Unlock the Power of Sales Funnel Lead Opportunity for Real Estate

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okay we're gonna get right into the meeting today I promised you I was going to show you exactly what we do or what I've done through my whole career and what I teach here at the crew what I've taught Riley Risa exactly how to do every single day I have a lot of slides and I want to get through this very quickly so I'm going to talk fast please do yourself a favor and try to be very present at least for the 30 minutes here right it's going to be one of my themes later this month but it sucks for me to look out there and see people checking Instagram or whatever unless you're posting and tagging me obviously thanks appreciate it yeah okay so we're just going to get into this first of all I have a few questions right you don't have to answer but you guys at home too um ask yourself this how consistent is your monthly income in this business do you make about the same amount of money every single month month in a month out are you riding the income roller coaster right thanks Michelle Michelle's on the roller coaster I bet a bunch of you are too second question again these questions will get you thinking and get you participating in the presentation today second question how do you decide every day what prospects to call on I don't maybe I wait for them to call me I check who was last in my DMs I don't know maybe you don't even answer that question I'm going to try to help you with it today next question do you have a process you know I've loved that word for contacting potential leads do you follow a system do you do it regularly probably not right do you have a system for recording your prospecting activity so you can look back and say I did a good job this week I reached out to this many people I took this many hours I had this many conversations these are the people I reached out to these are the people that need follow-up or do you just kind of like hop in your DMs and hope something happens okay and do you follow up with leads that don't seem interested I'm going to sit here for a second because this I will tell you from my career is where all the money is made and we were just talking about this yesterday right it's we're all out there looking for a hot lead someone to say yes today but actually all your money in this career is going to be made in sticking with people until they're ready not just trying to find someone who's ready today someone who's ready today probably already has a realtor not you right okay so this is Michelle's life yay I made a lot of money oh I'm out of clients right yay I got to work again I made a lot of money oh crap I have no clients right and right now in January a lot of us are feeling this piece of the funnel right it's a low time of year we've gone through our winter you know it's January 3rd not a lot of people are waking up saying hey shop with me right now but they should be but we go through this cycle right I fill the pipeline then I work with my clients then I fill the pipeline then I work with my clients then I fill the pipeline then I work with my clients and this is what creates the ebb and flow of our business because we're only doing one of these things at a time and this is what I see in all my years 15 years in the business 10 years as an active business coach uh this is the difference between people that make under a hundred thousand dollars and make over a hundred thousand dollars to Infinity in this business as they crack what I'm going to show you today and it turns into this right I make more money I keep making more money I keep making more money I keep making more money the roller coaster never goes back to oh what am I going to do right so the key is this is it could be the only slide for today but we're going to get into it is instead of doing the one after another we do them both every week I fill my Pipeline and I work with my clients one day Tuesday Wednesday Thursday Friday January February March I don't do one at a time and the problem is again you hear me bring this up over and over again in fact I think my reel I posted this morning was about this about being reactive versus proactive being reactive is waiting for your clients to need something from you so you can run out and be a real estate agent being proactive is doing what I'm going to show you today is sitting down and finding the next client even if you're running like crazy and your phone's ringing and you got to deal closing and you're stressed out in the middle of a negotiation you're still going to do this stuff so the key is the shift between a mindset of working in your business versus working on your business this is entrepreneurialism 101 okay again in your business is all the stuff you're being asked to do it's the life of the real estate agent I'm going on showings I'm writing offers I'm getting my house prep I'm negotiating a deal I'm dropping off closing gifts that's your business on your business is probably the piece a lot of you guys are missing on the call here in this room right that's what we're going to show you today now you're going to get caught up today because first thing I'm going to show you how to do all this it's called The Power Hour but you're gonna say but I don't know who to call well we're going to do that next month okay we're going to go over a hundred different ways I I'm lying I'm exaggerating we're going to go over like a dozen different ways to generate opportunities but the key is once you have an opportunity if you're not doing this part you're going to need so many more opportunities imagine most of us we only need like 24 ish deals a year for our goals or less depending on where you're at right not a lot of people are saying I want to sell 100 houses a year but even if you are imagine if your conversion rate was 100 percent you only need to meet 100 people then or