March 20, 2019 • 21 mins
As you move from a Transaction Mindset to a Referral Mindset the 4th item to focus on is Consistency and the 5th is your FLOW. After attending a seminar by Ninja Selling Founder, Larry Kendall, and reading his article in Real Trends, I created a presentation to share his ideas.
These simple practices will help you build stronger relationships and increase your income.
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Episode Transcript
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Speaker 1 (00:01):
Today is his part two from our meeting two weeks ago
we talked about the referralmindset and the transaction
mindset and feel.
Remember we talked about thehospitality Ian and the
difference between service andhospitality.
And we covered, we covered threethings, the five keys to earn
(00:22):
referrals.
And this is all taken from LarryKendall's Ninja selling a
process for generatingreferrals.
I don't know if y'all heard ofLarry Kendall.
He has some Ninja sellingcourses in leading Ari's access
and I've watched a couple ofthem.
They are really good and he justbreaks things down.
(00:47):
So simply, and I think that'spart of the challenge today is
things have gotten a little overcomplicated when we need to kind
of get back to just the basics.
And that's what this is about.
So today we're discoveringconsistency and your followup,
which is what he calls yourflow.
(01:07):
The question is, you were kindof talking about this earlier,
is why do agents spend thousandsof dollars attracting and
chasing strangers?
Why don't we spend thousands ofdollars on Zillow, social media?
I mean, why don't we do that?
It works.
And the reason it works isbecause 74% of agents do not
(01:32):
follow up with their clientsafter they close.
So it works to pay Zillow to byZip code leads because the agent
that sold them the house orwhere with in the past is simply
not following up with them.
Same thing with social media
Speaker 2 (01:49):
and
Speaker 1 (01:52):
I dunno, how has that changed much Allen, since you've
been in business
Speaker 2 (01:59):
that
Speaker 1 (02:00):
this has changed a lot since the Internet was
introduced to real estate.
When you could meet someonebesides word of mouth, I could
go find someone online and youwould've thought agents would be
doing a better job at fon overtheir past clients, but 74% and
(02:20):
we've talked about that before.
It's crazy that people don'tfollow up consistently and so
what happens and we're going toget into it as well.
So how do you do that?
How do you establish consistencyand then how do you establish
flow with your past clients?
It is really easy.
(02:41):
We, we are not going to talkabout setting productivity goals
and I'm going to generate 12 arefertile is this month and$10,000
a month.
Consistency is just aboutsetting activity goals being
very simple.
I'm going to write two notes aday.
(03:03):
How hard is it right to personalnotes a day.
It takes like maybe, maybe 10 or15 minutes at the most depending
on how many children are runninginto wherever you're sitting,
you're trying to write a note.
Um, so send two to three pieceseach month.
(03:24):
Pace, what's a piece?
A note, the email postcard.
Yeah, newsletter.
And then I'm going to make fivephone calls a day.
It could be to your existingclients as that.
This is not cold calling andit's just, I'm going to call
five people a day and talk tothem on the phone.
(03:44):
If you have five listings, thenyou know and you want to call
every seller that day, then callevery seller.
I don't recommend calling themevery day, but point as these
don't have to be new people andmeet people that you know and
creating activities is whathelps you connect that to
consistency.
(04:06):
Because if I told you, well,Alan, you want to make a$10,000
this month, let's set a goalbased on your production of what
you need to do.
If you set activity goals andyou consistently do these
things, then the money is goingto take care of itself.
The money will come after.
If you do those sentences.
(04:27):
This is just a simple example.
That's not the golden rule onwhat to do, but I was just
giving an example what you coulddo now to be consistent and it's
just little, little things.
So what does flow, Larry Kendallsays, flow is frequency of
interaction.
Why does your past client whoyou sold a house to three years
(04:52):
ago not call you when they'reready to list and buy something
else because you are not inflow.
You are not the person theythought of and someone else
moved in on your social networkwith them.
Now they know Matt who's a brandnew agent.
