Latest / The Connect Practice Track & Grow Podcast / Ep013: Connecting With 5 Star Prospects With Rena Smith On The Space Coast

Transcript

Ep013: Connecting With 5 Star Prospects With Rena Smith On The Space Coast · The Connect Practice Track & Grow Podcast

• 0:02
  SPEAKER_01: Hi, all this is Chris McAllister with the Connect Practice Track and Grow Podcast, where it's my job to make your real estate business better and your entire life easier.
• 0:10
  SPEAKER_01: Today I'd like to introduce Rena Smith to the podcast.
• 0:14
  SPEAKER_01: Rena is a realtor for Roost Real Estate Company in Melbourne, Florida.
• 0:19
  SPEAKER_01: And Rena started with us in Ohio, helping her sister-in-law complete broker price opinions way back in 2005.
• 0:27
  SPEAKER_01: And later she and her family relocated to Florida for her husband's work.
• 0:33
  SPEAKER_01: And Rena actually earned her real estate license in Florida in 2015.
• 0:39
  SPEAKER_01: So I guarantee you'll find inspiration, timely lessons, actionable tips, daily habits, and mindsets you can use in your business to generate more leads, book more appointments, write more contracts, close more deals, earn more referrals, and make more money.
• 0:52
  SPEAKER_01: And that's what it's all about, isn't it?
• 0:55
  SPEAKER_01: And now here's my interview with Rena Smith.
• 0:59
  SPEAKER_01: Rena, welcome.
• 1:00
  SPEAKER_01: Good morning.
• 1:01
  SPEAKER_01: Good to see you.
• 1:02
  SPEAKER_01: Thanks for doing this.
• 1:03
  SPEAKER_03: Good morning.
• 1:04
  SPEAKER_03: How are you?
• 1:05
  SPEAKER_01: I'm doing all right.
• 1:07
  SPEAKER_01: Why don't you tell us a little bit about yourself, if you would, and how you got started in real estate and all that good stuff?
• 1:13
  SPEAKER_03: Um, well, as Chris already said, I um started working with Chris back in 2005.
• 1:19
  SPEAKER_03: Um, my sister-in-law had worked there at the time.
• 1:22
  SPEAKER_03: Um, he hired me on to help uh um assist in completing broker price opinions.
• 1:29
  SPEAKER_03: And um in 2009, I moved to Florida uh with my husband for his job.
• 1:35
  SPEAKER_03: I had I had three kids.
• 1:37
  SPEAKER_03: They were aged one, two, and three.
• 1:39
  SPEAKER_03: So it was it was a tough move, but we made it.
• 1:43
  SPEAKER_03: Um I've been uh after I got here, got things settled, you know, met some once the kids got in school, I met some friends and um started hanging out with them.
• 1:56
  SPEAKER_03: Kids were in sports.
• 1:57
  SPEAKER_03: Um, then they got into elementary school.
• 2:01
  SPEAKER_03: Once they got into school, I decided that I wanted to get my real estate license here in Florida.
• 2:07
  SPEAKER_03: I completed that in 2015, and um that's basically how I ended up in Florida.
• 2:16
  SPEAKER_01: So we've been working together for like 18 years.
• 2:18
  SPEAKER_01: So Angie was working with us, she was licensed at the time, and we did a lot of work for banks even back in 2005 before the crash.
• 2:26
  SPEAKER_01: So you joined us in in Enan then.
• 2:30
  SPEAKER_01: Yes, and and basically from day one, you worked you worked from home before working from home was a thing, right?
• 2:36
  SPEAKER_03: Yeah, I've been working from home for 18 years now, which I'm very thankful for because I had I had three children in in that time frame.
• 2:45
  SPEAKER_03: So I've been very fortunate to be able to stay at home with the kids and work.
• 2:50
  SPEAKER_01: And it's kind of a cool story because we started going to um the the Disney resort in Vero Beach, Florida.
• 3:01
  SPEAKER_01: My wife and I, this was back in 2003 or four, and we would go there pretty much every year.
• 3:10
  SPEAKER_01: And I didn't even realize um when you had moved that you had moved to West Melbourne, which was only about, I don't know, 20, 25 miles north of um Beeru Beach.
• 3:22
  SPEAKER_01: So we were sort of familiar with the area, and then we realized, you know, where you were and and that you got licensed.
• 3:30
  SPEAKER_01: And um, you know, and and my I remember the phone call.
• 3:34
  SPEAKER_01: I think I was driving, I was pulling out of my driveway to go someplace, and you called and said, I think Kelly was with me, and he called and said, Hey, I got my license.
• 3:41
  SPEAKER_01: And I immediately said, Okay, I got to get mine.
• 3:44
  SPEAKER_01: So I immediately went to work to get my broker's license in Florida, and you know, we sort of realized that this was an area we we kind of already knew and and we started spending more time on down there.
• 3:56
  SPEAKER_01: And I just I just loved the area.
