Real Estate Sales Trainer and Coach

Real estate sales training and coaching from the trenches. Covering scenarios, situations, objections and techniques to help you sell more homes. This means you will have to work your ass off and be true to yourself about what it takes to succeed.

The Hidden Power of Giving First The Law of Reciprocity 04/25/2025

The Hidden Power of Giving First The Law of Reciprocity Alright, let's polish up this transcript and make it shine! Here's a revised version with improved clarity, flow, and a touch of tightening: Today, I want to dive into the law of reciprocity. For those of you who are new to real estate, welcome! I'm James Festini, your real estate sales trainer and coach, and this is the program designed to help you sell more real estate in less time. So, the law of reciprocity… I like to think of it as when you consistently provide value to a client, they feel a natural inclination to work with you. It's not about creating a sense of obligation or guilt, where you give expecting an immediate return. That's not reciprocity; that's more like commerce. True reciprocity in this business blossoms when a consumer – and I primarily focus on listings – chooses their next listing agent based on one of two fundamental elements: love and money. By "love," I mean a genuine connection, a special bond. This could stem from a referral, a relationship with someone they know from church, or even a nephew who just got their real estate license. You might see them choose this connection over a top-producing agent with deep local knowledge and a proven track record, simply because of that existing relationship. It's not necessarily reciprocity in this case; it's the power of a personal connection. The law of reciprocity works similarly, but it's about intentionally cultivating that "know, like, and trust" factor. You aim to build such a strong sense of value that the consumer naturally chooses you. How many times have we lost a listing appointment to someone else simply because the client had a pre-existing relationship built on trust and familiarity? That's often the missing piece when we don't land the listing. If you're engaging in consistent lead generation and follow-up, as I advocate, losing some opportunities is inevitable. You'll have a database full of contacts, and if you're making 100 outbound calls a day, you'll encounter homeowners who aren't immediately ready. I typically don't ask, "Are you working with another agent?" Most people volunteer that information. However, when you ask for their email to stay in touch, it subtly initiates a relationship where you'll provide value. The key is to offer enough value so that the law of reciprocity kicks in, making it difficult for them to imagine going with anyone else. Earlier, I mentioned that consumers often choose based on "love" (relationship) or "money" (perceived higher price). Regarding money, you can sometimes win by promising a higher listing price. For example, on a million-dollar home, if one agent says it's worth that, and you come in and say, "No, it's easily worth $1.2 million," some homeowners, particularly those with ambitious (some might say delusional) expectations of a quick sale and bidding wars, might be swayed. It's fascinating how these impressions form, often based on a fleeting headline aligning with their desire to sell. This reminds me of the reticular activator in your brain. Once you focus on something, you start seeing it everywhere. If you decide to buy a Tesla truck (which I'm definitely eyeing), suddenly you'll notice them all over the road. It's the same with real estate. As a consumer starts to get to know you and perceives your value, this familiarity grows, influencing their choice. Now, while you can sometimes win with money, "love" – that strong personal bond – is often more powerful. Think about those agents who somehow land high-end listings despite presenting themselves poorly, maybe with blurry vertical photos taken on an old, cracked iPhone. It's baffling! I sometimes wish we could anonymously tell homeowners, "Hey, those listing photos are terrible for a $4 million property!" The frustration of losing a listing to a less capable agent underscores the importance of the law of reciprocity. If you're truly good at what you do, you shouldn't just hope for reciprocity; you should almost expect it because you are consistently delivering value. While you won't close every deal, I want to share a few powerful tools to help you cultivate that "know, like, and trust" factor and ultimately get chosen: 1. Consistency: This is paramount. Let's start with cold calling, which is a significant part of my business. When I make that initial call and establish that first spark – "Hi, I'm [Your Name] with [Your Company], calling to see if you've considered selling?" – your delivery is crucial. It needs to be sincere, reflecting your confidence in your abilities. If you're not the best at what you do, why aren't you striving to be? This job fundamentally requires market knowledge and genuine consideration for the client's needs. Consistency extends beyond the initial contact. It includes following through on your promises. If you offer to send information and they provide their email, how quickly do you act? What do you send? A generic email has a high chance of getting lost in spam or forgotten. Remember, they might not be in the "ready-to-sell" mindset right now. The consistency and follow-through create that crucial first impression, much like showing up on time (or even a bit early) for an appointment. 2. Commitment and Follow-Through: This ties directly into consistency. It's about doing what you say you're going to do. If you tell a homeowner you'll send information, do it promptly and professionally. Think about arriving a little early for a listing appointment. Instead of rushing to the door, perhaps take a moment across the street to observe the property and jot down a few notes. If the homeowner happens to see you, it conveys a sense of preparedness and attention to detail. Ringing the doorbell precisely on time, after this brief observation, creates a subtle but positive impression. This consistent professionalism sets you apart. It's like maintaining a constant, comfortable "room temperature" – a reliable standard in your interactions. You're tuning into their frequency, their "WII-FM" – "What's In It For Me?" Just like tuning into a specific radio station for holiday lights or a movie theater's audio, locking into their needs and expectations fosters reciprocity. The law of reciprocity, while intangible, manifests in the tangible action of them signing the listing agreement. What differentiates you from the competition is consistently providing value. 3. The "Dub Slam" (Video Follow-Up): This is a powerful tool I use. When someone expresses interest in selling and gives me their email, instead of a standard "Thank you," I send a personalized video follow-up. In this era, think like a social media platform to keep their attention. Using a platform like Dub (a sponsor of the show), I create a brief listing presentation showcasing my online marketing package, demonstrating its value, and giving a quick visual overview. This puts a face to the name again and leverages technology to create a memorable first impression. I often ask for their cell phone number to send it via text as well. Imagine receiving a text with a personalized video showcasing a potential marketing plan for your home! It's impactful. With today's technology, you can even have AI tools remove things like cars from driveway photos for a cleaner presentation. This level of personalized value makes it incredibly difficult for them to choose someone else. What are the chances other agents they're considering are doing this? Probably slim. While some consumers might now expect a high level of digital presentation, it's still not the standard, and it's a significant differentiator. Remember, they need to know, like, and trust you to choose you. The "Dubb Slam" helps build that quickly and effectively. 4. The "Slam Package" (Physical Presentation): When I encounter a highly motivated seller who is close to making a decision, I stop everything and create a comprehensive listing presentation package. This isn't just a few sheets of paper; it's a well-bound, professional document, often around 30 pages, with a laminated cover. If I get a hot lead, even if it's geographically a bit further, I'll often drive over and hand-deliver this package within 30 minutes of the phone call. This immediate action demonstrates commitment. When you arrive, present the package and convey that you're just dropping it off for their consideration, without any pressure to invite you in immediately. Often, they'll start flipping through it right there. If they ask questions, the interview has begun! Be prepared with your answers regarding commission, listing duration, and your opinion of their home's value. Always present yourself professionally. If I don't have a formal appointment, I'm still in a suit. You never want to be caught off guard. 5. The Power of Direct Mail (with a Twist): In our digital world, a physical piece of mail can stand out. For motivated sellers, I use Mojo to automate the process of sending out personalized letters. It might cost under a dollar, but the impact can be significant. However, my letters aren't just standard text. I include a real estate-related cartoon – a little unexpected surprise, like the prize in a Cracker Jack box. It's a small detail that can catch their eye and make your letter more memorable. I schedule a follow-up call about three days after the letter is sent. When I call, I can reference the cartoon to jog their memory. These small, consistent touches reinforce your value and keep you top-of-mind. By consistently implementing these strategies, you create a strong foundation for the law of reciprocity to work in your favor. When you ask, "Ideally, when do you want to see a moving truck in your driveway?" it evokes a more emotional and tangible response than simply asking when they want to sell. Remember, people don't want to be sold; they want to be led to the right conclusion. As real estate "sherpas," our job is to guide them with trust and expertise. Even with all this, you might occasionally lose a listing unexpectedly. Don't dwell on it. Those might not be your ideal clients. Focus on consistently providing value and playing the numbers game. Thank you for tuning in. If you're interested in one-on-one coaching to master these techniques, including the "Dub Slam" and CMA presentations, you can find me at . Remember to subscribe to my YouTube channel for more content. This episode is brought to you by Mojo Selling Solutions, Dub, Cole Realty Resource, and Zentap. Be sure to check out my book, "Dynamic Door Knocking," on Amazon and Audible. For ambitious agents looking for growth opportunities, consider joining my team at EXP Realty. You can find direct links in the show notes. And don't forget to join me every Friday at noon Pacific for the Festini Nooner live on YouTube. Now, get back to work! /episode/index/show/realestatesalestrainerandcoach/id/36303690

