December 10, 2024 • 15 mins
In this episode of the Agent Rise Podcast, Neil Mathweg introduces a game-changing follow-up system for real estate agents—Matchmaking! Discover how to follow up with leads without feeling pushy or salesy and learn the key to staying top of mind during the buyer's dream phase. Neil shares his proven strategies to:
- Avoid being ghosted
- Serve leads effectively
- Build raving fans by going the extra mile
Get access to the Matchmaking Tracker and start converting leads today. Text "matchmaking" to 833-500-1135 for a free guide. Don't miss this transformative approach to lead conversion!
Chapters:
[00:00] Introduction: The problem with follow-up systems
[01:30] Why leads ghost agents—and how to avoid it
[03:00] The birth of Matchmaking: Neil’s breakthrough story
[04:30] Understanding the buyer’s dream phase
[06:00] The story of criteria: Listening to buyers' needs
[07:30] The three-pillar plan to find buyers and sellers
[09:00] How Matchmaking accelerates the buying process
[10:30] Overcoming unresponsive leads
[12:00] Building raving fans with personalized follow-ups
[13:30] Why most agents fail at follow-up and how to stand out
[15:00] Get the Matchmaking Tracker and start today!
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1. Free Resources:
• Join our Free Facebook Group to connect with like-minded agents and access weekly tips.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Leads are not just a name on a list.
(00:02):
They are people with dreams andpeople that we need to be serving.
And if you want to do this withoutfeeling pushy and without feeling
salesy, then this strategy is for you.
Stick around.
Welcome to the agent rise podcast,where we celebrate that you are
unique, one of a kind, instead ofasking you to do things that make you
cringe, we help you create a clear,personalized plan that aligns with you.
(00:27):
No more overthinking or wasting time.
Just a straightforward path tobuilding a real estate business.
You love.
Welcome risers.
It's that time once again, for theagent rise podcast, I'm your host,
Neil Mathwig, and today we're talkingabout how to convert leads without
feeling salesy, without feeling pushy.
(00:47):
And I know a lot of you strugglewith this where it's like, you're,
you don't know when to call.
You don't want to call andfollow up too much and too soon.
There's this balance between beingpersistent and being annoying.
Right.
And another thing that a lot of usstruggle with is what to say when we, when
we make these phone calls, we know thatwe shouldn't be just calling to check in
(01:08):
or calling to stay in the loop, but whatcould we be calling and saying instead?
And lastly, I think a lot of us strugglewith knowing what buyers to take seriously
and what buyers not to take seriously.
And when we're to spend our time, becausewe only have so much time and following
up with buyers that may or may notbuy, is that just a big waste of time?
(01:29):
And how do we kind of let thecream rise to the top so that we're
not wasting time with buyers thatmay or may not ever do anything.
And if you're anything likeme, you've probably made a call
to a buyer, to a seller once,and they didn't call you back.
And so therefore you thought,well, they must not be interested.
And you stop following up from that point.
(01:51):
And you and I both know that.
This is a mistake.
And it's an easy mistake to makebecause that, that, that non
return phone call, getting ghostedby them is not easy to take.
And therefore we don't want tokeep getting more of that pain.
Right.
And so I want to show you today away that no matter what, if they
don't even call you back, you canstill have the confidence to do it.
(02:13):
To be able to call them andcontinue to call them until
they're ready to take action.
Because the thing that we have to rememberis that buyers have a dream phase and some
buyers that dream phase is very short.
They, they take action very quickly.
And then there's other buyers thatwill be in that dream phase for months.
to years before they will make a decisionand before they will take action.
(02:36):
And it's your job to continue tobe top of mind during that dream
face, no matter how long it is.
And so you have to remember thatif they don't call me back this
time, I need to keep following up.
And what is it that you follow up with?
Well, I want to tell you about matchmakingtoday, because this is the solution.
How matchmaking all began.
(02:57):
It was in 2017 and I had leadsthat were coming in from Facebook
ads that we were running.
And one of the leads, I had a greatconversation with her and she told me
everything that she was looking for.
She was looking in a neighborhoodthat I was very familiar with.
She was looking for us, the size ofthe home and the two story and the
three car garage and near the park.
(03:17):
And.
I understood her entire criteria andI had a great conversation with her.
