March 5, 2025 • 32 mins
Production Coaching Call with Coach Byrdman, 3/4/25
You can watch the video ep on our YouTube here: https://youtu.be/yeH75eFY3SQ
You can watch the video ep on our YouTube here: https://youtu.be/yeH75eFY3SQ
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:02):
He wins this week that you'd like to celebrate, not
that much. It's Tuesday. It's all good. Gallery set up here, okay, cool,
(00:25):
all right, Good morning, good afternoon, good evening, depending where
you are, Hawaii, it's still morning. It's eleven thirty Pacific
time here on the West Coast, and I got I know,
we got people from all over all over the nation.
But thank you for being here, thank you for tuning
into the Coaching Call this week, where we give thirty
minutes of coaching, inspiration, perspiration, ideas, support and all the
(00:47):
things to help you on your mental journey and real
estate right, that's really what we're talking about here. It
is a mental journey, especially in this market. What's the
general thing you're hearing in the real estate market? Now,
take yourself off mute and let me know what you're
reading in your real estate market. Anything.
Speaker 2 (01:12):
I've heard a recent shift in people's approach to talking
about interest rates. Okay, Like over the past few years,
it's always been, hey, lower rates are coming, and I've
recently heard more people say, hey, rates are never going
down again, but appreciably, it's time to just move on
with your life and buy a house because you're not
(01:32):
going to wait forever and you're going to be stuck
where you're at, or you know, time to move. They're
not coming back down and you can't wait for them.
Speaker 1 (01:39):
But neither are prices. Yeah, you know, it depends on
what side of the side of the coin you're on.
I'm hearing or I'm seeing a lot of memes and
stuff that are really funny about lenders coining. The rates
came down an eighth of a point. It's time to go, right.
They're just looking for anything to have a positive spin on.
(02:00):
The reality is people need to buy, people need to sell.
And yes, we could look at what the rates at home.
Somebody's at home, maybe Richard. I'm going to mutua just
in case I still hear somebody else. But anyway, if
you're not muted, just go ahead and please mute yourself.
It's all good. But you know, listen, people need to buy,
(02:23):
people need to sell. If you absolutely had to sell
your house and move because of job relocation, health in
the family, whatever it was. Your kid needed to go
to school somewhere, your kid needed medical treatment somewhere, the
rates are what the rates are, right, You're going shop
for the best thing you can get now. But the
bottom line is the buyers, you're gonna have to deal
(02:44):
with the rates on buying your house. You're gonna have
to deal with rates on buying something else. What's coming
into play is the fact that we have two and
a half, three, three and a half, four, four and
a half percent interest rates on homes, and then it
becomes an equation of is it more valuable to keep
that house than to sell it? Right We're in that
exact situation, all my equities tied up into an Oregon home.
(03:06):
I'd love to sell it. We want to snowbird and
move to Arizona. We're going to do that, and so
I'm blessed. We're looking in we're in the sub two
committee community. We're looking at subject to and seller carries
and looking at loans that others have gotten a couple
of years ago. At you know, we're looking at a
couple in the threes right now for seller carries or
(03:28):
taking over those existing loans. You know you could do
is via assumable. A lot of options there. So even
me personally, I'm looking at like tough to sell my
house with a two point twenty five fixed thirty year
rate right, I'd like to, but I'm moving into something else,
so the rate's going to be seven percent, right, So again,
(03:50):
I'm a buyer, I'm a seller. We all have that situation.
We have to be cognizant of what the buyers and
sellers are going through. But the bottom line is appreciation
is outwaned what I think the rates are going to do,
especially in the next near term next twenty four to
thirty six months, right, So we're still seeing appreciation even
(04:10):
in these higher rates. But what I'm hearing from a
global posture of coaching the United States, I don't really
pay attention to Canada much. Sorry Canada, but Canada is
completely different. The way they do lending, the way they
do the loan process, the way they close s grow,
it's a little different process. I've coached a couple clients
(04:31):
in Canada and it's quite different. But here in the US,
from coast to coast Florida to Oregon, Washington to everything
in the middle, things have picked up since the first year.
Overall agents are like very ambitious, very optimistic, five six
seven transactions to where maybe they only did that all
of last year. Now they've got a couple of things
(04:53):
going on now, that's like that we're seeing properties. It's interesting.
Talk into a top agent in Los Angeles today and
I said, the Palisade fires, did those really impact the
housing market in terms of inventory? And he goes, no,
not really. I'm like, how could that be? When five
thousand people were displaced, you think it would disrupt the
(05:13):
rental industry? He says, it really hasn't done that there yet.
But I'm getting conflicting reports with that, right, So we
have to look at it geographically and understand what's going
on in that particular area and lean on the experts,
the people that are doing enough transactions to help us
mitigate that conversation. Right, If you have somebody that's relocating
(05:36):
from where you are and maybe Sacramento to Texas, I
need a Texas person tell me what's going on there
so I could properly educate and communicate with my client
here what the expectations are for everything from pricing, to
time on market, to transitional plans between the properties. Right.
(05:57):
So we're as we're looking at this space, I think
what's more important than ever is our messaging. You know,
I've done this before, and I'm setting setting you up
a little bit for this. But Chris used, come off
you for a second if you don't mind.
Speaker 3 (06:14):
Okay, what markets are you in in the Bay Area
San Francisco area?
Speaker 1 (06:20):
Okay? What I know that area? Well? What specific town
area I'm in? Uh?
Speaker 3 (06:26):
Well, I live in San Leandro and I kind of
hit the the East Bay there.
Speaker 1 (06:29):
Okay, cool, so I know your area well. But Chris,
how's the market there?
Speaker 3 (06:37):
Ah, good question. I would say it's kind of flat.
I mean, nothing too tremendous going on. You know, it's
not like a huge increase. I think rates are basically,
like you're saying, kind of steady and and you know,
we have the issue that you're talking about with the
uh you know, people with the lower rate houses and
all that, you know, that are kind of kind of set. There.
(06:59):
Not a lot of new construction, new developments right now,
so you know, inventory is kind of stable.
Speaker 1 (07:05):
So pause, Okay, right, Chris, how would you rate your
response to me of what we just did a week?
I don't know, I'm asking your opinion, right, I'm not
asking you now. What's important about this conversation for the
(07:25):
people watching here and the people the tens of people
that will watch it later, Right, I say joking, But Chris,
who am I? Am I buyer?
Speaker 3 (07:38):
Yeah?
Speaker 1 (07:39):
Am I renter? And am I? Right? Am I a host? Seller?
Who are you talking to? No idea? Correct? So you
just gave me an overview of the market. That's kind
of like a shotgun effect at what you believe, And
you could have talked me out of a transaction depending
(08:00):
on what I heard, right, So what's really important is
to find out and we talked through the scripting. But
if you're a safe way, if you're talking to a
friend at the golf course and somebody goes, how's the
real estate market? Say, that's a great question, Chris, let
me ask you. Are you a buyer, seller, renter or investor?