even less because some of those people are going to do two deals or more with you so if your D your goal is 24 ends in a year I'm just going to use that number two deals a month that's a healthy income for everybody it's probably at least a hundred thousand dollars even if you're paying a team split or a high brokerage split so you need 24 people if your conversion was a hundred percent you only need 24 people you don't need 2 000 people this job is actually easy we make it too hard but we have to focus what we're going to do and then everybody else's question is well I don't know what to say okay come back in two weeks right I'm gonna break down the whole script that's coming in two weeks so I can't get this all in in 40 minutes so we're going to focus on what to do today but please don't get caught up and I don't know who to call or I don't know what to say we're going to cover that but if you don't get this part then the other two pieces don't matter I can give you 100 leads and you'll get nothing with them or we don't have any leads so we don't have anything to call nobody to call anyways right so we got to get this part figured out so what are the Power Hour a power hour is the key to having a never-ending flow of clients it's a series of activities we do in a logical order every single day no matter how busy we are it becomes a habit it's like eating breakfast or brushing your teeth they're getting dressed right going out for a walk whatever you want to do with discipline this has to become part of it it's not something we do when we're broke or when we're out of clients or when we want to change our goals it just this is the job it's the boring monotonous part of the job it's Riley's full-time job as an inside sales agent this is all he does for us right because he doesn't go out in the field but for many of us as you as I'm describing this today I'd really like to think about how many hours a week you spend in power hour and I'm gonna guess it's probably less than five it might be less than two if it's one I'm still proud of you but it might be zero a lot of weeks and that scares the out of me right there's 200 working days a year even if you have multiple weeks off and all weekends off if you just did this for one hour a day those 200 working days a year 200 Power hours a year imagine the results that came out right so trick question how long is a power hour trick question Michelle but I love the participation thanks as long as it takes right we call it a power hour to give it a good feeling right it's supposed to be a positive thing it's not my grind it's not my my hell hour right it's my power hour it's where I get the power in the business because the Power Hour creates abundance okay that's why it gives you the power because now you're qualifying who you want to work with you're picking and choosing you're saying no to people or they're not ready right the Power Hour can be anything from 30 minutes to four hours depends how much power you want right how much abundance you want your funnel now how when do we do a Power Hour I would recommend we do it in the morning that's when we're least busy but if you got nothing going on a second power hour in the evening a power hour on the weekend four Power hours on Sunday instead of an open house whatever right don't get caught up in the hour it's the act of doing it thank you Mr okay last question before I get into this if I teach you this will you do it yes thank you Josh really believe me it's it's useless to come to one of these sessions and take something like this like I put a lot of thought and a lot of stuff into the materials to be handed out later I put multiple Power hours into just preparing this so please do me a favor and take a gift like this how boring this is this is like real estate 101 and believe me that if you do it it will work it's been working for me for 15 years okay I'm not here teaching you anything that I didn't do in my own career I developed this for myself by going to all kinds of paid trainings flying across the country going down to the platforms that generate these leads having them teach me and then working with it every day to turn it into something that worked for me and I could repeat you guys did hang out with me a lot you know I like to have flow charts and systems to run my life I don't like to just be willy-nilly I like to know if I do this I will get a result and this has been paying the bills for me and everyone that's worked with me for years okay a couple definitions right just so we're all speaking the same language anybody what what's a what's a lead thank you Morgan yeah since you're not liked I'll repeat the answers but in my language a lead is someone who's made an inquiry who you think you have a chance with but you haven't spoken to yet and spoken to I mean had a real conversation one or two text messages isn't a conversation yet this is I've had a full out conversation with them I understand their needs they know my name now if I call them back it's going to be easier that's a conversation so in my mind a lead is someone that we have not spoken to yet have not qualified yet okay then what's an opportunity okay yeah so it's somebody it was a lead now we've spoken to them but what haven't we done with them no yes we haven't been on the field with them yet right so we're still in the warming them up so there's still an opportunity for us to do business but we haven't done any business with them yet then obviously a client is someone we're out in the field with you picked do I have an active contract or not doesn't matter right if you're a belly to belly you're showing them houses you've been to their house they're your client now do not lose them and then sphere is obviously anyone that's been our client already or that will be our client in the future because they already like you but they just haven't transacted yet we got these four main groups