Upgrade Your Sport Organisation with the Lead Conversion System for Sport Organisations

How to create outlook signature

[Music] again guys my name is Bob Stewart today we're gonna talk about some automated systems every agent should have and inside of this obviously right we're gonna talk about some of these things that britty can do for you so if you're a client there'll be a you know you're already a privity subscriber there'll be a few things in here I think that you'll hopefully take away just like yeah I need to go like put those things into play sooner rather than later let's dive in here for a minute so as we look at kind of everything that that britty does and the reality is this map we've added some things like like automated postcard marketing that's not even on here there's like a new privity designer tool that does kind of this automated design process it allows you to build kind of one design that you can turn into hundreds of variations of that design those things aren't even on here what we do at a high level is give you a system around which to build your real estate business and so at the center of that system or that ecosystem is the CRM and on the left hand side of this map is kind of how we get people into your database some of the stuff is stuff you guys do right open houses or you take a listing you you've got signs to go out and hopefully we get calls or texts because of those signs now we offer tools to help you kind of enhance any of those different ways that you might today be driving traffic into your CRM or people into your database on the right-hand side is going to be kind of what happens once people come through the databases we hopefully get them into a transaction what we're going to talk about today is kind of this middle piece okay this like this idea that I've got people in my database and by the way Brittany can help you get people into your database we've got lots of different programs for that and some of the tools that come with the ribbity platform are just designed for that sort of thing stuff like the open house app that we have that allows you to get people to register on an open house and drive that lead or that prospect directly into the database but once they're in there like what kind of tools and systems should we have in our business whether that person got in there because they they looked at one of our postcards and texted in our our call to action off of the postcard or whether they came into one of our open houses or whether they were a lead who had signed up on our website maybe because we had promoted a virtual open house that we were posting which we can do through privity doesn't matter how they get there once they are there okay because some of that might be people you already have in your world past clients fear once they're there what kind of things can we put in place to nurture this person until they're ready to either buy sell or invest in real estate I mean that's really the game that we play every day right we've we're trying to meet new people we're potentially getting them added into our database we call that a CRM right you're your customer relationship management tool or client relationship management tool well we get them in there and we've got to turn them into a deal right at the end of the day we want to be on the right-hand side of this little map right in that little green box all right high-fiving because we collect their paycheck right high-fiving because we help somebody right with the dream of homeownership okay so let's let's get in here and talk about some of the very particular kind of tools that we have inside of rivet II to help make this happen so we in in our world and when I say our world I'm talking about Britany clients kind of in general and more specifically I'm talking about the Ben Kinney team and I don't know if you guys know who-who Ben is if you're a Brittany client there's a high likelihood you do but Ben Kenny as our as our founder still our CEO and everyday is in our business here supporting his own real estate sales business so Ben has an expansion operation they've got 36 expansion teams throughout the United States and Canada who are selling a lot of real estate with over 3,000 transactions last year okay then they're doing it on the back of privity and one of the things that we're doing every day is trying to make those teams more efficient so when I say you know around here I I definitely mean all of our brevity clients but real specific to this this highly functioning team in 36 different cities right of totally very like market size and and and demographics we talked about the ribbity lead flow model and what our lean flow model does is on the right hand side there basically it's gonna bring leads in from wherever you have leads and get them all into one place okay some of you guys you know you've got a leads from your old website and and everyone's tomorrow your company's website sends your lead and and all you've got your listings on Zillow so you get a lead from Zillow every now and then or maybe you pay for realtor.com so you've got a you know a bunch of leads coming from there and you've got that old listings to lead side and your leads come from it maybe you're a Dave Ramsey like there's a lot of places that we could potentially have prospects coming into our world and one of the things that that we wanted to make sure happen for our brevity clients is that we could standardize that that lead flow model that no matter where that lead was coming from we could get it into one place so we could put very similar systems around how we go about attempting to convert that person into that green box on the right side we saw earlier write a paycheck high-five so here's what that looks like lead comes in and it doesn't matter where your leads come from we can get them flowing into riveting we can do it through direct API connections to places like Zillow we can do email parsing we've got with places like realtor.com where they send you an email it says hey Farah you've got a lead and we take that email and we read it and we just write that that contact right into the database we can do it through a thing called zapier which basically allows kind of different systems on the internet to talk to one another or obviously if it's coming from a Britney product write your what your brevity website or your