly feeling overwhelmed?
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I know I already feel overwhelmed.
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I'm just kidding.
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All right, so let's just dive right in.
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What lead generations, Jennifer, make you feel energized and confident?
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And which ones are you immediately like, nope, anxiety, I'm backing up?
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So I'm probably gonna be a going against the grain here.
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For me, social media is the one thing that I can do and do do consistently.
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And I notice that do when I fall off of social media, that's when like it's just reminding people.
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It's not even getting out there and posting stuff about real estate, which to us feels like mundane and like, oh, everybody should know that, which they don't know it, but it's really being you and showing people who you are on social media.
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So that I think for me makes me feel energized and confident because it gets when I just show people who I am, and that gets the conversation flowing versus like me giving them like hey, this is what you do for this transaction and this is how I deal with that.
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I think that's also important, but I think it's more important for people to like kind of build a relationship with you and get to know who you are through what you post.
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What creates resistance for me or anxiety is actually like cold calling or door knocking, like those things I do not like to do.
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I also don't like to like ask for business.
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If that makes sense.
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Like if you're in a social setting, yeah, always bringing it up.
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Yeah, right.
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Yeah.
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Like, don't forget, guys.
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I'm a real estate agent.
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Yeah, I don't ever talk about it, honestly.
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And it's probably to my detriment, but that gives me anxiety.
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Like, I don't want people to think like I'm just there for the conversation so that they know I'm a realtor, you know?
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Yeah, yeah, yeah.
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I have felt that way too.
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What's helped me with that whenever talking about real estate is knowing the statistics, like feeling confident about the market, what's what's pending, what's happening nationally, what the projections are, because people love to talk about that, and it doesn't sound like, oh, hey, I need your business, help me.
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But like if they remember a statistic or a fact, or you know, the interest rates are gonna be going up next year, now's the time to do it.
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If you're interested in doing it, that's more helpful than saying I really need business, I need to meet my quota, three appointments a week, and I'm down by two.
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Can you help me?
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Like that seems uncomfortable.
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That makes me I personally love cold calling because yes, because and I have not have not made it a priority.
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So I'm not saying that that's what I do because but now that I'm seven years in the business, it's more beneficial for me to invest into my sphere to show up for them.
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To I love to like invite to events.
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We have a few events coming up selfies with Santa, Thanksgiving, pie, you know, that we always do.
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So I love just telling them about that without asking for anything because I have a very big fear of rejection.
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Like that's like a a youth wound, you know.
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Like that sounds dramatic.
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Nothing happens to me dramatic.
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But like I it feels like I was gonna say, ooh, what happened?
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No, it's not really that, but like something in me gets triggered whenever people say no to a dinner invite.
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Like it's something so not personal.
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So if it's with business, then it feels personal.
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So I'm not interested in asking for business in that way.
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So the way that I remind is by inviting them to things or to sharing what my expertise is, which is the market.
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Jen, would you mind going in?
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I I think those two events sound s super, you know, intriguing.
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And for those listening, that might be something that they have never done before.
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They never hosted an event and and invited past clients.
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How can you kind of explain what those two events are?
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How big, and how do you promote those?
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Is it just your past clients or is it trying to, like you said, generate new business?
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These are just like my VIP people, so maybe not even clients, but people that have referred clients to me.
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I have a sweet lady that referred her daughter to me.
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I go to the pharmacy there, we met at a different spot.
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So I've never actually worked with her, but she knows my person, she knows me.
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So she recommended me to her daughter, and we're currently working together.
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So those kind of people, she would be included in that.
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Every year, except for when Oliver played homeschool football and we were in Florida for the Thanksgiving week, we do pies.
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Well, we do a pie giveaway, and it's um it's a postcard that says, Hey, look out for the invite.
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There's a Google form where you can choose your kind of pie, and then there's the text through our CRM has a tech service, Twilio, I believe it's called.
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Okay, I was gonna ask if you yeah, if you wanted to get deeper into that, but yeah, what do you use?
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Yes, our CRM does something called a smart plan through Keller Williams, and so you can drip all the all the event status sequentially, like in advance, kind of plan it out.
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So it'll send a text to my people, but also that's a phone call that I like to make.
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Hey, just uh wanted to make sure you saw we're having the pie thing.
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In the past, I've dropped them off and I've had pickup.
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I love obviously the pickup more because we can be stationary, the kids can all be with me.
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A lot of people park and get out and visit.
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We've done it at my office before, we've done it in my front yard before.
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Yes, and a couple have stayed for like a bonfire and a drink after, so it's very, very laid back, it's very casual.
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But that one is really very fun.
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It's like ten dollars a pie at our grocery store.
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I pre-order them, of course, because we get like a hundred plus, but it's it's fun because it's like a uh a tangible free thing.
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I print a sticker and put it on the top with our logo on it.
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The selfies with Santa is I'm really excited about because we've never done a Santa thing before, and now that we have you know small children who are gonna be in it into it themselves.
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I mean, I've always had small children in real estate, but but I've never prioritized it.
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But my office is doing it, they're the ones putting it together.
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We're just all pitching in, similar to the way we did our shredding event, like around tax season.
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You just put in the pot and they set up everything, the graphics, they send it out through our KW command, and that one is gonna be the same way that we market it to them the drip campaign, the calls.
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So I that feels very comforting to me.
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Like I don't feel triggered by that.
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I don't feel because you're thanking them, right?
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Like you're not asking them for anything, you're actually giving them something.
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We're actually doing the pie thing this year, too.
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This is our first year doing it.
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So we're really excited about that.
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I forgot to mention, I love doing our client appreciation.
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I didn't even think of that as, you know, lead generation, but it is, obviously.
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And I love doing that.
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We usually have an annual family picnic.
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We did not do it this year because of our transition to compass.
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We just did not get it together in time.
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So we're doing the pies this year and seeing how that turns out.
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But it is so great to give to our clients, or to your point, somebody who's referred you business or somebody you're currently working with.
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We're kind of just like throwing it out there to everybody in our sphere.
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Um, just as like a thank you.
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Thank you for referring us.
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Thank you for being in our worlds and and making our businesses go around, you know.
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So I love that.
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I love that.
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Thank you.
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Yeah.
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I think I would definitely that, Jen, I'm not gonna lie, kind of makes me.
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We have an open house for our new office coming up, and just the planning for that kind of gives me.
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So um kudos to you, you know, for loving that.
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That just seems a little overwhelming for me, but I need to get better at it.
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You know what I mean?
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So I love listening to how you organize it.
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And I feel like once you rip the band-aid off of hosting it one year, like y'all are doing, Jennifer, you you get it.
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You know what I mean?
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Like next year is so much easier.
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And you write, right?
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You learn from it, you learn what works, what doesn't, who's kind of, you know, but it's just the actual initial, I've gotta plan it, I've gotta do it.
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But I really going back to the referral and kind of your past clients' handwritten notes, I love those.
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Those do not give me anxiety at all, thankfully.
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And then giving them a little something with it, a little thank you, sending that little thank you, the home aversaries.
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So every, you know, if they close last year, sending them a postcard, like congratulations or whatever.