• 3:59
  SPEAKER_01: I I fell in love with it from day one, you know, it was it's a it's not a vacation destination, it's where people live and work.
• 4:05
  SPEAKER_01: A lot of aerospace industry is there, and um, you know, long story short, we we got licensed as Roost Real Estate Company.
• 4:15
  SPEAKER_01: I got my broker's license for it, and then we ended up buying a house in Melbourne, and you know, I immediately started um letting my clients, my investor clients in particular in Ohio, know that uh um you know we had this really cool place in Melbourne, and I was super psyched about it.
• 4:34
  SPEAKER_01: And then lo and behold, you know, I I think you know, Jim, as you mentioned, um, you know, I think he bought 10 houses or something, you know, in Melbourne, and we started managing those.
• 4:45
  SPEAKER_01: And uh my friend Johnny um ended up buying a couple of houses.
• 4:50
  SPEAKER_01: And um, you know, once we got some traction there, you started picking up some uh property management clients as well as buyers and sellers there.
• 4:59
  SPEAKER_01: So um, you know, we're still in Florida, you know.
• 5:02
  SPEAKER_01: I I I love it.
• 5:04
  SPEAKER_01: We haven't gotten, we really haven't focused on the growth there as you know, I want to start right now, basically.
• 5:10
  SPEAKER_01: I've been saying that for years as you know, but you know, we were kind of busy in Ohio and Columbus and everything.
• 5:16
  SPEAKER_01: But yeah, I'm still super psyched about the whole area.
• 5:18
  SPEAKER_01: We're Kelly and I will be back down there for a month and uh at the end of September.
• 5:23
  SPEAKER_01: And I always look forward to it.
• 5:25
  SPEAKER_01: So I guess that's how uh we ended up in Florida and ended up in in Florida with Rena.
• 5:33
  SPEAKER_01: So, so okay, let's talk about.
• 5:36
  SPEAKER_01: So, you know, and we always talk about Connect Practice Track and Grow and Great Agents Connect.
• 5:40
  SPEAKER_01: Why don't you tell us a little bit of where your business has come from these these last few years?
• 5:47
  SPEAKER_03: Uh most of my business has come from referrals, um, you know, meeting the kids' friends, parents.
• 5:54
  SPEAKER_03: Um, I've sold several houses uh from kids' friends' uh parents that I've become friends with.
• 6:00
  SPEAKER_03: I've listed several houses, um like community involvement and a lot of meeting people through the kids' sports and and mainly school.
• 6:09
  SPEAKER_03: And um, some of my other clients have come from uh, you know, you talked about Jim and Johnny.
• 6:16
  SPEAKER_03: I property manage their um investment properties here, and I have become friends with tenants that when they were ready to purchase a house, um, they would call on me to find them a home.
• 6:31
  SPEAKER_03: So um the investment properties have um brought a lot of my business as well.
• 6:37
  SPEAKER_01: So I feel like, you know, it's been kind of amazing because you've been able to do, you know, you've been able to do well with, you know, raising the kids and all that.
• 6:46
  SPEAKER_01: But now, you know, how old, how old are the kids now?
• 6:49
  SPEAKER_03: Uh 15, 16, and 18.
• 6:52
  SPEAKER_01: And Alex is about to go to college, right?
• 6:56
  SPEAKER_03: Yep, she starts uh nursing school the 28th, and the other two are a uh sophomore and junior in high school.
• 7:03
  SPEAKER_01: So they're they're a lot more self-sufficient than they were back in 2015 or 2009.
• 7:09
  SPEAKER_03: Absolutely.
• 7:10
  SPEAKER_01: So it's time maybe to, I think you it sounds like you're kind of excited about I think what you you and I talked about, being able to really dig in and and spend some more time developing your your practice.
• 7:24
  SPEAKER_03: Yes, it's I can definitely focus more on my career and business now that the kids are older in high school and they are definitely more self-efficient.
• 7:35
  SPEAKER_01: Yeah.
• 7:36
  SPEAKER_01: So it's time to make some money, huh?
• 7:39
  SPEAKER_03: Yes.
• 7:41
  SPEAKER_01: Well, we've got big plans down there, so I'm excited that it seems like their timing for both of us is pretty much perfect.
• 7:50
  SPEAKER_01: So one of the things that um I wanted to talk about with our audience today is you know, one of the big things that comes next is um uh an initiative that we're working on.
• 8:05
  SPEAKER_01: Um Reen and I are working on with Dean Jackson.
• 8:08
  SPEAKER_01: And Dean is uh a marketing guru who has created the the listing agent lifestyle.
• 8:14
  SPEAKER_01: And there's a listing agent lifestyle podcast that I urge you all to listen to.
• 8:18
  SPEAKER_01: But Dean has come up with a plan that basically you're the guinea pig for, right?
• 8:24
  SPEAKER_01: Where to help promote you and help build your business there.
• 8:30
  SPEAKER_01: Well, really, what we call it is the space coast, right?
