Fast Track To Getting Started In Real Estate Agent

1. what is this course about?: Are you a brand new real estate agent or are you thinking about becoming a real estate agent? Well, you are in the right place. There is so much information out there and sometimes it gets very confusing on where to start or what to do. But in this course I will share with you exactly what do you need to do by giving you the action plan and step by step to accomplish what other agents take 12 month to do, you'll be able to do that. And only four weeks in week number one, we'll talk about the 12th essentials that you need to accomplish now, that's setting up your websites, set up other social media platform, and your Google business page, and much more. In week number two, we'll talk about building your database, what kind of CRM to use, how to assemble your database, and most importantly, how to communicate with your database. So you can have them reach out to you to give you business. In week number three, I'll share with you how to tell the world that you are in real estate without having what I call a commission breath. You'll get my reconnect e-mail that you will send to your database. You'll get my video scripts and other social media items that you can post. Tell the world about what you do. In week number four, we'll talk about growing your database will talk about lead generation and what are the best methods to use as a brand new real estate agent and what methods don't cost you money at all. I also have included a bunch of bonuses in order for you to succeed. Again, started in real estate can be very overwhelming. You can go watch YouTube videos and read articles and try to figure out on your own. Or you can get this program and learn how to do it step by step. Look, real estate has changed my life and I'm sure if you stick with it, will change your life as well. My name is Friday for read, and I look forward to seeing you in this course. 2. How to use this course: Welcome to this course and congratulation for investing in yourself. In this module, we'll talk about how to use this course so you can get the most out of it. So this course, it is broken down to four core areas over a four-week period. And over each week we'll be going over the steps that you need to be accomplishing. Now, you'll get more done in this four weeks than most agents do in 12 months. The first week we'll go over the essentials that must be completed first. Week number two, we'll go over how to build and assemble your database. Week number three, we'll go over how to tell the world that you are in real estate. And week number four, we'll go over lead generation and how to grow your business. Now, there are also bonuses by after all, all week 123.4. Once you complete that, I want you to look at the bonuses. And it is important that you complete this program in a weekly in order that I gave you. So don't jump around the course. I will suggest you start week one, complete the actionable items that I gave you, then you can move on to week number two. Also. This is a FastTrack training program with a step of step-by-step actionable plan that you need to take and how to execute on these plants. So it's very important that once you complete week one, that you complete all the tasks that I gave you during that week before moving on to the week number two, and so on, so forth. I am so excited for you. So let's get started. 3. Picking A broker To Work With: Welcome back. Now, let's get started. Let's get the little things that we need to get out of the way so we can actually start making money. And this is the part where a lot of people spend a whole year working on too perfect matter of the truth, you don't need to spend all that time. I'm going to share with you the shortcuts that you need to take to get this out of the way within few days. So here we go. The first thing you need is a website. Now that your company usually gives you a real estate website, whatever they give you works fine. Later on and we'll talk about the best website that you need to lead generation. But as of now, whatever your company gives you a website, whatever website it is that will work. Put your picture in there and call it a day. Or if your company does not provide one. Or you can use websites like Wix, Squarespace, and you can hire hire someone on fiverr.com to build a website for you. Don't complicate this, you need an easy, simple website. Get it out there and forget about it. Second thing you need to do is get a URL. You get that from godaddy.com. That's what I've been there's a lot of websites, but this one has been working for me. It's cheap, it's very affordable. The first URL we need to get immediately is your first and last name.com. My name finally for eight.com, I have that. Then as you later on, you probably want to get solved by and then you put your name or your town name if it's available, homes and things like that, you'll be creative. But for now, for the first six months of your career, don't sweat it. Don't spend a whole year thinking about this. Get your first and last name.com. That's it. If your name is John Smith and it's very popular name everybody is John Smith and get something sold by your name or households buy your name or something like that, pick your town, city, county name and get it out of the way. Don't complicate it. You need one URL and stick to it. Don't change that. You need a logo, okay. This is where a lot of people spend a lot of time getting work it on. You don't need a designer, you don't need an arm and a leg to do that. You go to fiverr.com. You find somebody with high rates and they charge $5 and you let them do your logo. Now one tip I wanna give you, do not put those house tops on your logo. Everybody has those. I think about time. People start changing their logos. And if you don't know what I'm talking about, just google real estate logos and you always see somebody's name and then there's like the top of the houses that looks like this. As just got to go man, just gets you a new logo. Go to fiverr.com and get one. I will also for fiverr.com, I'll include a link and I feel that link I have with them. I'm not sure if they're gonna give you a discount or something, but use my link and hopefully get something. Use a phone number. Now, I prefer to use my own cell phone number for my signs, for all my marketing. I never ever had an issue with it. I know some people are a little worried about that. And if you are worried, you don't need to go and get a second cell phone. I see a lot of agents with two cell phones. You don't need to do that. You go to Google voice.com and he gets you up for a Google phone number. It's usually free. So go to Google voice.com for number, gets you a phone number. So that way, you know, when that phone rings, it goes directly to your cell phone. Once that rank it's a business call. After they probably want to give them your personal cell phone number. Next, you need to order 12 open house signs. Now with the measurements you want is 24 by 18, trust me on that. Don't go for the cheap ones. That costs like $3 because they are small. And you want to get the heavy-duty steps stakes. If you tell any sign builder you need the heavy-duty steps takes then already talking about because of the cheap ones that you get with discounts, usually they're wired steak and once you step on them after three or four open houses, you need to buy new ones. So you need 12 open open house signs. Minimum 12. I prefer 24. But I know you're new. You're balling on a budget here, so gets you 12th. You need to order two for sale signs, those measurements 24 by 32, standard whole pattern. Again, just tell the designer they know what to get you. You need to order you a for sale sign. Now, don't wait till you get a listing and then I'll do it. Okay, so you need to get yours now. Next you need to get a lot boxes. Now usually for now, your MLS should give you a century electronic lockbox. But you also need to have a combination lock boxes just for safety. Sometimes those sensory live boxes. Or centra lock boxes let electronic wise sometimes they fail and you need to have something for a backup. So always have a lockbox like a Master Lock. It's a good brand to get them off Home Depot for like 40 bucks. You need to create a Facebook personal page if you don't have one. Simple, get your Facebook page is essential. You need to have a Facebook page as a personal, as a real estate agent. And you also need to create a business Facebook page. Now if you don't know how to do that, a simple YouTube or Google search will show you how to create a business YouTube page, simple one with your photo, logo and a few things about yourself. It's very important later on, so you can run some Facebook ads. Other thing you need to do is make your Instagram page public. I know this is going to freak you out. A lot of people have private. Now, if if you fear for your safety and you're in a position where you cannot absolutely cannot make your Instagram public, then I get it. But it's going to cost you a lot of business as long as you're okay with that, what you need to do the moment you decided to become a real estate agent. You cannot be a secret agent. Can be double or seven. James Bond, a secret agent, you have to be a public agents. So Gretchen and Instagram page make it public immediately because down the road is going to allow you to promote your open houses, your listings, and a lot of things. So again, talked about make your Instagram page public. We're going to create a Google business page. So what you need to do is google setup. Sign up for Google My Business. Again, watch YouTube video, will show you how to set up your Google business page. Now, one thing, one tip I want to give you is you want to stay consistent through all Pat, all all all social media platforms and YouTube, instagram, Facebook, everything it needs to be with one username. So what I like to do mine is all fatty fried real estate. So you'll see that my google Pitt, my Google business page has fatty food, Real Estate. My Facebook page has them, my Instagram, YouTube, everything is the same across the page, across all platforms. And that will help you with SEO down the road. So stay consistent. Same thing with a phone number. Tried to have the same phone number throughout the plat platforms, unless you want to track some, some marketing material, then we use a different phone number and we'll talk that later on. Different modules. Number 12, create a LinkedIn profile. Again, same thing. You want to put there to meet your professional real estate professional 13, I don't have that in. There is a YouTube channel started, start a YouTube channel. Even if you don't have any videos right now, we'll talk about that later, but you need to start your YouTube channel. So let's talk about CRM, which stands for Customer Relationship Management. It is absolutely important that you get CRM from the get-go from the beginning. Now the best one to use is the one that you are going to use, a simple one. Usually your company gives you what like e.g. if you're with KW, KW command, some other brokerage offer, KV core. There are though they're all good CRMs. Some of the MLS will offer you one as well. I use line desk and I've been using line desk for awhile. I pay around $25 a month. Their subscription probably went up a little bit. It's been great for me, I highly suggest it. So the first option they each you should use is the company provided one because it's free. Next option you should go with line desk. Do not get too caught up with all the fancy CRMs out there. That does so many tricks you don't need all that. You need a simple CRM because the formula that I'm going to give you that will help you work. Your database is very simple and you don't need a complicated CRM. So here's your action plans. So you're going to have an action plan that you need to follow before you move to the next module. Do not move to the next module until you complete this action plan. By the time you finish this program, you're going to have the systems in place up and running if you do the action plans by end of each module. So here's what you need to do. Number one is get the, get your website. If you haven't done that already, gets your GoDaddy URL, go to Fiverr and requests for them to build, to make a logo for you, get a phone number, are decide if you're going to be using your cell phone. You don't need to do anything. If you're going to use a Google phone number, make sure you get get you a Google Voice or do your signs. Order year for sale signs, get your light boxes, your Facebook, social media, YouTube, LinkedIn, and of course your CRM, get all that information up and running. Now what I'm gonna do is I'll show you a few things here. I'll show you my what my open house signs as you see, it's 24 by 18. I designed this on fiverr.com. You'll realize that I use fiverr.com a lot because it's extremely cheap. If you had somebody in the US designed this open house sign for you, they're probably cost you 100. I paid $5 for this. So as you see, it's a very branded for me because my brokerage allow me to brand myself as long as they have their information at the bottom. You'll see my logo. Again, fiber did that for me, my phone number, and then my picture. I like to put my picture on as many platforms as I can so I can build that real estate brand. Also, what I'll show you here is this is my Google Voice number that I used to prospect from. That's all the time I use my Google Voice number. So when I'm prospecting for sale by owners is expired, I use my goal, my Google Voice number. So when I get a call back from prospect, I know it's coming from for sale by owners or expired. This is fiverr.com. This is the website that I use. Again, I'll have a link to some of the craters that I work with. The ones that build my website, the ones that did a logo for me. So you can use them as well and make sure you use my affiliate links. I will also try to include as many YouTube videos as I can about building your Facebook, Instagram and things like that. So again, you have an action plan to do. Print this action plan, put a checkbox after you complete this one. This should not take you longer than five days. A lot of people spend a year building this. You don't need to do that, don't be that person. Get it out of the way in the first five days before you move to the next module. Actually, I had someone that did that and within 24 h and I believe you can do. I'll see you in the next module. 