October 28, 2025 • 17 mins
It’s Halloween week, which means it’s the perfect time to talk about ghosts and zombies—not in your neighborhood, but in your real estate business.
In this episode, Lindsay shares how to stop obsessing over new leads and instead re-engage the ones you already have. From past clients who’ve gone quiet to buyers and sellers who vanished after showing interest, there’s gold hiding in your database if you’re willing to go back and take another look.
You’ll learn simple ways to reconnect, shift your mindset about follow-up, and turn old opportunities into fresh momentum.
Think of this as your resurrection ritual—low pressure, zero cringe, and a reminder that you don’t need more strangers, just more follow-through.
*****************************************************
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:35):
It's Halloween week and you are going to get a
special Halloween episode ofthis podcast, so Halloween is
one of my favorite holidaysalways has been, because my
birthday is November 2nd, soinevitably I would always have
the birthday Halloween smash up,so it kind of feels like
Halloween is like mypre-birthday party.
(00:55):
So today I thought we wouldtalk about ghost listings and
zombie leads, and it's reallyall about how we breathe life
back into old opportunities.
So I know you have been thereand people.
We don't have to drop another$1,200 on lead generation
(01:15):
service that sends you quoteunquote motivated leads who
ghost you after one text, yourmandatory seven calls.
So what I want you to do islet's take a hot minute.
Let's look at our CRM.
Hopefully you have one.
If not, you better have a placeyou're tracking all this
business Could be a Google sheet, your inbox, your janky notes
(01:37):
app that you swore you'd circleback to.
I see you all I know.
Here's the deal.
You do not need more leads, weneed a resurrection ritual, and
so I am going to challenge youfor this Halloween week to
resurrect some of your ghostlistings and zombie leads.
This episode is about breathinglife back into buyers who
(02:00):
vanished after gettingpre-approval sellers who said,
you know, maybe after Labor Dayin 2022, dms that never turned
into actual conversations orconsultations.
Open house visitors who seem sointerested and then nothing
ever happened.
Or clients who loved workingwith you and then they never
(02:21):
heard from you again.
Which shame, shame, shame,shame.
That is not okay.
Here's the deal.
It is not always about findingnew people.
Sometimes it is aboutremembering the old ones.
So let's bring them back.
No pressure, no spooky vibes,just results.
(02:42):
Let's define who are the ghostsand zombies in your database.
I'm going to start with ghosts.
So they were hot and then theywere gone.
They just disappeared.
These could be buyers youshowed homes to and then radio
silence.
It could be seller who saidthey'd list after the holidays
yep, where'd where'd you go.
Instagram lead who said yes,you're amazing, and then never
scheduled a call.
(03:03):
It could be a past client whoraved about you, had an amazing
experience and then justdisappeared into the void.
Zombies All right, here's thedefinition of a zombie.
They are cold, but they are notdead.
These could be your open housevisitor from last year who gave
you a real email or a real phonenumber.
Could be a former lead whonever picked an agent.
(03:23):
Maybe it's a social followerwho's been watching your stories
for two years but has neverengaged with you.
Or it's someone you almost gotan appointment with but they
ghosted you before you could getto that appointment.
So I know we all have exampleslike this, like the seller who
might list after her daughter'sgraduation and that conversation
(03:46):
was in 2024.
And she's a ghost, but shestill could potentially be a
real possibility.
Because, let's be real, peopledon't go straight from, like
graduation, empty nest life toselling their house.
It's a process, emotional andactually logistical.
These people hopefully alreadyknow you exist and some of them
actually liked you at one pointand they don't necessarily need
(04:09):
to be sold.
They just need a reason tore-engage with you.
The mindset of why we avoidfollowing up is really important
to dive into a little bit.
So let's talk about the realblockers, because it isn't just
about time, it is your mindset,it is emotion and it's fear.
The top reasons that we avoidold leads is that, I think.
(04:33):
Number one we don't want tolook desperate.
We don't want to havecommission breath, we don't want
to be thirsty, right.
So we're like, oh, I just don'twant to look like I'm desperate
.
You believe that if they wantedto talk to you they would or
they would have, and thatcouldn't be further from the
truth in so many instances.
The next reason is that it'sbeen too long, so it would be
(04:56):
weird now, especially with ourclients that have closed, we are
like oh shoot, I didn't followthe post-closing checklist
perfectly.
I didn't text them as soon asthey moved in, I didn't send
them a housewarming gift.
It's really weird that I couldfollow up with them now.
