Transcript

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The real estate industry is trying to replace us.
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With over $40 billion invested into real estate technology in the last decade, there's just one simple goal, remove the agent from the equation.
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So if your business is built on Zillow or Pay Per Click or Facebook leads, you are renting your business from a company that could change their algorithm whenever they feel like it, and they already have, and your business is gone.
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But if you maximize the relationships you already have to build and grow your business, that's the only true way to actually own your future in this industry.
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So here's five proven ways to generate clients without cold calling.
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Now, before we even get started, I want you to know that at the end of this, I'm going to tell you how you can get my free e-course that I normally sold for $997 that's going to teach you exactly how I sell 50 homes a year under 40 hours a week, exclusively by repeat and referral business.
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If you want to grab this totally free, make sure that you stick around.
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I'm going to tell you how in just a minute.
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Five proven ways to generate clients without cold calling.
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Number one, client events.
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Now, I've heard it all said before, that client events are too expensive, they're too complicated, I'm never gonna be able to pull it off.
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Well, here's what I wanna tell you, that's a lie.
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There's a way to do these easy, simply, and have an amazing result.
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My team does four client events every single year, once a quarter, March.
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June, September, December.
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We're seeing all of our people all at once.
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And guess what?
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We did one Saturday as I'm recording this.
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We did one last Saturday, had 130 people show up.
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Guess what it cost me?
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$300.
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That's it.
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Because here's the reality of client events.
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It doesn't need to be something crazy, huge, expensive.
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It needs to be something thoughtful and fun and geared towards your specific database.
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So let me give you an example.
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I used to think it was all about having a band.
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uh a bounce house, having the live music, having the live caterer, having all of these pieces.
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And it was really expensive.
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I was averaging around $5,000 per event.
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And guess what it wasn't doing?
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Moving the needles significantly in my business.
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So I decided, what if I cut that cost significantly down?
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What would happen?
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So I changed my approach and I started to spend less money with more intentional events.
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And guess what?
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My business continued to thrive even though I went from $5,000 to around $800 per event.
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All you need to do is make it simple.
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You want to be the host.
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You want to be able to engage people.
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But if you're so worried about all the pieces running together, it's not an effective client event.
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You're there to see people and engage with people.
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So let me give you some ideas.
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In June, we always ran out a local ice cream shop.
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We say, hey, can we come from 11 to one?
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Will you shut it down to everybody else?
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and we'll pay for everybody to come and have ice cream.
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I literally sit outside, people walk up, we pay for their ice cream, they put it down on a tab, we pay for their ice cream, and I get to engage with them.
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It cost me 800 bucks, I split it with a mortgage lender, $400.
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Always go to a mortgage lender and split that cost in half.
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You don't need to do anything crazy, you don't need to have a big business, you might even be brand new, I guarantee you there's a mortgage lender out there.
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You might have 10 people at the event, 20 people at the event.
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we average around 125 people at these events.
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And it still only cost me $400.
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In the fall, we do a family photo event.
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I rent a local pavilion at a local park, cost me $100.
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I hire a photographer who's in my database already to do family portraits, $450.
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And then I go grab donuts and coffee and we show up 930 to 1130 at this pavilion.
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Our friends come, our database comes, they bring their families.
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They grab a donut, they grab coffee, maybe a little bottle of water.
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They go get a family photo and then they hang out with us and they go enjoy the rest of the park.
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Simple and easy.
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Cost me $300.
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In December, we do a Christmas lights drive through where they drive their car up.
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We hand them a list of the best lights, give them some candies, give them some reindeer ears, give them a little mad lib because we think it's fun and we want to engage.
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Give them some hot chocolate.
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Boom, they're on their way.
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We have 40, 50 cars drive through.
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and it's four to six p.m.
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on a Tuesday.
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It's easy, it's simple, it's inexpensive, but it's showing up and our people love it.
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That was the eighth year in a row we've done the family photo event and all of these families, many of these families that keep coming wouldn't have a photo otherwise they have a photo because we offer them this free family photo event.
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Client events don't have to be hard, they can be simple.
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And when they're simple, it means you'll execute.
