Foreign. Welcome back to Confidence conversion today! We want to talk about taking more listings, long-term nurture in your database and ultimately conversion at the highest level. I Got two great coaches with me David Caldwell Greg Holdhouse welcome to show Guys. Thank you Thanks! So get a little close to the microphone there.

G-money A lot of uh, a lot of really smart people right now are saying themselves. What can I do to get more listings? Let's just talk through a rapid fire best hacks. Whether you're doing inside your brokerage, inside your team, or the extraordinary people that you guys are coaching, give us both perspectives. Does that make sense? So who wants to go first? What's working now to get more listings? Okay.

utilization of EAS utilization of EAS was not the first thing that was on my list. What are you talking about? So we're having a lot of the Va's do the back end research. Yeah, so that they're preparing all the stuff where you just drop it in ready to go so you can utilize third-party systems. get lists doing Geographic farming digitally so you buy the list, you have the VA do the research.

There's a lot of new programs out there. Prop streams one of them I think you had them as a guest, right? so you can grab that information VA does the research, drops it into your CRM company generated lead. they can go after it. Okay, I understood all that stuff.

Say that in a seventh grade level. David Caldwell What was he saying? He's basically just saying that he has like a system already in place for when a lead comes in, that there's like strategic communication that's starting to happen right away, right? Yeah? I mean I Think that you're right there I Just what I'm going to focus on though, is using others to do the labor to create efficiency for the agent themselves. Agents are getting bogged down doing work that they shouldn't be doing. Yes, doing research analysis, trying to hunt down good numbers.

That's what your Va's are for. Okay, find me every cell phone number or landline for every person in my Geographic Farm Hey, take my entire database and where there is an incomplete no phone number, get a phone number in there right? Like That's what I'm hearing. Yes. I Love all this because again, whoever has the data it what I always love is like like back in the day when expired listings and certainly they're coming back right? They're always there.

but it's you know, like there was a time when it was very implantable. Whoever was able to find the number was the one that was most likely that was going to get the appointment and potentially win that business. So that's one what's working, right? We talked about that yesterday too. Real quick.

The most the most valuable companies in the world are data companies. And all these Realtors databases we have partial social data. Yes. So what Greg just pointed out is the importance of actually having a system to go put all the data in place so you can create higher conversion rates.

Yes, I'll give a simpler one because Greg's smarter than I am. Um, we Greg and I were just outside having a conversation about how so many teams right now are trying to pay their way into productivity. I'm going to spend more money to create productivity when the reality is, agencies need to be focused on creating basic conversations in a basic conversation. I Think right now that I'm coaching a lot of teams on is: if your dentist calls you twice a year to tell you to go get your teeth cleaned, you don't go to a different dentist.

So how do we operationalize simple conversations with our sales teams? to go Remind people Because our job to remind them that we're real estate professionals to ask them for referrals because we get what we ask for, not what we expect and most people watching the show have not asked for 50. referrals have not shared their goals. Simply Having Basic conversations does create long-term opportunities and bottom of the funnel opportunities. So I'm going to throw I'm going to throw two and then I want your guys feedback on it I I Fundamentally believe there's only two kinds of sales people on the planet: those that make phone calls and those that know they should.

But they don't and they probably never will. So you guys know me well enough to know. I We attract both sides, right? So I always ask myself okay, what what can I do to help the person that knows they should make phone calls but they doesn't, They don't doesn't You knew what I meant and in the simple answer is slightile right to upload a voicemail message. Hey Tom Ferry Banana Real Estate been thinking about you.

Hope you're doing great Happy December Happy January You know, just want to touch base, let you know if you got any questions about real estate. you want to know that today's real value of your home or you got a friend that's thinking about doing something you know I'm always here for you. Give me a call back or just text me at 949-43365 Banana Banana right and automatically just drop that on 500 people, 600 people A thousand people now. Warning: If you're listening to this, you're like oh my God he's talking to me I never want to make phone calls but I'll do that.

Actually, don't do it to 500 people once. Start with like 50 because of their past clients in sphere, they're actually going to respond. They're going to text you back. People call back, People call back.

