31. How a Simple Text Revolutionized My Real Estate Interactions

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Ever had that lightbulb moment where you realize the simplest things can make the biggest difference? That's exactly what happened to me as I dove deep into Fanatical Prospecting, a book I've loved for ages. It turns out, I was overlooking how critical the right list of people to call really is in proactive prospecting.

As I revisit my practices, I'm discovering how tapping into the data of who's been browsing real estate on your site can spark meaningful conversations. Leaning on technology like IDX and Real Scout, I'm able to connect with potential buyers without seeming intrusive. It’s a shift from the old ways of feeling “salesy” to having genuine, life-focused real estate discussions.

In today’s episode, we explore how using automated triggers and AI can open doors to conversations with people who genuinely need guidance in real estate. This approach not only increases engagement but keeps things relaxed and natural, something I've been experimenting with to great success.

Curious to hear more? Tune into the episode to discover how you too can harness technology to foster real connections. And as always, I’d love to invite you to join our discussions in the Business Systems for Realtors Facebook group. Let’s grow and learn together!

Episode Transcript

Alexa (00:00):
In today's episode we're talking about the easiest list
of people to call, probably onthe planet.
So I've been reading this bookcalled Fanatical Prospecting and
I've read it like three timesbefore.
Love this book to death.
But one of the things that Ihave missed in the past that I
caught this time was howimportant the list of people
that you're calling is right.

(00:21):
And so, yes, we know like we'resupposed to call our sphere.
We know that we should call ourleads all that fun stuff but
when it comes to proactiveprospecting, the fastest,
easiest way to generateconversations with people who
are interested in shopping forreal estate you ready for this
Are the people who are lookingat properties on your search

(00:42):
site.
Now, I'm not a big fan of IDXleads in general in terms of
like paying for Facebook adleads, because typically the
conversion rate is super low onthem.
Most agents see around a 0.5 to1% conversion rate.
However, if you're setting yourown database up on an IDX
search and you're watching tosee who is active and who is

(01:05):
searching for properties andwho's saving properties, and
then this is where thetechnology comes in.
So I just want to give you likefrom the high tech, high touch
perspective, right.
So we know that they're lookingat properties and we don't just
want to say, oh hey, I saw youwere looking at properties on my
site, because then people kindof get like, oh, you're stalking
me, right.
But if we focus on, hey, I justwanted to check in.

(01:25):
You know, we've seen the marketshifts a bit and so I just kind
of wanted to share that withyou and see if you had any
questions about the market.
All of a sudden they're like oh, actually so funny that you
called I've been looking atproperties on your search site
and blah, blah, blah and youstart having these great
conversations.
The second piece to that isusing the automations to start
reaching out, to generate theconversations, right?

(01:47):
So in my case, we built anautomation where we use
RealScout as our IDX search andso we have a Zapier trigger set
up where somebody views aproperty.
It then updates the field inOrbit basically saying, like
this person's been activelylooking at property and so I
call through that list and seeand take the approach that I
just gave you, and then we havean automation that goes out,

(02:10):
that uses AI to draft a textthat basically says something
along the lines of like hey, itlooks like you were looking at
properties on our site, so onand so forth.
We do it as a text because it'sa little less jarring versus
when somebody calls and says it.
I found it comes acrossdifferently.
People respond to text, but ifyou do it over the phone, in my
experience, they get a littlekind of like taken aback by it.

(02:31):
So with the text it's a littlebit more direct when I get them
on the phone, a little bit morecasual, a little bit more laid
back, and so that conversationfrom that outreach attempt over
text generates the conversationright.
So they reply back and they'relike oh yeah, I was looking, I'm
thinking about so, on and soforth, or the search is not
right, can we get this updated?
And all of a sudden you nowhave a conversation with someone

(02:54):
who is interested in realestate and now you can start
paying attention to their lifeevents.
The other day, during ourmastermind, one of the things
that came up was that one of ouragents was saying whenever
somebody makes a big change totheir criteria, right, so they
start looking at, you know,instead of $250,000 condos, they
start looking at $600,000houses.

(03:15):
Well, maybe they just gotengaged and they had a life
event that's causing them tolook at bigger properties.
If the area that they'relooking at drastically changes,
that typically is a notificationof a life event, right?
So, even though they're onlylooking at property, you can
learn a lot about what they'relooking at, about what's going
on in their life, by whatthey're looking at and what
their search history shows us,and so this is a great way to

(03:38):
start reactivating people inyour database, where it makes it
easy to have greatconversations that are real
estate focused, without youhaving to feel salesy right Like
.
You can reach out, make surethat the property search is set
up accurately, get to know kindof them and what's going on in
their life, and it's such aneasy conversation to have.
So that's the episode for today.
As always, please join in onour daily Facebook discussion in

(04:00):
the Business Systems forRealtors Facebook group, and I
will see you in the next episode.
Bye.