Real Estate CRMs

Discover the best CRM systems designed for the real estate industry. Our selected real estate CRMs streamline client interactions and enhance relationship management, driving business growth and efficiency.

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Each offering below is aligned with A Brilliant Tribe's commitment to quality, innovation, and practical utility in various professional realms.

01

Unlocking Success: A Step-by-Step Guide to Converting Online Real Estate Leads

Let’s talk about online lead conversion, specifically leads from Google PPC, Adwords, SEO, or Facebook leads. We’ve touched on online leads in several previous sessions of Brilliant Talks, but today, I want to focus on the process that we go through, from the inception of the online lead, up to nurturing or closing, or somewhere along those lines.

This is the flowchart of our process for online leads coming in from Google or Facebook. 

I will go through the process step-by-step and answer some of the frequently asked questions I get.

Questionnaire

When a lead clicks on a Google or Facebook ad that redirects them to any of our landing pages, we have them answer a questionnaire. This helps us get a better picture of what the lead wants, and where they are more or less in the real estate buying or selling journey.

Here is some of the information we ask for in that questionnaire:

  • When do they plan to buy?
  • How often do they want to receive property listings from us?
  • Are they going to pay in cash or loan?
  • Do they have a specific view they want for their home?
  • Are they ready to view listings?
  • Do they want to talk to a home search consultant?
  • Do they plan to sell [their current home] before buying?
  • How many bedrooms and bathrooms are they looking for in a home?
  • What size home are they searching for?

This is just some of the information, and I usually pay attention to the first two questions: The first one helps me see how ready this lead is to buy/sell, and the second tells me how often I should follow up so that they won’t find it annoying or spam-y.

The more questions they answer, the better the quality of the leads.

CRM

The leads’ answers to the questionnaires are linked to my CRM, and they are automatically retargeted for real estate ads.

We use Chime and Follow Up Boss, but there are a lot of CRMs available out there. I also got asked which one between the two that we use and recommend is better. The answer is: it depends. But, if you don’t have a website, Chime does offer both a website and a CRM. If you already have your own website, you might find that redundant. You can use Follow Up Boss instead, and link your website to their CRM.

Calling online leads

Ideally, you should call the lead within three minutes of them going through your CRM because their interest levels are highest while they are still on your website. 

Imagine going to a store in the mall. If someone comes to you and assists you while your hand is up and you are actually looking, chances are you’re going to buy. But once you step out of the store and you get a text or call later on, you are no longer as interested as when you were in there.

What most of us miss is that similar principles apply to online leads.

Another thing that most agents miss is, when the lead doesn’t answer on the first or second call, sending them a text and an email saying “Hey, I called you earlier. Sorry I missed you…” They skip this part thinking it doesn’t work, but let me tell you, texts and emails do. Particularly emails. Based on experience, some of our million-dollar closings are from entrepreneurs, and they are leads that check their emails frequently.

So, don’t skip the text and emails, especially the nudge text 20-40 minutes. Sometimes, people are in the middle of something when they see your ad. The nudge text increases your chances of catching them when they are available.

When you text your online leads, avoid asking yes or no questions. Instead, ask questions like “You came in looking for a condo in Malibu. Are you looking for a beach view or one further up the mountain?” Give them choices that will prompt them to tell you what it is they are looking for in a home.

Because the main goal of your first call with a lead is to get as much information as possible about what type of home they want. This way, you can set up and streamline your home search, and you ensure that you are not spamming them with properties they wouldn’t like.

The goal is to not be mistaken as a robot if you do send them a text or email. If they respond to you with “Stop,” it means your messaging needs improvement. However, you can still save the conversation by lightheartedly letting them know that you are a human, not a robot, and that you understand the confusion because you’ve received tons of spam texts and emails too.

Lastly, once you do get them on a call, remember that your tone matters. Plus, the most important part is to pay attention to what they are saying. Don’t approach the conversation to get to a close, use it as an opportunity to build relationships. Watch the replay of this Brilliant Talks coaching session to see a role-play of a sample call with an online lead.

Automation

When it comes to automating follow-up and nurturing, some people think “Isn’t that overkill?” It isn’t. Sometimes we get busy. By automating part of the process, we save ourselves time and effort. It allows us to show some clients' homes in person while making sure that we are touching our database. Let’s utilize the tech available to us to simplify our lives and help us focus on higher-leverage tasks.

Final thoughts…

We won’t get a close on our first call. Not even on the second, third, or fourth interaction. However, we are building relationships by giving value to each conversation. It sends the message that we pay attention to what they are saying, and we are catering to their needs at their own pace. They are the ones in control, we are just there to assist in their real estate journey.

You can’t force a person to buy something if they don’t want to. Your online leads might be a ways away from being ready. They could be waiting for better interest rates. They might not even be sure yet where or what they are looking for in a home.

If your lead isn’t ready to buy yet, that’s okay. Focus on building meaningful relationships with them through the nurturing and follow-up process.

Your job is to give them what they want by using the expertise you have: Finding properties that suit their needs and requirements.

Unlocking Success: A Step-by-Step Guide to Converting Online Real Estate Leads

Let’s talk about online lead conversion, specifically leads from Google PPC, Adwords, SEO, or Facebook leads. We’ve touched on online leads in several previous sessions of Brilliant Talks, but today, I want to focus on the process that we go through, from the inception of the online lead, up to nurturing or closing, or somewhere along those lines.

This is the flowchart of our process for online leads coming in from Google or Facebook. 

I will go through the process step-by-step and answer some of the frequently asked questions I get.

Questionnaire

When a lead clicks on a Google or Facebook ad that redirects them to any of our landing pages, we have them answer a questionnaire. This helps us get a better picture of what the lead wants, and where they are more or less in the real estate buying or selling journey.

Here is some of the information we ask for in that questionnaire:

  • When do they plan to buy?
  • How often do they want to receive property listings from us?
  • Are they going to pay in cash or loan?
  • Do they have a specific view they want for their home?
  • Are they ready to view listings?
  • Do they want to talk to a home search consultant?
  • Do they plan to sell [their current home] before buying?
  • How many bedrooms and bathrooms are they looking for in a home?
  • What size home are they searching for?

This is just some of the information, and I usually pay attention to the first two questions: The first one helps me see how ready this lead is to buy/sell, and the second tells me how often I should follow up so that they won’t find it annoying or spam-y.

The more questions they answer, the better the quality of the leads.

CRM

The leads’ answers to the questionnaires are linked to my CRM, and they are automatically retargeted for real estate ads.

We use Chime and Follow Up Boss, but there are a lot of CRMs available out there. I also got asked which one between the two that we use and recommend is better. The answer is: it depends. But, if you don’t have a website, Chime does offer both a website and a CRM. If you already have your own website, you might find that redundant. You can use Follow Up Boss instead, and link your website to their CRM.

Calling online leads

Ideally, you should call the lead within three minutes of them going through your CRM because their interest levels are highest while they are still on your website. 

Imagine going to a store in the mall. If someone comes to you and assists you while your hand is up and you are actually looking, chances are you’re going to buy. But once you step out of the store and you get a text or call later on, you are no longer as interested as when you were in there.

What most of us miss is that similar principles apply to online leads.

Another thing that most agents miss is, when the lead doesn’t answer on the first or second call, sending them a text and an email saying “Hey, I called you earlier. Sorry I missed you…” They skip this part thinking it doesn’t work, but let me tell you, texts and emails do. Particularly emails. Based on experience, some of our million-dollar closings are from entrepreneurs, and they are leads that check their emails frequently.

So, don’t skip the text and emails, especially the nudge text 20-40 minutes. Sometimes, people are in the middle of something when they see your ad. The nudge text increases your chances of catching them when they are available.

When you text your online leads, avoid asking yes or no questions. Instead, ask questions like “You came in looking for a condo in Malibu. Are you looking for a beach view or one further up the mountain?” Give them choices that will prompt them to tell you what it is they are looking for in a home.

Because the main goal of your first call with a lead is to get as much information as possible about what type of home they want. This way, you can set up and streamline your home search, and you ensure that you are not spamming them with properties they wouldn’t like.

The goal is to not be mistaken as a robot if you do send them a text or email. If they respond to you with “Stop,” it means your messaging needs improvement. However, you can still save the conversation by lightheartedly letting them know that you are a human, not a robot, and that you understand the confusion because you’ve received tons of spam texts and emails too.

Lastly, once you do get them on a call, remember that your tone matters. Plus, the most important part is to pay attention to what they are saying. Don’t approach the conversation to get to a close, use it as an opportunity to build relationships. Watch the replay of this Brilliant Talks coaching session to see a role-play of a sample call with an online lead.

Automation

When it comes to automating follow-up and nurturing, some people think “Isn’t that overkill?” It isn’t. Sometimes we get busy. By automating part of the process, we save ourselves time and effort. It allows us to show some clients' homes in person while making sure that we are touching our database. Let’s utilize the tech available to us to simplify our lives and help us focus on higher-leverage tasks.

Final thoughts…

We won’t get a close on our first call. Not even on the second, third, or fourth interaction. However, we are building relationships by giving value to each conversation. It sends the message that we pay attention to what they are saying, and we are catering to their needs at their own pace. They are the ones in control, we are just there to assist in their real estate journey.

You can’t force a person to buy something if they don’t want to. Your online leads might be a ways away from being ready. They could be waiting for better interest rates. They might not even be sure yet where or what they are looking for in a home.

If your lead isn’t ready to buy yet, that’s okay. Focus on building meaningful relationships with them through the nurturing and follow-up process.

Your job is to give them what they want by using the expertise you have: Finding properties that suit their needs and requirements.

02

Managing Your Database: Unveiling Strategies for Effective Real Estate Lead Follow-Up

Welcome back to Brilliant Talks, our free coaching program for real estate agents. In this session, we will discuss your database, specifically how to use the information you see on the backend of your CRMs to improve your lead follow-up.

There are a lot of opportunities there that we sometimes miss because they are “invisible” to us. Or we just don’t dive deep enough to fully understand it.

I’ve gotten a lot of questions about this topic, so Mark and I go through the process of what we do with our CRMs, namely Follow Up Boss and Chime, when we follow up with the leads that come into our database.

Information is crucial in business, and sometimes we already have that information in our hands. It is just a matter of how we dissect that information to get a better understanding of our consumers so that we can better optimize and personalize the service we give them.

Watch the full video here if you want to follow along with how we break it down from our system’s backend.

Your CRM

Whatever CRM you use for your database, you probably have it linked with all of your websites and landing pages, as well as your automated processes and action plans.

The main systems we use are Follow Up Boss and Chime, and we are partnered with Ylopo for Google PPC lead generation and retargeting, so that is integrated into our CRMs as well.