The second one is before we go into the you know more advanced stuff is the Simplicity of the mic Fields postcard that we showed at the Summit this year. that even yesterday Big shout out to Stephanie younger one of the best agents in the business Compass Agent: 300 million dollars a year in volume. She just dropped it into her Geographic form of 14 000 people. What did she say? 500 full form fill outs 11 000 Spend two appointments No two listings, Two list, three appointments.

Two listings right. And for her, with their average sales price I mean Greg It's you know, Two million bucks. Three million we're talking about. even after commission splits with agents on her team, it's it's you know it's twenty thirty thousand dollars for an 11 000 spend off one postcard.

Now if you're saying I don't know what that postcard is You: Obviously, we're not at the summit. You probably need to go to Tomfriday.com You need to search. Like the content. Or maybe we can put a link up here somewhere guys.

But that postcard's bananas. What else is working right now? What else is working to attract listings? What? What's the best campaign? What's the best direct mail piece? What's the best script? What's working? Can I Go Old School Old school? What is old school? Okay? is Facebook old School Now talking to people talking? Yeah. so door knocking. You know we're post coven.

We're door knocking again and we're Gathering people's information bringing it back, putting it in the CRM And here's a real simple thing. What's your plan Tom Yeah. Tell me your plan. Like what's your housing plans? Yeah, no one's asking that question and you're you're setting that goal date out for them and helping them project into the future.

And I think we're asking a lot of the wrong questions and the conversations that we're having. So whenever I spoke in California we talked about Crms and the fact that Crms are becoming a crutch for agents not to do work. In many cases where they're ignoring them, it's too much tasks go undone. We see that a lot and we have the accountability to help bring people forward to get that done.

But if you're leaning on the CRM and you're not having conversations and you're thinking that automation is going to do all the work for you and you're not having those in-person conversations I Think you're going to lack in this market so knocking on doors and then bringing it in plotting the course I Love it. I Love it. Got another one this morning I Tried not to be the YouTube ads guy anymore but I still am. Mary Bartos on a coaching call Uh, 75 dollars spend eight hundred thousand dollar listing appointment.

They've been running it for a week. It's uh, basically About Us sell Your Home With Us type video targeted at homeowners in her local market. Lead came in within five minutes. Cole's on the phone converts it into an appointment.

Sounds really like a Come With Me Yes, because of the authority that we talked about yesterday, the video creating Authority but at a targeted specific audience not writing an algorithm. A video pointed at the right people? Yes yes. I Think of like Jeremy Knight right down in Austin Who you know moving from Los Angeles to Austin Texas Here's the seven things you need to know and like people are doing: Google searches for I'm moving from Los Angeles to Austin and that's the first video that pops up. They watch it, They love them.

They buy a house from them. Okay, let's go back to the core four though, before we switch gears and talk about long-term nurture. So the Core Four is number one. So why right your past clients, your centers of influence.

Number two. Whether you, whatever you want to organize it, it's it's buying online leads or it's Geographic farming and it's open houses. What do you guys seeing that is working? Not working today With Open houses. Open Houses is one of the things where again getting back into the mega open house is working.

Yes again. Door knocking I Can't believe yeah yeah you door knock Yes and then inviting. One of the key elements is inviting the neighborhood for a free market. Report about what's going on in the neighborhood as an exclusive to them before the open house.

Yes, that is bringing in a lot of people because they're curious about what their home's worth, especially with all the noise that's out there. And so that's really helped me to get listings to their other point. you know, on that same note I Go back the Mega Open House. and maybe if you're listening to this, if you're on my YouTube channel, just search Mega Open House because it's a detailed strategy around.

You know what you do before, what you do during what you do after. And the thing that worked the best when you were connecting with the neighbors was like knock, knock, you know hi my name is Tom Ferring with Banana Real Estate and you hand them the flyer with an invitation to the house and what you want on there really big is the price because it's the only thing they really care about, right? Because in their mind, what do they say saying oh, that one's for 849 mine's Worth 8.99 or mine's worth 749 because I've got this model that model so I love that. What else at open houses you know? I'm talking to Stephanie younger via text right now. the queen of I've been talking to people about how open houses work if you work them.

