Now with that said, I'm going to turn over to my friend Jimmy Mackin uh Hector you bring in Jimmy so I can say hi real quick hello Jimmy Mackan Well Tom you said I was gonna bedazzle people with the ideas but you didn't mention I was gonna bedazzle them with my wallpaper background as well my friend that you know that is some bedazzling wallpaper buddy, that is some bedazzling wallpaper. So Jimmy you know you and I have been so blessed to work together for so long we become you know, really great friends. Uh, the you know, the onew punch of you and then Jason and then Ry to David, then Jeremy, then Christy, then Jack This is going to be spectacular I'm gonna turn it over to you my friend. Help them get more listings Jimmy I Need them to frontload all of their marketing.

So when the rates come down, all my friends here watching they've got all the listings. Take it away! Thanks brother! All right. So first things first, you know it's What's so interesting to me is when I think about developing strategies strategies to help you get more customers, help you get more appointments, and of course help you get more listings. I Always like to look at what is sort of the macro market conditions that are going to drive our performance.

and you know when I think about the last 18 months I Think we all have to take a moment to pause and say you know, congratulations to all of you who have survived what was maybe one of the most challenging and difficult markets we've experienced at least in my 15year Uh, plus career. You've survived. you know, interest rate hikes? You survived What was the narrative from media companies saying the housing market is going to crash? You survive Prop Tech companies pouring billions of dollars into this industry to try to replace you as the real estate agent And I would actually go as far as saying you know if if we proved anything in 2023 is that the real estate agent is UND disruptable Uh, that the real estate agent is actually an essential part of this industry and I think that should give all of us some hope and some optimism going into this next year. Now, as Tom mentioned briefly, Tom and I partnered together this summer to work on a program called 100K in 100 Days and we had this crazy idea.

We said, what if we can just shift everyone's mindset, put these agents in a position to be successful in Q4 of 2023, which is arguably one of the more difficult quarters and generally speaking. But certainly last year and so we developed a plan develop the Playbook and Tom mentioned earlier that you know we helped agents generate over 8,000 listings I Was listening to a story this morning from an agent by her name is Julie Wood She's a Tom fairy client, an amazing agent runs a brokerage in East Texas She got Twang to her tour voice and she in Q4 She generated $230,000 in commission. She took on over 35 listings executing the strategies I'm going to share with you and I'm reminded of a quote that I love Tom Shar recently on Instagram is from JD Rockefeller which is action, solves everything and what we want to do as a As as a group here as a community is we want to bring ourselves together where we just focus on having this massive bias for Action The lesson that we learned helping agents generate over 8,000 listings which is by the way, 3.5 billion do in listings just in Q4 with only a few thousand agents. The lesson we learned was is that if you have a massive bias for Action more emails, more phone calls, more Zmas, more CMAs more farming, it's going to translate into more conversation, more appointments, and more customers.

And so I I want to work with everyone who's tuning in today to kind of put those blinders on. ignore what people in your office are doing, ignoring what your team is doing, saying like you can do this. We got enough evidence enough proof, enough success stor say you can be successful in any market. So on that note, let me, uh, share my screen Hector and we're going to bang through a handful of ideas that are hopefully going to inspire you to get rock and roll in so real quick in the chat for me, let me know, can you see my screen? Just say yes in the chat.

Awesome! Thanks Jenny thanks Adrien Okay Cool! So I'm going to give you sort of The Blocking and tackling these are sort of The Proven strategies that killed I'm also going to give you some new stuff some stuff that we've been experimenting with over the holidays. Things that I think if you haven't been executing. for those of you who are maybe just new to Tomberry ecosystem, you're going to love these ideas. So the first and the most basic blocking and tackling are sort of the the big three.

The Holy Trinity for me is Zma Zva and CMAs and I'm G have a little twist for this one for those of you who do this. So the first of course is the Zma. The Zma is a strategy that we rolled out in 100K and 100 days. The basic idea is that there are people in your database, meaning people in people who are you've done business with in the past.