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It's your one-year birthday, postcards, things like that.
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So that doesn't stress me out.
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I feel like for me, it would be definitely the events, just hearing you talk about it kind of gives that little hesitation of oh god, it just seems like a lot.
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But so don't feel at home if you're listening.
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That's okay.
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You don't have to host all these events, just pick pick another avenue like Jennifer, social media.
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I also enjoy that.
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But as we were discussing before we even hit record, that can be overwhelming.
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The the pressure of keeping up every day, being consistent.
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So that brings me to my next kind of question for y'all.
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Is is building a lead generation strategy around what is actually working for you or what we're being told?
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Because oh my goodness, if you get on Instagram or if you get on TikTok or whatever, everybody's trying to tell you what we should be doing.
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Did y'all see that Gary Vee post?
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He was at the EXP con this past week.
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Oh, I was so triggered.
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Yep.
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Tell us about it.
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You were triggered.
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What happened?
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Oh, it's so triggered.
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We have a podcast about trigger, so go back to that one.
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That's right.
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But tell us, tell us about that.
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You seem fired up and I'm excited.
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It's because it's personal now because he's talking to me, I think.
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But the whole out of the whole assembly of EXP Con, I can't even imagine how many people were there.
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There were only 11 that stood up saying that they post 30 times or more a month.
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And he made it sound, and I don't remember the exact wording, but it was almost like these are the people that care about their business.
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And I was like, oh do you mean I don't care about my business, Gary Vee?
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Of course I do.
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And this is this is why it's so triggering because for me, being on social media is a distraction.
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And I know we've said it before, but it's like being on a diet and working at Marble Slab.
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You have to go in and scoop it every single day, but you can't take a bite because you're on a diet.
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This is what social media is for me.
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I get in there, I lose myself, I start to judge myself, I start to shame because I'm not doing it, and all the things that I follow, or like people that inspire me, obviously, and being the driven person that I am, I want to be the best at all the things that inspire me.
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So it takes me down a little notch of deprivation like the whole time, and then I get off and have posted nothing.
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So for me to think about like I haven't been on social in about five weeks, my business is continuing to thrive.
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We have six closings this week, we're projected to have six next week, which is above our target at the beginning of the year, because y'all know we've come back from a couple of hard years.
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So we are doing just fine, Gary V.
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Believing in our people and investing into them.
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So for me, whenever I need to get business and motivate them, I go to my pipeline.
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Who at one point told me they want to buy or sell real estate?
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Let me check in with them.
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I'll call it the EB effect because our real estate coach, Emily Baker, through KW Maps, that's what she does every single week.
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She says, Where are these people?
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Where are these people?
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Need to check in with them.
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And what has happened in that past week since I talked to her was I have come up with reasons why it isn't a good time for them, why I can't help them.
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I don't know what to say.
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Making up stories.
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Making up stories.
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Whereas if I just focus on the people, the individuals, it always works itself out.
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And I I think I might have told y'all like this particular client, they could not find this house in this school district that they want.
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Emily said, Go through the MLS.
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What has canceled that would work for them?
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That led to another listing.
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That it didn't work for my clients, but it was a listing that has already listed and closed this year, and they were on the market with another agent for over a year last time they were on the market.
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So I call it the EB effect because it's like focused, intentional pipeline work.
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And I do think that I can, I'm fired up about Gary because I don't think that I don't care about my business because I'm not on social.
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Yes, I do think that it would help.
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I think, of course, if I did every source of lead generation, it would help, obviously.
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However, my nervous system would suffer until I can get a figure out a way to do both successfully and regulate it.
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It's not worth it for me to be on social and lose a relationship with my kids or not even put the E B effect into effect because I'm so distracted.
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Am I making any sense?
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Yeah, well, I think it that goes right to the point of everybody has something that works for them, right?
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So it's not just because something works for me.
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And I thought it was interesting when we went around and what like makes us, you know, like what makes us anxious was very different.
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And what we thrive on was also very different.
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I think there's some similarities, obviously, but there are ways to be successful in real estate without doing social media.
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Okay.
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We have our sphere referrals, those are uh typically, I would think for every agent is where the bulk of our business comes from.
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Absolutely.
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And so if you nurture those people, and if you're doing things, you know, for for all of the right way and you're paying attention to them, that's where you could have a very successful business.
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I do think there's a little bit of validation in what Gary's saying, in the sense that if you do show up on social media, you are also gonna get business.
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Okay.
00:16:58.550 --> 00:17:06.150
So if that works for you and that's an avenue that is, I don't want to call it easy because it's definitely not easy, even though I I love it.
00:17:06.629 --> 00:17:08.789
I think that you can be very successful.
00:17:09.349 --> 00:17:13.029
I think that you could also be very successful if you're not on social media.
00:17:13.109 --> 00:17:17.589
I know plenty of realtors who do not post a darn thing and they are super successful.
00:17:18.150 --> 00:17:20.230
So yes, I agree, Jen.
00:17:20.470 --> 00:17:25.349
I think I I think they're, you know, I think he's he's right in his own path.
00:17:25.990 --> 00:17:33.910
I think especially if you're like a newer agent too, to get yourself out there is that's like a great way to start as well.
00:17:34.150 --> 00:17:36.869
And again, if it's something that works for you, I think it's wonderful.
00:17:36.950 --> 00:17:44.150
But if it's not for you and it distracts you and then it pulls you into this slump where you're not doing anything good, then it's not good for you.
00:17:44.309 --> 00:17:45.509
You shouldn't it's not good for you.
00:17:45.829 --> 00:17:46.069
Yeah.
00:17:46.549 --> 00:17:55.750
And and just so we have uh because I feel like when you said you do reach out, Jen, can you kind of give us an example of is that a text?
00:17:55.910 --> 00:17:56.549
What are you saying?
00:17:56.710 --> 00:17:57.590
Is that an email?
00:17:57.670 --> 00:18:07.990
Are are you are you really you know calling these phase kind of give us an example of what one of your reach out to your pipeline looks like for folks listening?
00:18:08.230 --> 00:18:08.710
Love that.
00:18:09.110 --> 00:18:19.190
So I have my pipeline organized by nurture as in it's gonna be six months or l or longer, and then a hot lead is like three months-ish, and then the ready now.
00:18:19.430 --> 00:18:25.110
So the ready now's is what I intentionally focus on on a daily basis.
00:18:25.350 --> 00:18:33.670
So if like we have one right now that is a ready now, they called on a listing that we have in a specific area.
00:18:33.829 --> 00:18:53.350
They this particular buyer has a daughter at that goes to UL on our campus, and she wants to live in this radius, it's like a half-mile radius, and she did not like our listing, it didn't work for her, so I called I called the the dad back and I was like, hey, just following up.
00:18:53.430 --> 00:18:54.390
Have y'all thought any more?
00:18:54.549 --> 00:19:00.470
Because we could make the the numbers work for them, but again, it wasn't something that he wanted to proceed with.
00:19:00.710 --> 00:19:08.309
So through talking with Emily, she says we need to send a golden letter to that neighborhood and send cancels to that neighborhood.