Yes, right? But what? I Love about open houses. You get to skip to face to face, but you need to be focused on asking people that come in a certain amount of qualifying questions and then actually trying to ask for the clothes and ask for the business right? Going to What? Grace Talking about talking to the neighbors? Going talking to Neighbors about how that sale of that home is going to impact the value of their home. and if they want to further discuss that, right? I Think that's a golden opportunity. Um Kevin Sturdivan.

That's been a big thing that we've been working on. Yeah, like go make a sale and go knock on the doors around the sale right and ask the neighbors if they want to talk about how that sale impacts the value of their home. Say that again. We just sold this house of one, Two Three Banana.

Street for 12 million dollars? Yes, Would you want to sit down for maybe 15 minutes and talk about how the sale of that home impacts the value of your home? That's the door knocking script and I got him another like multi-million dollar listing I mean I Repeat hearing that story. Yeah, he he's going to be on the podcast, right? Yes, uh. 88 million dollars in sales in 45 days? Yes, you know from basically saying you're not being noisy enough about the opportunities that you create. yes, how do we go tell people, how do we skip the face to face I Like open house because he skipped to face to face.

Not enough Agents are focused right now on how can I skip to face to face and this is in Newport Beach California where the average sales price is three and a half million dollars and you've got the likes of Tim Smith and Georgina Jacobs and I mean so many amazing agents, but he's out there and that in that run. Yeah, in that run it was, uh, four million average sales price, right? You connected me to talk to him about coaching him and on our initial call he's like hey, I gotta call you back I gotta go knock on this door. Yes, he stopped our call to go knock on a door that's beautiful and I'm like this I I Gotta coach this guy right because his hustle's so strong. Yeah, incredible.

So I want to throw another one at you for. for my listener here, just consider the following: uh if you Google today, what cities did the vast majority of people move to the most during the pandemic? you would also call up what were the most overheated prices in those you know in cities across the you know North America if I was in any one of those cities, I would call every person I sold the house to and I would just say you know, hey you know hey guys, just checking in, how's it going yada yada yada how you been happy whatever month it is yada yada But most importantly I Want to ask 27th August 27th I Sold you guys that house and August 27 2020 and I'm just checking in to see how's the home working out for you. Well we did that live. Phil Jones and I and I watched people's just just start to reach out to people.

They sold the house to during the pandemic. Doesn't have to be the hottest city, could just be any. City Look at that. look at the resort towns.

If I was in a resort town right now, the vast majority of people that bought in that Resort Now yeah, maybe they'll use it as a second home, but they were using it as a primary residence because they weren't going to work anymore. Do you think all those people are gonna be putting their homes on the market anytime soon? I would make the argument? The answers? not all, but yes. And and we've seen stories of our clients that literally oh, I picked up like two listings to this immediately. three listings because what was the stat? It was eighty percent of people that bought a house during the pandemic so that they they compromised with a home I didn't get the square footage I want and get the street I Want to get the RV location I needed whatever it was so they bought this really expensive thing that went way up in value at a reasonably low interest rate and now they have options right? and 25 based on the survey from Riz Media said and they hated the experience.

Yeah if if agents got connected to if we all got connected to the quality of the questions we asked actually is what Dick takes our income right. If we ask better questions, we make more money if we ask better questions, we increase conversion. If we ask better questions, we get like further down on the funnel, build better relationships. That's what I love about all the training with Bill Jones right now is he's just he's always the best sales person on the stage because of the quality of the questions.

Bingo Bingo! So let's switch gears. Let's talk about long-term nurture for a minute, being mindful of our time here. Uh, last night you had a conversation with one of my longtime mentors I'd be curious to hear his insight and then I want to hear your insights on this. We know the stats when it comes to online lead generation and and you could make the argument for just all things lead generation.

To close that, 35 of the people you're gonna do business with, you met and you got them under contract in the first 90 days. 65 percent of it though is day 91 today, 9074. now there's an argument just for follow-up and persistence and acknowledging people's differences in time and change and life experiences yada yada. But the other side of that is just the nurturing of your own database.