quickly which is our text to lead service it's gonna flow into the CRM automatically know when that lead flows in there we've got to route it now look if you're here today joining us and Carolyn or or Diane or Don you're an individual agent it's awesome right that leads going to you you're the only person kind of in the office to work that thing but if you have a team we can get those leads routed to the right person based on some some information we know about that lead where they're looking what their price range is right are there any tags that come in with that lead a lot of our products allow us when we go out and post something let's say we posted a link on Facebook right we can include a tag in there so if somebody registers on that we can fire that lead to a certain agent time of day maybe you go between you know Monday Tuesday and Wednesday that's when the leads go to to Fred right and on Thursday and Friday they go to they go to Jill so we can route that lead now once that lead gets routed what we need to be able to do is have some type of automated follow-up that's what we're here talking about today right this idea that we can automate different aspects of our business and probably the most important aspect that we are automating is what happens when somebody new comes into our database there's a lot there are a lot of studies out there around like speed to lead they would call that right you know every 30 minutes that you wait to call somebody decreases your likelihood of getting in contact with that person by like astronomical amounts every 30 minutes it's that much harder to get that person to now engage with you whether it be answer the phone or reply to attack store so we've created what we call auto plans which is this ability to kind of put our our database right and the new people coming into it on some kind of a cadence of communication including tasks that can automatically get set for you or the agents on your team to do something with that lead text that automatically gets sent to that lead or emails that automatically get sent to that lead and I'm going to show you guys today kind of the text side layout for a plan that we call the ten days of pain if you are a current River D client at the end I'm gonna give you guys a link that you can use to go and download the been killing team ten days of pain the most newest and freshest one that we've we've created where Ben and Jolene who kind of runs the Ben Kinney sales organization and myself sat down and and crafted this auto plan I'm gonna I'm gonna walk through some of the text with you guys if you're not a pretty client for coming to this thing today I'm gonna give you guys a PDF that's the that's the entirety of all of the steps inside of the Ben Kinney ten days of pain including one of the texts say what is the email say and so we'll give you guys at the end that that document that PDF that you can walk away with so let's say you decide you're like yeah you know what I listen to this this clown for an hour I don't think rivet ease for me but I've got a system I use now and I could do these things right I can create a plan of this nature we're gonna give it to you guys now we can create these plans right and you'll see one here a little bit and you guys will all get access to the ten days of pain and it's a series of tasks things for the agent to do like call the lead okay that's really the only tasks an agent has to do and then there's a series of texts and emails that go out on a cadence over about 14 days I know we call it the ten days of pain it's just gotten more painful over the years it's now 14 days the 14 days of pain doesn't roll off the tongue in quite the same fashion now these plans are there to automatically communicate with the client but we also need these plans to be able to automatically fire or trigger we call it a lien comes in based on some certain criteria because I'm gonna guess you don't sit at your computer all day long right like all right when's the next league good cars a new lead assign a plan to it right we've got to be able to trigger these things automatically and so we can do that based on some different criteria we may know about that lead when it comes in like where did it come from the source all right because if it came from Zillow we're gonna say something a little bit different on that first day and then we would say if that person came like from our website or if that person came into our open house or if that person texted in off of one of our listings all of those different scenarios are going to dictate that we say or the system says something a little bit different intent are they a buyer or they have seller if they came from from zillow because they were curious about what their own house was worth and they'd kind of raise their hand on that page and you were the sponsored agent or whatever Zillow calls that for for their zip code you you want to say something you want your plan to say something different to a seller lead than a buyer lead that came from Zillow and so we can trigger different plans based on intent or status or tag right so we need these different things can be used to say look if I have a new Zillow buyer lien I want this plan to fire right away right when that new Zillow buyer lead comes into the system fire this fire planet might Zillow buyer plan if a new seller lead comes into my my system from my website fire this plan and and inside of brevity and I'm gonna give everybody today the ten days of pain there are some kind of pre-built plans for a lot of these different things well if you're a current client or you're thinking about getting rivet II and then once you do you're gonna be like I hi what what are the first steps and in terms of which plans should I put into place you should absolutely have one for any buyer leads coming from your website and that's what this ten days the pain plan that I'm gonna give you guys all that the 2020 Ben Kinney team ten days of pain it's for website buyer leads why should have one for open house leads and we have a plan like that quickly leads I should have one I keep saying quickly quickly as our text to lead service and you basically get a keyword that you you get a rider made for your listings you stop using flyers you start putting that rider out and when people drive by they bought every we've all got this thing close to