Our conversation ended quicklybecause she had to go back to work.
, she said something like, you know, I'mso sorry, Neil, that I have to go, but I
started this new job and I've got to run.
Can I call you back at the end of the day?
I said, no problem.
Just give me a call backwhen you get a chance.
No problem at all.
I never heard from her.
(03:38):
She didn't call me backat the end of the day.
She didn't call me back the next day.
I left her a couple of voice message.
Hey, this is Neil.
Just calling to check in, hadthis great conversation with you
is wondering if there's anythingelse I can do to help you.
And I never heard from her ever again.
And it, and it was, it wascrickets from that point on.
And I.
I got super concerned that I thoughtmaybe I said something wrong.
(03:58):
What did I do?
How did I drop the ball here?
We had this greatconversation and now nothing.
And then I got thinking,I'm like, you know what?
I know what she's looking for.
She gave me her search criteria.
I'm going to go look to see if Ican find what she's looking for.
And sure enough in ourmarket, we have coming soon.
And sure enough, there was a coming soon.
That had just listed.
(04:19):
It wasn't even available on the MLS yet.
It was just in the coming soon section.
So I gave her a call andI said, Hey, this is Neil.
Sorry to bother you again, but Iwas looking through the listings
and I found a host that I think isexactly what you're looking for.
It's not available on the MLS yet,but give me a call back when you get a
chance and I'll tell you more about it.
And then it was just moments later andmy phone rang and it was her calling
(04:42):
to say, I am so sorry I've been sobusy, but tell me about that house.
And see what I learned fromthat point is, is that I need
to give buyers what they want.
They don't want me calling to check in.
They don't want me callingto stay in the loop.
That's asking them to give mesomething when I hardly even know them.
And so from this day forward,I called it matchmaking.
(05:04):
I even went, ran out of my officeand went to my team and I said,
it's called matchmaker, matchmaker,matchmaker, make me a match.
And we all started matchmaking.
And really what you need to be ableto matchmake is you need their contact
information and their search criteria.
And if you get those twothings, then you can.
Find what they're looking for.
You understand what they're looking for.
(05:25):
I even call it the story of criteria.
Every buyer has a story.
And what is that story?
And that story leads to their criteria.
An example of this is like, let's sayI see a meet a buyer at an open house
and I asked them, what do they thinkabout the house in their response?
They're going to tell me what theylike and what they don't like.
According to their story of criteria,they're going to tell me that they
(05:48):
need a bigger space because they gotthree teenagers and they want to a
bigger family room, or they need aspace for mom who might be moving in,
or they need a large backyard becausethey love having events and they want
a big backyard to entertain in, right?
They're going to tell you theirstory of criteria, and that's
what you have to pick up on.
(06:09):
If you can listen to theirstory of criteria and get
their contact information, nowyou can begin to serve them.
Now, before I get rolling today, Iwant to have you write down a number,
get out a pen and a piece of paper, ifyou can, and write down 8 3 3 5 0 0 1.
5.
And today I also put together a specialreport on everything that I'm going
(06:32):
to be teaching around the matchmakingsystem, how to set your matchmaker up.
And you can simply text theword matchmaking all one word
matchmaking to 8 3 3 5 0 0.
And if you have any questions throughoutthe conversation today, go ahead
and test, text me those questions.
(06:52):
Happy to reply to them.
My number again, 8 3 3 5 0 0 1 1 3 5.
And now I want to get intosome, yeah, buts, because I
know that you have some, right.
And some, yeah, buts that I wrote downis I don't have anybody to match make
with, like, I don't have any buyers.
It would be great if I had buyersbecause then I could match make.
(07:12):
And what I want you to focus on hereis your buyers and sellers are going
to come from your three pillar plan.
Once you develop your three pillarplan, your sphere, your chase, and your
attraction, those different pillars aregoing to be giving you buyers and sellers
that are going to raise their hand.
And as soon as they do, thenyou add them to your matchmaker.
(07:33):
And right now, if you feel like youdon't have any started thinking about.
Every buyer in the last sixmonths that has raised their hand.
See, you might not think that youhave anybody that's really, really
hot because they're not callingon you and you're it being more
reactive than you are proactive.