It's really the combination of the two. So what were some of the insights that uh Mr Abraham shared yesterday? Well you know I asked whenever I get to be in these rooms to let me be and I always try to take people to the side and be like knowing what you've learned today. Yeah, if you were going to do something like where would you start not give me feedback on our ideas, what would you do Yeah, And basically he said that we're also focused on the bottom of the funnel. We're putting millions of dollars into these databases and then we're completely ignoring them.

And if we gave a financial advisor millions of dollars and they got us a negative return, we'd fire them right? And then we just started talking about you just stop right there No, yes, that is the right mindset. Yeah, So and then we just talked about like, well, how do you operationalize communication We talked about that, you know the number one Honda Acura dealership that he does, um, advising with and how you know from calling you back to see if you want to sell your car right? Because the BuyBacks they've been doing that for a long time. not just during Covid, you know, operationalizing service, but really, what I took from the conversation is in different parts of the funnel. We have to create different contact points and there has to be a human element of it.

There has to be an automated element of it, right? We have to operationalize everything. We can't automate things. If we can automate everything, no one would sell us leads, right? right? so we can operationalize it. And people would buy houses for robots.

Yeah, but it's but it's Opera operationalizing the human touch and not what we were talking about. this outside. not trying to buy productivity. That's what a lot of teams are doing.

They're trying to pay their way to profitability versus focusing on increasing conversion by one percent or half a percent or five percent in this bucket. Like, where can we increase conversion And that's what Jay and I talked about. And yeah, so let's just let's talk through it. So you can do text.

You can do email. You can do Direct Mail You can do handwritten personal notes by yourself or by a robot. You can make phone calls. You could leave one voicemail and send it out to 5 000 people.

There's so many ways that we can automate it now. the person listening I Just want to stress to you, you know you should be reaching out to every single person in your database. and yet you don't because you say, well, I've got too many or I don't have any time. This is where automation makes a big difference.

but I would also flip it and say consider. Also, throw an event, throw a party, have people over, invite them to a mega open house. but have it not really be about inviting any of the neighbors, just inviting your own sphere Because then you could just walk around and re-engage and connect. And you could use automation to do that.

And maybe you're just better face to face and not effective over the phone. But you can do all the things we just discussed right. All you gotta do is Google How do I How do I How do I How do I and all the answers are there Greg Oh, God Dave I'm just gonna add one thing before. Greg gets really smart on us.

Um, complexities. Enemy of execution Yes, a lot of Agents aren't making the simple calls doing the simple things because they think they have to like. instead of throwing an event, they feel like they have to throw a wedding right. You don't right? You just like have someone come to your office and then ask them for a referral a couple days later when you thank them for coming, right? It doesn't have to be so crazy.

and that's also something I took in that conversation with Jay Yesterday is just creating the simple touch points based on behavior and Ken touched on that as well. 100 percent. Greg All right. long-term nurture, building more relationships, going deeper, getting more referrals, getting more directs out of our database.

So I think the education to whenever you have the conversation is something we need to be talking about. So we have all these complexities in the market. You actually convert and and that talks about different points of conversion in in the process. So you convert, you get somebody on the phone.

I Think that a lot of people get discouraged if they get asked a question that they don't know the answer to. So I would be focusing right now on educating yourself or your agents of your team leader on what's going on in finance. World Okay, so that you can have a better understanding of where to take the client because there's a lot of false propaganda out there. You also want to be educating yourself and continuing to be the market expert.

People want to know what's going on in the market Abel Gilbert and I We did a uh a meeting last week in Miami and whenever we looked at all the stats in Miami-Dade County it really looked like there was a lot of downward stuff going on. But when we got into specific zip codes and took out the beachfront properties, we saw a huge statistic where we were actually down only four percent from ask price to close price. But that close price was higher than the same time last year, right? Which is insanity. So you know the news likes to say oh, we're down four percent, but we're up 10 percent from the previous same time last year, right? So you you have to be able to.

You got to know that every single Market is you know. Absolutely watch the national news you gotta want. You got to go and then in our local area in our MLS Here's what we're seeing. what's the opportunity in the market segment and then how do you go tell people about that opportunity? Yeah, right.