• 8:33
  SPEAKER_01: So for everybody listening, the Melbourne area, uh um the county, uh the entire Brevard County is known as the Space Coast because at the far north end is Cape Canaveral, where all the NASA rockets go off and all the SpaceX and all that stuff.
• 8:53
  SPEAKER_01: So the plan is that we want to set Rena up as the number one resource for every single ocean front condo on the space coast of Florida.
• 9:10
  SPEAKER_01: Right?
• 9:12
  SPEAKER_01: Right.
• 9:12
  SPEAKER_03: I'm super excited.
• 9:17
  SPEAKER_01: Well, it's a huge project.
• 9:18
  SPEAKER_01: So we've got this, uh you can actually see the the whole core of the project project is Dean's team has developed something called the um Space Coast Condo Guide.
• 9:27
  SPEAKER_01: And you can actually download a copy and take a look at it yourself at www.spacecoastcondoguide.com.
• 9:35
  SPEAKER_01: And the the reason that we picked condos on the on the on on the water is that that's a niche that uh so many people want, right?
• 9:54
  SPEAKER_01: But it's uh but it's also a niche that uh you know we can dominate.
• 10:00
  SPEAKER_01: If you said that I'm gonna sell every single property, you know, on the coast, or I'm gonna sell every single property on satellite beach, that's not something that you know is humanly possible to to do, right?
• 10:17
  SPEAKER_01: Right without breaking it up.
• 10:20
  SPEAKER_01: But we know that there are a finite number of condominium developments on on the on the coast, right?
• 10:28
  SPEAKER_01: So we're we're looking at uh Melbourne Beach, we're coming up through satellite, um, all the way up through Decococo.
• 10:34
  SPEAKER_01: There's basically, I think, five um cities on on the on the coast there on the outer banks of the space coast.
• 10:41
  SPEAKER_01: So when you look at it in terms of there's a finite number of condominium developments right on the coast, it's it's not unlimited.
• 10:49
  SPEAKER_01: It's something that, you know, I don't remember how many there are.
• 10:52
  SPEAKER_01: Say that there's uh 75 of them.
• 10:54
  SPEAKER_01: Well, we know which ones those are.
• 10:57
  SPEAKER_01: We we can get the information for each one of those, we can track the sales, and we can become experts in that niche.
• 11:04
  SPEAKER_01: So the reason we chose Space Coast Condo Guide was it's one target market that we can focus on and eventually dominate.
• 11:13
  SPEAKER_01: And that's the reason.
• 11:15
  SPEAKER_01: So Dean created the guide, spacecoastcondoguide.com, and then um his team has also run a series of paid Facebook ads um targeting the coast.
• 11:30
  SPEAKER_01: And to date, um, and this number may have changed by now, but this is uh middle of August in 2023.
• 11:36
  SPEAKER_01: We've had 405 people, right?
• 11:40
  SPEAKER_01: Isn't that about how many?
• 11:41
  SPEAKER_03: Yeah, it's 405.
• 11:42
  SPEAKER_03: It's yeah, I think we just had a new one, so 406, but yeah, they just opened up the email as well as yep, but 405.
• 11:51
  SPEAKER_01: Yeah, so 405 people have downloaded the condo guide, which which is pretty amazing when you think about it.
• 11:57
  SPEAKER_01: And um, the investment was definitely time and knowledge and and some cost for the ads, but I think um the last time I talked to Dean about it, I think we were we got those signups for less than three dollars per signup on Facebook.
• 12:12
  SPEAKER_01: And then the really cool part is every week, Dean and his team they create and send an email to everyone who has downloaded the guide from Rena, giving them exactly what they asked for, which was information about every condo that hit the market in the last seven days.
• 12:34
  SPEAKER_01: So it's it's not just a one and done that people you know see this ad on Facebook and download the condo guide and then print it out for themselves, but then they are immediately enrolled in in just an information email about every condo that hit the market, and I think every market and every condo that's sold over the last seven days.
• 12:58
  SPEAKER_01: That's it.
• 12:59
  SPEAKER_01: There's nothing else in the email.
• 13:01
  SPEAKER_01: It comes from Rena, it's created by Dean's team, it shows up every week without fail.
• 13:07
  SPEAKER_01: And and it it and it gives basically the information that they ask for it.
• 13:13
  SPEAKER_01: And then here's the thing: it's not super salesy, it's not something that you know people feel like they're overwhelmed or they're getting spammed out because they did opt in, right?
• 13:24
  SPEAKER_01: And the cool thing is at the end of these emails, there's there's a little paragraph that says, whenever you're ready.
• 13:32
  SPEAKER_01: And then there's a series of things that they can do to get in touch with Rena or take a tour, whatever they want to do.
• 13:39
  SPEAKER_01: But it's very there's there's nothing that's high pressure about it.
• 13:44
  SPEAKER_01: It's exactly what they wanted.
• 13:45
  SPEAKER_01: There's no fluff.
