Convert more leads for Planning

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[Music] all right thanks for joining us we're live into the chime community as well and i have brett but this time i not only have him as a co-host i have him as a teacher and he's going to teach us about follow-up it's a whole course that he's got if you're not part of his coaching or part of his organization in some way you probably will be after this so brett be prepared to dump your links in here because i'm always excited to see what you've got for us man we're actually launching like an entire new thing on july 11th and i will announce that at the end of this but [Laughter] today is just raw teaching oh so we're having a lot of fun with this so i've seen a lot of people in the chime group um that have been talking about following up with leads and so i want to help with that because i think one of the things that we see a lot of people doing is haphazardly following up with leads um and then you only see a few conversions out of it but but to be honest most people can't convert leads right now we're in a weird time and so i'm going to work on getting you some systematic approaches to following up with your leads now the main reason that most people have a low conversion rate is because they do not have a systematic follow-up plan and what they do have isn't cohesive so how are we going to do this and how are we going to help you do this well it starts with consistency now those of you that are in my coaching you guys know that i have a few pipelines that i absolutely will live and die by um hot warm cold not responded and dead those are the most important ones you have um the layout that i have there wait is strategic brett yeah the dead part is that because you have the most amazing hat i think you like that no the the dead part is actually uh i lost a bet with my now wife um i used to delete everybody that like gave me wrong information or didn't want to talk to me or didn't want to work with me i used to always delete them and my wife goes well why do you delete them they don't cost you anything and i was like actually that's a really valid point but it's just i don't want them on my site and she goes why and so she actually converted several of them after the fact after all like i wanted to delete them she converted him so i i have a dead pipeline for her now she bought me the hat i have a dead pipeline we're working that angle um but hot is less than 30 days warm is 30 to 60 days cold is 60 to 90 days not responded obviously not responded and then dead is not doing anything and don't really want to work with you um so i leave them all in the pipeline all with their time frames now that layout is strategic right it's one of the things that i brought from my previous career field um and for those of you that have no idea about my background before i was a real trends agent my background was in aviation i'm about a 13 000 hour pilot with essentially every flight rating you can get i doubled in aerospace engineering in space physics and i was an air traffic controller working at some of the busiest airports in the us and it was a great career a lot along the way and the federal government taught me how to follow up with leads situational systems are if this happens then this happens so it's a situational kind of thing in in the fa world in air traffic world if this aircraft slows down to 160 knots on final with a wind compression of three to one i know that i'm gonna have to have that pilot executor go around because he's gonna hit the airplane in front of them now that may not seem applicable to real estate but believe it or not it actually is and i'll explain as we go categorizing leads into pipelines allows you to quickly triage your leads and put them somewhere that you can ensure that that lead won't fall through the cracks it allows you to work the most important leads first and then move to those that aren't ready so in the air traffic world we call that working the runway out the in the basically in air traffic the most important airplane is the one that is next in line for the runway the one closest to the runway and then the prior priority moves to the next one out then the next one out and the reason that it is the plane closest to the runway i mean everything happens the fastest the ground is approaching you hopefully you have your gear down hopefully there's not a bear on the runway there's a lot of things that can happen real fast but it's not as important for the guy 20 miles out same thing in real estate the person that is ready to pull the trigger next they are your most important lead and the person that's three years out they're not quite as important so that's the same kind of build out that i have and the systematic approach that i have for my entire real estate business and that's how i built my business so let's talk about that let's talk about my runway model new lead comes in first they get a video email from us as their welcome email that incorporates the chime logged in information this allows me to get a face with a name and it makes it seem a whole lot more personal in that email we do we introduce our assistant anna um which will be reaching out to them and searching you know helping them find what they were searching for in a new home you guys know anna as the bot the ai bot um we make that introduction right at the initial welcome email um so that when anna does reach out the lead is expecting that so we basically say someone from our team is going to be reaching out to you the ai bot is going to reach out to them via text and sort of run them through some questions right what are they looking for what are they looking to buy how far down are the in the funnel are they and tristan you remember i shared my funnel at one point i'll bring that back at some point everybody will love that dude uh the ai bot is there to save us time so if you're getting a good flow of leads you know technology is now reaching out to them in three minutes or less which is impossible if you're getting like we're getting like 