When a lead comes in through Google AdWords, they are directed to one of our websites and made to answer a questionnaire. This allows us to get a better understanding of our lead: what type of property are they looking for? When are they planning to buy? Are they planning to sell their homes before buying a new property? 

It is set up in a way that they have to answer a specific percentage of the whole questionnaire (around more than half) in order for that lead to enter our database. If they opt out of the questionnaire before they answer the targeted number of questions, that means they aren’t as serious about buying yet, and that lead’s information is filtered out of our system. That is how Ylopo ensures we can get better-quality leads through that dynamic registration process.

When a lead comes in, we look at the information they provided.

Understanding your lead

You can get a better understanding of who your lead is, what they might be thinking, and what they need based on a handful of details you were able to get from them. It all boils down to the kinds of questions you ask and diving deep into what the answers to those questions will reveal about the psyche of your consumers.

The more information you have and, depending on the quality of your questions, the more you can understand the person you’ll be reaching out to. And understanding your customer is crucial to building a great business relationship and providing an excellent customer experience.

The first thing we look at is their name, and then their email. Sometimes, their email alone contains specific details about the lead. For example, many people put their birthdays and full names on their emails. Or if they are using AOL as an email platform, for example, it is highly likely that the lead is within an older demographic.

It is critical to understand these details because they will help you determine how to approach your lead once you contact them via phone, text, or email.

We also take a look at their phone numbers, area codes, and addresses, if they are provided.

The tags, which give us an overview of the lead, such as what specific area they are looking to buy a house in, as well as other information that we designated as important: did they provide a valid address, and if they came in through the dynamic registration, are the next thing we look at. We also look at whether they are planning to sell before they buy.

Once we’ve looked at the tags, we take a look at the leads' answers to the questionnaire. This part is often rich in information. 

  • What type of property are they looking for? 
  • How many bedrooms? How many bathrooms? 
  • How big of a house do they want? 
  • Are they looking for a home with a specific view? 
  • If they plan to sell before they buy, what area is that property located in? 
  • How do they plan to pay for the home?

This helps us know how to better serve the customer, have a better understanding of their financial status and how serious they are in making the purchase, as well as spot other business opportunities, such as if they are planning to sell.

We also take a look at their activity on our website. What properties did they look at? Did they save any properties? How long were they on our site? What are the price points of the homes they checked out on our page? At what point did they check out?

If they looked at two properties and got off our site after seeing $7 million homes, then that might mean that the price had turned them off. Or if they saved a property and stayed on our site for a considerable amount of time, that is a good indication that they are pretty serious about purchasing in the near future.

Once I have taken a look at the relevant information and understood my lead a lot better, I am now more prepared when I reach out to them.

There are a hundred different ways our conversations can play out, but the more information I have, the faster I can think on my feet and see opportunities I might have otherwise missed. Are they set on that specific area, or would they be interested in a good adjacent city with lower price points but similar views? Do they want a condo or a family home? What other ways can I serve this person? What action plans do we have in place that would work best for this lead?

We can better identify their needs and offer a solution for them if we have a deeper understanding of the consumer.

Some final thoughts…

A lot of us think that online leads suck, but they don’t. In fact, the leads that we buy from companies like Zillow and Redfin are also generated through Google PPC. We just need to step up our game in terms of getting relevant information that will help us understand the leads better and come up with a system to filter out the good-quality leads from the meh ones.

If we can do that, then we can skip the expensive middleman and invest in generating our own online leads for a cheaper price.

This is one way we can push our prospecting online to a higher level. Of course, getting the sale depends a lot on how you communicate, follow up, and nurture your leads. But when we can get better-quality leads and understand them better, we can see more opportunities and be more effective with the approach we use.

I hope that helps, and if you are interested in going deeper into our processes of generating leads and following up with them, we do have individual and group coaching services. You can message me if you are interested or if you have any questions. I always love hearing from you.

We also do this weekly for free, so sign up below if you want to join us next week! 

Have an awesome day.

Managing Your Database: Unveiling Strategies for Effective Real Estate Lead Follow-Up

Welcome back to Brilliant Talks, our free coaching program for real estate agents. In this session, we will discuss your database, specifically how to use the information you see on the backend of your CRMs to improve your lead follow-up.

There are a lot of opportunities there that we sometimes miss because they are “invisible” to us. Or we just don’t dive deep enough to fully understand it.

I’ve gotten a lot of questions about this topic, so Mark and I go through the process of what we do with our CRMs, namely Follow Up Boss and Chime, when we follow up with the leads that come into our database.

Information is crucial in business, and sometimes we already have that information in our hands. It is just a matter of how we dissect that information to get a better understanding of our consumers so that we can better optimize and personalize the service we give them.

Watch the full video here if you want to follow along with how we break it down from our system’s backend.

Your CRM

Whatever CRM you use for your database, you probably have it linked with all of your websites and landing pages, as well as your automated processes and action plans.

The main systems we use are Follow Up Boss and Chime, and we are partnered with Ylopo for Google PPC lead generation and retargeting, so that is integrated into our CRMs as well.

When a lead comes in through Google AdWords, they are directed to one of our websites and made to answer a questionnaire. This allows us to get a better understanding of our lead: what type of property are they looking for? When are they planning to buy? Are they planning to sell their homes before buying a new property? 

It is set up in a way that they have to answer a specific percentage of the whole questionnaire (around more than half) in order for that lead to enter our database. If they opt out of the questionnaire before they answer the targeted number of questions, that means they aren’t as serious about buying yet, and that lead’s information is filtered out of our system. That is how Ylopo ensures we can get better-quality leads through that dynamic registration process.

When a lead comes in, we look at the information they provided.

Understanding your lead

You can get a better understanding of who your lead is, what they might be thinking, and what they need based on a handful of details you were able to get from them. It all boils down to the kinds of questions you ask and diving deep into what the answers to those questions will reveal about the psyche of your consumers.

The more information you have and, depending on the quality of your questions, the more you can understand the person you’ll be reaching out to. And understanding your customer is crucial to building a great business relationship and providing an excellent customer experience.

The first thing we look at is their name, and then their email. Sometimes, their email alone contains specific details about the lead. For example, many people put their birthdays and full names on their emails. Or if they are using AOL as an email platform, for example, it is highly likely that the lead is within an older demographic.

It is critical to understand these details because they will help you determine how to approach your lead once you contact them via phone, text, or email.

We also take a look at their phone numbers, area codes, and addresses, if they are provided.

The tags, which give us an overview of the lead, such as what specific area they are looking to buy a house in, as well as other information that we designated as important: did they provide a valid address, and if they came in through the dynamic registration, are the next thing we look at. We also look at whether they are planning to sell before they buy.

Once we’ve looked at the tags, we take a look at the leads' answers to the questionnaire. This part is often rich in information. 

  • What type of property are they looking for? 
  • How many bedrooms? How many bathrooms? 
  • How big of a house do they want? 
  • Are they looking for a home with a specific view? 
  • If they plan to sell before they buy, what area is that property located in? 
  • How do they plan to pay for the home?

This helps us know how to better serve the customer, have a better understanding of their financial status and how serious they are in making the purchase, as well as spot other business opportunities, such as if they are planning to sell.

We also take a look at their activity on our website. What properties did they look at? Did they save any properties? How long were they on our site? What are the price points of the homes they checked out on our page? At what point did they check out?

If they looked at two properties and got off our site after seeing $7 million homes, then that might mean that the price had turned them off. Or if they saved a property and stayed on our site for a considerable amount of time, that is a good indication that they are pretty serious about purchasing in the near future.

Once I have taken a look at the relevant information and understood my lead a lot better, I am now more prepared when I reach out to them.

There are a hundred different ways our conversations can play out, but the more information I have, the faster I can think on my feet and see opportunities I might have otherwise missed. Are they set on that specific area, or would they be interested in a good adjacent city with lower price points but similar views? Do they want a condo or a family home? What other ways can I serve this person? What action plans do we have in place that would work best for this lead?

We can better identify their needs and offer a solution for them if we have a deeper understanding of the consumer.

Some final thoughts…

A lot of us think that online leads suck, but they don’t. In fact, the leads that we buy from companies like Zillow and Redfin are also generated through Google PPC. We just need to step up our game in terms of getting relevant information that will help us understand the leads better and come up with a system to filter out the good-quality leads from the meh ones.

If we can do that, then we can skip the expensive middleman and invest in generating our own online leads for a cheaper price.

This is one way we can push our prospecting online to a higher level. Of course, getting the sale depends a lot on how you communicate, follow up, and nurture your leads. But when we can get better-quality leads and understand them better, we can see more opportunities and be more effective with the approach we use.

I hope that helps, and if you are interested in going deeper into our processes of generating leads and following up with them, we do have individual and group coaching services. You can message me if you are interested or if you have any questions. I always love hearing from you.

We also do this weekly for free, so sign up below if you want to join us next week! 

Have an awesome day.

03

Dialing for Deals: Mastering Real Estate Calling

Welcome back to Brilliant Talks, our free weekly coaching program for real estate agents. In today's session, we will discuss a crucial aspect of real estate sales: calling, and dialing. 

As an agent, you must possess the self-assurance and communication skills necessary to make successful calls and interact with clients. Nonetheless, many agents find this aspect of their work challenging and frequently find it unsettling or intimidating. And when we don't approach people in the proper way, they just withdraw, preventing us from connecting with them and allowing us to miss out on chances. Fortunately, with the right guidance and techniques, anyone can become skilled at making sales calls. 

In this session, we will share some of the best tips and tricks for making impactful calls that can help you convert leads into sales.

Chime Dialer

Connecting with potential clients is essential to generating leads and closing sales. However, making effective calls and establishing a deep connection with people can be challenging for many agents. This is where a Chime Dialer comes in.

Some of the ways Chime Dialer can help agents connect deeper with potential clients include:

  • Personalized Calling: It enables agents to customize their calling scripts and tailor their approach based on each client's unique needs and preferences.
  • Efficient Lead Management: It allows agents to manage their leads efficiently, track their progress, and schedule follow-up calls. This helps agents stay organized and build long-lasting relationships with their clients over time.
  • Prioritized Calling: It uses an intelligent algorithm to prioritize leads based on their likelihood of converting, enabling agents to focus on the most promising leads first and establishing rapport.
  • Seamless Calling Experience: It provides agents with a smooth and seamless calling experience, allowing them to make calls from anywhere, anytime. This ensures that agents can connect with potential clients at their convenience and build a relationship with them. 

Chime Dialer is a powerful real estate dialer that can help agents make more sales calls and connect deeper with potential clients. Chime Dialer also features an integrated platform to manage leads and automate calling tasks. This enables agents to focus on building genuine relationships with clients and providing them with personalized attention.

It’s Always On Us to Continuously Follow Up

Building relationships and following up with potential clients is a critical aspect of the job. However, it's easy to get caught up in the daily grind of managing leads, showing properties, and closing deals. It’s easy for follow-up to fall by the wayside.