Instead, it's waiting for people to come. So I want to go back to the education side because I agree with you 100 and what? I would challenge? Uh, my friend listing right now. Yesterday we had a buddy of mine Ken Carey so you wouldn't know that name even though he's been on my show. Um, you wouldn't know that name but you would know 25 to 30 infomercials that he's produced since 1987.

25 to 30 infomercials every single year, year in year out for the Amazons of the world to you know, Chuck Norris and Christy Brinkley and the banjo, fishing lure and every other crazy thing he's ever sold on television. And what was his first piece of advice to us? don't assume what's going on in the minds of your customers. That's right, He said Amazon comes to me and says we'd like you to sell this widget and we this is how we want it sold and he goes. That's great, but it's not why you hire me instead.

I'm going to go ask your customers how they feel, what their worries are, what their concerns are in the form of a survey. Now if you follow me on social, you've seen me do this. I'm surveying people all the time inside of my stories with yes no's polls polls on Facebook SurveyMonkey to our own customers if you stopped and said what if I just sent an email like a Survey Monkey email which you can do very easily to every person in your database and just ask questions like how long have you lived in this city? Have you know were you born and raised here? Yes or no right? How long do you think you live in your current house? Give them a drop down menu which SurveyMonkey does One year, three year, five year, ten year 20 year. You know, until they take me out in the Pine Box, What are your worries about the market? Let them write or give them a drop down option.

Concern: Home prices are going to go down. Concern is going to go down by 10 20 and then all of a sudden you now have all of this incredible data from your customers and then you guys have seen me do this live. I'll do it in February at the Elite where I literally say I surveyed you guys and I got 1800 to 3100 responses and here's what you guys told me: Bing Bing Bing and I look like the smartest guy in the room. but what did I really do I synthesized what was on the minds of my clients and then you share it with them and you can share this in content.

You can share it in stories, You can share it on appointments. You can start in your newsletter. Stop hallucinating what your buyers and sellers in your past lives in your sphere. Think, ask them and then feed it back to them.

Would it shock you hear that 71 of the people that answered the questions all said they plan to be here for at least another 10 years. What do we know about real estate? Cycles Then you could talk about that as an example or the average person said to me they were going to move in the next three years and when I asked why they all said because they're in this part of town and they want to be in that part of town for the right high school or for whatever the reason was thoughts on that guys Well what I like about what you said was you took information, gave it back to the consumer, their own stuff and that were raised in my mind like what are you doing with the information So I mean you're you're using it in that context but can you store that information your CRM also for later use yes, Are you recording it? Are you plotting a path? So the question I'm saying is is what is the plan for the consumer and when you gather that information and execute it and utilizing your CRM you're going to take that information to plot the plan. and it's going to be funny because whenever you call them in two years hey two years ago you said one, they're going to be impressed what you did with the information. How did you remember that, right? But that goes back to It's a combination of having conversations, recording data, and giving it back at the right time in the right manner.

You could take that same information and use it right now. Three months, Three years because that person may not be doing something for seven years. We've all had that experience with people. But how do you remember all this stuff right and you're like, hold on He asked how I remember? Yeah, right? One of those questions like those that let us interrupt the cycle right? because one of the questions I've been asking a lot of teams I Coach is: when does your average seller call you to sell and it's 30 day, 60 days Dan answered it Dan And Jill Two weeks right? How do we make it 12 months? How do we make it 18 months? What activities do we have to do to interrupt that cycle and become the only person people talk to about real estate? That's how you're going to grow market share.

It'd be interesting just as you say that. and I'm surprised this didn't come up yesterday in that Mastermind we should create. We should test two years out from selling five things You need to know 18 months out from selling Three things You need to know one year up from selling. Don't make these seven mistakes.

Six months away from selling. Do these three things. Are you listening that? that's a really I mean this is a test. Everything is a test until it's proven to work.

But I would argue that'd be a especially if you're playing long tail understanding. Most people start to the hey, this house isn't enough for us. We should do this. or hey, the kids are at this age I Want to be in that high school? you know, like like all of those death divorce diamonds, diplomas, all that stuff I I like that idea.