4. Week 1: The Essentials That You Need To Do First: Welcome back. Now, let's get started. Let's give the letter things that we need to get out of the way so we can actually start making money. And this is the part where a lot of people spend a whole year working on too perfect matter of truth. You don't need to spend all that time. I'm going to share with you the shortcuts that you need to take to get this out of the way within a few days. So here we go. The first thing you need is a website. Now that your company, usually it gives you a real estate website, whatever they give you works fine. Later on and we'll talk about the best website that you need to lead generation. But as of now, whatever your company gives you a website, whatever website it is that will work. Put your picture in there and call it a day. Or if your company does not provide one. Or you can use websites like Wix, Squarespace, and you can hire hire someone on fiverr.com to build a website for you. Don't complicate this, you need an easy, simple website. Get it out there, forget about it. Second thing you need to do is get a URL. You get that from godaddy.com. That's what I've been good. There's a lot of websites, but this one has been working for me. It's cheap, it's very affordable. The first URL you need to get immediately is your first and last name.com. My name Friday for re.com. I have that. And then as you later on, you probably want to get solved by and then you put your name or your town name if it's available, homes and things like that, you'll be creative. But for now, for the first six months of your career, don't sweat it. Don't spend a whole year thinking about this. Get your first and last name.com. That's it. If your name is John Smith and it's very popular name everybody is John Smith and get something sold by your name or households buy your name or something like that, pick your town, city, county name and get it out of the way. Don complicated. You need one URL and stick to it. Don't change that. You need a logo, okay, this is where a lot of people spend a lot of time getting work it on. You don't need a designer, you don't need an arm and a leg to do that. You go to fiverr.com. You find somebody with high rates and they charge $5 and you let them do your logo. Now one tip I wanna give you, do not put those house tops on your logo. Everybody has those. I think about time. People start changing their logos. And if you don't know what I'm talking about, just google real estate logos and you always see somebody's name and then there's like the top of the houses that looks like this. As just gotta go man, just gets you a new logo. Go to fiverr.com and get one. I will also for fiverr.com, I'll include a link and I feel that link I have with them. I'm not sure if they're gonna give you like a discount or something, but use my link and hopefully get something. Use a phone number. Now, I prefer to use my own cell phone number for my signs, for all my marketing. I never ever had an issue with it. I know some people are a little worried about that. And if you are worried, you don't need to go and get a second cell phone. I see a lot of agents with two cell phones. You don't need to do that. You go to Google voice.com and it gets you a Google phone number. It's usually free. Go to Google voice.com for number, gets you a phone number. So that way, you know, when that phone rings, it goes directly to your cell phone. Once that rank, it's a business call. After they probably want to give them your personal cell phone number. Next, you need to order 12 open house signs. Now with our measurements you want is 24 by 18, trust me on that. Don't go for the cheap ones. That costs like $3 because they're small. And you want to get the heavy-duty steps stakes. If you tell any sign builder you need the heavy-duty steps takes then already talking about. But because of the cheap ones that you get with discounts, usually they're wired steak. And once you step out after three or four open houses, you need to buy new ones. So you need 12 open open house signs. Minimum 12. I prefer 24. But I know you're new. You're balling on the budget here, so gets you 12th. You need to order two for sale signs, those measurements 24 by 32. Standard whole pattern. Again, just tell the designer they know what to get you. You need to order you a for sale sign. Now, don't wait till you get a listing and then or do it. Okay, so you need to get yours now. Next you need to get a lot boxes. Now usually for now your MLS should give you a century electronic lockbox. But you also need to have a combination lock boxes just for safety. Sometimes those sensory live boxes. Or centra like boxes, let electronic wise sometimes they fail and you need to have something for a backup. So always have a lockbox like a Master Lock. It's a good brand to get them off Home Depot for like 40 bucks. You need to create a Facebook personal page. If you don't have one. Simple, get your Facebook page, it's essential you need to have a Facebook page as a personal, as a real estate agent. And you also need to create a business Facebook page. Now if you don't know how to do that as simple, YouTube or Google search will show you how to create a business YouTube page, simple one with your photo, logo and a few things about yourself. It's very important later on, so you can run some Facebook ads. Other thing you need to do is make your Instagram page public. I know this is going to freak you out. A lot of people have private now, if if you fear for your safety and you're in a position where you cannot absolutely cannot make your Instagram public, then I get it. But it's going to cost you a lot of business as long as you're okay with that, what you need to do the moment you decided to become a real estate agent. You cannot be a secret agent. Can be W27, James Bond, secret agent. You have to be a public agents. So getting an Instagram page make it public immediately because down the road is going to allow you to promote your open houses, your listings, and a lot of things. So again, talked about make your Instagram page public. We're going to create a Google business page. So what you need to do is google setup. Sign up for Google My Business. Again, watch. Youtube video, will show you how to set up your Google business page. Now, one thing, one tip I wanna give you is you want to stay consistent through all Pat, all, all all social media platforms and YouTube, instagram, Facebook, everything it needs to be with one username. So what I like to do mine is all fatty fried real estate. So you'll see that my google Pitt, my Google business page has fatty food, Real Estate. My Facebook page has them, my Instagram, YouTube, everything is the same across the page, across all platforms. And that will help you with SEO down the road. So stay consistent. Same thing with a phone number. Tried to have the same phone number throughout the plat platforms, unless you want to track some, some marketing material, then we use a different phone number and we'll talk that later on. Different modules. Number 12, create a LinkedIn profile again, same thing you want to put there to vitriol professional real estate professional 13. I don't have that in. There is a YouTube channel started, start a YouTube channel. Even if you don't have any videos right now, we'll talk about that later, but you need to start your YouTube channel. So let's talk about CRM, which stands for Customer Relationship Management. It is absolutely important that you get CRM from the get-go from the beginning. Now, the best one to use is the one that you're going to use, a simple one. Usually your company gives you what like e.g. if you're with KW, KW command, some other brokerage to offer KV core. There are, though they're all goods CRMs, some of the MLS will offer you one as well. I use line desk and I've been using line desk for awhile. I pay around $25 a month. Their subscription probably went up a little bit. It's been great for me, I highly suggest it. So the first option, The each you should use is the company provided one because it's free. Next option you should go with line desk. Do not get too caught up with all the fancy CRMs out there. That does so many tricks you don't need all that. You need a simple CRM because the formula that I'm going to give you that will help you work. Your database is very simple and you don't need a complicated CRM. So here's your action plans. So you're going to have an action plan that you need to follow before you move to the next module. Do not move to the next module until you complete this action plan. By the time you finish this program, you're going to have the systems in place up and running if you do the action plans by end of each module. So here's what you need to do. Number one is get the, get your website. If you haven't done that already, gets your GoDaddy URL, go to Fiverr and request for them to build, to make a logo for you. Get a phone number, are decide if you're going to be using your cell phone. You don't need to do anything. If you're going to use a Google phone number, make sure you get get you a Google Voice or do your signs. Order year for sale signs, get your light boxes, your Facebook, social media, YouTube, LinkedIn, and of course your CRM, get all that information up and running. Now what I'm gonna do is I'll show you a few things here. I'll show you my what my open house signs as you see, it's 24 by 18. I designed this on fiverr.com. You'll realize that I use fiverr.com a lot because it's extremely cheap. If you had somebody in the US designed this open house sign for you, they're probably cost you 100. I paid $5 for this. So as you see, it's a very branded for me because my brokerage allow me to brand myself as long as they have their information at the bottom. You'll see my logo. Again, fiber did that for me, my phone number, and then my picture. I like to put my picture on as many platforms as I can so I can build that real estate brand. Also, what I'll show you here is this is my Google Voice number that I used to prospect from. That's all the time I use my Google Voice number. So when I'm prospecting for sale by owners and expires, I use my goal, my Google Voice number. So when I get a call back from prospect, I know it's coming from for sale by owners are expired. This is fiverr.com. This is the website that I use. Again, I'll have a link to some of the craters that I work with. The ones that build my website, the ones that did a logo for me. So you can use them as well and make sure you use my affiliate links. I will also try to include as many YouTube videos as I can about building your Facebook, Instagram and things like that. So again, you have an action plan to do. Print this action plan, put a checkbox after you complete this one. This should not take you longer than five days. A lot of people spend a year building this. You don't need to do that, don't be that person. Get it out of the way in the first five days before you move to the next module. Actually, I had someone that did that and within 24 h and I believe you can do. We'll see you on the next module. 5. Intro to SOI: Sphere Of Influence: Welcome to week two where we talk about the sphere of influence. This going to be the foundation for your business and it's very important that you start putting systems in place so you can have a successful career. What I noticed is when I meet with the top reducing agents, are the agents that have been in business for a long time and they're very successful. I noticed that most of their deals come from this group, the sphere of influence. So it's very important that you start working with this group. So later on in your career, you'll have business coming to you instead of you chasing business. Before we jump on this module, I want to make sure that you've completed your homework for week number one, where we talk about the 12th essential items that you need to complete before moving on to this module. So let's talk about the sphere of influence. Now, this is where you're going to get most of your deals and there is a science to work in your sphere of influence. Now, the goal is to stay in touch with this group as often as possible. You need to occupy space in their mind when they think about real estate, they think about you, or when they think about you, they think about real estate. That is the main priority. Of course, you want to build a relationship with as many people as possible in your database, with your sphere of influence. But also besides the relationship you want them to think about you when it comes to buying or selling real estate, what do you need to do is create a trust. And here's the science and the formula of creating trust. Because remember, people buy or sell with people they like and they trust. So the formula is this frequency, so you need to appear in front of them frequently, will share with you in the next module is how to do that. Then you become familiar. So because they are seeing your stuff all the time, you become a familiar person. I get a lot of people when they see me in public, even though maybe we had one interaction and some people I don't even know, they feel like they know me because because the way I stay in touch with them and how frequently they appear in their social media or the e-mails, mailers that we will talk about in the next module. You also want to stay authentic to who you are. So I hope we're friends now on Instagram. If we're not, let's connect and you'll see that when you look at my Instagram, I'm the same person that you meet in real life as well. Then also you want to stay relevant. So we're sending them relevant information by adding all this together that how you create a trust, and once you create the trust than doing business with this people will be very, very easy. So let's jump on the next module where we talk about how to build this database will see you on the next module. 6. Build Your Data Base: Welcome back. We are going to talk about CRM, customer relationship managers. So this is a very important module because everything you're gonna do, every lead you're gonna come across any leads you're going to generate is going to be added to your CRM or Customer Relationship Manager. And the most common question I get is, what kind of CRM to get? Now as you see here, the best one you get this, the one that you're going to use. Now, I suggest you start with a free one that you broker give you. So e.g. if you work with Keller Williams, they have W command. They usually give you that for free. Other brokerage they give you KV core. They give you that for free. Use, something that your company gives you for free. First. Also some MLS, if you are part of subscription for an MLS, them unless that you're part of that will give you access to a CRM. Now, the one I use is lying desk. I pay 25 dollar for it. As of the time of this recording, they were talking about increasing their prices. But they probably go up to 30 or 35. I still think it's worth it. I've tried different CRMs in the past. They weren't they were they were very complicated. And that's why I didn't stick with them. I feel like line desk is very simple. Something that I use. It doesn't have like tons of bells and whistles that other CRMs have. Which is perfect for me because the more features and complicated it is, the less LB going to use it. And what are we going to do is we're going to learn about how we're going to get this CRM. So get the CRM that the broker gave you or the one that is part of your MLS. And if not, then just go with lion desk and we'll go over more details about line desk. So, so first thing we're gonna do is after you choose your CRM, we're going to add contacts to your CRM. Remember, this is gonna be your hub, this, every person you come in contact with, you're going to take that person, add them to your CRM. So we're going to add your SOI, also known as sphere of influence to your CRM. Now, what we need to add to the CRM is name, first name, last name, phone number, address, their mailing address, and their email. Now in line desk, there's going to have more, more places which can add more details like their date of birth, their anniversary, and things like that. Which is great. The more information you get from a client, the better it is. And when we go over how to work your CRM, We will go over how important that information is all going to be a key factor of you staying in touch with your, with your CRM if your database. So the most important ones are named number, address and of course, e-mail address if you can. So how are you going to get these contexts? So the first thing you going to do is go to your phone, go to your contacts and add every single one. So it depends what kind of services you have. I have Galaxy phone. So there's Android and iPhone. Now. Both services, if you go to your contacts and you hit contexts, Let's see. So you hit contexts and you scroll all the way down. So this is my phone. You're going to scroll all the way down. This is, I believe, similar to iPhone as well. So if you do that is going to tell you the number of contexts that you have. I believe I have 1,500 maybe contact. Let's see. So like in the bottom right now, mine says 1606 contacts with the phone numbers, 1,600 people on my phone right now, what do you need to do is look up on YouTube or google how to export those phone numbers. There's a lot of services that will allow you, you can do it for free, or there's some services that will allow you to extract those four numbers. So it's gonna be FirstName, LastName, phone number to make it easy. When I started, I didn't have that many contexts on my phone. So what I did is I went and added every single person manually. Now that takes a lot of time and there's a chance that you screw up their phone number by number two. So the best thing to do is export them through a service. So go on YouTube, look up how to export for numbers from Android or how to export your phone numbers from iPhone, whatever type of form that you have. Once you do that, they usually give it to you in CSV format and Excel spreadsheet format. Once you have the Excel spreadsheet, then you're going to upload it to your CRM of your choosing. And that way you're gonna go from having zero contexts and that CRM tool, but hundreds. And then I'll share with you how we can go and edit those contexts. So the first thing I'm going to do is go through your phone, export all this data. The first thing I did is I printed everything, got an Excel spreadsheet, and I went and added the ones that I wanted to edit and add everyone there are some people there I don't want to add, especially in my families, we have a lot of realtors, so I didn't add those. So as of now, add everyone and I'll share with you what to do. You can also go through your Facebook and add all the contexts. Same idea with Facebook, you click on your Facebook page, you go to your contacts and look at the names. The names there have phone numbers. So add that phone number. If not, feel free to ask them for their phone number. If that's someone you don't. You can also go through Instagram and adds contexts. Go through LinkedIn and add contact. These people that you know, okay, I don't want you to add people that you don't know yet. But this is people that you know, like if you were to walk down the road and I'll see you there black, they'll recognize you learn to recognize your name. So as of now, I don't want you to add the ones that you don't know. At least you have some type of relationship with. I also gonna go through your e-mail address. Now with email address, if you YouTube how to export email contexts in your database, especially Gmail. You can go through your Gmail, an export the database. So what are you going to get from Gmail is going to, you're going to get first name, last name, and email address. And that's fine. This people that you exchanged email with, colleagues, friends, go back to the ones that were like maybe you were in school with some type of clubs. You are with you and have their emails. Add those to your database. So you're going to have FirstName, lastname, email address, add it to your database. 