No, it's not Get out of yourhead.
The next reason is that Iwouldn't even know what to say.
(05:17):
Okay, fair, if you don't knowwhat to say, I want you to pop
open ChatGPT and ask ChatGPT.
I am telling you it will helpyou get unstuck and at least
give you a starting point.
You can ask chat to draft you atext.
You can ask it to draft you anemail.
It can even draft you a phoneconversation.
So we have tools now that, likeI wish I had 15 years ago to
(05:40):
get out of my head.
You can even ask chat GPT like,get out of my, help me get out
of my head, like I need to stopbeing scared to follow up with
people.
And then the last thing is justfear of rejection, like, what
if they say no?
What if they tell me to get outof their face?
And I will tell you most of thetime people are nice, they are
not going to be rude, they arejust going to tell you they're
(06:02):
not interested, and that isactually great, because then you
can cross them off your list.
So here is your mindset reframe.
You are not cold calling,you're closing the loop.
You're not begging, you arehelping to build relationships
with these people.
So revisit these conversationsand touch points just like you
would with a friend that youhaven't seen in a while.
(06:24):
Approach it with adding value,being helpful, and you don't
need to apologize, like you arejust going to be there and you
are going to be of service inthese people.
So if you ever see someone inyour text history and you're
thinking, oh, it's been too long, and you send a quick hey, I
was just thinking of you, andthey respond gratefully or
positively a quick hey, I wasjust thinking of you, and they
(06:46):
respond gratefully or positively.
The same thing applies here.
Treat it like you are talkingto a long lost friend and I
believe that it gets so mucheasier.
Okay, we've covered the mindsetblocks, which I know are real.
I am not discounting them.
That's why I covered them,because they are actually
(07:06):
important.
Let's get into five simple waysto revive your old opportunities
.
Number one is the.
I thought of you email, sosubject line ideas could be like
you crossed my mind, stillthinking about that house in
Capitol Hill, just checking in,no pressure, and this is very
easy.
It could be something like hey,samantha, I was reviewing my
(07:29):
notes and remembered ourconversation about you possibly
buying in Capitol Hill.
If that's something you'reconsidering, or even if it's not
, I'd love to catch up.
No pressure at all.
Maybe you have time to grabcoffee next week or for a quick
10-minute phone call.
That's it, just thoughtful.
You remembered something aboutthem.
It's personal and they may notrespond to you or they might,
(07:50):
but honestly, no pressure,you're just putting it out there
.
The next simple way to reviveold opportunities is the hey,
random question text, so you canuse this one word for word or
modify it.
But hey, random question areyou still thinking about buying
(08:10):
this year or has life totallyshifted for you?
Or hey, are you thinking aboutselling this year or has life
totally shifted for you?
Hey, just saw a listing thatmade me think of you.
Are you still poking around orare you on pause for now?
So easy, casual, low stakes.
You're not asking them for anappointment or to call you.
(08:31):
It's easy to answer, which isthe key.
Ask questions that are easy toanswer and you're not selling
yourself, you're not pushingyourself, you are serving and
you are being curious about them.
So get out of your head.
We can send these texts to you.
Could also be a voice note ifyou want that to be the case.
Number three is the two-minutevoicemail.
(08:51):
So a lot of people do not callanymore, and if you are not a
caller, that's fine.
You can also use this as avoice note.
Huge fan, but this could be.
Hey, samantha, samantha'sgetting a lot of text and
attention.
Today I was just drivingthrough Capitol Hill and thought
of you.
If you're still toying with theidea of buying a condo, I'd
(09:12):
love to reconnect.
Totally no pressure.
Just wanted to say hey, I'llshoot you a text too.
Easy voicemail.
Why it works is because mostagents don't do this and the
fact that you're actuallycalling and you're a real person
, not like a robo caller which,hello, I get all the time, you
will instantly stand out asbeing thoughtful and memorable.
So don't be afraid to use thephone.
(09:34):
I know it's scary for most ofus, but it does still work and,
honestly, it's kind of the sameas sending a text, because
aren't we all just reading ourtranscripts anyway?
Does anyone actually listen tovoicemails anymore?
I don't All right.
Number four is reframe fromsales to service.
So ask yourself what was thelast time that was going on in
(09:56):
their life when we last talked?
And if you don't know, that'sokay, could be what.
Are they stuck on right now?
Are they?
Did they get pre-approved?
Are they like having somethingcrazy in their life going on?
Like what is the sticking point?
Like how can you get them tothe next step in the process?