us right our cell phone we get people that text in about our listings because they're curious how much the price is they want to see the photos we capture their cell phone number we start a playing on them so it's all text-based right there's no email because all we have is a cell phone number for that lead valuation requests or website seller leaves if I have seller leads a nurture those a little bit different than I'm going to nurture buyer leads and then one or two of your your kind of primary outside sources whatever that might be for you right Zillow and realtor.com or or very common ones another one we see a lot it's like Dave Ramsey whatever those other sources are for you that that you know top couple on any given team of ours we have about a minimum six to seven plans just kind of right out of the gate that we know we need to have in there so that every one of those new leads that enters into our world starts being communicated with with the right messaging based on where they came from immediately our plans start to talk to that lead that came into our world in the first two to three minutes there was a couple of concepts here like as you maybe think about building your own plans if you're already a birdie client or or you think about adjusting this plan I give you guys the first day we're always going to send at a minimum three texts there's a couple plans we have that send a fourth text that first day and the the kind of the process here would be first text is going to just address their query address what they were doing and I'll show you an example right make an ancillary ask or offer right based on what they were doing is there something we can offer them or something we can ask them in addition to that first text where we kind of address their query and then we use this concept of gilt and I'll show you kind of what that means there so let's look at that first text then again I'm gonna give you guys in fact let me do this right now as I'm kind of pulling up this first text here so I'm gonna give you guys two different links here okay the first link which is the shorter one of these two okay info dot brevity calm slash ten days of pain if you're not a bourbon II client go to that link now don't pull that allow you to get access to a PDF that's the entire layout of the ten days of pain if you are a brevity client use the second link what that'll do is that'll now you have to be logged in to brevity and you have to be an admin or an account owner but that will pull in the ten days of pain right into your brevity account which is cool because when you become a remedy client you can share plans with any other brevity client so we have thousands of other clients who've created really great plans and you guys can share those plans between yourselves and we share all of the plans that the Ben Kinney team uses anybody can ask for them whether you want the Zillo plan we use with a quickly plan or whatever plan it is oh yeah I need to share my links with everybody so let's get it hurt thank you Michael he's listening he's look and he's watching he's the only one everybody else is checked out thanks Michael there's your links buddy first one the short one hi Daniel the first one the short one is the the if you're not a Britney client the second one is actually going to pull the ten days of pain into your remedy platform account all right so the first text it's just addressed to query hey I thought you stopped by my real estate website maybe I'd say I saw you stop by our site Ben Kenny calm if you're going to buy where would you want to live like we're just engaging them based on that query and asking some kind of a set up question looking to get a response now we see these kind of placeholders in your and what those I left those in there to show you guys like we build this thing once and then when Jim Smith comes in the text that goes out says hi Jim and when Patti Smith comes in the text that goes out says hi Patti and depending on who that lead got assigned to the text is gonna get signed by their name right if the lead got assigned to me I'd come out saying from Bob I'm the bank a real estate team if I got assigned to Ashley and say Ashley from the bank any real estate team now somewhere again depending on which plan it is between 15 and an minutes and an hour later we're gonna send a second text now the way that that these auto plans kind of build out and stack up if they reply to the first text it pauses the rest of the plan and nothing else happens because our goal with that thing was to get them into communication with us get them to reply be able to start to step in now you the agent and start having a real conversation with them but if they don't reply to that first text which happens right they might be like wait who's this what I don't know I'm not ready to talk to this guy just yet fifteen minutes later an hour later however long you set it up I think of the default in this particular plan the one I shared with you guys it's an hour later we send a second text are you looking to live in a new home show maybe invest in a rental maybe it's this quiet you know day then you want to set up a private tour of any of the homes you've seen today if they were a text lead who've been out in front of one of our listings texting in that first queries goodness for that first response is gonna say hey thanks for texting about our listing did you have any specific questions about that property and then 15 12 15 minutes later we're gonna say hey do you want to set up a tour of that house take a look at the inside question mark address the query and salerio asker offer in that case because they were texted they're out in front we're gonna do it a little bit sooner and the offers gonna be do you want to see the inside of that property if they were on our website they might have looked at 50 properties by now so that second kind of ancillary asker offers a little bit more generic this third text gets a lot of response hey this is Jim Wright I open it up the wrong number no I remember they've gotten the first text hey Jim you're on my website where do you want to live right this is Ashley then they've gotten the second text hey have you seen anything else on the site maybe you want to set up a tour soon right and he's ignored both of those first two third text hey this is Jim right I would have the wrong