They see him at the club or theysee him at the grocery store and
(05:16):
he lives in the neighborhood.
Um, and I got news for you can'tlive in every neighborhood where
your clients live, but that'show some people get business is
because agents don't follow upwith their past clients.
And is that simple?
So frequency of interaction, howcan you be consistent and how
(05:38):
can you be frequent with yourinteraction?
Well let's talk about these.
What is valuable?
What is valuable information?
It's not valuable to us.
It's what do your customers wantto receive and customers just to
(05:58):
receive information that eithersolves a problem or makes them
feel good.
They don't necessarily want toknow how many homes you sold
last month, which by the way wethink is very impressive and
important and we are extremelyproud of you.
But most clients, it's notvaluable to them.
(06:19):
I didn't make them necessarilyfeel good and it doesn't solve
the problem.
So an example would be marketstats.
And this is the example we'regoing to use throughout these
next steps.
Cause it's really easy tofollow.
So market stats might make themfeel good if the market's
improving, it might solve aproblem.
(06:39):
The problem is I don't knowwhat's going on.
A local real estate market.
Okay, that's easy.
I'm a real estate agent.
I can educate my client.
So the valuable informationwe're choosing is market stats.
Well then you've got tocustomize it.
So not just market stats aboutthe entire Muskogee county or
(07:01):
Harris County market or Russellor Lee.
Speaker 2 (07:05):
Yeah,
Speaker 1 (07:05):
I'm going to send them specific information.
I'm going to send theminformation about their specific
neighborhood.
So maybe I'll send market statson, um, just rocky shoals or um,
maple ridge or their specificcommunity.
(07:26):
Or maybe they're the area.
Some you have to go a littlelarger.
Some neighborhoods may be toosmall, but so I'll drill down on
market stats for theirneighborhood and then went on to
personalize it.
This is a golden little nugget.
So I hope everybody writes thisdown.
Sending us on a note.
(07:49):
Write a personal note.
You're Allen.
I was just thinking about youthis week while I was reviewing
the market stats for your area.
My results show bit.
Homes in gray rock are generallyselling around$150 a square
(08:09):
foot.
If you like to chat about itlater, give me a call.
There's so much more powerfulthan sitting down and email or a
postcard that has generalinformation, right?
Because not only was thatvaluable a personalize it and
customize it and make an Alan,what might it feel good when you
(08:34):
get a note from somebody then, Imean, that makes you feel good
that somebody was thinking aboutme and they took the time to
just let me know I was, theywere thinking about me.
So the last piece of flow is artand science.
And as we talked about, you haveto think about what your
customers want to hear you.
(08:57):
So you have to focus on what aretheir needs.
Allen's needs are going to bemuch different than Matt's needs
and Tom's needs and Chris'sneeds.
So how can I be?
Let's go back.
I want to be valuable.
I want it to.
I want to customize it.
(09:17):
I want to be personalized andit's gotta be part art and
science.
I've got to be thinking, whatdoes Alan need from me?
It's going to achieve all ofthose things I did.
Does that make sense?
This is so key.
Personalize.
I promise you no one is doingthat here.
(09:37):
And even if folks are watchingright now on Facebook, I
challenge you to do it too.
Um, it's so easy.
Hey, I was thinking about youand just want to let you know
the market activity.
If your area has increased 5% ifyou'd like to chat about it,
give me a call.
That's it.
(09:59):
You could do that for your pastclients every, every quarter.
And we know the market doesn'tchange that much.
But what if something changedwith them?
They got a new job or they hadanother milestone in their life
(10:21):
that you weren't aware ofbecause you weren't interacting
with them frequently so theydidn't think that you would need
to know because they haven'theard from you in awhile.
That's the real risk is thatwhen we don't follow up with our
clients, then someone elsefollows up with them just
because they're more engaged.
(10:42):
Um, so again, that's just withthe market data, but you can do
something else.
Um, you could find a way to makeit more personal for them.
