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hey Richard can you hear me all right so hello everyone and welcome to today's webinar marathon lead generation and conversion with your Maps coach Richard Schulman please note this webinar is being recorded and you'll automatically receive the webinar recording if you have any questions for your coach please type them into the questions box located in your webinar task bar following the webinar if you have any questions about today's coaching call or recording please email us at fast track at KW comm alright that's all for me Richard go ahead and take it away hey thanks Jasmine right hello thanks jasmine hey guys good morning welcome to marathon lead generation and conversion I am very excited to have you here this is a 30-minute call today and I love questions so I would love to hear what you guys want to know for two reasons one when you ask questions I learn what the material is missing this is about our twelfth times through I believe so we've definitely upgraded and changed the content tremendously based on your feedback and of course - if I can answer your questions and help you grow or change your business at all then obviously it's a win for both of us so let's jump right in now this is a self-paced class with with the Q&A webinar so what I want you guys to do is make sure that you're going through the material I would say at least two or three times we intentionally broke the videos down and do three to seven minute videos so that you can really let you know do one thing at a time learn one thing and then continue on as we go through the class I'm going to be going through the through the material again just to kind of overlap on what you're doing and then also see where we're having any gaps so let me know if you have any questions or comments on all that and we'll get started today what I want to talk about with systems of conversion which is a very fancy title to basically cover how to call people and when we're going to call them right so still working on foundational stuff as I mentioned before on these calls for you guys this is a very simple topic and if we spend a lot of time absolutely mastering it then we can get huge results right I promise you that if you are an expert at finding people and meeting with them that you will do well in the real estate sales business there's nothing else that you need to really master except for that now yes you need a nice listing presentation and the buyer consoles and some showing skills but on top of that or before that if you can't get those appointments it doesn't really matter all right so first slide what do we start today with who knows who's been through some of the material so far and who knows the answer go ahead and type in the question box what do we do we started today we always start today with lead generation and what I would like you guys to start today with is lead generation specifically for appointment so what I love you're doing take out your cell phones now if you're live if you're watching our recording you can pause it I'll go through this really quickly to conserve our time but knowing that you guys can go back to this later on in your day and do this more thoroughly so take out your phone and text five people right now for a coffee date so if you if you don't know it accommodated a coffee date is the idea that we're going to meet people that we know for coffee these are not specifically people than our active buyer's or seller's but they could be buyer's or seller's so we don't know but what we want to do is want to stay in touch with them the reason we want to do this is because the more that we're in contact with people the more likely it is that we will know them be relationship with them as the mode that they need a realtor right most people might only do three four or five transactions in their lifetime and if you figure their lifetime for the time they're 22 thousand eighty is sixty years we're talking about a transaction every 10 15 20 years and remember if they're doing a buy sell that's two transactions at once so we need to be in relationship with people constantly throughout their lifetimes to make sure that we're the real estate need for them all right so text your contacts text your clients texture past sales especially especially especially people you are not in touch with remember it's not a sales call or just meeting them to make friends with them Gary Keller tells us that people work with people they like we want to be the people they like all right we do have a Facebook group go ahead and join the Facebook group when you get a chance some of the material we cover before your calling time your lead generation and conversion time it needs to be absolutely protected when I'm on this webinar I'll give you a parallel I get in the office about thirty minutes early I make sure the webinar program is open because it works most of the time on all the time I make sure the phone lines works I make sure I have all my notes in front of me I make sure I have the slide deck up right I'm totally prepared I'm not answering the phone I'm not leaving a snack I'm here for solid thirty minutes and I have another one right afterwards your phone call time has to be the same level right you have to go to your clients that same level of intensity and respect right your clients are potentially going to give you a few to several two more thousand dollars for this interaction you need to show them that you're an intense professional at all times so before you do anything before you do your lead generation and conversion time on the phone you've got to be absolutely ready for it sorry about that all right as always let me know how you're doing with the material put questions on the Facebook page or by email to me this is a promise script from Mike Hicks quick question sorry Paul asks what am i testing for coffee the text is just paid Paul's going to grab coffee and depending on the day you can put a day element in today it's Friday morning for most of us who are listening to this live so I would say hey Paul you wanna grab coffee later today or maybe this weekend or whatever is good for you whatever works for you in your world right if it's a Monday then you might want say hey Paul you own your own coffee this week you're just asking them to coffee just to say hi there's no sales call and all it's not really real estate-related just want to catch up all right let me know if that answers your question don't overthink it's very very simple so the promise script I'm going to ask that you guys grab this video offline from when we're done with the call Google Mike Higgs promise script on YouTube you'll find it mike has a great script where he basically conditioned