That maybe you don't want to go through the process of putting together a full-blown CMA. You just kind of want to do a quick health check. Hey, let's have a real estate related conversation. So the process is very simple.

You identify maybe three to five people per day, you want to reach out to in your SOI and you go ahead and take Google or go to go to Zillow and get their address. Take a screenshot of their home on Zillow As you can see I'm doing it right now. Make sure this zest is exposed and then just text them. hey Tom I Was on Zillow earlier today looking for a few properties in your neighborhood and I thought I'd check out your home's estimate.

They estimate your home's value is 1.8 million. I would then text the screenshot so this is the second text and then I'd send the third text which is I have my opinion and but I'd love to hear your thoughts. what do you think and all we're doing is having a lightweight way to have a real estate related conversation with somebody in my database. Now don't worry if you've neglected these people and you haven't You haven't reached out in five years.

six years. Have an icebreaker. hey Tom I Know it's been way too long since we connected. Admit that it's been.

you know, a good chunk of time between when you connected and I was actually thinking of you today and I went and pulled up your home on Zillow And here's the information I got. So getting in this motion where you start doing these Zmas three to five per day I mean it is Magic The data that we've collected on this is that on average one out of every 10 this is mind-blowing One out of every 10 Zmas result in a listing appointment. Okay, so the first thing is this is like eat your vegetables. We know this works.

Get start getting this into your daily habits. Next up I Want to push you a little bit further. For those of you who done the Zma actually let us know in the chat right now. Have you done a Zma right? and what were the results of this campaign right? Share some of the wins with the with the community.

Now what? What you're going to want to do is you're probably exhaust your database. Maybe you have 100 past clients. You may work through them in 30 days, 45 days. Okay, what do you do next? The next thing I want you to do is I want you to do the exact same thing but for your farm, this is our client.

Connie Carlson Cary Carlson is one of the hardest working real estate agents in the industry. She's out of Atlanta Uh and what she does something we coach her on is to actually print out a screenshot of their zestate on like an 8 By1, put a sticky note on that, uh, on that print out and the sticky note says would you sell for more than 10% of this text me at insert the address and she literally takes a screen, takes a, takes a screenshot, prints it out, handwrites a sticky note, puts it on the paper, puts it in the mailer, and sends it to someone in her. Farm Now I'll give you a pro tip here in a second in terms of who you should Target But she just started doing this this year. She sent 120 of these out and guess what? She got an inbound listing appointment within the first 10 days.

So if we want to get you from where you are today to start adding in two, three, four, five listing appointments per month. in addition to what you have right now, we've got to get in motion and you can see here: I'll include a screenshot of this this like she actually handwrites the letter. So she handwrites a letter so people actually open the envelope and inside. That's it.

It's a screenshot. and would you consider selling for more than 10% of this? Now by the way. Listen, I'm in Texas Right now I'm in Austin right now Austin Home values according to the agents down here have declined. It's not important whether or not it's gone up or down.

It's not important whether or not you say it's Hey, would you consider selling for 10% of or 10% Uh, more than this. Or would you consider selling for this number? You can play around with a call to action. The point is, this is what we refer to as a conversation starter. Now here's my Pro tip for you.

For those of you who are willing to put the work in again, action solves everything. For those of you willing put the work in, you can use a tool like Propstream. There's a whole bunch of other list providers out there. Uh, Propstream one I Prefer effectively.

What I would be doing is I would be say let me find the hot spots in my market. where is the inventory coming from I'm not mailing this to people who bought their house last year. if I'm gonna write these sticky notes I'm gonna try to get the biggest bang for my buck. So what I'm gonna do next is I'm actually to say maybe seven years they've owned the property.

maybe they have an interest rate of 4% or above. they didn't refinance during the Great refinance boom and let's make sure they got some equity in the property 40 to 50% Equity So I'm being very methodical with the way. I Target A big theme for 2024 This is a big marketing theme as as a as an expert marketer I Can tell you right now this is really where the money is made. personalization going that one step further to say hey, I'm not going to just blast this out to everybody I'm going to identify people who are most likely to sell and I'm going to get this in their mailbox and hopefully use that to start cont conversation.