Um, but you have to rethinkabout what, what would my
customer want to hear?
See for me not what do I want tosend them this month, because we
(11:05):
had to check off my list of whatI mailed out before someone
asked me, are you sayinganything to your past clients?
Yeah, yeah.
I'm sending him something.
You know, what is it?
I don't know.
I haven't sent it yet, but I'mgoing to do it.
But if you make it easy andcreate ease, a actionable plans
to notes a day, I just one notetoday, maybe that's more
(11:27):
realistic, one note a day isstill a lot.
If you're doing zero, nope,that's a huge improvement.
If you personalize that note toyour past clients, that could be
really, really valuable.
So we haven't identified thesespecific monetary benefit, but
(11:49):
the benefits of doing this a pereasy to understand, you'll
generate more business, Ipromise you will.
We also build strongerrelationships with your clients
because the truth is y'all arealways thinking about your
clients and figuring out ways tohelp them.
They just don't always thinkabout you because
Speaker 2 (12:11):
okay,
Speaker 1 (12:12):
they're not always selling a house and when that
moment comes up to make adecision, if you're not top of
mine, there's eight or 10 moreagents they could probably call
and so they do because theaverage consumer spends, it's
like nine to 20 months in thesearch process.
(12:34):
They go back and forth at dinnertable or do you want to move
here?
Do we really want to startlooking?
But once they start to look forreal estate, they pick an agent
in less than a week.
And if y'all have call it any ofthese leads from the website or
from Zillow or anywhere else,people will work with the first
(12:56):
person they speak with and it'scrazy.
But they will tell you clear.
Yeah.
For their website.
Say you're the first person thatcalled me back.
[inaudible] everyone tells youto follow up within 15 minutes
or less.
And I know some of you all havebeen successful at making
contact wasn't cause you've toldme and because it's the truth
(13:17):
they have bought before butnobody's built relationship with
them.
So if you do these simplethings, everything else will
follow.
I thought it was a great quoteto share.
Your life becomes a printoutresulting from the small
decisions you make each day.
They are compounded over time.
Speaker 2 (13:40):
Okay.
Speaker 1 (13:40):
You wrote one note a day and let's not count Saturday
and Sunday because let's behonest, who's going to write a
note on Saturday and Sunday?
I'm not writing a note onSaturday and Sunday.
So if you wrote two notes a dayduring the work week, that's 10
notes a week, right?
That is a lot.
(14:02):
I made notes.
Is that a year?
That's like two orders ofstationary.
You'd have to restock yourstationary every six months.
If you did that, and maybe youdon't want to buy the cranes
dollar 50 you know, a notestationary, but just like if you
(14:24):
did that for three months, so120 notes, that has a lot.
Maybe you don't have 120 peopleto send a note to.
Wow.
You send a note to someone eachmonth.
Speaker 2 (14:40):
Yeah.
Speaker 1 (14:41):
That is really strong.
If you just had 30 or 40 peopleon your list and you send a
handwritten note that's two orthree sentences each person once
a month, and you did that forthree more months, four more
months, that could have a hugeimpact on your business.
(15:04):
Not Today, but a couple ofmonths from now.
And that's easy stuff to do.
And I promise you all, we'vetalked about that before.
It's the same thing with directmail.
People don't really send itright, which is why it works
when it checks the boxes off onthose categories where it's
customizable.
So it means something, it'svaluable and it's somewhat
(15:27):
personalized.
But if you put some of thatinformation on a note,
Speaker 2 (15:36):
yeah
Speaker 1 (15:37):
you would.
People would think you are thegreatest real estate agent in
the world.
You wrote me, you wrote me anote about them.
What do you think the market'sdoing in my area?
He didn't say, Hey, I think Ican sell your house for 187 you
want to, I've got a client inthe car, you want to let me in
said, hey, I'm thinking about Jawas doing a market research, uh,
(15:58):
on your area and it looks likehomes have improved 4% or the
average square footage has goneup some when that hits the right
person.
