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Why Authentic Connections Outlast Any Market · Unstoppable Real Estate Agents

• 0:00
  SPEAKER_00: In today's podcast, we're going to be talking about how you can create a client relationship that is bar none.
• 0:08
  SPEAKER_00: I mean, we're going to get in there and we're going to talk about it.
• 0:10
  SPEAKER_00: We're going to give you the tips and everything you need to build really good, strong relationships with your clients.
• 0:18
  SPEAKER_00: Welcome to the Unstoppable Real Estate Agents Podcast.
• 0:22
  SPEAKER_00: I'm your host and real estate productivity expert, Kim Hughes.
• 0:27
  SPEAKER_00: Join me as we focus on real strategies and implement real solutions designed for you to achieve major success in your business and life while getting you organized.
• 0:40
  SPEAKER_00: So, as we all know, in the real estate business, it's a relationship business.
• 0:44
  SPEAKER_00: I mean, we are in the business of creating relationships, developing those relationships, and maintaining those relationships.
• 0:54
  SPEAKER_00: And in a world that we live in, people are very, you know, they're very cautious, which, you know, I don't blame them.
• 1:01
  SPEAKER_00: I'm cautious as well.
• 1:03
  SPEAKER_00: But, you know, if you go about it the right way, it is going to be so amazing for you to build.
• 1:10
  SPEAKER_00: And it'll be fun because you see the outcome and you see the results that you're getting from everything that you're putting into building the relationships with your clients.
• 1:21
  SPEAKER_00: So we're going to kind of talk about when you first meet a lead.
• 1:25
  SPEAKER_00: And let's say you've never met that person before.
• 1:28
  SPEAKER_00: They came to you because they found you on the internet, um, and they are interested in buying, you know, a middle, you know, middle of the road, income home, et cetera.
• 1:38
  SPEAKER_00: So the thing that the very first thing that you want to do is create that momentum of building the relationship.
• 1:49
  SPEAKER_00: You really want to tone, you know, hone in on what this client needs, what their past is, and what they're hoping to achieve.
• 1:59
  SPEAKER_00: So, what I mean by that is when you are sitting down with a brand new person, you've never met them, this is going to be all about them.
• 2:07
  SPEAKER_00: This is not about you.
• 2:08
  SPEAKER_00: It's not about how many years you've been in the business because nobody cares.
• 2:12
  SPEAKER_00: Um, I mean, they do care.
• 2:14
  SPEAKER_00: Don't get me wrong.
• 2:15
  SPEAKER_00: I hear that all the time and I think, you know what?
• 2:18
  SPEAKER_00: I I kind of do care.
• 2:20
  SPEAKER_00: I don't, I don't know that I would go with a brand new agent who just got their license to sell my most valued possession and the one that's going to, you know, make a huge impact in my life.
• 2:34
  SPEAKER_00: So, yes, I think, you know, talking about your experience, but don't let that conversation be all about you.
• 2:41
  SPEAKER_00: Um, I know that, you know, we have a habit of wanting to share the information about our experience and how we've helped other people buy and sell a home and all of that.
• 2:51
  SPEAKER_00: But right now, this is the relationship of nurturing.
• 2:54
  SPEAKER_00: So what we want to do is sit down and ask the questions of your client.
• 3:00
  SPEAKER_00: You know, well, what brings you into wanting to move?
• 3:04
  SPEAKER_00: What why do you want to move?
• 3:06
  SPEAKER_00: Is this your first home?
• 3:07
  SPEAKER_00: Is this your fifth home?
• 3:08
  SPEAKER_00: Do you have a home to sell?
• 3:10
  SPEAKER_00: You know, those are some of the questions that you can ask after you get to know them.
• 3:15
  SPEAKER_00: So it could be a conversation of, you know, hey Joe, thanks, you know, so much for sitting down with me.
• 3:21
  SPEAKER_00: I would love to get to know you better.