But if you can start to think througheverybody that has raised their hand
(07:53):
and maybe even said, Hey, we're thinkingabout buying, but it's going to be
a year from now, or we're thinkingabout buying and we've got to get a
few things in line before we do so.
And.
Sometimes what we do is we checkthose people off and we say,
Oh, they're not ready right now.
And I'm not going to pay attention to themright now, but these are the buyers that
you need to get put into your matchmaker.
I remember once I had a buyer thatthat came to me and said, he was
(08:16):
thinking about buying a home and,but he was going to buy in a year.
And I used to always say to that,like, Hey, just let me know when
a year and I'll be ready for you.
And I learned that I need tomeet with them right now, because
there's so many things that wecan get in line to get them ready.
For one year.
And so if I meet with them rightnow and maybe get them pre approved
(08:36):
right now, or have them meet with alender to see what needs to be done.
And then I start sending themlistings and I start calling them
every once in a while to say, Hey,I thought I saw this house here.
And I thought of you matchmaking canmove this whole entire process up.
And so you've got to meet with buyersimmediately when they raise their hand.
Add them to your matchmaker and thencontinue to match make with them.
(08:59):
Maybe it's going to be a year,but again, that dream phase, you
got to remember that dream phase.
And so match make with them over a year.
And eventually you're goingto be bringing them to the
closing table on their new home.
The next yeah, but that I havewritten down here is yeah,
but my leads are unresponsive.
It's so pointless to follow up.
And I think that's what you're going toexperience before you start matchmaking.
(09:22):
Once you start matchmaking,you're calling to let them know
you found something for them.
You're calling to givethem the magic word.
I saw this house and I thought ofyou and, and, and when you do this,
when you call them and say, I sawthis house and I thought of you,
they feel like you care about them.
They feel like you're outthere looking for them.
(09:44):
When you call them to say,Hey, give me a call back.
When you get a chance, I'm just callingto check in, just calling to follow up.
Want to see how your search is going.
That's going to go pretty lowon the priority list because
there's no urgency behind it.
There's, there's no pain if they don'tfollow up, there's no recourse to that.
So, so they're not necessarily going tobe calling you to check in, to follow
up, but if you call them and say, Hey,I saw this house and I thought of you,
(10:08):
and it's a house that matches whatyou're looking for, and you're not
going to give me any more details thanthat, but then to just call you back.
I guarantee your phone's going to ringbecause you're now calling to give
them what they want and not callingto just ask them for something.
There's a big difference there.
And you're going to see yourcalls become much more responsive.
(10:29):
Another one of the yeah, butts that I havewritten down here is that I don't have.
Time to track and followup with every lead.
All right, well, here's the somethingthat you need to understand.
Matchmaking helps you go the extra mile.
I'm not asking you to remove theautomation from this as well, though.
If you have buyers set up in anautomatic search where they get
(10:50):
listings automatically, Keep doing that.
By no means.
Am I asking you to stop that?
When you make the phone call,I'm asking you not to check in.
I'm asking you to calland give them something.
Now it might be a new listing thatyou found that they're not aware of.
Or it might be a listing thatyou already messaged them
automatically through your portal.
(11:11):
And if that's the case, you justcall and say, Hey, I sent over an
email yesterday with a listing.
I want to make sure you saw it.
Let me know if you wantto go check this one out.
I think this one is a, is onethat would interest you, right?
You're just going the extra mile to, tomake that phone call to say, I care to
say, I saw this one and I thought of you.
And another one of thebenefits of doing this is.
(11:32):
You build, you build raving fansbecause most agents don't do this.
Most agents just set theircustomers up in the portal and
let the automatic listings go.
But when you call and you say, Hey,I saw this one and I thought of you.
It builds raving fans and ravingfans will start to tell their
friends about you and your services.
And if you don't believe me.
(11:54):
Just watch it happen.
It does.
It's really amazing because you're goingthe extra mile and it, it impresses
them and that, and when you do that,they're going to start raving about you.
I guarantee it.
And the last, yeah, but that I havewritten down here, but I think I
already covered this one was my leadsghost me after the first contact.
And again, that's becauseyou're calling to follow up.
(12:14):
I think we see this most.
When we are working with open houses wemeet somebody at an open house and we
kind of feel like we hit it off with them.
And then on Monday morning, wecall and check in and we call and
follow up and say, thanks for,for meeting me at the open house.