So again, incredibly simple tactic. Everybody here in the US can can use it for all my International friends. If you have some other variation of this where there's some online tool, you can use the exact same strategy. All right.

So let's keep building on this idea. I Gave some just quick notes. you can take a screenshot of this but Tom mentioned we're gonna be giving away the slides so we'll share all this with you. uh CMAs Tom mentioned his his friend who who generated a ton of business from unsolicited CMAs This is a strategy that we love.

My guy Ken Posac Shout out to Ken Posac One of the most uh effective marketers in the industry has a great YouTube channel and hopefully the team can drop a link to Ken's YouTube channel in the chat right now does amazing work. He gets a ton of business. probably $250 million a year in production he also does. He also does the blocking and tackling.

Him and his team send out unsolicited CMAs and this is the Exra exact script they use. Hey I just want to do a quick Equity update for you. It looks like homes like yours are selling between 625 and 675 depending on finishing and amenities. I'm not sure if you had any thoughts of selling, but even if you don't I want to know where you're at Again, This is a little bit like show.

The Sweat Do the work go out. actually put this together and then email it to them and then follow up with a text. He sent this out to 30 plus people. They booked 12 appointments, they got five listings, and they got a buyer.

So in total $80,000 in Revenue that was generated from this effort. He did it again six months later in almost the exact same results. So this is a strategy by the way, that you can tap into not just at the beginning of the year, but you can tap into it on a quarterly basis to keep your pipeline full. I'm I'm gonna.

you're GNA Hear me repeat this over and over again. Your pipeline is not big enough I mean if if if 2023 taught us anything, it's your pipeline needs to be bigger Because things happen. Deals fall apart. you know, interest rates rise, They fall, the economy change Like your pipeline has got to be bigger.

So you've got to be have this massive bias for Action Now here's where it gets really interesting. So up this point we talked about the Zma, the C the the Zma through mail talked about the CMA. We got to start using Social to we got to stop stalking people on Social and start using Social to generate customers. And so I'm going to give you an example of this.

Let's say I did a a CMA for Tom and let's say I'm an agent I help Tom buy his house 2015. Chances are Tom's house is worth a lot more today than it was in 2015. and so what I'm going to do is I I Consider that to be what we refer to as A marketable moment. So I'm going to go to social media and I'm gonna post something like this: I Just I sold a house in, you know, 2015 I Just did an equity evaluation for the for this property.

My client Tom has gained over $300,000 in equity in insert years. Three years, five years. Whatever it is. If you want a free Equity evaluation, just DM me your address and I'll have it to you in a jiffy.

Now my my my friend, my dear friend. Tim Montgomery is from Street Point Louisiana So I'm from Boston We don't use the word jiffy when we when we say these things, but you get the idea. The basic idea is if you and I want everyone here to follow along with me if I'm doing these daily, CMAs I'm sending out these CMAs to my clients and I say man, that person killed it They bought the house in 2015, it's doubled in value. They now have $700,000 in equity.

That is a marketable moment now. I'm gonna give you a cheat code when I'm doing these. I would also go to Instagram and I would share the exact same strategy on Instagram as an Instagram poll. Now coach will Draper is someone, uh, in the TF ecosystem Jason Pantana as well who are really bullish on this idea of using Instagram polls.

I Mean if you're in the business of generating customers, you can chase leads or you can attract them. Instagram Polls is one way to create inbound leads from your social media following same idea you did a CMA customer gained a ton of equity. You go to social media and say hey, I Just did an Equity report for my clients. They gained $150,000 in equity in the past four years and this is this is important.

Follow the exact script. Do you want an Equity report? Yes please! What's an Equity report? Help me buy So I can make that kind of cash And so when somebody replies or opts into that poll, guess what I'm doing I'm not waiting for my phone to ring I'm sliding into their DMS saying great, what's your address love to have a conversation right I'm turning the corner I'm taking that interaction on social media right that that connection and I'm going into a DM I'm starting a conversation with them I'm booking an appointment I'm getting them on the phone. Is everyone with me on this in chat Let me know you guys with me on this. This is a strategy that absolutely crushes.