• 3:23
  SPEAKER_00: And just a side note, people love to talk about themselves.
• 3:27
  SPEAKER_00: And they love to talk about their children, the grandchildren, and all the dogs and the cats and the horses and the cows and everything else.
• 3:33
  SPEAKER_00: So what you can find out about them before you sit down with them is going to be the bonus.
• 3:39
  SPEAKER_00: Okay.
• 3:40
  SPEAKER_00: So remember that.
• 3:41
  SPEAKER_00: Do a little research, go to social media, find out who these people are, you know, what's their hobbies, you know, what gets them up in the every day, you know, and motivates them.
• 3:50
  SPEAKER_00: And then kind of figure out how you can relate to them and build that relationship.
• 3:58
  SPEAKER_00: So if I am sitting down with you and I see that you are, you love to make sourdough bread.
• 4:06
  SPEAKER_00: Okay.
• 4:06
  SPEAKER_00: Well, I do too.
• 4:07
  SPEAKER_00: So I mean, there right there we have something in common.
• 4:10
  SPEAKER_00: Um, we both are living in the same community.
• 4:13
  SPEAKER_00: We may be even living in the same neighborhood.
• 4:15
  SPEAKER_00: So these are the things that you can bring to the table is is relations.
• 4:20
  SPEAKER_00: You know, we're relating to them.
• 4:23
  SPEAKER_00: So I may sit down and say, you know, Joe, I was looking at your social media the other day, just trying to, you know, learn a little bit more about you and what what what makes Joe go.
• 4:34
  SPEAKER_00: And I noticed that you love to make sourdough bread.
• 4:37
  SPEAKER_00: I do too.
• 4:37
  SPEAKER_00: And, you know, how long have you been doing that?
• 4:39
  SPEAKER_00: And, you know, what is your best recipe?
• 4:41
  SPEAKER_00: And, you know, so you can kind of get off track and get to know them better because if they are passionate about that hobby, um, they're gonna want to talk about it.
• 4:50
  SPEAKER_00: So take the time to understand what gets them excited and what doesn't.
• 4:56
  SPEAKER_00: If you see that they just had a child that just got married, talk about it.
• 5:00
  SPEAKER_00: Where did they get married?
• 5:01
  SPEAKER_00: If it doesn't tell you on their social media, then you need to ask.
• 5:05
  SPEAKER_00: But if it says, we got married in Maui, then okay, you can say, oh wow, I saw that your your daughter got married in Maui.
• 5:14
  SPEAKER_00: What a great, you know, event.
• 5:16
  SPEAKER_00: And just talk about that.
• 5:18
  SPEAKER_00: Talk about the job, talk about them.
• 5:20
  SPEAKER_00: If you notice they have pets, start talking about them.
• 5:23
  SPEAKER_00: You know, it's it's all about that.
• 5:26
  SPEAKER_00: And then you kind of start understanding where they are in their life and what they are looking for with their real estate needs.
• 5:34
  SPEAKER_00: They could just be, you know, wanting to downsize because the kids are all gone.
• 5:39
  SPEAKER_00: Um, but you've got to understand that.
• 5:42
  SPEAKER_00: And if you don't ask and you don't relate with them, then they're not going to share that.
• 5:46
  SPEAKER_00: They may not think that's important that they're, you know, you know, downsizing.
• 5:51
  SPEAKER_00: You know, I mean, if you don't know, you don't know.
• 5:54
  SPEAKER_00: So you have to ask the questions.
• 5:56
  SPEAKER_00: And one of the things that you can go into Chat GPT and you can ask it.
• 6:01
  SPEAKER_00: I have an appointment with, you know, Sue Jones, and she is looking for a three-bedroom, two-bath in this price range in this neighborhood.
• 6:13
  SPEAKER_00: And she is a say a teacher.
• 6:17
  SPEAKER_00: She teaches sixth grade.
• 6:18
  SPEAKER_00: She used to teach third grade.
