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so one uh Welcome to our live stream today we are going to be talking about prospecting um but not just prospecting we're going to be talking about how you nurture um those leads that you all are getting hopefully uh especially right now in this spring Market um or as the spring Market is approaching so what do you do when uh you finally make that contact when you finally uh make that phone call or you run into that person at an open house you do that door knock somebody answers their door then what um so what we're going to be talking about today is just how how do we turn the prospecting or the lead generating into business well I'm going to go ahead and share my screen just a reminder that um our PowerPoint presentations are sent out by Emma um after each live stream so if you are ever curious about um the presentations that I'm doing um those are sent out um every every week thank you talking about uh nurturing leads and uh prospects not only is it important for you as a real estate professional to get the business but how do you keep the business as it's not about having the right opportunities is about handling the opportunities right thank you and if the right opportunities is about handling the opportunities right this quote because when we get our license right brand new to the business you get your license and then you're told all right go get business and so you're like okay great how do I do that um and then once I once I do or once I get in front of front of someone how do I how do I handle that situation how do I turn that contact into business um and I really love this meme uh with Jim Carrey did someone say fishing because I remember first getting license and and I was told that basically um I'm in the business of fishing now um that seemed really scary to me and not very attractive because I did not want to put myself out there I did not want uh rejection scary you know you're starting a real estate business and also now you're told in order to make money you have to go talk to a whole bunch of people um and make contact with a whole bunch of people most of them you may not know that that is very very scary uh for for many folks and so what do you do when you actually have the opportunity when the opportunity is right in front of you you have that person's ear um then what a little bit about prospecting uh what it is um I wanted to start here first because I have found that in my meetings with uh brand new agents they've heard this term prospect prospect prospect nobody really knows what that means when they first get into real estate um and so let's break that down first so that we're all clear we can level set on what prospecting is okay aspecting is the process of finding new contacts and turning them into leads in grow your business process of finding new contacts and turning them into leads your business so this this shows that there is um there are steps to this I believe a lot of times uh people put prospecting and lead generating into the same buckets um and they kind of put them together as they're the same thing um they're two different things you have to first get go go out Prospect go out get the contacts get the folks and then you get that lead and that lead needs to grow your business okay they're not a lead at first I I believe that when you're prospecting you're just going out there and talking to as many people people as possible um being uh it's like we're in a contact sport so you're touching as many people as possible but you touching those people does not mean that they are leads okay once they seem to express interest then they turn into a lead so you know can we the thought that prospecting and lead generating are two different things um and then just I just want to propose that today um Can can we change our mindset and I think fear sometimes that many of us experience around uh talking talking to people in or um your business to grow can we just focus on the talking to the connecting the networking can we focus on that and understand that that then will lead be to someone that may want your services okay that that is the pipeline Prospect first then get the lead and then that lead can turn into business thinking about here very briefly is that prospecting is active it is you have to go out you have to search or like I said fish yeah meme um from Forrest Gump but what I found is a lot of us and and I'm guilty of this too especially if you've uh been in the business for any amount of time and you're used to your phone ringing right you education and uh you're used to people calling you reaching out to you you don't have to hustle as much to go out and get business and I think sometimes uh veteran agents we can get very very comfortable there we can get very very comfortable with uh people reaching out and calling us therefore we slack on our prospecting your phone may stop ringing like Boris here sitting here on the bench just waiting and waiting and waiting for that call still waiting for that call and and you're wondering why no one is calling you it's because we forget as new agents and as veteran agents we forget that our jobs are to connect that is literally our job our job is to connect our job is to be in a relationship with and communication with people 24 7. that is our job um and we get so comfortable thinking that the business is just going to come to us there's something that you have to do there are multiple things that you have to do you have to remain active in the growth of your business prospecting right so if the goal the goal of prospecting is not just to get dress up well I believe that the goals of prospecting are you know duh grow your business we sell a house be in contact in communication with people that have a need to buy or sell a house when you are connecting your one of them should be to grow close that growing your business does not only mean and we'll talk about this later does not only mean um an auto shop and you are growing your business as an auto shop you're not only focused on how many cars can can I work on this month the door to help me work on their car you're not just thinking about the the act of the business you're also thinking about what is what is my marketing what is my branding um do I have a location uh do I have consistent um mailers going out um do am I doing uh giveaways so growing your business does not just involve getting someone to walk through the door for you to do the the act of the business it is growing the business in the whole business in general so prospecting helps you grow business it's not just about the transaction generals that a hundred percent of the people that you talk to are not in the market to buy or sell a house right they're just not they may have already just recently purchased a home or uh they're in