00:19:08.470 --> 00:19:18.789
So the golden letter is it's just a handwritten piece of paper that says, Would you be willing to accept a top dollar offer for your property?
00:19:18.950 --> 00:19:21.190
Like basically, have you ever thought of selling?
00:19:21.430 --> 00:19:26.230
If so, now might be the time because I think I have somebody that your property would work for.
00:19:26.470 --> 00:19:29.670
I handwrite one, but then I I copy.
00:19:29.829 --> 00:19:32.470
I copy it like you know, however many times.
00:19:32.630 --> 00:19:39.590
And then on the assessor site, you can print out the addresses, and then we just print a label and send it.
00:19:39.910 --> 00:19:49.990
From that, I did it recently in my neighborhood because I have two buyers that want to be in my neighborhood, and we only have one listing active, and none of them that one won't work for either buyer.
00:19:50.230 --> 00:19:54.230
Actually, three, but the two that I'm actively pursuing with the E B effect.
00:19:54.390 --> 00:20:02.390
And and I've had probably I have one listing appointment coming up, I have one last week, and I think I had three the week before.
00:20:02.710 --> 00:20:07.430
So it's a way to find out, none of them have listed yet.
00:20:07.590 --> 00:20:15.990
One of them is considering it, but when they do list, I feel very confident that they will remember that we talked in the past, you know.
00:20:16.069 --> 00:20:19.670
So I feel confident that it'll be something that comes to a fruition in the future.
00:20:19.910 --> 00:20:27.670
It is not gonna work for my two buyers because it's above the price point that they want to be, but I don't know any of that information until I go there.
00:20:27.829 --> 00:20:30.789
We don't talk about it over the phone or anything like that.
00:20:31.029 --> 00:20:37.910
And so with this one in this particular radius of my other listing, I would call cancels and say the same thing.
00:20:38.069 --> 00:20:40.789
I would say, hey, I think your property could actually work for my buyer.
00:20:40.870 --> 00:20:42.150
Do you mind if I come by and check it out?
00:20:42.309 --> 00:20:44.230
Or are you still interested in selling?
00:20:44.470 --> 00:20:48.630
And and that has led that's how I've got that other listing a couple months back.
00:20:48.950 --> 00:20:49.670
That's great.
00:20:49.990 --> 00:20:50.470
Really great.
00:20:50.710 --> 00:20:59.029
I did that a couple I did that during the pandemic, right when COVID hit because people were moving up from New York and there just wasn't, I mean, there still isn't enough inventory.
00:20:59.110 --> 00:21:00.069
There wasn't enough inventory.
00:21:00.150 --> 00:21:01.029
So I did that same thing.
00:21:01.110 --> 00:21:03.190
I did the handwritten notes and copied them.
00:21:03.430 --> 00:21:09.590
Right now, I have buyers looking for properties and like a specific buyer lost out on a property in a condo complex.
00:21:09.670 --> 00:21:11.350
So I mailed the whole complex.
00:21:11.590 --> 00:21:15.910
I actually did type it, but like I hand signed it and then I hand write the envelope.
00:21:16.470 --> 00:21:17.590
And that seems to work.
00:21:17.750 --> 00:21:22.230
I've gotten, I've done this a couple times now for different buyers, and I get at least one.
00:21:22.390 --> 00:21:33.910
I send out like it's not a great return, if you will, but I send out maybe 50 to 100 letters for, you know, depending on like the complex, was I think just 50 because that's all that was in the complex.
00:21:34.150 --> 00:21:36.470
And I got one call for the condo complex.
00:21:36.549 --> 00:21:42.870
I did it for like multifamilies in a town nearby because I have a client looking for that, and I got two calls.
00:21:43.029 --> 00:21:48.069
Again, they didn't work for my clients, but hopefully we'll be a future, future lead.
00:21:48.150 --> 00:21:49.509
So yeah, exactly.
00:21:49.670 --> 00:21:57.590
That and that's that might be some an avenue that one of our listeners hasn't even thought about or or or or is scared to do.
00:21:57.750 --> 00:22:00.630
So they might, you know, add that on their list.
00:22:00.710 --> 00:22:01.750
That's I think that's awesome.
00:22:01.829 --> 00:22:02.549
That is great.
00:22:02.789 --> 00:22:16.069
And the goal isn't to eliminate the discomfort, I mean, that comes with growing your business, it's to build a business where you don't have to live in constant state of urgency to make it work, you know, because we're always wanting the next thing.
00:22:16.230 --> 00:22:20.390
That's how we're programmed, that's how we've always, you know, believed this business runs.
00:22:20.630 --> 00:22:36.470
But I think with implementing some of these examples that we've talked about today, hopefully this will eliminate some of your urgency friends out there so that you can create lead generations that actually work for you and not just something you feel confident.
00:22:36.870 --> 00:22:37.670
pressure to do.
00:22:37.990 --> 00:22:53.509
So our challenge to ourselves and our regulated realtor group and to you, our listeners, is what is one thing that we're going to focus on in Q4 that's going to be our lead, our new lead generation strategy.
00:22:53.670 --> 00:22:55.430
So Jennifer, we'll kick it off with you.
00:22:55.509 --> 00:23:00.789
What are you going to kind of focus on in this this next few few weeks left?
00:23:01.509 --> 00:23:08.710
I think something that I'm going to focus on in the next few weeks is what Jen just actually brought up.
00:23:08.870 --> 00:23:28.549
And that is focusing on my pipeline and really just trying to narrow in on not I don't want to call it bucketizing, but like figuring out who's really in the immediate like so reaching out to my current clients.
00:23:28.710 --> 00:23:32.549
A lot of my current clients because rates have gone up are like just kind of being wishy washy.
00:23:32.789 --> 00:23:35.750
So just saying hey are you thinking you want to move before the holidays?
00:23:35.910 --> 00:23:51.269
If not, like I don't want to you know like not that I don't want to pressure you but like I'll put you in my 2027 right and you know obviously if something comes up that they really want to see I'll keep you on my radar but just kind of like bucketizing and prioritizing my my clients.
00:23:51.430 --> 00:23:56.630
And another thing I've been wanting to focus on is past clients too.
00:23:56.950 --> 00:24:05.110
So just you know catching up with past clients and maybe just making some like coffee dates and just checking in with past clients that I haven't seen in a while.
00:24:05.910 --> 00:24:06.630
I love that.
00:24:06.950 --> 00:24:08.390
I do too I do too.
00:24:08.630 --> 00:24:10.309
All right Jen, what about you?
00:24:10.789 --> 00:24:35.430
I have specific needs so the golden letter in that specific neighborhood and then the cancels I'm going to continue that this week I have found because the market is so slow over here in South Louisiana that and and sellers are not really selling that the the verbiage is around let's get closer costs high enough to where you can get a buy down and to buy down the interest rate.
00:24:35.590 --> 00:24:41.990
And so that's really helping to move things with people that are saying I think I'm just going to wait.
00:24:42.309 --> 00:24:50.069
So I'm going to continue that conversation with my buyers with phone calls and then focusing on my events that I have coming up.