Hey, it's a great segue because I'll make one of those on the plane. Yes, you gotta go get on an airplane. Thank you so much. All right? So Greg and I are going to finish with more conversion, right? So Greg Actually, you know what? Greg This would be super fun or maybe controversial.

three or four Crms in your opinion. and why Top three Or four Top three or four. Okay, you know that I'm a big fan of follow-up boss and I look at follow-up boss kind of like the tell me your top three or four. Okay, okay, so follow-up boss Boom Town Definitely the top two and then I'm really liking Sierra Okay, okay, cool and then Chime would probably be my fourth.

good. Okay, and by the way, and for the person out here listening, he didn't know I was gonna ask this question. this is just one of those like what do you think because it was for a long time as coaches the number one question we got let's see red, do you recommend I'm usually my answer is whichever one your broker gave you for free that you're currently not using right is a great one to use because they spend a lot of money on it right? So so uh, go to the bottom. What about Sierra do you like and then we'll go to the next one.

Or Chime was my bottom. Uh, Chime has a great price point. Yep okay they have some AI they do bottom of funnel or top of the final leads. sorry and so the bang for the buck is what I like about Chime? Yeah okay okay so it's the most for the least.

Yeah yeah in my opinion. do you know Chime was also started by a guy named uh Joe Shen uh big shout out to Joe if you're watching Joe uh is a he's an entrepreneurs entrepreneur someone that I respect tremendously started a company called Ren Ren it was the Facebook equivalent in China right? So then he started like 250 different companies John being one of them. All right? What about Sierra What do you like? What do you dislike? Sarah I Like all the automations and add-ons um Ggms, you know as an add-on So what's Cgms? Well it's the AI and the the advertising and things that all the behind the scenes stuff that you can basically tag on to it and is the AI inside of Sierra one of those like First.io in terms of it's going to give you Um, here is most likely like behavioral analysis You should call this person versus that person because of these triggers. They all have triggers but with uh Sierra what? what I find is is it's more automated as as opposed to AI Okay so the the automated text I think are a little bit stronger.

Got it? Then as you move up the list you know I keep going as you go to Boom Town Yeah you know what I like about Boomtown is uh, they're great at Legion As far as all of the companies that are out there I find that the quality of their very marketing automation platform yes that is a website, is your advertising, is your top of funnel, Is your lead management, is your lead nurturer Like it's it's expensive right? It's expensive. Not in comparison to what I pay for Salesforce it's Dirt Cheap in comparison. Um, but yes, it's premium product. Premium solution right? Follow-up Boss Standalone CRM Cross integration.

Okay, you can attach it to Just what does that mean You can attach it to just about any website. They do not have easy API connection from anything you do. Kind of like slack, right? It's just these super easy connect the dots, generate a lead in whatever solution. Drop it into follow-up boss.

Do your long-term literature right. a lot of good support there too. Yeah, so and in the customization side, no from the CRM Now the disadvantage is you don't get the website. Everything that we talked about prior has the website: CRM Software Total comprehensive solution, luxury, presence, agent image right.

You can go right down the line of all these just unbelievable service providers. Boom Town Others that provide websites Um, Okay Cool. So so that's a good little deep dive on that. Why do you think the vast majority of Agents aren't following up with their leads? lack of understanding of the CRM They're not doing the training I Ask all the time Hey Whenever you got your CRM what did you do? but let me ask you a question.

So first, so you say it's the lack of training of their CRM so they don't know how to use the tool, they're not using the tool. but if I really want to call somebody I'm just going to call somebody like yeah. But there's no organization to the calls because then it's at random. Okay, so can I go just slightly deeper and go back a little bit? Sure I Find that a lot of people don't make calls for other than the obvious reasons.

okay, they're not making a call because they're not comfortable with Market stats. They might have a fear that if I call, they're going to ask me a question that I don't know. Okay, okay, so I would ask anybody that's struggling to make their calls to be honest with yourself and say did I do the training and am I getting some functional knowledge so that when I get on the phone and actually get a live one that I do come across as a market expert I tell my clients all the time you're the market expert until you prove otherwise and sometimes we're really good at proving Market expert and tell you you prove otherwise. Yes, so someone's gonna laugh and go hahaha Because we've all every one of us has been there I've been there on stage I've said the wrong thing down the wrong thing.