And is there anythingI can do to help you?
And we, and we try that attempt and.
They ghost us, right?
And, and it's because we'renot giving them what they want.
(12:37):
Now, if you listen to that buyer atthat open house and you picked up
on their search criteria and you'reunderstanding their story of criteria,
and then you call them back, maybe noton Monday, because that might look weird.
Maybe you call them back a week ortwo weeks from now, which I know
this sounds even crazier, but I'mtelling you there's power in it.
When you call and say, Hey,I met you about a week or two
(12:58):
weeks ago at an open house.
I don't know if you remember me.
Anyways, I was looking through the MLSand I saw a house and I thought of you.
I remember you telling me thatyou need a big family room.
I found this house that has a 20 by 30family room in the finished lower level.
And I think it would beabsolutely perfect for you.
Give me a call back when you get achance and I'll tell you more about it.
So, you know, what that message theretells me is that I was listening, right?
(13:20):
I was listening to the customer.
I'm not just calling to, to, tosee if I can rope them into being a
buyer's agent and working with me.
No.
I called them when Ihad something for them.
I called them when I saw a house thatreminded me of what They were looking
for, and I reached out to them and I'mtelling you, this is where the power is.
And a lot of us don't get that.
(13:41):
A lot of us just go into thisfollow up mode and we go do open
houses and we, we look for, forpeople to become best friends with.
And if that doesn't happen, then wefeel empty and we feel like we're not.
Completed.
And, and we also, we reallystruggle to follow up, right?
We really feel like they're ghosting us.
I'm telling you any buyer that has ghostedyou and you have their contact information
(14:01):
and their search criteria, startmatchmaking, put them into your matchmaker
and start looking for properties.
Call them when you finda property that matches.
And then if they don't call back.
Call them again whenanother property matches.
And if they don't call back, call again,when another property doesn't match,
because all you're doing is matchmakingand giving them what they want.
And if they reject that andthey don't want that, then
(14:23):
remove them from your list.
But if they, if they don't callyou and they don't follow up,
then just keep matchmaking becauseeventually you're going to call them
and they're going to be like, yes.
Now is the time.
Tell me more about this house.
They're going to be just likethe example that I used earlier.
They're busy right now.
They're, they're got so much going on.
And, and if you call them and say,Hey, I saw this house and I thought
(14:45):
of you, they will take action.
Now, again, if you want toput this all into action, I
put it all into a Google Doc.
It's not a fancy report by no means,but it's all of the details that you
need for matchmaking, how to set yourmatchmaker up what it all looks like.
And again, you can text the wordmatchmaking to 833 500 1135.
(15:08):
Now let's get matchmaking.
Go download the matchmakertracker system again.
Thanks again for watching.
Hope you have a great day.
And like always remember to bethe reason somebody smiles today.
Leads are not just a name on a list.
(00:02):
They are people with dreams andpeople that we need to be serving.
And if you want to do this withoutfeeling pushy and without feeling
salesy, then this strategy is for you.
Stick around.
Welcome to the agent rise podcast,where we celebrate that you are
unique, one of a kind, instead ofasking you to do things that make you
cringe, we help you create a clear,personalized plan that aligns with you.
(00:27):
No more overthinking or wasting time.
Just a straightforward path tobuilding a real estate business.
You love.
Welcome risers.
It's that time once again, for theagent rise podcast, I'm your host,
Neil Mathwig, and today we're talkingabout how to convert leads without
feeling salesy, without feeling pushy.
(00:47):
And I know a lot of you strugglewith this where it's like, you're,
you don't know when to call.
You don't want to call andfollow up too much and too soon.
There's this balance between beingpersistent and being annoying.
Right.
And another thing that a lot of usstruggle with is what to say when we, when
we make these phone calls, we know thatwe shouldn't be just calling to check in
(01:08):
or calling to stay in the loop, but whatcould we be calling and saying instead?
And lastly, I think a lot of us strugglewith knowing what buyers to take seriously
and what buyers not to take seriously.
And when we're to spend our time, becausewe only have so much time and following
up with buyers that may or may notbuy, is that just a big waste of time?
(01:29):
And how do we kind of let thecream rise to the top so that we're
not wasting time with buyers thatmay or may not ever do anything.