their forever home they're not going anywhere um or um they're renting and not interested in purchasing something right now so wanting to speak to people that are interested in transacting real estate right at this moment right if you're focusing on establishing relationships if you're focusing on connecting and also help you to generate referrals because of the fact that a hundred percent of the people that you are connecting with are not trying to transact real estate right now of prospecting or goal of prospecting should be to establish and solidify relationships again this is kind of an out of out of the box way to think about prospecting because we're told that and we'll show this in the next slide or two we're told that prospecting only looks like one thing as a real estate agent thank you all to maybe think outside of the box and go okay could I take some pressure off of myself off of myself not only am I in sales and I don't know where my next commission check is coming from but also now I feel like I have to go talk to a whole bunch of people that I do not know about real estate and then this this never-ending cycle of anxiety right so could we change our mindset around prospecting the sale we're focused on growing our business we're generating referrals and we are focused on establishing and solidifying relationships meaning that you see for videos you watch um classes that you're a part of when when you first get into the business you are told that you need to do to Prospect and or lead generate because again those two things are put in the same bucket a lot of the times is what it sounds like these people don't know you from Adam and you're calling them it's cold freezing okay cold calling uh the most common uh types of cold calling you're calling expired listings and you're calling for sale by owners okay Circle prospecting Circle prospecting is fun so you have a listening Circle prospecting involves uh just if you can imagine drawing a circle around the house that you have listed or you're doing open house on and you are intentionally connecting with the neighbors and the people around this house okay generating websites so a lead generating website would be a website that uh can allow you to collect information from people uh via the Internet or a lot of uh lead generating websites now are attached to social media uh landing pages things like that so a lead generating website is a website that specifically allows you to um put put out in order to get information back from people and then you can use that information that you are receiving uh to you know add these people to your database and and get them um in your in your flow or if if this is still a popular way for for people to to prospect um I I know that covid has um covet has severely I think uh ruined door knocking for a lot of folks not only for uh the realtors that are doing the door knocking but for the people who are answering their door right so door knocking I think is is is going away um I'd love to hear your comments uh any of you that still door knock or or know Folks at door knock and are still being successful at it I'd love for you to put that in the chat um and I'd be interested to hear about that I just know that um in the past few years the the landscape of how we communicate has changed greatly and I feel like door knocking is one of those things that um has gone by the wayside um partnering with lenders um partying with lenders is a good way you know basically you refer back and forth to one another right you establish a really great relationship uh with with a local lender and uh when that lender has a lead um they give it to you um and vice versa right so partnering with lenders is um a popular way that many Realtors especially when they're getting started in the business um get put in the door and and uh just start initially with uh of people that you don't know but that your lender does right so that that's a great way to uh Prospect as well uh social media there are so many I think this is a class in and of itself is how to use social media to prospect um but social media is um have to Market anymore I think a lot of us are starting to realize the value in it but I I also think that uh the sky is the limit with social media your reach is just so far so you can Prospect with social media obviously you can Prospect through open houses or with open houses um because you have people walking in the door um that are interested specifically and looking at a house right so open houses are I think will continue to be a popular way to prospect um in the past 10 years uh I don't know if it's more than that because I've been in the business almost eight but I know that when I was first getting into the business paying for leads through Zillow and realtor.com and other websites uh was was new um so Zillow realtor.com and I know I think homes.com there's there's a lot of different websites that uh reach out to Realtors and say hey if you uh pay us you know this month uh we will connect you with leads right um that is a valid way that many of us have built our businesses um neighborhood farming neighborhood farming I think still works um you just pick a neighborhood or a certain mile radius and you consistently are touching that neighborhood um most of the time it's with mailings um neighborhood farming can can get to be pretty if you have the money to do it and you have the money just uh to be uh to really invest in that to be successful neighborhood farming is still a really great way to prospect you're getting yourself in front of people that don't know you and obviously they're homeowners most of them right um and then the last bit uh the last thing that you can do to prospect is networking uh so going to local events going to community events um uh volunteer work so just getting out there and meeting more and more people um is is a great organic way to um expecting trained to or either by other brokerages that we've been at or you trained yourself because you know maybe you got licensed you got really excited and you started watching a whole lot of YouTube videos and reading blogs about how to be a realtor and how to be successful um and I think most of the time the focus in prospecting training is on acquiring the lead let me door knock uh let me do this open house I've seen many an agent do an open house and then they get leads from the open house and don't follow up right is it has to be nurturing to transact real estate at that moment so let's say you do your prospecting activities and you get a list of uh 25 names our Mains um email addresses phone numbers whatever um let's say two people they're 23 people so do those 23 people file by the wayside um do you just you know stick stick them in a notebook somewhere and and don't follow up so it's got to be that true success and