So I Want you to say start putting this marketing hat on when we're doing the work. How can we expand on that work to drive more inbound opportunities? All right, let's keep building. We got a ton of ideas. Tom's going to really push me here to get this done in 30 minutes.

We're going to keep going. You can take a screenshot of this. Just some instructions on this. We've seen this work with 100K in 100 days.

It's how we help agents get $3.5 billion doll in listings just in the last quarter. Okay, the stock of buyers has kind of Fallen a lot if you think about it right over the last you know few months. With all everything that's happened in the lawsuits, you know it's like, yes, the commission we generated from buyers is probably equal to what it was six months ago, but there's a there's a sort of perceived value of buyers where it's like people are like I don't really want to work with Buyers This is a stat from Realtor.com 72% of sellers are also buyers. So in fact, working with Buyers means also working with sellers.

You know you are a full service agent, so chances are someone who has a home to sell. Not always right, depend on the market of course, but they got a home to sell. Chances are, they're masquerading as a buyer online. When you are going to sell your house, the first thing you're going to say to yourself is where am I going to live after after I sell? it's you're not so much worried about the sale, you're worried about what's going to happen next.

And so what I want you to start doing is taking advantage of some of these buyer Centric Strategies to find hidden sellers I Mentioned Instagram Polls This is This is we live in a world We live in a world there. A great quote by a guy named Chris Anderson who is the founder of W or editor- chief at Wied Magazine. He said we went from the age of Information which is of the Advent of the internet to the age of recommendation. We live in a world where everything we want is served up to us.

We go to Amazon The products we want to buy are there. Hey check out again we go to Netflix It's going to recommend shows based on our previous search history. you know we go to social media. Everything that we see is based on our past.

Behavior We live in a world where everything that we want is served up to us from some algorithm. We live in the age of recommendation. So what that tells me as a marketer is we got to make it easy for people. I Mean people don't want to search for homes? They want us to find them for them and then tell them hey here you go And so what you're looking at right now now is what we refer to as an offer poll.

Who wants a list of all the new construction homes in? El Paso You can see this poll here had almost a thousand views on Instagram stories with 30 optins. What was the total cost of that zero dollar? and so what I would be doing is saying what is the most desirable type of home in your area I Know it's low inventory everywhere, but what's the most desirable type home? new construction, ready to move in pre-foreclosure you know, whatever that list might be certain. price point Recent price reductions. you can have this offer poll again.

We live in the age of recommendation. Everything that we want as consumers is served up to us. So when you get these optins These are 30 leads you can follow up with DM send them the list, have a conversation, book an appointment, and oh by the way it turns out 25% 30% Also have a home to sell. Let's keep building on this idea.

This is something I want every single person I Mean this is talk about something that is just easy And this is like put this on your marketing calendar Tom was talking about earlier. Don't wait. Don't wait until the spring to kick into your marketing strategy. It's gonna be too late.

It's gonna be too late. Don't wait until you know everything kind of setts down or to wait until it's convenient. Like no, you got to get get on your horse now. Action solves everything.

This is the deal of the week strategy. Shout out to my guy, Shiron, president of Real Um, he's someone who's really helped me develop this strategy. Every week you can send to your database your leads, your prospects. You can post it to social media as well.

When you find a great home for sale that you know as a local expert, as someone who understands the market, as someone who's dialed into what's happening, you know that home's going to sell quickly because it's priced right, it's in the right neighborhood, and it's very desirable. You can take that and you can turn that into the deal of a week. and what you're looking at right now is my guy. Brad McCullum Uh.

Also another YouTuber to follow. Shout out to my guy Brad Uh, you can see 20 responses from this one campaign. Here's the kicker in the chat for me. let me know.