Ooh, that is a really powerfultool.
So I'll leave you with this.
This is why so many agents donot get referrals from their
(16:21):
past clients.
Well, there's really tworeasons.
One, they, they don't realizethat your next transaction the
better than this one.
So they don't hit it out of thepark on that first transaction,
but maybe they don't do aterrible job.
Okay.
So just based on the job thatthey perform with that client,
(16:43):
for that transaction, it's a 5050 chance that client may use
them again.
And the only way to overcome anyof that is if you follow up and
74% of agents don't ever followup.
So here's the news.
You can do a bad job, peoplewill forgive you if you're
(17:07):
likable, right?
We met, we make mistakes, thingshappen.
But if you make a mistake andthey forgive you, I was so
worried, so worried that they'renever going to use me again
cause we barely got through thattransaction and you don't do
anything for the next couple ofmonths, the next year they want
(17:27):
it.
They won't work with you again.
So it's so easy to forget aboutthat and have a transaction
mindset and set of the referralmindset.
So our challenge for you is bethinking about some simple
activities, simple actions youcan take each day.
It'll get you closer to havingmore business than you can
(17:49):
handle.
Build stronger relationshipswith your clients and the money
is not something you'll have toset a goal for us because it
will come because you're doingthese small, simple things that
build value for your businessevery day and your clients do
business with you again and theystart sending you referrals as
(18:10):
well because when you thinkabout 74% that's huge.
That's why people were stillgetting into this business.
We have a a new agent that's isgoing to join us tomorrow, brand
new, and that's the one thing Itold him is it's a great time to
get in this business.
(18:30):
And he said, why?
I said, because we're stilldoing a bad job of following up
with our own clients.
I mean, right.
If you went into a market andsaid, I want to open a
restaurant here.
And so that's great becausepeople hate coming back to this
restaurant, but it's the onlyplace to get pizza, but it's
just terrible.
(18:50):
So we'd love to have anotherpizza joint and it's real easy
to generate business.
Real estate is simple.
We just think people aren'tgoing to call us back or need us
for another couple of years.
So why am I going to spend like$20 a year keeping up with them?
Well then you get a bunch ofclients and it's hard.
And then there's other excusesand look, hey, I did that too.
(19:14):
I'm not perfect.
MMM.
I should still be following upwith people I did business with
years ago.
Um, but Alan won't let me hire apersonal assistant, so it's not
in the budget or something.
Um, but as hard, that's alsoreally easy to do.
And if you think about lookingat, looking at setting some
(19:41):
activity goals, that's so mucheasier than setting up
production goal, right?
Hello.
It's wanted you to know todayI'm gonna send out two or three
pieces of mine and I'll make acouple phone calls a day.
Those bottom two you probablyalready do, but the top one you
(20:01):
may not do.
It could just be a note tosomeone you close or someone you
met with.
And if you don't have that manypeople, and guess what?
They're going to be getting alot of notes and they're going
to think, well, maybe, maybe youdon't want write two notes to
someone each month.
That may be a little overboard,but you get, the point is it's
(20:22):
not the amount of people thatyou're working with, it's just
the activity that you're doingand what can happen because of
that.
So I want to challenge you allto think about that when you're
looking at going from thetransaction mindset to the
referral mindset, because Ipromise you this is where
(20:45):
everybody wants to be, that wejust get stuck here is after
that transaction's done, you'regoing onto another transaction
and to another and we justforget about the things we're
supposed to do.
So look at your activity planand maybe that will help you
(21:07):
move closer towards the referralmindset and generate some
referral business from yourclients, even people you hadn't
done business with, just yourfriends.
People you know know if one ofmy friends wrote me a note once
a year said, hey, I'm justthinking about your hope
business is great.
I promise you, I would stop andthink, wow, that really made me
(21:28):
feel good.
What can I, what can I do tohelp this person?
Um, that stuff really ispowerful and it can make a big
difference in your business.