And if you're anything likeme, you've probably made a call
to a buyer, to a seller once,and they didn't call you back.
And so therefore you thought,well, they must not be interested.
And you stop following up from that point.
(01:51):
And you and I both know that.
This is a mistake.
And it's an easy mistake to makebecause that, that, that non
return phone call, getting ghostedby them is not easy to take.
And therefore we don't want tokeep getting more of that pain.
Right.
And so I want to show you today away that no matter what, if they
don't even call you back, you canstill have the confidence to do it.
(02:13):
To be able to call them andcontinue to call them until
they're ready to take action.
Because the thing that we have to rememberis that buyers have a dream phase and some
buyers that dream phase is very short.
They, they take action very quickly.
And then there's other buyers thatwill be in that dream phase for months.
to years before they will make a decisionand before they will take action.
(02:36):
And it's your job to continue tobe top of mind during that dream
face, no matter how long it is.
And so you have to remember thatif they don't call me back this
time, I need to keep following up.
And what is it that you follow up with?
Well, I want to tell you about matchmakingtoday, because this is the solution.
How matchmaking all began.
(02:57):
It was in 2017 and I had leadsthat were coming in from Facebook
ads that we were running.
And one of the leads, I had a greatconversation with her and she told me
everything that she was looking for.
She was looking in a neighborhoodthat I was very familiar with.
She was looking for us, the size ofthe home and the two story and the
three car garage and near the park.
(03:17):
And.
I understood her entire criteria andI had a great conversation with her.
Our conversation ended quicklybecause she had to go back to work.
, she said something like, you know, I'mso sorry, Neil, that I have to go, but I
started this new job and I've got to run.
Can I call you back at the end of the day?
I said, no problem.
Just give me a call backwhen you get a chance.
No problem at all.
I never heard from her.
(03:38):
She didn't call me backat the end of the day.
She didn't call me back the next day.
I left her a couple of voice message.
Hey, this is Neil.
Just calling to check in, hadthis great conversation with you
is wondering if there's anythingelse I can do to help you.
And I never heard from her ever again.
And it, and it was, it wascrickets from that point on.
And I.
I got super concerned that I thoughtmaybe I said something wrong.
(03:58):
What did I do?
How did I drop the ball here?
We had this greatconversation and now nothing.
And then I got thinking,I'm like, you know what?
I know what she's looking for.
She gave me her search criteria.
I'm going to go look to see if Ican find what she's looking for.
And sure enough in ourmarket, we have coming soon.
And sure enough, there was a coming soon.
That had just listed.
(04:19):
It wasn't even available on the MLS yet.
It was just in the coming soon section.
So I gave her a call andI said, Hey, this is Neil.
Sorry to bother you again, but Iwas looking through the listings
and I found a host that I think isexactly what you're looking for.
It's not available on the MLS yet,but give me a call back when you get a
chance and I'll tell you more about it.
And then it was just moments later andmy phone rang and it was her calling
(04:42):
to say, I am so sorry I've been sobusy, but tell me about that house.
And see what I learned fromthat point is, is that I need
to give buyers what they want.
They don't want me calling to check in.
They don't want me callingto stay in the loop.
That's asking them to give mesomething when I hardly even know them.
And so from this day forward,I called it matchmaking.
(05:04):
I even went, ran out of my officeand went to my team and I said,
it's called matchmaker, matchmaker,matchmaker, make me a match.
And we all started matchmaking.
And really what you need to be ableto matchmake is you need their contact
information and their search criteria.
And if you get those twothings, then you can.
Find what they're looking for.
You understand what they're looking for.
(05:25):
I even call it the story of criteria.
Every buyer has a story.
And what is that story?
And that story leads to their criteria.
An example of this is like, let's sayI see a meet a buyer at an open house
and I asked them, what do they thinkabout the house in their response?
They're going to tell me what theylike and what they don't like.
According to their story of criteria,they're going to tell me that they
(05:48):
need a bigger space because they gotthree teenagers and they want to a
bigger family room, or they need aspace for mom who might be moving in,
or they need a large backyard becausethey love having events and they want
a big backyard to entertain in, right?
They're going to tell you theirstory of criteria, and that's
what you have to pick up on.
(06:09):
If you can listen to theirstory of criteria and get
their contact information, nowyou can begin to serve them.