his relationship with the client that he's did an amazing job for them and they're going to give him a great review and referral I would love to earn the same thing from you so my promise script to you is that I promise to give you 3 xvalue on your investment in this class and I hope that you will promise to refer my next class to a colleague if you're not getting that level of service for me feel free to contact me you can tell your clients the same thing I want to give you the best possible service that I earn your reviews and referrals if you don't feel that I'm giving you that then I would love to know right away so I can fix it right people love this sort of honest transparency all right if we're doing goal-setting for the day if we're doing our goals we're writing down I would love to see you if you're struggling start with a goal of 50 calls right I start my new agent and agents who are struggling we always go back in my opinion to number of dials so if you're sitting here and it's May and you're not happy with where you are if you're a new agent starting your career even if you're a successful agent have any great year I still like to go back to the beginning just start with dials what's the while so even personally I'm into this 15 years um I still like to Sundays just say you know what Richard I need to just make 50 dials I just I don't think I'm getting the results I need 50 dials by hand some of you are using auto dialer as I understand we're just talking to the hand dialers for now $50 by hand is a lot that will probably take you two to three hours of dialing it's a lot a lot a lot of dials I'm a big fan as you guys know from the show up tracking your numbers the only way you can adjust what you're doing is by tracking your number so make sure you're doing that I apologize and what a little quickly a lot of this is recap from the material and some of it's just sort of a bridge between some of the different pieces of material but if I go too quickly let me know all right we talked a little bit of this in various different parts of the class if you are struggling if you are struggling with motivation you can't compete to be optionally you can't seem to focus your time on certain things I would tell you it's probably an issue of your big why and your purpose right so if you are I would really encourage you to talk to someone in your office your team leader should be qualified to do this talk to someone about what's your big why and your purpose right what's your goal why are you doing this now it's middle of the year so you know we we can't really business plans for the full year but you could do a business plan for the second half of the year and that's something again that your team leader should be able to easily help you with and there's also a lot of material can be connected by that but basically the bottom line here is if you don't feel the fire to come in and do this day and day out of the high level don't kid yourself a tough job there's a lot of downside I get that if you don't feel that energy then what I would really encourage you to do is really really what's your big why what's your purpose why are you doing what you're doing right now I always convert this job to money right there's a typical job it's time-consuming it's emotionally draining I do this because I want to earn a certain amount of money to fund a certain lifestyle and if you have the same goal to do that you need to be real clear on how much money that is and when you need it by right and there's no there's no you know there's no shame in saying I'm doing this to earn money right I mean we did it to help our clients we do this to provide for our families but ultimately you can do a lot of other stuff to help people we're doing this to earn a living to take care of our family right another way to look at the same problem is the value of a call where as we talked about it a little bit before in the class I want to that's the math based on the number of calls you need to make 50 a day that's the number of calls you need to or less that's the value of each dial based on your income so if you want to make 100k a year you're making your fifty dollars a day each dial is effectively worth eight dollars right now as your skills improve your database and proves that call B comes from 16 or 32 dollars now think about that when I ask you to make when I ask you to make 50 dials today at $8 a dial that's four dollars right there could you do that three hours four hundred ollars it's not bad living there's my favorite bullet saying reasons or results you cannot have both all right let's talk about systems of calling for today I'm going to ask you guys to write this down the materials also in the facebook group and it's also in the kajabi interface so like I said I'm going quickly through so we cover a lot of material if you have questions let me know but I'm any of you so a lot of details just a second here what's the point of a call point of a call is to make an appointment I know that you guys know this I know that all of you out there not in your head why is this guy screaming to the phone about making appointment I know that I promise you 100% promise you have I watched any of you on the phone right now that you're not closing for appointments enough you need to be always closing for appointments right the only reason to get on the phone is to make an appointment someone calls you they have a question about real estate great let's meet in person I'd love to talk to you about this right I'd love to meet you for coffee we can talk more about this you have questions about this house let's go take a look at it right we are in the face to face appointment business Joe's not the face to face important business anymore read fit your competitor they would love to put you out of business and make this not a face-to-face point business they are not making money face to face they're going to try to automate your job you will let them because you are not making enough appointments do not spend more than three minutes on the phone with a prospect if it's a listing prospect you can do up to five if you're setting your listing appointment now if you're calling someone about an offer that needs to be written or let's say an a client that you're active with those calls are going to take a little bit longer any nurture dialing prospecting call we're calling through to generate appointments three minutes max on the phone you have questions we should meet that's the answer if you spend 26 minutes on the phone with someone it's going to be really really really difficult for you to make $25 an hour and eight contacts an hour everyone clear hey guys by the way if you're doing your text messaging now let me know how it's