So it's not just you, it's all of us included. Yeah, Okay, so what else? Well, it goes back to proficiency leads to efficiency and and being confident in your calls. I mean you know I was in competitive sports right? I had a coach that told me one time you have to do the work so that you show up on game day to just collect your trophy right? I would say we need to take that mindset as somebody that's an athlete, do your training and know what you should be training. So so to be clear, the person listening right now could say okay I bought this software Yeah, I kind of Half Baked it.

So you're saying I should go to YouTube or probably just click on a button somewhere inside your CRM that says want more training or the Learning Center or the knowledge base or whatever they call it and literally just start to dig in. Yes, but Greg I'm not the kind of I don't like doing that stuff too. It's my response. just in case you're wondering, is, well, you learned how to drive a car I Don't really like driving a car, but you learn excited to get from point A to point B I Learned how to use my phone because I wanted to create more videos and be able to like.

You got to get over that. You're in a business that requires technology and if you don't believe that, go to your next appointment and say I'm not into technology right and see how your customer responds. Don't tell me you're not good with this and then continue to not be good, right? So so is there anything beyond going into the deep dive of just watching a video or two one at a time, because most of them are like here's here's Boomtown Click on this and you actually do it while you're watching the video, Then click on this and then you click on this and you put in the Reps and you, like anything else, become proficient, right? Is that really it? Well, yes and no. Um, you have to know.

Don't talk him out of it. Greg No. I'm not going to talk about it. Okay, my recommendation is figure out where the training video videos are and do them.

Yeah, just watch them. just do the work. Do the Reps Okay and do the work. Do the work.

Do the work. Yeah, okay, so watch the videos from there as you're utilizing the CRM lean in on your management broker, leave in on your team leader and say hey, I'm struggling I don't understand this Yeah, too many people are scared to say I don't know or I need help yeah and I'm gonna I'm gonna beg everybody like just just go ahead and be vulnerable like say hey I don't get it. That's what coaches are there for. That's what your team leaders are there for, right? I guarantee you that the team leader that has great numbers knows how to use their system and I think that there's a little bit of a fear there that we have to talk about of saying I need help? Yes and the tools are there for you and so dig in.

Have a growth mindset. It's interesting. So I'm going to go to Jordan who's sitting over here like so how long have you been with the company now? Okay, so you know the typical employee will say it takes 90 days before they get comfortable before you can connect the dots and say okay I know who my direct is I know what his or her expectation of me is I know who my counterparts are I know all the players inside I think like otherwise it's they say like I remember telling my son when he first joined Wells Fargo I'm like it's gonna be uncomfortable for the first 90 days. You don't know to use their systems.

you don't know how to use their CRM you don't know all their all of the governance that's inside of a large Bank as a loan officer and he's like I'll get it done in like you know, 30 days in like 120 days later, he's like I'm still trying to figure it all out. If you don't ask for help right, you don't get better. And and big shout out to the person listening right now because in a way watching this podcast they're asking for help so you know the growth mindset, right? All right. Closing thoughts on listings, nurture and conversion.

Closing thoughts on pick one of them and go Closings, nurtures and conversions. Okay, I'm gonna go conversion okay and back knowledge that you need if you want to convert at a high level. Okay, make it a point in this market. if you have a little bit more time to learn more about your market and pricing, learn more about mortgage and learn more about negotiation.

Okay, that's okay. Let's let's unpack that so should I in the office every day, look at the daily hot sheets twice, and look for correlation and pricing. Not just pricing, but pricing in condos. What stays on market for condos.

What's days on market for single family? What stays in our market for four bedroom versus three bedroom versus two bedroom. Like that level of detail. Yes, you need that in this market because it's going to give you the confidence because what's the number one question that people ask? how's the market? How's the market? How's the market? What are you gonna say Oh, it's okay, No, no I don't know. Oh, it's horrible right now.

it's horrible right? right? And don't buy into it. Don't say it's great either, right? I'll actually like the you know it really depends. like what what part of town you're looking for. If you're looking to invest, you're looking to rent.