of people and it's key to understand that these four different groups we're going to treat them differently and we have to put them into different groups and follow up with them differently because if I call my sphere like their lead we were talking about this yesterday right it's gonna suck they're gonna feel weird right but if I treat an opportunity like my sphere they might go find a different realtor just making sense okay so we got the definitions good now the goals of the Power Hour are pretty simple goal number one let's talk to somebody new right if every day of your life you met a new stranger who needed help in real estate 200 working days a year you'd only have to close one out of four of them to hit your goals right goal number two is to review the market be the smartest realtor in the room the hot sheet is our stock ticker right and also if you do this every day you don't get behind you have stuff to talk about for the rest of your power hour so we're gonna get into that in a second number three is to complete your tasks if you promise to do something you put a reminder in your calendar then you didn't do it oh my God please you give me heartburn right you took all that time to write it down put a reminder and then you just watch that reminder go by so number three in the power is do the things we promised ourselves and our clients we were going to do yeah everyone's like but don't stare at me Jeff right next next goal is to follow up on our opportunities and again if you're paying attention what's the goal if we're following up with our opportunity get an appointment yeah let's go from opportunity to client so our goal for those people is we've stuck with them this long they're warming up we've talked to them three times let's go belly to belly with them so book an appointment and then the fourth goal is to stay in contact or fifth whatever I don't have numbers on my notes uh the fifth goal would be stay in contact with our sphere and not close them or do anything with them but we stay in touch real easy we put it at the end because it's easiest we don't put the easiest at the beginning okay so step one and these are on your notes and again if you're watching the webinar I will send you this PDF that everybody's holding in the room here step one is actually not part of the Power Hour at all it happens 24 7. we call it speed delete right and the reason speed delete is important when someone inquires with you it's more important in 2023 than ever I've been doing this since 2008. it was not as important people were more patient 15 years ago they're not anymore how patient are you when you make an inquiry to somewhere or you phone somewhere for an appointment or you're waiting for a call back yeah I am in the group of the most impatient people I've ever seen in my life here right I got a bunch of young real estate agents this is probably the the Venn diagram of impatience right we're all like where the is the Callback why are they responding to my email why haven't they signed that yet guess what the people that are inquiring and asking you for help they're doing the same thing about you and this is a big one to get over is you got to call that person back right away if you are available if you are not belly to belly with another client either answer the phone or call them back I don't answer my phone uh even if call display I know it but you know when I do answer my phone when I have no idea what that number is I will go connect because you never know and that's when the craziest opportunities sometimes crazy people too but you get into a conversation the most important thing here and the thing I hear in this room a lot when I have sessions with you guys is what I want to be prepared I don't have my computer in front of me no stop right you just lost the lead they've called somebody else or somebody else has called them back faster they just registered on your website they just register on four people's websites right they called you about a property they've called four listing agents right so we want to call them back the first person who gets in the door usually gets the client there's a statistic from the National Association of Realtors in the states that 67 percent of home buyers use the first realtor they spoke with so you got a two out of three shot if you just call them back quickest and then take it from there so you don't know you don't have your computer great you go hey I just want to call you back I'm in my car I actually don't have that in front of me I just want to make sure I got in touch with you and I'll call you back later right you don't have to have it all figured out you just have to make first Contact okay so speed delete is happening 24 7. as fast as you can now we're going to get into the power hour so new lead Outreach is our first section again when someone inquires with you you want to get back to them as fast as possible now if you've been doing speed delete there should be almost nobody in this group right the only people in this group are the people you tried to call and you haven't gotten through to yet so the next problem I hear come up a lot in coaching session I don't want to bug them right I left him a voicemail yesterday it's not how it works all right persistence is the key in this game so I've studied we've done this you have about a seven to eight ten day window before this person will no longer remember inquiring with you so for that seven to ten days we want to go hard right I call it hurry up and wait at about seven to ten days then I back off they're gonna have to inquire again because if I'm calling them for 14 days straight I might get my number blocked but day one it's going to be phone Pleasant voicemail and again we'll go over all the scripts in two weeks then hang up text hey I just got your voicemail it's it's Jeff from the crew I'm trying to get in touch with you call me back then