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Transcript

Why “Just Checking In” Is Killing Your Real Estate Sphere · The Real Estate Agent Playbook

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  the next time you text a past client
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  to just check in and see how they're doing
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  they aren't thinking about giving you a referral
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  they're cringing and honestly
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  you probably feel like a desperate salesperson sending it
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  today I'm showing you the exact annual property review system
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  I use to generate consistent listings and referrals from my sphere
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  without ever having to beg or sound gimmicky let's fix your follow up
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  let's talk about the psychology of the sphere of influence
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  a just checking in text is inherently selfish
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  it puts the burden
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  entirely on your client to reply to a dead end question
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  and they know exactly why you are sending it
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  you want a deal
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  building a real estate business
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  is not about treating people like walking
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  commission checks it is about long term stewardship
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  when you only reach out when you need something
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  you completely eroded the trust you worked so hard to build
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  during the transaction if your communication doesn't have the purpose
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  it's just noise so what do we do instead
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  we replace the random text message with an annual property review
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  instead of checking in on them
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  you're going to provide a highly valuable
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  structured update on their wealth and their equity
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  this is the exact pivot that shifts you from a real estate salesperson
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  to a trusted advisor I usually do these reviews person to person
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  over zoom coffee or even if a loom is needed
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  because sometimes they just don't reply
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  here's the exact agenda
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  I use to mix heavy strategy with that personal check in vibe
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  I start the meeting with the hard numbers
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  I give them a clear range of their current market value
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  and more importantly I show them their exact equity position
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  from there it transitions naturally into a conversation
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  we do a quick audit of their loan status
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  and we see if they need an insurance update
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  based on the new valuations
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  this is an absolute game changer for value
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  you have to understand where the interest rates are
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  where their you know
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  loan to value will sit and all of those things
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  and understand when the right time to get a refinance
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  to look at making a call on a conventional loan
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  to take that mortgage insurance off
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  this is step 1 step 2 is then talking about insurance
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  have they had a consultation with an insurance agent
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  an actual person
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  if they haven't try put it out to your people
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  let that insurance agent look at their entire portfolio
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  and make sure that they're fully insured correctly
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  because let's be real
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  I don't even know what liabilities I need to cover
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  I don't even know what maximums and premiums
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  that make sense for my situation
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  because honestly I don't really understand
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  you know the actual cost of what happens
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  with all the liabilities and things that go into it
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  not that I don't understand how much a roof costs
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  but this is something that
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  a insurance professional can help with
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  and make huge change in these people's lives
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  then we get to the physical house
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  we talk about any updates or renovations they're planning
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  this is where the magic happens
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  this is where I introduce my absolute best
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  vetted contractors for their annual checkups
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  whether they need my HVAC guy for a tune up before winter
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  or my landscaping crew to blow out their sprinklers
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  notice what just happened
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  I'm still checking in on them and their home
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  but I'm doing it mixed in with a massive practical value add
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  I'm saving them time and protecting their asset
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  and the best part is I get credit for all those referrals
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  so if I'm sending these business partners
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  community partners and industry partners
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  a ton of value and a referral and helping my client at the same time
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  not only am I helping the client who will then probably say hey
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  you should call Jeremy he does this annual review
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  but I'm also helping that small business owner understand that
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  I am sending them more referrals than any other agent in their market
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  so here's exactly what I do
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  I send a gift in the month that they purchase the home
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  and then I contact them via text message
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  via email and finally a phone call
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  and I just say hey
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  it's time for your interview
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  I know you got the brownies
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  you said thank you scan that QR code and scan a time to talk
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  this isn't about you putting your house on the market
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  but it's about you actually managing the asset
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  I would love to dive deep into the loan
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  the insurance
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  any improvements you're looking for and help you manage that equity
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  typically people are like okay
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  that sounds pretty cool I've never had that conversation
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  that's it this removes all the sales pressure and builds immense trust
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  but it's also a massive value add to these people
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  and life changing to those
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  industry and business partners that you may have
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  let me share a real world example
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  out of the 500+ transactions I've done
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  this system has constantly produced the most predictable business
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  I sat down with a past client for their review
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  who had absolutely no intention of moving
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  but we went over their equity position
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  it prompted them to ask about pulling cash out
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  to buy an investment property
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  I didn't ask for a transaction
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  I provided data the data created the transaction
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  that is the practical business growth
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  and with my past of buying my first house when I was 19
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  as you guys know this was absolutely a key point in the conversation
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  hey you can do this
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  this is what I've done yes
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  the markets are different
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  but ultimately the long term investment is absolutely incredible
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  instead of just equity sitting there
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  they had the opportunity to start building double the equity
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  taking advantage of two appreciating assets
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  and here we are if you implemented this
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  you transition from being a nuisance in their inbox
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  to being a highly valued advisor
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  it is exactly how you build wealth and scale through a better strategy
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  to make this easy for you
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  I have put my exact annual property review agenda into a PDF
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  it's a one sheeter all you have to do is comment annual review below
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  and I will make sure that you get it
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  once you have it
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  you need a system to remind you to actually book these meetings
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  so you never miss a client's home anniversary
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  click the video on your screen right now
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  I walk you through my exact
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  lofty CRM setup that completely automates this entire process
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  in the database I will see you over there