Essential CRM Tactics Top Performers Never Share 04/19/2025

Essential CRM Tactics Top Performers Never Share In the fast-paced world of real estate, having a well-structured CRM is paramount to ensure that no opportunities fall through the cracks. As a real estate sales trainer and coach, I emphasize that the primary function of a CRM is to manage your contacts and the relationships you build with them. This involves not just storing names, numbers, and email addresses, but also meticulously recording communication notes, dialogue, and crucial events. However, the most vital feature of any CRM is the ability to schedule and track your next activity, particularly your follow-up. For those engaged in lead generation, especially cold calling, a designated "next call date" is non-negotiable. Without it, the chances of a lead being lost are incredibly high. While you might believe you can manage without these systems initially, as your lead generation efforts become more effective, you'll quickly find yourself overwhelmed and unable to maintain consistent communication with a growing database of potential clients. When a new lead enters your system, the first step is to identify their motivation, primarily based on their timeline. This allows you to categorize them appropriately within your CRM, whether as hot, warm, or cold. This categorization, again, is intrinsically linked to time – when are they looking to transact? Consequently, your CRM should enable you to map these leads across your calendar, with a clear "next activity" or follow-up campaign scheduled. Interestingly, many software programs seem to obscure this essential "next contact" feature. Reflecting on the pre-internet era, agents relied on physical contact managers, books, or cards to record notes and track when they last communicated with someone. Organizing these chronologically, based on the next planned interaction, proved more effective than alphabetical sorting. The evolution of CRM technology brought significant advancements, moving from DOS-based systems to Windows applications that prominently featured the "next call date." These early digital tools often included functionalities like auto-dialers to streamline communication. Regardless of the platform, the core principle remains: identify a lead's motivation based on their timeline and schedule the subsequent contact accordingly. A general rule of thumb is that if you think a follow-up is needed in a month, schedule it sooner, perhaps in three weeks. The key is to proactively position yourself for timely communication based on the lead's readiness. As leads progress to a "hot" stage, indicating a potential contract within 30 days, the frequency of contact needs to increase significantly, potentially to every three to five days, utilizing a strategic blend of communication methods. Effectively managing your CRM involves more than just scheduling calls. It requires a multi-faceted approach that includes automated elements like letters, emails, and texts, especially for non-responsive leads. While text messaging can be effective, it borders on active pursuit and requires careful consideration of the lead's engagement level. Analyzing the probability of engagement is crucial, and the advent of AI holds promise for understanding behavioral patterns that influence conversion. Losing leads is an inevitable part of the business, and reflecting on why they were lost can provide valuable insights. Often, it boils down to the "dentist theory" – a lead might have an underlying need (like a cavity) but isn't ready to address it immediately. Your CRM helps you track these "patients" and follow up appropriately, ensuring you're top-of-mind when their pain point becomes acute. Building a strong relationship based on "know, like, and trust" is essential for being chosen as an agent. This choice often comes down to a personal connection ("love") or perceived value ("money"). While you can't always compete with established personal bonds, consistent communication and demonstrating value through your follow-up efforts can strengthen your position. Identifying a lead's motivation and timeline is crucial for tailoring your communication strategy. Asking the right questions about their reasons for moving and any associated conditions will help you determine the appropriate frequency and method of contact. However, it's important to acknowledge that people's plans can change, and you need to adapt accordingly. When dealing with seemingly dismissive leads, resist the urge to write them off entirely. The initial point of contact might not have been the best way to reach them, or their circumstances might have changed. Persistent yet strategic follow-up is key. It's better to risk being perceived as slightly pushy than to lose a potential deal due to a lack of communication. This requires a conscious decision to prioritize follow-up and respect the intentions you set when initially logging the lead in your CRM. By diligently adhering to your scheduled activities and genuinely engaging with your database, you significantly increase your chances of converting leads into successful transactions. Make "Follow-up Friday" a cornerstone of your weekly routine, dedicating time to reconnect with every lead and reassess their current situation. /episode/index/show/realestatesalestrainerandcoach/id/36228220