number or he might say hey Jim you were on our web site earlier question guilt right what I'm to feel bad for not replying to those first two tags we're a real person now we're not really because the system's doing these things and we could be having lunch with our honey bunny and and Rivet he's talking to the lead that just came in now once he replies you got to step in right we assault you with notifications tax you have our app which we have an app right that gives you a notification like we make it really easy and obvious for you to find that text when somebody replies and then they just keep going so I'm gonna give you guys a sense for what some of these texts are and again I've given them all to you guys over the next 10 days right there's a whole variety of tax hey would you like to go see any that holds you saw online right my company has a more program which offers mortgages with Xero lender fees we are basically just loading up our quiver with all of our that kind of items of value we're just fire and I'm day after day at this person now if they ever reply we step in at that point and and we now start working that lead all right we're never going to automate the process it's never going to happen where the process automate all the way to closing you get in there and as an agent you build rapport and that's why people end up working with you as they like you these these plans or this automation is just to get them to the point where they're like okay I'm ready to talk to Ashley our agents on our many teams are all trained and versed in this conversation this is a conversation around appreciation and a mortgage interest deduction and in an average price home in our market here in Washington between mortgage interest deduction and appreciation somebody buying the average price $350,000 home is gonna be ahead about $24,000 in net worth at the end of one year versus had they been renting we can sit down and have that conversation so we use it as a hook to try to get people to buy it inside of our auto plans people don't really visit my website for two reasons they're looking for the perfect home and they're thinking about selling and wondering what their whole might be worth which what are you it's continuing to dig day after day right we call this like the I don't feel bad right because by this point they've gotten six or seven texts from us four or five emails we've called a couple times and they've been totally non-responsive we just keep going maybe you're a current homeowner and you'd like to see what your what your home is worth and we'll talk about the tool that we can have for that person here a little bit then we just start getting my head did I mess something up I can never talk to this person right but but again this is Gil people go no it's not you it's me I'm just not ready yet we send one it's like we do this on not a date 11:00 or something it literally just says Jim question mark and people reply yeah it's me sorry I've been super busy the last two weeks as he's been sending these texts every day right again while Ashley was doing doing her regular job right out showing people homes and negotiating contracts she can't be sitting at a desk all day long waiting for that next lead to come in or trying to convert that lead that came in 10 days ago that's been totally non-responsive right we would still be going after this lead ten days later this is our last text we get a lot of lol's out of this one like I'd buy this points in 10 or 11 texts however many it is right I love texting you you hate responding now eventually this thing ends then we get into this kind of second nurturing tool that we have that's that's automated in a high percentage of the cases kind of depending on how somebody gets to your website this can be automated from the very beginning right where the lead comes in and they already have a listing alert in place sometimes you have to go in and set this thing up for a lead if it's from our website a lot of times it will be it will be automatic if it comes from Zillow you might have to set it up for that lead but it takes 30 seconds per lead a minute maybe tops and then it just works forever right till they buy or they die or they unsubscribe listing alerts now guys listing alerts the first system it was kind of CRM website system that that me and my partner's ever built was back in 2002 and we had listing alerts they've been a thing in real estate essentially for as long as we've been putting listings on the internet now we've gotten a little bit smarter over time like we do things now like when we're sending listings to a buyer we start asking them inside of those new listings hey do you have a house to sell right we try to get people to raise their hand and say yeah I need to find a house to buy but I also have a house to sell now one of the things that that like who should have a list you learn in your database it's every single buyer prospect period always from the very beginning and one of the things we see a lot in working with different remedy clients I've been working with people in this regard for 18 years it's been a while since I was a real estate agent myself out doing the job you guys are doing but I was that person at one time for a number of years most people will set a listing alert up after they talk to that lead on the phone hey oh hey Jim yeah oh yeah you're looking for homes in Bellingham between 350 and 450 thousand and you got to have three bedrooms awesome I'll start sending you some listings and check in with you in a couple days to see see how things go the problem with that is just in real estate in general because people like to look at houses and they're not always ready to buy like right away a lot of them don't talk to us in the beginning of their search in fact there's all kinds of statistics around the average amount of time somebody spends on the Internet before they buy a home and also before they pick the agent they want to work with if we don't start sending them listings from the very beginning there's all these ways they could end up in somebody else's database they could end up searching somewhere else a lot of times we had kind of the nose lead in the beginning we were the first one to know they were in there looking for listings even though we're looking for a place to buy even though it might be nine months before they're gonna