• 6:20
  SPEAKER_00: She goes to church here.
• 6:21
  SPEAKER_00: She loves to, you know, uh make sourdough bread.
• 6:25
  SPEAKER_00: She loves to uh work out, she loves to um, you know, make homemade vanilla.
• 6:31
  SPEAKER_00: I don't know.
• 6:32
  SPEAKER_00: So tell ChatGPT and then say, based on the information I've just given you on this cellar, what questions would you ask when you first meet them?
• 6:44
  SPEAKER_00: And it's going to give you all the questions.
• 6:46
  SPEAKER_00: And then you can sit down and decide what makes you comfortable.
• 6:50
  SPEAKER_00: Because one thing we want to make sure of is and I don't care what you're automating, I don't care what you're doing, make it come from you.
• 6:59
  SPEAKER_00: Don't let it sound so AI or so so choppy, you know, kind of thing.
• 7:07
  SPEAKER_00: So when I would do that, you know, then I would have my questions and then I would look at those questions and decide, is that something I would really ask?
• 7:16
  SPEAKER_00: Or is that just something that ChatGPT came up with?
• 7:19
  SPEAKER_00: So be sincere with what you are, what you're doing with your clients.
• 7:23
  SPEAKER_00: You don't want to be fake, you don't want to be rushed, you don't want to be, you know, the the car salesman that everybody avoids when they pull into the dealership.
• 7:31
  SPEAKER_00: You don't want to be those people.
• 7:33
  SPEAKER_00: You want to be true to who you are, you want to be interesting, you want to be one of those people that can sit down and engage with other people, look them in the eye and understand what they're saying, hold their attention and things like that.
• 7:47
  SPEAKER_00: And if you struggle with that, then do it in the mirror.
• 7:50
  SPEAKER_00: Get in front of a mirror and just start talking to yourself.
• 7:53
  SPEAKER_00: And you build up that confidence of how you are going to communicate and get to know people.
• 8:00
  SPEAKER_00: I am one of these people that I can walk into Costco.
• 8:07
  SPEAKER_00: And by the time I walk out of there, I probably have met five people.
• 8:10
  SPEAKER_00: I'm just one of those people that I love to talk to other people.
• 8:13
  SPEAKER_00: I love to learn who they are, where they come from, why are you in Costco?
• 8:18
  SPEAKER_00: What's your favorite product here?
• 8:20
  SPEAKER_00: Because I might need it, you know.
• 8:22
  SPEAKER_00: So I'm always talking to people, smiling.
• 8:24
  SPEAKER_00: Hey, hi, how are you?
• 8:26
  SPEAKER_00: Um, that's just me.
• 8:28
  SPEAKER_00: That's the way I have always been.
• 8:30
  SPEAKER_00: Um, but if you're not that person, then it might be a little harder for you to engage or be the first person to speak up.
• 8:38
  SPEAKER_00: So what I tell people is go to Sam's, go to Costco when it's really crowded, and just start talking to people.
• 8:46
  SPEAKER_00: I'm not saying go in there and talk about real estate.
• 8:48
  SPEAKER_00: I'm just saying go in there to get comfortable in talking to people, approaching people.
• 8:54
  SPEAKER_00: So you could be over there in the produce section and they're picking up mangoes, and you could say, Oh, I've never tried mango.
• 9:01
  SPEAKER_00: How does it taste?
• 9:02
  SPEAKER_00: Do you, you know, et cetera, et cetera.
• 9:04
  SPEAKER_00: So those are the things that I like to do.
• 9:07
  SPEAKER_00: I like to get to know people.
• 9:09
  SPEAKER_00: Um, but if you are struggling with that, you know, then you know, everybody is different.
• 9:15
  SPEAKER_00: So what you have to do is find a way to communicate.
• 9:19
  SPEAKER_00: Get ready to transform your life and your bottom line by turning expired listings into money in the bank while building your listing inventory.