7. L 3 Segmant Your Data base: Let's talk about segmenting your database. So by now you have extracted all the contexts and put them in one place. And I don't care what kind of system used, like what kind of CRM. If you're going to use a lion desk and Excel spreadsheet or any software that your company might give you. It doesn't matter as long as as long as it has the function to tag people or segment your database. Otherwise, what's the point of the CRM? Where are we going to be doing is segment the database based on these four groups. Alright? So the first group is going to be the active. Now active leads are active group. The act of simply means they are either active buyer, you met with them, you did a buyer consultation, they sign a contract. Now you actively looking for houses for them or it could be a seller that signed you a listing. And it's about time to start actively selling their listing. Simple, straightforward group. The second tag we're going to use is hot. Now those are the hot leads. This is someone that it is thinking about moving in a one to two months or less than two months, they express to you that, Hey, we're looking to move within a couple of months here, or they are influencers. Influencers have e.g. here's who is on my hot lead like a divorce attorney. A divorce attorney isn't influencer. They're not necessarily my divorce attorneys. There's three or four a divorce attorneys that I keep in touch with. They're not necessarily looking to move within the next month or so, but they go they talked to so many clients that they might be able to refer me a deal or two every month. Also, my CPA is a really good one because they might CPAC is a lot of a lot of people. And as long as they stay in touch with her, she'll be able to when people ask about any real estate advice, she'll be able to refer me my barber. I get a haircut once a month. So I see my barber. And when he's cutting my hair, I always tell them about real estate because they always asked me how is the market. Other real estate agents from different cities or in different states. So I live in Michigan. We have a lot of people coming in from Arizona, Chicago. So I stay in touch with other agents in there in those cities, in those states. So when they have someone that is moving to my town, they think about me. So I have them tagged under hot leads. The other group is gonna be your warm lead. Now, anyone that you have a name, phone number to contact, they can be they can be Here's example. They could be somebody that walks into your open house. You have you have a open house registry. They'll say they sign their name first, lastName. They put their e-mail address, they put their phone number, and maybe there were casually looking maybe we're looking next to you. We just want to know what's out there. You can tag them as warm leads. The next modules we'll be talking about how to contact and stay in touch with these groups. Usually the warm leaves are about six months out and let's say six months plus some of them are a year out, but this is your warm lead. Cold lead. Now these are usually you only have a name, email name, or a phone number. They usually they let's say they opt into your one of your Facebook ads or maybe they call they did assign call one time they saw one of your listing, they called and they say, I'm just curious, this house is in my neighborhood. I'm not looking to sell, but I'm just curious, how much is this house going for? And of course, you give them a little more information of what the neighborhood you give them the price, and then you add them to your database. So you have them because later on we'll talk about how to stay in, tucked in top of mind with your active, your heart, your warm, and you're cold. Lead method of context. Okay, so here, here's the methods. How are we going to contact these leads? So here's the method of contact. This is how we're going to contact these leads. So you have your active list. Remember this people that are signed with you, they're counting on you to sell their house or be fined them a property. So you're going to look at this list every single day you'll get to the office. This is the first group. This is the top priority you're going to look at. If you have a buyer, you're going to actively look for houses for them. If you have a seller, you going to give them update on the selling process. And it's very important for buyers. Let's say you get on the MLS and you're sending them, let's say emails automatically or your system send them e-mail automatically about houses. If you find a house that you think that matches your criteria, I'll take an extra step in, copy that link and text it to them and say, Hey, what do you think about that house? So they can see that I am putting effort in the system. You're hot list. This list, you'll communicate with this list weekly or monthly. It depends on their situation. So if somebody tells me, look, I'm looking to move within a month, but I am doing this repairs and I should be done within a month. Right. So what I'll do is stay in touch with them weekly. Okay. How's the flooring going? How's the painting going? So when the time comes, I make sure that I'm the person who's taken that listing. But for another example, like for an attorney, doesn't make sense for me to contact this attorney or contact my barber or contact my CPA every week asking them for business. I can do that on a monthly basis. Warm list, one list. Now, this list you contact with them monthly or bimonthly. Now usually via text or email, you're slightly less aggressive with this people. With active list in the hot list, you're more aggressive. You're doing phone calls or text messages, direct contact with a warm list you'd probably do in a text message or email. With a cold list, you're not calling them. Most likely you're going to send them e-mail for informational only because remember this group is they're just thinking about buying real estate, but they're not really motivated. And if you start calling and texting them and email them frequently, they might unsubscribe or they might start blocking your stop bothering them. So you just want to stay in the back of their mind when it comes to that. So we'll go over the email to email them, what to text them and all that stuff. But what I want to show you here is I want to show you my CRM, my lion desk CRM that I use. I have this test contact stored in here, and as you see here, it says hot. So I have this was a contact. I would tag them as hot lead. So let's say, let's say this person as a hotly, this is somebody that maybe they showed up to my open house. And they said We're looking to buy within to two to three months, right. So I'll talk to them. I'll go in my comments here, put a little bit comments about them. Then what I can do here is I can go and set up a follow-up call, right? I can sell all the texts touch base with this if you haven't already, right. So then I can I can tell when I'm touching base. Also what I do dailies, I go here, pull all my contacts, and I go to Filters, and then I filter on hot. So I start with hot leads, so I click hot leads and then it pulls out all my heart leads right here. And then I go through them, make sure I'm talking to all the hot leads. Or if I just, I first start with the active leads. So I can go active, I apply the filters. Let's see. So let's say I have this 1234 active leads right now. So I immediately, every day I call them, texts them, email them, or just kind of keep it in back back of my head so I know that I'm talking to these people. So make sure you segment your database before you move on to the next module and we'll see you on the next module. 8. L4 eamiling your data base: Welcome back. Let's talk about connecting with your SOI, your sphere of influence through email. Now, if you remember the methods of contexts, we have calls, texts male, and now we're going to talk about e-mail, how to email your database. So everyone in your database should be receiving two e-mails from you every month no matter what, as long as you have their email address. And here's what to send them. Now, just a quick note. Never ever send your database a generic email that have that usually your company gives you. I've seen a lot of companies give you like a pumpkin pie recipe or how to use vinegar to remove stains and just silly things like that. I personally don't think that that adds value to your database. And I don't want them to think about, when they think about pumpkin pie recipe. You want them, when they think about real estate, I want them to think of by me. So I'll give you a better examples of what to send to your, to your database. And here's, here's what I send them. It's just a quick note. It is best to send email number one on the first week of the month and then you send them email number two on the 16th. And usually aren't Tuesday, 08:00 A.M. that gives me the best open rate. I am little bit analytic, analytical person. I track data. So here we go. I did the homework for you, send it on the first of every month and send on the 16th of every month, non Tuesday, 08:00. You'll thank me later. Alright. Let's let's jump to it. First e-mail you're going to send to your database is what I call a re-connect email. Now, you said you pulled all the list together, you put the list together into your CRM. You segmented them. Now you're going to send them this email. This is the first time ever they receive an e-mail from you as a real estate agent. So here's their reconnecting, email, the subject, but reconnect, put friends, clients and colleagues. I want to send you a quick email to connect with you in case you haven't already heard, I recently launched my career in real estate and I'm very excited about it. I'm helping people, helping people with buying, selling, or invest in real estate. And I would like to send you to emails a month answering two question, I commonly receiving end or market stats. This way you can keep your fingers on the pulse of the housing market and make smart decisions if you don't want to receive them, no worries. Just click the unsubscribe link and the bottom of the of the message. And if you have any question, I can answer for you. Just reply back and let me know. I want to help you make the best decision when it comes to real estate, okay? So this is what I call permission marketing, right? So you're getting permission from them, instead of just blasting them with emails, you're sending them an email and you're telling them up front like look, you will be receiving two emails from me every month where they are bad, they're about real estate. And if you don't like them, noise, unsubscribe. Easy, simple. That way. Every time you send an email, they already gave you permission to send them emails. So here's email number one. You're going to go to your MLS and you're going to pull the market stats. You can simply copy it and send it to your database. So what I usually do, It depends what city, city or county. Usually by counties, the easiest way to do it that way you covering pretty much everything. So e.g. if you live I live in Michigan, so I do that. The three counties I work in is Oakland County, Wayne County, McCone County. I pull these data and send it to them. If you live in San Diego, maybe you want to pull like San Diego data. Here's what here's an example. Okay. So I send them Southeast Michigan residential market overview, September 2020 residential market overview, and show them the new listings pending stats, close dad's data and things like that. It's really just to send it to them. Some people go through them. Some people don't, some people just look at it. But what's important in this e-mail, you always want to put this line in there. Are you thinking about making a move? Simply reply to this email and let's go over your options. And then I like to put my picture in there. I always put my picture in the email and then how they can contact me. So this is one of the first email you can do that. It's very easy. Like as you see here, I simply screenshot. I really just took a screenshot from my MLS data for Southeast Michigan and send them and that pretty much give them information about the market. Okay. Here's the email number two, this one here, you probably have to do a little bit more work with it. I call it fatty, favorite house of the month. So what I do is go on the MLS and find a really nice house. And I just send it to them, say, hey, if I don't have a listing, if I have a listing, I always send them my listing say Hey, this is how the month my listing. But if I don't, then I go on the MLS, find a nice house and I send it to them. So again, you can highlight one of your listings or you can find a pretty one and share it with them. Okay, Here's an example. Fridays favorite house. Now this is not my listing. And I just say, Hey, this is the house is square footage. Here's the asking price. Click here for more photos, they click on it, it takes them to the listing itself. Texts me for private showing. That's it. Now, the idea of this, number one, they're not going to know if this is your listing or not. They don t know this. Sometimes they get my listing, sometimes they don't. But what they know is I'm doing business. Right. So they don't know this is my listing. Not but they know fight. He's doing business. That's very important. I'm actively sending them business. So that's the second e-mail I'll send once in a while if I find something that is educational and I use a website called KTM, keeping current matter, it gives you real estate ideas. Sometimes I put it in an educational way in a video, wait and send that to them as a video. Maybe I don't send them stats that month. I'll send them a video, educational video, and a listing of the month. Sometimes I send them stats and then educational video, but I usually like to give them information from KCL m.com and put that in a video and send that to them. So here's your action plan. Number one, send your reconnect email, the email I shared with you. This should be your first e-mail. Locate. Where are you going to get the stats from? Talk to your broker, talk to your team leader, talk to an agent in your office, asked them Where can I get stats from? And you can show them an example of what I did and checkout Casey M, you can use this link that I provided you here, I think get a discount. I'm not sure. But let me show you what I'm talking about. Kcl. Here's KTM. They they it's a subscription-based. They update this. I think they add one article every month or something like that. But it's very cool. Way of they put very, they take a big article in, kinda put it in sometimes infographic or short e-mail. Now I can simply KCL. This allows me to simply email. I can simply copy full post and go to my lion desk on my CRM and blessed that email to them. Or what I can do, I can turn this to a video. Alright, so I might have a video that says reasons to hire a real estate agent professional. So I might do, hey guys, this is Friday for arena, I'm sharing with you the reason why you need to hire a real estate agent. Number one, contracts, and I'll tell them why contract number to experience. Number three, technology negotiation, blah, blah, blah, into one video, one-minute video, and I'll send that to them. Videos always do better than articles. Okay, so whatever you decide to do, make sure you you pick two emails that you're going to send every month. And what I do is by end of the month, I decide I already have decided what emails to send the very next month. I switch them up. Sometimes I sent stats. My stats e-mail doesn't do very good. People don't like numbers. So I switched them up sometimes educational, video, education article, favorite house, fires, favorite house a month crushes it. Always, always people click on it to see what the picture is looks like because remember they have the nice kitchen, they're pretty houses. Always, always that, that email crushes it. So do the homework and we'll see you on the next module. 