Which one of those are you? So then I could
(08:22):
talk to you? Right? Sure, a conversation between a buyer
and a seller is really a different conversation as it
is with an investors for the flipper or a sub
to person or whatever it may be. Right, really really
need and so when I talk about language of cells,
this is what I'm talking about, right, How can we
best have the language to prist into a sales posture
(08:46):
to gain relationship respect through no like and trust? What
you said is not wrong, Chris, it's just broad right.
So I want I want everybody to get in this
mindset of how you can have language around the real
estate conversation. Richard how Richard took a phone call Mark
(09:11):
Mark Charles question, Yes, hey, how are the rates right now? Man?
Speaker 4 (09:21):
The rates are fluctuating. We've had some recent decline in
the rates here recently, which is positive news for us
and makes it optimistic for people that are looking buy
and sell property. So, you know, I would have to
say that it's been a quarter of a point, not
very much, but given the industry in the market and
what's been happening with over the last twelve months, I'd
(09:43):
say it's definitely a sign that things are moving in
the right direction.
Speaker 1 (09:47):
I love it. So I'm going to look up on
my real estate app what the rates are today? The
rates are at today Mortgage News Daily. They're at six
point sixty four, so actually down from about seven here
a couple of weeks ago. But number one. Again, I
think there's value in identifying buyer seller different conversations with rates, right,
(10:10):
and if they're a seller, are you going to be
buying a replacement property? They bring into the buyer conversation.
But overall, I want you to be excited and I
want you to be optimistic about the housing market, okay,
because if we just laser focus on rates, we can
put them into a locked up status to where they're
not really able to make a decision. Indecision is very
(10:34):
much part of this market, right, So if you ask me,
go ahead and ask me, like, what are rates doing?
And I'll give you an example.
Speaker 4 (10:43):
Hey, tell me what do you think the rates are
going to do with over the next six months?
Speaker 1 (10:49):
Boy, I know I appreciate Russ.
Speaker 4 (10:51):
I'm going to mute you.
Speaker 1 (10:54):
You know that's interesting. First of all, Mark, thank you
for the question. Are you a buyer or seller? I'm
looking to sill okay, looking to sell? Awesome, And you
said six months. Nobody has a crystal ball. But it
looks like all the economic reports are favorable to rates
coming down. Right. Rates have been fairly stable since the election.
(11:15):
Usually we see a lot of volatility in the election cycle, naturally,
but we've seen some pretty much stability. The rates did
get lowered by the Feds, but they didn't really impact
the market rate, right, So, without going into great detail,
I think you're seeing a lot of stability. So as
a seller, I think the buyers have determined that this
(11:37):
rate is a stable rate, So six and a half
or seven is really in their willhouse of what they
believe is an accurate rate for the time being. I
do believe crystal ball wise. Don't quote me on it,
but I do believe crystal ballwise there'll be an opportunity
for refinancing down the road. I do believe that we
can see some lower rates as we start seeing some
of these economic things happening that the kurnaman Is stations
(12:00):
talking about with oil production and all the things that
are going to contribute to this. I do think that
we'll have a strong economy as we as we progress.
There's a lot of wild cards out there right now.
Right but for you, as a seller, Mark, I would
say now is the absolute best time because their stability
in the rates, the buyers have kind of they've come
(12:22):
custom to the rates being where they are about six
point sixty five today. Right We didn't get it possibly
into the low sixes, high fives with some VA andha
fha and different loans, but right now we're running right
around in that six and a half percent. Historically obviously
they're very good. Historically over the last twenty five years
(12:43):
they've averaged at like six point two percent, so on
that kind of historic average. Of course, four years ago,
five years ago, you know, the rates were below free.
Speaker 4 (12:54):
Thanks to you just answered my next question for me,
So I was going to ask you, do you think
it's a good time for me to enter the market
based on what you're saying with buyers.
Speaker 1 (13:03):
So, Mark, thank you for asking in to answer your question. Yes,
it's a good time to get through the market. But
there are specifics that matter to you that I'd like
to talk to you about, and part of my listing
consultation with you will be looking at all those parameters
for you specifically. But from a market global perspective, yes,
now is the best time for you to sell because
(13:23):
we have stable rates, we have inventory that's increasing a
little bit. We have appreciation that's increasing a little bit
as well, right, So those are all good indicators for
the buyers that are in the market. It's not been
that way for in the last couple of years. It's
been kind of a rough market round buyers, right, So
we're getting more stable. It's still a seller's market. Do
(13:46):
strictly due to inventory. But this is this is how
I would have a seller conversation, Thank you, hype, and
then so buyers, same thing kind of reversed a little bit. Right,
we don't see rates coming down aggressively, so I think
waiting is a mistake for a buyer. Right now, we're
(14:06):
seeing appreciation two to four and a half percent appreciation.
I think that's going to far outweigh what you're going
to pay and mortgage rate for the next twelve, twenty four,
even thirty six months before you may refinance or have
the opportunities to refinance. The appreciation of four percent a
year is going to be you know, six hundred thousand
dollars house that's a sixty thousand dollars equity move in
(14:29):
the next couple of years. That far outweighs the risk
of the rates coming down one or two percent potentially
and putting you in a place to where you made
a mistake financially. Okay, so let's talk about let's talk
about forward prospecting. This is something I always drive home, always, always,
(14:52):
always on my coaching calls. I talk about prospecting, right,
I joke about it and practice. What do you mean practice.
You've seen all the fun things with the football memes
and stuff, but the reality is the practice that happens
on the field for you, making your prospecting calls are
(15:13):
are going to be what determines your comfortableness and your
skill set of making proactive outgoing calls to your prospects
to your database. Right, So, I have a lot of
agents that I talk to that go, well, I don't
really like to prey on my database. That's why I'm
(15:33):
doing this passive social or passive prospecting all this stuff.
I think it's a disservice. I'm just telling you from
a coach's perspective. I think it's a disservice for you
to think of that mentally like that, because if we're
not taking care of our clients, somebody else will. And
I'm going to challenge you that those somebodies are less skilled,
(15:54):
less caring, less invested than you are in your database.
So I think it's a disservice to allow them to
fall into the hands of an agent that is, in
you know, less capable than you, less caring than you.
And that's just the mindset that I take. It's not
(16:15):
a strong power cells ta tactic. It's like I want
them to look for me and to talk to me
about their financial decisions. And this is the biggest one, right,
So let's do a script real quick. And if you
wouldn't mine, Chris, you did a great job. You want
to do a role play again, and I'll be the
(16:36):
I'll be the tough one. You could be the easy one, okay. Shot. Yeah,
so your your SI database. You're one of my friends
in the database, okay. And I'm going to be calling
for my benefit. I'm going to be calling serving my
needs and my benefits. And you're going to notice the
difference in the cells language and posture. Okay, Okay, so
(17:01):
ring ering Hey Chris, Hi, how's it going? Hey Chris,
It's great. It's rady bird over here, DXP reality and
I hope you're having an amazing real estate David. I
wanted to let you know that there's a real strong
need for homes on the market right now, and I
was just curious, are you really curious or interested in
selling your home talking about ways that you could maximize
(17:23):
the income in your home. Maybe it's through equity, otherwise,
would you do a real estate conversation with me about this. Yeah.