actually buy that place a lot of teams a lot of agents wait till they talk to that person to set him up on the alert we set every single buyer prospect up on day zero right when that lead comes in really all you need to know about somebody is like where are they looking and how much are they looking at and oftentimes the types of inquiries you get into your business right the lead comes from Zillow that day we're looking at a particular property and that property was somewhere listed at some price right it was a condo in Seattle at 500,000 so if we know something about that lis oh when they register our website they were looking at a property in Bellingham at 400,000 we're gonna use that and we're gonna set a listing to learn up why don't we talk to them or not she's really important because most of the people you're not going to talk to most of the leads you get in your world it's really hard to get them engaging with you when they're nine months out there twelve months out there thinking themselves I don't want to bother Ashley right now like I'm not ready I'm not ready to talk to an agent right now I just want to look at houses don't start sending them these houses so they're in their inbox every day then they go look at houses somewhere else on redfin on Zillow they go back to goo all right they go to the Facebook's they click on some ad in their stream so we got to get them listings now sometimes I don't know in fact we work with a lot of people that like a bunch of you guys aren't remedy clients right now you're gonna become a Brittany client and when you come join and you sign up you're gonna bring a database with you from somewhere else I bet most of you guys and gals have a database that has old leads in it and you're not even sure where they came from what that person was looking at if you're gonna be honest with yourself you're like I don't know anything about just lead I don't even remember putting this in here I don't nothing we will take big sets like that when people come on board with us and and we'll either you know kind of instruct you or we've got a service will actually help you do this it's a very nominal amount and just go out and start setting up generic listing alerts so we do this thing in Ben Kenny's business where it was somebody in our markets and like an arm in our office leaves the industry and this happens year-over-year all the time right there's tons of turnover in real estate we will offer to buy their database for them somewhere between a buck and three bucks a contact it kind of depending on how you know how much qualities in there how much data is in there about them a lot of times there's nothing in there but there's like a name and an email address or a name and a phone number to an email address so we will just go out and start setting up listings kind of in our general market so if that might be Tacoma Washington 250 to 400 thousand and we just are sending listing alerts on that criteria and here's what will happen if you do that to a hundred people I mean you can literally grab a hundred people out of the phone book right and phone books don't have email addresses but you just grab a hundred random you know if you just started sending listens to them you're gonna get like this you will get a couple people that are like pissed right like spamming me like what are you doing then it'll be at all caps and though this is like reply like really angrily but you'll get a couple of people that will say hey we're not looking in Tacoma we're looking and Lacey or one person will say can you stop sending listing that 250 we're only approved to 190 or another personal and say can you only send us stuff with four plus bedrooms some of those people just say nothing let's start coming back to our website and we can see inside of our CRM when they come back this is a great like the best thing that you can send buyer prospects to nurture them over a long period is automatic listing alerts right you do the work one time it takes you 30 seconds or a minute and it works for you for the next nine to twelve months as they're getting closer and closer to buying easily the best thing we've ever built in my 18 years of building real estate software is this market report tool it gets the most interaction it gets the most like come with me responses we've ever seen and it gets the highest open rate and click-through rates of any email marketing campaigns we've ever done so what our market reports basically they allow us on your behalf to get the data from your MLS on active spendings and solds and then we can send it to your customer your client or your prospect so they can be updated and in the know and what's selling right around their house okay wait tell this ridiculous story looma Annabelle who else who else is in this room Annabelle Daniel Diane dawn if you guys have a significant other is there anybody in here that would like send them on a speed-dating event like can you imagine my wife gets home from work right I'm like honey I got you tickets to the the Seattle Center this weekend you're gonna go with your girlfriend Lily in here here's two tickets you guys are gonna go and you're gonna do a speed-dating it's gonna be awesome honey you're gonna go there and you're gonna find like there's gonna be 50 eligible bachelors they're all gonna be super handsome honey with like the big square jaws and like big muscles and tan I'm like pasty like but if you can see me here paste let go have a great time honey oh by the way last thing they're gonna be rich all of them like huge wallets they're barely gonna be able to sit up straight in their seats so that's why they're gonna be kind of tilted when you go in to meet them all like how fun right I hope you meet somebody great but nobody would ever do that that's right you guys like no I'm not doing that but here's the deal okay today one of your guys past clients somebody in your sphere is driving home from work and look I get we're in this like kovin world so maybe they're not driving home from work maybe they're like walking their dog out around the block because that's all we can do okay but they are they've walked by or driven by for the last few weeks a month right not for sale sorry it's been out there in their neighborhood now today they walk by it and it's got a small banner on it they all have this in their hand they are all sitting