going usually there's a couple of people who get really excited by this and they they make you know seven in an hour the day record is seven D by two people I've seen a lot of people do twenty to thirty coffee dates set in a day so if you like this idea and it works by the way because I don't door knock I don't sit open houses I do coffee date only myself if you like this idea Monday morning text everyone in over coffee day to fill your week with coffee dates if you set thirty coffee days I guarantee you one of those people needs to buy or sell a home today and a few more need to buy or sell a home this year alright let's cover our script really quickly write this down everyone like this script all right now I've made some ex outs in here because I see a lot of you guys doing this when I'm observing calls unless your team is the absolute dominant twenty percent market share team no one cares about your team name no one cares about your specific Keller Williams Realty name so if your Keller Williams Realty Santa Monica like I am or something else premier properties capital properties Excel property something like that no one cares you have a limited time on the phone to make an impression and to get a closeout also we want to remove the word just and we want to remove the term how are you just is a limiter it limits who you are and what you're doing how are you is a question that the answer will be I am too busy to talk on the phone with you right now get those out of your calling vocabulary hi it's Richard Schulman from Keller Williams Realty and then I use a connector we met at your open at the open house last week wanted to let you know X are you still interested in making an offer that's my clothes right connector then clothes right there's another version of a good call that's a very quick call this is a fishing expedition call for a nurture if they say I have questions about my house you have a potential prospect on the phone if they say I don't want to talk about my house you say great I'll call you back and cup once right we're just nerd we're just fishing for nurtures right now right a lot of ways to do this there's not one right when you're calling your nurture is you're not calling to set a buyer meeting your colleague just to find out if there's interest you're providing value if there's interest you can then divert for an appointment and then at the bottom we've layered in the referral request who do you know not do you know who do you know who is looking to buy sell or invest now at the bottom we've changed the scripting a little bit this is the shift script we're in a shifting market I believe all of you are in a shifting market if I can show you a way that you can find an incredible opportunity in this market would you have time to meet tomorrow or Sunday that's a great script now make sure that you have an incredible opportunity but presume that you do presume that you can find something interesting to look at that's a great script if you called your clients today with that script you will get appointments you cannot call people and say I have an opportunity and real estate and not get serious interest all you need is the opportunity and they're out there you just have to find them that's our job is the realtor all right always ask for the referral why do we like referrals referrals from clients are great they are free no referral fee no advertising cost and when you get referred by someone the chance they work with you and close you are much much higher who do you know that's looking to buy or sell a home who do you know alright calling standards I quote Gary Keller a lot I see you guys try all the consensus as to why I love you my standards don't are the standards are the standards guys there's no way around it if you don't do the things that you need to do the only person you have to blame is yourself right you want results in real estate there is a plan that works the plan that works is lots of calls texts and emails we're in a communication business we need to go out there and reach out to our clients the minute that someone connects with you on your website through Raziel Oh lead an open house you need to understand the table at 8:00 other agents know that they're looking for a house too you need to stick out from the crowd most ages will and contact them one to three times we're going to contact them six times in the first three days one call one text one email in the morning one call one text one email in the afternoon that's six right we're going to the math they're six contacts a day for three days eighteen contacts over three days now they start responding to you then you can change and use respond to like a normal person but if they're non-responsive eighteen contacts three days six contact today in addition to that remember a really key thing about how we operate our business is that we are always value based we're always providing value we're not making sales calls we're making value calls what's a value call here's some information about the market here's a vendor referral here's a lender referral for refinance when rates dropped about one to two months ago I called all the people that I sold a house to that we're living in that house and I asked them about refinancing I got probably 10 solid conversations I probably helped three of those people refinance their house so not only did I provide value to all of my clients I had 10 good engagements with clients and I actually really helped three clients using those clients will remember me when they want to sell their home absolutely just you guys know by the way when you close escrow with a buyer about 85% buyer of buyers depending on the survey would hire you as their listing agent and about 10 to 15 percent actually do write value based I always send up an automated MLS search for people I have several thousands in my database from 15 years of doing this it is a good way to have soft touch going out to your clients sorry after three days the rest of the way we're going to drop it to once per day one call one text one email that's three more different types over the first five days you have 18 plus 3 plus 3 that's 24 contacts attempted over five days once they're on the automated MLS plus whatever other drip campaigns you have and the emails to them are value adding that emails are here's a property you might like here's raid from my lender that you might be interested in right anyone may want to pre write these so you have good stuff to send to people the second week one contact of any type for five days so that's five more contact attempts then we go to every other day every weather every week and then once a month there's the whole plan screen capture that I never drop people off my math is