00:24:50.230 --> 00:24:59.350
I love the holidays because it's so event oriented and I just have to stay intentional about the steps that lead up to that.
00:24:59.750 --> 00:25:00.230
Right.
00:25:00.390 --> 00:25:00.710
Yep.
00:25:00.870 --> 00:25:11.430
Love that I I'm I agree I'm going to I think the golden ticket which I love that I I've never really had a name for it so now that's what we're going to call it the golden ticket.
00:25:11.670 --> 00:25:23.750
But doing those letters sending those letters to and I think really focusing on kind of matchmaking buyers to those sellers but also that is a form of lead generation.
00:25:23.829 --> 00:25:33.029
So I think that's one of the things I I really want to focus on in the next couple weeks to kind of gear gear gear us up for 2027 which is crazy to think about.
00:25:33.190 --> 00:25:44.710
But so we challenge you what is one thing that you want to add to your lead generation list that works for you that's not overwhelming that's not stressing you out but actually will bring you business in the new year.
00:25:44.870 --> 00:25:54.789
So thank you for being here and if this episode resonated with you of course comment let's have a conversation about it and we're so glad you're here.
00:25:54.950 --> 00:25:55.430
Thanks.
00:25:55.670 --> 00:25:57.350
Have a great week by y'all
00:00:36.869 --> 00:00:38.390
Hey ladies, welcome.
00:00:38.870 --> 00:00:41.750
Welcome back to regulated realtors.
00:00:41.829 --> 00:00:43.189
How's everybody doing today?
00:00:43.750 --> 00:00:44.710
We are good.
00:00:44.950 --> 00:00:45.909
We're ready to go, right?
00:00:46.549 --> 00:00:47.750
So excited.
00:00:48.230 --> 00:00:49.189
Awesome.
00:00:49.429 --> 00:00:54.150
Well, today we're going to talk about something that I think every realtor can relate to.
00:00:55.109 --> 00:00:56.390
Lead generation.
00:00:57.030 --> 00:01:00.390
So what are your thoughts when I when I even say that?
00:01:00.710 --> 00:01:02.310
Like, do you tense up?
00:01:02.710 --> 00:01:03.350
A little bit.
00:01:03.670 --> 00:01:04.150
A little bit.
00:01:04.310 --> 00:01:04.390
Right.
00:01:04.629 --> 00:01:04.870
Exactly.
00:01:05.109 --> 00:01:07.510
Because that's how we get, like, it's our source of business.
00:01:07.590 --> 00:01:08.549
So exactly.
00:01:08.710 --> 00:01:08.950
Yeah.
00:01:09.270 --> 00:01:13.430
We often, yeah, we often talk about lead generation as a business strategy.
00:01:13.670 --> 00:01:15.109
Where are your leads coming from?
00:01:15.270 --> 00:01:16.950
How many conversations are you having?
00:01:17.109 --> 00:01:18.710
How many appointments are you setting?
00:01:18.870 --> 00:01:19.909
And that is stressful.
00:01:20.069 --> 00:01:26.629
I mean, that alone, just thinking about that list, can be like kind of spiral you into dysregulation.
00:01:27.030 --> 00:01:33.509
So but what if your lead generation strategy is actually affecting your nervous system, which we already know it does?
00:01:33.750 --> 00:01:51.189
The way you generate business can either create a sense of safety, confidence, and consistency, or it can leave you with that pit in your stomach and scattered and just honestly, where you back up and say, I'm out.
00:01:51.270 --> 00:01:52.629
I'm not, I'm, I'm froze.
00:01:52.870 --> 00:01:54.150
Do y'all ever feel like that?
00:01:54.949 --> 00:01:55.110
Yes.
00:01:55.349 --> 00:01:55.590
Yeah.
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Just I'm I'm I'm done.
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I'd rather not do anything because I just feel overwhelmed.
00:02:01.189 --> 00:02:07.509
And I think that this is especially important in real estate because there is no shortage of advice telling us what we should be doing.
00:02:07.750 --> 00:02:18.069
Cold calling, networking, open houses, social media, farming, past clients, the you know, oh, and now let's handwrite notes to every single person that we have.
00:02:18.469 --> 00:02:19.270
That's that's meaningful.
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Because that's because that's easy.
00:02:20.789 --> 00:02:21.030
Yeah.
00:02:21.349 --> 00:02:23.189
So today we're asking different questions.
00:02:23.349 --> 00:02:27.030
Does the way you're generating leads actually work for you?
00:02:27.270 --> 00:02:31.110
And can you sustain it without constantly feeling overwhelmed?
00:02:32.150 --> 00:02:33.669
I know I already feel overwhelmed.
00:02:33.830 --> 00:02:34.469
I'm just kidding.
00:02:34.710 --> 00:02:36.789
All right, so let's just dive right in.
00:02:36.949 --> 00:02:41.270
What lead generations, Jennifer, make you feel energized and confident?
00:02:41.509 --> 00:02:46.310
And which ones are you immediately like, nope, anxiety, I'm backing up?
00:02:46.710 --> 00:02:49.670
So I'm probably gonna be a going against the grain here.
00:02:49.830 --> 00:02:54.950
For me, social media is the one thing that I can do and do do consistently.
00:02:55.270 --> 00:03:02.070
And I notice that do when I fall off of social media, that's when like it's just reminding people.
00:03:02.150 --> 00:03:14.710
It's not even getting out there and posting stuff about real estate, which to us feels like mundane and like, oh, everybody should know that, which they don't know it, but it's really being you and showing people who you are on social media.
00:03:15.189 --> 00:03:30.950
So that I think for me makes me feel energized and confident because it gets when I just show people who I am, and that gets the conversation flowing versus like me giving them like hey, this is what you do for this transaction and this is how I deal with that.
00:03:31.030 --> 00:03:38.950
I think that's also important, but I think it's more important for people to like kind of build a relationship with you and get to know who you are through what you post.
00:03:39.590 --> 00:03:47.909
What creates resistance for me or anxiety is actually like cold calling or door knocking, like those things I do not like to do.
00:03:48.070 --> 00:03:51.670
I also don't like to like ask for business.
00:03:52.629 --> 00:03:53.270
If that makes sense.
00:03:53.670 --> 00:03:56.950
Like if you're in a social setting, yeah, always bringing it up.
00:03:57.030 --> 00:03:57.750
Yeah, right.
00:03:58.230 --> 00:03:58.469
Yeah.
00:03:58.790 --> 00:04:00.390
Like, don't forget, guys.
00:04:00.870 --> 00:04:02.150
I'm a real estate agent.
00:04:02.550 --> 00:04:04.790
Yeah, I don't ever talk about it, honestly.
00:04:04.870 --> 00:04:07.830
And it's probably to my detriment, but that gives me anxiety.
00:04:07.909 --> 00:04:12.870
Like, I don't want people to think like I'm just there for the conversation so that they know I'm a realtor, you know?
00:04:13.110 --> 00:04:14.469
Yeah, yeah, yeah.
00:04:14.710 --> 00:04:15.990
I have felt that way too.