500 plus leads a day it's impossible to do that without technology um it's not there to replace our follow-up and one of the things i see that's a key component that i see so many people try to do is they try to let the bot be their only form of follow-up it's not it's buying our time back and it's directing us how and when to follow up with that lead so if the lead is non-responsive to the tech spot it's gonna keep trying to reach them by sending them properties that might match their search instead of keep trying to get in touch with them and it's like it's like having an employee do the same thing it just doesn't call and sit and it never ever takes a break which employers like that the ai bot will identify where the lead is in the pipelines it's basically going to say hey this lead is like here-ish here's what you need to do when you talk to this lead it gives us kind of a cheat sheet on every lead that it connects with and we love that so the bot is identified where the lead is in the buying and selling process we reach out and we have a quick conversation with them if they're a buyer we only focus on what they're looking for and usually we take what's in the information collected by the bot and we actually will have that in the conversation if they're a seller we try to get a bit more information about their home that's our initial call it's get the search set up properly find out more information about their home and so for up for a buyer for example it would be something along the lines of hey tristan my name is brett with baker team i just wanted to reach out to you real quick my assistant left this hot pink post-it note on my computer that said you were looking for a three-bed two-bath house over in anchorage i just want to reach out real fast and like make sure we hone in on that search because i never ever ever want to send you spam and so i try to get that taken care of right out of the gate um for those that are in coaching you guys know that i'm also a huge fan of how often i follow up with people hot gets followed up with once a week if they are in the hot category they are ready to go they get followed up with once a week if they are in the warm category 30 to 60 days they get followed up with twice a month every other week if they're in the cold category 60 to 90 days they get followed up with once a month not respondents they get followed up with just property drips and we monitor what they're doing and then dead we don't we don't contact dead we just leave them there and our follow-up is really simple so we will go into each pipeline and if you click on each pipeline when you're in there if you click on the the sort you can sort by last visit and so we will we will sort by last visit and then we'll click it again and it will actually invert the list so it will take the person that was on the site the longest ago not the most recent the least recent of that pipeline and it will put them right up front and so let's use a hot pipeline for example if we sort by last visit and then we inverse that we have the oldest leads that are in the hot pipeline up top and from there we click on the name we see what they were searching for what properties they viewed and then we go in and we call them and we try to have a conversation about what they were looking for in that house what about that house made them click on stuff try to re-engage them that is where we start every one of those leads gets called or text most of the time both the conversation is steered by the homes they're looking for if chime is identified that they're looking at a specific house or has any suggestions they're the little blue boxes in chime if you see a little blue box in china that's a chime suggestion that's something that the lead has done in their search that you haven't caught on to yet and you should that's a great reason to reach out to someone we go through the entire list and then we move on to the next pipeline where we do the same thing over again slowly what you'll find is as you start converting people people are going to move leads are going to move in your pipelines and you want them to move in pipelines i think pipelines is water pipes water is constantly throwing flowing through pipelines it's not like groups they always stay in a group they can always be tagged but pipelines should always be moving and so slowly leads will move from cold to warm to hot to closed and then sometimes if you have someone that's in a hot pipeline that's ready to go and then all of a sudden like a job change happens and they they're no longer within 30 days they move to warm and then maybe stuff happens where they're not ready to buy within 90 days and then they move to cold they constantly are moving the reason that this system works is because it's forcing you to focus on the hottest lead first and then move your way out to people that aren't quite ready and so since a lot of agents are having a hard time grasping pipelines i figured this was a great way to start here's the basics of pipelines here's how you move people through them and if you follow this guide to follow up it is going to take a little bit to get into the swinging things i've had clients before they're like oh man that's that's totally different than what we were doing yes but it's gonna get you into a system it's gonna get you into a routine it's gonna get you actually doing something with your database uh do you have questions i i kind of rattled through that today quickly honestly tristan i thought you're gonna be interrupting me more often no i'm i'm looking at i think the the one thing that i want to emphasize on is the ai like i think we overlook the the functionality of it because we think that we have to be the ones that reaches reach out to the people that are that are coming through or that we have to have an isa or that we have to have somebody there to that's an actual real person and i think what happens is the ai as we get used to it and understand how it works better with all of our leads i think at that point we can have it do a lot more and it frees up a lot of