9. SOI MAILER: Welcome back. In this module, we'll be talking about sending them mailers to your database. So we, we look to send at least a minimum four pieces of mail to your database? Minimum four years as you started off, I personally sent one every month. So as you start making more revenue, I want you to scale out how many mailers you send. The more the better the more you touch your database via call, text, email, mailer, the better the return will be. Because remember, we want to get that share Mindshare in their brain that when they think about real estate, they think about you get, when you go to your database, remember we have a CRM now. We have a lot of their information in our CRM. We want to get as much possible information and that CRM including their address. So if you have someone first and last name, email address, and a phone number, maybe you want to start looking at public record to pull out their mailers or even better, ask them to LMI once a month. I send a mailer with a lot of time. Very helpful information. Do you want me to mail something for you? It's 100% free. What's the best address for you? Now I use a service called Car fact dot-com corp.com, and I'll include the link there. Actually, if you use the link I'm including, they'll give you like five or ten per cent off. By the way, they always have specials. So before you order your mailers go to their Facebook page. That's what I get my most promo codes or just use my link and that should give you about 10%. Here's a pro tip. Always use a heavier loan officer or their title company. Pay half of your cost. So when you started off, maybe there'll be a little bit tough. But as you start as you start building your business, you want to talk to a loan officers and ask them if they will pick up half of your marketing. So you'll tell them, I said, I like, you'll tell them I mail out one piece of mail or to my database. And would you like to cook to be a co marketer with me? We can have your information there in case they want to refinance or something like that. Now you go from, let's say, spending $300 a month on mailers. You're now you're spending 150 on mailers because your loan officers picking up a half. What to email. Here are some sample examples and I'll show you samples right after I mail lot proof of production just listed, just sold. How much is your house worth? Market updates, seasonal stuff. I'm not a big fan of seasonal stuff like Thanksgiving, things like that. There's only few holidays that I may align. I don't do like sweetest Day, Valentine's Day, I don't do that. Thanksgiving is one of my favorite. I do. Any agent announcements. So every time we cross a milestone, a number of houses sold or once once a year we do give back to our community. I'm with Keller Williams, so we do have something called Red Day. So when we do that, I send the mail or just shown them that sharing with a client what we did to the community. Hot market postcards. And again, I'll show you samples, magnets. I don't want you to get too caught up with magnets. The best one that I seem performing, my clients keep r the calendar. So if you're going to send a calendar for any given year, make sure you send it around October, later, lay the latest November because everybody else send them out in December. So you want to be earlier. So they they'll put that on their fridge. Again, the idea is that every time they go to their fridge, they see your picture. Another one that's been really good for me is a dishwasher magnet. This is dirty and clean, dirty in one side and you flip it over. So as clean as my picture information on it, my clients love it. I always get compliments about it. Once a quarter I do send item of value. So that's not a like a postcard, but what's going to be is something, a handwritten note that I personally sit down and hand-write to my top 20 or 30 clients. And then sometimes I do, I send them a Starbucks gift card. I did last Christmas. I send out the 10-dollar Starbucks gift card. I send out $1 scratch offs when COVID hit, I said, I hope you're staying safe and healthy during these hard times. Here's scratch offs. I hope you hit the jackpot or whatever that was. Sometimes we have big lottery tickets here in Michigan called omega, omega millions and power bowls. Once that hits certain number and it makes a lot of buzz and town. I by one scratch 11 mega million ticket, which is $1. I put an envelope but I'll send it to them and say, hey, when you when you hit the lottery, just make sure you buy houses with buyer mentioned with me or something like that. So let's go over the action plan before I show you the samples when I'm talking about. So first thing you need to do is go back to your database, make sure that people that you have firstName and lastName and you have an idea what city they live in, go to public records and pull their address and I'll share with you how I do that. Make sure in your database for people that you have their mailing address. So if you have somebody full information with the mailing address, line desk, there's an area where do you do tag? Some CRM's. They have places where it's called bucket, but you need just to tag them somehow and call them mailing list. So when you are pulling your list to mail them down the road, you will just export the ones with the mailing list because obviously you want to, you want to export them and print labels for them and mail that out because now I'm sorry, you want to export them and upload that information to core fact. Can meld the information for them. So also I want you to pick your first postcard for next month. So let's go and see what what I'm talking about. Okay, so here's what core fact looks like. Now, here's what I sent my last meal or this. Well, my last man, it looks like so as the time of this recording, the inventory is very low. We have a lot of buyers in the market, not a lot of sellers. So this is straight out of core fact.com. Inventory is low sellers again, over asking price of free online estimate anytime I have my phone number. And what's going to happen here is you're free estimate is waiting for and then you see here, you see their address. So if they live in 123 main street, he's going to say 12123 main street. They need to go to this website and enter this specific code. Each person here is going to have their own specific code to their property. Also, I want you to notice here That's what I like about Core fact is if they lived this straight right here is the pin will be moved here. It depends on when each person lives. Really cool, it grabs their attention. Also once they enter this code to this website, allows me to know FirstName, LastName, mailing address. Just asked for a home estimate, which gives me the opportunity to call them. This is the back of the card. I always add my logo, always add my picture, as you see here, my call to action, I leave it very minimum to, to call of action, which we will learn about more. Coal action and mailing module, farming module. I'm sorry. You see I only have four number four for older people that don't like to go on the internet. And then I have a website. So this is not even my website. This is core fact website. I don't confuse them. I see a lot of people that add a lot of bunch of stuff here and there. Mailers, you'll see their phone number, their office phone number, their facts. You'll see their e-mail address, you'll see their website and the core fact website. That's too much. You're confusing the prospect here. By the way, they're not prospect. There are people that know you. So mailers gives you credibility right away because people know mailers are expensive, which they're not at this time. I think I paid for a jumbo for a big postcard like $0.55 or $0.65. It depends if I get a glossy or not. So this is what they do. So a lot of people go to this website which this, what it looks like. They will enter their code and they say see it now. Now remember this is a sample, so it's not going to show me the actual thing, but it's going to ask them, is this new information correct? This is pulled out of public record. So what people do is they can say, Oh no, I have four bedrooms, I have three bathrooms and so on, so forth. So they are going to update their information. They say yes, it's correct and is going to spit out it's going to have my picture here. This is a sample. Again. It's going to have my picture here. It's going to have an estimate for them. So it's going to happen is, let's see if I have so what's going to happen? This is my leads. I'll get notified right away and I'll get the client information immediately. And it's going to say this person opted in and asked for and it's going to tell me how much how many times they logged into the website. They've used the upside, they submitted their information and so on, so forth. Which allows me to give them a call, send them an email, and just say, Hey, are you thinking about buying a lot of time? They say, I was just curious or maybe they say, We're thinking about selling in three months or they say, We're thinking about refinancing in that case, I say, great, I have a great loan officer that I can direct you to that's going to help you with your refinance. I redirect them to my loan officer. That what keeps my loan officer helping me with my costs. So here's if you go to core fact website and again, use my code, you get 10% off or five per cent off. I'm not sure what it is, but you get a discount. If you go to postcards, There's a lot. Here's our, my favorite. Here's just listed. If you get any listings. Once you get some listings, here's some proof of production postcards. This shows that, let's say I have a month, what I sold three listings. So what I do, I use something like this card right here. Where has maybe I just listed I got one pending, just sold. You could be next. By the way, here's the prices. So as can be, I prefer to male over 100, so it's gonna be No, this is print only so standard males as $0.77, $0.75. The more you mail them, less expensive you get a gets. Okay. Here's another one that I like. This is market update. So I pulled the stats from my MLS and a mill that to them. And also these are some funny ones. Once in awhile, I send these out. And then I has been good mailers. If I'm doing if I'm in the mark, if somebody my database, if I have clients as looking in certain areas, Let's say Farmington Hills and Michigan, then what I sent something like this, I have a buyer for you. I might send this doesn't have to be all my database, but this could be like four people on farming and i'll, I'll share with you that later. But hot markets, so I always, hot market is one of the nice ones that I sent to my database. Just let them know. Like Look, the market is hot. Have you thought about selling your home, give me a call or find out how much your house is worth. Last thing I want to show you, it depends what kind of MLS you have. In Michigan. We have what I'm from in my county actually, we have something called real comps. And real Comps allow you to go to PRD, which is public record data. Now, if you don't have this feature, call your MLS, I'm sure they have something very similar. You should have something like that. Let's see Somebody let's put the building that I work in. I worked at 3,500 Orchard Hill, 39500 Orchard Hill. So let's say I met a prospect. Let's say I met, well, this is reverse actually. So let's say I met someone. I know where they live, but I don't know how I don't have their mailing address. I don't have I'm sorry. I don't have their information. Firstname and lastName. Let's say I go to Zillow, I find for sale by owner. They're not picking up their phone. I can put their information, their property address. I can hit results. And it's going to show me that the owner name and things like that. Now this is a commercial buildings, so it doesn't have an owner name, just have the LLC. What he can the PRD also allow you to put first name and last name. So if I met John here isn't lastName Smith. Barney John Smith's in Oakland County. So if I know they're in Oakland County, I put Oakland County. If I don't know the county, I can zoom it in by city. So if I meet someone, let's say I'm at the gym and working out. I met someone will become real France. We go the class together, things like that. I have their first name, last name, email address, phone number, right? So what I'll do is I'll go back to my system. I look up their mailing address. Okay. John Smith, let's say vacant land. So let's say Is this person right here, I get their mailing address. Now, I update their information in my database. So now they're gonna get a call from me, a text from me, email from me and mailer as well. So that's how I make sure that every person I have in my database, I add a mailing address for them at a mailers for them, and then they get a drip from me once a month. Or in your case, if you're just starting out, I recommend sending four times a year. So this is it makes sure you do this action plan, make sure you use the promo code. I'll post it. I'll make sure I have it somewhere so you can get the discount and I'll see you on the next module. 10. L6 Call or Text Your Data Base: Welcome back. So we talked about adding people to the database, segmenting that database contact and that database with email. Now, let's talk about talking and texting your database. And the talk tracks that I want you to use when you connect in with a database. So the conversation has to be adjusted to the type of the lead, right? If you have a hot lead, the conversation will be different than a warm lead. So I want you to remember active list. You look at that list every day, right? Because you have buyers that actively looking for houses that you want to state with them weekly. You have sellers, you want to give them update on the process of the cell and you want to text them as needed. So every day I might login and send a text to my buyer to say, Hey, I saw this house. I think you might like, or I might text my seller or give them a call and say, Hey, just to let you know, we had open house over the weekend. We had six people in. Here's the feedback, so on and so forth. Right? Then you're hot list, you're going to communicate with them weekly or monthly, remember, depends on the type of the lead. I usually text or e-mail that list. So well, let's say one of the people in my hot list is my the divorce attorneys that I know. I might call them or sediment tech side and say, Hey, just want to touch base with you. Do you have any clients that need of real estate help or is there anything I can do for you or your business? Simple as that warm list? I communicated with them monthly and usually most of the time it's texting e-mail. I rarely call them unless I had to, but it's mainly text or e-mail. Now remember in the previous, in the previous module we talked about what to email your database. So automatically you're, your database should be receiving from you to emails every month because we talked about that. So really what's left with a warm leads? Just a follow up warm lead. That could be somebody that walked into your open house. They said, We're not looking until the kids get out of the school. And I say When would that be? There'll be six months from now. So maybe three months down the road, I might send them a text and say, Hey, just want to keep you updated with what's going on with the market. Interest rates are this low. They went from 3.25. Now there are 3.0 for a third year mortgage, just adding value, anything that I can just send to them by adding value. So I'm not calling say Hey, are you ready to move yet? Are you ready to move yet? No, I'm just adding value, personalized value via text. Then remember you called list. I'm not calling them, right. They're receiving my two emails from me every month. Informational email or educational emails only. Alright, so here's a pro tip when you're texting or talking to your client, use the word touch-based, not follow up. This is basic NLP and I don't want to get into the depth of this. Just keep in mind when you call a new client, just say I want to follow up with you. Say I want to touch base with you. Follow-up is a resistant trigger. So you just want to say I want to touch base with you, decide on the outcome before you make the phone call. So before you call this client, you want to know what's my outcome? Is it to get them to make an appointment with me? Is it educational only so you want to know what your outcome before picking up the phone and just calling for no reason. Also, always be standing up when you make your phone calls and always smile on the phone. So what I do is I start dialing and before the client picks up the phone, I started smiling and say, John, this is fatty smiling so they can hear it through the phone, right? I'm not calling. Hey, John. This is fatty. You want to be excited when you making these calls. Always let your client know when you'll be reaching out to them again. So let's go back to our Open House client. I walked in that looking to buy a house in six months from today. So I touch base with them three months and they say, Here's what I would say. John, this is fatty with Keller Williams. How are you doing? He says fatty, who are we met at an open house three months ago in Novi. Does that ring a bell? Yeah. Well, listen. I don't want to bother just want to give you a quick call to let you know that the interest rate went down from 3.2, 523 per cent. And you can probably qualify now, instead of 300,000 dollar home, you probably can qualify