Even if a lead goes cold or something unexpected happens, it's still our responsibility to stay in touch and continue the conversation. The truth is, following up with potential clients is always on us as agents, no matter what happens. 

One of the most common reasons why agents fail to follow up is because they don't have a system in place. Without a clear process for managing leads and following up, it's easy to let things slip through the cracks. 

It makes good business sense to utilize the Chime Dialer to set those follow-ups. 

Let's start by making follow-up a priority. This means setting aside dedicated time each day to reach out to leads and start nurturing relationships with them. 

Follow-up is not a one-time event. It's an ongoing process that requires patience, persistence, and a long-term mindset. Even if a lead goes cold or doesn't seem interested at first, continue to stay in touch and provide value over time. Who knows, they may eventually become a loyal client or a referral source down the line.

Smart Plan or Hands-On Approach?

Handling leads can be a delicate dance. Knowing when to push and when to pull back can be the difference between closing a sale and losing a potential customer. So you should know whether you're going to put the lead on a Smart Plan or do a more Hands-On Approach

  • The Smart Plan is used for nurturing leads that are not yet ready to purchase. These leads may have shown some interest, but they still need more information before they are willing to commit. By providing valuable information over time, you can build trust with your potential customers and position your business as a trusted authority in real estate. The key to success with the Smart Plan is to provide value at every stage of the process. Don't just send sales pitches; provide helpful information to solve the lead's problem or answer their questions.
  • The Hands-On Approach is used for dealing with hot leads that are ready to buy. These leads may have already expressed their interest in your product or service, and they just need a little push to close the deal. The key to success with the Hands-On Approach is to be responsive and helpful. Don't be pushy or aggressive; instead, be informative and offer value.

The Dialer and Dashboard

The dialer and dashboard are essential tools for real estate agents looking to efficiently manage their lead generation and sales processes. Here are some of the key reasons why:

  • Improved productivity: A dialer allows agents to make more calls in less time, increasing their productivity and efficiency. It eliminates the need for manual dialing and provides a streamlined way to manage call lists.
  • Increased accuracy: The dialer ensures that each call is made to the right number, reducing the risk of errors and saving time.
  • Better lead management: The dashboard provides a real-time view of lead activity and performance metrics, allowing agents to prioritize and focus their efforts on the most promising leads. This increases the chances of converting leads into sales.
  • Enhanced communication: The dialer allows agents to easily connect with potential clients and engage in real-time conversations, building rapport and establishing trust.
  • Data-driven decision-making: The dashboard provides valuable insights into lead activity and performance, allowing agents to make data-driven decisions about their lead generation and sales strategies.

The dialer and dashboard provide a streamlined and data-driven approach to managing leads and enable agents to focus on building relationships with potential clients, ultimately leading to more sales and increased revenue.

Treating Your Database through CRM

Managing and tracking leads with a CRM can aid in organizing the database and treating leads differently during follow-up. Past clients are typically checked in occasionally to maintain the relationship and demonstrate care beyond the transaction. This can include sending personalized messages on special occasions and providing your market with neighborhood updates. For online leads, it is important to offer useful information that caters to their specific needs and preferences. Keeping them engaged and informed with automated drip campaigns on property listings and market trends is also beneficial.

Doing Better With Nurturing

Nurturing leads is a continuous process, and there are always ways to improve and do better. Here are some tips for doing better with nurturing leads in real estate:

  • Have a scheduled plan and do it no matter what
  • Use multiple channels of communication 
  • Provide timely and relevant information

By continually refining and improving your approach to nurturing leads, you can build stronger relationships with potential clients, establish trust and credibility, and ultimately increase your chances of closing more deals.

Get More Business

Mailing and Door Knocking double up your presence in the community. It keeps you in front of them and it keeps your name and faces recognizable. And the more people recognize you, the better you're going to be, and the more pull you will have.

Join us for the next session of Brilliant Talks. If you missed this episode, you can watch the coaching call replay on YouTube or listen to the podcast. 

Have an awesome day!

Dialing for Deals: Mastering Real Estate Calling

Welcome back to Brilliant Talks, our free weekly coaching program for real estate agents. In today's session, we will discuss a crucial aspect of real estate sales: calling, and dialing. 

As an agent, you must possess the self-assurance and communication skills necessary to make successful calls and interact with clients. Nonetheless, many agents find this aspect of their work challenging and frequently find it unsettling or intimidating. And when we don't approach people in the proper way, they just withdraw, preventing us from connecting with them and allowing us to miss out on chances. Fortunately, with the right guidance and techniques, anyone can become skilled at making sales calls. 

In this session, we will share some of the best tips and tricks for making impactful calls that can help you convert leads into sales.

Chime Dialer

Connecting with potential clients is essential to generating leads and closing sales. However, making effective calls and establishing a deep connection with people can be challenging for many agents. This is where a Chime Dialer comes in.

Some of the ways Chime Dialer can help agents connect deeper with potential clients include:

  • Personalized Calling: It enables agents to customize their calling scripts and tailor their approach based on each client's unique needs and preferences.
  • Efficient Lead Management: It allows agents to manage their leads efficiently, track their progress, and schedule follow-up calls. This helps agents stay organized and build long-lasting relationships with their clients over time.
  • Prioritized Calling: It uses an intelligent algorithm to prioritize leads based on their likelihood of converting, enabling agents to focus on the most promising leads first and establishing rapport.
  • Seamless Calling Experience: It provides agents with a smooth and seamless calling experience, allowing them to make calls from anywhere, anytime. This ensures that agents can connect with potential clients at their convenience and build a relationship with them. 

Chime Dialer is a powerful real estate dialer that can help agents make more sales calls and connect deeper with potential clients. Chime Dialer also features an integrated platform to manage leads and automate calling tasks. This enables agents to focus on building genuine relationships with clients and providing them with personalized attention.

It’s Always On Us to Continuously Follow Up

Building relationships and following up with potential clients is a critical aspect of the job. However, it's easy to get caught up in the daily grind of managing leads, showing properties, and closing deals. It’s easy for follow-up to fall by the wayside.

Even if a lead goes cold or something unexpected happens, it's still our responsibility to stay in touch and continue the conversation. The truth is, following up with potential clients is always on us as agents, no matter what happens. 

One of the most common reasons why agents fail to follow up is because they don't have a system in place. Without a clear process for managing leads and following up, it's easy to let things slip through the cracks. 

It makes good business sense to utilize the Chime Dialer to set those follow-ups. 

Let's start by making follow-up a priority. This means setting aside dedicated time each day to reach out to leads and start nurturing relationships with them. 

Follow-up is not a one-time event. It's an ongoing process that requires patience, persistence, and a long-term mindset. Even if a lead goes cold or doesn't seem interested at first, continue to stay in touch and provide value over time. Who knows, they may eventually become a loyal client or a referral source down the line.

Smart Plan or Hands-On Approach?

Handling leads can be a delicate dance. Knowing when to push and when to pull back can be the difference between closing a sale and losing a potential customer. So you should know whether you're going to put the lead on a Smart Plan or do a more Hands-On Approach

  • The Smart Plan is used for nurturing leads that are not yet ready to purchase. These leads may have shown some interest, but they still need more information before they are willing to commit. By providing valuable information over time, you can build trust with your potential customers and position your business as a trusted authority in real estate. The key to success with the Smart Plan is to provide value at every stage of the process. Don't just send sales pitches; provide helpful information to solve the lead's problem or answer their questions.
  • The Hands-On Approach is used for dealing with hot leads that are ready to buy. These leads may have already expressed their interest in your product or service, and they just need a little push to close the deal. The key to success with the Hands-On Approach is to be responsive and helpful. Don't be pushy or aggressive; instead, be informative and offer value.

The Dialer and Dashboard

The dialer and dashboard are essential tools for real estate agents looking to efficiently manage their lead generation and sales processes. Here are some of the key reasons why:

  • Improved productivity: A dialer allows agents to make more calls in less time, increasing their productivity and efficiency. It eliminates the need for manual dialing and provides a streamlined way to manage call lists.
  • Increased accuracy: The dialer ensures that each call is made to the right number, reducing the risk of errors and saving time.
  • Better lead management: The dashboard provides a real-time view of lead activity and performance metrics, allowing agents to prioritize and focus their efforts on the most promising leads. This increases the chances of converting leads into sales.
  • Enhanced communication: The dialer allows agents to easily connect with potential clients and engage in real-time conversations, building rapport and establishing trust.
  • Data-driven decision-making: The dashboard provides valuable insights into lead activity and performance, allowing agents to make data-driven decisions about their lead generation and sales strategies.

The dialer and dashboard provide a streamlined and data-driven approach to managing leads and enable agents to focus on building relationships with potential clients, ultimately leading to more sales and increased revenue.

Treating Your Database through CRM

Managing and tracking leads with a CRM can aid in organizing the database and treating leads differently during follow-up. Past clients are typically checked in occasionally to maintain the relationship and demonstrate care beyond the transaction. This can include sending personalized messages on special occasions and providing your market with neighborhood updates. For online leads, it is important to offer useful information that caters to their specific needs and preferences. Keeping them engaged and informed with automated drip campaigns on property listings and market trends is also beneficial.

Doing Better With Nurturing

Nurturing leads is a continuous process, and there are always ways to improve and do better. Here are some tips for doing better with nurturing leads in real estate:

  • Have a scheduled plan and do it no matter what
  • Use multiple channels of communication 
  • Provide timely and relevant information

By continually refining and improving your approach to nurturing leads, you can build stronger relationships with potential clients, establish trust and credibility, and ultimately increase your chances of closing more deals.

Get More Business

Mailing and Door Knocking double up your presence in the community. It keeps you in front of them and it keeps your name and faces recognizable. And the more people recognize you, the better you're going to be, and the more pull you will have.

Join us for the next session of Brilliant Talks. If you missed this episode, you can watch the coaching call replay on YouTube or listen to the podcast. 

Have an awesome day!

04

GCI in Real Estate: Why Agents stay Below $100,000 in commission

In the competitive world of real estate, understanding the undercurrents that impact our performance is pivotal. While many agents focus on external strategies to increase their gross commission income, such as door-to-door sales and marketing tactics, there's a crucial internal factor at play. It's necessary to introspect and assess whether it's our approach and mindset that may be hindering our progress towards higher GCI figures, especially when the goal is to surpass the $100,000 mark.

Recognizing the mental hurdles that prevent us from reaching our full potential is as essential as refining our skill set. It’s not just about how we calculate commission rate or optimize our practices; it’s also about overcoming the internal challenges like lack of commitment, fear, and self-doubt. To truly level up in real estate, a balanced focus on both our professional development and personal growth is key.

Key Takeaways

  • Personal mindset is as influential as professional skills in achieving higher GCI.
  • Overcoming internal challenges is crucial for real estate agents aspiring to earn over $100,000.
  • A dual focus on personal growth and strategic action can drive success in the real estate industry.