And then I actually like to saywhat's the next logical step in
the process for them?
And then what clarity orresources could you offer them
(10:19):
today that could help move themalong in the process?
So let's say that they haven'tbeen pre-approved and they
really were just thinking aboutbuying a house the last time you
chatted with them.
That could be a really logicalnext step resource you could
give them.
So it could be like hey, I knowlast time we chatted you were
(10:39):
really casually looking.
Interest rates have come down,so I wanted to see if you're
interested in speaking with alender to get an idea of your
budget and just see what theysay Good resources you could
have like a first time buyerguide.
You could set them up on alisting alert, like just think
of what you could offer themthat would be helpful.
(11:01):
And that's where it's notchasing energy, it's supportive
energy and you are controllingthat process and your client has
the ability to say yes or no towhatever you're offering, which
is totally fine.
It's all about showing up withservice and making sure that you
are offering things that arehelpful to them.
(11:22):
Now my last tip if you getanything out of this episode,
please do this is schedule amonthly resurrection session,
direction session.
So block one hour a month andwhat you'll do is scroll through
any medium, any avenue that youget people contacting you.
(11:44):
This can be your CRM, it can beyour email inbox, it can be
your text messages, your phonelog, and do not forget your
social media messages and DMs.
So you are basically scrapingwhatever you got in the past
month and seeing what the dealis Now.
If you're doing this for thefirst time, you might have to go
back like kind of a long ways,but once you start doing this
(12:04):
once a month like this is easybecause you only have to go back
a month.
I also forgot to say that youneed to have a place where you
are tracking all of these people.
So do not let them live in allof these different places.
Please, please, please, putthem in your CRM, put them on a
Google spreadsheet, put them.
I don't even care if you usenotes app.
I really don't Just like have aplace where you have your
(12:28):
ghosts and zombies so you canaccess them in an easy way.
So we will all right.
So the first is just likefinding these contacts that you
wanna resurrect.
Then you're going to send hey,still thinking of you messages
and you can do the emails, thetexts, the voice notes, the
voicemails, whatever makes sensefor you.
These are your ghosts andzombies.
(12:48):
Then you're going to follow upwith your past clients with a
checking in note and it can becustomized to where they're at,
where they moved, kind of lasttime you heard from them.
Absolutely, following up withpast clients is so crucial, I
think, at least quarterly.
So getting your past clients ona quarterly like personal touch
is really, really important.
Then review everything forunfinished consultation
(13:11):
opportunities.
So those people that raisedtheir hand and said, hey, I was
interested, and you neveractually got to meet or get to
the finish line, or any listingpreps that you did that maybe
fell through, or listingappointments that kind of were
like a little vague or furtherin the future that you let fall
through the cracks.
It is really important to turnthis into a ritual and, honestly
(13:33):
, the most successful agents dothis like every week, honestly,
but do it an hour a month andyou're doing better than most
people really.
So I really truly believe thatif you can stick to these
follow-up of the I thought ofyou email, the hey random
question text, the two minutevoicemail, the reframing of
(13:55):
sales to actual service and thenscheduling your resurrection
session, you are going to findsome clients that have
potentially fallen through thecracks and now, with interest
rates being in a more favorablespot, like I just feel like it's
a really good time to likereengage people.
It's a really good time tore-engage people.
I know so much of this comesdown to mindset and time
(14:17):
management, but I know when itcomes to the mindset piece.
You're not there begging forbusiness.
You're not like, please, please, work with me.
You're saying I'm still here ifyou need me and you might even
be offering something that couldhelp them out, and there's a
big difference there.
The agents that are winningright now are not throwing
(14:38):
spaghetti at the lead gen wall.
They just aren't.
They're warming up what theyalready have in the oven and
they're showing up for peoplewho almost already chose them or
have raised their hand, andthey're honestly not scared to
try again.
You just can't be scared tokeep trying.
Keep trying until someone tellsyou no, like, just because they
aren't responding to you.
No, just because they aren'tresponding to you doesn't mean
that they aren't reading yourmessages and it's not resonating
(14:59):
.
We get in our heads like, oh,they didn't get back to me.
It's like do you get back toeveryone that replies to you or
sends you something?
No, of course not.
It's just the nature of ourlives is.
We are so busy, there's so muchstuff that we're bombarded with
that it's going to take a fewtries to be able to get through
to someone.
So I know you do not need morestrangers and most of you just
(15:26):
need more follow through andmore organization and more
actually following up with yourghosts and your zombies.
Again, this is not about beingsalesy.