Focus On What Matters To Sell Real Estate And Thrive This New Year 10/31/2023

Focus On What Matters To Sell Real Estate And Thrive This New Year In my latest YouTube video, I dive into the turbulent waters of the real estate industry, specifically focusing on the last 60 days of the year. As a seasoned Realtor with over three decades of experience, I've weathered various market storms, from the dot-com bubble to the Great Recession and even the unexpected challenges of 2020's lockdowns. The real estate landscape is currently a puzzle with missing pieces. Agent commissions are under scrutiny, interest rates are a rollercoaster, and homeowners are locked in a maze of uncertainty. Income stability feels like trying to catch smoke in your hands. In this video, I share insights that every real estate agent should consider. I unravel the mystery of turning internet inquiries into genuine leads and the power of active prospecting over passive marketing. The goal is to inspire and empower fellow agents to stay resilient in the coming year. Health, both physical and mental, is a top priority for me, and I know it's a concern for many others in our profession. Balancing work, family, and the ever-changing market requires not just skill but adaptability and, at times, a glimpse around the corner to see what's coming. While some agents turn to coaches for guidance, not all coaches are created equal. Many peddle untested products and formulas. What sets me apart as a real estate sales trainer and coach is my experience in navigating through challenging market conditions. I've been in the trenches during the toughest times and have the wisdom to share. However, I emphasize that learning must translate into action. So, join me in this video as we chart a course through these uncertain times, armed with knowledge and determination. Together, we'll navigate the real estate terrain, adapt, and thrive. Because when it comes to success in real estate, it's not just about doing the work; it's about doing the right work. If you're ready to steer your real estate career through the storm, hit that play button, and let's embark on this journey together. Your success in the industry is my priority, and I'm here to provide the guidance you need. Stay tuned, stay informed, and let's make the last 60 days of this year count. /episode/index/show/realestatesalestrainerandcoach/id/28480187