#1 Lack of Commitment

A high level of dedication is crucial in the competitive field of real estate. When we begin, it's common to work part-time in a team setting. However, progressing beyond the part-time mindset is essential, especially when real estate becomes a full-time endeavor. Our attitude radiates to clients who will question our commitment if it seems we are not fully invested.

Factors Impacted by Lack of Commitment:

  • Prospecting: A full-time agent spends significant time prospecting. Without commitment, this crucial activity may not get the attention it deserves.
  • Client Perceptions: Clients look for agents who will fully commit to managing their transactions. Showing up fully ensures clients feel valued and taken care of.
  • Self-Perception: Reframe your mindset from "I do real estate on the side" to "I am a Realtor®." Believing and presenting yourself as a professional can induce a shift toward deeper commitment.

Strategies to Increase Commitment:

StrategyDescription
Set Clear GoalsSpecific goals aligned with your strengths increase motivation and the drive to succeed as an agent.
Identify Your WhyReflect on the reasons you chose real estate as a career. Remembering these can fuel your commitment.
Develop a Solid PlanPlanning is essential. Without it, staying motivated and committed becomes challenging.
AccountabilitySurround yourself with mentors or join coaching programs for support and guidance.

It's essential to consider not just the time spent, but also how we structure our careers. A critical part of this structure includes understanding and managing various financial aspects such as:

  • Net Commission Income (NCI): This amount is what you earn after subtracting brokerage fees and any transaction fees from your Gross Commission Income (GCI).
  • Commission Split: The percentage of commission you agree to share with your brokerage. Your commitment level and career planning should reflect an understanding of these splits to maximize your NCI.
  • Transactional Costs: Full commitment also means being proactive about the costs incurred in transactions and how they affect your earnings.

Remember, these elements interlink with each other and with your real estate career's success. We must not only set goals but also execute strategies that align with both our financial targets and our service quality. Only then can we fulfill our potential and thrive in our real estate journeys. If you're seeking guidance or considering coaching services, don't hesitate to reach out for support. When we commit to our growth and professional development, the path to success becomes much clearer.

#2 Fear

Fear of Rejection

  • We fear hearing "no" from prospects, feeling like we've failed.
  • View each "no" as a learning opportunity, bringing us closer to "yes."
  • Embrace rejection as part of the journey toward success.

Fear of Appearing Inexperienced

  • Being new can lead to doubts about our credibility.
  • Allow ourselves to be beginners; use every experience to build our skill set.
  • Trust in our training and process, knowing it leads to growth.

Fear of Procrastination

  • Accumulated tasks can seem daunting.
  • Break down tasks, prioritize by urgency and importance.
  • Delegate, delay, or ditch to regain control and focus on the present priorities.

Fear of Discomfort

  • We naturally avoid pain and the unknown.
  • Accept discomfort as a part of growth.
  • Commit to stepping out of our comfort zone for future rewards.

Fear of Action Over Education

  • Transitioning from learning to doing can be intimidating.
  • Recognize nervousness as a sign that our work is meaningful.
  • Trust in our preparation and take courage in our concern for success.

In overcoming these fears, it's essential to integrate our understanding into practical areas such as marketing and lead generation. Here are some actionable strategies:

  1. Engage on Social Media: Regularly post and engage with your audience to build a resilient online presence.
  2. Develop Negotiation Skills: Use each interaction as an opportunity to refine our negotiation tactics.
  3. Practice Active Listening: Ensure every potential lead feels heard and understood to foster trust and rapport.
  4. Continuous Learning: Stay updated with the latest in marketing and lead generation trends to apply effective techniques.

By addressing these fears and applying these strategies, we move forward, more confident and ready to tackle the challenges of the professional world.

#3 Doubting Yourself

As we navigate our professional journey, we might occasionally encounter the unsettling feeling of self-doubt. It's not uncommon, especially after a string of rejections or negative feedback, to question our own abilities or wonder if we've got what it takes to succeed. These moments of uncertainty can become evident in how we present ourselves to others.

Building Confidence

  • Acknowledge your feelings of doubt.
  • Recognize that even experienced professionals feel unsure at times. It's normal.
  • Remind yourself of past successes and the skills you possess.

Enhancing Abilities

  • Use rejections as a learning opportunity. What can you do better?
  • Seek constructive feedback to improve your areas of weakness.
  • Set specific, achievable goals that are aligned with your strengths.

Preparation Strategies

  • Engage in regular practice to fine-tune your presentation and negotiation skills.
  • Solicit an accountability partner to help keep your goals on track.

Leveraging Experience

  • Remember, expertise is built over time by learning from each situation.
  • Embrace the process; "muscle memory" develops from repeated practice in real scenarios.

Forging Connections

  • Build a support system that offers encouragement and advice.
  • Exchange strategies and success stories with peers to widen your perspective.
  • Cultivate strong networks that can provide referrals and opportunities.

Understanding Your Clients

  • Ask insightful questions to uncover your clients' needs.
  • Study their personalities and preferences to tailor your approach.

Utilizing Resources

  • Keep abreast of the latest industry trends and knowledge.
  • Subscribe to our newsletter to continually enrich your expertise.

Overcoming self-doubt is an integral part of our professional growth. By acknowledging our feelings, preparing diligently, and leveraging our networks, we craft a version of ourselves that is resilient and self-assured. This transformation doesn't happen overnight, but with each step, we reinforce our self-belief and learn to trust in our capacity to succeed.

Frequently Asked Questions

GCI in Real Estate: Why Agents stay Below $100,000 in commission

In the competitive world of real estate, understanding the undercurrents that impact our performance is pivotal. While many agents focus on external strategies to increase their gross commission income, such as door-to-door sales and marketing tactics, there's a crucial internal factor at play. It's necessary to introspect and assess whether it's our approach and mindset that may be hindering our progress towards higher GCI figures, especially when the goal is to surpass the $100,000 mark.

Recognizing the mental hurdles that prevent us from reaching our full potential is as essential as refining our skill set. It’s not just about how we calculate commission rate or optimize our practices; it’s also about overcoming the internal challenges like lack of commitment, fear, and self-doubt. To truly level up in real estate, a balanced focus on both our professional development and personal growth is key.

Key Takeaways

  • Personal mindset is as influential as professional skills in achieving higher GCI.
  • Overcoming internal challenges is crucial for real estate agents aspiring to earn over $100,000.
  • A dual focus on personal growth and strategic action can drive success in the real estate industry.

#1 Lack of Commitment

A high level of dedication is crucial in the competitive field of real estate. When we begin, it's common to work part-time in a team setting. However, progressing beyond the part-time mindset is essential, especially when real estate becomes a full-time endeavor. Our attitude radiates to clients who will question our commitment if it seems we are not fully invested.

Factors Impacted by Lack of Commitment:

  • Prospecting: A full-time agent spends significant time prospecting. Without commitment, this crucial activity may not get the attention it deserves.
  • Client Perceptions: Clients look for agents who will fully commit to managing their transactions. Showing up fully ensures clients feel valued and taken care of.
  • Self-Perception: Reframe your mindset from "I do real estate on the side" to "I am a Realtor®." Believing and presenting yourself as a professional can induce a shift toward deeper commitment.

Strategies to Increase Commitment:

StrategyDescription
Set Clear GoalsSpecific goals aligned with your strengths increase motivation and the drive to succeed as an agent.
Identify Your WhyReflect on the reasons you chose real estate as a career. Remembering these can fuel your commitment.
Develop a Solid PlanPlanning is essential. Without it, staying motivated and committed becomes challenging.
AccountabilitySurround yourself with mentors or join coaching programs for support and guidance.

It's essential to consider not just the time spent, but also how we structure our careers. A critical part of this structure includes understanding and managing various financial aspects such as:

  • Net Commission Income (NCI): This amount is what you earn after subtracting brokerage fees and any transaction fees from your Gross Commission Income (GCI).
  • Commission Split: The percentage of commission you agree to share with your brokerage. Your commitment level and career planning should reflect an understanding of these splits to maximize your NCI.
  • Transactional Costs: Full commitment also means being proactive about the costs incurred in transactions and how they affect your earnings.

Remember, these elements interlink with each other and with your real estate career's success. We must not only set goals but also execute strategies that align with both our financial targets and our service quality. Only then can we fulfill our potential and thrive in our real estate journeys. If you're seeking guidance or considering coaching services, don't hesitate to reach out for support. When we commit to our growth and professional development, the path to success becomes much clearer.

#2 Fear

Fear of Rejection

  • We fear hearing "no" from prospects, feeling like we've failed.
  • View each "no" as a learning opportunity, bringing us closer to "yes."
  • Embrace rejection as part of the journey toward success.

Fear of Appearing Inexperienced

  • Being new can lead to doubts about our credibility.
  • Allow ourselves to be beginners; use every experience to build our skill set.
  • Trust in our training and process, knowing it leads to growth.

Fear of Procrastination

  • Accumulated tasks can seem daunting.
  • Break down tasks, prioritize by urgency and importance.
  • Delegate, delay, or ditch to regain control and focus on the present priorities.

Fear of Discomfort

  • We naturally avoid pain and the unknown.
  • Accept discomfort as a part of growth.
  • Commit to stepping out of our comfort zone for future rewards.

Fear of Action Over Education

  • Transitioning from learning to doing can be intimidating.
  • Recognize nervousness as a sign that our work is meaningful.
  • Trust in our preparation and take courage in our concern for success.

In overcoming these fears, it's essential to integrate our understanding into practical areas such as marketing and lead generation. Here are some actionable strategies:

  1. Engage on Social Media: Regularly post and engage with your audience to build a resilient online presence.
  2. Develop Negotiation Skills: Use each interaction as an opportunity to refine our negotiation tactics.
  3. Practice Active Listening: Ensure every potential lead feels heard and understood to foster trust and rapport.
  4. Continuous Learning: Stay updated with the latest in marketing and lead generation trends to apply effective techniques.

By addressing these fears and applying these strategies, we move forward, more confident and ready to tackle the challenges of the professional world.

#3 Doubting Yourself

As we navigate our professional journey, we might occasionally encounter the unsettling feeling of self-doubt. It's not uncommon, especially after a string of rejections or negative feedback, to question our own abilities or wonder if we've got what it takes to succeed. These moments of uncertainty can become evident in how we present ourselves to others.

Building Confidence

  • Acknowledge your feelings of doubt.
  • Recognize that even experienced professionals feel unsure at times. It's normal.
  • Remind yourself of past successes and the skills you possess.

Enhancing Abilities

  • Use rejections as a learning opportunity. What can you do better?
  • Seek constructive feedback to improve your areas of weakness.
  • Set specific, achievable goals that are aligned with your strengths.