00:04:16.230 --> 00:04:33.829
What's helped me with that whenever talking about real estate is knowing the statistics, like feeling confident about the market, what's what's pending, what's happening nationally, what the projections are, because people love to talk about that, and it doesn't sound like, oh, hey, I need your business, help me.
00:04:33.990 --> 00:04:41.029
But like if they remember a statistic or a fact, or you know, the interest rates are gonna be going up next year, now's the time to do it.
00:04:41.110 --> 00:04:50.949
If you're interested in doing it, that's more helpful than saying I really need business, I need to meet my quota, three appointments a week, and I'm down by two.
00:04:51.110 --> 00:04:51.750
Can you help me?
00:04:51.909 --> 00:04:54.310
Like that seems uncomfortable.
00:04:54.629 --> 00:05:05.589
That makes me I personally love cold calling because yes, because and I have not have not made it a priority.
00:05:05.669 --> 00:05:17.669
So I'm not saying that that's what I do because but now that I'm seven years in the business, it's more beneficial for me to invest into my sphere to show up for them.
00:05:17.750 --> 00:05:20.310
To I love to like invite to events.
00:05:20.389 --> 00:05:26.629
We have a few events coming up selfies with Santa, Thanksgiving, pie, you know, that we always do.
00:05:28.310 --> 00:05:36.870
So I love just telling them about that without asking for anything because I have a very big fear of rejection.
00:05:36.949 --> 00:05:39.430
Like that's like a a youth wound, you know.
00:05:39.509 --> 00:05:40.709
Like that sounds dramatic.
00:05:40.789 --> 00:05:42.310
Nothing happens to me dramatic.
00:05:42.549 --> 00:05:46.069
But like I it feels like I was gonna say, ooh, what happened?
00:05:47.989 --> 00:05:54.549
No, it's not really that, but like something in me gets triggered whenever people say no to a dinner invite.
00:05:54.709 --> 00:05:57.509
Like it's something so not personal.
00:05:57.750 --> 00:06:00.310
So if it's with business, then it feels personal.
00:06:00.469 --> 00:06:04.229
So I'm not interested in asking for business in that way.
00:06:04.310 --> 00:06:11.750
So the way that I remind is by inviting them to things or to sharing what my expertise is, which is the market.
00:06:12.549 --> 00:06:14.229
Jen, would you mind going in?
00:06:14.310 --> 00:06:19.829
I I think those two events sound s super, you know, intriguing.
00:06:19.989 --> 00:06:24.629
And for those listening, that might be something that they have never done before.
00:06:24.709 --> 00:06:28.469
They never hosted an event and and invited past clients.
00:06:28.629 --> 00:06:31.669
How can you kind of explain what those two events are?
00:06:31.829 --> 00:06:35.349
How big, and how do you promote those?
00:06:35.430 --> 00:06:40.629
Is it just your past clients or is it trying to, like you said, generate new business?
00:06:41.029 --> 00:06:47.109
These are just like my VIP people, so maybe not even clients, but people that have referred clients to me.
00:06:47.349 --> 00:06:50.709
I have a sweet lady that referred her daughter to me.
00:06:50.870 --> 00:06:53.829
I go to the pharmacy there, we met at a different spot.
00:06:53.989 --> 00:06:57.430
So I've never actually worked with her, but she knows my person, she knows me.
00:06:57.750 --> 00:07:01.109
So she recommended me to her daughter, and we're currently working together.
00:07:01.349 --> 00:07:04.389
So those kind of people, she would be included in that.
00:07:04.629 --> 00:07:12.789
Every year, except for when Oliver played homeschool football and we were in Florida for the Thanksgiving week, we do pies.
00:07:12.949 --> 00:07:18.629
Well, we do a pie giveaway, and it's um it's a postcard that says, Hey, look out for the invite.
00:07:18.789 --> 00:07:28.709
There's a Google form where you can choose your kind of pie, and then there's the text through our CRM has a tech service, Twilio, I believe it's called.
00:07:29.029 --> 00:07:33.909
Okay, I was gonna ask if you yeah, if you wanted to get deeper into that, but yeah, what do you use?
00:07:34.149 --> 00:07:45.029
Yes, our CRM does something called a smart plan through Keller Williams, and so you can drip all the all the event status sequentially, like in advance, kind of plan it out.
00:07:45.189 --> 00:07:49.349
So it'll send a text to my people, but also that's a phone call that I like to make.
00:07:49.509 --> 00:07:52.709
Hey, just uh wanted to make sure you saw we're having the pie thing.
00:07:52.949 --> 00:07:56.629
In the past, I've dropped them off and I've had pickup.
00:07:56.709 --> 00:08:01.589
I love obviously the pickup more because we can be stationary, the kids can all be with me.
00:08:01.829 --> 00:08:03.989
A lot of people park and get out and visit.
00:08:04.069 --> 00:08:07.669
We've done it at my office before, we've done it in my front yard before.
00:08:08.149 --> 00:08:16.229
Yes, and a couple have stayed for like a bonfire and a drink after, so it's very, very laid back, it's very casual.
00:08:16.469 --> 00:08:18.469
But that one is really very fun.
00:08:18.549 --> 00:08:21.430
It's like ten dollars a pie at our grocery store.
00:08:21.589 --> 00:08:30.389
I pre-order them, of course, because we get like a hundred plus, but it's it's fun because it's like a uh a tangible free thing.
00:08:30.469 --> 00:08:33.990
I print a sticker and put it on the top with our logo on it.
00:08:34.149 --> 00:08:45.830
The selfies with Santa is I'm really excited about because we've never done a Santa thing before, and now that we have you know small children who are gonna be in it into it themselves.
00:08:45.909 --> 00:08:52.870
I mean, I've always had small children in real estate, but but I've never prioritized it.
00:08:53.029 --> 00:08:56.629
But my office is doing it, they're the ones putting it together.
00:08:56.789 --> 00:09:02.310
We're just all pitching in, similar to the way we did our shredding event, like around tax season.
00:09:02.629 --> 00:09:15.030
You just put in the pot and they set up everything, the graphics, they send it out through our KW command, and that one is gonna be the same way that we market it to them the drip campaign, the calls.
00:09:15.269 --> 00:09:18.950
So I that feels very comforting to me.
00:09:19.030 --> 00:09:21.509
Like I don't feel triggered by that.
00:09:21.590 --> 00:09:23.990
I don't feel because you're thanking them, right?
00:09:24.070 --> 00:09:27.590
Like you're not asking them for anything, you're actually giving them something.
00:09:27.750 --> 00:09:29.990
We're actually doing the pie thing this year, too.
00:09:30.070 --> 00:09:31.590
This is our first year doing it.
00:09:31.830 --> 00:09:33.670
So we're really excited about that.
00:09:33.830 --> 00:09:36.389
I forgot to mention, I love doing our client appreciation.
00:09:36.470 --> 00:09:41.590
I didn't even think of that as, you know, lead generation, but it is, obviously.
00:09:41.830 --> 00:09:42.790
And I love doing that.
00:09:42.870 --> 00:09:45.269
We usually have an annual family picnic.
00:09:45.590 --> 00:09:48.310
We did not do it this year because of our transition to compass.