prospecting is going to come from first acquiring the lead but then nurturing it let's talk about this word nurture and I will tell you all I had so much fun uh just kind of digging into this topic a little bit because I myself had um a couple of aha moments as I uh Was preparing this this live stream um and one of them comes from just the pure definition of nurture yeah and researching for this live stream what most was that nurture can either be a noun or a verb I think we're supposed to do both and successful you get a lead acquired it acquired the lead and now it's time to nurture the lead nurture means the process of caring for and encouraging the growth or development of someone or something or out of the mindset of I gotta get to sleep I gotta get this lead and this lead's gonna lead to a sale right sale sale sale it if you if you just simply found going to nurture happens especially and encouraging the growth or development notes down here um fostering development cultivation right you get an open house and maybe they're not ready yet they may not be ready to buy it for a lot of different reasons are you fostering are you developing are you helping them get pre-approved fading to care for and encourage the growth or development of saying earlier right what we are doing we are supposed to be active in it my phone took for somebody to call me so I make the initial phone call you come my open house I follow up or I make this cold call nobody answered the phone I left a message um I sent you a note on Facebook don't ever go back as we move on to the next shiny thing many of us experience uh really high highs and really low lows in our business and there's no uh consistency one transaction to another instead of going how can I how can I nurture contact with everyone that I'm blessed to come into contact with them and Foster these people it was my huge aha moment preparing for uh this live stream already gathered the direction that we're going in is versus transaction focused say that is because you have the business of her let me have this contract sign and then we go under contract all right now inspections and Appraisal um and then maybe more negotiation and then okay let's get to the closing table that's not that's not just who we are a really crappy reputation people and only caring about that paycheck go in and not on purpose most of the time probably not intentionally said it's on the next deal the next deal the next deal the next deal like we're so focused on the transaction and we forget about the people a special unique profession that allows us to help um Usher Usher people through like the most um monumentous occasions in their entire life and it's not about the commission it's about the people get it on the front end and and by front end I mean prospecting and we forget it on the back end and this is not the class we're in today but what are you doing after the close to focus to relationship focused was at Costco on Sunday and I should have been spending okay and as soon as you walk through the door section and um you know I guess people are selling like so you're just walking through and you can't get 10 feet stop you to sell you something foreign for the folks that I was seeing like the the sales the sales people right as a as a fellow salesperson because I'm like no way that that is is enjoyable for you to talk to hundreds of people a day and for people to be like no no thank you or ignore you or probably some people getting rude right it's not fun be people don't want to be sold to feel icky it makes them feel like you're you're you're telling them how they should spend their money if professionals if we know this what are you doing what should you be doing are thinking to thing be attracting what what expecting be about attracting and not about selling Landing our faces so we don't get hung up on so we don't get you know cursed out right return your phone call work with you after they see you at an open house after they've been to 10 already that day get your postcard in the mail and want to call you you're a ninja this sounds familiar right of problems for people and to make people feel good by creating value with people who they what and flow with I am a broken record when it comes to this but I'm telling y'all it's the truth those that they know like trust and are in flow with that have called them because their listening is now expired they fired their previous listing agent um and their mother and grandmother and dog is calling them to see if they want to re-list their house are they on flow with you that they are going to choose you as their next Real Estate professional is very very low and of itself cannot just about it can't just be about the contact it can't just be about the acquiring because if you don't know ninja and you know and you not read the Ninja Book you don't know what flow is flow is frequency quality of interaction and the reason why I'm adding quality of interaction is because from you I don't think that's enough like everyone's attention spans today are just so short you know I blame it on Instagram and Tick Tock right uh people have very short attention spans so you have to you have to grab them very quickly and it has to have high impact that are you in flow with people and what is the quality of that interaction so if you have done your prospecting and you've gone out there and you've acquired information so you've acquired a lead that says that they may at some point be interested in transacting real estate a system where you are frequently interacting with this person interaction is so phenomenal that when they're ready they're going to call you yep something to play the realtor of choice we all you know joke around about this my favorite joke about this is you know you can throw a rock and hit off of them and hit 10 other Realtors any of us right and our status but most people thank you very rarely not like intimately no it's oh my brother's cousin my brother's uncle's cousin or oh my my uh my hairdresser husband like everybody knows multiple Realtors foreign people that's not just our job our job is not just to let me make this phone call let me put this door knocker on or uh yeah that's what they're called right the little door door hanger things um let me you know inbox this person on Facebook it's not just about that it's not just about hey are you interested in buying or selling real estate it's not just about that many of us doing the exact same things so what's going to set you apart that is going to cause someone to go you know co-worker is doing real estate on the side and use this person but I've been hearing from Jane for consistently for the past six months great information about the market um also sent me a nice note I got a phone call from Jane Jay choice of choice because people do have choices y'all we cannot