So the challenge you all tothink about that over the next
couple of weeks, and if we canhelp you with any of this or
come up with some ideas, we'dlove to do that.
(21:49):
I want to thank y'all for beinghere today with us this morning.
Thank you.
Today is his part two from our meeting two weeks ago
we talked about the referralmindset and the transaction
mindset and feel.
Remember we talked about thehospitality Ian and the
difference between service andhospitality.
And we covered, we covered threethings, the five keys to earn
(00:22):
referrals.
And this is all taken from LarryKendall's Ninja selling a
process for generatingreferrals.
I don't know if y'all heard ofLarry Kendall.
He has some Ninja sellingcourses in leading Ari's access
and I've watched a couple ofthem.
They are really good and he justbreaks things down.
(00:47):
So simply, and I think that'spart of the challenge today is
things have gotten a little overcomplicated when we need to kind
of get back to just the basics.
And that's what this is about.
So today we're discoveringconsistency and your followup,
which is what he calls yourflow.
(01:07):
The question is, you were kindof talking about this earlier,
is why do agents spend thousandsof dollars attracting and
chasing strangers?
Why don't we spend thousands ofdollars on Zillow, social media?
I mean, why don't we do that?
It works.
And the reason it works isbecause 74% of agents do not
(01:32):
follow up with their clientsafter they close.
So it works to pay Zillow to byZip code leads because the agent
that sold them the house orwhere with in the past is simply
not following up with them.
Same thing with social media
Speaker 2 (01:49):
and
Speaker 1 (01:52):
I dunno, how has that changed much Allen, since you've
been in business
Speaker 2 (01:59):
that
Speaker 1 (02:00):
this has changed a lot since the Internet was
introduced to real estate.
When you could meet someonebesides word of mouth, I could
go find someone online and youwould've thought agents would be
doing a better job at fon overtheir past clients, but 74% and
(02:20):
we've talked about that before.
It's crazy that people don'tfollow up consistently and so
what happens and we're going toget into it as well.
So how do you do that?
How do you establish consistencyand then how do you establish
flow with your past clients?
It is really easy.
(02:41):
We, we are not going to talkabout setting productivity goals
and I'm going to generate 12 arefertile is this month and$10,000
a month.
Consistency is just aboutsetting activity goals being
very simple.
I'm going to write two notes aday.
(03:03):
How hard is it right to personalnotes a day.
It takes like maybe, maybe 10 or15 minutes at the most depending
on how many children are runninginto wherever you're sitting,
you're trying to write a note.
Um, so send two to three pieceseach month.
(03:24):
Pace, what's a piece?
A note, the email postcard.
Yeah, newsletter.
And then I'm going to make fivephone calls a day.
It could be to your existingclients as that.
This is not cold calling andit's just, I'm going to call
five people a day and talk tothem on the phone.
(03:44):
If you have five listings, thenyou know and you want to call
every seller that day, then callevery seller.
I don't recommend calling themevery day, but point as these
don't have to be new people andmeet people that you know and
creating activities is whathelps you connect that to
consistency.
(04:06):
Because if I told you, well,Alan, you want to make a$10,000
this month, let's set a goalbased on your production of what
you need to do.
If you set activity goals andyou consistently do these
things, then the money is goingto take care of itself.
The money will come after.
If you do those sentences.
(04:27):
This is just a simple example.
That's not the golden rule onwhat to do, but I was just
giving an example what you coulddo now to be consistent and it's
just little, little things.
So what does flow, Larry Kendallsays, flow is frequency of
interaction.
Why does your past client whoyou sold a house to three years
(04:52):
ago not call you when they'reready to list and buy something
else because you are not inflow.
You are not the person theythought of and someone else
moved in on your social networkwith them.
Now they know Matt who's a brandnew agent.
They see him at the club or theysee him at the grocery store and
(05:16):
he lives in the neighborhood.
Um, and I got news for you can'tlive in every neighborhood where
your clients live, but that'show some people get business is
because agents don't follow upwith their past clients.