on their foots in their head right they're probably looking at that instead of talking to their dog right they immediately want to know what they sell for I promise you the people like the people in your database that own a home if another home around themselves didn't want to know what it sold for so what are their options they could call the real estate agent whose phone numbers on the sign they could go Google they could go to Zillow the fact that Zillow exists is proof that for years we sent our sphere on a speed-dating event and real estate speedgame and we're like I can it like if you want to know what the house down the street sold for you got to go to zero but though literally exists because our MLS's didn't allow us to share this sold data with people don't send your clients on a Real Estate's be the end of it don't make them go to google and type how much did one two three main street sell for or what home sales prices in in Seattle or or just that they they just have gotten used to the brand awareness facility they just go to Zillow like don't do that they're gonna end up in somebody else's database right they're gonna end up in a database where somebody has like sexier marketing photos like a tan right and and somebody that has a bigger marketing budget than you do right so that person's running ads on Google when they go type in in Google all right what did the house 1 through Main Street sell for you have to be the one delivering this information to them and they've got to know Oh house sold I'm going to Ashley's marker report I'm gonna pull it up and I know it's on there cuz actually sends me everything selling right around my house these get opened at like a thirty eight thirty seven thirty eight percent open rates which is staggering we're sending hundreds of thousands of these things across our entire your network of clients they get opened at astronomical rates it makes a lot of sense it's this thing we could drip on people right our past clients our sphere any seller leads we have in our world we even use them on buyer leads I'll talk about that in a second like when you're sending somebody an email and the headline of the email is like what's sold around one two three Main Street and their address is one two three Main Street it's almost impossible for them not to open it so we send them to pass clients fear seller prospects literally any homeowner in our database where we have an email address for them because we need it to send them the market report and if we have their physical address like they're getting the market report from us guarantee now we also use these on buyers right and think about a buyer okay especially in some of your guys markets I'm gonna use Seattle cuz it's just a crazy low inventory market I think there's a lot of markets like that around the country right now low inventory so I've got a buyer who's getting listing alerts from us right let's say it said it's a Monday and they open their alert they're like oh honey look at this house I really like it smooth look at 1:00 whoa Tuesday no look at this one honey then what we do is once a week we send them a marker report for that same area that they're buying into sauna Bay it takes 30 seconds to set that report up took us 30 seconds to set the listing alert up so are getting list new listings here every day and then once a week on this side we go hey you know that area you're looking in here's what's going on there right now so let's say they were getting listings from us in Tacoma between 300 and 400 thousand we would also have a marker report for Tacoma between 300 and 400 thousand because that listing they say oh it's on Monday when that marker report goes out five days later let's say it might be pending and if it's pending it'll show on that market report is pending so that listing they favored it on Monday on Friday they see it's pending and they go dang cutting we can't wait like next time we see one we like we got to reach out to Ashley because we don't want that market report to come in a week and see it's pending like we got to move fast they start to understand what's going on in that market that they would like to buy into think we're good Jake all right so when we set up marker reports we be as generic as possible we'll use any criteria a lot of people go and try to settle these mark reports up and they'll go okay I help my client buy their house I know they live in a three-bedroom two-bath it's 2,300 square feet and so I'm just gonna send them properties there just like theirs I get that if you were gonna comp their home you were gonna do a CMA and by the way Brittany has this cma tool where we pull the data in from your mls we use this simple 5 5 5 method to help you price the property super easy if you were gonna come up with our property and do a CMA you use 3 3 baths or 3-bed 2bath homes well most likely right maybe you'd use a two and a half and discount for that half bath or whatever but and so what people do in their market reports is they basically like put the market report to a range like they were comping the house the problem with that is when your clients out walking their dog and they see a three bed one and a half bath they don't necessarily know it's three bed one and a half bath they just know it's in their neighborhood and it's got a sign out front it says that it's sold they want to see what it's sold for if we make the criteria to specific on a market report they might go to your report and be like what the heck Ashley like I don't see this three bedroom one that I don't see his house on here well cuz Ashley he's only sending him stuff for those three bedrooms two baths so we just make it wide open like literally every home it doesn't matter if it's a million-dollar home or a $50,000 trailer and they live in a you know a three hundred thousand dollar average house not where we're gonna show them everything selling around it just wanted to know what's going on cuz they're nosy anyway they want to know what the million dollar house sold for I promise you they do now we just set the first one up and we go to the radius around their home that's wide enough so there's about 15 to 20 active pinions sold properties in that first report including a couple of souls right just know we get enough range that month-over-month is that report goes out or every week as it goes out there'll be