Speaker 3 (17:30):
I mean, it's kind of been in the back of
my head to move down to Santa Cruz County, so
you know, maybe it might be in a good opportunity
to sell possible.
Speaker 1 (17:39):
Okay, So Chris had something in the back of his mind.
I brought up an opportunity. And there's nothing wrong with
that phone call, right, There's nothing wrong with leading with
what my agenda is. I kind of set it up
like I'm going to have an agenda, and I did.
I got right to the point. Right. The other side
of it is, you don't I want to talk to
(18:00):
them for fifteen minutes about their love and their families
and their vacations and then go, oh, by the way,
like the old Columbo, Oh, by the way, you need
to buy or sell real estate. I'm your guy. Right,
there's a way to do that in your newer database.
But I want to let people know that I'm a
professional now the way that I balance this and this
(18:20):
is something that I've taught for years. You could choose
to do it or not. Is I alternate if I'm
calling them every month business pleasure business pleasure, business pleasure, business, pleasure,
long haul. So this may sound like the call we
just had this time, Chris, and then next month I
call you and I go, hey, Chris, Randy Birdy Xperiality,
how you doing great? Great? Hey, buddy, personal call, not
(18:43):
real estate. I just set them real estate. I just
said who I'm with, but I'm taking it away and
I'm saying this is a personal call.
Speaker 3 (18:52):
Gotcha.
Speaker 1 (18:53):
So, Chris, last month when we talked to you, guys
were getting ready to travel and some other things. And
we talk to real estate a little bit. But what's
going on with the travel you guys? Do anything for
around Easter? Anything coming up? Yeah?
Speaker 3 (19:08):
Well in May? Yeah, May, I do have a trip
plan down to New Orleans. So it should be a.
Speaker 1 (19:12):
Lot of fun with the wife. What's in New Orleans.
Speaker 3 (19:16):
We're going on a river cruise from New Orleans up
up the Mississippi, so it should be a lot of
fun for about seven days.
Speaker 1 (19:23):
You sent me a little video here and again and
kind of just stayed engaged with me during that trip.
I've always wanted to do that. I'd love to live
vicariously through you on that trip.
Speaker 3 (19:33):
Yeah, sure, why not. You can hook up on my
Facebook or I'll send you videos.
Speaker 1 (19:38):
Perfect. I'd love that, And so I would engage with
them with that, I'd write it down in my CRM.
I would make sure I know what he's leaving. I
would connect with him personally. Now I'm talking about the
trip New Orleans, all these things, right, and I'm not
dropping the real This is strictly just a personal call. Gotcha, right?
(20:00):
So now let's now this is me. Now we're in March.
Let's fast forward to April, thirty days from now. I
call you ring.
Speaker 3 (20:06):
Rank, Hey, Chris, Yeah, what's up Randy?
Speaker 1 (20:09):
Hey, Chris? Business call today. I want to talk business
a little bit. But before I do, I want to
check it on you. Still going to New Orleans and May?
Speaker 3 (20:15):
Yeah? Yeah, we're all set almost be ready to be
a phone number.
Speaker 1 (20:19):
I'm going to be texting you, send me like a
FaceTime or a video or I want to live through
your experience on this trip. I've always wanted to do that.
I'd love to stay in touch with you and the family.
Who else going with you?
Speaker 3 (20:32):
The wife and actually my parents.
Speaker 1 (20:34):
How cool is that? And your parents have ever done it?
Speaker 3 (20:38):
Yeah, they have done it. It's their sixtieth the wedding anniversary.
So that's why we're all headed down there.
Speaker 1 (20:42):
So holy moly, I just have my second Yeah, I
got married.
Speaker 3 (20:46):
Yeah, can you imagine? Yeah, they're in their eighties.
Speaker 1 (20:49):
So what are your parents first names?
Speaker 3 (20:53):
Bella and Al?
Speaker 1 (20:54):
Bella and Al. That Bella is a good old Southern name.
I love it. So have a blast with Bella and
Al and again I'll stay engaged on this trip. But
real quick business. Just two minutes. We talked a couple
months ago now about potentially selling, and I just wanted to.
I want to do my part as a professional and
stay engaged with you and ask you do you have
(21:15):
any future needs? Do you have anything going on with
that decision to potentially sell. I can help with. I
want to bring you up what's going on in the
market a little bit as well.
Speaker 3 (21:24):
Yeah, maybe maybe we can take a look at it
as soon as I get back. We can, you know,
can't kind of sit down and see, you see where
the market's at, and see what my house would bring
and give me a better idea of you know, when
I could buy in Santa Cruz, you know, after I
sell this one.
Speaker 1 (21:37):
My pleasure to do that. So when you get back
from New Orleans.
Speaker 3 (21:40):
Roughly the end of May.
Speaker 1 (21:43):
Okay, so you're going to put something on the calendar.
It's very into pay or maybe the part of June
or something.
Speaker 3 (21:50):
Yeah, let's do you know the first week in June
would be would probably work beautiful?
Speaker 1 (21:55):
I know your calendar gate, I'll.
Speaker 3 (22:00):
Now yeah, let's say June third, where'd you go?
Speaker 1 (22:05):
Okay?
Speaker 4 (22:09):
Oh, they talk about the refinance or anything.
Speaker 1 (22:13):
Uh George, Yeah, okay, so he's working. I don't I'm
I don't blame him for working. Yeah, so you see
how I alternated between those conversations. But it's a natural flow. Sure,
you really will develop a deep relationship and a deep
(22:34):
trust no like and trust you in your database if
you follow a procedure like this, right, is anybody doing
this in their database at a high level? I don't
see any hands. So that's a big takeaway for today.
You could put this into your database. It doesn't take
a lot of effort. Matter of fact, as you get
into a sequence, let's say you have three hundred people
(22:55):
in your database. That's that's ten people per day you
need to talk too. That's a lot, right, So you
need to start out where you're taking two months to
get to this, and then you're weeding this down to
a system and a process but if your daily one
hour of prospecting activity looked like this, it doesn't come
(23:18):
it doesn't come scary anymore. It's just you're handling your
database properly. And I'm going to tell you that there's
a mathematical sequence to three hundred people in your database
to a monthly contact to transactional business. It's about every
forty conversations you have turn into a transaction in your sphere,
(23:40):
in your warm database. So I talk about we're talking
every four days you should be able to inspire a
transaction for buying, selling, investing, or renting. You've got to
think along all those lines in your own database, right,
So all of a sudden, we're talking in the forty
to fifty transactions a year range. As poss right, fifteen
(24:02):
percent of your database will either use you or refer you. Okay,
what's coming up for you with this statement? Do you
see an opportunity in your business? Do you see a
weakness or you know a strengths, weakness, opportunity threat squat.