• 13:47
  SPEAKER_01: It's it's it's uh it's business like, but it's personalized, if that makes sense.
• 13:52
  SPEAKER_01: So we're staying in touch with these people um every single week after they download it.
• 14:02
  SPEAKER_01: So Rena, here's the thing.
• 14:03
  SPEAKER_01: So that's how we're making connections on the Space Coast.
• 14:06
  SPEAKER_01: That's how we're gonna supercharge your business and make you the queen of condos here.
• 14:11
  SPEAKER_01: So when we think about practicing real estate, you know, we have all these leads now.
• 14:20
  SPEAKER_01: We have opportunities to connect with people, and these are people who are basically telling us by virtue of clicking on that Facebook ad that they want a condo on the beach.
• 14:32
  SPEAKER_01: So what comes next?
• 14:34
  SPEAKER_01: What do we do now?
• 14:37
  SPEAKER_03: We make the phone calls.
• 14:42
  SPEAKER_03: Yeah, we just re we reach out to um the you know, the people that are interested, and and we start the phone call with um I'd be like, hey, I'm Rena, I'm the one sending you the Space Coast condo reports every week.
• 14:59
  SPEAKER_03: And you wait a second to see what they say, and then um you start off with, have you got a condo on the beach?
• 15:07
  SPEAKER_03: And that's kind of how the conversation starts.
• 15:10
  SPEAKER_03: And you either get really nice people and they're looking for a condo, but not anytime soon, or we I have some people that are, you know, um trying to sell some investment properties in other states to move forward with purchasing condos here as an investment.
• 15:29
  SPEAKER_03: Um, or I have some people that are really mean and they tell me to take them off the call list and or they say bad words to you, right?
• 15:38
  SPEAKER_03: Yes, we won't repeat those here though.
• 15:42
  SPEAKER_03: But yeah, so lots of phone calls and um you move and just move forward from there.
• 15:48
  SPEAKER_03: And I try to stay in touch with the people that are interested in purchasing.
• 15:52
  SPEAKER_03: We keep them on the email list so they continue to get our emails with the condo guide and um yeah, it's pretty much that simple, right?
• 16:04
  SPEAKER_02: Yeah.
• 16:05
  SPEAKER_01: So once we get these leads, these 406 people now, like Rena said, then like you said, we have to qualify these leads.
• 16:12
  SPEAKER_01: And what we're trying to do is make that bridge between somebody who picked up this condo guide on Facebook, Facebook, and try to bring them into a real-world relationship with a real person, which which obviously is you.
• 16:30
  SPEAKER_01: And what we're trying to do with these phone calls is identify people who, as Dean Dean refers to them as five-star prospects, right?
• 16:40
  SPEAKER_01: So these are people.
• 16:41
  SPEAKER_01: Five, here's what a five-star prospect is, basically.
• 16:44
  SPEAKER_01: It's somebody who's willing to engage in a dialogue, right?
• 16:47
  SPEAKER_01: They're willing to talk to you like a human being, they're not hanging up on us or whatever.
• 16:53
  SPEAKER_01: You know, they're friendly, they're cooperative, um, they know what they want, which is a condo on the beach.
• 17:00
  SPEAKER_01: They they have a pretty good idea when they want it.
• 17:04
  SPEAKER_01: And sometimes people want it, you know, in the next 90 days.
• 17:08
  SPEAKER_01: Sometimes it may be in the next two to three years, but they know what they want, they have some idea when they want it, and it's pretty clear that, you know, based on that phone call, that they'd they'd like you to help them.
• 17:21
  SPEAKER_01: So, you know, that's something that you can kind of figure out in the course of this simple phone call.
• 17:28
  SPEAKER_01: So, you know, once they reach out, they get called back.
• 17:30
  SPEAKER_01: Rena introduces herself, thanks them for reaching out, signing up, you know, whatever it is.
• 17:35
  SPEAKER_01: And again, it's hi, I'm Rena.
• 17:37
  SPEAKER_01: I'm the one sending you the Space Coast condo reports every week.
• 17:40
  SPEAKER_01: And then you wait and see what they say.
• 17:42
  SPEAKER_01: And then the next question, and these are kind of carefully phrased, you know, this is this is scripted to some degree, but the whole idea is to get these folks to talk.
• 17:50
  SPEAKER_01: So, have you got a condo on the beach?
• 17:53
  SPEAKER_01: Well, they either do or they don't, right?
• 17:56
  SPEAKER_01: So but they don't usually answer it that way, they usually answer as to what they're thinking or what they want.
• 18:02
  SPEAKER_01: And then the third question is, what are you thinking of doing?
• 18:06
  SPEAKER_01: And and then you wait.
• 18:07
  SPEAKER_01: And then here's my favorite part.
• 18:09
  SPEAKER_01: You know, if they've gotten through those first three questions and they're still on the phone, tell me everything and just let these folks talk.
• 18:18
  SPEAKER_01: And and that's the extent of the conversation.
