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The Follow-Up Fail: Why Realtors Lose Leads by Ignoring Their Contacts · The Real Estate Agent Playbook

• 0:00
  We are well into our market shift, the, the transactions, the volume,
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  everything that was going on during the COVID era is no longer.
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  And the more and more I hear agents chasing new leads and new lead
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  generation systems and all of the things.
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  Makes me wonder, what do you do with the leads three, four,
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  six days after you get them?
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  One of the biggest income losses in the real estate industry is chasing
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  the next lead, chasing the next dollar.
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  And not nurturing the contacts that you have created through lead generation,
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  through sphere of influence or events, through all the things we do.
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  So we're gonna talk about a few things to watch out for, and maybe some things
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  that will spur your interest to go back, dive back into that database
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  and absolutely have the best year yet, regardless of the number of
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  transactions that are being processed.
• 1:00
  What's up guys Jeremy Kane with real estate agent playbook helping you
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  win every single day at the game of real estate as I'm training Agents,
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  this is one of the biggest things that I see is the failure to follow
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  up with the contacts You've already made letting people slip through the
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  cracks forgetting about them You know, they said they're 6 to 12 months out.
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  Well, now it's 18 months away, and you just saw them posting their
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  picture on Facebook with a new home.
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  That's what I'm talking about right now.
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  We need to make sure we're dialing in our follow up, not just for the brand
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  new lead, but for the leads and the contacts that we've had in the past.
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  If you like the sound of that, please like, comment, subscribe.
• 1:37
  I would love to have a conversation with you.
• 1:40
  If you've run into this or you've had a success throw it in the comments as we're
• 1:44
  trying to grow Both the youtube and the podcast communities If you didn't know
• 1:50
  we are on podcast So head over there while you're there throw me a five star
• 1:53
  review that really does help Get the podcast get the information out as I
• 1:58
  am dedicated to help realtors win every single day at the game of real estate
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  No matter where you hang your license.
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  Okay, so let's get into this.
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  We must identify the mistake and this is kind of the grass is greener
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  approach, but I hear so many people talking about these leads and these
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  internet leads and Facebook leads and Zillow leads and, and all of the things.
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  And they are so focused on the lead, right?
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  And, I talk a ton about the lead is worth nothing.
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  It's just a way to draw you in and give you more work that
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  maybe you don't like to do.
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  Regardless of that, you know, you can call a lead, whatever you call a lead,
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  but we can work as hard as we can.
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  We can hire ISAs.
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  We can do all of the things for those initial leads to get that initial contact.
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  It's after we have that initial contact, That I think, if it's not an immediate
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  gratification, we forget, and we let things slip through the cracks.
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  The most ready to act people are not the people clicking on the pictures
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  in the tricky ad copy on Facebook.
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  Or calling you off of Zillow.
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  Maybe, but who knows?
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  They're getting rid of Premier Agent.
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  So, we'll let them figure that out and then we can talk about them.
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  But, it's the people that didn't transact.
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  The people that maybe didn't respond.
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  The people that you haven't talked to in a year, or two, or three.
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  Unfortunately, when I talk to agents, The people that they are failing
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  to think about are the people that bought a house, the people that have
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  the inventory to sell, the people that were the first time home buyer.
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  So many agents are focused on the first time home buyer, love
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  helping people get into the American dream, blah, blah, blah, right?
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  But we fail after they buy that home to go and continue that relationship
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  and have conversations with them.
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  Instead of calling your leads 8, 9, 40 times and getting nothing, Right?
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  Why don't we at least call our past clients one year, two years, three
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  years after they've purchased a home and see Because you and I all know that
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  in this, you know, crazy time the last five years People have kind of been,
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  you know, really pushing their budget.
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  They've been over bidding They've been doing all the things and it's likely
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  that that home was not their dream home They were just so dedicated to get in
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  that they're in and they were rewarded.
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  They have the gift of equity and And all of those things that we
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  can absolutely help them with.
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  And so if we are focused on that and we are looking at that piece, that is the
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  problem that we are leaving on the table.