day two through seven no more voicemails but just try again try again try again right in 2023 a lot of us are not answering our phone if we're busy and then I'm also not calling that person back I bet a lot of you don't even check your voicemails unless they're not transcribed to you by Siri or whatever so just try again you're going to catch them when they're ready and by and again leaving that first voicemail if they listen to it or they read the first text you're much more likely for them to pick up the next time because now they know who's calling when it says unknown caller or just your random number but they got a text from it they're going to answer the second or the third time okay so you got this first window this is the first thing I want you to do in your power hour because the most important because we have to find a new opportunity every day right second take a break from the phone okay that was stressful we're calling new people my heart's pounding my armpits are sweating what are they gonna say um just that's what I hear from you guys I don't feel that way but I'm excited right I remember feeling that way though so I'm empathetic to it so you know we take a break we called up we tried all our new people we got we talked to somebody who didn't now we take a little break go over to the MLS right hop on the hot sheet however we all I don't know where everybody's joining from this call but on ours you can have that little widget but we're checking for the new daily solds the new daily uh listings the price changes whatever this way so you as you go into the next round you have stuff to talk about that's why this is important right you'll have all this stuff top of mind what just listed what just sold who took a price reduction what happened in your neighborhood it's all going to be top of mind and if you do it every day you'll be the smartest person in real estate I promise you most people go to the hot sheet when they have a client who needs something on the hot sheet you should go every day we were in a small enough town that you could be smart about everything that's going on and you'll just absorb it you don't have to sit there like it's an exam or a study period just absorb it just read it flip through them ask yourself Ah that's is that a good price or not oh I remember seeing that a week ago that's weird it just reduced and oh cool that's sold interesting you just like go through it actively when you do that that should take like 15 minutes it's not a huge job now we're going to go into the rest of our power hour okay the next one is your scheduled follow-up so wherever you're saving your follow-ups that's where you go to do this if it's your calendar great if it's Reminders app if it's your CRM you might have a spot for all your your tasks but we want to check for stuff that we missed yesterday because we got too busy or a week ago so clear up the longer that thing goes in the past the less likely it is going to create something in the future so even if you missed it yesterday pick it up right so we're going to do our tasks and then if the task doesn't result in what we want so say if the task was send somebody something okay so we send it then I'm going to tick that off and then tomorrow I'm going to schedule myself uh did you get it email or or call right I'm going to check in you don't want to just send stuff and then forget about it if it was to call somebody then I'm going to call them and if I get a voicemail or whatever I'm just going to move that task out to tomorrow my task was an attempt to call them it was talk to them right it wasn't just like dial the phone but make sure you do this this is so critical that if you promised yourself to do something that you do it you're only like if you're not going to do it just forget doing tasks anyways but this is the key step and we want to do this methodically because I don't know about you guys if I get to like eight o'clock at night and go look at my task list it's not too inspiring but when we're here in the morning it's good to go okay the next part of the Power Hour is opportunity follow-up so these are people you have spoken to but aren't ready I'm telling you this is where all the gold is most people who inquire with you do not need you today and depending on your lead Source too if you're outdoor knocking you might have got someone's information you meet people at an open house you meet people at an event if you're doing a lot of web leads like we do a lot of those people are registering on that system 6 12 18 3 years in advance but if you stick with them they're your client right if you stop sticking with them because you get too busy and you forget to call them back and they don't hear from you for 90 days they find another realtor people are lazy in this business in every business in the whole world we take the path of least resistance so you need to be the path of least resistance for your potential future customers and so what you want to do here like what we do and I would coach you guys on the webinar too is to have a couple different groups we'll call them hot warm and nurture so someone who's hot we put them in that group because I'm actively trying to book an appointment with them I'm like I didn't get them on the last call for whatever reason they didn't want to go face to face yet but I want to so they're in the hot group and those people I'm checking my notes and if I haven't had a contact with them in three days I'm trying to get I'm going to send him an email send him a text phone him again you Let It Go five seven days they put an offer in with somebody else at their open house right these people are hot warm is that group that's like okay they sound ready to go but they didn't have a specific timing or motivation so that's like I'm not going to let those go more than two weeks if I look in my notes and I haven't talked to that person in 15 days they're