Motivated Seller or Interested Homeowner 09/03/2023

Motivated Seller or Interested Homeowner There's a huge difference between being interested and being motivated. Let me explain. This is your first day in real estate and I am your real estate sales trainer and coach James Festini, and this is the program that's gonna teach you how to sell more real estate in less time. I've got a huge lead problem. I've got a lot of leads. I've got about 2000 leads as I went through my database earlier. I'm in lead hell right now because leads are easy. Especially if you're willing to pick up the phone and prospect or knock on doors, you're gonna generate a lot of leads. If you buy inquiries from the internet and you are actually following up on those inquiries and you have filtered them and identify them as a lead, and you spend a lot of money getting that, you have a lead problem too. You've found a lot of leads in your database, but you just can't seem to filter them. What is this? What do we do when we have so many leads? I've discovered a solution to that. The solution is to identify interest versus motivation. You see a parrott, I would say a monkey, but monkeys can't talk. So let's say a parrot could close a motivated lead, but a skilled closer. It closes that same lead. A skilled closer knows when they're motivated. A skilled closer knows when they're not. So I know that there's people out there who think they can sell ice to Eskimo, but if they don't need ice, you're. I basically scamming them, right? If they don't need ice, why would you sell ice to Eskimo? See, I want to find people who are motivated that have a purpose so that when I provide them my service, residential real estate, help them buy or sell that when that transaction begins, because that transaction is much faster than buying a bag of ice. It's 30 day escrow, sometimes six months worth of worth of searching. Or marketing time, right? You wanna make sure that they are totally convinced that the decision that they're making is the right thing. How do you get them to do that? They have to be motivated. You see if they're interested and you close them so many times, man, I'm a good clo. Oh, that's, I actually, like, I, I stopped being such a good closer because back in the day, I would literally be so good at closing people. I'll never forget this one where I got a listing agreement, right? And then the sign showed up and the homeowner called and says, why is there a sign in my front yard? And I'm like, because we listed. He goes, well, yeah, but I'm not ready to sell yet. I'm like, well, what about the contract? Like we said, he goes, yeah, but I thought that. I'm like, no. You know what? Uh, clearly I used my talent, my knowledge for evil because you're not ready old man. So I took the sign down and, you know, it actually was probably about six months before he was truly motivated to sell. You can have someone who's very interested. I mean, we're talking like hot, hot, hot, like level 10, hot one through 10, level 10. Uh, level nine, level 10 would be hot. But there's these varying degrees of motivation. So right now I'm going to be working, or I have been working with, uh, it's not enough to say hot, warm, cold. To identify motivation, we have to have a motivation scale, some sort of data set, some. Points of reference, some key triggers, words or actions, behaviors, conversations that have to happen with a potential client to say, you know what? They're ready. Let's just naturally close. You've heard that before. A closing is a natural ending to a good presentation. Right. When you are with a motivated seller and you sit down and you talk over price and terms, there's this moment where there's like, so what do you think Mr. Seller? And they're like, yeah, oh, great. Let's pull out the paperwork. Let's sign the contract. Let's, let's get this started. Let's rock and roll. Whatever your closing buffers are, you know, they're motivated. It just happens no matter if you puke on the table. And you clean it up, you could still get the listing, even if you have to skew yourself to go to the bathroom. 'cause you got bad stomach and it takes you like 10 minutes and they're like wondering if they're, you're in the bathroom dropping a deuce and then you come back, you're like, Ooh, that was hard. I've been there. That's why I'm relating to it. You'll still get the listing because they're motivated. Right? Hell think about what we're going through during the pandy about. MM two, not long enough ago. That's motivation. When you got somebody to sell during that, during a global pandemic, you got someone to live to like say, come on in. 'cause no one knew back then what it was. You know, nobody knew back then what it was. So for them to invite you into their house, they had to be incredibly motivated to do that. So I'm encouraging you now, ladies and gentlemen, to identify the difference. Recognize the words and behaviors and the conversations and be real with yourself. There is a difference. I actually got this because I was writing it down. There is a difference between interest and motivation. I. One of the notes I put here is, like I said, a parrot can close a motivated lead, a skilled closer knows they're motivated. You can't close those that are not ready. So when you collect all of these leads and you think to yourself, man, why am I not closing? How come I'm making so many calls? I can't seem to close them. It's because they're not motivated. And you need to hurry up and find out the varying degrees of motivation and put them in those pockets. So it's your expectation and your words and behavior and follow up and consistent, uh, attack to try to get them to sign a contract is in its right place. And time when they're