• 18:21
  SPEAKER_01: And you know, as you take notes as they're talking, and you know, you you basically get a feel for you know who they are, what they're doing, if they're five-star prospect, or not a five-star prospect, and that's that's basically the game, right?
• 18:38
  SPEAKER_01: So that sort of takes us.
• 18:41
  SPEAKER_01: Well, let me let me go back for one thing.
• 18:44
  SPEAKER_01: So if they are a five-star prospect, they're already in um GoGo Agent with their um phone number and an email, right?
• 18:57
  SPEAKER_01: So if they are somebody that's whether they're ready now or not, then the challenge is, you know, if they're willing to engage, if there's somebody that um, you know, wants to do something at some point, then my challenge is, and and I don't know how far you've gotten with this because it's it's amazing what you've been able to do so far, but the real trick would be on these five-star prospects is to get their home address and add them to you know your roost ramblings list, right?
• 19:23
  SPEAKER_01: So if they get roost ramblings every month on top of that, which is very personal, you know, from you, and then on top of that, they're getting the email every week, which is very business-like.
• 19:33
  SPEAKER_01: That's a pretty cool um uh way to stay in touch and not be, you know, a pushy salesperson.
• 19:43
  SPEAKER_01: And of course, if they're not a five-star prospect, that's fine too.
• 19:46
  SPEAKER_01: Some people just click on things on Zilla on the under Facebook and they don't know what they're doing.
• 19:52
  SPEAKER_01: But let me ask you this because you and I worked on, we we did an experiment with the Zillow leads.
• 19:57
  SPEAKER_01: You remember that?
• 19:58
  SPEAKER_03: I do.
• 19:59
  SPEAKER_01: How are these leads different than the leads that you picked up on Zillow?
• 20:04
  SPEAKER_03: Well, I think the Space Coast condo guide leads are more personable, and um you're letting those people talk by asking those three or four simple questions.
• 20:16
  SPEAKER_03: You just let them talk and listen.
• 20:18
  SPEAKER_03: Um the Zillow leads were not so much fun because you're you were basically sharing the Zillow leads with other people.
• 20:26
  SPEAKER_03: It was like whoever got to them first got to them first.
• 20:29
  SPEAKER_03: And I would get emails and phone or emails or text messages for Zillow leads at three, four, two o'clock or a.
• 20:38
  SPEAKER_03: So I'm not making, I would, I wouldn't, I'm not gonna make phone calls at that time.
• 20:42
  SPEAKER_03: So with this, um with the Space Coast condo guide leads, you know, I try to get up every morning to see if there's any new leads, make those phone calls as quickly as possible.
• 20:56
  SPEAKER_03: Um, and I try not to call too early, and I also check the phone number and Google the zip code to see what time zone they're in because I don't want to call somebody on the West Coast at eight o'clock my time and it's five o'clock their time.
• 21:12
  SPEAKER_03: So um I I've been trying to check the the zip codes as well.
• 21:18
  SPEAKER_01: Yeah.
• 21:18
  SPEAKER_01: The other thing you could do is use your forewarned account and put the the phone number in and get a sense for where they are and yeah, you know, how legit they are as well.
• 21:29
  SPEAKER_01: Um, but the Zillow leads, my God, you know, everything they teach you at Zillow is you have to respond back in five minutes.
• 21:35
  SPEAKER_01: If you don't, you're gonna lose them.
• 21:36
  SPEAKER_01: And yes, you're competing with other agents.
• 21:38
  SPEAKER_01: And if I remember right, because you I think we did it for at least six months, and you did everything that they ask you to do to the letter.
• 21:47
  SPEAKER_01: But all I remember is every phone call we talked about was somebody who already had an agent who couldn't basically read the Zillow description and wanted to know how many bedrooms it has.
• 21:58
  SPEAKER_01: You know, it was just people looking.
• 22:00
  SPEAKER_01: For basic information.
• 22:02
  SPEAKER_01: And the one that always got me was, Well, I didn't want to bother my realtor.
• 22:07
  SPEAKER_01: Yeah.
• 22:07
  SPEAKER_03: I'm like, oh, wait, you have a realtor?
• 22:10
  SPEAKER_01: Okay.
• 22:11
  SPEAKER_01: So those Zillow leads were um one of the biggest frustrations I had with them was that there were people that were calling just for basic information that they could have gotten from the add on Zillow.
• 22:22
  SPEAKER_01: And when they would say, I just didn't want to bother my agent, um, that just threw me over the edge.
• 22:27
  SPEAKER_01: It was okay to bother you, but not okay to talk to their agent.
• 22:29
  SPEAKER_02: Which yeah.
• 22:30
  SPEAKER_01: And then the other issue is, and I don't want to get too deep in this, but you know, we've had a couple of situations in Ohio where, you know, we've had um cooperating agents bring buyers and you know, they go all the way almost to closing and fall through.
• 22:46
  SPEAKER_01: And when you go to talk to the realtor about what the hell happened, they don't know because they didn't know who the person was.