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  We're leaving so much money on the table.
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  We're letting those agents that are farming and the people that
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  have, you know, hung up door hangers and have seen them.
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  You know, we're letting them take that turf, right?
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  So have that follow up, have those conversations, be the asset, do
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  those annual reviews like I talk about in a video on this channel.
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  So now you say, well Jeremy, how do I do this, right?
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  I, I'm that person, I am the person that really is focused on that
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  next deal coming through and I have, you know, Oh, a newsletter.
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  And I have some automation that I send all these people, but you know, maybe
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  you're right, maybe I am focused on the new verse, you know, the, the repeat
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  and referral, and so then it comes down to your contact management, right?
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  We have to create a client journey.
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  a whole section in my course that is coming out, dedicated to my
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  client journey and how you build it.
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  The truth is you're not going to build it just like me.
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  You're not going to give the same gifts.
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  You're not going to do all of those things, but have a process, have a system.
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  What do you do for every single client as they come through your pipeline
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  from lead to conversation, to contract, to close, to lifelong realtor?
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  Right?
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  Lifelong relationship.
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  That's what we're really going for here.
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  And you can automate some of this stuff.
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  You can, you know, deliver pizza and cookies and all the things that we do,
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  you know, automatically, technically.
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  But those are all followups, right?
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  Those are all followup opportunities.
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  I was talking to a new agent the other day and she was talking about making monthly
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  kind of rolling contacts with her CRM.
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  We'll have a reason to call, right?
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  We don't want to just call and say, Hey, how's the house?
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  What's going on?
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  You know, are you ready to buy or sell?
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  Well, no, we just did it a month ago.
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  That's not what we're talking about, but if you live in a warmer climate, now's a
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  perfect time to say, Hey, summer's coming.
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  Have you had an HVAC tech?
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  Because you know what happens the first day it's a hundred, the ACs don't work
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  and the HVAC techs are completely booked out and you have air conditioners,
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  you know, problems for two weeks.
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  No, get it done now before the season.
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  Make sure you're ready to go.
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  That way when everyone's freaking out and the ACs are breaking all over the
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  place, you can host a party and be the most popular person on the block.
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  Right?
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  And so if you're having these conversations that are relevant to your
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  situation, you can make that happen.
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  So how do we do that?
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  Right?
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  Depends on where we're at, right?
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  Air conditioning is not like, 10 days a year.
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  Probably not the gig, but as we go into winter, I might call me like,
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  Hey, have you serviced your furnace?
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  Cause you know, it's going out on Thanksgiving or Christmas when you
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  have the mother in law in town, right?
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  So let's focus on these things and let's find reasons to connect with people
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  and then put it in your CRM, right?
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  When my clients close on a home, they transition from.
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  You know, under contract buyer or seller to closed buyer or seller.
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  And I even have it a year out cause it's different for the first
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  year than it is for the rest.
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  So, you know, then my CRM tells me, okay, call this person.
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  It's been three days since possession.
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  It's been three weeks since possession.
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  It's been three months since possession.
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  So that's a task for me to do for me to make that connection, right?
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  It could be a text, depending on who it is, whatever you do and how you
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  communicate, that's, that's up to you.
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  Okay.
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  But the touches are what matter, the personal touches.
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  You know, if I'm sending out text messages that say unsubscribe, people know in this
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  day and age, first of all, they click it.
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  Second of all, they know that that's automated.
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  So, take a step back and put some time into these people, right?
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  If you automate anything, I would suggest automating the front end.
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  You can have, you know, call three times and then put them
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  on a drip and automate them.
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  And you know, maybe, maybe call them again in six months or whatever.
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  But the problem is that we don't automate the front end if we're good at conversion
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  and we do automate the backend and we lack conversion there as we move forward.
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  Next, once we set up the system, and once we set up the campaign, that's going
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  to remind us to have these contacts.
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  What do we have to do?
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  We got to pick up the phone.
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  We have to make the calls.
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  We have to make the contacts.
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  We have to host the events.