• 9:28
  SPEAKER_00: And we have done it all for you.
• 9:31
  SPEAKER_00: Let me introduce you to the Ultimate Expired Listing System.
• 9:36
  SPEAKER_00: We have worked on this for 25 years and we have perfected it to show that this system is proven to bring you listing.
• 9:46
  SPEAKER_00: In this course, you will get seven video lessons on how to create a step-by-step system.
• 9:53
  SPEAKER_00: You will get 10 postcards with a specific message or a call of action, 10 email sequences designed for the seller, 10 letters that will attract the seller's attention with a call of action, and then you'll get scripts created for you to schedule that first listing appointment.
• 10:12
  SPEAKER_00: Your introductory package, this is the secret sauce to the success of the ultimate expired listing system.
• 10:19
  SPEAKER_00: I'm giving you worksheets that we have created to keep you organized through the process, and these how-to videos that we have created for those who need a little help with technology and how to use it is to your advantage.
• 10:34
  SPEAKER_00: We also offer you a private Facebook group dedicated to those that use the system.
• 10:41
  SPEAKER_00: If you have questions, this is where you will go.
• 10:44
  SPEAKER_00: You want to network, this is where you go.
• 10:47
  SPEAKER_00: And then we give you a bonus.
• 10:50
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• 10:57
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• 11:03
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• 11:08
  SPEAKER_00: Yes, we have that much experience.
• 11:11
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• 11:12
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• 11:14
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• 11:15
  SPEAKER_00: Jump over to the ultimate expired listingsystem.com or visit kimhes.com to learn more and how we can help you put this system in place.
• 11:28
  SPEAKER_00: So let's move on, real quick.
• 11:30
  SPEAKER_00: So now that you've met them, you understand who they are, you really like them, you're ready to move forward in working with them.
• 11:37
  SPEAKER_00: So now what you need to do is make sure that you have really good communication in your business.
• 11:44
  SPEAKER_00: You communicate by phone, text, email, and then you have your drip campaigns that go out, email sequences, whatever you want to call them, and they sound like they're from you, not from AI.
• 11:57
  SPEAKER_00: You can go to AI and say, hey, I would like for you to create an introductory email to someone that I've just met, and um I met them at Costco, and you know, I want to follow up.
• 12:13
  SPEAKER_00: This was the conversation.
• 12:14
  SPEAKER_00: How would you follow up?
• 12:16
  SPEAKER_00: And Chat GPT is going to give you all that content, and you can sit down and tweak it and then put it together, but it's going to help you be more confident.
• 12:25
  SPEAKER_00: It's going to help you find the right words because you're putting it now into Chat GPT, and then you're going to copy it over to your email or a Word document or whatever.
• 12:36
  SPEAKER_00: And then you can tweak it to make it even more personable, and then you're going to send it.
• 12:41
  SPEAKER_00: So these are the things that you can be doing.
• 12:44
  SPEAKER_00: So when you have met that client and they go into your CRM, they should be going on multiple things.
• 12:52
  SPEAKER_00: They should be on an email sequence.
• 12:54
  SPEAKER_00: They um and multiple email sequences, because when you meet someone that is a seller and they're getting ready to do the pre, you know, you're doing your pre-listing, that is one email sequence.
• 13:06
  SPEAKER_00: If you are meeting with a buyer for the first time, that is a different email sequence.
• 13:12
  SPEAKER_00: If you are looking at a client that has bought from you in the past, that's another email sequence.
• 13:18
  SPEAKER_00: So you have to create your sequences based on the relationship.
• 13:23
  SPEAKER_00: You don't want just one sequence that goes out to everybody.
• 13:26
  SPEAKER_00: You know, you want to be pretty, pretty um detailed if you're sending out an email sequence to a seller or a buyer or an investor, you know.
• 13:37
  SPEAKER_00: So keep that in mind that you've got to your communication is going to reflect on you, I guess is what I'm trying to slice.