expect that someone is going to use us just for the sake of knowing that we are in real estate you are not the only person that they know in real estate patience should not be there which means we have to put in the work be in front of people with quality interactions into ninja is it's valuable it solves a problem or it makes them feel good market so you're not sending them anything that's not relevant to them that they can't actually use or branded so they gotta know that's coming from you right the nation of Art and combination of the two is because you're interacting with you may not know who you are sending these things to giving these things to you don't you may not know and based on our last live stream you all know that there are different types of personalities to touch all different types of personalities at one time and you will not know who who you're dealing with at any given point that you are a caring advisor that is important to them that they want to work with someone that they feel like cares things as a part of your your um prospecting to that and then you also have people who are more you know linear thinking science you being a Wizard and you also have to be the source of all things real estate of things that you can do in your prospecting to establish yourself as a caring advisor and as and a source okay so personal notes send out some news articles about the market uh tickets and giveaways calendars notepads coupons uh postcards with positive quotes um invitations to to things um happy anniversary birthday note and face-to-face events the locator Maps um quarterly neighborhood statistics um just listed sold flyers or postcards um current matters y'all if you are not on that website um it's a really inexpensive um I think investment to the things that they provide for realtors through that website cover both of these categories are in science and it may and they're so professional looking it makes you look like you know what you know and what you're talking about um newsletters and Annual CMA of their neighborhood and doing like a Class A home buying class an investment class whatever uh doing class so these are the two boxes that you should check when you are prospecting now these are all the ways that we've been told as Realtors that we can Prospect this this concept now of providing value with Art and Science now look at the list value through cold calling value when I'm Circle prospecting how you with my lead generating website are there things on my website that docking how can I provide value when I'm partnering with lenders and etc etc so remember we're talking about shifting our mindset from being transaction based and focused and selling look like that instead expecting is going to look like that where you're attracting your relationship focused okay it's a value coming from a place of I want you to see me you can't carry advisor excuse me and all things real estate you're ready to go right now or not regardless of whether you're ready to transact real estate or not but you know what you may not be but you know you may know five people that are and because I'm in flow with you because I'm not just prospecting and acquiring you as a lead I'm also nurturing you okay it's gonna rain emergency of interaction is cultivating that word cultivate that's something continuous that you do you don't you don't just make that one phone call or send out that one postcard and you got their contact information and that was it no cultivate nurture it is ongoing is continuous It Is frequent you can do if you're if you're switching your mindset to instead let's say you meet that person at the open house you get their contact information um you do you do the follow follow-up whatever your follow-up looks like and you are incorporating uh these people into your database and your database is your your automatic um a lot of it can be your automatic flow pieces right there's things that are coming out automatically from your database that you don't have to think about they're just happening captured yeah about the cell and let me get you in for a buyer appointment right hey can I take you to Coffee you want to go grab some coffee on social media meaning you um consistently respond to not at all at one time because you don't want to look like a stalker but over the course of you can either do eight days or eight weeks whatever you got one of their posts and then you're uh following up that comment on the post with an inbox to that person comment where everyone is commenting then you're following up with a inbox okay that's more personal so great that was so funny or hey how you doing right get one step further one step further than acquiring the lead and then going this lead needs to need to go to an appointment I mean yeah absolutely right and then Popeyes right if you're adding them to your database um hopefully you have their information to be to your however often you do Pop Eyes for your database you're now incorporating them into that so again we're talking about quality of interaction we're talking about frequency of interaction this is how you nurture the reminder as we wrap up if I have not said it again you know a thousand times during this this live stream acquiring it business um and um those referrals all of that you have so nurture you have to do both prospecting has to be both acquiring and nurturing those that were able to uh hop on um I hope that that was helpful for you all especially in a market where um many of you if you came came into real estate in the past let's just say to experiencing something a little bit different right now which is oh shoot there's some stuff I have to do to go and get business because it's not just following in my lap anymore because interest rates aren't one and two percent anymore so you have to I have some work to do I have some work to do this is the work how do you move them to a space of nurturing continues to grow and grow and grow no matter what the market is doing no matter if we're in a recession or we're not no matter this this is normal and natural okay Global pandemic right no matter what's going on how do you ensure that your people are reaching out to you you're still transacting business you're still doing all the things here or nurture expecting and acquiring nurture helpful for you all um if you have any questions please feel free to reach out um Marissa at fivestarleaders.com um as I said Emma will be uh sending this PowerPoint presentation out um as a follow-up to the live stream with a link to it because we did record today I remembered to press record everybody um so if even if you weren't able to uh catch this live uh we will be sending it out to you for you to refer to later all right thanks everybody have a really really great rest of the week enjoy your weekend and happy selling real estate