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[Music] hi I'm Brian Eisenhower and I am here today with Melissa Taschen who is about to close 35 homes in your first full year as a buyer's agent on one of the top real estate teams in her area Melissa thank you so much for being with us here today the thing about you is melissa is only 25 years old and she is amazing at her follow-up in nurturing techniques comes across like a seasoned veteran who have been doing this for a couple decades and she's so good and it's been such a pleasure working with you on this too and watching how you have crafted the ability to nurture online leads from something from people that you don't know or even people that are in your sphere of influence they're just searching online and how you have done such a good job of cultivating and nurturing them and this is one thing before I ask you your techniques I do want to explain to people a lot of people will will form an opinion about leads online and and and they won't like them because there's so many of them are bad leads and I think often times there's a lot of user error with that because they make a call and they assess the strength of a lead based upon that first call and when people start searching online you know this very well they're not ready to engage yet so they're not a good lead and that's the whole process of following up and nurturing them over time coming from Contribution adding value over time oftentimes with you how long are you doing this are you sometimes over the course of a couple months yeah right so it's multiple contacts with yeah eight to nine minimum yeah that's your goal so hey eight to nine times you're following up with a lead before we start assessing it yes yeah and so that you know depending on the number of online leads you have that can mean a lot of calls and that in itself is a form of prospecting we're reaching out and making contacts with all of those people who we know we're searching online so what are you saying I'm curious what is your focus on those eight to nine follow-ups when you're reaching out to these people time and time again that you we're out there looking at homes at the very least what tell us about that so always I want to come from contribution how I can be helpful and insert myself so that I can build rapport with those leads rather than come across as just another salesperson that's trying to get something from them so like you say it's kind of a dance where can I insert myself so that I'm helpful so one of my first questions that I like to ask people is about their timeline where would they like to go when would they like to be there and how can I help them accomplish that always always always it seems like people say we're just looking we're just looking that's what I hear so do you why every time I walk I hope that's your takeaway but because I'm gonna get that every time I have to figure out how I can be helpful and so that is where I like to introduce that tailoring search that personalized search because if all they're wanting to do at this point is look great I'm in how can I help you look more effectively and so that's where I can take that conversation and keep them brought in it is interesting to when they go online to search for homes there is this natural tendency to for them to set up this terribly wide search right if you live in a city let us say I want to see all the homes for sale in the city there's no price range parameters there's no Geographic parameter so what they end up doing is getting auto-updates of 20 to 30 emails a day that they're not going to look at all these the homes that they're really looking for somewhere buried in these all these different homes so they never really get to see the homes I mean that is do you find that's just the frequency there they're really doing themselves a disservice and again that's another reason why I can insert myself and be helpful they've got the idea that they know how to go about this process when in reality they don't even know what price range throught with it I think agents don't know this I don't think a lot of agents understand that people don't know how to search right and that you can't help them it seems very very obvious to us because we have all these auto prospecting tools out there that we're used to even through most most of our multiple listing services and we just assume that the client will set up a search that's good for them that it's not rocket science well it is a problem and you can help and you do and you're doing very well so you're following up trying to custom tailor that search for them so it becomes a manageable amount to help them search no pressure no obligation in the privacy of their own home that's the dance right help but not invade the privacy until they're ready right and talk about how you implement in other ways you start moving into help I know you do it with financing because we always want to get people pre-qualified right for us yes but we want to tell them how that can help them right and I think a lot of agents will be quick to say well we need to get them pre-qualified because if you find a house you want we gotta have a prequel letter to get your offer considered but that's not where they are yet is that Lee know you've got to spend that conversation so that they can see how that's helpful to them and they're not ready to look at a house or buy a house they're just looking exactly so they're over here now exactly so if I can talk to them about things like where they need to keep their monthly mortgage payment oh okay all of a sudden that's relevant that's important and that's a carrot to be dangled look we got to get to the bottom of this what can you guys afford and then they start to see how this is applicable to they're just looking phase right if I'm searching for homes and I see a house that's $400,000 if you're getting finance which most buyers are how does $400,000 apply to me what I'm searching I don't know I don't know but the monthly payment on that house matters so I need to know which loan on qualified for which loan program I want which interest rate I want how much down I'm putting now when I start searching at homes oh I can see my monthly payments and my down payments now so if you can help them helps them with their search so that they can just look more effectively right and I think that's great that's it that's some of the simple things we can do that almost every online a home searcher needs and agents are afraid to do instead like I say they assess the lead is poor quality because they're not ready to go well that's what they need us for yeah you know and that's what the internet is done it's enabled us to reach out and help earlier not to make a search on their own online is actually a good thing so long as we know how to add value with that search what you clearly do so Melissa thank you so much for your time with these guys on your nurture and then followup techniques that's phenomenal keep it up can't wait to see what you do next year Thanks you bet thanks guys [Music]