for 310320. I don't know. So just want to let you know and give you that information. Oh, great. Funny. Thanks for letting me know. Well, of course, yeah. Well, listen, I want is there anything I can do for you right now? You're still looking to buy within the next six months or three months, whatever the time frame left. Yeah. Okay. Great. So here's what I'll do is I'll touch base with you in three months. And in the meantime, this is my cell phone. So if there's anything you need, just let me know. Talk soon. Bye. Alright, so that's what it's going to sound like. So what I'll be sharing with you is my most converting text. So here's what I sent to like, there's some leads, they're almost like non-responsive. And this is the types of messages I use with them. Hey, firstName, whatever their firstName is, this is fatty with Keller Williams. I hope you and your family are doing great and staying healthy. I want to touch base with you and a touch base with you. Are you thinking about moving the next six months? Okay. This could be like somebody that maybe it's at a Facebook lead or maybe somebody that came into an open house and just been silent for a while. So I might send them this. I always send them a question. My son, hey, John, I hope that you're staying healthy and safe. Please let me know if there's anything I can help with. Or I might say real estate, Here's another good one. Hi, I just wanted to be a resource for you in your home buying process. Some people don't realize that it can actually take 90 days from when you begin your home search too, when you get the keys to your new home, whenever you are wherever you are in the process, I would like to speak to you about your goals and timeline. Send me a text, give me a call whenever you get a chance. So again, this somebody might say, I'm not looking to buy until the next year or something like that. So I'm just sending them this messages. I also sometimes for buyers that they haven't signed an agreement with me, I might send them this on Thursday or Wednesday say, Hey, there are a few open houses in the area of this weekend. Did you get my email with the listings? So what I do sometimes for people, I still run Facebook ads for buyers when people used to opt-in. So I used to send them like a list of open houses in the area. So what I do is I'll look at a few open houses and then send them a text say, Hey, here are the five open houses and happening this weekend. Would you like to go see any with me? Of course. Here's another one. I'm checking it out. A couple of homes this upcoming weekend, would you like to join me? Hey, This is fine with Kilroy. I wanted to touch base with you. We have new homes that just got on the market and I was wondering, are you thinking about moving this year? Alright. So that's my text script. Here's my foreign script that I use a lot. So I would say, hey John, this is fatty with z or ELT. We spoke ten days ago and I wanted to touch base with you and see and obviously this is the next line is going to be depends on the situation. I might say, I want to touch base with you and see, when are you ready to see some homes? When are you available to go do a buyer consultation? I want to touch base with you and see if I can stop by and go over market analysis with you. If you're ready to sell your house, to sell your house and move to, let's say, San Diego. And if there is a motivation, then I will set an appointment. Now. I would say practice that script. So when you're making your phone calls, or at least put it in front of you, print it, screenshot it, put it put it in front of you. So are you making these phone calls? You have something to talk about and then have these text messages ready in your phone, save them somewhere, and then you can send them to your database. For this, is it for this module? And I'll see you on the next module. 11. Tell The World: Congratulations, You made it to week three. Now, this is a very exciting week because you're going to tell the world that your work in real estate. Now remember, you can't be a secret agent in this business. Every one that you know has to know that you do real estate. Now I'm not saying walk around and have that when I call it Commission breath. Don't do that. Don't walk into every single person you see and give them your card and told them to call you, text to you for real estate needs. Now, just be intentional about it. You will have a conversation. You ask them what they do for a living. And then naturally they'll ask you, what do you do for a living? And you tell them that you work in real estate, even when you're talking to friends and family, everybody should know that you started this exciting journey that you are working as a real estate agent. So before we get started in this week, make sure make sure you have used the re-connect e-mail. That's the first step of telling everyone near database you, you build that database. You add it to all people that you know to the database. Now you have the option to e-mail them that email the intro, the reconnecting email to your database. Actually, let me go to my line desk. This is my CRM I use called line desk. And then what I can do, as you see here, this is my database. I can simply go to bulk action. I can do email contexts. I have 596 contexts and there I can hit that. And as you see, start generating all the e-mails. I can simply copy this e-mail, edit it a little bit so I can make, make it sound more like Q, and then go back and paste it here. And within few minutes, every single person will give that email. If you haven't done that, make sure you do that, or if you haven't done that already, make sure you do it. And I'll see you in the next module. 12. WK 3 L2video announcment: Welcome back. Now let's talk about video and doing a video announcements so you can tell the world that you are and real estate. Now, I hope by now we have established all your social media profiles. And you have sent the re-connect email to your database. And now you're going to put on your social media, your official or perhaps your first video to introduce yourself and telling the world that you are a real estate agent. So here's a few things we're gonna do. We're gonna shoot a quick video, one to two-minute. Don't want to have to be long. The shorter, the better. I think 1 min, it's great. So it can fit all platform including Instagram. So I would say stick to a minute, a quick short video. Here's a short script. Hey, this is Friday for read and I'm so excited to share with you that I have completed my real estate training and I started started working with maybe top agency, best agency, biggest agency may be named the name of the agency that you start working with if it's popular in your area. And then you want to say, I want to ask you, who do you know that's looking to buy, sell, or invest in real estate, please let me know and I look I look forward to working with you. I think this should take you maybe 45 s, not that long. And you want to, Here's a few things that you want to know when you should this video. You want to shoot the video horizontal, so grab your phone the long way and should it that way. And it's okay to do a selfie so you can have somebody shoot it for you, maybe put it on a tripod. Tripod is one of these puppies right here. He can stand this up somewhere and shoot it. Or you can do a selfie. In self, it's perfectly fine. You don't want it to be too professional. So you want to grab your phone and just do the video. The video doesn't have to be perfect. I would say the quality of the audio is more important than the video. So if you shooting outside, make sure you have some Bluetooth on, maybe AirPods or a mic if you're shooting outside So you don't have that sound, right? Always smile when you're doing this video. Don't be, don't act like, you know, somebody's forcing you to do it. Smile with these videos and always be standing if you have the choice, unless you have like a really nice office and you have a nice chair that you're sitting down. Do that, but always, always. I prefer to do a stand-up. So where are you going to do is should that video right horizontal? And then you're going to blast that video on your social media, starting with your business Instagram page. I hope you've converted your Instagram page to a business. Your Facebook personal page, your Facebook business page on TikTok. If you have TikTok and on Twitter if you have Twitter, LinkedIn. But the most important ones aren't Instagram. Facebook, LinkedIn is actually it's a really good one. Tiktok, you get almost free view. So why not throw it out there and see what happened? Don't skip this. I know it's uncomfortable for a lot of people. I train a lot of people to do this. And I noticed a lot of people don't get too caught up with how they sound, what they look like. They're having a bad hair day, good hair day, I would say. Soon as you go through this module, pull your phone out, do the script, do a quick video and throw it out there. Okay, don't wait, don't take too long to do this. We'll see you on the next module. 13. Video intro: Welcome back. I hope you did your video announcement and he posted that on social media. Because next will be your video and true, and this is an introduction video to tell people about yourself and what do you do? Now, this also should be a short video, maybe one to 2 min. Probably will be closer to one-and-a-half or maybe closer to 2 min. Maybe give you the client little bit of history why you gotten real estate. But here's a few things I want you to keep in mind when shooting these videos. I want you to do answer the question why I do what I do. So besides the money, besides, obviously you're going to be making money, a lot of money in real estate. But what made you get in real estate to start with and whatever that is, you want to share that with the clients. You also want probably give a little bit history, like for me for me, e.g. I. Starting I started working as a nurse. That was my original official occupation. I was working as a nurse. That was working as a nurse and I was working as a then got my real estate license as a part-time. Then I transitioned from work in nursing field and working full-time and real estate. And whatever your story is, you want to put that in your intro video. Again and why you gotten real estate. Now this video, this one will be posted on your website, on your, on your Zillow profile on your YouTube channel. This, this will be like if somebody is meeting you for the first time, it gives them a few minutes of background about you and why you're passionate about real estate. It's very easy. Now, one thing you want to keep in mind where I'm shooting this video, you want to shoot it horizontal, not vertical. I think we met last video, we talked about shooting your video vertically so you can put it on social media. For this one, you want to shoot a horizontal, sideways. Like this. I always get them mixed up, messed up, horizontal, vertical. So you want to make sure you shouldn't sideways because it will be more compliant with like Zillow profile, your YouTube videos. And by the way, one of the other essential things that you want to have when you're starting a real estate is I want to start your Zillow profile. So make sure if you haven't by now, create a Zillow profile with your profile picture on it. Okay. So I just wanted to show you, so this is my Zillow profile. As you see, I have my photo reviews a little bit about me. But if you look down here, I'm using this video, my intro video. So people can know because people visiting my simple profiles, they don't know who I am. I have that here. Also, they can click on my website, which will take them here. I also have the video here as well, and I also call it fatty food real estate. Why I do what I do. So feel free to check it out. If you want to check it out, you can go to file for read.com. Check it out. You can look me up on Zillow and check it out. You can create something similar, but whatever your story is, I would say stick to that. That's it for this module and I'll see you on the next module. 14. Enhance Your Social Media: Welcome back. Let's talk about enhancing your social media profile. So by now you should have created a Facebook personal page, a Facebook business page, instagram business page, LinkedIn page, TikTok account, and YouTube. Have you forgotten, I think in a Zillow account and a website. Alright, It was all in week one. So let's talk about enhancing your social media profile. So a few things you want to keep in mind as you go through your, your social media profile or when you creating them, your username. It's mostly for people to discover you, your username and profile name should be very similar, should match with other social media. So for me, I keep fighting for read real estate throughout all my social media. If you use, let's say you wanna do John the realtor, so you want to keep it John the realtor or Johnny Utah realtor. You want to keep that consistent throughout your social media profiles including your business, your Google business account. The other thing, then you have your buyer. Let's say you are having your Instagram. You're going to have a little place there to put your biome that needs to be short and straight to the point. Use your city or state name when possible. So let's say you're new to, right. So you want to put your John Utah realtor and there are ICER of Utah area somewhere in there in the description and the bio. Also your profile picture tried to have a profile picture, the same profile picture throughout your social profiles. Maybe change one of them, that's okay. I like to have a different profile picture for my Instagram, but everything else is similar. And especially in my signs on my signs, I have my business picture on my all my signs website, LinkedIn, all my probe, all the same picture. Also try to use a face close-out when possible. Don't put a picture with multiple people on your social media unless they add credibility to you, maybe a famous person or anything like that. But I tried to keep a close-up picture of my self on all social media. Make sure you put Lincoln Bio when it's possible I use a website called link tree for personal websites, actually, let me show you what that looks like. Alright, so first of all, if you go on my Zillow Zillow profile page, which you should have as well. Because if you can't beat them, join them, you got to have the Zillow account, right? So I have my profile picture. I have a little bit of bio. You go to my website, is going to have my logo, my picture. If you go to my Facebook, you have my this is my personal Facebook. I also I have I can help you find your ideal house without the headache. Okay. Easy, simple, straight to the point. This is my business page. As you see find if you read real estate as well. If you look at my unfortunately, I wasn't able to get a username, real estate, so I get Friday for read one and then I put in the profile Friday for read real estate. As you see here, realtor Michigan. Don't do that. I'm not accepting new clients right now because it's November. I think I got six or seven deals pending. And I'm taking more listings. I'm working on putting systems together to hire an assistant so it can help me with the business. But yeah, don't don't do that. That's one thing you don't want to do. But I just, I get a lot of business either Instagram and a lot of people reach out. So I'm being very picky at this point because I am also working on a real estate flip. And I just got a lot of projects going on. Don't do that. Don't be like me. But also put more certainty, more convenience, more money in your pocket. And as you see here, it says click here. And as you see it's a link tree account. So when you click that, by the way, if we're not face on his friends on Instagram, Let's be our friends. Once you send me a request to follow me, make sure you message me, let me know you took my Udemy class, okay? But this is my link tree. So you click here, it takes you a link tree which is what gifts the person multiple links to click on right? So they can, if they're thinking about selling my house, they can click that, that'll take them to my selling page. They're thinking about maybe they want to have a show called nothing but Novi show. And that will take them to my show. What I went and interviewed local businesses and restaurants and Mercedes dealerships and things like that that can take them in there as well. My favorite houses and so on, so forth. So make sure you do that. Make sure you do that, make sure you didn't have your profile. Let's connect on Instagram. Let me know if you have any questions and I'll see you on the next video. 