00:09:48.389 --> 00:09:49.750
We just did not get it together in time.
00:09:49.830 --> 00:09:52.710
So we're doing the pies this year and seeing how that turns out.
00:09:52.870 --> 00:10:00.310
But it is so great to give to our clients, or to your point, somebody who's referred you business or somebody you're currently working with.
00:10:00.389 --> 00:10:03.990
We're kind of just like throwing it out there to everybody in our sphere.
00:10:04.070 --> 00:10:05.990
Um, just as like a thank you.
00:10:06.150 --> 00:10:07.430
Thank you for referring us.
00:10:07.590 --> 00:10:12.070
Thank you for being in our worlds and and making our businesses go around, you know.
00:10:12.230 --> 00:10:13.430
So I love that.
00:10:13.590 --> 00:10:14.070
I love that.
00:10:14.310 --> 00:10:14.470
Thank you.
00:10:14.790 --> 00:10:15.190
Yeah.
00:10:15.430 --> 00:10:20.790
I think I would definitely that, Jen, I'm not gonna lie, kind of makes me.
00:10:20.870 --> 00:10:26.550
We have an open house for our new office coming up, and just the planning for that kind of gives me.
00:10:26.710 --> 00:10:29.830
So um kudos to you, you know, for loving that.
00:10:29.990 --> 00:10:33.590
That just seems a little overwhelming for me, but I need to get better at it.
00:10:33.670 --> 00:10:34.150
You know what I mean?
00:10:34.230 --> 00:10:37.750
So I love listening to how you organize it.
00:10:37.830 --> 00:10:43.910
And I feel like once you rip the band-aid off of hosting it one year, like y'all are doing, Jennifer, you you get it.
00:10:43.990 --> 00:10:44.550
You know what I mean?
00:10:44.629 --> 00:10:45.910
Like next year is so much easier.
00:10:46.629 --> 00:10:47.670
And you write, right?
00:10:48.070 --> 00:10:56.629
You learn from it, you learn what works, what doesn't, who's kind of, you know, but it's just the actual initial, I've gotta plan it, I've gotta do it.
00:10:56.950 --> 00:11:04.470
But I really going back to the referral and kind of your past clients' handwritten notes, I love those.
00:11:04.629 --> 00:11:07.670
Those do not give me anxiety at all, thankfully.
00:11:07.910 --> 00:11:14.310
And then giving them a little something with it, a little thank you, sending that little thank you, the home aversaries.
00:11:14.550 --> 00:11:20.470
So every, you know, if they close last year, sending them a postcard, like congratulations or whatever.
00:11:20.550 --> 00:11:24.070
It's your one-year birthday, postcards, things like that.
00:11:24.150 --> 00:11:26.629
So that doesn't stress me out.
00:11:26.790 --> 00:11:35.910
I feel like for me, it would be definitely the events, just hearing you talk about it kind of gives that little hesitation of oh god, it just seems like a lot.
00:11:36.070 --> 00:11:38.629
But so don't feel at home if you're listening.
00:11:38.710 --> 00:11:39.190
That's okay.
00:11:39.350 --> 00:11:44.950
You don't have to host all these events, just pick pick another avenue like Jennifer, social media.
00:11:45.190 --> 00:11:46.870
I also enjoy that.
00:11:47.190 --> 00:11:52.870
But as we were discussing before we even hit record, that can be overwhelming.
00:11:53.030 --> 00:11:59.350
The the pressure of keeping up every day, being consistent.
00:11:59.590 --> 00:12:02.389
So that brings me to my next kind of question for y'all.
00:12:02.550 --> 00:12:09.590
Is is building a lead generation strategy around what is actually working for you or what we're being told?
00:12:09.830 --> 00:12:17.910
Because oh my goodness, if you get on Instagram or if you get on TikTok or whatever, everybody's trying to tell you what we should be doing.
00:12:18.790 --> 00:12:20.470
Did y'all see that Gary Vee post?
00:12:20.710 --> 00:12:22.950
He was at the EXP con this past week.
00:12:23.190 --> 00:12:25.110
Oh, I was so triggered.
00:12:25.670 --> 00:12:25.830
Yep.
00:12:26.070 --> 00:12:26.870
Tell us about it.
00:12:27.269 --> 00:12:27.990
You were triggered.
00:12:28.150 --> 00:12:28.550
What happened?
00:12:28.870 --> 00:12:29.590
Oh, it's so triggered.
00:12:29.910 --> 00:12:32.470
We have a podcast about trigger, so go back to that one.
00:12:33.350 --> 00:12:33.750
That's right.
00:12:33.910 --> 00:12:35.750
But tell us, tell us about that.
00:12:36.389 --> 00:12:38.550
You seem fired up and I'm excited.
00:12:39.910 --> 00:12:42.950
It's because it's personal now because he's talking to me, I think.
00:12:43.190 --> 00:12:49.269
But the whole out of the whole assembly of EXP Con, I can't even imagine how many people were there.
00:12:49.430 --> 00:12:56.230
There were only 11 that stood up saying that they post 30 times or more a month.
00:12:56.389 --> 00:13:02.870
And he made it sound, and I don't remember the exact wording, but it was almost like these are the people that care about their business.
00:13:03.030 --> 00:13:08.629
And I was like, oh do you mean I don't care about my business, Gary Vee?
00:13:08.950 --> 00:13:09.830
Of course I do.
00:13:11.110 --> 00:13:18.070
And this is this is why it's so triggering because for me, being on social media is a distraction.
00:13:18.230 --> 00:13:22.950
And I know we've said it before, but it's like being on a diet and working at Marble Slab.
00:13:23.350 --> 00:13:27.990
You have to go in and scoop it every single day, but you can't take a bite because you're on a diet.
00:13:28.150 --> 00:13:30.150
This is what social media is for me.
00:13:30.310 --> 00:13:44.710
I get in there, I lose myself, I start to judge myself, I start to shame because I'm not doing it, and all the things that I follow, or like people that inspire me, obviously, and being the driven person that I am, I want to be the best at all the things that inspire me.
00:13:44.870 --> 00:13:52.550
So it takes me down a little notch of deprivation like the whole time, and then I get off and have posted nothing.
00:13:52.790 --> 00:14:00.470
So for me to think about like I haven't been on social in about five weeks, my business is continuing to thrive.
00:14:00.629 --> 00:14:09.910
We have six closings this week, we're projected to have six next week, which is above our target at the beginning of the year, because y'all know we've come back from a couple of hard years.
00:14:10.230 --> 00:14:13.990
So we are doing just fine, Gary V.
00:14:15.990 --> 00:14:19.030
Believing in our people and investing into them.
00:14:19.269 --> 00:14:23.590
So for me, whenever I need to get business and motivate them, I go to my pipeline.
00:14:23.750 --> 00:14:26.790
Who at one point told me they want to buy or sell real estate?
00:14:27.030 --> 00:14:28.310
Let me check in with them.
00:14:28.550 --> 00:14:35.509
I'll call it the EB effect because our real estate coach, Emily Baker, through KW Maps, that's what she does every single week.
00:14:35.670 --> 00:14:37.190
She says, Where are these people?