Was this Brad's listing? Yes or no? Was this Brad's listing? It wasn't It wasn't right. You can see my guy Dean Lenell Who's up there in? Whistler Uh, he sends us out to his database and he got an8 million doll seller from this campaign. I mean just getting in that habit of consistently sending out the deal a week. It's going to create more conversations.

It's going to lead to more appointments. It's going to lead to more listings. Okay, let's keep building. I Want to give you a pro tip here this is Jason and I are obsessed with this Tom is very jealous because Tom can't create a broadcast channel because of his his settings on his Instagram account.

but Instagram broadcast channels are a incredible asset I want you creating one for the deal of the week. It's when you create an Instagram broadcast channel. When people visit you on Instagram you can effectively DM them, you can DM hundreds, thousands of people now. Don't abuse it because if you abuse it, it's not going to generate any revenue for you.

But you can create an Instagram broadcast channel that is basically like hey, you know Austin Texas deal of the week and you take that same email you sent to your database and you repurpose that as a deal to the week. My guy Jordan Rossman does it. If you're looking for an example to follow Aelia real estate deals, he's got a couple hundred members I Mean this is such a great asset he's built Tom Talks about this a lot. The importance of a distribution Channel This is a distribution Channel a way to reach consumers for free in a way that's very personalized and has a high impact.

Uh, through a tool they use every day. It's like mass texting without the fines. So dig into Instagram broadcast channels. You could use the deal of the week strategy and use it for an IG broadcast channel.

In the chat, let me know, do you have an IG broadcast channel? Because I'm telling you right now, it is a cheap code for getting your content in front of consumers. Okay, and you're seeing examples of this. We'll share the slides afterward afterwards as well what he's doing with his broadcast channel. Uh, we are entering into such an interesting era right now of radical transparency.

Um, this there's a tool we all maybe you've probably heard of it. It's called the Facebook Ad Library allows you to search brands on on social media see what they're advertising. Google Quietly released a tool called the Google Ad Transparency Center Clearly an engineer came up with the name, but the Google ad transparency Center The reason I love it is because I like to follow Brands who have been advertising to sell you leads to see what type of messaging they're putting in front of consumers. And so what you see.

What's different about how most real estate Brands advertise compared to the way most agents advertise is the most. Most agents have a Playbook and that Playbook is buy some traffic on Google Drive to an Idx website Force the consumer to register and then basically annoy them until they either say sure I'll work with you or they just keep ignoring you and then you just spend a bunch of money and resources and time trying to convert them. I Mean that's not really advertising? Uh, I Don't think annoying people is a strategy in 2024. What what most real estate brands do is they focus on the offer.

They focus on developing optin leads, not forcing people to give us their information. So I say that because I'll give you examples of this. This is what we refer to as a direct response campaign. This campaign is something that we coached back in I don't know.

spring of 2023 and it was until the Zma it was our most successful campaign. And oh by the way, in about three slides, I'm going to give you something that you can send like today that has generated I don't know Tom will give us numbers here. thousands of listings for clients. I mean we've been talk talking about it on social media a bit and some of you probably already know where I'm going with it.

so I'm going give you an example that in a second but this campaign named your Price is a really simple campaign you can send to all the seller leads that are in your database. It's a simple campaign that oh by the way, you could repurpose as a direct mail piece. This is my client. Gretchen Coy shout out to Gretchen Coy and Raleigh North Carolina Fantastic! Compass Team 130 conversations, eight listings We took an email name, your price, converted it into a direct mail campaign and it crushed it for her.

So one of the things I want to coach you on here is getting the habit of. I mean Jason has so many bits of advice on building your brand and and marketing and you've got to do all those things. But you can't also forget to have a call to action, make it easy for people to act, make it compelling and clear for them to act. If you don't act, you don't get.

especially when it comes to marketing. All right. Another letter for you. This is something by the way.

Talk about the like. I Did a poll recently with my audience and I asked agents thousands of Agents hey are you more optimistic about 2024 than you were about 2023? 97% of people. We always have some pessimists, right? 97% of people said yes I am more optimistic. So there's so much hope.