Now, before I get rolling today, Iwant to have you write down a number,
get out a pen and a piece of paper, ifyou can, and write down 8 3 3 5 0 0 1.
5.
And today I also put together a specialreport on everything that I'm going
(06:32):
to be teaching around the matchmakingsystem, how to set your matchmaker up.
And you can simply text theword matchmaking all one word
matchmaking to 8 3 3 5 0 0.
And if you have any questions throughoutthe conversation today, go ahead
and test, text me those questions.
(06:52):
Happy to reply to them.
My number again, 8 3 3 5 0 0 1 1 3 5.
And now I want to get intosome, yeah, buts, because I
know that you have some, right.
And some, yeah, buts that I wrote downis I don't have anybody to match make
with, like, I don't have any buyers.
It would be great if I had buyersbecause then I could match make.
(07:12):
And what I want you to focus on hereis your buyers and sellers are going
to come from your three pillar plan.
Once you develop your three pillarplan, your sphere, your chase, and your
attraction, those different pillars aregoing to be giving you buyers and sellers
that are going to raise their hand.
And as soon as they do, thenyou add them to your matchmaker.
(07:33):
And right now, if you feel like youdon't have any started thinking about.
Every buyer in the last sixmonths that has raised their hand.
See, you might not think that youhave anybody that's really, really
hot because they're not callingon you and you're it being more
reactive than you are proactive.
But if you can start to think througheverybody that has raised their hand
(07:53):
and maybe even said, Hey, we're thinkingabout buying, but it's going to be
a year from now, or we're thinkingabout buying and we've got to get a
few things in line before we do so.
And.
Sometimes what we do is we checkthose people off and we say,
Oh, they're not ready right now.
And I'm not going to pay attention to themright now, but these are the buyers that
you need to get put into your matchmaker.
I remember once I had a buyer thatthat came to me and said, he was
(08:16):
thinking about buying a home and,but he was going to buy in a year.
And I used to always say to that,like, Hey, just let me know when
a year and I'll be ready for you.
And I learned that I need tomeet with them right now, because
there's so many things that wecan get in line to get them ready.
For one year.
And so if I meet with them rightnow and maybe get them pre approved
(08:36):
right now, or have them meet with alender to see what needs to be done.
And then I start sending themlistings and I start calling them
every once in a while to say, Hey,I thought I saw this house here.
And I thought of you matchmaking canmove this whole entire process up.
And so you've got to meet with buyersimmediately when they raise their hand.
Add them to your matchmaker and thencontinue to match make with them.
(08:59):
Maybe it's going to be a year,but again, that dream phase, you
got to remember that dream phase.
And so match make with them over a year.
And eventually you're goingto be bringing them to the
closing table on their new home.
The next yeah, but that I havewritten down here is yeah,
but my leads are unresponsive.
It's so pointless to follow up.
And I think that's what you're going toexperience before you start matchmaking.
(09:22):
Once you start matchmaking,you're calling to let them know
you found something for them.
You're calling to givethem the magic word.
I saw this house and I thought ofyou and, and, and when you do this,
when you call them and say, I sawthis house and I thought of you,
they feel like you care about them.
They feel like you're outthere looking for them.
(09:44):
When you call them to say,Hey, give me a call back.
When you get a chance, I'm just callingto check in, just calling to follow up.
Want to see how your search is going.
That's going to go pretty lowon the priority list because
there's no urgency behind it.
There's, there's no pain if they don'tfollow up, there's no recourse to that.
So, so they're not necessarily going tobe calling you to check in, to follow
up, but if you call them and say, Hey,I saw this house and I thought of you,
(10:08):
and it's a house that matches whatyou're looking for, and you're not
going to give me any more details thanthat, but then to just call you back.
I guarantee your phone's going to ringbecause you're now calling to give
them what they want and not callingto just ask them for something.
There's a big difference there.
And you're going to see yourcalls become much more responsive.
(10:29):
Another one of the yeah, butts that I havewritten down here is that I don't have.
Time to track and followup with every lead.
All right, well, here's the somethingthat you need to understand.
Matchmaking helps you go the extra mile.
I'm not asking you to remove theautomation from this as well, though.
If you have buyers set up in anautomatic search where they get
(10:50):
listings automatically, Keep doing that.