activity inside of that range so now that you like done this stuff right wait what you do I've got listening alerts in place I've got marker reports I've got the sano plans going out at that point the conversion aspect of your business becomes about like kind of skimming off the top I would say right you could have hundreds or thousands of people set up on these listing alerts in these marker reports the ones you're most concerned about or should be most concerned about are the ones that are like doing something because of that coming back to the website and looking at properties maybe looking at the same property multiple times over a couple of different days we want to be able to focus in on those people and then take action on those specific people with specific and now we can have specific conversations we have a past client that we can see looking at our marker on par with some frequency looking at it almost every day Matt men oh they probably see this pending on here and you can see the market reports they see right look if they see that pending and they keep coming back every couple days to see what its gonna sell for so when that thing does sell I should probably reach out to them because if that numbers good maybe they're thinking to themselves honey if they get 500 for this house we are selling for 500 thousand if that comes back at 515 like I should call them right if I see somebody that was on my website today and they looked at a property but oh they look at that property yesterday two times as well I build these stories in my head I'm like you know what happened yesterday at lunch he got the purr into his email right and he looked at it and he thought enough of it that I can see in here later 7:39 that evening he looked at it again that was probably when he went home and his honey buddy got home from work he grabbed her and he was like hey honey look here and then the next day he looked at it again because he had a friend at work who he was like hey Jam come here what do you think man look at this look at this thing oh yeah it's only five miles from the office what a price on that like I do these stories but I can see all of that stuff happening back end of the CRM right when my business is all kind of running from one system right where my website my CRM my marker report to all this stuff is integrating together I know what's going on in the database from all those automated processes that I've put in place we have a couple last ones I want to I won't dig too deep into these you know we do leads at remedy right if you wanted to get leads we can do lead programs for you we can do facebook leads you know Google pay-per-click leads we run an app Network really we can get buyer leads seller leads whatever we've got another kind of avenue of marketing of digital marketing it's called remarketing or retargeting is another another term for it but basically what we'll do is we'll take your database and then we'll take anybody that like lands on your website even if they don't register and we will start following them around the internet with ads reinforcing your brand and trying to drive them back to your website called remarketing right and what it does it just follows them around the internet they go to Fox News they go to MSNBC they go to ESPN they go to CNN they go to their local Seattle Times you know they're playing the candy crush game on their cell phone right it we're gonna just be serving ads up from you that makes them holy cow this guy markets everywhere like he's on the Wall Street Journal for goodness sakes he must have an amazing business not so much we just follow that one person all around the internet because you know big big big data companies like Facebook and Google allow us to do this and we've got a team that's really good at it all right so we we do these kind of display ads all around but just targeting that one person that was in your database right that one person has been looking at your marker reports and kind of thinking about selling we just kind of make sure that they never stop thinking about you this is a way to automate kind of the marketing of your business to the people that you have in your database right we spend a lot of time in real estate trying to figure out like how do I get an early lead how do I get introduced to somebody new we would suggest that you spend just as much if not more time focused on the people you have and making sure that people you already have in your world are going to do business with you most of us spend way more time on the on the former and the reality is the latter is where almost all of your business comes from people in the database already who've been in there for a long time I mean two-thirds of the business in real-estate comes from the past clients and referrals from your sphere or your past clients it's two thirds every single year year after year after year by our side and seller side business this is the kind of thing that makes sure those people never forget about you and they're gonna refer to you and they're gonna work with you no matter how long they've been in that database the last word I'll mention is our auto-generated listing postcards for just listed and just solds so we've got a it's called privity marketer it takes a feed from your MLS and every time you get a new listing we just create a postcard campaign ready to go for you automatically you basically go in and decide how many people do I want to send this to and you can do that based on the address of the property we've got an algorithm that goes out and finds the best matching properties around your property to send your campaign to or you can go in and actually do the matching yourself you could draw on a map say I want to farm this area right I just took a listing in Simeon ooh I want to go and and I'm gonna draw a map around Simeon ooh and I'm gonna send my postcard out but I don't want to send to everybody I only want to send it to their houses that last sold for under five hundred thousand and have sold in the last seven years and you can make all these picks or you can just let our algorithm do it for you in addition to the automatic kind of just listed just souls you can do campaigns for anything so you maybe you do a campaign for what's your house worth or maybe you do a campaign for I have a buyer we need to list you know we need somebody willing