And is that simple?
So frequency of interaction, howcan you be consistent and how
(05:38):
can you be frequent with yourinteraction?
Well let's talk about these.
What is valuable?
What is valuable information?
It's not valuable to us.
It's what do your customers wantto receive and customers just to
(05:58):
receive information that eithersolves a problem or makes them
feel good.
They don't necessarily want toknow how many homes you sold
last month, which by the way wethink is very impressive and
important and we are extremelyproud of you.
But most clients, it's notvaluable to them.
(06:19):
I didn't make them necessarilyfeel good and it doesn't solve
the problem.
So an example would be marketstats.
And this is the example we'regoing to use throughout these
next steps.
Cause it's really easy tofollow.
So market stats might make themfeel good if the market's
improving, it might solve aproblem.
(06:39):
The problem is I don't knowwhat's going on.
A local real estate market.
Okay, that's easy.
I'm a real estate agent.
I can educate my client.
So the valuable informationwe're choosing is market stats.
Well then you've got tocustomize it.
So not just market stats aboutthe entire Muskogee county or
(07:01):
Harris County market or Russellor Lee.
Speaker 2 (07:05):
Yeah,
Speaker 1 (07:05):
I'm going to send them specific information.
I'm going to send theminformation about their specific
neighborhood.
So maybe I'll send market statson, um, just rocky shoals or um,
maple ridge or their specificcommunity.
(07:26):
Or maybe they're the area.
Some you have to go a littlelarger.
Some neighborhoods may be toosmall, but so I'll drill down on
market stats for theirneighborhood and then went on to
personalize it.
This is a golden little nugget.
So I hope everybody writes thisdown.
Sending us on a note.
(07:49):
Write a personal note.
You're Allen.
I was just thinking about youthis week while I was reviewing
the market stats for your area.
My results show bit.
Homes in gray rock are generallyselling around$150 a square
(08:09):
foot.
If you like to chat about itlater, give me a call.
There's so much more powerfulthan sitting down and email or a
postcard that has generalinformation, right?
Because not only was thatvaluable a personalize it and
customize it and make an Alan,what might it feel good when you
(08:34):
get a note from somebody then, Imean, that makes you feel good
that somebody was thinking aboutme and they took the time to
just let me know I was, theywere thinking about me.
So the last piece of flow is artand science.
And as we talked about, you haveto think about what your
customers want to hear you.
(08:57):
So you have to focus on what aretheir needs.
Allen's needs are going to bemuch different than Matt's needs
and Tom's needs and Chris'sneeds.
So how can I be?
Let's go back.
I want to be valuable.
I want it to.
I want to customize it.
(09:17):
I want to be personalized andit's gotta be part art and
science.
I've got to be thinking, whatdoes Alan need from me?
It's going to achieve all ofthose things I did.
Does that make sense?
This is so key.
Personalize.
I promise you no one is doingthat here.
(09:37):
And even if folks are watchingright now on Facebook, I
challenge you to do it too.
Um, it's so easy.
Hey, I was thinking about youand just want to let you know
the market activity.
If your area has increased 5% ifyou'd like to chat about it,
give me a call.
That's it.
(09:59):
You could do that for your pastclients every, every quarter.
And we know the market doesn'tchange that much.
But what if something changedwith them?
They got a new job or they hadanother milestone in their life
(10:21):
that you weren't aware ofbecause you weren't interacting
with them frequently so theydidn't think that you would need
to know because they haven'theard from you in awhile.
That's the real risk is thatwhen we don't follow up with our
clients, then someone elsefollows up with them just
because they're more engaged.
(10:42):
Um, so again, that's just withthe market data, but you can do
something else.
Um, you could find a way to makeit more personal for them.
Um, but you have to rethinkabout what, what would my
customer want to hear?
See for me not what do I want tosend them this month, because we
(11:05):
had to check off my list of whatI mailed out before someone
asked me, are you sayinganything to your past clients?