getting a phone call today for I'm going to make up a reason right reconnect hey I know we just talked to you two weeks ago you said you weren't ready but I wouldn't be doing my job if I didn't check in with you to tell you about this house that just came on the market tell you about this cool sale we just did um or just say hi right I just miss you it can be very easy right I was just thinking about you I just drove by your house today I thought about you it doesn't you don't have to complicate it the point is to stay in contact or else they're going to meet another realtor who does stay in contact with them that makes sense watching me very intensely today I like it um and nurture nurture is the group I promise you nurtures the group for all your future money is made and most people give up on this group because we are so addicted to hot leads I made all my money on nurture right the 97 of the leads that don't convert today I don't know about you guys I still plan on making money in the real estate industry two years three years even 10 years from now wouldn't it be nice if 10 years from now you were like just patented old past self on the back and thank you for all that follow-up you did now I just have a never-ending flow of clients coming in day in and day out because of all the stay in touch I did because I wasn't just looking for the hot lead because I had easy conversations stayed in touch reached out to people I'll tell you one of my secret goals not even my note here we did this back on my team I realized that so often we're asking for referrals from past clients and sphere one year we sat down and I said what if we redesigned our entire way we spoke with leads and that they enjoyed that process so much that they sent us one of their friends before they ever even met us like that was it was so nice talking to us on the phone I know you've got the style right here it's just so pleasant right that it's not pushy it's just so nice that they're like you can't believe I I'm gonna send you a piece of business even though I'm not going to be ready for two years instead of just trying to get referrals out of our past clients what if we got referrals out of our leads how many referrals could be coming right so that's what I think about hot warm nurture again a nurture lead I'm not going to let go more than 30 days without a contact even if they told me they're not ready for six months secret from a veteran everyone's timeline speeds up so if they tell you three months make sure you're calling them back in 45 days max again I make it easier just 30 days if you look and there's not been a communication there's not been a back and forth in 30 days just find a reason to call them and if you don't have a reason today then just they're still be on the list tomorrow right so call them tomorrow find a reason drive by their house you know go check out their neighborhood check check them out on Instagram and like something they're doing it's active follow-up man okay I'm staying on track I thought this was going to take a lot longer last but not least Sphero reach okay this one's really important and it's the easiest we put no pressure on it it's just hey how are you doing right and in 2023 this can be texting dming it can be a nice little email you can send them a couple properties that just sold around their own house okay you are not trying to convert these people into leads I'm not calling them and saying hey friend you want to move like that sucks that's not why we're doing this we're just saying hey remember me right we like each other and people who like each other talk to each other they don't ghost each other for six months and then expect business that's not how business works right so the goal is to grow this group I got a lot of younger agents in the room right but if you get to year five you're ten of your business this should be all of it you don't really need leads anymore you have two 300 people that know you like you trust you and have done a deal with you in the past you're set for life in this career as long as you stay in touch with them if you don't guess what there's a whole crop of rookies trying to put them in their sphere and if you don't stay in touch with them and just keep chatting with them you don't have to provide a lot of value you don't have to say anything too smart it's just staying in touch and that's how all relationships exist right the best one I put here the only script you need is hey I was just thinking about you oh what were you thinking no nothing just popped into my head today I thought I'd give you a call how are you doing right great goodbye you don't need any cheesy oh and by the way if you ever think of selling like that stuff's tired and old right people know what you do they're following you on Instagram they're following you on Tick Tock like but you have to maintain that human connection or else it falls off and you just become an avatar to them okay I'm very excited I thought this was going to take longer but I've been speaking very fast so to recap and we're going to do our little like Mastermind session after with the worksheet here guys but what we need to do is work every single day this has to be priority number one forget the offer you have to write forget the photo session you have to do forget the training and you have to come to this is what you need to focus on doing every day day in and day out even if it's only for 30 minutes right we want to at least get through a little bit of each of it but we want to make it into a habit and routine that you feel weird if you've gone a day without doing this this is where all the consistency and the money is made and the key is being able to do it even when the work of real estate is going nuts when you had a shitty day when you wake up in a bad mood when your client when you've been negotiating until midnight and you wake up and you're right back in the