Preparation Strategies

  • Engage in regular practice to fine-tune your presentation and negotiation skills.
  • Solicit an accountability partner to help keep your goals on track.

Leveraging Experience

  • Remember, expertise is built over time by learning from each situation.
  • Embrace the process; "muscle memory" develops from repeated practice in real scenarios.

Forging Connections

  • Build a support system that offers encouragement and advice.
  • Exchange strategies and success stories with peers to widen your perspective.
  • Cultivate strong networks that can provide referrals and opportunities.

Understanding Your Clients

  • Ask insightful questions to uncover your clients' needs.
  • Study their personalities and preferences to tailor your approach.

Utilizing Resources

  • Keep abreast of the latest industry trends and knowledge.
  • Subscribe to our newsletter to continually enrich your expertise.

Overcoming self-doubt is an integral part of our professional growth. By acknowledging our feelings, preparing diligently, and leveraging our networks, we craft a version of ourselves that is resilient and self-assured. This transformation doesn't happen overnight, but with each step, we reinforce our self-belief and learn to trust in our capacity to succeed.

Frequently Asked Questions

01

Unlocking Success: A Step-by-Step Guide to Converting Online Real Estate Leads

Let’s talk about online lead conversion, specifically leads from Google PPC, Adwords, SEO, or Facebook leads. We’ve touched on online leads in several previous sessions of Brilliant Talks, but today, I want to focus on the process that we go through, from the inception of the online lead, up to nurturing or closing, or somewhere along those lines.

This is the flowchart of our process for online leads coming in from Google or Facebook. 

I will go through the process step-by-step and answer some of the frequently asked questions I get.

Questionnaire

When a lead clicks on a Google or Facebook ad that redirects them to any of our landing pages, we have them answer a questionnaire. This helps us get a better picture of what the lead wants, and where they are more or less in the real estate buying or selling journey.

Here is some of the information we ask for in that questionnaire:

  • When do they plan to buy?
  • How often do they want to receive property listings from us?
  • Are they going to pay in cash or loan?
  • Do they have a specific view they want for their home?
  • Are they ready to view listings?
  • Do they want to talk to a home search consultant?
  • Do they plan to sell [their current home] before buying?
  • How many bedrooms and bathrooms are they looking for in a home?
  • What size home are they searching for?

This is just some of the information, and I usually pay attention to the first two questions: The first one helps me see how ready this lead is to buy/sell, and the second tells me how often I should follow up so that they won’t find it annoying or spam-y.

The more questions they answer, the better the quality of the leads.

CRM

The leads’ answers to the questionnaires are linked to my CRM, and they are automatically retargeted for real estate ads.

We use Chime and Follow Up Boss, but there are a lot of CRMs available out there. I also got asked which one between the two that we use and recommend is better. The answer is: it depends. But, if you don’t have a website, Chime does offer both a website and a CRM. If you already have your own website, you might find that redundant. You can use Follow Up Boss instead, and link your website to their CRM.

Calling online leads

Ideally, you should call the lead within three minutes of them going through your CRM because their interest levels are highest while they are still on your website. 

Imagine going to a store in the mall. If someone comes to you and assists you while your hand is up and you are actually looking, chances are you’re going to buy. But once you step out of the store and you get a text or call later on, you are no longer as interested as when you were in there.

What most of us miss is that similar principles apply to online leads.

Another thing that most agents miss is, when the lead doesn’t answer on the first or second call, sending them a text and an email saying “Hey, I called you earlier. Sorry I missed you…” They skip this part thinking it doesn’t work, but let me tell you, texts and emails do. Particularly emails. Based on experience, some of our million-dollar closings are from entrepreneurs, and they are leads that check their emails frequently.

So, don’t skip the text and emails, especially the nudge text 20-40 minutes. Sometimes, people are in the middle of something when they see your ad. The nudge text increases your chances of catching them when they are available.

When you text your online leads, avoid asking yes or no questions. Instead, ask questions like “You came in looking for a condo in Malibu. Are you looking for a beach view or one further up the mountain?” Give them choices that will prompt them to tell you what it is they are looking for in a home.

Because the main goal of your first call with a lead is to get as much information as possible about what type of home they want. This way, you can set up and streamline your home search, and you ensure that you are not spamming them with properties they wouldn’t like.

The goal is to not be mistaken as a robot if you do send them a text or email. If they respond to you with “Stop,” it means your messaging needs improvement. However, you can still save the conversation by lightheartedly letting them know that you are a human, not a robot, and that you understand the confusion because you’ve received tons of spam texts and emails too.

Lastly, once you do get them on a call, remember that your tone matters. Plus, the most important part is to pay attention to what they are saying. Don’t approach the conversation to get to a close, use it as an opportunity to build relationships. Watch the replay of this Brilliant Talks coaching session to see a role-play of a sample call with an online lead.

Automation

When it comes to automating follow-up and nurturing, some people think “Isn’t that overkill?” It isn’t. Sometimes we get busy. By automating part of the process, we save ourselves time and effort. It allows us to show some clients' homes in person while making sure that we are touching our database. Let’s utilize the tech available to us to simplify our lives and help us focus on higher-leverage tasks.

Final thoughts…

We won’t get a close on our first call. Not even on the second, third, or fourth interaction. However, we are building relationships by giving value to each conversation. It sends the message that we pay attention to what they are saying, and we are catering to their needs at their own pace. They are the ones in control, we are just there to assist in their real estate journey.

You can’t force a person to buy something if they don’t want to. Your online leads might be a ways away from being ready. They could be waiting for better interest rates. They might not even be sure yet where or what they are looking for in a home.

If your lead isn’t ready to buy yet, that’s okay. Focus on building meaningful relationships with them through the nurturing and follow-up process.

Your job is to give them what they want by using the expertise you have: Finding properties that suit their needs and requirements.

Unlocking Success: A Step-by-Step Guide to Converting Online Real Estate Leads

Let’s talk about online lead conversion, specifically leads from Google PPC, Adwords, SEO, or Facebook leads. We’ve touched on online leads in several previous sessions of Brilliant Talks, but today, I want to focus on the process that we go through, from the inception of the online lead, up to nurturing or closing, or somewhere along those lines.

This is the flowchart of our process for online leads coming in from Google or Facebook. 

I will go through the process step-by-step and answer some of the frequently asked questions I get.

Questionnaire

When a lead clicks on a Google or Facebook ad that redirects them to any of our landing pages, we have them answer a questionnaire. This helps us get a better picture of what the lead wants, and where they are more or less in the real estate buying or selling journey.

Here is some of the information we ask for in that questionnaire:

  • When do they plan to buy?
  • How often do they want to receive property listings from us?
  • Are they going to pay in cash or loan?
  • Do they have a specific view they want for their home?
  • Are they ready to view listings?
  • Do they want to talk to a home search consultant?
  • Do they plan to sell [their current home] before buying?
  • How many bedrooms and bathrooms are they looking for in a home?
  • What size home are they searching for?

This is just some of the information, and I usually pay attention to the first two questions: The first one helps me see how ready this lead is to buy/sell, and the second tells me how often I should follow up so that they won’t find it annoying or spam-y.

The more questions they answer, the better the quality of the leads.

CRM

The leads’ answers to the questionnaires are linked to my CRM, and they are automatically retargeted for real estate ads.

We use Chime and Follow Up Boss, but there are a lot of CRMs available out there. I also got asked which one between the two that we use and recommend is better. The answer is: it depends. But, if you don’t have a website, Chime does offer both a website and a CRM. If you already have your own website, you might find that redundant. You can use Follow Up Boss instead, and link your website to their CRM.

Calling online leads

Ideally, you should call the lead within three minutes of them going through your CRM because their interest levels are highest while they are still on your website. 

Imagine going to a store in the mall. If someone comes to you and assists you while your hand is up and you are actually looking, chances are you’re going to buy. But once you step out of the store and you get a text or call later on, you are no longer as interested as when you were in there.

What most of us miss is that similar principles apply to online leads.

Another thing that most agents miss is, when the lead doesn’t answer on the first or second call, sending them a text and an email saying “Hey, I called you earlier. Sorry I missed you…” They skip this part thinking it doesn’t work, but let me tell you, texts and emails do. Particularly emails. Based on experience, some of our million-dollar closings are from entrepreneurs, and they are leads that check their emails frequently.

So, don’t skip the text and emails, especially the nudge text 20-40 minutes. Sometimes, people are in the middle of something when they see your ad. The nudge text increases your chances of catching them when they are available.

When you text your online leads, avoid asking yes or no questions. Instead, ask questions like “You came in looking for a condo in Malibu. Are you looking for a beach view or one further up the mountain?” Give them choices that will prompt them to tell you what it is they are looking for in a home.

Because the main goal of your first call with a lead is to get as much information as possible about what type of home they want. This way, you can set up and streamline your home search, and you ensure that you are not spamming them with properties they wouldn’t like.

The goal is to not be mistaken as a robot if you do send them a text or email. If they respond to you with “Stop,” it means your messaging needs improvement. However, you can still save the conversation by lightheartedly letting them know that you are a human, not a robot, and that you understand the confusion because you’ve received tons of spam texts and emails too.

Lastly, once you do get them on a call, remember that your tone matters. Plus, the most important part is to pay attention to what they are saying. Don’t approach the conversation to get to a close, use it as an opportunity to build relationships. Watch the replay of this Brilliant Talks coaching session to see a role-play of a sample call with an online lead.

Automation

When it comes to automating follow-up and nurturing, some people think “Isn’t that overkill?” It isn’t. Sometimes we get busy. By automating part of the process, we save ourselves time and effort. It allows us to show some clients' homes in person while making sure that we are touching our database. Let’s utilize the tech available to us to simplify our lives and help us focus on higher-leverage tasks.

Final thoughts…

We won’t get a close on our first call. Not even on the second, third, or fourth interaction. However, we are building relationships by giving value to each conversation. It sends the message that we pay attention to what they are saying, and we are catering to their needs at their own pace. They are the ones in control, we are just there to assist in their real estate journey.

You can’t force a person to buy something if they don’t want to. Your online leads might be a ways away from being ready. They could be waiting for better interest rates. They might not even be sure yet where or what they are looking for in a home.

If your lead isn’t ready to buy yet, that’s okay. Focus on building meaningful relationships with them through the nurturing and follow-up process.

Your job is to give them what they want by using the expertise you have: Finding properties that suit their needs and requirements.

02

Managing Your Database: Unveiling Strategies for Effective Real Estate Lead Follow-Up

Welcome back to Brilliant Talks, our free coaching program for real estate agents. In this session, we will discuss your database, specifically how to use the information you see on the backend of your CRMs to improve your lead follow-up.

There are a lot of opportunities there that we sometimes miss because they are “invisible” to us. Or we just don’t dive deep enough to fully understand it.