Speaker 3 (24:26):
Yeah, for me, it's definitely an opportunity to uh yeah,
to contact everybody. And yeah, that mindset you're talking about
where you think you know you're bothering people or you're
kind of trying to sell all the time. Is definitely there.
But it's true that you are probably the best suited
person to help them, you know, like you have the
most if you're if you really know these people, then
(24:47):
you are the best person to deal with their with
their situation. You know.
Speaker 1 (24:50):
So, Chris, nobody will work harder and nobody will be outworked.
And you know through real estate right M as serving
you and so we have to convey that we really
do right. But let's take anybody, Why don't you put
in chat how many people roughly do you have in
(25:12):
your database? And if you have seven thousand, I'm going
to challenge you that you don't have seven thousand. You know,
if you've got a sorted, qualified database, what number do
you have in your database for past clients? Sphere of influence?
That's what I'm talking about, SI and PC. Anybody want
to chat in there and give me an idea number? Wise,
I will do some math. Okay, one hundred and fifty perfect,
(25:44):
one hundred and fifty is a good number. So if
we do one hundred and fifty twenty days in the month,
right work days, So one hundred and fifty divided by
twenty the seven point five conversations per day, every workday,
seven point five conversations per day. You could easily do
(26:06):
that in a power hour every day. Right, three hundred,
that's fifteen three hundred plus that's fifteen, right, So write
that down. If you have one hundred and fifty, Patrick,
you should be looking at eight contacts per day in
your database. By the way, Ring Ring, Hi, this is
Chris's voicemail. Chris Randy Bird. How are you doing. Hey,
(26:29):
it's a business call today. I was just checking in
on you on your real estate needs. I'm really curious
if you're looking to buy, sell, investor rent in real estate.
I'm your guy. We've been connected. I know you trust
me in business, but I want to stay on top
of that. And I'm an expert in the market, and
I have an associated network of about eleven hundred agents nationwide.
I don't care if you're going to Texas or Florida.
(26:50):
I can help you. All right, Sorry I missed you,
but get back to me. I'd love to chat with
you for two or three minutes and see what I
could do to help you. Right, that's a contact, I
think that and then I'd follow that up with a text, Hey,
just left your message Chris, real quick, just checking in
on you real estate needs, anything I can do to
help you, And then the following month again if you
(27:10):
get voicemail, same thing. Hey Chris Randy Bird, this is
not about business. I'm Randy Bird e XP reality, It's
not about real estate. Right, I'm checking on you personally.
How are you and Cindy doing? How's Bella and Dad doing?
I know you guys are going on that trip soon, right,
I'm keeping track of my notes and having these conversations
with people. It will absolutely be valuable in your business.
(27:35):
And then personal line text absolutely on. So it's just
as simple as this. You know, let's just say that
we just I just left you a message. I'm just
gonna grab my phone. I go, Hey Chris Randy Bird,
I just left you. Just let me go video. Hey
(27:57):
Chris Randy Bird, I just left you a message man
on your real estate needs and you just as a person.
I just really value you and I want to be
there for you if you need me things. Sorry I
missed you, but reach back out. I just want to
shoot you a quick text, put a face to a name,
and see if I could be of Indie support to you.
All right, have a great day. Five four one five
seven oh five seven seven seven, have a great day.
(28:18):
I'll talk to you soon by now. It's just that simple,
right And by the way, that's in your phone or
your CRM for your past conversations. Right, if I'm talking
to Chris, all have to do is look up Chris
and I can see what I said and what I
did the last time. Another great source for CRM for
this kind of language just Facebook. I could go on
(28:40):
my Facebook right now and look at every conversation I've
ever had with anybody in my Facebook, and a direct message,
because Facebook keeps it, I can go and say, oh wow,
I haven't I haven't talked to Chris in a year,
but we've been connected for eight or nine years on Facebook,
and I could leverage that in a DM. But hey,
Chris left your voicemail and I sent you a video text.
(29:01):
I thought I'd jump on Facebook here too. We've been
connected for nine years, Chris. I didn't realize nine years.
That's amazing. I think I was at Kella Williams back
when we originally connected. I just want to say hey
and shout out a little bit. All right, So we're
at the end of our time together today. I want
(29:22):
to open it up for any questions you have. I
always like to have Q and A if you have
something I can help with. That's what this is really
all about. So good group on here. But any questions
you could raise your hand, small group, we can open
it up. Anything I could do to support you today? Okay,
(29:43):
hearing none, here's my suggestion for you. Number one, go
back and make sure you sort and qualify your database.
Number one, sort and qualify your database so you get
a really clean look at what how many SOI on
PC past clients sphere of influence right, if you have
(30:06):
a buyer you're showing now even though you haven't closed,
that's still a contact. Find out what that number is.
Do the math and work backwards and figure out what
your daily goal is. Number two set away one to
three hours a day. This is always an argument. When
I get people that are doing five transactions a year,
(30:28):
they cannot find an hour a day to prospect. And
when I coach people like I have in Utah and
Canada to do a thousand transactions a year, they prospect
three hours a day. So it's completely backwards of what
you would think. You'd think somebody doing a thousand transactions
a year, doesn't that need to prospect. It's the other
way around. Success leaves cloes, all right. So number two
(30:53):
is schedule that one to two hours three hours a day,
depending on what your business looks like, of staying engaged
with your contacts. Following up that leads that lead generation time.
But you should be able to get through seven to
fifteen contacts in your database in an hour pretty easily.
You're not having thirty minute conversations. Likely some will, it's okay,
(31:15):
listen to them. That's very valuable, all right. And then
number three is a little additional bonus as we wrap up,
try to add two to three contacts a day to
your database on purpose. If you do, if you just
did one contact a day times five, that's twenty a month.
(31:35):
That's two hundred and fifty new contacts in your database
every year. And you could do that through organizations and
groups ser Optimus, rotary, local football games, cheerleading, dance, whatever. Right,
you do these three things in your database and operationalize
your business around it, you'll double your business. If you're
(31:56):
not doing it now, doesn't matter if you're doing twelve
or two hundred DEALSU W the business. Okay, I appreciate you.
Thank you, Mindy, thank you others. I appreciate you. Have
a great day. It's coach Randy Burg. No call next week.
I'm in Cabo, I mean Cabo San Lucas for with
eleven hundred agents, screaming fans with. We have Tom Ferry,
(32:17):
we have Ed Milette, we have Gary Breca, we have
Pace Morby some too. I'm just over the moon excited.