ready. They are a level 10. So I'm having my databases now. Instead of just saying hot, warm, cold, with a high, medium, low callback story, it is now or frequency. It is now levels of M motivation, M one to 10. So if somebody is a lead today, says they're interested, but now they're no longer interested and they've changed their mind. Once upon a time, they were a lead. And I don't want to just throw them into what I would call gen pop. I would hold onto them, but when I called them, I knew that they weren't, like, they still weren't, but once upon a time they were. I say it's like a cavity when a dentist, you know, the, you have a cavity. You can avoid a cavity for years, but you know it's there. So, They have that cavity and you're the dentist, and they called in and said, I need to get this taken care of. And then they canceled the appointment, but they never filled the cavity. They just live with it. But what happens at some point, that cavity is gonna get so big and you just need to be there at the right place at the right time. So I'm putting these varying degrees of. Groups inside of Mojo that are M one through 10, and every conversation, every engagement is gonna either be a plus or a minus point based on the results of that previous conversation. Was it a positive conversation? Did they say they were still interested that they're in two or three months though? Well, maybe that's like they say they're really interested. Remember interest versus motivation. They say they're really interested in six months. Then that's probably an M five because they're not right now, but they are warm. So maybe these motivation, I say M, these motivational factor of five through, you know, one through 10, maybe 7, 8, 9 was hot, and maybe 4, 5, 6, 7 was warm, and maybe 1, 2, 3, 4 was cold, but you knew they were once upon a time and then a zero. Is just the phone book, right? You call a complete stranger. There's zero motivation until you identify it. Just like someone walking into an open house. Are they a lead? No. You'd have a conversation. Are they a lead? Yes. What are they? One through 10. M one through 10. So I'm saying it here. Now. It's gonna be in mojo, but I'm, I'm working on this thing. I, it's, it's a word that, let me say it now. Lead. Qualification. I heard the word yesterday. I'm trying to remember what that word was. But there's, uh, the, the lead motivating factor. You know what, I wrote it in my journal what that word was 'cause I've been trying to struggle with it, and I know that because I'm full-time doing this all the time. That there, oh, here it is. Probability matrix. Listen to these words. 'cause they're going to be mainstream in the next two years. And I'm, you're hearing it here first if it's even been said, but I guess I'll say I've coined them because I haven't heard them, but I've heard people speaking of these things and CRMs are touching in this space and what I, what I'm calling it is, A probability matrix similar to, uh, softwares out there who, uh, there's been a few lately where they say it's likely that they'll sell or the probability of them selling is based on some factors. They've been in the house for the last 15 years. They've got, you know, an interest rate above 5%. So their probability is maybe a little bit higher 'cause they've got equity and they're older, or maybe there's. Some other scores or metrics that they're using to identify motivation. But at the end of the day, maybe they're not. So it's a, a matrix, you know, uh, it's not like a one of those vertical scales, but it's all sorts of factors that come into the scoring of the lead. So moving forward, we're gonna look whether they're motivated, Or they're just interested. And many times you'll find that their motivation is based on an, their objections are based on either a condition, an immovable object, like a graduation or a job transfer or something that is there. That can't be done. Um, interest rates, for example, when they say My interest rates suck, you can't move that object. Can. Is there an alternative? How motivated are they? Well, we bought a house, you know, two or three years ago. We gave, you know, we bought a thousand square foot, two bedroom house and, or we bought a, 900 square foot, one bedroom condo. I met a girl, she got pregnant, we got twins. Interest rates suck. What are the, what's the probability score? What is the lead score of someone like that? Okay. A a, um, um, a single bachelor who bought a 900 square foot apartment, right? Just had twins with his brand new wife, three years later, 900 square feet. Four people and they're growing and eating a lot. What's his job? Right? Probability matrix will include what's his job situation? Is his financial situation changed? Does his wife work? 'cause if his wife works, now you have dual income, so they can't afford a new place. Ooh, probability matrix. Does it say that he'd be considering renting or does he have to sell that? What's the motivation there to sell this house? Because they have to buy a new one. Well, they need the money from here to this. Now we're looking at a listing probability. Lead scoring matrix that shows you what are the metrics that give you something that we all know as closers, but we didn't know it before. Now that we are some of us very skilled closers, the internet and society. Has raised us and and cultivated really good closers, but now as closers, we need to now rely on technology to assist us because now we are capable of lead generation and we are capable of closing. The difference is gonna be. Closing on motivated versus interested, and never before have I, in my 30 years of doing this as a professional, closer telemarketer, a hustler, whatever you wanna call me. I know one thing for