15. Go Get Buisness: Congratulations, You made it to week four where we talk about getting more business. So, so far you have built your foundations. You have created a system, a database to put all the people that you know and that database. And we have a system of how to work that database. And in week three, you told the world that you are a real estate agent. And now it is time to go get business from people that you don't know. There's two types of people in the world, people that should know, which we usually call Matz. People that you meet, that you already met, people that you don't know, these are haven't met yet. And usually people that you don't know, it, It's more people than people that you know. On average people know, but maybe three to 500 people. You might know three to 500 people, but people that you don't know, it's way more than that. It's almost infinite. So in this module, we'll be talking about getting business from people that you don't know. And I want to share with you this framework. Framework. So if we draw a circle here, this is your CRM or Customer Relationship Manager. This is the system we created and added every person that we know. And this system, this is where we usually call net. This is people that you don't know. Your goal is now is to go outside and talk to people that you haven't met yet or people that you don't know. This could be your face bow. This could be or for sale by owner. This could be your open houses. This could be expired listing. This could be elites from your divorce attorneys. This could be people from door knocking. This could be people from social media ads and so on, so forth. So your goal is really to go up here and talk to this people that you don't know yet and bring them inside your CRM and build a relationship with them and comfort them to eventually to deals. So one of the first thing I want you to do is go to your broker team leader and ask them if they have company leads. If there if you're working with a company that usually are on a main street or have a sign. Usually they get phone calls or people go to their page and put their information asking for agents. So you want to ask your broker or your team leader, who are you getting leads and who's getting those leads and how can you get some of those leads? So that's 11 way of GAN leads. The other way is to reach out to agents in your office, the top producing agents, and ask them if there's a certain price point that they don't work. In my area, there's a lot of agents that they don't work any price point under 150,000. So what I do is I reach out to the agents, say, Hey, any deals under 150,000, I'll be more than happy to work them and I'll give you a referral fee for that. I can also reach out to them and ask them to work some of their leads. A lot of this big teams are big real estate agents. They have systems that produces tons of leads through their social media marketing and direct mails, but they never follow up with them because simply they don't have time. And what he can do is ask permission from them to work those leads and return. You'll be given them 25% referral fee or any referral fee structure that you're that you guys bought, decide to work on one of your first step. Do that and I'll see you on the next module. 16. Lets Lead Gen: Welcome back. Let's talk about getting more people from the pool of people that you don't know an addendum to your CRM. So here's a quick refresher. Now, everything starts with a contact and there are two types of people. We talked about this, the mats, the people that you know and haven't met that people that you don't know. Now, your goal is to add as many people as possible to your database and to grow it as fast as possible, especially as a brand new real estate agent. A lot of brand new real estate agents tick to talk to the people that they know, which is not a lot, and then just wait for them to send them business. The best thing to do is go out there, get people that you don't know, build that relationship and tear them, add them to your database. And once you, once you have a big database, you will never ever have to go outside your database to get more business. So let's talk about a few, few things here. There's two ways to generate a lead. So there is marketing. Marketing is more passive way to generate leads. It is also slow and more expensive. E.g. is pharming. Pharming which is sending out mailers, Facebook ads, maybe put your information or shopping cards and billboards. As a brand new real estate agent, I want you, I don't want you to focus a lot on marketing. Marketing should be not where your money should be spent to start with. First, you want to build your sales skills, you want to build your prospecting skills and then go to marketing. Again, marketing is passive and they could take six to 12 months before you see results. But if you want quicker results, I'm not saying ignore marketing at all, at all. I'm saying you should spend 20% of your time in the marketing, 20% of your budget into marketing, 80% of your time, and money into prospecting. And here's the different prospect is a more direct method and usually gets you faster results. It's also less expensive. So there's two benefits to that. It's faster and it's cheaper. Here are some examples of that cold calling, e.g. cold column for sale by owners. You see I can get a list of for sale by owner for maybe $25 per list. I can go to module.com, get me a list of for sale by owners by paying $25 a month. I already have a phone. I already paid for my monthly subscription for my phone. So with $25, all I gotta do now is put in the time called the for sale by owners and within a day I can get a listing. If I make 3 h worth of phone calls, good-quality phone calls or proudly book 34 appointments out of three for appointments, I might sign one person. That only cost me $25 a month. Other example, a colon x by listing open houses is a great example. It's free or almost free. You just go hosting Open House. A buyer might come in and they say We're looking to buy within a month or so, you do a buyer consultation, you sign them up and boom, you got, you got a client. So that's the two ways. Again, as a new real estate agent, your business should be prospect team-based and marketing supplemented. So everything starts with prospecting first because it's cheaper, faster results. And then you supplement that with marking. The biggest mistake I see new agents do is they go with the easy way with the marketing. And they start doing billboards and they start putting their pictures on shopping cards and things like that. And they spend their money, but they never get the calls and they didn't ever give the returns that they need. Okay, So let's talk about the main sources you can go on and generate. Remember, first thing, I would recommend for every brand new real estate agents do an open houses and we'll have a whole module about how to work open houses. It's a must. You go talk to the agents in your office, talk to your broker, you tell them I want to do an open house every Saturday, every Sunday for your time, allow it. It's free and it's fast way of getting results. Next, you'll see here I have broke down other light sources that you can go after. And I put down $1 sign to show you how much money that would cost. Now, if you want more deep dive in every single source, I would suggest you check out my other courses, but I dive deep in every single source and show you step-by-step how to do it. But for the purposes of this course, and I don't want you to confuse you. I'm just gonna give you the overview of other light sources. One of my favorite sources that I've built my business on, it's for sale by owner. Again, if you want to see how I worked for sale by owners, step-by-step. If you decided to go after for sale by owners and for sale by owners will be once the lead source that you're deciding to go after. I highly suggest you check out my other courses where I dive deep inside how to do that. I also have a video of me making phone calls. The other one is expired. Now you see I put two dollar sign next to expired sources. And that is because expired listings tends to be a little bit more expensive than the fishbowl listing. It might cost you $25 to get a fishbowl listing. A list of people to talk but to talk to but expired. My cost you $50 to get the list. So slightly, number three and other favorite of mine, open houses, it's almost free. Cold colon neighborhood is not that expensive. Also, you can go to module.com and you can get a list to cold call people, door to door knock and neighborhood just listed, just salt script, hot market scripts. Those are cheap or free. Divorce attorney probate attorney wedding coordinators, barbers, CPAs. Those are the influences Barbara's teachers, business owners, those are free sources, right? You can go you can go on LinkedIn, find out the divorce attorneys are who are the probate attorneys are, reach out to them, build relationship with them first before you ask them for business. And then in return, all you ask them for is, hey, when you have somebody thinking about buying or solid, let me be your go-to person. And how do you add value to divorce attorney probate attorneys. Again, I have a whole maybe 10 h system about how to do that. But the short answer is by adding value and you do that by, let's take e.g. divorce attorney. So if a divorce attorney is dealing with the husband and wife, usually there's an estate, there's a house that is involved. Now the husband and wife, at some point they decided to either their husband or wife, or the wife or the husband out. And at some point they would need to know how much that house is worth. So you'll be a very good source resource for that attorney. Offer that attorney to do a free competitive market analysis for any couples, whether they decide to list with you or not, you tell them, I'll give you a free market analysis on the house. A third party, a neutral person, because you're not going to know who the wife is, where the husband is. You go out there, take a look at the house and tell them how much you think the house is worth. Now, once you do that, my understanding attorneys work with ten to 15 cases every month. Most of them have real estate. Out of the 1015, someone, husband and wife, they might agree to sell the house to each other and they might both decide to sell the house, liquidate, take the money, pay the attorney, pay other costs and things like that. And guess what? You'll be the go-to real estate agent for that. It's phenomenal way of building business. Farming is another way, is more expensive and it takes more time. Writing my other courses. I show you show I show you study case when I went and farmed in the area. Meaning I picked a subdivision and I send them a mailer and I share with you the results that I get. But I would say farming it takes about six to 12 months is not something I suggest you start with immediately. I would say go prospect gets mixed some money and then reinvest that money back in farming. Referral sources you can go, there's a lot of referral sources, facebook groups that you can join, that our people simply send an referrals. I live in Michigan. I get a lot of referrals from Arizona, Chicago, Ohio. So there's a lot of referral groups. Other agents in your office. Again, it's some agency in your office might not work certain price point. There's few agents in my office that don't work. Price point of 150 and below reach out to them and say, Hey, I want to be your go-to person. If you don't want to list that $150,000 home or you don't want to show that 150,000 dollar home client. I'll take them, I'll pay your fluffy and I'll do a great job for them. Facebook ads, Facebook ads gone a little bit more expensive and more competitive now. So I put two dollar signs right next to it. Very expensive source that I don't suggest you start with immediately. Maybe that's something you can do right away is Zillow leads. I suggest you start a Zillow profile, but don't pay for leads yet until you master your skills and have some sales under your belt. Realtor.com, Trulia, why low-power boomtown as another source of good families as well. Working with investors is my favorite source right now I work with a lot of investors. The reason for that is it's a never ending supply of leads. Investors don't care about houses as long the numbers make sense, they'll continue to buy houses from you. I have investors and one-year period bought 12 houses with me and they will continue buying houses for me as long as I can bring them a deal that matches their criteria. Networking events and chambers, you might have to pay $100 a year, 150 a year, but you can you can network and become part of the network. Chambers events in your area. I'll get business from other people in your office. I think I'm overstating that because people think, why wouldn't another agent gives me business look. There's agents that have been in business for 2030, 40 years. They've gotten really all. They don't want to work those leads. And they don't have time to work with people that they don't know. They only work with people that know them. So you'll talk to them and they'll give you those leads because you're willing to go to show that, show them houses on the weekend and they're not, they're busy, they have family, and they're not as motivated anymore to sell houses. So make sure you reach out to your broker and connect with those agents and other ones, social media organically through Facebook, Instagram, and LinkedIn. So here's my suggestion. I would suggest to look at this list and find out what you like. Some people might not like to pick up the phone and start making phone calls to for sale by owners. You might want to go after divorce attorneys and influencers, you might start farming, you might start going networking event. Maybe you're more of a person, face-to-face type of person. You want to go door knocking, you wanna go to your chamber of commerce and other business owners build a relationship that way. I would say look at the list, pick three sources that you want to work and go after it. Keep going after it, keep converting the people that you don't know, convert them to people that know or take them from people that you don't know, add them to your CRM and continue contact them. And the way I taught you how to contact with them with a text message, with the e-mails that they receive from you every tumor to emails a month. And that way you create that trust. Remember to create trust, you need to be frequent, you need to be relevant. You need to send them information that when they think about real estate, they think about you. So that's it for this module. I'll see you on the next video. 17. Lead Gen Open Houses: Welcome back. Let's talk about open houses, a great source to get business, to add buyers and sellers to your business. So let's talk about open houses. So the first thing you want to know its They are free. Wants to open houses are free unless you start adding more expenses to it. But the most of the part, they are free. They're also a great way of building your database, right? So if a buyer comes in, maybe they're not ready to move yet. But what are you going to do? You're going to add them to your database because they're going to sign in. It's a great way of branding. Now if you remember, in the first and the startup module where we talked about getting things started. We talked about getting open house size and I shared with you what my open house signs looks like. I have my picture on it and my logo. It's very important, I believe, to have your picture and logo on your open house signs. That way when you're doing when you're doing constantly open houses, you have these signs out there and people get to, get to see your face, they will start thinking of you as a authority figure in the neighborhood because you're constantly doing open houses. You were doing it in one area so constantly they start thinking of you have an authoritative figure. Because remember these people don't know if that's your fast your listing, they are going to assume that's that's your listing. Now what you need to know about open houses, they usually the buyers are three months plus out. That doesn't mean you're not gonna get someone that is just interested in that house that you're hosting and they want to make an offer. That's great. Happens very rarely, but it does happen. Most of the people in my experience that been coming to an open house, they are usually about three months plus out most of them. And then the rest you got people two months, one month, things like that. But usually they're three months out, which is still considered a hot lead. Which houses should you host? Obviously, you want to do an open house on all of your listings. You get a listing. Nonnegotiable. You are doing the open houses for those listening. That's how you leverage your listing to more buyers, to more business. Now if you're new agent, you don't have a listing, you're going to contact the agents in your office to do an open host to host an open house for them. Now, usually what I do as I go on them unless I find the listings that I like. And if if they tend to be in my office, so it depends. Each MLS is different in each office is different. But if I go in them unless I typed my office broker ID, my office ID, and it's going to show me every single listing that we