to sell their house right maybe you do this for your events or whatever you can upload lint CSV lists of who you want to mail you can pick using the draw tool on a map or you can just let our or algorithm figure it out for you the postcards right the branding it's all smart address targeting all automatic now here's the deal if you're not a riveting client I already saw dawn he like raised his hand earlier it's like Ashley can you call me if anybody else wants to say like I want to talk to somebody right now raise your hand in the chat and all I'm Ashley reach out to you and she'll give you a call here today at some point if you'd like to go and set up a demo kind of on your you know in your own time you can go to Brittany calm and write on the front as it says get a demo listen if you do a demo with us and I want to put a hard disclaimer in here we will give you Ben Kenny's listing presentation Ben's Ben's team listed like fifteen hundred properties last year using this listing presentation and the year before they did thirteen hundred and year before that they did nine hundred this this listing presentation listed thousands of properties and we give it to you guys and it's editable and you can go in a patrol logo on it and and in 15 minutes Rd and have like one of the best listing presentations in the industry the problem or the challenge for you is without brevity it's going to be mostly useless because the listing presentation is totally full of all the different tools that we offer in britty and how they help us be more efficient in our business to help that seller get more money in less time so if you go and you do the demo just to get to listening for us because people do this so like I'm gonna do the demo then they get there and they're like hey mr. sales guy can you give me the listing presentation like that's really all I wanted and we're like yeah sure here you go but it's useless so I want you guys to understand that's the case if you're a Brittney client what you can do anabella's go inside the privity CRM and there's a little question mark up there at the top click that little question mark and then you can search been kitty listing presentation and it's in there and you can download it it's right at your fingertips now love h-hey Ashley I'm you're paying attention here mallow would be interested in getting a demo from you so maybe you can reach out to malla awesome and i'll found that thing listen guys here would be my like my close unless somebody asked some questions you guys it looks like mama Ashley's gonna reach out to you if anybody else has any questions about Brittany I do have ten minutes on my calendar here to spend with you guys here's what all here's what I'll say to kind of wrap up the guy that you see on the screen right there like we are constantly improving rivet II to run his business now there are thousands of other businesses that are running off in the back of rivet II including some of them the biggest ones in the in the game like they just released the the real trends you know kind of top top list right for 2019 production Ben's teams up there they kind of misclassified and they call them a brokerage even though he's a team which is really kind of crazy but he's gotten so big team's gotten so massive that they've Inman's classified him a real trends classified was a brokerage but he's still way I up the list right many of those top teams are running their business off of privity okay they understand the power of having so many of these tools kind of under one umbrella Sean how does the CRM compare to follow up boss it's very similar we've got lots of clients in fact Donna Reed who runs our our our success team and does a lot of our training came from follow up boss so we've definitely picked her brain and you know it's very similar what I would say is that in addition to fault we've got the ITX data right so you've got the website piece on the front end you've got the the market report tools so we're sending the sold stuff you've got the postcard automation you've got a thing called privity designer which I didn't even talk about which allows you to create hundreds of designs on one kind of layout you know from one layout you just you can relay the designs out we've got the open house application on the front right there I mean there's all these things like this is a this is built by a guy who's still in real estate here's the one thing I go find another software company in the industry where the CEO first off gives you a cell phone number you guys can all have been Kenny's cell phone number does trainings three times a week so you can glean the experience of a guy who's built an organ that sold three thousand transactions and they actually still use the product in their business right they're not they haven't sold to a title company or a VC fund or I mean we're in here we we said I mean we didn't make this phrase up bread we're eatin we're taking a little medicine in here I actually work on a daily basis with our 36 expansion teams I meet with every team once a month to make sure they're maximizing their use of brevity it's something we offer to you guys once you get into brevity a little ways but in there a couple of months he's kind of started doing some of the stuff that we suggest I'll even go in and do audits with people's accounts to kind of make sure that they're at the top of their game all right dawn Eli Jake Shawn mark some of you guys I appreciate you joining me today you spent an hour with me I think you owe it to yourself to go in and get a demo with Ashley or Jake or one of the guys behind this is one of the guys or gals behind the scenes see if this isn't fit for your business ask them questions you have them show you the back end Eli or whoever Sean so you can kind of if you if you're very familiar with following boss you can kind of see some of the similarities and some of the differences you guys most of all have an awesome rest of your week okay on behalf of Ashley and Mikey and Samantha time to make these things happen and are the reason you guys are here my name is Bob Stewart hope you guys learn something I hope you kind of understand a little bit more about what Brittany has going on we'd love to see as a client I have an awesome rest of your week be safe out there wash your hands we'll talk to you guys real soon bye bye everybody [Music]