It is about being someone whocares enough to circle back, and
I know that you can do this.
So I hope you have anincredible Halloween week and I
will be headed to Vegas for theZillow conference, mostly
(15:51):
because Kacey Musgraves is goingto be playing and she's like my
all-time favorite.
So until next week, I'll seeyou later and I hope you stay
happy.
It's Halloween week and you are going to get a
special Halloween episode ofthis podcast, so Halloween is
one of my favorite holidaysalways has been, because my
birthday is November 2nd, soinevitably I would always have
the birthday Halloween smash up,so it kind of feels like
Halloween is like mypre-birthday party.
(00:55):
So today I thought we wouldtalk about ghost listings and
zombie leads, and it's reallyall about how we breathe life
back into old opportunities.
So I know you have been thereand people.
We don't have to drop another$1,200 on lead generation
(01:15):
service that sends you quoteunquote motivated leads who
ghost you after one text, yourmandatory seven calls.
So what I want you to do islet's take a hot minute.
Let's look at our CRM.
Hopefully you have one.
If not, you better have a placeyou're tracking all this
business Could be a Google sheet, your inbox, your janky notes
(01:37):
app that you swore you'd circleback to.
I see you all I know.
Here's the deal.
You do not need more leads, weneed a resurrection ritual, and
so I am going to challenge youfor this Halloween week to
resurrect some of your ghostlistings and zombie leads.
This episode is about breathinglife back into buyers who
(02:00):
vanished after gettingpre-approval sellers who said,
you know, maybe after Labor Dayin 2022, dms that never turned
into actual conversations orconsultations.
Open house visitors who seem sointerested and then nothing
ever happened.
Or clients who loved workingwith you and then they never
(02:21):
heard from you again.
Which shame, shame, shame,shame.
That is not okay.
Here's the deal.
It is not always about findingnew people.
Sometimes it is aboutremembering the old ones.
So let's bring them back.
No pressure, no spooky vibes,just results.
(02:42):
Let's define who are the ghostsand zombies in your database.
I'm going to start with ghosts.
So they were hot and then theywere gone.
They just disappeared.
These could be buyers youshowed homes to and then radio
silence.
It could be seller who saidthey'd list after the holidays
yep, where'd where'd you go.
Instagram lead who said yes,you're amazing, and then never
scheduled a call.
(03:03):
It could be a past client whoraved about you, had an amazing
experience and then justdisappeared into the void.
Zombies All right, here's thedefinition of a zombie.
They are cold, but they are notdead.
These could be your open housevisitor from last year who gave
you a real email or a real phonenumber.
Could be a former lead whonever picked an agent.
(03:23):
Maybe it's a social followerwho's been watching your stories
for two years but has neverengaged with you.
Or it's someone you almost gotan appointment with but they
ghosted you before you could getto that appointment.
So I know we all have exampleslike this, like the seller who
might list after her daughter'sgraduation and that conversation
(03:46):
was in 2024.
And she's a ghost, but shestill could potentially be a
real possibility.
Because, let's be real, peopledon't go straight from, like
graduation, empty nest life toselling their house.
It's a process, emotional andactually logistical.
These people hopefully alreadyknow you exist and some of them
actually liked you at one pointand they don't necessarily need
(04:09):
to be sold.
They just need a reason tore-engage with you.
The mindset of why we avoidfollowing up is really important
to dive into a little bit.
So let's talk about the realblockers, because it isn't just
about time, it is your mindset,it is emotion and it's fear.
The top reasons that we avoidold leads is that, I think.
(04:33):
Number one we don't want tolook desperate.
We don't want to havecommission breath, we don't want
to be thirsty, right.
So we're like, oh, I just don'twant to look like I'm desperate
.
You believe that if they wantedto talk to you they would or
they would have, and thatcouldn't be further from the
truth in so many instances.
The next reason is that it'sbeen too long, so it would be
(04:56):
weird now, especially with ourclients that have closed, we are
like oh shoot, I didn't followthe post-closing checklist
perfectly.
I didn't text them as soon asthey moved in, I didn't send
them a housewarming gift.
It's really weird that I couldfollow up with them now.
No, it's not Get out of yourhead.
The next reason is that Iwouldn't even know what to say.
(05:17):
Okay, fair, if you don't knowwhat to say, I want you to pop
open ChatGPT and ask ChatGPT.
I am telling you it will helpyou get unstuck and at least
give you a starting point.
You can ask chat to draft you atext.
You can ask it to draft you anemail.