that if you're using Auto dollars appropriately with a three hour per day on the phone schedule you can maintain a database of about 2500 to 3000 people you only need about a thousand people in your database to have a very successful business so it's just a matter of your desire to do this remember we're always leading with value we send properties they might like and always tend to reason why don't just forward a link say this property is interesting because X it has a pool and very few homes and does never have a pool it's a double lot and I know that's interesting to you write something interesting just type it out there what sentence doesn't have to be fancy I just toured this home and it has the best view I've ever seen right whatever it is put it in there now as an efficiency and command is going to help you with some of this you want to make sure that you're batching your clients right I'm in West LA we sell a lot of condos here I see a good deal on a condo in West LA or really unique condo I can pound it out to all my West selling condo buyers because they're all labeled in my database right you have to find what works for you all right the first step is increasing your dials the first thing we work on is the classes increasing volume of contacts the second thing we were caught in this class is increasing quality of contact right if you can't make more contacts the quality of the contact is not really that relevant after that we want to really make sure we understand why we're doing this we want to have real firm purpose and vision and goal and we wanted that really work or they said increase in the skill which is a conversion piece let me know if you have any questions your homework for next week is to start time blocking calls you need to be making 3 hours of outbound dials a day start with 1 then go to 2 right they go to 3 one of my new agents I had her do one week of dials until she had done her one courage week about let start one hour of dial until she did one perfect week that was every hour of dials was totally uninterrupted it was seven contacts or more and it was 25 calls or more and then we went to two hours so it'd be two hours as a small break in between each hour and then once we master two hours we'll go to three hours so probably to one and a half hour block we tracked every number dials contacts appointment searches etc track what works for you but we track those numbers so that we can track change over time and really really really really important that you need to be doing is role play your scripts if you're not increasing the quality of your conversion you will eventually reach a ceiling write the better skills you are the better you will do with the less time effort and any shifting market I know a lot of you have not been in a shifting market before in a shifting market you will find that people are going to look for skills based Realtors right you can't get by just on being around just having your sign of the ground your clients are you looking for skills based Realtors so high block on the google page or I'm sorry on the Facebook page there is a Google Calendar video I will post a note today so you can find a script partner and you can start time blocking for calls tracking your numbers and then role playing scripts what I want you guys to do is I want you guys to reach out to me either the Facebook group or my email and let me know any challenges that you're having so I can help you problem solve those challenges right my goal in this class to improve the value and quality of what you're doing now as you go through the class you can re-watch the videos right that's the reason we've changed the formatting you'll also get a copy of this video so you can re-watch these remember the absolute bottom line goals we are absolutely mastering every granular detail of the process of fighting people in the world and making an appointment done for business the whole point of the class is very simple if we are the absolute masters of that if you could teach this class by the end then you have mastered that you will succeed I'll tell you one quick story as we wrap up I had an agent come in my office sort of sort of like a training question and he said he wanted me to teach him anything to be a great listing agent have a great presentation and I said how many listing employments you go out last year he said two okay how many did you get he got one I said if you were the best listing agent the world would you have got in the second one he said maybe maybe not it was a competitive one okay I said if you were the worst listing agent the world would you still gotten the first one he said well yeah it was a friend it was a personal referral it was it was a slam-dunk deal it was really his first listing appointment actually so let's assume he probably wasn't a great listing agent at that time I said it doesn't matter if you're the best listing age in the world number one enjoy going on to a year and we don't know that we can get you from one appointment close to two employments clothes it's sort of irrelevant but unless you're going on a lot of appointments how are you to practice these skills right the best place to practice skills is live so I said you need to fair how to go on more appointments right we get more outs out in volume so you have more employments about me I'm a pretty good listing agent and an appointment I never had training I just went on hundreds of appointments and I learned very expensive mistakes so you guys don't think you learn the right way to do it but the key was I win on enough appointment the way that you go on enough appointments is by making enough calls making enough appointments to get on those appointments right you work with that people you get enough appointment so if you're newer and you have a little bit of bandwidth on your time I don't mind you taking bad appointments for now just you get game practice right one of my brand new agents we went on a complete dud of an appointment on on Wednesday and I say this is great now you've actually been in someone's house and sat with them and tried to get them to hire you to sell their home right that's great practice so get that practice get comfortable with it practice your skills practice your calling that's probably role play role plays like practice calls right are anyways guys let me know have any questions Schulman rd at gmail.com you can find in the Facebook group and I'm looking forward to talking to you guys soon I'm going oh well I'm sorry a Facebook group is a marathon lead gen and conversion marathon lead gen G en and conversion thanks guys I'll talk to you soon if you're on the marathon Legion at best recall we're going to have that jump off in two minutes I'll see you there