Yeah, yeah.
I'm sending him something.
You know, what is it?
I don't know.
I haven't sent it yet, but I'mgoing to do it.
But if you make it easy andcreate ease, a actionable plans
to notes a day, I just one notetoday, maybe that's more
(11:27):
realistic, one note a day isstill a lot.
If you're doing zero, nope,that's a huge improvement.
If you personalize that note toyour past clients, that could be
really, really valuable.
So we haven't identified thesespecific monetary benefit, but
(11:49):
the benefits of doing this a pereasy to understand, you'll
generate more business, Ipromise you will.
We also build strongerrelationships with your clients
because the truth is y'all arealways thinking about your
clients and figuring out ways tohelp them.
They just don't always thinkabout you because
Speaker 2 (12:11):
okay,
Speaker 1 (12:12):
they're not always selling a house and when that
moment comes up to make adecision, if you're not top of
mine, there's eight or 10 moreagents they could probably call
and so they do because theaverage consumer spends, it's
like nine to 20 months in thesearch process.
(12:34):
They go back and forth at dinnertable or do you want to move
here?
Do we really want to startlooking?
But once they start to look forreal estate, they pick an agent
in less than a week.
And if y'all have call it any ofthese leads from the website or
from Zillow or anywhere else,people will work with the first
(12:56):
person they speak with and it'scrazy.
But they will tell you clear.
Yeah.
For their website.
Say you're the first person thatcalled me back.
[inaudible] everyone tells youto follow up within 15 minutes
or less.
And I know some of you all havebeen successful at making
contact wasn't cause you've toldme and because it's the truth
(13:17):
they have bought before butnobody's built relationship with
them.
So if you do these simplethings, everything else will
follow.
I thought it was a great quoteto share.
Your life becomes a printoutresulting from the small
decisions you make each day.
They are compounded over time.
Speaker 2 (13:40):
Okay.
Speaker 1 (13:40):
You wrote one note a day and let's not count Saturday
and Sunday because let's behonest, who's going to write a
note on Saturday and Sunday?
I'm not writing a note onSaturday and Sunday.
So if you wrote two notes a dayduring the work week, that's 10
notes a week, right?
That is a lot.
(14:02):
I made notes.
Is that a year?
That's like two orders ofstationary.
You'd have to restock yourstationary every six months.
If you did that, and maybe youdon't want to buy the cranes
dollar 50 you know, a notestationary, but just like if you
(14:24):
did that for three months, so120 notes, that has a lot.
Maybe you don't have 120 peopleto send a note to.
Wow.
You send a note to someone eachmonth.
Speaker 2 (14:40):
Yeah.
Speaker 1 (14:41):
That is really strong.
If you just had 30 or 40 peopleon your list and you send a
handwritten note that's two orthree sentences each person once
a month, and you did that forthree more months, four more
months, that could have a hugeimpact on your business.
(15:04):
Not Today, but a couple ofmonths from now.
And that's easy stuff to do.
And I promise you all, we'vetalked about that before.
It's the same thing with directmail.
People don't really send itright, which is why it works
when it checks the boxes off onthose categories where it's
customizable.
So it means something, it'svaluable and it's somewhat
(15:27):
personalized.
But if you put some of thatinformation on a note,
Speaker 2 (15:36):
yeah
Speaker 1 (15:37):
you would.
People would think you are thegreatest real estate agent in
the world.
You wrote me, you wrote me anote about them.
What do you think the market'sdoing in my area?
He didn't say, Hey, I think Ican sell your house for 187 you
want to, I've got a client inthe car, you want to let me in
said, hey, I'm thinking about Jawas doing a market research, uh,
(15:58):
on your area and it looks likehomes have improved 4% or the
average square footage has goneup some when that hits the right
person.
Ooh, that is a really powerfultool.
So I'll leave you with this.
This is why so many agents donot get referrals from their
(16:21):
past clients.
Well, there's really tworeasons.