It can even draft you a phoneconversation.
So we have tools now that, likeI wish I had 15 years ago to
(05:40):
get out of my head.
You can even ask chat GPT like,get out of my, help me get out
of my head, like I need to stopbeing scared to follow up with
people.
And then the last thing is justfear of rejection, like, what
if they say no?
What if they tell me to get outof their face?
And I will tell you most of thetime people are nice, they are
not going to be rude, they arejust going to tell you they're
(06:02):
not interested, and that isactually great, because then you
can cross them off your list.
So here is your mindset reframe.
You are not cold calling,you're closing the loop.
You're not begging, you arehelping to build relationships
with these people.
So revisit these conversationsand touch points just like you
would with a friend that youhaven't seen in a while.
(06:24):
Approach it with adding value,being helpful, and you don't
need to apologize, like you arejust going to be there and you
are going to be of service inthese people.
So if you ever see someone inyour text history and you're
thinking, oh, it's been too long, and you send a quick hey, I
was just thinking of you, andthey respond gratefully or
positively a quick hey, I wasjust thinking of you, and they
(06:46):
respond gratefully or positively.
The same thing applies here.
Treat it like you are talkingto a long lost friend and I
believe that it gets so mucheasier.
Okay, we've covered the mindsetblocks, which I know are real.
I am not discounting them.
That's why I covered them,because they are actually
(07:06):
important.
Let's get into five simple waysto revive your old opportunities
.
Number one is the.
I thought of you email, sosubject line ideas could be like
you crossed my mind, stillthinking about that house in
Capitol Hill, just checking in,no pressure, and this is very
easy.
It could be something like hey,samantha, I was reviewing my
(07:29):
notes and remembered ourconversation about you possibly
buying in Capitol Hill.
If that's something you'reconsidering, or even if it's not
, I'd love to catch up.
No pressure at all.
Maybe you have time to grabcoffee next week or for a quick
10-minute phone call.
That's it, just thoughtful.
You remembered something aboutthem.
It's personal and they may notrespond to you or they might,
(07:50):
but honestly, no pressure,you're just putting it out there
.
The next simple way to reviveold opportunities is the hey,
random question text, so you canuse this one word for word or
modify it.
But hey, random question areyou still thinking about buying
(08:10):
this year or has life totallyshifted for you?
Or hey, are you thinking aboutselling this year or has life
totally shifted for you?
Hey, just saw a listing thatmade me think of you.
Are you still poking around orare you on pause for now?
So easy, casual, low stakes.
You're not asking them for anappointment or to call you.
(08:31):
It's easy to answer, which isthe key.
Ask questions that are easy toanswer and you're not selling
yourself, you're not pushingyourself, you are serving and
you are being curious about them.
So get out of your head.
We can send these texts to you.
Could also be a voice note ifyou want that to be the case.
Number three is the two-minutevoicemail.
(08:51):
So a lot of people do not callanymore, and if you are not a
caller, that's fine.
You can also use this as avoice note.
Huge fan, but this could be.
Hey, samantha, samantha'sgetting a lot of text and
attention.
Today I was just drivingthrough Capitol Hill and thought
of you.
If you're still toying with theidea of buying a condo, I'd
(09:12):
love to reconnect.
Totally no pressure.
Just wanted to say hey, I'llshoot you a text too.
Easy voicemail.
Why it works is because mostagents don't do this and the
fact that you're actuallycalling and you're a real person
, not like a robo caller which,hello, I get all the time, you
will instantly stand out asbeing thoughtful and memorable.
So don't be afraid to use thephone.
(09:34):
I know it's scary for most ofus, but it does still work and,
honestly, it's kind of the sameas sending a text, because
aren't we all just reading ourtranscripts anyway?
Does anyone actually listen tovoicemails anymore?
I don't All right.
Number four is reframe fromsales to service.
So ask yourself what was thelast time that was going on in
(09:56):
their life when we last talked?
And if you don't know, that'sokay, could be what.
Are they stuck on right now?
Are they?
Did they get pre-approved?
Are they like having somethingcrazy in their life going on?
Like what is the sticking point?
Like how can you get them tothe next step in the process?
And then I actually like to saywhat's the next logical step in
the process for them?
And then what clarity orresources could you offer them
(10:19):
today that could help move themalong in the process?
So let's say that they haven'tbeen pre-approved and they
really were just thinking aboutbuying a house the last time you
chatted with them.
That could be a really logicalnext step resource you could
give them.