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And when you execute it and you understand what it is that your database needs, you can make them inexpensive.
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Always split with a lender and actually engage your people.
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It's the best way for you to see all your people all at once.
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Okay, number two, handwritten notes.
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Now you've heard all of these things before, the question is not whether you've heard them, it's whether you actually do them.
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So here's what I want you to do.
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Did you know that less than 0.7 % of mail today is a handwritten note?
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Less than 0.7%, I've got some right here that I'm literally working on right now.
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Here's why this matters.
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You've all gotten those notes in the mail that were written by a computer or written by somebody else or printed off or whatever.
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They even have the label on there that wasn't handwritten.
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What do we do?
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We open that over the trash, I tear it up, I throw it away.
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Here's what I want you to do.
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Think of five people.
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Maybe it's the five most recent people from your database that you saw.
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Maybe it's five people that bought a home with you most recently and you haven't engaged with them.
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Maybe it's someone that you thought, man, we had a great relationship but I haven't talked to them in a while.
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Think of those people, just five people.
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All you're gonna do is hand address the label.
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I don't want you to buy a label.
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I don't want you to stamp on it.
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If you hand write their address, they will open it.
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You think of the last time you got a handwritten note, I guarantee you, you opened it and read it if it was hand addressed to you.
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So you hand address it to them.
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And inside the note, all you have to do is say something simple like, hey, Jim, just wanted you to know I was thinking about you.
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I hope that you and the family are doing really well.
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Look forward to seeing you some of our events.
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Or whatever you want to say.
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Hey, I just want you to know how much I appreciate you and your friendship and support of me and my business.
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If I could ever serve you or any of your friends thinking of buying or selling a home, I'd love to help sincerely, Garrett.
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Something simple and easy, five handwritten notes, and then your goal is to do five a week, just five a week, right?
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In that amount of time, you're gonna get through 250 handwritten notes in a year, less than 0.7 % of mail.
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Today is a handwritten note.
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Yours should be much higher than that.
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Okay, before I keep going, I want to remind you, you can grab my free e-course right here in the top of the comments.
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In the show notes, you can go grab my free e-course on how I've sold 50 homes a year and under 40 hours a week, exclusively by referral.
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I'm giving it all away.
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Normally costs $997, but I want to give it to you for free.
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Go grab that link today.
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It's going to make a difference in your business and going to show you my entire playbook.
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of I've sold 50 homes a year and under 40 hours a week and I want to give it to you so it blesses you in your business.
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Go grab it today.
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I hope it makes a difference for you.
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Number three, video texts.
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It's not enough to just make phone calls.
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It's not enough to just send text messages.
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I don't know about you, but I don't even like being on the phone.
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And most of my database doesn't wanna be on the phone either.
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But here's what I do know, an average text gets seen, 95 % of those get seen within the first five minutes.
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So I know they're gonna see my text.
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Well, why a video text?
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Because I also want them to see my face.
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In a world of AI, we've gotta humanize ourselves.
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They wanna know it's a real person.
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on the other end.
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So I send them a video text 20, 30 seconds.
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It doesn't need to be long, but I use their name individually, sending them a video text, whether it's a couple or whether it's an individual.
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Why?
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Because they want to hear their name.
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They want to know it sent directly to them.
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It's personal that way.
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So here's how I would do it.
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Something simple like, Hey, Jim was just thinking about you and your family.
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I hope that your new year is off to a great start.
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I would love to see you some of our events this year.
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And as always, if I can help you or your family with anything real estate related, I'm always here to help.
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Thanks so much my friend, have a great day.
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Something simple and easy like that, boom, you record it right in your phone, you boom, you send it right in your phone.
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It doesn't need to be fancy, it just needs to be real and authentic.
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Video texts get a lot of engagement and remember, whether they respond to you or not, they are paying attention, they are engaging.
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Literally just last month, I got a client who I sold a house to nine years ago and for nine years, I ran my entire playbook on him.
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He said nothing.
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the entire time.
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But guess what happened?
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When it was time for him to sell his home, he came back to me and said, Garrett, I'm so sorry I haven't been responsive, but brother, will you please help me sell my home?