So hopefully I'll see some of you there, and if not,
I'll be back in two weeks for them all. All right,
thank you guys, have a great day. I appreciate you,
all right,
He wins this week that you'd like to celebrate, not
that much. It's Tuesday. It's all good. Gallery set up here, okay, cool,
(00:25):
all right, Good morning, good afternoon, good evening, depending where
you are, Hawaii, it's still morning. It's eleven thirty Pacific
time here on the West Coast, and I got I know,
we got people from all over all over the nation.
But thank you for being here, thank you for tuning
into the Coaching Call this week, where we give thirty
minutes of coaching, inspiration, perspiration, ideas, support and all the
(00:47):
things to help you on your mental journey and real
estate right, that's really what we're talking about here. It
is a mental journey, especially in this market. What's the
general thing you're hearing in the real estate market? Now,
take yourself off mute and let me know what you're
reading in your real estate market. Anything.
Speaker 2 (01:12):
I've heard a recent shift in people's approach to talking
about interest rates. Okay, Like over the past few years,
it's always been, hey, lower rates are coming, and I've
recently heard more people say, hey, rates are never going
down again, but appreciably, it's time to just move on
with your life and buy a house because you're not
(01:32):
going to wait forever and you're going to be stuck
where you're at, or you know, time to move. They're
not coming back down and you can't wait for them.
Speaker 1 (01:39):
But neither are prices. Yeah, you know, it depends on
what side of the side of the coin you're on.
I'm hearing or I'm seeing a lot of memes and
stuff that are really funny about lenders coining. The rates
came down an eighth of a point. It's time to go, right.
They're just looking for anything to have a positive spin on.
(02:00):
The reality is people need to buy, people need to sell.
And yes, we could look at what the rates at home.
Somebody's at home, maybe Richard. I'm going to mutua just
in case I still hear somebody else. But anyway, if
you're not muted, just go ahead and please mute yourself.
It's all good. But you know, listen, people need to buy,
(02:23):
people need to sell. If you absolutely had to sell
your house and move because of job relocation, health in
the family, whatever it was. Your kid needed to go
to school somewhere, your kid needed medical treatment somewhere, the
rates are what the rates are, right, You're going shop
for the best thing you can get now. But the
bottom line is the buyers, you're gonna have to deal
(02:44):
with the rates on buying your house. You're gonna have
to deal with rates on buying something else. What's coming
into play is the fact that we have two and
a half, three, three and a half, four, four and
a half percent interest rates on homes, and then it
becomes an equation of is it more valuable to keep
that house than to sell it? Right We're in that
exact situation, all my equities tied up into an Oregon home.
(03:06):
I'd love to sell it. We want to snowbird and
move to Arizona. We're going to do that, and so
I'm blessed. We're looking in we're in the sub two
committee community. We're looking at subject to and seller carries
and looking at loans that others have gotten a couple
of years ago. At you know, we're looking at a
couple in the threes right now for seller carries or
(03:28):
taking over those existing loans. You know you could do
is via assumable. A lot of options there. So even
me personally, I'm looking at like tough to sell my
house with a two point twenty five fixed thirty year
rate right, I'd like to, but I'm moving into something else,
so the rate's going to be seven percent, right, So again,
(03:50):
I'm a buyer, I'm a seller. We all have that situation.
We have to be cognizant of what the buyers and
sellers are going through. But the bottom line is appreciation
is outwaned what I think the rates are going to do,
especially in the next near term next twenty four to
thirty six months, right, So we're still seeing appreciation even
(04:10):
in these higher rates. But what I'm hearing from a
global posture of coaching the United States, I don't really
pay attention to Canada much. Sorry Canada, but Canada is
completely different. The way they do lending, the way they
do the loan process, the way they close s grow,
it's a little different process. I've coached a couple clients
(04:31):
in Canada and it's quite different. But here in the US,
from coast to coast Florida to Oregon, Washington to everything
in the middle, things have picked up since the first year.
Overall agents are like very ambitious, very optimistic, five six
seven transactions to where maybe they only did that all
of last year. Now they've got a couple of things
(04:53):
going on now, that's like that we're seeing properties. It's interesting.
Talk into a top agent in Los Angeles today and
I said, the Palisade fires, did those really impact the
housing market in terms of inventory? And he goes, no,
not really. I'm like, how could that be? When five
thousand people were displaced, you think it would disrupt the
(05:13):
rental industry? He says, it really hasn't done that there yet.
But I'm getting conflicting reports with that, right, So we
have to look at it geographically and understand what's going
on in that particular area and lean on the experts,
the people that are doing enough transactions to help us
mitigate that conversation. Right, If you have somebody that's relocating
(05:36):
from where you are and maybe Sacramento to Texas, I
need a Texas person tell me what's going on there
so I could properly educate and communicate with my client
here what the expectations are for everything from pricing, to
time on market, to transitional plans between the properties. Right.
(05:57):
So we're as we're looking at this space, I think
what's more important than ever is our messaging. You know,
I've done this before, and I'm setting setting you up
a little bit for this. But Chris used, come off
you for a second if you don't mind.
Speaker 3 (06:14):
Okay, what markets are you in in the Bay Area
San Francisco area?
Speaker 1 (06:20):
Okay? What I know that area? Well? What specific town
area I'm in? Uh?
Speaker 3 (06:26):
Well, I live in San Leandro and I kind of
hit the the East Bay there.
Speaker 1 (06:29):
Okay, cool, so I know your area well. But Chris,
how's the market there?
Speaker 3 (06:37):
Ah, good question. I would say it's kind of flat.
I mean, nothing too tremendous going on. You know, it's
not like a huge increase. I think rates are basically,
like you're saying, kind of steady and and you know,
we have the issue that you're talking about with the
uh you know, people with the lower rate houses and
all that, you know, that are kind of kind of set. There.
(06:59):
Not a lot of new construction, new developments right now,
so you know, inventory is kind of stable.
Speaker 1 (07:05):
So pause, Okay, right, Chris, how would you rate your
response to me of what we just did a week?
I don't know, I'm asking your opinion, right, I'm not
asking you now. What's important about this conversation for the
(07:25):
people watching here and the people the tens of people
that will watch it later, Right, I say joking, But Chris,
who am I? Am I buyer?
Speaker 3 (07:38):
Yeah?
Speaker 1 (07:39):
Am I renter? And am I? Right? Am I a host? Seller?
Who are you talking to? No idea? Correct? So you
just gave me an overview of the market. That's kind
of like a shotgun effect at what you believe, And
you could have talked me out of a transaction depending
(08:00):
on what I heard, right, So what's really important is
to find out and we talked through the scripting. But
if you're a safe way, if you're talking to a
friend at the golf course and somebody goes, how's the
real estate market? Say, that's a great question, Chris, let
me ask you. Are you a buyer, seller, renter or investor?