So it could be like hey, I knowlast time we chatted you were
(10:39):
really casually looking.
Interest rates have come down,so I wanted to see if you're
interested in speaking with alender to get an idea of your
budget and just see what theysay Good resources you could
have like a first time buyerguide.
You could set them up on alisting alert, like just think
of what you could offer themthat would be helpful.
(11:01):
And that's where it's notchasing energy, it's supportive
energy and you are controllingthat process and your client has
the ability to say yes or no towhatever you're offering, which
is totally fine.
It's all about showing up withservice and making sure that you
are offering things that arehelpful to them.
(11:22):
Now my last tip if you getanything out of this episode,
please do this is schedule amonthly resurrection session,
direction session.
So block one hour a month andwhat you'll do is scroll through
any medium, any avenue that youget people contacting you.
(11:44):
This can be your CRM, it can beyour email inbox, it can be
your text messages, your phonelog, and do not forget your
social media messages and DMs.
So you are basically scrapingwhatever you got in the past
month and seeing what the dealis Now.
If you're doing this for thefirst time, you might have to go
back like kind of a long ways,but once you start doing this
(12:04):
once a month like this is easybecause you only have to go back
a month.
I also forgot to say that youneed to have a place where you
are tracking all of these people.
So do not let them live in allof these different places.
Please, please, please, putthem in your CRM, put them on a
Google spreadsheet, put them.
I don't even care if you usenotes app.
I really don't Just like have aplace where you have your
(12:28):
ghosts and zombies so you canaccess them in an easy way.
So we will all right.
So the first is just likefinding these contacts that you
wanna resurrect.
Then you're going to send hey,still thinking of you messages
and you can do the emails, thetexts, the voice notes, the
voicemails, whatever makes sensefor you.
These are your ghosts andzombies.
(12:48):
Then you're going to follow upwith your past clients with a
checking in note and it can becustomized to where they're at,
where they moved, kind of lasttime you heard from them.
Absolutely, following up withpast clients is so crucial, I
think, at least quarterly.
So getting your past clients ona quarterly like personal touch
is really, really important.
Then review everything forunfinished consultation
(13:11):
opportunities.
So those people that raisedtheir hand and said, hey, I was
interested, and you neveractually got to meet or get to
the finish line, or any listingpreps that you did that maybe
fell through, or listingappointments that kind of were
like a little vague or furtherin the future that you let fall
through the cracks.
It is really important to turnthis into a ritual and, honestly
(13:33):
, the most successful agents dothis like every week, honestly,
but do it an hour a month andyou're doing better than most
people really.
So I really truly believe thatif you can stick to these
follow-up of the I thought ofyou email, the hey random
question text, the two minutevoicemail, the reframing of
(13:55):
sales to actual service and thenscheduling your resurrection
session, you are going to findsome clients that have
potentially fallen through thecracks and now, with interest
rates being in a more favorablespot, like I just feel like it's
a really good time to likereengage people.
It's a really good time tore-engage people.
I know so much of this comesdown to mindset and time
(14:17):
management, but I know when itcomes to the mindset piece.
You're not there begging forbusiness.
You're not like, please, please, work with me.
You're saying I'm still here ifyou need me and you might even
be offering something that couldhelp them out, and there's a
big difference there.
The agents that are winningright now are not throwing
(14:38):
spaghetti at the lead gen wall.
They just aren't.
They're warming up what theyalready have in the oven and
they're showing up for peoplewho almost already chose them or
have raised their hand, andthey're honestly not scared to
try again.
You just can't be scared tokeep trying.
Keep trying until someone tellsyou no, like, just because they
aren't responding to you.
No, just because they aren'tresponding to you doesn't mean
that they aren't reading yourmessages and it's not resonating
(14:59):
.
We get in our heads like, oh,they didn't get back to me.
It's like do you get back toeveryone that replies to you or
sends you something?
No, of course not.
It's just the nature of ourlives is.
We are so busy, there's so muchstuff that we're bombarded with
that it's going to take a fewtries to be able to get through
to someone.
So I know you do not need morestrangers and most of you just
(15:26):
need more follow through andmore organization and more
actually following up with yourghosts and your zombies.
Again, this is not about beingsalesy.
It is about being someone whocares enough to circle back, and
I know that you can do this.
So I hope you have anincredible Halloween week and I
will be headed to Vegas for theZillow conference, mostly
(15:51):
because Kacey Musgraves is goingto be playing and she's like my
all-time favorite.
So until next week, I'll seeyou later and I hope you stay
happy.
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