00:14:37.350 --> 00:14:38.070
Where are these people?
00:14:38.230 --> 00:14:39.269
Need to check in with them.
00:14:39.430 --> 00:14:47.750
And what has happened in that past week since I talked to her was I have come up with reasons why it isn't a good time for them, why I can't help them.
00:14:47.830 --> 00:14:48.550
I don't know what to say.
00:14:48.950 --> 00:14:49.750
Making up stories.
00:14:50.070 --> 00:14:51.269
Making up stories.
00:14:51.430 --> 00:14:58.230
Whereas if I just focus on the people, the individuals, it always works itself out.
00:14:58.310 --> 00:15:05.030
And I I think I might have told y'all like this particular client, they could not find this house in this school district that they want.
00:15:05.350 --> 00:15:08.310
Emily said, Go through the MLS.
00:15:08.470 --> 00:15:10.629
What has canceled that would work for them?
00:15:11.990 --> 00:15:13.750
That led to another listing.
00:15:13.910 --> 00:15:24.070
That it didn't work for my clients, but it was a listing that has already listed and closed this year, and they were on the market with another agent for over a year last time they were on the market.
00:15:24.230 --> 00:15:29.670
So I call it the EB effect because it's like focused, intentional pipeline work.
00:15:29.750 --> 00:15:37.110
And I do think that I can, I'm fired up about Gary because I don't think that I don't care about my business because I'm not on social.
00:15:37.910 --> 00:15:39.590
Yes, I do think that it would help.
00:15:39.750 --> 00:15:45.590
I think, of course, if I did every source of lead generation, it would help, obviously.
00:15:45.910 --> 00:15:55.030
However, my nervous system would suffer until I can get a figure out a way to do both successfully and regulate it.
00:15:55.350 --> 00:16:03.990
It's not worth it for me to be on social and lose a relationship with my kids or not even put the E B effect into effect because I'm so distracted.
00:16:04.150 --> 00:16:05.110
Am I making any sense?
00:16:05.430 --> 00:16:11.509
Yeah, well, I think it that goes right to the point of everybody has something that works for them, right?
00:16:11.670 --> 00:16:13.509
So it's not just because something works for me.
00:16:13.590 --> 00:16:20.230
And I thought it was interesting when we went around and what like makes us, you know, like what makes us anxious was very different.
00:16:20.470 --> 00:16:22.710
And what we thrive on was also very different.
00:16:22.790 --> 00:16:29.910
I think there's some similarities, obviously, but there are ways to be successful in real estate without doing social media.
00:16:30.310 --> 00:16:30.550
Okay.
00:16:30.710 --> 00:16:37.350
We have our sphere referrals, those are uh typically, I would think for every agent is where the bulk of our business comes from.
00:16:37.590 --> 00:16:37.750
Absolutely.
00:16:37.990 --> 00:16:49.590
And so if you nurture those people, and if you're doing things, you know, for for all of the right way and you're paying attention to them, that's where you could have a very successful business.
00:16:49.750 --> 00:16:57.830
I do think there's a little bit of validation in what Gary's saying, in the sense that if you do show up on social media, you are also gonna get business.
00:16:57.990 --> 00:16:58.310
Okay.
00:16:58.550 --> 00:17:06.150
So if that works for you and that's an avenue that is, I don't want to call it easy because it's definitely not easy, even though I I love it.
00:17:06.629 --> 00:17:08.789
I think that you can be very successful.
00:17:09.349 --> 00:17:13.029
I think that you could also be very successful if you're not on social media.
00:17:13.109 --> 00:17:17.589
I know plenty of realtors who do not post a darn thing and they are super successful.
00:17:18.150 --> 00:17:20.230
So yes, I agree, Jen.
00:17:20.470 --> 00:17:25.349
I think I I think they're, you know, I think he's he's right in his own path.
00:17:25.990 --> 00:17:33.910
I think especially if you're like a newer agent too, to get yourself out there is that's like a great way to start as well.
00:17:34.150 --> 00:17:36.869
And again, if it's something that works for you, I think it's wonderful.
00:17:36.950 --> 00:17:44.150
But if it's not for you and it distracts you and then it pulls you into this slump where you're not doing anything good, then it's not good for you.
00:17:44.309 --> 00:17:45.509
You shouldn't it's not good for you.
00:17:45.829 --> 00:17:46.069
Yeah.
00:17:46.549 --> 00:17:55.750
And and just so we have uh because I feel like when you said you do reach out, Jen, can you kind of give us an example of is that a text?
00:17:55.910 --> 00:17:56.549
What are you saying?
00:17:56.710 --> 00:17:57.590
Is that an email?
00:17:57.670 --> 00:18:07.990
Are are you are you really you know calling these phase kind of give us an example of what one of your reach out to your pipeline looks like for folks listening?
00:18:08.230 --> 00:18:08.710
Love that.
00:18:09.110 --> 00:18:19.190
So I have my pipeline organized by nurture as in it's gonna be six months or l or longer, and then a hot lead is like three months-ish, and then the ready now.
00:18:19.430 --> 00:18:25.110
So the ready now's is what I intentionally focus on on a daily basis.
00:18:25.350 --> 00:18:33.670
So if like we have one right now that is a ready now, they called on a listing that we have in a specific area.
00:18:33.829 --> 00:18:53.350
They this particular buyer has a daughter at that goes to UL on our campus, and she wants to live in this radius, it's like a half-mile radius, and she did not like our listing, it didn't work for her, so I called I called the the dad back and I was like, hey, just following up.
00:18:53.430 --> 00:18:54.390
Have y'all thought any more?
00:18:54.549 --> 00:19:00.470
Because we could make the the numbers work for them, but again, it wasn't something that he wanted to proceed with.
00:19:00.710 --> 00:19:08.309
So through talking with Emily, she says we need to send a golden letter to that neighborhood and send cancels to that neighborhood.
00:19:08.470 --> 00:19:18.789
So the golden letter is it's just a handwritten piece of paper that says, Would you be willing to accept a top dollar offer for your property?
00:19:18.950 --> 00:19:21.190
Like basically, have you ever thought of selling?
00:19:21.430 --> 00:19:26.230
If so, now might be the time because I think I have somebody that your property would work for.
00:19:26.470 --> 00:19:29.670
I handwrite one, but then I I copy.
00:19:29.829 --> 00:19:32.470
I copy it like you know, however many times.
00:19:32.630 --> 00:19:39.590
And then on the assessor site, you can print out the addresses, and then we just print a label and send it.
00:19:39.910 --> 00:19:49.990
From that, I did it recently in my neighborhood because I have two buyers that want to be in my neighborhood, and we only have one listing active, and none of them that one won't work for either buyer.
00:19:50.230 --> 00:19:54.230
Actually, three, but the two that I'm actively pursuing with the E B effect.
00:19:54.390 --> 00:20:02.390
And and I've had probably I have one listing appointment coming up, I have one last week, and I think I had three the week before.
00:20:02.710 --> 00:20:07.430
So it's a way to find out, none of them have listed yet.