There's so much enthusiasm there. so much optimism going into this. Market And this is a campaign that generated $2.1 million listing. and if you read the first sentence I think this is an important sentence to use if you want to sell your home in North Hills But you concerned it's a bad time? We've got good news.

Talk about the strength of the market, talk about how rates are going to be falling, how buyer demand is still there, how homes are still moving very quickly, and by the way, under like 30 days, it's still very quickly. Historically speaking. So this is a campaign like I would call this sort of the like. change the narrative I Mean you know in this market? Yeah, go sorry to interrupt.

So for all my friends out there that are uh in the chat, someone is on here fishing trying to get all of your emails so you do not need to put your email address inside there. We are going to send you all of the slides. Someone is fishing so that knuckle it out there. That's fishing.

Screw you in 2024. All right. So you do not need to put your email account inside there. We are going to send you all of the slides.

Okay, just a quick PSA All right. Jimmy Back to it. Do Not put your email inside there. We got you covered.

That's it. Thank you thank you Tom Yeah we got a whole Army of AI boss on these calls too. So people are I know it's taking notes for all of us. So this campaign right? $2.1 million listing Control the narrative or somebody else will I Mean can we all agree? Like we got to stop letting these Nft techno Bros on YouTube Telling the world that the market is crashing As agents, We got to go out there and be the knowledge broker.

We got to be out there and actually educate the consumer and David will come on a bit later and share. You know a lot of insight that we can get in front of consumers. We have to control the narrative or somebody else will. Okay, I Promised you that I was going to give you a campaign that was I think the most successful campaign we've launched in recent memory.

You can see some of the the highlights here of all all of the responses. Three requests, seven requests, Two meetings 15 20 40 appointments from this one campaign. This campaign is so insanely simple that every single person on today's session can and should execute this in a matter of 30 minutes. Here's the exact email: What happened to your Equity in 2023 I Set aside a few hours this week to put together a Home Equity report to my clients.

These reports are more comprehensive and accurate than what you get from an online tool. And here's the key: Can I send one for your home? Not? would you like it? Or hey, click on this button to give us your address. We're actually asking for permission to be helpful. Can I send one for your home as opposed to hey, click on this link.

Visit this website, enter your address in and then I'll go ahead and do a bunch of work. No, I'm willing to put the work in and so I made a small modification to the the subject line. If you live in an area where you have home values have increased, you can say how much Equity did you gain in 2023 I'm here in Austin So in Austin it's more like what happened to your Equity not so much how much Equity did you gain? So depending on your Market if your Market is either flat or has gone down a bit for whatever reason, what happened to your Equity in 2023? If you live in a market where the equity has grown even last year, it's how much Equity do you gain 2023 Now What? I would also do. Let me give you a quick Pro tip for all my friends who are actually sending this campaign quick Pro tip for you which is if you send this out to say 500 of your past clients and let's say you get 20 or 30 responses I'm then going through and identifying anybody and everybody who's opened up this email and saying hey, Tom I don't know if you got my email last week I actually was putting together Home Equity reports Some of the numbers that I've been putting together have shocked my my clients.

Can I send you one for your home I'm double dipping on this thing I'm not waiting for people just to opt in I'm following up with a text message on the back of it letting people know that the the a a whole bunch of people opted into this and B this is important and B that the number might shock them and I'm still willing to put the work in for that. So this campaign actually let me know in the chat. did you send this campaign because this campaign has been crushing. If you've been sending, if you have sent it, follow up with the text with everyone who's actually opened up.

The email action solves everything all right. So what we're going to end today? This is the last thing: I'm G to share with you today because I think it's important that uh, everyone kind of wraps their head around what's what's required to be successful in 2020, Uh 2024. Uh for me I think one of the things that I really want to push you to do is I want to push you I want to push you to get back on the phones to really focus in on prospecting I mean I'm I'm I'm I don't want you waiting and I can tell you right now. Marketing: If you think about this, conceptually, marketing will often times take you down the field.