got. And then I go through them and I highlight the ones that I like. And then I call the agent. I don't text them, I don't message them as I call them, I introduce myself and I say, Hey, I would love to do an open house for you this Saturday and Sunday are just a Saturday and do another one Sunday, whatever they like. But that's that's one way of getting listings. Now, there isn't any in your office. It is okay to go different offices and reach out to people. A lot of agents don't like, don't open houses. So there'll be more than happy to have you hosting open house. And go back to their seller and say, Hey, we hosted an open house for you and take the credit for it, which is perfectly fine because your goal is to give the leads out of these open houses. So what do you want is to get houses in your price point or the price point that you want to be in. So if you want to, let's say you've been working in 300,000 dollar range and you want to start getting into 500,000 dollar range, then start hosting open houses in the 500,000 dollar range. However, when you started off, I suggest you start doing open houses and the bread and butter price point for your area, like the sweet spot price point that we're most houses cells. So in my area it's about 03:20. So I know these open houses tend to attract more buyers, and therefore I can take those wires, run them through my system and convert them in the long run. Get houses in the city that you'd like to work in. As a new agent, you don't want to be all over the place. So I suggest you start with the city, maybe the city you live in, or you want to do business in and then start hosted open houses in that city. Because what's going to happen after hosting open houses for one year, people in that area then going to start recognizing your branding, your pictures you're posting online. So people started recognizing that you are a person that sells a lot of houses since you're not stretched all over the place, you're stretched in one area, you're only focusing on one area. Therefore, your branding star, star building faster also. You start to learn about that area. What's selling, what's not selling? So when you go into listing appointment, you become very, very knowledgeable about their area. So you want to go for houses? When I go for is houses that are updated. I like the pretty houses. These houses tend to get the most buyers in there. So I don't like hosting Open House for an outdated beat up houses unless it's priced very, very aggressively. And I know the open house can attract a lot of buyers allowed to investors. That's the only way I would do an open house for a house like that. But most of the time, I'm looking for a house that has the pretty kitchen, pretty master bedroom, little bit unique with a price point of 320 in my city. That's what I like to let a host, that's the house is I choose I call the agent in, I do an open house for them because I believe that two or 3 h or 4 h she's spending of the open house. I want to maximize that and I want to have as many people as possible during that time because that's my lead generation time. Let's talk about the best time to do open houses. Now, it really depends on your area. So it depends which side of which city, which state you're in, when people time works changes to and the location of the property. So I'll give you an example. I have I had a property that was by a training facility for for horses. So there was a training facility for horses in my house was literally down the street. But Thursday, every other Thursday they have a huge meeting where they have almost like 100 people in there for people to do the show, the show horse training, and there's a lot of traffic in that area. For that particular house. I hosted an open house on Thursday right before the event starts. I was there, I put my signs up so everybody drove to the events, so my stuff. So as soon as they left, they start attending my open house. So that's one strategy. If you have a house, I have another listing. Right now. It's actually by a church. So what I did is I went online, God, the Church time schedule, very, very populous church. They get a lot of people there. And I printed out there times they're doing masses and I'm doing open houses around these times. So that's one thing you want to keep it in mind. But the generic, if you have a house in irregular area, nothing special going on. For me, the best times I found out that works best is Saturday one to four. Sunday Sunday 12-3 to five. That's when I started. I started as I originally started experimenting with times. And these are the times it seems like I get the most amount of traffic. That's not a science, I would say it's an art. So you don't have to stick to these number. Experiment with it, see which times works best for you, but this is what works best for me. So how do you mark it an open house? First, you want on Wednesday, start calling the listing agents so you can get to you. If you don't have a listing Wednesday, Thursday, max, you want to have an open house get booked. So you call the listing agent. They agree for you to host an open house for them. He told them. Can you please immediately put an open house on, let's say Saturday 1-4. Please put it on the MLS so it gives it time to syndicate to other websites. I also like to host an open house for newer listings. I don't like to host an open house for for ones that have been on the market for over 30 days. The newer the listing is, the better is because it's going to attract more buyers. So try to find the open house on Thursday and Wednesday or Thursday. So once they agree with everything, sometimes you want to get permission from the seller to affirm the listing agent to post their pictures. 100% of the time. There'll be there'll be okay with it. So what I do is I take the pictures from the MLS and I posted on my personal Facebook business facebook, Instagram page, and LinkedIn basically say it, I'll be hosting an open house from this time to this time would love to see you there. That's it. That's all I'm saying. Now. What does that going to do when you do that consistently every weekend? People don't know if that's your listing or someone else's listing. Some agents were will ask you to give credit to the listing agent, which at that time respectfully do so. But most of them don't care. You just marketing a listing for them. But what's going to happen? People your sphere and people in database can think like, Wow, Look at him, Look at her, she's killing and she's doing open houses every weekend. They'd gone to assume those audio listings. And automatically they started approaching you with questions if you start doing that. So what are you gonna do also, you're going to create an open house events on Facebook now. If you go on YouTube and Google, how to create an event, a Facebook event, they'll share with you. But it's basically, it's an event where people can can they sit, they can say, yes, I'm going, no, I'm not going. Okay, that's fine. So what I do is I create an event and then I boost that event. Soon as you're done with creating the events, it's going to ask, do you want to boost that event? Then I boost that event for like $20. That will get more people eyeballs on that property and gets more people to opt-in, you get the information, you add them to your database. Again, if you don't know how to create an open, if you don't know how to create an event on a Facebook business page, simple YouTube video will show you how to do it. Now what you see here is how I like to post the open house events. As you see, I post a lot of emojis. So I have open house two to four. And then I put the crossroads. I never put the address. I want people to reach out to me about the address so I can have further conversation with them. I put the crossroads so they get an idea where the house is located. And then I give simple the features of the house, right. So it's open floor flat, open floor plan, granite countertops and new carpeting, first floor master brand new roof fence, backyard months from shopping, restaurant, feel free to copy this. But as you see it, it's a lot of emojis is attractive. I'm not saying come to my open house and I put a big paragraph. It's simple, straight to the point. And of course I posted pictures of the open house so people can see it. So what to take to the open house? So you book the open house, you start posting about it, marketing it, and now it's getting time to to do the open house. So first, what you want to do is create a flyer and Open House flyer. You need to, you need a few like two versions. One is going to stay in the House to pass around the house. And then one is you're going to use to door knock the neighborhood to invite them to the open house. Now, I like to use a service called lists report.com. It's free. So check it out. You need a sign-in sheet. Actually, I'll include a link to a sign-in sheet so you can use mine if you want to. You need MLS ticket, meaning just the description of the property because they are probably going to ask you a question, maybe you don't know, like, let's say what's the tax is, square footage and things like that. Seller disclosures. You want to print those and have them on file. You also want to have ten another active listings in your area. So you want to know ten other active, similar active listings in areas. So when you're talking to a prospective buyer, you tell them that I is this something what do you like? What interlock about the house? They say we like this but we don't like that. You say, oh, I have a list of another ten houses that I can send to you or give you that, Would you like to schedule a showings for them? And then you show them the list and they say, I like this one. And then what you can do on the spot is what I like to do is like, Oh, you like this house. Great. And there's no one there. I'll pull it up on my laptop, show them pictures of it. And I say, great. I'll be out of here today at 04:00. Takes me 30 minute to pick up my signs and everything. I can schedule a showing for you for for 45. Do you want to do that? And they say yes, then we schedule a showing, right. I'm done. After I'm done, I go meet with them at the new house as a showing. And then when I'm there, I'll I'll ask them ask them do you want to see another one? And then that's when I have them sign by an agency with me. Also, you need to have your buyer folder. So in a buyer module, we'll talk about creating a buyer folder, which is basically a folder that has all the buyer documents. Because once in awhile, again, you're going to have someone that walks into the house that wants to make an offer. I had an old lady walks into old I'll say she's like 60 something. But she wasn't very tech savvy. She walked in, she said, I really liked the house. How can I make an offer? I whipped out my folder. I had the seller disclosures. I went over the main term sine few documents. She gave cash full price offer, she brought me a proof of funds and voila, actually, we end up end up canceling the open house for the very next day. Before the open house, which you need to do before the open house, you need to door knock and invite people to the open house. Now remember when we did, when we went to illicit report.com, we've printed to fliers. You're going to have and I'll show you what a flyer, I use. Flyer that says you are invited to an open house. Go knock on people's doors. So I usually like to knock about 100, 100 to 300 doors in that neighborhood. And I like to door knock Thursday and Friday. So I go in, knock on the door. Hi, my name is fatty. I'm a local real estate agent. I am hosting open house for the Smiths down the street. There was a flyer. I could then flyer. Say, thank you. And I say, who? You're not just thinking about moving to this area. And they say, We don't know anyone that wants to move to this area. Sometimes they ask you how much they're asking Smalltalk like that. And they say, we don't know any one essay grade. It's beautiful neighborhood. How long have you lived at this address? They say, oh, 67 years. What brought you to this address? They say schools and things like that. If you would ever to move, where would you move to next? They would say I would move to this place. And I say, ideally, when would that be? Now if they say, I don't know, somewhere in the future, I stop there. If they say, Oh, well, next summer when the school is out, great. Then I booked an appointment with them. When is the best time for us to get together to go over some information, I'll tell you how much your house is worth and so on and so forth. Now, if I get all nos, no, no, no. We don't know anybody who's thinking. We're not thinking about moving. We're not interested. Great, Look what I'm doing for the neighbors when I'm doing for your neighbors and I usually I pointed their next door neighbor and I say what I was doing for all your neighbors as I'm sending a monthly update on their house, just so they know so they can keep keep an eye on their on their house prices going up. Would you like would you like me to send you a quarterly or monthly market report? And they sometimes they say yes or no. If they say yes, say grid, What's a good phone number for you? I'll stick to my information right now. I look on my phone, I send them a text with my information. I write down their email address. I give their names. So now I have address, name, phone number, email address. I go back and add them to my database and then every every three I put them on the MLS drip campaigns. So every month or three months, whatever they want, they're gonna get a summary of what's sold in their areas by e-mail. And then of course I'll continue to touch base with them, but that's a great way to build my database. Now, at the time of this recording, there is COVID going on and plus I live in Michigan and in the wintertime, it's so-called and snowing. So I don't knock a lot of doors. And wintertime, I usually I knocked three to the right, three to this side and then six across, if it's possible. Just the main ones. But I'm not doing OK. And when we get like 56 foot of snow and it's called, I'm not doing OK and it's called. You can use a phone call, you just call people to invite them. How you do that is via Mojo. If you remember, I showed you, you go module sales.com and then you use the neighborhood search and that will give you that neighborhood phone information. Call them. He said the same script. I would like to invite you to the open house. Also, you want to go preview the house so you have an idea. You're not shocked when you go there and make sure everything's place in a place in my case, I'm actually the basement is not flooded. The day of the open house. You want to put as many open houses signs as possible, as many as possible. So I have let's say I have I bought 15, so I have about 37 open house signs. It's a lot. My trunks fills up. The day before I go on Google Map. I print out the map and I kinda highlight what I want to put my signs. Because believe me, you're going to forget your science. Get this. So what are you gonna do is you're going to put open houses signs, as many of them as possible, especially if there's intersection, I don't mind going a mile out and if it's a busy intersection and direct all the open house, all of these traffic to my open house. And what I wanna do is I want to drive traffic. That's of course, my number one goal. My second goal is I want them at the stop sign to look on my face, my logo, and they know that I'm a real estate branding. Put up an open house flag. I'll show you what I mean by that. Now before I used to get balloons, every time I have an open house, I go purchase balloons. That was kinda my signature thing, but it's gigantic, expensive. Plus, again, in the wintertime in Michigan, these pillows, they just deflate because how cold it is, I buy me a really big tall flag that you will not miss it. So you can see it from far away, especially if you are a neighborhood where people park their cars, you put your sign there, they're not going to see it. But if you have a tall flag, they'll see it. Have a soft music playing. I always have like soft coffee, coffee house music playing. I usually put the speakers, I have to Bluetooth speakers, I put them up, put it, put a nice speaker mixture of the house doesn't smell mixture. You have a nice fresh smell in the airport air freshener. Make sure you have people sign the sign in sheet per seller request title stone seller requested that you sign in. Please sign in. I'm not asking for it. The solid requests they sign in. One of the things I don't like doing this, follow the buyer around, walk around and say, This is the kitchen. This is the living room. I don't like doing that. I usually walk in, I greet them, say Hi, my name is Swati. Where's your name? They say their name. Great place. Come on in. And I'll show you what other questions I ask. And then I point at the kitchen table, say it, please sign in per seller request. Once they sign in, it can do whatever they want to do. Now before