• 22:51
  SPEAKER_01: It was somebody that they were dealing with, you know, on the phone.
• 22:54
  SPEAKER_01: Well, maybe they showed them a house once, maybe it's an out-of-state person buying an investment property.
• 22:58
  SPEAKER_01: But right anyway, what's great to know is this form of lead generation and this form of connecting and and and building those relationships, this is doable, this is workable.
• 23:12
  SPEAKER_01: And I'm not saying it's not stressful, and I know you have to really pump yourself up to do those calls because nobody likes rejection.
• 23:19
  SPEAKER_01: And, you know, but I think when I have done it in the past, you know, you get one good one and it makes you feel great about dialing five more times.
• 23:28
  SPEAKER_03: So a hundred percent.
• 23:30
  SPEAKER_01: You know, and and these are definitely people that asked for something and they were very specific about it.
• 23:36
  SPEAKER_01: And then the other thing as we go forward, you know, this formula, it's not just for the Space Coast leads.
• 23:44
  SPEAKER_01: This is a formula that you can use for any lead that comes in, you know, whether it's real geeks leads or even a call off the street, you know.
• 23:53
  SPEAKER_01: Sometimes those happen, you know, walk-ins at the office, whatever.
• 23:56
  SPEAKER_01: So this formula I think has a tremendous amount of utility and usefulness.
• 24:04
  SPEAKER_03: Well, I've talked to several, I've talked to several of the people, and they're like, well, we don't necessarily want a condo on the beach.
• 24:11
  SPEAKER_03: We may want a home that's on beach side, or um, we want a condo on the river.
• 24:18
  SPEAKER_03: So, you know, those are leads as well, necessarily not for condos, but you know, other types of so what do you what do you do with that information when somebody tells you that?
• 24:27
  SPEAKER_01: What do you do next?
• 24:29
  SPEAKER_03: Um, I make make my note in uh the go-go agent account, and then I just stay in contact with them.
• 24:38
  SPEAKER_03: Most of them are they're not ready to purchase at that time, but I give them my information to to contact me when they're ready.
• 24:48
  SPEAKER_03: And and a couple of them are um people that are retiring soon and they've talked to their financial advisor and they're coming up with a plan on how they want to move forward with selling a home that they have now to purchase and to downsize.
• 25:05
  SPEAKER_03: Um, and you know, and I always let them know that if, you know, when they say they need to eventually sell their home that they're in now, I ask them, I'm like, are you working with an agent?
• 25:15
  SPEAKER_03: And if they say yes, then I'm just like, oh, that's great.
• 25:18
  SPEAKER_03: You know, if you need any help with, you know, condos or any other um houses on beach side, I I would be helpful, happy to help you.
• 25:26
  SPEAKER_03: And if they say they don't have an agent, then I give them all my information.
• 25:31
  SPEAKER_01: Right, cool.
• 25:32
  SPEAKER_01: And then again, I would ask them for their information.
• 25:34
  SPEAKER_01: And and you can also get a lot of information using for warrant or some other tools on the internet.
• 25:39
  SPEAKER_01: But yeah, you know, the trick is if somebody engages with you and you have a good conversation, you don't want to have that just be one and done.
• 25:45
  SPEAKER_01: We want to really get them on your mailing list so they get um roost ramblings from you every month.
• 25:50
  SPEAKER_01: And what you're talking about when you have that conversation and they tell you when they open up to you, you know, tell me everything, and you're adding that to the um uh CRM, the client relationship manager, you are tracking, right?
• 26:04
  SPEAKER_01: And that's the whole gist of this podcast connect, practice, track, and grow.
• 26:08
  SPEAKER_01: So that's tracking.
• 26:09
  SPEAKER_01: And the cool thing about this campaign, everything that we do, we're tracking because that's what professionals do.
• 26:17
  SPEAKER_01: So here's some numbers.
• 26:19
  SPEAKER_01: So Dean has been doing campaigns like this, you know, over and over again for the last 20 years.
• 26:25
  SPEAKER_01: And Dean has tracked every single result for every single campaign he's ever done.
• 26:31
  SPEAKER_01: And and statistically, historically, whatever you want to call it, half of the people who reach out, who download the Space Coast condo guide or whatever product it is they're downloading, they will buy something within the next 18 months, which I think is pretty amazing, right?
• 26:57
  SPEAKER_01: So they're gonna do something with somebody in the name the next 18 months.
• 27:04
  SPEAKER_01: So basically, if we've got 406 downloads over the past whatever it's been, within 18 months of those downloads, half of the people will have done something, which just is amazing to me that that he's got statistics to back this up because it makes me feel like, you know, we're on the right track, that you're doing the right thing.
• 27:26
  SPEAKER_01: Because it it's again, it's like everything else in real estate.
• 27:29
  SPEAKER_01: It's it's not a get rich, quick, overnight success.
• 27:32
  SPEAKER_01: It's doing the right things over and over continuously.