00:20:07.590 --> 00:20:15.990
One of them is considering it, but when they do list, I feel very confident that they will remember that we talked in the past, you know.
00:20:16.069 --> 00:20:19.670
So I feel confident that it'll be something that comes to a fruition in the future.
00:20:19.910 --> 00:20:27.670
It is not gonna work for my two buyers because it's above the price point that they want to be, but I don't know any of that information until I go there.
00:20:27.829 --> 00:20:30.789
We don't talk about it over the phone or anything like that.
00:20:31.029 --> 00:20:37.910
And so with this one in this particular radius of my other listing, I would call cancels and say the same thing.
00:20:38.069 --> 00:20:40.789
I would say, hey, I think your property could actually work for my buyer.
00:20:40.870 --> 00:20:42.150
Do you mind if I come by and check it out?
00:20:42.309 --> 00:20:44.230
Or are you still interested in selling?
00:20:44.470 --> 00:20:48.630
And and that has led that's how I've got that other listing a couple months back.
00:20:48.950 --> 00:20:49.670
That's great.
00:20:49.990 --> 00:20:50.470
Really great.
00:20:50.710 --> 00:20:59.029
I did that a couple I did that during the pandemic, right when COVID hit because people were moving up from New York and there just wasn't, I mean, there still isn't enough inventory.
00:20:59.110 --> 00:21:00.069
There wasn't enough inventory.
00:21:00.150 --> 00:21:01.029
So I did that same thing.
00:21:01.110 --> 00:21:03.190
I did the handwritten notes and copied them.
00:21:03.430 --> 00:21:09.590
Right now, I have buyers looking for properties and like a specific buyer lost out on a property in a condo complex.
00:21:09.670 --> 00:21:11.350
So I mailed the whole complex.
00:21:11.590 --> 00:21:15.910
I actually did type it, but like I hand signed it and then I hand write the envelope.
00:21:16.470 --> 00:21:17.590
And that seems to work.
00:21:17.750 --> 00:21:22.230
I've gotten, I've done this a couple times now for different buyers, and I get at least one.
00:21:22.390 --> 00:21:33.910
I send out like it's not a great return, if you will, but I send out maybe 50 to 100 letters for, you know, depending on like the complex, was I think just 50 because that's all that was in the complex.
00:21:34.150 --> 00:21:36.470
And I got one call for the condo complex.
00:21:36.549 --> 00:21:42.870
I did it for like multifamilies in a town nearby because I have a client looking for that, and I got two calls.
00:21:43.029 --> 00:21:48.069
Again, they didn't work for my clients, but hopefully we'll be a future, future lead.
00:21:48.150 --> 00:21:49.509
So yeah, exactly.
00:21:49.670 --> 00:21:57.590
That and that's that might be some an avenue that one of our listeners hasn't even thought about or or or or is scared to do.
00:21:57.750 --> 00:22:00.630
So they might, you know, add that on their list.
00:22:00.710 --> 00:22:01.750
That's I think that's awesome.
00:22:01.829 --> 00:22:02.549
That is great.
00:22:02.789 --> 00:22:16.069
And the goal isn't to eliminate the discomfort, I mean, that comes with growing your business, it's to build a business where you don't have to live in constant state of urgency to make it work, you know, because we're always wanting the next thing.
00:22:16.230 --> 00:22:20.390
That's how we're programmed, that's how we've always, you know, believed this business runs.
00:22:20.630 --> 00:22:36.470
But I think with implementing some of these examples that we've talked about today, hopefully this will eliminate some of your urgency friends out there so that you can create lead generations that actually work for you and not just something you feel confident.
00:22:36.870 --> 00:22:37.670
pressure to do.
00:22:37.990 --> 00:22:53.509
So our challenge to ourselves and our regulated realtor group and to you, our listeners, is what is one thing that we're going to focus on in Q4 that's going to be our lead, our new lead generation strategy.
00:22:53.670 --> 00:22:55.430
So Jennifer, we'll kick it off with you.
00:22:55.509 --> 00:23:00.789
What are you going to kind of focus on in this this next few few weeks left?
00:23:01.509 --> 00:23:08.710
I think something that I'm going to focus on in the next few weeks is what Jen just actually brought up.
00:23:08.870 --> 00:23:28.549
And that is focusing on my pipeline and really just trying to narrow in on not I don't want to call it bucketizing, but like figuring out who's really in the immediate like so reaching out to my current clients.
00:23:28.710 --> 00:23:32.549
A lot of my current clients because rates have gone up are like just kind of being wishy washy.
00:23:32.789 --> 00:23:35.750
So just saying hey are you thinking you want to move before the holidays?
00:23:35.910 --> 00:23:51.269
If not, like I don't want to you know like not that I don't want to pressure you but like I'll put you in my 2027 right and you know obviously if something comes up that they really want to see I'll keep you on my radar but just kind of like bucketizing and prioritizing my my clients.
00:23:51.430 --> 00:23:56.630
And another thing I've been wanting to focus on is past clients too.
00:23:56.950 --> 00:24:05.110
So just you know catching up with past clients and maybe just making some like coffee dates and just checking in with past clients that I haven't seen in a while.
00:24:05.910 --> 00:24:06.630
I love that.
00:24:06.950 --> 00:24:08.390
I do too I do too.
00:24:08.630 --> 00:24:10.309
All right Jen, what about you?
00:24:10.789 --> 00:24:35.430
I have specific needs so the golden letter in that specific neighborhood and then the cancels I'm going to continue that this week I have found because the market is so slow over here in South Louisiana that and and sellers are not really selling that the the verbiage is around let's get closer costs high enough to where you can get a buy down and to buy down the interest rate.
00:24:35.590 --> 00:24:41.990
And so that's really helping to move things with people that are saying I think I'm just going to wait.
00:24:42.309 --> 00:24:50.069
So I'm going to continue that conversation with my buyers with phone calls and then focusing on my events that I have coming up.
00:24:50.230 --> 00:24:59.350
I love the holidays because it's so event oriented and I just have to stay intentional about the steps that lead up to that.
00:24:59.750 --> 00:25:00.230
Right.
00:25:00.390 --> 00:25:00.710
Yep.
00:25:00.870 --> 00:25:11.430
Love that I I'm I agree I'm going to I think the golden ticket which I love that I I've never really had a name for it so now that's what we're going to call it the golden ticket.
00:25:11.670 --> 00:25:23.750
But doing those letters sending those letters to and I think really focusing on kind of matchmaking buyers to those sellers but also that is a form of lead generation.
00:25:23.829 --> 00:25:33.029
So I think that's one of the things I I really want to focus on in the next couple weeks to kind of gear gear gear us up for 2027 which is crazy to think about.
00:25:33.190 --> 00:25:44.710
But so we challenge you what is one thing that you want to add to your lead generation list that works for you that's not overwhelming that's not stressing you out but actually will bring you business in the new year.
00:25:44.870 --> 00:25:54.789
So thank you for being here and if this episode resonated with you of course comment let's have a conversation about it and we're so glad you're here.
00:25:54.950 --> 00:25:55.430
Thanks.
00:25:55.670 --> 00:25:57.350
Have a great week by y'all