If you're looking to buy, do you want a four bedroom? do a three bedroom with a chocolate here that four bedrooms actually sell for this percent more versus three bedrooms. All the stats that you know as a professional so that's one side. The other side though you said was understanding mortgage and I hear kind of two sides on this one right? Some lenders say please do not talk about mortgage as a real estate agent and some very effective agents understand it enough that they won't cross any lines or you know, make any mistakes. but they'll say and then go talk to you know go talk to Jordan Right right? She's my incredible loan officer.

Yada yada yada. What what part of the mortgage part are you Is it just beyond rates or is it being able to get payments? What are you looking for? Okay, you want to be able to have a conversation with the consumer to find out what the need is. It's just like buying a car, just like buying a truck. Each person has a unique need if you're a part of the of the conversation of mortgage which you should be in my opinion and I would like to go even head to head against that mortgage person right? if I send you to the to the wrong bank or to the wrong Credit Union or to the wrong whatever and that person's denied, you just lost that conversion in that point in time, right? So you have a little bit of a fiduciary obligation in my opinion to understand what the offers are in your Market to be able to point them to be right.

It's right, right? So tell me a little bit about your your employment status. tell me a little bit about your credit like I'm going to ask yeah, where do you bank because this makes a difference and I don't know if you feel comfortable like look at me, jump into I'll play like a coach I don't know if you feel comfortable talking about it I do Greg I do great Well tell me more yes but gather that information so it's it's. more about the the directing and less about like product and right it's about nothing. Buy downs and like you know, five years I mean like there's a lot of a lot of Savvy agents have figured out very quickly like hey, let's look at the price you know, calculator or the table sometimes even printed out together and say this much down on this product.

you know, approximate interest rate payment right? I keep a mortgage calculator on my phone and I I train my agents and and my clients to do the same. Okay, so the third one was negotiation. It's funny because I have sitting right over here two copies of Chris Voss Never love the difference with a slight bit of exactly what to say. Uh, so when you say negotiations, give us one thing you need or an agent should be better at today when it comes to negotiations because that's such a broad topic.

I Can narrow it down real easy. There's the three season negotiation. Okay, so three negotiation. Styles and people are combative.

The guy that's like this or else yes, yes, I'm walking out of here. Yeah, okay, collaborative. Give it a kit. Yeah, okay and Cooperative which that person just agrees with everything that you say yes and then might just walk out the door and do nothing.

Oh yeah, right right. Yes. I will take this to my seller and present it. This isn't what you want to know.

Yeah. Okay, so if you can go a little deeper on that and we're not going to do that now, but understanding what you're working with because you're negotiating through another person that you may or may not know. Yeah, and I don't think we could understand the offer to the listing agent over the phone face to face. However, it's on face-to-face highly unlikely over the phone, right? So do your research if you don't know.

and again, I Don't think we're leaning in on our leaders enough As an industry I Think that this solo agent going my own fight, my own fight. It's a team effort these days and and you need to figure out what the highest and best use of your time is and if you're not a great negotiator instead of trying to go. It Alone pull somebody in. you'll make more money.

That's why you're on team. Yep, yeah. Smart, smart. All right.

Good insights, fast show. longer Hector than I Thought it was going to go. We were trying to say 20 minutes. so yeah, 40.

what was it was two shows in one. All right. So thank you so much always for listening. Greg Thank you.

you're welcome David Caldwell's here a minute ago now. Uh, racing to go catch on an airplane. Thank you so much for being a part of this. Thank you so much for taking the time out of your schedule.

Listen this: Whether you're in your car in a Subway working out, wherever you're doing this, wherever you're consuming this As always, if you haven't hit the notification button like subscribe, do all that silly stuff and send this to a friend that you know is a high analytical and wants to get even more into the you know, the nerdy weeds of high conversion which did you just call me? Nerds rule the world? So yes I did with lots of love and respect. All right, thank you so much for watching. We'll see you on the next show. Take care.