I’ve gotten a lot of questions about this topic, so Mark and I go through the process of what we do with our CRMs, namely Follow Up Boss and Chime, when we follow up with the leads that come into our database.

Information is crucial in business, and sometimes we already have that information in our hands. It is just a matter of how we dissect that information to get a better understanding of our consumers so that we can better optimize and personalize the service we give them.

Watch the full video here if you want to follow along with how we break it down from our system’s backend.

Your CRM

Whatever CRM you use for your database, you probably have it linked with all of your websites and landing pages, as well as your automated processes and action plans.

The main systems we use are Follow Up Boss and Chime, and we are partnered with Ylopo for Google PPC lead generation and retargeting, so that is integrated into our CRMs as well.

When a lead comes in through Google AdWords, they are directed to one of our websites and made to answer a questionnaire. This allows us to get a better understanding of our lead: what type of property are they looking for? When are they planning to buy? Are they planning to sell their homes before buying a new property? 

It is set up in a way that they have to answer a specific percentage of the whole questionnaire (around more than half) in order for that lead to enter our database. If they opt out of the questionnaire before they answer the targeted number of questions, that means they aren’t as serious about buying yet, and that lead’s information is filtered out of our system. That is how Ylopo ensures we can get better-quality leads through that dynamic registration process.

When a lead comes in, we look at the information they provided.

Understanding your lead

You can get a better understanding of who your lead is, what they might be thinking, and what they need based on a handful of details you were able to get from them. It all boils down to the kinds of questions you ask and diving deep into what the answers to those questions will reveal about the psyche of your consumers.

The more information you have and, depending on the quality of your questions, the more you can understand the person you’ll be reaching out to. And understanding your customer is crucial to building a great business relationship and providing an excellent customer experience.

The first thing we look at is their name, and then their email. Sometimes, their email alone contains specific details about the lead. For example, many people put their birthdays and full names on their emails. Or if they are using AOL as an email platform, for example, it is highly likely that the lead is within an older demographic.

It is critical to understand these details because they will help you determine how to approach your lead once you contact them via phone, text, or email.

We also take a look at their phone numbers, area codes, and addresses, if they are provided.

The tags, which give us an overview of the lead, such as what specific area they are looking to buy a house in, as well as other information that we designated as important: did they provide a valid address, and if they came in through the dynamic registration, are the next thing we look at. We also look at whether they are planning to sell before they buy.

Once we’ve looked at the tags, we take a look at the leads' answers to the questionnaire. This part is often rich in information. 

  • What type of property are they looking for? 
  • How many bedrooms? How many bathrooms? 
  • How big of a house do they want? 
  • Are they looking for a home with a specific view? 
  • If they plan to sell before they buy, what area is that property located in? 
  • How do they plan to pay for the home?

This helps us know how to better serve the customer, have a better understanding of their financial status and how serious they are in making the purchase, as well as spot other business opportunities, such as if they are planning to sell.

We also take a look at their activity on our website. What properties did they look at? Did they save any properties? How long were they on our site? What are the price points of the homes they checked out on our page? At what point did they check out?

If they looked at two properties and got off our site after seeing $7 million homes, then that might mean that the price had turned them off. Or if they saved a property and stayed on our site for a considerable amount of time, that is a good indication that they are pretty serious about purchasing in the near future.

Once I have taken a look at the relevant information and understood my lead a lot better, I am now more prepared when I reach out to them.

There are a hundred different ways our conversations can play out, but the more information I have, the faster I can think on my feet and see opportunities I might have otherwise missed. Are they set on that specific area, or would they be interested in a good adjacent city with lower price points but similar views? Do they want a condo or a family home? What other ways can I serve this person? What action plans do we have in place that would work best for this lead?

We can better identify their needs and offer a solution for them if we have a deeper understanding of the consumer.

Some final thoughts…

A lot of us think that online leads suck, but they don’t. In fact, the leads that we buy from companies like Zillow and Redfin are also generated through Google PPC. We just need to step up our game in terms of getting relevant information that will help us understand the leads better and come up with a system to filter out the good-quality leads from the meh ones.

If we can do that, then we can skip the expensive middleman and invest in generating our own online leads for a cheaper price.

This is one way we can push our prospecting online to a higher level. Of course, getting the sale depends a lot on how you communicate, follow up, and nurture your leads. But when we can get better-quality leads and understand them better, we can see more opportunities and be more effective with the approach we use.

I hope that helps, and if you are interested in going deeper into our processes of generating leads and following up with them, we do have individual and group coaching services. You can message me if you are interested or if you have any questions. I always love hearing from you.

We also do this weekly for free, so sign up below if you want to join us next week! 

Have an awesome day.

Managing Your Database: Unveiling Strategies for Effective Real Estate Lead Follow-Up

Welcome back to Brilliant Talks, our free coaching program for real estate agents. In this session, we will discuss your database, specifically how to use the information you see on the backend of your CRMs to improve your lead follow-up.

There are a lot of opportunities there that we sometimes miss because they are “invisible” to us. Or we just don’t dive deep enough to fully understand it.

I’ve gotten a lot of questions about this topic, so Mark and I go through the process of what we do with our CRMs, namely Follow Up Boss and Chime, when we follow up with the leads that come into our database.

Information is crucial in business, and sometimes we already have that information in our hands. It is just a matter of how we dissect that information to get a better understanding of our consumers so that we can better optimize and personalize the service we give them.

Watch the full video here if you want to follow along with how we break it down from our system’s backend.

Your CRM

Whatever CRM you use for your database, you probably have it linked with all of your websites and landing pages, as well as your automated processes and action plans.

The main systems we use are Follow Up Boss and Chime, and we are partnered with Ylopo for Google PPC lead generation and retargeting, so that is integrated into our CRMs as well.

When a lead comes in through Google AdWords, they are directed to one of our websites and made to answer a questionnaire. This allows us to get a better understanding of our lead: what type of property are they looking for? When are they planning to buy? Are they planning to sell their homes before buying a new property? 

It is set up in a way that they have to answer a specific percentage of the whole questionnaire (around more than half) in order for that lead to enter our database. If they opt out of the questionnaire before they answer the targeted number of questions, that means they aren’t as serious about buying yet, and that lead’s information is filtered out of our system. That is how Ylopo ensures we can get better-quality leads through that dynamic registration process.

When a lead comes in, we look at the information they provided.

Understanding your lead

You can get a better understanding of who your lead is, what they might be thinking, and what they need based on a handful of details you were able to get from them. It all boils down to the kinds of questions you ask and diving deep into what the answers to those questions will reveal about the psyche of your consumers.

The more information you have and, depending on the quality of your questions, the more you can understand the person you’ll be reaching out to. And understanding your customer is crucial to building a great business relationship and providing an excellent customer experience.

The first thing we look at is their name, and then their email. Sometimes, their email alone contains specific details about the lead. For example, many people put their birthdays and full names on their emails. Or if they are using AOL as an email platform, for example, it is highly likely that the lead is within an older demographic.

It is critical to understand these details because they will help you determine how to approach your lead once you contact them via phone, text, or email.

We also take a look at their phone numbers, area codes, and addresses, if they are provided.

The tags, which give us an overview of the lead, such as what specific area they are looking to buy a house in, as well as other information that we designated as important: did they provide a valid address, and if they came in through the dynamic registration, are the next thing we look at. We also look at whether they are planning to sell before they buy.

Once we’ve looked at the tags, we take a look at the leads' answers to the questionnaire. This part is often rich in information. 

  • What type of property are they looking for? 
  • How many bedrooms? How many bathrooms? 
  • How big of a house do they want? 
  • Are they looking for a home with a specific view? 
  • If they plan to sell before they buy, what area is that property located in? 
  • How do they plan to pay for the home?

This helps us know how to better serve the customer, have a better understanding of their financial status and how serious they are in making the purchase, as well as spot other business opportunities, such as if they are planning to sell.

We also take a look at their activity on our website. What properties did they look at? Did they save any properties? How long were they on our site? What are the price points of the homes they checked out on our page? At what point did they check out?

If they looked at two properties and got off our site after seeing $7 million homes, then that might mean that the price had turned them off. Or if they saved a property and stayed on our site for a considerable amount of time, that is a good indication that they are pretty serious about purchasing in the near future.

Once I have taken a look at the relevant information and understood my lead a lot better, I am now more prepared when I reach out to them.

There are a hundred different ways our conversations can play out, but the more information I have, the faster I can think on my feet and see opportunities I might have otherwise missed. Are they set on that specific area, or would they be interested in a good adjacent city with lower price points but similar views? Do they want a condo or a family home? What other ways can I serve this person? What action plans do we have in place that would work best for this lead?

We can better identify their needs and offer a solution for them if we have a deeper understanding of the consumer.

Some final thoughts…

A lot of us think that online leads suck, but they don’t. In fact, the leads that we buy from companies like Zillow and Redfin are also generated through Google PPC. We just need to step up our game in terms of getting relevant information that will help us understand the leads better and come up with a system to filter out the good-quality leads from the meh ones.

If we can do that, then we can skip the expensive middleman and invest in generating our own online leads for a cheaper price.

This is one way we can push our prospecting online to a higher level. Of course, getting the sale depends a lot on how you communicate, follow up, and nurture your leads. But when we can get better-quality leads and understand them better, we can see more opportunities and be more effective with the approach we use.

I hope that helps, and if you are interested in going deeper into our processes of generating leads and following up with them, we do have individual and group coaching services. You can message me if you are interested or if you have any questions. I always love hearing from you.

We also do this weekly for free, so sign up below if you want to join us next week! 

Have an awesome day.

03

Dialing for Deals: Mastering Real Estate Calling

Welcome back to Brilliant Talks, our free weekly coaching program for real estate agents. In today's session, we will discuss a crucial aspect of real estate sales: calling, and dialing. 

As an agent, you must possess the self-assurance and communication skills necessary to make successful calls and interact with clients. Nonetheless, many agents find this aspect of their work challenging and frequently find it unsettling or intimidating. And when we don't approach people in the proper way, they just withdraw, preventing us from connecting with them and allowing us to miss out on chances. Fortunately, with the right guidance and techniques, anyone can become skilled at making sales calls. 

In this session, we will share some of the best tips and tricks for making impactful calls that can help you convert leads into sales.

Chime Dialer

Connecting with potential clients is essential to generating leads and closing sales. However, making effective calls and establishing a deep connection with people can be challenging for many agents. This is where a Chime Dialer comes in.

Some of the ways Chime Dialer can help agents connect deeper with potential clients include:

  • Personalized Calling: It enables agents to customize their calling scripts and tailor their approach based on each client's unique needs and preferences.
  • Efficient Lead Management: It allows agents to manage their leads efficiently, track their progress, and schedule follow-up calls. This helps agents stay organized and build long-lasting relationships with their clients over time.
  • Prioritized Calling: It uses an intelligent algorithm to prioritize leads based on their likelihood of converting, enabling agents to focus on the most promising leads first and establishing rapport.
  • Seamless Calling Experience: It provides agents with a smooth and seamless calling experience, allowing them to make calls from anywhere, anytime. This ensures that agents can connect with potential clients at their convenience and build a relationship with them. 