• 13:44
  SPEAKER_00: So let's make sure that it reflects correctly and it gives and it highlights who you are.
• 13:51
  SPEAKER_00: So one of the other things that I would recommend is um making sure that your past client communication is stellar.
• 14:01
  SPEAKER_00: You know, what are you doing every month?
• 14:04
  SPEAKER_00: What are you sending out?
• 14:05
  SPEAKER_00: What are you emailing them?
• 14:08
  SPEAKER_00: Are you sending them a newsletter?
• 14:10
  SPEAKER_00: Market stats, are they getting your new listings?
• 14:13
  SPEAKER_00: Are they getting your um the closed listings could go into your newsletter?
• 14:19
  SPEAKER_00: So that way you're not just bombarding them because people really don't care if it's sold.
• 14:24
  SPEAKER_00: They are interested if it's on the market.
• 14:26
  SPEAKER_00: But once it's sold, you could even just say in your newsletter, you know, we were, you know, happy to uh, you know, whatever you want to say, but just say, you know, we were happy that the following clients um, you know, allowed us to negotiate their real estate contract.
• 14:44
  SPEAKER_00: And you could have poor closings and just say in the month of July, these are the homes that we closed on, you know, and you can even make a little um side note about those closings that it's sold for, you know, asking, it's sold for$5,000 over, it's sold for whatever.
• 15:03
  SPEAKER_00: So you can give a little history on how that property sold so that your the people that are looking at that and looking to sell, they see what's going on in the market.
• 15:13
  SPEAKER_00: And that's really important because the markets shift constantly.
• 15:17
  SPEAKER_00: I mean, we're right now, you know, the one thing that I hear on the street uh from agents is that sellers are still living in 2020 and 2021.
• 15:29
  SPEAKER_00: And I am looking at homes on the market, and I am getting feedback every Monday, how many price drops we're getting.
• 15:38
  SPEAKER_00: So going in, talking to your clients, making them understand that you are the authority, even though they may want more, it's talking to them and making them understand that you can ask whatever you want, but it's really what are you gonna get?
• 15:54
  SPEAKER_00: And and how fast do you want to get there?
• 15:56
  SPEAKER_00: So those are the conversations you can have by phone.
• 16:00
  SPEAKER_00: Um, you can text your clients, you can text your past clients.
• 16:04
  SPEAKER_00: And, you know, I'm one of these people that it doesn't have to be all about real estate, it could be motivational.
• 16:10
  SPEAKER_00: We send out a Monday inspiration um every Monday to our clients.
• 16:18
  SPEAKER_00: And it is just a motivational quote.
• 16:20
  SPEAKER_00: It's a little story that talks about something that goes along with that.
• 16:24
  SPEAKER_00: It has nothing to do with real estate, and it is probably our biggest hit.
• 16:31
  SPEAKER_00: Um, in everything that we send, we have clients that come back and tell us that is our number one email campaign that we get a response to.
• 16:40
  SPEAKER_00: So, you know, when you are sending out things that don't relate to real estate, then you don't look so hungry, right?
• 16:49
  SPEAKER_00: So make sure that when you are putting together your content, whether it's to talk to sellers or buyers or, you know, um open houses, whatever, know what you're saying, have a dialogue ready, but be yourself, but be able to approach people.
• 17:10
  SPEAKER_00: You know, a lot of people you'd be surprised that in real estate, a lot of agents are not those people.
• 17:16
  SPEAKER_00: And, you know, they're great once you get to know them, but they're they're not that they're not those people that are going to reach step out of their comfort zone and walk up to you and introduce yours themselves to you.
• 17:28
  SPEAKER_00: So that is something that really you should work on because if you work on that on yourself and then you go to your networking meetings, your community organization meetings, um, anything that you're involved in, make a point to be the first one to walk up to someone and introduce yourself, or walk up to someone you already know and have a conversation.