sure. It's very easy to generate a lead. It's not that easy to identify motivation versus. Interest, you can have the most interested person who really, really wants to sell, right? Mr. Homeowner wants to sell really, really bad, but according to FE'S probability matrix, I. Which asks. The second question, man wants to sell is man married. Here's the matrix. Man is married? Yes. Okay. What's the wife say? The wife says, no way. We're not leaving California. My mother and father live here. All my kids are in this school. I'm not changing the schools period. Probability matrix just went from a 10 with the man to a one with the woman. What? Now we gotta focus on her probability matrix. He's covered. Hers is what matters. The schools will she move after the season or before the season? These probability matrixes will lead you to the questions that you should be asking that should automatically. Evolve in the conversation based on if you can identify the problem, right? Like a doctor. When a doctor goes, when you step into the doctor's office, they weigh you, right? They weigh you. They check your pulse, they check your temperature. Why did they do that? Why do they hit your knee with that rock? Why do they do that? Because they need a foundation. What we do is we ask preliminary questions as a foundation, right? And then they say, What ails you? Well, doctor my arm, right? You didn't need to weigh 'em for your arm, but maybe there's some other symptoms as to why your arm hurts, right? But they need to do the fundamental questions to find out are they sick? Do they have that cavity? Are they interested or are they motivated? And. Can we measure interest on a motivational sliding scale? I believe so. And one through 10, and that's what I'm doing inside of my system. I've created a group. I'm not solely categorizing them in these groups, but they are being identified as, or tags. You can use them as tags if you use other software tags, M one through M 10. And then of course, A phone book is just M zero and we no longer have to say hot, warm, cold. We know if it's a 10, you should have a high frequency of follow up. It shouldn't be a, a 10 means you're there. Maybe there isn't a 10, maybe a 10 means you've closed for an appointment. Maybe a a an M 10 means the next call you make will be an appointment. I've got so many leads right now and I've organized them through my. Hot, warm, cold spectrum, and my wife has always come to me and said, who's your top 10? Who's your top 10? Well, now I can say who my top 10 are. How many M nines do I have? How many M nines do you have? How many M sevens do you have? Those are something m sevens, eights, and nines. Should be getting a letter, an email. M nines should be getting brownies, right? They, they should be getting offerings to entice them to work with you. Help. Other businesses do it. Why aren't we when they're M nine with the inventory so low? Why are you dismissing them? Oh, because you can get a lead somewhere else. What quality? On the proba. On the sini probability matrix. Are they? Yeah. I'm getting tons of leads. They're all below M fives. So then they're not leads. Let's talk about the, the, the eights and nines. How many of those do you have? So today, Go into your database and think to yourself, how many of these are eight nines? Eight or nines, and how many of them fall below five? How many of these people have we been keeping in touch with? Because they've shown a high level of interest, but at a certain point the they've been showing a high level of interest for a long time. Are they motivated? They've been interested for an awful long time. Is, is I'm thinking of a guy, Reuben. M is Reuben. M is he motivated because he checks my system all the time. He opens my emails, he even touches that button and says, how much is my home worth? So I'm, I'm like seeing whoa. All the signs, man. He checks, he, he's doing, all the signs are there. All the call to actions are being triggered, but what's stopping them from making that move? Again, a script that leads you down the path of forcing an answer. That's why I like active real estate prospecting because I can say right now you what is forcing you, what is stopping you? What motivates you and what doesn't motivate you? What is stopping you from selling your house in a market that is clearly. A seller's market where the house prices have never been this high. Mr. Homeowner, what is stopping you from moving well, this condition? Okay, now we have a condition, they're motivated, but there's an immovable object. Now we can identify that and move on, so thank you. Hopefully I've enlightened you guys. I appreciate you watching. Make sure that you like, share, subscribe, all that stuff. I do one-on-one coaching. If you want to take it to the next realm, call me. I'm available. All right. That's all. Just, uh, what I say, it's been so long since I say, oh yeah, get back to work. Doorknocking Book https://amzn.to/3eJzpHY Training products and Membership, for Door Knocking, Cold Calling, CRM set up, FSBO, Listing Presentations, Prospecting, and One-on-One Coaching at www.JamesFestini.com/Training More than just a dialer, a doorknocking app, it’s the best CRM out there. www.mojosells.com The best email is video email Dubb.com https://dubb.com/r/jamesfestini Get your phone list with my top Resources: https://www.colerealtyresource.com/landing/JamesFestini/ Need a website that does it all? I use ZENTAP. Try it Free; https://form.jotform.com/92825591178165 My Local Video Marketing I use is at www.VScreen.com FREE 2-week trial (no credit card required). Use the promo code: festini to receive 20% off the for the life of their membership! /episode/index/show/realestatesalestrainerandcoach/id/27926226