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He's paying attention.
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They're paying attention.
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It's about the consistency of the care that you're offering.
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Send them a video text, whether they send one back or not, whether they respond or not, doesn't matter.
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Show up for your people.
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Hey, just checking on you.
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I hope that you're doing great.
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Whatever you want to say, make it simple, make it easy.
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Write simple scales.
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Complex fails, so the simpler it can be, the more likely you will actually execute.
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That's what I want for you to do.
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Send those video texts.
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All right, number four of how we generate more clients without cold calling, Amazon gifts.
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Now we've all heard, do pop buys, go drop off a gift and do all of these things.
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I've done those, I did those for years and I'm not saying they're ineffective because they are absolutely effective.
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But if you're like me and you're trying to protect your time, here's what I found has been incredibly valuable, sending Amazon gifts.
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So here's how I do it.
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I pick 10 clients a month, my gift is going to be less than $10 per month.
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and I send them a gift.
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order them something on Amazon.
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I go look on their social media and see maybe what's relevant.
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Maybe they had a kid who had a birthday and I wanna send them something or whatever is relevant to them.
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Maybe it's a book.
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Maybe they had a baby.
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They're about to have a baby.
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Whatever it is, I aim for less than $10 per gift.
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I order it on Amazon to be sent to their house, right?
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So now it saves me a significant amount of time.
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I screenshot what I bought them.
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I text it to them and say, hey, my friends, I was just thinking about you guys.
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wanted to get this for little Susie whose birthday it was.
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I'm sorry I missed it, but wanted to get her something.
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It should arrive in a day or two, right?
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I send that text over and they are over the moon that I was thinking about them, right?
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So number one, it's a great touch there.
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Number two, when the gift arrives, what do they say?
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Hey, thank you so much.
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That was really thoughtful of you.
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Who doesn't like coming home and seeing an Amazon gift on their porch?
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We all do.
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Amazon gifts been a game changer for us from the Popeyes.
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shifting to Amazon gifts.
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Let Amazon do the heavy lifting.
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You pay a little bit extra, but you send out a personal thoughtful gift.
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That's going to make a big difference.
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10 per month.
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That's how we do it.
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It makes a big difference and it'll make a big difference in your business too.
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And finally, the old school client coffee.
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Now we've heard all of these things before.
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I'm not telling you something you've never heard.
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It's whether or not you're actually doing these.
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My job is to make it as simple as possible for you to actually go execute.
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So here's what I want you to do.
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Aim for just two, two every single month.
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sitting down with one of your past clients or maybe a current client sitting down for coffee, breaking bread with them.
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Maybe you don't drink coffee, maybe you go get tea, maybe you have breakfast, maybe you have lunch, maybe you're so busy or you're working another job and this is a side gig for you, maybe you say, hey, can we do a virtual coffee?
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I'd love to connect with you and just hear how you're doing.
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Can I send you a $5 Starbucks gift card?
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Can I grab 15 minutes on your calendar?
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I'd love to hear how you're doing.
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Sitting down face to face, breaking bread with someone is the best way.
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for you to create and develop and engage a deeper relationship.
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And when they consider you a close friend, because they will, as you're building these relationships, what do we want our close friends to do?
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We want them to win.
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They will start telling more people about you.
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So what do you do?
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Sit down, face to face, grab a coffee, two a month, that's 24 a year, and it's gonna make a difference in your business.
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So, if you want to own your future in this industry and stop renting it from companies like Zillow, then you must start investing in the relationships that you already have today.
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So, 5 proven ways to generate clients without cold calling, client events, handwritten notes, video texts, Amazon Gifts, and coffee.
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Make sure you go grab my free e-course right below in the show notes so you can start building out your own perfect 36 touch system that's gonna help you sell more homes by relationship.
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It's my gift to you.
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I wanna help you win and succeed in this industry.
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I get it, I'm an agent too.
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So I hope you'll go grab it.
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And remember, the best way for you to own your future is own and invest in the relationships that you already have.
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God bless, I hope you build an amazing business.
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Reach out to me if I can ever be a support to you.