It'll get you into the Red Zone But sales is what puts points on the board. and so there's a narrative that I hear in real estate and the narrative is nobody picks up the phone anymore, right? I Hear that all the time Nobody picks up the phone anymore. You know who says that agents who don't make calls consumers actually do pick up the phone. We did a study on this and we found that we made $185,000 $186,000 53,000 people answered 25,000 of those conversations lasted over 30 seconds and we set 3,820 appointments.

So let me put this in perspective: if you call a 100 people okay, 29% of them, one out of every kind of three will pick up the phone. Of the 29% of people who actually pick up the phone, 14 of them, about 50% you'll have a conversation with. And of the 14, you're going to convert one in seven into an appointment. The problem is and I'll set you up I'll set you up here.

The problem is is that it may not be the first 100 dials. It may not be the first 500 dials. You may have zero appointments with 500 dials and get demoralized. get depressed and say hey, I'm back I'm gonna go back to scroll through social media.

The reality is is that the consistency upon executing a prospecting strategy is what drives results. You may Book 15 appointments in you know, the last 500 calls and zero in the first 500 calls. So be it right. There's a great quote by Izzy Sharp, who's the um who's the founder of Four Seasons and it's a it's a quote that I remind myself of often.

He says Excellence is the capacity to take pain now I'm gonna be honest with you prospecting, it's pain. but I'm GNA make it a little bit easier for you as I wrap here, pass it over to my guy Tom to keep this thing rolling I'm gonna give you a strategy that's gonna be so simple. it's just bulletproof and this is in the back of when you sell a house or a house is sold in your farm. Called the Matchmaker strategy and the Matchmaker strategy works like this: if a home sells in your farm or you're the one that sold it, what I would be doing is IID reach out and say Hey Thomas did youim me call with ABC realy and I'll give you a quick Pro tip if I'm calling my database, say hey I know you're not I know that you're not expecting my call.

The reason that I'm reaching out is because we just sold one two3 Main Street or one two3 main stre just sold I'm call I'm going to be calling around the neighborhood to see if anyone's interested in putting their home in the market. If I come across any deals, would you like me to keep you in the loop? So at this stage what I've done is I when a home selles on my farm, the first thing I do I'm not going to circle dial quite yet I'm gonna call my database of leads I'm gonna say hey Tom this is Jimmy calling ABC realy I know you're not expecting my call The reason I'm reaching us because one two3 mry just sold I'm I'm going to give a you know call around the neighborhood see if anyone else is interested selling the home sell sold really quickly. It's a great neighborhood. If I come across any deals, would you like me to let you know I'm asking for permission to be helpful and then guess what I do after I made a hundred calls, had two or three or four five conversations then guess what? I now have the ammunition to turn around Tom and say hey hey Mike this is Jimmy call ABC Realy The reason I'm reaching out is I Actually just spoke to a buyer who's thinking about making a move they're interested in your area I'm not this for you, but if you had any thoughts about putting your house on the market, this is what Tom and I talk about which is personalization.

This is where you as a real estate agent as a professional real estate agent is that? Matchmaker So on that note, I'm gonna kick the mic back to my guy Tom Fairy Tom Hopefully that was helpful for the audience I Wanted to give everyone tactical things that they can do to focus on getting listings as you and I both believe in our heart my friend. Action solves everything. everything. Jimmy Thank you you so much I Can see it in the comments.

everybody was loving it and again hey we are just getting started. That is the first of my presenters. uh Jimmy As always man you were just a blessing. Your marketing Brilliance and insight and just tactics that we know work.

That's the whole game. Things that we know work so thank you now I Would love for you right now to write down what are the one or two or three things that I'm actually going to do And yes, if you see somebody say hey, email me blah blah blah just I sorry for the PSA interrupting Jimmy thing. We're going to send you everything. We're going to send you everything.

The only thing I'm going to say to you is stay on take notes because it's very different when you hear it live and you're in this like learning mode. So.