One, they, they don't realizethat your next transaction the
better than this one.
So they don't hit it out of thepark on that first transaction,
but maybe they don't do aterrible job.
Okay.
So just based on the job thatthey perform with that client,
(16:43):
for that transaction, it's a 5050 chance that client may use
them again.
And the only way to overcome anyof that is if you follow up and
74% of agents don't ever followup.
So here's the news.
You can do a bad job, peoplewill forgive you if you're
(17:07):
likable, right?
We met, we make mistakes, thingshappen.
But if you make a mistake andthey forgive you, I was so
worried, so worried that they'renever going to use me again
cause we barely got through thattransaction and you don't do
anything for the next couple ofmonths, the next year they want
(17:27):
it.
They won't work with you again.
So it's so easy to forget aboutthat and have a transaction
mindset and set of the referralmindset.
So our challenge for you is bethinking about some simple
activities, simple actions youcan take each day.
It'll get you closer to havingmore business than you can
(17:49):
handle.
Build stronger relationshipswith your clients and the money
is not something you'll have toset a goal for us because it
will come because you're doingthese small, simple things that
build value for your businessevery day and your clients do
business with you again and theystart sending you referrals as
(18:10):
well because when you thinkabout 74% that's huge.
That's why people were stillgetting into this business.
We have a a new agent that's isgoing to join us tomorrow, brand
new, and that's the one thing Itold him is it's a great time to
get in this business.
(18:30):
And he said, why?
I said, because we're stilldoing a bad job of following up
with our own clients.
I mean, right.
If you went into a market andsaid, I want to open a
restaurant here.
And so that's great becausepeople hate coming back to this
restaurant, but it's the onlyplace to get pizza, but it's
just terrible.
(18:50):
So we'd love to have anotherpizza joint and it's real easy
to generate business.
Real estate is simple.
We just think people aren'tgoing to call us back or need us
for another couple of years.
So why am I going to spend like$20 a year keeping up with them?
Well then you get a bunch ofclients and it's hard.
And then there's other excusesand look, hey, I did that too.
(19:14):
I'm not perfect.
MMM.
I should still be following upwith people I did business with
years ago.
Um, but Alan won't let me hire apersonal assistant, so it's not
in the budget or something.
Um, but as hard, that's alsoreally easy to do.
And if you think about lookingat, looking at setting some
(19:41):
activity goals, that's so mucheasier than setting up
production goal, right?
Hello.
It's wanted you to know todayI'm gonna send out two or three
pieces of mine and I'll make acouple phone calls a day.
Those bottom two you probablyalready do, but the top one you
(20:01):
may not do.
It could just be a note tosomeone you close or someone you
met with.
And if you don't have that manypeople, and guess what?
They're going to be getting alot of notes and they're going
to think, well, maybe, maybe youdon't want write two notes to
someone each month.
That may be a little overboard,but you get, the point is it's
(20:22):
not the amount of people thatyou're working with, it's just
the activity that you're doingand what can happen because of
that.
So I want to challenge you allto think about that when you're
looking at going from thetransaction mindset to the
referral mindset, because Ipromise you this is where
(20:45):
everybody wants to be, that wejust get stuck here is after
that transaction's done, you'regoing onto another transaction
and to another and we justforget about the things we're
supposed to do.
So look at your activity planand maybe that will help you
(21:07):
move closer towards the referralmindset and generate some
referral business from yourclients, even people you hadn't
done business with, just yourfriends.
People you know know if one ofmy friends wrote me a note once
a year said, hey, I'm justthinking about your hope
business is great.
I promise you, I would stop andthink, wow, that really made me
(21:28):
feel good.
What can I, what can I do tohelp this person?
Um, that stuff really ispowerful and it can make a big
difference in your business.
So the challenge you all tothink about that over the next
couple of weeks, and if we canhelp you with any of this or
come up with some ideas, we'dlove to do that.
(21:49):
I want to thank y'all for beinghere today with us this morning.
Thank you.
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