fire getting your power hour in that's the sign of a true professional and someone that can keep going and is going to have business three months from now six months from now continuously right it takes the stress off the business it's just like brushing our teeth we learn to do this every day we want to be also make sure that we go through quickly the recap right step number one speed to lead we're doing that 24 7. just call them back say I just wanted to connect with you I'm out of my car I'm just between meetings I don't have that information with me I'll get it to you tonight when can I call you tonight now you're connected your next text your next call gets answered but if you let that first one go they're probably calling someone else registering on another website they're finding someone who will help them and guess who's going to help them faster one of your competitors that is not as good as you because they're not doing anything they're sitting around they're they're not busy right so they answered their phone and they talk to this person so don't give up your business to someone inferior to you because you don't want to call them back just call them back say hi or just answer the phone that's my favorite uh New Leads next thing we're going to do is we're going to call our new leads we're going to call them every single day call voicemail email text we keep trying until about day 7 or 10 depending on the lead Source right and then we're going to back off but if you have that person in your CRM you're going to wait for their next inquiry or the next thing they raise their hand on about if they opened your email or um if you noticed they were back on the search site then you can you put them back into that new lead category and then go after him for another seven days we don't want to be I'll just add this here with the the new lead section you don't want to just keep power dialing these people for months I have a coaching client I was working with that was kind of doing this and you're never going to get through on day like we did statistical research uh when I was running an Isa department on my old team it was about day seven on a on about day eight the chance of getting in touch with these people dropped to almost zero that's why we came up with these rules it wasn't just you know I just pull these numbers out of thin air the next thing we want to do is research the market and again that's just simply creating your own little hot sheet whether it's Paris Brantford the the county are you an investment realtor so you're going to look for all multi-family properties but just flip through it like you're just window shopping just keep yourself intelligent because as you can see if you do that now as you're doing your follow-up tasks um your opportunity follow-up and your Sphero reach you have all the latest stuff right on the tip of your tongue you just looked at it 10 seconds ago so now it's time to talk about it you'll think oh I should send that property to so and so oh that's right by their house well that's interesting that just came up for sale and it makes the follow-up so much easier one big I don't know what to say yeah you do you're a realtor tell them what's going on in the market right look up the market stats look up the listings look up the sales then we got to get into our opportunity follow-up do not assume that because you talk to somebody they will call you back when they're ready that's a huge losing maneuver right you are the one that is being paid and making money you do the Outreach so you decide whether you programmed a task or if you put them in that right bucket what you're looking for is the last Outreach so if you're using a good CRM system you can literally sort by that what was my last Outreach and go oldest to newest right or if the list is only 30 people then just read them one at a time and try to see okay that guy was 15 days ago he's still good for another two weeks on in the nurture but you just make these rules up when in doubt just make the call no one's going to be like why are you calling me again never happened in my career and it's a big fear that comes up I don't want to bug people I don't they just told me not to call them it never happens people are happy to hear from you right last but not least we're going to call our sphere and this is the game that at the beginning it's going to feel weird because you're like why do these people need me but in the end this is what veteran top producers this is all they do right is they just call their spear you follow them on social media you call them once a while you put them on an email newsletter you invite them just a couple events you only need two 300 people in your sphere to have a career for life if you stay in contact with them okay so got through it all today this PDF checklist is the same thing we just went through you guys all have a copy of it I'm going to be sending it with the um the follow-up which will be on our Apex podcast it'll be on Youtube it'll be on my YouTube coming soon um so keep an eye out for that um if you want it sooner just send me an email or a DM today and I'll fire this over to you but last but not least just remember we do our power hour every day that is the key I hope you took away from today you want to use my process because you haven't invented a better one start here but you can tweak it you can make it your own but you have to do something this is the job right without doing this there is no work to do in the afternoon right so please thank you very much for coming today I hope you enjoyed the new format and I'm going to kill the zoom recording but we're going to do a little in-house Mastermind if anyone on the zoom ever wants to come to the Paris office here on a Tuesday just let me know and it's always open invite I'd love to see some other faces here thanks for joining me and we will see you next week [Applause]