• 27:35
  SPEAKER_01: So, of those half of the people who will do something in 18 months, 15% of those people will do something within 90 days.
• 27:46
  SPEAKER_01: So obviously, we had a lot of these downloads before we started making calls.
• 27:50
  SPEAKER_01: But if you had 400 downloads and 200 people are going to do something, and then you've got 15% of 200, which sounds like 30 when I went to school, 30 of those people likely did something with somebody, some agent within the first 90 days of of downloading that that book, which to me is amazing.
• 28:14
  SPEAKER_01: That's that's 30 people out of 400 did something.
• 28:17
  SPEAKER_01: The issue is they didn't, you know, they didn't do it with us.
• 28:20
  SPEAKER_01: But if you if you generate 100 leads, the math is that eight of them will do something within the next 90 days, but 42 of them will do uh something uh within the next 18 months.
• 28:36
  SPEAKER_01: I mean it it's it's really uh crazy.
• 28:40
  SPEAKER_01: So I didn't look at the email stats for last week, but um when I when I did look, there were 345 emails that were going out each week against the 405 downloads we had, which is pretty amazing that only 50 people opted out of the week weekly emails, right?
• 29:07
  SPEAKER_01: So 406 people, 405 people at the time downloaded the Space Coast condo guide, and 345 people are still receiving the emails.
• 29:20
  SPEAKER_01: Only 50 people have actually clicked the button to opt out for any number of reasons.
• 29:26
  SPEAKER_01: But here's the thing that is is still amazing to me, and why I have such faith in this process is of the 345 emails on the on the last week I looked, 175 of those emails were actually open.
• 29:40
  SPEAKER_01: That's that's a huge number, 175 divided by 345.
• 29:47
  SPEAKER_01: That's over 50 percent of 50, yeah.
• 29:49
  SPEAKER_01: Yeah of the weekly emails um were being opened.
• 29:55
  SPEAKER_01: And and to me, that's the best indicator yet of of who your potential five-star prospects are.
• 30:02
  SPEAKER_01: In fact, I know you're going through the whole um 405, and we currently have 406, whatever it is, and you're making calls now.
• 30:10
  SPEAKER_01: But what we probably should talk about is focus on the people who opened last week's opened it.
• 30:17
  SPEAKER_01: Yeah, focus on the people in the database that opened last week's email first.
• 30:22
  SPEAKER_01: That might be the best bang for your buck there.
• 30:24
  SPEAKER_02: Yeah.
• 30:25
  SPEAKER_01: Um so so this is where tracking, you know, it keeps us honest and it separates the grade agents from the average agents.
• 30:33
  SPEAKER_01: So, how many how many calls have you made so far?
• 30:36
  SPEAKER_01: First calls have you made to those 405 people, 460?
• 30:40
  SPEAKER_03: I think I'm right at around 306.
• 30:43
  SPEAKER_01: My gosh, you've gotten three.
• 30:44
  SPEAKER_01: Last time we talked, it was 160.
• 30:46
  SPEAKER_03: So I think I'm at 306, but I would say maybe 25 of those were really not a call.
• 30:55
  SPEAKER_03: They had opted out.
• 30:56
  SPEAKER_03: So when I saw that they opted out, I put the mean face.
• 31:00
  SPEAKER_03: So I've opened up 300 six 306 names to contact.
• 31:07
  SPEAKER_02: Okay.
• 31:07
  SPEAKER_03: So I've I've left uh 132 voicemails.
• 31:12
  SPEAKER_03: I flag, I flag them on what I do.
• 31:14
  SPEAKER_00: Let's let's go back and talk, let's talk about those flags.
• 31:17
  SPEAKER_00: So, what do you mean by happy face, sad face?
• 31:19
  SPEAKER_03: So we have we have flags set up and um there's happy happy agent in the Sierra.
• 31:26
  SPEAKER_03: I'm sorry, yeah, and go go agent.
• 31:28
  SPEAKER_03: There's happy faces, sad faces, left a voicemail.
• 31:31
  SPEAKER_03: Um we have an option where it was no phone or bad phone number.
• 31:38
  SPEAKER_03: Um and then we also made a flag that says maybe someday, because those people were like happy, but they weren't ready to purchase at that time, but maybe someday.
• 31:50
  SPEAKER_03: So we made those happy faces with the maybe someday.
• 31:54
  SPEAKER_01: Yeah, so literally there's an icon in GoGo Agent or the CRM we're using that is a smiley face, and then there's an icon that's a brownie face.
• 32:02
  SPEAKER_01: So just to kind of make it easy to visualize, we the the people who are willing to engage, right?
• 32:08
  SPEAKER_01: The five-star prospects, they got coded or they're tracking them with a happy face, correct?
• 32:14
  SPEAKER_01: Yeah, and if they weren't five star prospects for whatever reason, they got coded with a sad face.
• 32:22
  SPEAKER_01: So it doesn't mean that everybody's not gonna continue to get the emails, they will, and it's automatic and it and it just happens.