our time man because yeah i think you you you and i do it very well um and then gianni says very thorough explanation i love that yeah you did a great job man i think what are the what are the things that you think as far as using the ai for what are the things that you think agents are missing the point on i think people are just try too hard to let the ai be their only source of follow-up and and while that's great um i i think it's there to buy our time back and that's it i looked at the ai assistant as a way to basically do an initial lead scrub if you would i would i looked at it as a way of hey you know what tristan hey you and i are going to go out to lunch today and instead of me sitting there on my phone the entire time whenever a new lead comes in trying to be speed to lead i'm actually able to have a conversation with you face to face and i know that in the background my business is running it's actually doing its thing things are getting teed up while i'm actually doing other things what if we're showing a house what if we're out doing things one of the things i think a lot of people miss about my business um and and those of you that know my past you guys know what kind of business i ran how many transactions we did all that stuff but but here's the thing in the 4 200 plus transactions we did i never had an isa and i don't think a lot of people realize that i use technology to replace employees because it actually kept my overhead lower and as we move into a time where uh employees cost money especially as we move into this next phase i never had an isa my assistant my ai assistant was my assistant and i had a lot of leads that had no idea so chime rolled out this feature a while back where they now have the ai bot engaging existing leads and this is actually really cool and you can turn it on and you can turn it off for certain pipelines and what i do is if they are in cold or not responded in those two pipelines i will turn on the re-engagement for the ai assistant and so let's say that that person hasn't been to the site in a while and they come back to our site the ai is going to try to re-engage them and let's say that uh they haven't saved a property in a while and all of a sudden they're favoring properties the ai is going to try to re-engage them and so one of the things that i see agents do that is i don't want to say wrong because there's no wrong way to follow up with leads everybody's business is different right you and i do it one way uh jonkey does it a completely different way and her way works we all do things differently but what i've found that works very well for me is i let the ai scrub it i reach out to that person basically saying like hey my assistant reached out to you we just want to have a quick conversation and make sure that all of this is what you're really looking for we have that brief conversation once we get them teed up they stay in our loop if you would and then if they fall into cold or not responded in those two pipelines we let the ai re-engage them i think too many people just focus on only letting the ai follow up and and that's the problem yeah because it's got to be a combination of both it's like as soon as they raise their hand or as soon as something that we deem is important happens then there needs to be a real person that jumps in because if that doesn't happen then you just missed a massive opportunity yeah i think i think one of the things and one of the questions was about is there a way to automate yeah adam frank has an automation that you can use that will automate your smart plans um i used to do a lot of automation and now it's it's truthfully i like i like physically looking at the lead physically looking what's going on with them and then knowing where they are otherwise people end up in my hot pipeline that i know nothing about and i don't want people in my hot pipeline unless i know a lot about them if they end up there i should know everything about them i should know what their dog's name is i should know what they're searching for i should know that they're big star wars fans i'm still going to watch that i promise i just haven't gotten around to it yet but anyways that that's the if if they're in your pipelines if they're in your hot pipeline you should know everything about them you should know exactly what they're looking for because you should be talking to them every week um yeah anybody have questions on that do you have questions about that i want to know what you're coming up with we've got like seven minutes left tell me what yeah there's been there's been we've done a couple of group coaching things before we have i do some one-on-one coaching i just launched a new one-on-one coaching thing uh that is full uh i have figured out that uh some of you guys know that my non-compete has expired and i'm actually able to do stuff now which is cool um and and so we are going to be relaunching a group coaching um it's going to be for as many people as want to be in it we're not going to do a con whoops we're not going to do a contract it's literally gonna be a if you find the content valuable be part of our group um we're gonna be launching that on july 11th and then we actually have my four pillars that i built my business on i am actually launching an entire four-part coaching series on the four pillars that built my business um i will be i will be coming out with an announcement on that um if if you're on my email list i will send everybody an email if you don't have my number you can text me and i will make sure that you if you text me your email address i will make sure you get on that list as well and that is i'll i'll put that in the comments here so you guys can actually get my my number to text me but that's something that we're going to be putting out here shortly i i think it's something that we want to see more people engage with their chime site and use the crm that they have that's the big thing that we're trying to roll um i think too many people are are seeing this as a tool and i want people to see it as an asset because if used