Unlocking the Power of Your Hot and Warm List: Strategies from Joe Robert and Mark Johnson

Join Eric Thompson on the Ninja Selling Podcast as he welcomes back three-time guest Joe Robert of Rev Real Estate in New Orleans, along with his Ninja Coach, Mark Johnson. This episode is a deep dive into building and leveraging your hot and warm list, revealing strategies that have fueled Joe's incredible success. You'll learn how Joe and his business partner, Brett, have amassed over $23 million in potential volume within their hot, warm, and "hot and confused" lists, and the actionable tactics they use to convert these prospects into clients.

Joe shares his top takeaway from the Ninja Now workshop – using social media to "pull" information about clients rather than "pushing" marketing messages. Discover how he uses this strategy to engage with his sphere on a personal level, build authentic connections, and stay top-of-mind. The episode also covers "Mansion Mondays," Joe and Brett's creative approach to matching properties with potential buyers, fostering a mindset of service and opportunity.

Mark Johnson provides the coaching perspective, highlighting the importance of understanding the "why" behind a client's placement on the warm list and the steps to move them towards their goals. He emphasizes the power of consistent follow-up, building trust, and being a valuable resource for your network. This episode is a must-listen for any agent seeking to enhance their lead generation, build stronger client relationships, and maximize the potential of their hot and warm lists.

Episode Highlights:

• Welcome back to three-time guest Joe Robert, and introduction to Ninja Coach Mark Johnson

• The Power of the Hot and Warm List: $23 Million in Potential Volume

• Defining the Hot, Warm, and "Hot and Confused" Client Categories

• Joe's Ninja Now Takeaway: "Pulling" Information from Social Media

• Building Authentic Connections through Personalized Outreach

• "Mansion Mondays": Matching Properties with Potential Buyers

• The Importance of Consistent Follow-Up: Calls, Texts, and Video Messages

• Understanding the "Why" Behind a Client's Placement on the Warm List

• Mark Johnson's Coaching Perspective: Accountability, Strategy, and Mindset

• Moving Clients from "Warm" to "Hot": Providing Value and Building Trust

• The Power of Referrals: Building a Network of Advocates

• Joe's 300-Email Challenge: Engaging with the Ninja Nation

Key Takeaways:

• "People don't always raise their hand when they need help, but a great teacher knows the ones that do."

• "It's much easier to make those calls and connect with them if you're connecting with them through [social media] instead of pushing out, you know, hey, I had this great month of production… It's better to be interested than interesting." 

• "Instead of 60 or 70 transactions, you know, it's 60 or 70 families that we're going to serve this year. You know, it's not 50 contacts. It's 50 people I get to have conversations with." 

• "I will just put that down on my list of the live interactions that I'm supposed to have. We're supposed to be, you know, talking with 50 people a week and making sure that we're involved in their lives." 

• "I think a lot of people have a misconception that if I'm looking on social media and then I call you, it's a. It's an odd thing, but really all it is is just showing interest."

• "I know that you're super busy...I just wanted to say I'm proud of you, super pumped for you. If you have time, maybe let's get together afterwards and you can talk me through what that was like, what the experience was." - Joe Robert on his video text strategy.

 

Links:

• Joe Robert's previous Ninja Selling Podcast episode: https://ninjaselling.com/?post_type=podcast&s=joe+robert

• Joe Robert's Agent Profile: https://reverealtors.com/agents/Joe_Robert/8374308

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