• 32:31
  SPEAKER_01: Um, but it but it does kind of say where you're gonna focus, you know, your your next contact, right?
• 32:38
  SPEAKER_01: You're gonna be far less likely to double down on another phone call to a sad face if if it's a choice between making a 30-day connection or a 45-day day, you know, reconnect with another happy face, right?
• 32:51
  SPEAKER_01: So you're basically taking that data and you're figuring out who's a five-star prospect, you're drilling down to you know the time frame that they may want to buy, you're staying in touch.
• 33:05
  SPEAKER_01: Hopefully, you're adding them to your personal roost ramblings database, and then it sort of becomes a pretty comprehensive strategy.
• 33:15
  SPEAKER_01: I mean, it takes work and you know, you got to psych yourself up.
• 33:19
  SPEAKER_01: I mean, I you know, you know, I'm the biggest introvert you know.
• 33:22
  SPEAKER_01: So for me, making those calls is hellish, but you know, once you get started, you gotta do what you gotta do.
• 33:28
  SPEAKER_01: But um, and then I think our what's our what's our goal, isn't it, to try to make contact right within the first 72 hours that a new download happens?
• 33:39
  SPEAKER_03: Or yeah, yes.
• 33:41
  SPEAKER_03: Um, at first that wasn't the case, but I still went back through all the calls and even called people that had opted in months ago before we discussed our 72-hour turnaround time.
• 33:56
  SPEAKER_03: But with the with new people opting in, I try I get to them first before I go make calls from people that opted in months and months ago.
• 34:05
  SPEAKER_01: Well, and the cool thing is based on what we've learned and based on the on the stats we've been tracking, we're gonna be able to push more money behind those Facebook ads.
• 34:14
  SPEAKER_01: And you know, we we're gonna be able to open the floodgates.
• 34:18
  SPEAKER_01: And I I truly believe that um this is really gonna, I it's gonna work.
• 34:25
  SPEAKER_01: You know, it's it's worked for Dean all over the country, actually, all over the world in the past.
• 34:30
  SPEAKER_01: And I think this is a unique setup that that speaks directly to your situation, especially in mine as a as a homeowner there who wants to spend more time there.
• 34:40
  SPEAKER_01: So I'm I'm super excited about it.
• 34:42
  SPEAKER_01: And and it's a perfect, perfect example of a of a great agent like you that is you know connecting, you're you're enhancing your practice, you're tracking your business, and I can't wait to watch you continue to grow as you dominate the beachfront condo market on the space coast.
• 35:03
  SPEAKER_03: I am super excited.
• 35:04
  SPEAKER_01: Um I can't wait to see you buy one of those condos on the space coast.
• 35:08
  SPEAKER_01: I guess that's what we're looking for, right?
• 35:12
  unknown: Oh gosh.
• 35:13
  SPEAKER_01: Anything else we should talk about before we uh sign off here?
• 35:18
  SPEAKER_03: I don't think so.
• 35:19
  SPEAKER_03: Well, actually, I was gonna say something.
• 35:21
  SPEAKER_03: Some of those phone calls that I make, it's it's other agents that are opting in and they're like, oh, we're just being nosy.
• 35:28
  SPEAKER_03: We just want to see what's going on.
• 35:30
  SPEAKER_03: So uh it's funny when I get an agent because they're like, because some of them are like, oh, this is really cool.
• 35:36
  SPEAKER_03: That you know, this is a cool setup.
• 35:38
  SPEAKER_03: So and they actually want to stay opted in just to see see what's going on.
• 35:44
  SPEAKER_01: Nothing there's nothing wrong with that.
• 35:46
  SPEAKER_01: Who knows?
• 35:46
  SPEAKER_01: If they're the right agents, maybe they'll join us at Roost in Melbourne.
• 35:49
  SPEAKER_03: So yeah, you never know.
• 35:51
  SPEAKER_01: But the other the other thing is is ask them.
• 35:54
  SPEAKER_01: Well, I tell you what, you know, the next time you have a listening, let me know because you know, I've got a ton of people who are opting in, and maybe I have a buyer for you.
• 36:01
  SPEAKER_03: Yeah, for sure.
• 36:03
  SPEAKER_01: All right, well, fantastic.
• 36:05
  SPEAKER_01: So, Rena, thank you for being here for the last 18 years, and thank you for getting Kelly and I to Melbourne, and thanks for everything you do with the property management clients and and all that great stuff.
• 36:18
  SPEAKER_01: So thank you for being a guest on the Connect Practice Track and Grow Podcast.
• 36:24
  SPEAKER_01: See, this wasn't too hard, was it?
• 36:26
  SPEAKER_03: No, no, it was it was a little smoother than I thought it was gonna be.
• 36:32
  SPEAKER_01: All right, well, thank you again, Rena, and thank you so much.
• 36:36
  SPEAKER_03: Okay, all right, thank you.
• 36:38
  SPEAKER_03: Bye.