Which one of those are you? So then I could
(08:22):
talk to you? Right? Sure, a conversation between a buyer
and a seller is really a different conversation as it
is with an investors for the flipper or a sub
to person or whatever it may be. Right, really really
need and so when I talk about language of cells,
this is what I'm talking about, right, How can we
best have the language to prist into a sales posture
(08:46):
to gain relationship respect through no like and trust? What
you said is not wrong, Chris, it's just broad right.
So I want I want everybody to get in this
mindset of how you can have language around the real
estate conversation. Richard how Richard took a phone call Mark
(09:11):
Mark Charles question, Yes, hey, how are the rates right now? Man?
Speaker 4 (09:21):
The rates are fluctuating. We've had some recent decline in
the rates here recently, which is positive news for us
and makes it optimistic for people that are looking buy
and sell property. So, you know, I would have to
say that it's been a quarter of a point, not
very much, but given the industry in the market and
what's been happening with over the last twelve months, I'd
(09:43):
say it's definitely a sign that things are moving in
the right direction.
Speaker 1 (09:47):
I love it. So I'm going to look up on
my real estate app what the rates are today? The
rates are at today Mortgage News Daily. They're at six
point sixty four, so actually down from about seven here
a couple of weeks ago. But number one. Again, I
think there's value in identifying buyer seller different conversations with rates, right,
(10:10):
and if they're a seller, are you going to be
buying a replacement property? They bring into the buyer conversation.
But overall, I want you to be excited and I
want you to be optimistic about the housing market, okay,
because if we just laser focus on rates, we can
put them into a locked up status to where they're
not really able to make a decision. Indecision is very
(10:34):
much part of this market, right, So if you ask me,
go ahead and ask me, like, what are rates doing?
And I'll give you an example.
Speaker 4 (10:43):
Hey, tell me what do you think the rates are
going to do with over the next six months?
Speaker 1 (10:49):
Boy, I know I appreciate Russ.
Speaker 4 (10:51):
I'm going to mute you.
Speaker 1 (10:54):
You know that's interesting. First of all, Mark, thank you
for the question. Are you a buyer or seller? I'm
looking to sill okay, looking to sell? Awesome, And you
said six months. Nobody has a crystal ball. But it
looks like all the economic reports are favorable to rates
coming down. Right. Rates have been fairly stable since the election.
(11:15):
Usually we see a lot of volatility in the election cycle, naturally,
but we've seen some pretty much stability. The rates did
get lowered by the Feds, but they didn't really impact
the market rate, right, So, without going into great detail,
I think you're seeing a lot of stability. So as
a seller, I think the buyers have determined that this
(11:37):
rate is a stable rate, So six and a half
or seven is really in their willhouse of what they
believe is an accurate rate for the time being. I
do believe crystal ball wise. Don't quote me on it,
but I do believe crystal ballwise there'll be an opportunity
for refinancing down the road. I do believe that we
can see some lower rates as we start seeing some
of these economic things happening that the kurnaman Is stations
(12:00):
talking about with oil production and all the things that
are going to contribute to this. I do think that
we'll have a strong economy as we as we progress.
There's a lot of wild cards out there right now.
Right but for you, as a seller, Mark, I would
say now is the absolute best time because their stability
in the rates, the buyers have kind of they've come
(12:22):
custom to the rates being where they are about six
point sixty five today. Right We didn't get it possibly
into the low sixes, high fives with some VA andha
fha and different loans, but right now we're running right
around in that six and a half percent. Historically obviously
they're very good. Historically over the last twenty five years
(12:43):
they've averaged at like six point two percent, so on
that kind of historic average. Of course, four years ago,
five years ago, you know, the rates were below free.
Speaker 4 (12:54):
Thanks to you just answered my next question for me,
So I was going to ask you, do you think
it's a good time for me to enter the market
based on what you're saying with buyers.
Speaker 1 (13:03):
So, Mark, thank you for asking in to answer your question. Yes,
it's a good time to get through the market. But
there are specifics that matter to you that I'd like
to talk to you about, and part of my listing
consultation with you will be looking at all those parameters
for you specifically. But from a market global perspective, yes,
now is the best time for you to sell because
(13:23):
we have stable rates, we have inventory that's increasing a
little bit. We have appreciation that's increasing a little bit
as well, right, So those are all good indicators for
the buyers that are in the market. It's not been
that way for in the last couple of years. It's
been kind of a rough market round buyers, right, So
we're getting more stable. It's still a seller's market. Do
(13:46):
strictly due to inventory. But this is this is how
I would have a seller conversation, Thank you, hype, and
then so buyers, same thing kind of reversed a little bit. Right,
we don't see rates coming down aggressively, so I think
waiting is a mistake for a buyer. Right now, we're
(14:06):
seeing appreciation two to four and a half percent appreciation.
I think that's going to far outweigh what you're going
to pay and mortgage rate for the next twelve, twenty four,
even thirty six months before you may refinance or have
the opportunities to refinance. The appreciation of four percent a
year is going to be you know, six hundred thousand
dollars house that's a sixty thousand dollars equity move in
(14:29):
the next couple of years. That far outweighs the risk
of the rates coming down one or two percent potentially
and putting you in a place to where you made
a mistake financially. Okay, so let's talk about let's talk
about forward prospecting. This is something I always drive home, always, always,
(14:52):
always on my coaching calls. I talk about prospecting, right,
I joke about it and practice. What do you mean practice.
You've seen all the fun things with the football memes
and stuff, but the reality is the practice that happens
on the field for you, making your prospecting calls are
(15:13):
are going to be what determines your comfortableness and your
skill set of making proactive outgoing calls to your prospects
to your database. Right, So, I have a lot of
agents that I talk to that go, well, I don't
really like to prey on my database. That's why I'm
(15:33):
doing this passive social or passive prospecting all this stuff.
I think it's a disservice. I'm just telling you from
a coach's perspective. I think it's a disservice for you
to think of that mentally like that, because if we're
not taking care of our clients, somebody else will. And
I'm going to challenge you that those somebodies are less skilled,
(15:54):
less caring, less invested than you are in your database.
So I think it's a disservice to allow them to
fall into the hands of an agent that is, in
you know, less capable than you, less caring than you.
And that's just the mindset that I take. It's not
(16:15):
a strong power cells ta tactic. It's like I want
them to look for me and to talk to me
about their financial decisions. And this is the biggest one, right,
So let's do a script real quick. And if you
wouldn't mine, Chris, you did a great job. You want
to do a role play again, and I'll be the
(16:36):
I'll be the tough one. You could be the easy one, okay. Shot. Yeah,
so your your SI database. You're one of my friends
in the database, okay. And I'm going to be calling
for my benefit. I'm going to be calling serving my
needs and my benefits. And you're going to notice the
difference in the cells language and posture. Okay, Okay, so
(17:01):
ring ering Hey Chris, Hi, how's it going? Hey Chris,
It's great. It's rady bird over here, DXP reality and
I hope you're having an amazing real estate David. I
wanted to let you know that there's a real strong
need for homes on the market right now, and I
was just curious, are you really curious or interested in
selling your home talking about ways that you could maximize
(17:23):
the income in your home. Maybe it's through equity, otherwise,
would you do a real estate conversation with me about this. Yeah.