How Often Should I follow up with a Lead? 10/25/2022

Caller ID Marked as Spam? 09/24/2022

28 Reasons why I moved to eXp Realty 06/08/2021

How to Survive the Real Estate Disruption 04/28/2021

You HAVE TO Want To 04/02/2021

Stop Cold Calling 02/04/2021

Election Results for Realtors 11/04/2020

Follow up with Your Real Estate Leads or Fail 10/18/2020

Leaving Voicemail Messages when Prospecting for Real Estate 09/10/2020

Creating a Telemarketing Database 09/03/2020

You Have To Want to Succeed in Real Estate Sales 09/02/2020

Can We Door Knock or Farm Yet 08/28/2020

Lead Generating Tips 08/18/2020

Lead Generating Tips In marketing, lead generation is the initiation of consumer interest or enquiry into products or services of a business. Leads can be created for purposes such as list building, e-newsletter list acquisition for sales leads. The methods for generating leads typically fall under the umbrella of advertising, but may also include non-paid sources such as organic search engine results or referrals from existing customers. Lead generation is often paired with lead management to move leads through the purchase funnel. This combination of activities is referred to as pipeline marketing. A lead is usually allotted to an individual to follow up on. Once the individual (e.g. salesperson) reviews and qualifies it to have potential business, the lead gets converted to an opportunity for a business. The opportunity then has to undergo multiple sales stages before the deal is won. A lead usually is the contact information and in some cases, demographic information of a customer who is interested in a specific product or service. There are two types of leads in the lead generation market: sales leads and marketing leads. Online lead generation is an Internet marketing term that refers to the generation of prospective consumer interest or inquiry into a business' products or services through the Internet. Leads, also known as contacts, can be generated for a variety of purposes: list building, e-newsletter list acquisition, building out reward programs, loyalty programs or for other member acquisition programs. Email remains one of the main ways that businesses communicate with clients & vendors. Because of this, marketers often send messages to users’ inboxes. Many leads are generated every day with cold email campaigns and warm email campaigns. For the foreseeable future email campaigns remain a great email marketing tool. With the rise of social networking websites, social media is used by organizations and individuals to generate leads or gain business opportunities. Many companies actively participate on social networks including LinkedIn, Twitter and Facebook to find talent pools or market their new products and services. /episode/index/show/realestatesalestrainerandcoach/id/15654467