• 17:51
  SPEAKER_00: It's owning the room, is what I call it.
• 17:54
  SPEAKER_00: I learned this back when I was in a senior in high school.
• 17:57
  SPEAKER_00: I had an English teacher that she was she was tough.
• 18:02
  SPEAKER_00: She was a tough one, but you know what?
• 18:04
  SPEAKER_00: I learned everything.
• 18:05
  SPEAKER_00: I hated her, hated her, and you know, because she pushed me.
• 18:09
  SPEAKER_00: She pushed me to where I was not comfortable.
• 18:12
  SPEAKER_00: But then I'm now reaping those rewards from what she did.
• 18:17
  SPEAKER_00: So, you know, I was a debater.
• 18:20
  SPEAKER_00: I I love that, you know, and I was not a shy person.
• 18:24
  SPEAKER_00: I will go on a stage of a hundred thousand people, and probably the first three seconds I'm a little nervous.
• 18:30
  SPEAKER_00: But once I open my mouth, I'm gone.
• 18:31
  SPEAKER_00: You know, it's like I'm going.
• 18:33
  SPEAKER_00: And so, but I understand not everybody is like that.
• 18:37
  SPEAKER_00: And so you've got to learn how you can be you, but meet new leads, meet new people, meet new business owners in your community.
• 18:49
  SPEAKER_00: You know, if you're one of those people that I don't even know who owns all these businesses, then you need to get out one day and just start walking downtown and introducing yourself to the local business owners and get to know them.
• 19:02
  SPEAKER_00: Take them to lunch, make them make a coffee date, you know, invite them to an event.
• 19:06
  SPEAKER_00: Maybe you have a business-to-business networking event and you host it in your community.
• 19:11
  SPEAKER_00: That would be huge, you know.
• 19:13
  SPEAKER_00: And you have so many options to choose from.
• 19:17
  SPEAKER_00: So I hope this helped.
• 19:19
  SPEAKER_00: I know it was a little scattered, but it was just hoping to get you to understand that you can really, really focus on building a strong client relationship.
• 19:31
  SPEAKER_00: So, in closing, what we've talked about is how you can get more comfortable with yourself and approaching people, and how you can create your email sequences that come from you with the aid of AI.
• 19:45
  SPEAKER_00: And what sequences do you need, you know, and how do you deal with your past clients, you know?
• 19:51
  SPEAKER_00: So this was all kind of thrown in there with the gar with the kitchen sink kind of thing, but it gives you things to think about.
• 19:59
  SPEAKER_00: And then you decide what nuggets that you got out of this and walk away with.
• 20:04
  SPEAKER_00: And if you have a tip that can help somebody, you know, overcome, you know, the fear of approaching people or anything like that, then we would love to hear that.
• 20:14
  SPEAKER_00: And then if you have a great tip to how to build that relationship, something that you may be doing that could be just very simple, um, put it down below.
• 20:24
  SPEAKER_00: We'd love to hear about it.
• 20:25
  SPEAKER_00: And if you're watching this on YouTube, I would love for you to like it, subscribe, and leave me a comment.
• 20:32
  SPEAKER_00: Love to hear that.
• 20:33
  SPEAKER_00: And follow me.
• 20:34
  SPEAKER_00: Um, we're coming out with new content every week, and we hope that it helps you in your everyday business.
• 20:40
  SPEAKER_00: Go out there and have a great day.
• 20:43
  SPEAKER_00: Thank you so much for tuning in.
• 20:45
  SPEAKER_00: And if you know someone, and I bet you do, who would appreciate this podcast, please share it with them.
• 20:51
  SPEAKER_00: As a reminder, this podcast can be delivered directly to your favorite device by using the subscribe links you can find in the show notes below or over at unstoppable realestateagents.com.
• 21:05
  SPEAKER_00: Remember, it takes as much energy to wish as it does to plant.
• 21:10
  SPEAKER_00: Have a great day.