Speaker 3 (17:30):
I mean, it's kind of been in the back of
my head to move down to Santa Cruz County, so
you know, maybe it might be in a good opportunity
to sell possible.
Speaker 1 (17:39):
Okay, So Chris had something in the back of his mind.
I brought up an opportunity. And there's nothing wrong with
that phone call, right, There's nothing wrong with leading with
what my agenda is. I kind of set it up
like I'm going to have an agenda, and I did.
I got right to the point. Right. The other side
of it is, you don't I want to talk to
(18:00):
them for fifteen minutes about their love and their families
and their vacations and then go, oh, by the way,
like the old Columbo, Oh, by the way, you need
to buy or sell real estate. I'm your guy. Right,
there's a way to do that in your newer database.
But I want to let people know that I'm a
professional now the way that I balance this and this
(18:20):
is something that I've taught for years. You could choose
to do it or not. Is I alternate if I'm
calling them every month business pleasure business pleasure, business pleasure, business, pleasure,
long haul. So this may sound like the call we
just had this time, Chris, and then next month I
call you and I go, hey, Chris, Randy Birdy Xperiality,
how you doing great? Great? Hey, buddy, personal call, not
(18:43):
real estate. I just set them real estate. I just
said who I'm with, but I'm taking it away and
I'm saying this is a personal call.
Speaker 3 (18:52):
Gotcha.
Speaker 1 (18:53):
So, Chris, last month when we talked to you, guys
were getting ready to travel and some other things. And
we talk to real estate a little bit. But what's
going on with the travel you guys? Do anything for
around Easter? Anything coming up? Yeah?
Speaker 3 (19:08):
Well in May? Yeah, May, I do have a trip
plan down to New Orleans. So it should be a.
Speaker 1 (19:12):
Lot of fun with the wife. What's in New Orleans.
Speaker 3 (19:16):
We're going on a river cruise from New Orleans up
up the Mississippi, so it should be a lot of
fun for about seven days.
Speaker 1 (19:23):
You sent me a little video here and again and
kind of just stayed engaged with me during that trip.
I've always wanted to do that. I'd love to live
vicariously through you on that trip.
Speaker 3 (19:33):
Yeah, sure, why not. You can hook up on my
Facebook or I'll send you videos.
Speaker 1 (19:38):
Perfect. I'd love that, And so I would engage with
them with that, I'd write it down in my CRM.
I would make sure I know what he's leaving. I
would connect with him personally. Now I'm talking about the
trip New Orleans, all these things, right, and I'm not
dropping the real This is strictly just a personal call. Gotcha, right?
(20:00):
So now let's now this is me. Now we're in March.
Let's fast forward to April, thirty days from now. I
call you ring.
Speaker 3 (20:06):
Rank, Hey, Chris, Yeah, what's up Randy?
Speaker 1 (20:09):
Hey, Chris? Business call today. I want to talk business
a little bit. But before I do, I want to
check it on you. Still going to New Orleans and May?
Speaker 3 (20:15):
Yeah? Yeah, we're all set almost be ready to be
a phone number.
Speaker 1 (20:19):
I'm going to be texting you, send me like a
FaceTime or a video or I want to live through
your experience on this trip. I've always wanted to do that.
I'd love to stay in touch with you and the family.
Who else going with you?
Speaker 3 (20:32):
The wife and actually my parents.
Speaker 1 (20:34):
How cool is that? And your parents have ever done it?
Speaker 3 (20:38):
Yeah, they have done it. It's their sixtieth the wedding anniversary.
So that's why we're all headed down there.
Speaker 1 (20:42):
So holy moly, I just have my second Yeah, I
got married.
Speaker 3 (20:46):
Yeah, can you imagine? Yeah, they're in their eighties.
Speaker 1 (20:49):
So what are your parents first names?
Speaker 3 (20:53):
Bella and Al?
Speaker 1 (20:54):
Bella and Al. That Bella is a good old Southern name.
I love it. So have a blast with Bella and
Al and again I'll stay engaged on this trip. But
real quick business. Just two minutes. We talked a couple
months ago now about potentially selling, and I just wanted to.
I want to do my part as a professional and
stay engaged with you and ask you do you have
(21:15):
any future needs? Do you have anything going on with
that decision to potentially sell. I can help with. I
want to bring you up what's going on in the
market a little bit as well.
Speaker 3 (21:24):
Yeah, maybe maybe we can take a look at it
as soon as I get back. We can, you know,
can't kind of sit down and see, you see where
the market's at, and see what my house would bring
and give me a better idea of you know, when
I could buy in Santa Cruz, you know, after I
sell this one.
Speaker 1 (21:37):
My pleasure to do that. So when you get back
from New Orleans.
Speaker 3 (21:40):
Roughly the end of May.
Speaker 1 (21:43):
Okay, so you're going to put something on the calendar.
It's very into pay or maybe the part of June
or something.
Speaker 3 (21:50):
Yeah, let's do you know the first week in June
would be would probably work beautiful?
Speaker 1 (21:55):
I know your calendar gate, I'll.
Speaker 3 (22:00):
Now yeah, let's say June third, where'd you go?
Speaker 1 (22:05):
Okay?
Speaker 4 (22:09):
Oh, they talk about the refinance or anything.
Speaker 1 (22:13):
Uh George, Yeah, okay, so he's working. I don't I'm
I don't blame him for working. Yeah, so you see
how I alternated between those conversations. But it's a natural flow. Sure,
you really will develop a deep relationship and a deep
(22:34):
trust no like and trust you in your database if
you follow a procedure like this, right, is anybody doing
this in their database at a high level? I don't
see any hands. So that's a big takeaway for today.
You could put this into your database. It doesn't take
a lot of effort. Matter of fact, as you get
into a sequence, let's say you have three hundred people
(22:55):
in your database. That's that's ten people per day you
need to talk too. That's a lot, right, So you
need to start out where you're taking two months to
get to this, and then you're weeding this down to
a system and a process but if your daily one
hour of prospecting activity looked like this, it doesn't come
(23:18):
it doesn't come scary anymore. It's just you're handling your
database properly. And I'm going to tell you that there's
a mathematical sequence to three hundred people in your database
to a monthly contact to transactional business. It's about every
forty conversations you have turn into a transaction in your sphere,
(23:40):
in your warm database. So I talk about we're talking
every four days you should be able to inspire a
transaction for buying, selling, investing, or renting. You've got to
think along all those lines in your own database, right,
So all of a sudden, we're talking in the forty
to fifty transactions a year range. As poss right, fifteen
(24:02):
percent of your database will either use you or refer you. Okay,
what's coming up for you with this statement? Do you
see an opportunity in your business? Do you see a
weakness or you know a strengths, weakness, opportunity threat squat.