Chime Dialer is a powerful real estate dialer that can help agents make more sales calls and connect deeper with potential clients. Chime Dialer also features an integrated platform to manage leads and automate calling tasks. This enables agents to focus on building genuine relationships with clients and providing them with personalized attention.

It’s Always On Us to Continuously Follow Up

Building relationships and following up with potential clients is a critical aspect of the job. However, it's easy to get caught up in the daily grind of managing leads, showing properties, and closing deals. It’s easy for follow-up to fall by the wayside.

Even if a lead goes cold or something unexpected happens, it's still our responsibility to stay in touch and continue the conversation. The truth is, following up with potential clients is always on us as agents, no matter what happens. 

One of the most common reasons why agents fail to follow up is because they don't have a system in place. Without a clear process for managing leads and following up, it's easy to let things slip through the cracks. 

It makes good business sense to utilize the Chime Dialer to set those follow-ups. 

Let's start by making follow-up a priority. This means setting aside dedicated time each day to reach out to leads and start nurturing relationships with them. 

Follow-up is not a one-time event. It's an ongoing process that requires patience, persistence, and a long-term mindset. Even if a lead goes cold or doesn't seem interested at first, continue to stay in touch and provide value over time. Who knows, they may eventually become a loyal client or a referral source down the line.

Smart Plan or Hands-On Approach?

Handling leads can be a delicate dance. Knowing when to push and when to pull back can be the difference between closing a sale and losing a potential customer. So you should know whether you're going to put the lead on a Smart Plan or do a more Hands-On Approach

  • The Smart Plan is used for nurturing leads that are not yet ready to purchase. These leads may have shown some interest, but they still need more information before they are willing to commit. By providing valuable information over time, you can build trust with your potential customers and position your business as a trusted authority in real estate. The key to success with the Smart Plan is to provide value at every stage of the process. Don't just send sales pitches; provide helpful information to solve the lead's problem or answer their questions.
  • The Hands-On Approach is used for dealing with hot leads that are ready to buy. These leads may have already expressed their interest in your product or service, and they just need a little push to close the deal. The key to success with the Hands-On Approach is to be responsive and helpful. Don't be pushy or aggressive; instead, be informative and offer value.

The Dialer and Dashboard

The dialer and dashboard are essential tools for real estate agents looking to efficiently manage their lead generation and sales processes. Here are some of the key reasons why:

  • Improved productivity: A dialer allows agents to make more calls in less time, increasing their productivity and efficiency. It eliminates the need for manual dialing and provides a streamlined way to manage call lists.
  • Increased accuracy: The dialer ensures that each call is made to the right number, reducing the risk of errors and saving time.
  • Better lead management: The dashboard provides a real-time view of lead activity and performance metrics, allowing agents to prioritize and focus their efforts on the most promising leads. This increases the chances of converting leads into sales.
  • Enhanced communication: The dialer allows agents to easily connect with potential clients and engage in real-time conversations, building rapport and establishing trust.
  • Data-driven decision-making: The dashboard provides valuable insights into lead activity and performance, allowing agents to make data-driven decisions about their lead generation and sales strategies.

The dialer and dashboard provide a streamlined and data-driven approach to managing leads and enable agents to focus on building relationships with potential clients, ultimately leading to more sales and increased revenue.

Treating Your Database through CRM

Managing and tracking leads with a CRM can aid in organizing the database and treating leads differently during follow-up. Past clients are typically checked in occasionally to maintain the relationship and demonstrate care beyond the transaction. This can include sending personalized messages on special occasions and providing your market with neighborhood updates. For online leads, it is important to offer useful information that caters to their specific needs and preferences. Keeping them engaged and informed with automated drip campaigns on property listings and market trends is also beneficial.

Doing Better With Nurturing

Nurturing leads is a continuous process, and there are always ways to improve and do better. Here are some tips for doing better with nurturing leads in real estate:

  • Have a scheduled plan and do it no matter what
  • Use multiple channels of communication 
  • Provide timely and relevant information

By continually refining and improving your approach to nurturing leads, you can build stronger relationships with potential clients, establish trust and credibility, and ultimately increase your chances of closing more deals.

Get More Business

Mailing and Door Knocking double up your presence in the community. It keeps you in front of them and it keeps your name and faces recognizable. And the more people recognize you, the better you're going to be, and the more pull you will have.

Join us for the next session of Brilliant Talks. If you missed this episode, you can watch the coaching call replay on YouTube or listen to the podcast. 

Have an awesome day!

Dialing for Deals: Mastering Real Estate Calling

Welcome back to Brilliant Talks, our free weekly coaching program for real estate agents. In today's session, we will discuss a crucial aspect of real estate sales: calling, and dialing. 

As an agent, you must possess the self-assurance and communication skills necessary to make successful calls and interact with clients. Nonetheless, many agents find this aspect of their work challenging and frequently find it unsettling or intimidating. And when we don't approach people in the proper way, they just withdraw, preventing us from connecting with them and allowing us to miss out on chances. Fortunately, with the right guidance and techniques, anyone can become skilled at making sales calls. 

In this session, we will share some of the best tips and tricks for making impactful calls that can help you convert leads into sales.

Chime Dialer

Connecting with potential clients is essential to generating leads and closing sales. However, making effective calls and establishing a deep connection with people can be challenging for many agents. This is where a Chime Dialer comes in.

Some of the ways Chime Dialer can help agents connect deeper with potential clients include:

  • Personalized Calling: It enables agents to customize their calling scripts and tailor their approach based on each client's unique needs and preferences.
  • Efficient Lead Management: It allows agents to manage their leads efficiently, track their progress, and schedule follow-up calls. This helps agents stay organized and build long-lasting relationships with their clients over time.
  • Prioritized Calling: It uses an intelligent algorithm to prioritize leads based on their likelihood of converting, enabling agents to focus on the most promising leads first and establishing rapport.
  • Seamless Calling Experience: It provides agents with a smooth and seamless calling experience, allowing them to make calls from anywhere, anytime. This ensures that agents can connect with potential clients at their convenience and build a relationship with them. 

Chime Dialer is a powerful real estate dialer that can help agents make more sales calls and connect deeper with potential clients. Chime Dialer also features an integrated platform to manage leads and automate calling tasks. This enables agents to focus on building genuine relationships with clients and providing them with personalized attention.

It’s Always On Us to Continuously Follow Up

Building relationships and following up with potential clients is a critical aspect of the job. However, it's easy to get caught up in the daily grind of managing leads, showing properties, and closing deals. It’s easy for follow-up to fall by the wayside.

Even if a lead goes cold or something unexpected happens, it's still our responsibility to stay in touch and continue the conversation. The truth is, following up with potential clients is always on us as agents, no matter what happens. 

One of the most common reasons why agents fail to follow up is because they don't have a system in place. Without a clear process for managing leads and following up, it's easy to let things slip through the cracks. 

It makes good business sense to utilize the Chime Dialer to set those follow-ups. 

Let's start by making follow-up a priority. This means setting aside dedicated time each day to reach out to leads and start nurturing relationships with them. 

Follow-up is not a one-time event. It's an ongoing process that requires patience, persistence, and a long-term mindset. Even if a lead goes cold or doesn't seem interested at first, continue to stay in touch and provide value over time. Who knows, they may eventually become a loyal client or a referral source down the line.

Smart Plan or Hands-On Approach?

Handling leads can be a delicate dance. Knowing when to push and when to pull back can be the difference between closing a sale and losing a potential customer. So you should know whether you're going to put the lead on a Smart Plan or do a more Hands-On Approach

  • The Smart Plan is used for nurturing leads that are not yet ready to purchase. These leads may have shown some interest, but they still need more information before they are willing to commit. By providing valuable information over time, you can build trust with your potential customers and position your business as a trusted authority in real estate. The key to success with the Smart Plan is to provide value at every stage of the process. Don't just send sales pitches; provide helpful information to solve the lead's problem or answer their questions.
  • The Hands-On Approach is used for dealing with hot leads that are ready to buy. These leads may have already expressed their interest in your product or service, and they just need a little push to close the deal. The key to success with the Hands-On Approach is to be responsive and helpful. Don't be pushy or aggressive; instead, be informative and offer value.

The Dialer and Dashboard

The dialer and dashboard are essential tools for real estate agents looking to efficiently manage their lead generation and sales processes. Here are some of the key reasons why:

  • Improved productivity: A dialer allows agents to make more calls in less time, increasing their productivity and efficiency. It eliminates the need for manual dialing and provides a streamlined way to manage call lists.
  • Increased accuracy: The dialer ensures that each call is made to the right number, reducing the risk of errors and saving time.
  • Better lead management: The dashboard provides a real-time view of lead activity and performance metrics, allowing agents to prioritize and focus their efforts on the most promising leads. This increases the chances of converting leads into sales.
  • Enhanced communication: The dialer allows agents to easily connect with potential clients and engage in real-time conversations, building rapport and establishing trust.
  • Data-driven decision-making: The dashboard provides valuable insights into lead activity and performance, allowing agents to make data-driven decisions about their lead generation and sales strategies.

The dialer and dashboard provide a streamlined and data-driven approach to managing leads and enable agents to focus on building relationships with potential clients, ultimately leading to more sales and increased revenue.

Treating Your Database through CRM

Managing and tracking leads with a CRM can aid in organizing the database and treating leads differently during follow-up. Past clients are typically checked in occasionally to maintain the relationship and demonstrate care beyond the transaction. This can include sending personalized messages on special occasions and providing your market with neighborhood updates. For online leads, it is important to offer useful information that caters to their specific needs and preferences. Keeping them engaged and informed with automated drip campaigns on property listings and market trends is also beneficial.

Doing Better With Nurturing

Nurturing leads is a continuous process, and there are always ways to improve and do better. Here are some tips for doing better with nurturing leads in real estate:

  • Have a scheduled plan and do it no matter what
  • Use multiple channels of communication 
  • Provide timely and relevant information

By continually refining and improving your approach to nurturing leads, you can build stronger relationships with potential clients, establish trust and credibility, and ultimately increase your chances of closing more deals.

Get More Business

Mailing and Door Knocking double up your presence in the community. It keeps you in front of them and it keeps your name and faces recognizable. And the more people recognize you, the better you're going to be, and the more pull you will have.

Join us for the next session of Brilliant Talks. If you missed this episode, you can watch the coaching call replay on YouTube or listen to the podcast. 

Have an awesome day!