the open house starts. So I'm always early. It takes you time to put up the sign so you need to be 32 an hour early. And other thing you wanna do is go live on Facebook. You're going to get your phone. Go on Facebook. I go live on Facebook. And I go live on Instagram now. So just follow me on Facebook. Friend sent me a friend, request them on Facebook. So you see how I do those? Very interactive, very energetic. And then I do the same thing on Instagram, simply holding the phone. And I'm just I'm talking and I flipped the camera around and I showed them the house. It's very important that you go live on, on these platforms. So here's the questions I ask. When they walk in. I said, How did you hear about the open house? He said Zillow realtor.com, whatever they say, I really don't care. But really what I want to know is a lot of them will say not a lot, but some of them will say from my realtor. Then if there's like 34 coming in the door and the first person says from my realtor, the other one, oh, I was looking at Zillow. Probably going to pay more attention to the person that says Zillow and have the person that claims that they have a realtor to do whatever they wanna do. So that's how I sift through the pupil that going through the door. Because remember when you have an open house, a pretty opera house, pretty open house in a nice area with a good price point. You're going to have 345 people coming in at once. Other questions I asked, Where do you live now? What made you start looking in this area? How long have you been looking for houses? Who who's showing you how says Now remember, I'm not asking these questions like as they stand there. I'm like kinda casually asking them questions. Like as they're walking in, as they sign in and they start look, they come across and I just said, I asked them, Well, what do you guys live? What brought you here? How long have you been looking for a house? It's just casually asked the question. I'm not doing interrogation style like holding the paper and I'm asking the questions, okay? Now, the last question here is very important and said, If I do come across houses that matches your criteria, do you want me to reach out to you? So I'm kind of getting permission from them. I'm going to reach out regardless. But when I asked that and they say yes, they immediately move on top of my list. Now, after the open house, what I do is if I'm doing an open house for someone else, I immediately send them a text say, we did, open house was success. We had this many showed up, two of them were interested, blah, blah, blah. Here's the feedback. They said the kitchen is small, they are like this, they're like that immediately. The listing agents, so they keep me in mind for the future if they have listings that are coming up. So they have me go back and hosting open house. I had a lot of agent telling me all the time that they love when I host open houses for them. And now I'm in a position that I'm hosting my own open houses, but there's new agents that come to our office. And I'm very picky about the agents that hosts an open house for me. Once I find someone that I like, I stick with that person, I give them all my listings. That's in the event that I can't do the open house myself. Okay. Otherwise, I'm hosting the open house. I immediately send them a video text for the people that signed in. I know this might sound a little weird, but it's not. Remember these people are seeing ten open houses a day. I'm assuming. As soon as I'm done with the open house, I updated the listing agent. I look at the list. I'm still at the house. I haven't left. The font. Turned on the camera. Hey, this is fatty was great meeting you at 123 main street. I just want to send you a quick video to put a face to send you a quick video. So you have my information. This is my cell phone actually. So feel free to save it. Let me know if you have any questions before I send it to them. Done. This way, I made myself different from other agents because other agents, they're not they're not they're gonna send them an e-mail like a week later. Okay, So I am immediately showing up as somebody that's the top of their game. And soon as not with a slow open house, I am adding these people to my database as I am at the open house because I don't want to be efficient. If not soon as I get home, I add them to my database. And it depends what they said. I will take them as a team, B team or CT and I'll stay in touch with the buyer. So again, first thing they got from me was a text. With the video text, next day, I'll call them, follow up with them and say, Hey, do you have any question about the house? There's actually other three houses. Do you want to go see them? Things like that? And if I qualify them and let's say there's six months out, I'll just stay in touch with them casually. Okay. So here's your action plan. Gets you open house material is ready now you should have an open house signs by now because that's the first thing I suggested to do during the first modules. Gets your sign-in sheets, whatever that you are going to be taken to the open house. And also you want to practice your open house questions. So let me show you a few things. Now here's the list to report. This is where I create flyers. Here's what the Open House flyer looks like. Now, one thing I stopped doing is adding the price point. So I stopped, I stopped taking a price point. So here's what the flyer says. Says open house from this time to this time, a little bit about the property and then my information. Now, this what I what I give people give to people, it's black and white when I'm passing the flyers around, but for the open house, I do color. I also add what you see on this reported that account. It's called neighborhoods deaths. So it has a little bit neighborhood stats. People like it for people out of, out of that city. They appreciate things like that. So usually it comes to pages that I print and I take to them. Here's what the Open House sign-in sheet that I use. Very simple. I usually fill up, I always fill up the first column. I've put almost like a fake information. I fill up completely because what I realized, if I don't if I don't fill it up completely people sometimes people follow the first person who signed in. So the first-person sign-in, FirstName, LastName, no other information. Everybody just going to sign in first name and last name. So you want to you want the first one to be filled up. Feel free to put your information because it's truth. You saw that house. So here's the open house flag that I was talking about. You can find it on Amazon. There's a lot of versions. I like this one that says welcome agents inside. You see it's a very tall flag. Very easy. So I $36, very cheap. I suggest what does it say? 8.2 ft. So they won't miss your house now? I have two or three of them actually, I put front of the house. It looks like a party. I'll say you want a bit by some shoe covers. I like these shoe covers. They're cheap, they're elastic. It's for open house. I use different ones for my listings, but this is what I take for the open house. If you don't want to give the open house dirty. Also gets you on these. Please remove shoe covers, a box so you can put the shoe covers in them. So that's that. Alright, let's talk about case study here. So this lady, Mitch Seq2 and her husband, high octo, met me at an open house. They met me at this property on November 4th. Look into by with one year. Okay. So they came into the open house on November 4th, had a small conversation, pre-qualified them. Basically, they look into by within a year. So I put them as a B team and I put them as a follow-up, so they continue to receive follow-up from me. Monthly call, I put them on a drip campaign for houses in the area they're looking for on the MLS. And then every two months they would get a call from me. But remember, they're still getting my emails. There's still, if I find something that I think they're interested, I'll text it to them. Now. You see here 11 forth. That's when I made a contact. 116, left them a voice mail. Now after that, I kept calling, texting, emailing, silence, nothing but I was just doing my routine. Their name shows up, I call say, Hey, this is fine. We met an open house about two months ago. I just wanted to touch base with you or are you still thinking about buying a house? Is there anything I can do for you or send them a text that says do you want to see some houses? Now? Notice here on February. So that's what is that? 34 months, almost four months. Spoke to my wife. She said she's renting until August. She said she's renting in August and now she gave me more specific what she's looking forward. She's looking at Nova in Orville three bedroom. She will be available after March 10th off her husband her husband had been approved for 200 K 20% dance. And I said I put in one of the MLS trip. Okay. So that was February 28 on 312 March meeting. I said I set up an appointment with them. At that time. They went from B team to 18 because they give me a timeframe. And then I invited them out. Well well, actually what happened after that? They signed with me and went we bought them a house. So I share this with you because sometimes we get discouraged. Somebody comes into the open house, you call them, tech them, email them, they're just not answering. They're not telling you take me off the list. They're not telling you stop calling me, stop texting me. They're just not answering you and then you give up or delete them. Don't do that, just follow the system. Call them, text them, email them, and then when they're ready, they're not going to think about anybody else. You're the person who's been in touch with them the whole time. They're gonna call you. Are they going to pick up the phone like high ADOS wife picked up the phone and she said, give me more information. And then when they were ready to buy, they called me, I was the person help them buy a condo and I'm sure I'll do more business with them as well. So make sure you do the action plan and I'll see you on the next module. 18. Bonus 1 Schdule: Let's talk about your schedule. This is more of a bonus content, but this is a question I get a lot is, well, how am I going to fit all of that into my schedule? And here's in my opinion, the best schedule and try to work that are on your schedule. You might be a part-time doing this. You might be doing this full time, but remember it's 30 days. If you can commit, uh, following the schedule for 30 days, I believe you will accomplish with a lot of agents will take about a year to accomplish. You'll be able to accomplish that only in 30 days. So here's the ideal schedule. Now if you look here, you got Monday morning, you should spend mornings between 08:00 A.M. 9AM training. Training. What I mean by that, this is your script practicing scripts. Let's say you went over the lead sources and you decide to go after for sale by owners. Well, for sale by owner is going to take certain scripts and skills to convert, right? So you want to master your scripts. So you want to have the script in front of you. You read it for you. Few times, you practice it with another person just to make sure that you have all the objections down and all the scripts down. Training also can mean maybe attending your meetings in your office that we'll talk about how to fill out the contracts. They all talk about any maybe systems that you need to learn in order for you to have a successful transaction. Again, the contract clauses and things like that, from 10:00 to about 11:00 A.M. I would say prospect in meaning you're going out to get talk to people that you don't know. Again, if you decide to go for let's say for sale by owners then from 10:00, 11:00, about an hour or maybe from 10:00 to 12:00. You're reaching out to those people that you haven't met yet this year, foreseeable owners. If you stop calling them, called expired, you can. Let's say you start attending chamber events, Chamber of Commerce events, this is the time that you do so. Also lead gen can be from your database. Maybe you log into your database and look who are the people that you need to talk to in order to move them from from coldly to warn lead to heart leads to eventually active clients. 01:00 usually spend the time to prep, so we have a little gap between 12:00, 01:00. You want to just PrEP PrEP, prep a little bit. That's if you have a listing appointment you're going into, you want to put your CMA together. If you have a bio consultation, you want to prep for that, then from 03:00 to 06:00. Hopefully it'll be gone on appointments. You're showing houses three usually I show three houses out of time to a client. So maybe you're showing three houses. Maybe you're going to list an appointment and show a few houses, even run an errand. And as you see, the calendar is the same. Monday through Friday. You're training in the morning. You get your skills down, you prospecting, degenerating, you're adding more people to your database, then your lead generating, you're talking to the people in your database to convert them from cold to warm to hot to eventually active clients. And then you prepping for appointment and then going on appointments. Now what happened if you don't have appointment that day? Well, the best thing to do is go back and lead generator and talk to more people that you don't know. Your goal, remember, is to build that database as fast as possible. Now Saturday, Sunday, I suggest you start doing open houses. So usually around Thursday I want you to pick up the open house that you want to do. Pick talk to the agents, pick an open house on Thursday and then pick another open house on I'm sorry, picker open house on Saturday and then pick up a different open house on Sunday. Then that gives you time between Friday, Friday, if you decided to go door, knock the neighborhood and invite them to the open house like I touch it in different model module, then you have the time to do so. This is the perfect schedule, again, adjusted to your time, but it's only 30 days, I would say start with this schedule first. And then as more once you get more business, then you start. You start maybe going on. If you don't have a lot of business, then you start generating instead of appointments. And if you have more appointments and you start Leslie generating, going more appointments, That's it for this module and I'll see you on the next one. 19. BONUS After the 30days: So congratulations you so congratulations, you've completed your 30 days. You did everything on week 1234. Now what? You have built a foundation, a very strong foundation. The most important thing, even if you haven't gotten a deal by now, is you created that habit. You fall on a certain schedule, you know what to do now, you're not reactive. You are active, get active with your clients, your, you know what to do. You're going to get people that you don't know, add them to your CRM. Once you have them TRM, you have a system of talking to these people and you just continue doing that. After moving forward to the next 30 days. Now we've got the heavy work either way you're going to continue doing following the same schedule, more training, more prospecting, going on, the more appointment you're going to continue to show until, meaning you're going to go on an appointment on open houses. Like let's say you're going to show houses. Where are you going to do is show how says to the client tried to be there before the client may be take some video or pictures of the house and posted on social media and type, hey, look, I'm showing this house. If you end up doing inspection, I want you to pause the Internet and social media saying, Hey, I'm doing inspection. If a property get under contract, I want to post that on your social media and say Properties under contract. Other thing I want you to commit to do more open houses. The more open houses you do, the more people you will meet in the warm more people you meet, the more, the faster your database will grow. I want you to add more lead generation sources. So remember I told you to start with three. And if you feel like you have mastered those three lead sources that I want you to start introducing more lead sources from the list that I gave you. Last. But not least, I want you to connect with me on Instagram, shoot me a message. Let me know that you took this course. Let me know if there's anything I can help you with. Make sure you check out my other courses, but I dive deep. Every single thing we talked about, if I have a course, I bought lead generation. So if you want to get more details, a step-by-step about lead generation, you can do that. I have a full system, step-by-step system about the whole real estate process, from from listing consultation to buyer consultation and then some other stuff. Thank you so much for enrolling in this course. And most importantly, thank you for investing in yourself. I believe real estate has done great things to me. It's completely life-changing and I hope it does the same to you. We'll see you on the next side.