properly chime will be the biggest asset in your business i cannot i cannot run my business without chime can't do it uh i've tried those of you that know my what i what i used prior you guys know that i there were days if corey prince is on this corey prince remembers vividly a day that he and i chatted and i he thought that i looked like i was about to die and that was because my previous crm had actually i used zapier to connect like a million things at once zapier went down and like i melted that day was bad so um number area code eight 562-553-833 zero zero um if you want to be on the launch list if if if someone reminds me in the chime group on like july 11th if someone reminds me to put the link in there i will but someone has to remind me because i always forget i'll remind you thank you that's very nice i texted my team there so we will remind you um joe says chime is the best brett's coaching uh as well will help me a ton with setting it up yes what's the number again is it five six five three eighty three hundred it's five six two you got it and joe joe uh you're awesome joe used to be a uh he was in my my original personal coaching he rocks um yeah five six two five five three eighty three hundred and then all right so joe has a question um how do you shut off ai for certain pipelines okay so first you see my screen yeah i got you should have the accelerator okay so we're in settings we're over in ai assistant and then we're gonna scroll all the way down and if you look you have enable the ai assistant for new lead qualifications via text enable the ai assistant for existing lead qualification via text and if you actually come down here if you want to have it on both let's do both here so enable the ai assistant for new lead qualifications what i made sure is this only comes in for new leads which is pretty simple it's on lead source all lead type all assigned agent all so this anytime a new lead comes in it's then trigger the ai enable the ai assistant for existing lead qualification via text if you come down here you can now sort the re-engagement of the ai assistant via source lead type pipeline or assigned agent so let's say for example you only wanted the ai assistant to re-engage leads that were in the cold and not responded pipelines well you can do that right here by unchecking if you have it all checked uncheck everything and just click cold not responded now the ai assistant will only re-engage cold and not responded pipelines that make sense totally i just we just got an aha moment so it is it's something that this is one of those things that chime rolled out i want to say it was like four or five updates ago and i have been really messing around with it and i have actually found that if you do not have your re-engagement turned on you're really missing the boat um that re-engage i think today and tristan you know how many features i love of chime the re-engagement is actually my favorite feature yeah as of today ours too man because a lot of these people with with our team they they lose track they're like we only want the low-hanging fruit we only want the hot ones but a lot of these people that come back they're curious too and that's why i love the ai re-engaging it's a it's a it's a big thing and especially as we go into the what i'm calling the and tristan i watch this is kind of funny i'm kind of a fanboy and i mean we're friends but i'm also your like biggest fan i watch all the videos you put out fans of each other and so whenever i see one of your videos come out i'm like ooh something new but you keep talking about what's what's coming and what's coming down the pipeline it's the same stuff that i see with all my personal coaching clients we see what's kind of coming um and what i will tell you is as this new era of real estate comes in it's it's consolidate more it's it's kind of tighten everything up and and weather the ship for the storm if you would a little bit and the way that i do that is i i tighten up and make sure that my net proceeds always stay high i i minimize my my my expenditures and i maximize my net proceeds best way to do that use technology use the ai assistant and so hopefully uh this helped you guys um hopefully this explanation i'm going to put a little infographic out on my runway out model to help you guys i'll put it in the chime group here uh as soon as i get around to it it uh i got here a little late this morning that's all right dude throw it into the group and we've got joe says aha that this is great and joanne says this is great meeting i'm learning so much thanks guys donald says great information brand new to chime so dude yeah put that in in the chime community and everyone if you're not in there you'll see brett for sure i think he he loves that and we love him for that because he gives us such great information so carrie said love this right throw it on there bro i want to see it okay yeah i'll put i'll put something out i have a little infographic that i've been working on and i'll drop that in there um and and for those of you that are new to chime if you want some easy quick things in the chime group on the right hand side when you're in there there are some tags and if you go on there's there's called bret bombs which adam frank actually set up the hashtag for brett bombs but if you click on a bret bomb caution they are a little long sometimes i get a little type friendly but if you click on one of those or chime training both of those are in there if you're new to chime there's a whole bunch of content in there um that you that i've put out there i put a lot of content out i look back like that's a lot you do it's good it's you're consistent you're consistent all righty um i will freddie i'll go into the group right now and i'll tag it i'll actually make a post for the bret bomb tag and you can just click on it there so that'll make it easier for everybody to find i love it thank you thanks for your time man that was thanks man this was super fun i'm glad we got to do this easy informative to the point man i love it thanks everybody thank you see ya you