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  We have to get the invites out.
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  And this is where you can put a lot of your time, right?
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  And we can have VAs and we can have admin assistants and all of the things.
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  But you are the face.
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  You're the face of the franchise.
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  And so it's important that you are out there, you know shaking hands and
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  kissing babies as they say right and so make sure that you are putting this
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  work in and a lot of times We get so sucked into all of the transactions
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  and all of the things that we kind of let let the automation go With the
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  people that have already signed up.
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  They've already signed on the louded line They've already earned us a paycheck
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  and we forget about them because, you know, Oh, they're in a house.
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  It's a longterm thing.
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  But what we fail to realize is, you know, first time home buyers hang out
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  with other first time home buyers that haven't purchased a home and first time
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  home sellers hang out with other first time home sellers that are growing out of
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  their, you know, their first time home.
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  And so if we can make that impact and we can stay top of mind,
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  we can insert ourselves as a value into those people's lives.
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  That's when this kind of takes off.
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  So we have to, you know, understand the problem, reevaluate what we're doing.
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  Then we have to set up systems and processes to make sure that
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  we are able to do this at scale.
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  And then we have to do the contacts.
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  We have to do the tasks.
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  We have to check the calendar.
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  We have to check the CRM to make sure that we are staying up to date to do that.
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  And so as we move forward, these tools and resources become of utmost importance.
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  Don't wait like I did to get a CRM until you had closed a hundred homes
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  because that, that's a lot of work.
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  It's a huge mountain to climb.
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  Even to this day, I still have to, you know, remind myself to get up
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  on CRMs and do the things because I'm so focused on the other part.
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  I'm focused on the relationships.
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  I'm focused on building those.
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  You know, we're getting them through the process.
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  I know the process.
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  I'm the expert.
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  I know the market, all the things.
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  And I forget to put them into the CRM, right?
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  There's nothing worse than putting someone in a CRM the day they close
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  or, or the day after they close.
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  At least I do it then.
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  But if I could get them on the front end and balance my, my systems a
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  little bit towards the front end, then.
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  I know that they're ready to go.
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  It's just a click of a button.
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  They're off onto the sold, you know, buyer seller platform and we're, you
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  know, getting the tasks and we're staying dialed in and it's a more, you know,
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  streamlined approach because it's not clunky like, Oh, I got to put these people
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  in and they just closed the transaction.
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  So make sure that you're balancing both ends of the spectrum.
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  But let's not forget about these potential and all of these sounding boards, right?
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  You have a testimonial, you have somebody that's happy, you have somebody
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  That's achieved greatness, right?
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  They've achieved what they set out to do.
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  The day they contacted you, they didn't know that they could do it on their own.
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  And so you came in and you did it for, you helped them.
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  You know, and you did it for them.
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  You did what you needed to do for them in that moment.
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  And so they should be willing to sell that.
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  And this is why I often talk about not being able to automate, right?
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  If you, you know, send me a client, you know, I talk about this and I went
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  a ton of referrals this way, right?
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  You send me a client, you're an agent out of state.
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  You send me a client.
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  It's me that they're going to see.
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  It's me.
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  That's going to show them houses.
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  It's me.
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  That's going to help them through the process.
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  And it's not a team member.
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  It's not a TC.
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  I am the face of my franchise and I built my team a little differently.
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  Okay.
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  No offense to that, but usually even these teams, they're grabbing onto
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  these, you know, clients and one person's building a relationship and that agent's
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  walking them through the entire process.
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  Makes you wonder why they're only getting 50 percent of the commission, huh?
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  Well, if that's a problem, let me know, but I'm more than happy to reach out.
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  Anything you need to help you manage this.
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  This is my bread and butter.
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  This is what I teach over a hundred agents across the
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  country to do in my organization.
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  and beyond with my new course.
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  So, comment below.
• 12:42
  If you're interested in learning more about the course,
• 12:44
  let's connect either way.
• 12:46
  It doesn't matter where you work.
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  I'm here to help you win every single day at the game of real
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  estate and we'll see on the next one.