Speaker 3 (24:26):
Yeah, for me, it's definitely an opportunity to uh yeah,
to contact everybody. And yeah, that mindset you're talking about
where you think you know you're bothering people or you're
kind of trying to sell all the time. Is definitely there.
But it's true that you are probably the best suited
person to help them, you know, like you have the
most if you're if you really know these people, then
(24:47):
you are the best person to deal with their with
their situation. You know.
Speaker 1 (24:50):
So, Chris, nobody will work harder and nobody will be outworked.
And you know through real estate right M as serving
you and so we have to convey that we really
do right. But let's take anybody, Why don't you put
in chat how many people roughly do you have in
(25:12):
your database? And if you have seven thousand, I'm going
to challenge you that you don't have seven thousand. You know,
if you've got a sorted, qualified database, what number do
you have in your database for past clients? Sphere of influence?
That's what I'm talking about, SI and PC. Anybody want
to chat in there and give me an idea number? Wise,
I will do some math. Okay, one hundred and fifty perfect,
(25:44):
one hundred and fifty is a good number. So if
we do one hundred and fifty twenty days in the month,
right work days, So one hundred and fifty divided by
twenty the seven point five conversations per day, every workday,
seven point five conversations per day. You could easily do
(26:06):
that in a power hour every day. Right, three hundred,
that's fifteen three hundred plus that's fifteen, right, So write
that down. If you have one hundred and fifty, Patrick,
you should be looking at eight contacts per day in
your database. By the way, Ring Ring, Hi, this is
Chris's voicemail. Chris Randy Bird. How are you doing. Hey,
(26:29):
it's a business call today. I was just checking in
on you on your real estate needs. I'm really curious
if you're looking to buy, sell, investor rent in real estate.
I'm your guy. We've been connected. I know you trust
me in business, but I want to stay on top
of that. And I'm an expert in the market, and
I have an associated network of about eleven hundred agents nationwide.
I don't care if you're going to Texas or Florida.
(26:50):
I can help you. All right, Sorry I missed you,
but get back to me. I'd love to chat with
you for two or three minutes and see what I
could do to help you. Right, that's a contact, I
think that and then I'd follow that up with a text, Hey,
just left your message Chris, real quick, just checking in
on you real estate needs, anything I can do to
help you, And then the following month again if you
(27:10):
get voicemail, same thing. Hey Chris Randy Bird, this is
not about business. I'm Randy Bird e XP reality, It's
not about real estate. Right, I'm checking on you personally.
How are you and Cindy doing? How's Bella and Dad doing?
I know you guys are going on that trip soon, right,
I'm keeping track of my notes and having these conversations
with people. It will absolutely be valuable in your business.
(27:35):
And then personal line text absolutely on. So it's just
as simple as this. You know, let's just say that
we just I just left you a message. I'm just
gonna grab my phone. I go, Hey Chris Randy Bird,
I just left you. Just let me go video. Hey
(27:57):
Chris Randy Bird, I just left you a message man
on your real estate needs and you just as a person.
I just really value you and I want to be
there for you if you need me things. Sorry I
missed you, but reach back out. I just want to
shoot you a quick text, put a face to a name,
and see if I could be of Indie support to you.
All right, have a great day. Five four one five
seven oh five seven seven seven, have a great day.
(28:18):
I'll talk to you soon by now. It's just that simple,
right And by the way, that's in your phone or
your CRM for your past conversations. Right, if I'm talking
to Chris, all have to do is look up Chris
and I can see what I said and what I
did the last time. Another great source for CRM for
this kind of language just Facebook. I could go on
(28:40):
my Facebook right now and look at every conversation I've
ever had with anybody in my Facebook, and a direct message,
because Facebook keeps it, I can go and say, oh wow,
I haven't I haven't talked to Chris in a year,
but we've been connected for eight or nine years on Facebook,
and I could leverage that in a DM. But hey,
Chris left your voicemail and I sent you a video text.
(29:01):
I thought I'd jump on Facebook here too. We've been
connected for nine years, Chris. I didn't realize nine years.
That's amazing. I think I was at Kella Williams back
when we originally connected. I just want to say hey
and shout out a little bit. All right, So we're
at the end of our time together today. I want
(29:22):
to open it up for any questions you have. I
always like to have Q and A if you have
something I can help with. That's what this is really
all about. So good group on here. But any questions
you could raise your hand, small group, we can open
it up. Anything I could do to support you today? Okay,
(29:43):
hearing none, here's my suggestion for you. Number one, go
back and make sure you sort and qualify your database.
Number one, sort and qualify your database so you get
a really clean look at what how many SOI on
PC past clients sphere of influence right, if you have
(30:06):
a buyer you're showing now even though you haven't closed,
that's still a contact. Find out what that number is.
Do the math and work backwards and figure out what
your daily goal is. Number two set away one to
three hours a day. This is always an argument. When
I get people that are doing five transactions a year,
(30:28):
they cannot find an hour a day to prospect. And
when I coach people like I have in Utah and
Canada to do a thousand transactions a year, they prospect
three hours a day. So it's completely backwards of what
you would think. You'd think somebody doing a thousand transactions
a year, doesn't that need to prospect. It's the other
way around. Success leaves cloes, all right. So number two
(30:53):
is schedule that one to two hours three hours a day,
depending on what your business looks like, of staying engaged
with your contacts. Following up that leads that lead generation time.
But you should be able to get through seven to
fifteen contacts in your database in an hour pretty easily.
You're not having thirty minute conversations. Likely some will, it's okay,
(31:15):
listen to them. That's very valuable, all right. And then
number three is a little additional bonus as we wrap up,
try to add two to three contacts a day to
your database on purpose. If you do, if you just
did one contact a day times five, that's twenty a month.
(31:35):
That's two hundred and fifty new contacts in your database
every year. And you could do that through organizations and
groups ser Optimus, rotary, local football games, cheerleading, dance, whatever. Right,
you do these three things in your database and operationalize
your business around it, you'll double your business. If you're
(31:56):
not doing it now, doesn't matter if you're doing twelve
or two hundred DEALSU W the business. Okay, I appreciate you.
Thank you, Mindy, thank you others. I appreciate you. Have
a great day. It's coach Randy Burg. No call next week.
I'm in Cabo, I mean Cabo San Lucas for with
eleven hundred agents, screaming fans with. We have Tom Ferry,
(32:17):
we have Ed Milette, we have Gary Breca, we have
Pace Morby some too. I'm just over the moon excited.
So hopefully I'll see some of you there, and if not,
I'll be back in two weeks for them all. All right,
thank you guys, have a great day. I appreciate you,
all right,
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