By no means.
Am I asking you to stop that?
When you make the phone call,I'm asking you not to check in.
I'm asking you to calland give them something.
Now it might be a new listing thatyou found that they're not aware of.
Or it might be a listing thatyou already messaged them
automatically through your portal.
(11:11):
And if that's the case, you justcall and say, Hey, I sent over an
email yesterday with a listing.
I want to make sure you saw it.
Let me know if you wantto go check this one out.
I think this one is a, is onethat would interest you, right?
You're just going the extra mile to, tomake that phone call to say, I care to
say, I saw this one and I thought of you.
And another one of thebenefits of doing this is.
(11:32):
You build, you build raving fansbecause most agents don't do this.
Most agents just set theircustomers up in the portal and
let the automatic listings go.
But when you call and you say, Hey,I saw this one and I thought of you.
It builds raving fans and ravingfans will start to tell their
friends about you and your services.
And if you don't believe me.
(11:54):
Just watch it happen.
It does.
It's really amazing because you're goingthe extra mile and it, it impresses
them and that, and when you do that,they're going to start raving about you.
I guarantee it.
And the last, yeah, but that I havewritten down here, but I think I
already covered this one was my leadsghost me after the first contact.
And again, that's becauseyou're calling to follow up.
(12:14):
I think we see this most.
When we are working with open houses wemeet somebody at an open house and we
kind of feel like we hit it off with them.
And then on Monday morning, wecall and check in and we call and
follow up and say, thanks for,for meeting me at the open house.
And is there anythingI can do to help you?
And we, and we try that attempt and.
They ghost us, right?
And, and it's because we'renot giving them what they want.
(12:37):
Now, if you listen to that buyer atthat open house and you picked up
on their search criteria and you'reunderstanding their story of criteria,
and then you call them back, maybe noton Monday, because that might look weird.
Maybe you call them back a week ortwo weeks from now, which I know
this sounds even crazier, but I'mtelling you there's power in it.
When you call and say, Hey,I met you about a week or two
(12:58):
weeks ago at an open house.
I don't know if you remember me.
Anyways, I was looking through the MLSand I saw a house and I thought of you.
I remember you telling me thatyou need a big family room.
I found this house that has a 20 by 30family room in the finished lower level.
And I think it would beabsolutely perfect for you.
Give me a call back when you get achance and I'll tell you more about it.
So, you know, what that message theretells me is that I was listening, right?
(13:20):
I was listening to the customer.
I'm not just calling to, to, tosee if I can rope them into being a
buyer's agent and working with me.
No.
I called them when Ihad something for them.
I called them when I saw a house thatreminded me of what They were looking
for, and I reached out to them and I'mtelling you, this is where the power is.
And a lot of us don't get that.
(13:41):
A lot of us just go into thisfollow up mode and we go do open
houses and we, we look for, forpeople to become best friends with.
And if that doesn't happen, then wefeel empty and we feel like we're not.
Completed.
And, and we also, we reallystruggle to follow up, right?
We really feel like they're ghosting us.
I'm telling you any buyer that has ghostedyou and you have their contact information
(14:01):
and their search criteria, startmatchmaking, put them into your matchmaker
and start looking for properties.
Call them when you finda property that matches.
And then if they don't call back.
Call them again whenanother property matches.
And if they don't call back, call again,when another property doesn't match,
because all you're doing is matchmakingand giving them what they want.
And if they reject that andthey don't want that, then
(14:23):
remove them from your list.
But if they, if they don't callyou and they don't follow up,
then just keep matchmaking becauseeventually you're going to call them
and they're going to be like, yes.
Now is the time.
Tell me more about this house.
They're going to be just likethe example that I used earlier.
They're busy right now.
They're, they're got so much going on.
And, and if you call them and say,Hey, I saw this house and I thought
(14:45):
of you, they will take action.
Now, again, if you want toput this all into action, I
put it all into a Google Doc.
It's not a fancy report by no means,but it's all of the details that you
need for matchmaking, how to set yourmatchmaker up what it all looks like.
And again, you can text the wordmatchmaking to 833 500 1135.
(15:08):
Now let's get matchmaking.
Go download the matchmakertracker system again.
Thanks again for watching.
Hope you have a great day.
And like always remember to bethe reason somebody smiles today.
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