04

GCI in Real Estate: Why Agents stay Below $100,000 in commission

In the competitive world of real estate, understanding the undercurrents that impact our performance is pivotal. While many agents focus on external strategies to increase their gross commission income, such as door-to-door sales and marketing tactics, there's a crucial internal factor at play. It's necessary to introspect and assess whether it's our approach and mindset that may be hindering our progress towards higher GCI figures, especially when the goal is to surpass the $100,000 mark.

Recognizing the mental hurdles that prevent us from reaching our full potential is as essential as refining our skill set. It’s not just about how we calculate commission rate or optimize our practices; it’s also about overcoming the internal challenges like lack of commitment, fear, and self-doubt. To truly level up in real estate, a balanced focus on both our professional development and personal growth is key.

Key Takeaways

  • Personal mindset is as influential as professional skills in achieving higher GCI.
  • Overcoming internal challenges is crucial for real estate agents aspiring to earn over $100,000.
  • A dual focus on personal growth and strategic action can drive success in the real estate industry.

#1 Lack of Commitment

A high level of dedication is crucial in the competitive field of real estate. When we begin, it's common to work part-time in a team setting. However, progressing beyond the part-time mindset is essential, especially when real estate becomes a full-time endeavor. Our attitude radiates to clients who will question our commitment if it seems we are not fully invested.

Factors Impacted by Lack of Commitment:

  • Prospecting: A full-time agent spends significant time prospecting. Without commitment, this crucial activity may not get the attention it deserves.
  • Client Perceptions: Clients look for agents who will fully commit to managing their transactions. Showing up fully ensures clients feel valued and taken care of.
  • Self-Perception: Reframe your mindset from "I do real estate on the side" to "I am a Realtor®." Believing and presenting yourself as a professional can induce a shift toward deeper commitment.

Strategies to Increase Commitment:

StrategyDescription
Set Clear GoalsSpecific goals aligned with your strengths increase motivation and the drive to succeed as an agent.
Identify Your WhyReflect on the reasons you chose real estate as a career. Remembering these can fuel your commitment.
Develop a Solid PlanPlanning is essential. Without it, staying motivated and committed becomes challenging.
AccountabilitySurround yourself with mentors or join coaching programs for support and guidance.

It's essential to consider not just the time spent, but also how we structure our careers. A critical part of this structure includes understanding and managing various financial aspects such as:

  • Net Commission Income (NCI): This amount is what you earn after subtracting brokerage fees and any transaction fees from your Gross Commission Income (GCI).
  • Commission Split: The percentage of commission you agree to share with your brokerage. Your commitment level and career planning should reflect an understanding of these splits to maximize your NCI.
  • Transactional Costs: Full commitment also means being proactive about the costs incurred in transactions and how they affect your earnings.

Remember, these elements interlink with each other and with your real estate career's success. We must not only set goals but also execute strategies that align with both our financial targets and our service quality. Only then can we fulfill our potential and thrive in our real estate journeys. If you're seeking guidance or considering coaching services, don't hesitate to reach out for support. When we commit to our growth and professional development, the path to success becomes much clearer.

#2 Fear

Fear of Rejection

  • We fear hearing "no" from prospects, feeling like we've failed.
  • View each "no" as a learning opportunity, bringing us closer to "yes."
  • Embrace rejection as part of the journey toward success.

Fear of Appearing Inexperienced

  • Being new can lead to doubts about our credibility.
  • Allow ourselves to be beginners; use every experience to build our skill set.
  • Trust in our training and process, knowing it leads to growth.

Fear of Procrastination

  • Accumulated tasks can seem daunting.
  • Break down tasks, prioritize by urgency and importance.
  • Delegate, delay, or ditch to regain control and focus on the present priorities.

Fear of Discomfort

  • We naturally avoid pain and the unknown.
  • Accept discomfort as a part of growth.
  • Commit to stepping out of our comfort zone for future rewards.

Fear of Action Over Education

  • Transitioning from learning to doing can be intimidating.
  • Recognize nervousness as a sign that our work is meaningful.
  • Trust in our preparation and take courage in our concern for success.

In overcoming these fears, it's essential to integrate our understanding into practical areas such as marketing and lead generation. Here are some actionable strategies:

  1. Engage on Social Media: Regularly post and engage with your audience to build a resilient online presence.
  2. Develop Negotiation Skills: Use each interaction as an opportunity to refine our negotiation tactics.
  3. Practice Active Listening: Ensure every potential lead feels heard and understood to foster trust and rapport.
  4. Continuous Learning: Stay updated with the latest in marketing and lead generation trends to apply effective techniques.

By addressing these fears and applying these strategies, we move forward, more confident and ready to tackle the challenges of the professional world.

#3 Doubting Yourself

As we navigate our professional journey, we might occasionally encounter the unsettling feeling of self-doubt. It's not uncommon, especially after a string of rejections or negative feedback, to question our own abilities or wonder if we've got what it takes to succeed. These moments of uncertainty can become evident in how we present ourselves to others.

Building Confidence

  • Acknowledge your feelings of doubt.
  • Recognize that even experienced professionals feel unsure at times. It's normal.
  • Remind yourself of past successes and the skills you possess.

Enhancing Abilities

  • Use rejections as a learning opportunity. What can you do better?
  • Seek constructive feedback to improve your areas of weakness.
  • Set specific, achievable goals that are aligned with your strengths.

Preparation Strategies

  • Engage in regular practice to fine-tune your presentation and negotiation skills.
  • Solicit an accountability partner to help keep your goals on track.

Leveraging Experience

  • Remember, expertise is built over time by learning from each situation.
  • Embrace the process; "muscle memory" develops from repeated practice in real scenarios.

Forging Connections

  • Build a support system that offers encouragement and advice.
  • Exchange strategies and success stories with peers to widen your perspective.
  • Cultivate strong networks that can provide referrals and opportunities.

Understanding Your Clients

  • Ask insightful questions to uncover your clients' needs.
  • Study their personalities and preferences to tailor your approach.

Utilizing Resources

  • Keep abreast of the latest industry trends and knowledge.
  • Subscribe to our newsletter to continually enrich your expertise.

Overcoming self-doubt is an integral part of our professional growth. By acknowledging our feelings, preparing diligently, and leveraging our networks, we craft a version of ourselves that is resilient and self-assured. This transformation doesn't happen overnight, but with each step, we reinforce our self-belief and learn to trust in our capacity to succeed.

Frequently Asked Questions

GCI in Real Estate: Why Agents stay Below $100,000 in commission

In the competitive world of real estate, understanding the undercurrents that impact our performance is pivotal. While many agents focus on external strategies to increase their gross commission income, such as door-to-door sales and marketing tactics, there's a crucial internal factor at play. It's necessary to introspect and assess whether it's our approach and mindset that may be hindering our progress towards higher GCI figures, especially when the goal is to surpass the $100,000 mark.

Recognizing the mental hurdles that prevent us from reaching our full potential is as essential as refining our skill set. It’s not just about how we calculate commission rate or optimize our practices; it’s also about overcoming the internal challenges like lack of commitment, fear, and self-doubt. To truly level up in real estate, a balanced focus on both our professional development and personal growth is key.

Key Takeaways

  • Personal mindset is as influential as professional skills in achieving higher GCI.
  • Overcoming internal challenges is crucial for real estate agents aspiring to earn over $100,000.
  • A dual focus on personal growth and strategic action can drive success in the real estate industry.

#1 Lack of Commitment

A high level of dedication is crucial in the competitive field of real estate. When we begin, it's common to work part-time in a team setting. However, progressing beyond the part-time mindset is essential, especially when real estate becomes a full-time endeavor. Our attitude radiates to clients who will question our commitment if it seems we are not fully invested.

Factors Impacted by Lack of Commitment:

  • Prospecting: A full-time agent spends significant time prospecting. Without commitment, this crucial activity may not get the attention it deserves.
  • Client Perceptions: Clients look for agents who will fully commit to managing their transactions. Showing up fully ensures clients feel valued and taken care of.
  • Self-Perception: Reframe your mindset from "I do real estate on the side" to "I am a Realtor®." Believing and presenting yourself as a professional can induce a shift toward deeper commitment.

Strategies to Increase Commitment:

StrategyDescription
Set Clear GoalsSpecific goals aligned with your strengths increase motivation and the drive to succeed as an agent.
Identify Your WhyReflect on the reasons you chose real estate as a career. Remembering these can fuel your commitment.
Develop a Solid PlanPlanning is essential. Without it, staying motivated and committed becomes challenging.
AccountabilitySurround yourself with mentors or join coaching programs for support and guidance.

It's essential to consider not just the time spent, but also how we structure our careers. A critical part of this structure includes understanding and managing various financial aspects such as:

  • Net Commission Income (NCI): This amount is what you earn after subtracting brokerage fees and any transaction fees from your Gross Commission Income (GCI).
  • Commission Split: The percentage of commission you agree to share with your brokerage. Your commitment level and career planning should reflect an understanding of these splits to maximize your NCI.
  • Transactional Costs: Full commitment also means being proactive about the costs incurred in transactions and how they affect your earnings.

Remember, these elements interlink with each other and with your real estate career's success. We must not only set goals but also execute strategies that align with both our financial targets and our service quality. Only then can we fulfill our potential and thrive in our real estate journeys. If you're seeking guidance or considering coaching services, don't hesitate to reach out for support. When we commit to our growth and professional development, the path to success becomes much clearer.

#2 Fear

Fear of Rejection

  • We fear hearing "no" from prospects, feeling like we've failed.
  • View each "no" as a learning opportunity, bringing us closer to "yes."
  • Embrace rejection as part of the journey toward success.

Fear of Appearing Inexperienced

  • Being new can lead to doubts about our credibility.
  • Allow ourselves to be beginners; use every experience to build our skill set.
  • Trust in our training and process, knowing it leads to growth.

Fear of Procrastination

  • Accumulated tasks can seem daunting.
  • Break down tasks, prioritize by urgency and importance.
  • Delegate, delay, or ditch to regain control and focus on the present priorities.

Fear of Discomfort

  • We naturally avoid pain and the unknown.
  • Accept discomfort as a part of growth.
  • Commit to stepping out of our comfort zone for future rewards.

Fear of Action Over Education

  • Transitioning from learning to doing can be intimidating.
  • Recognize nervousness as a sign that our work is meaningful.
  • Trust in our preparation and take courage in our concern for success.

In overcoming these fears, it's essential to integrate our understanding into practical areas such as marketing and lead generation. Here are some actionable strategies:

  1. Engage on Social Media: Regularly post and engage with your audience to build a resilient online presence.
  2. Develop Negotiation Skills: Use each interaction as an opportunity to refine our negotiation tactics.
  3. Practice Active Listening: Ensure every potential lead feels heard and understood to foster trust and rapport.
  4. Continuous Learning: Stay updated with the latest in marketing and lead generation trends to apply effective techniques.

By addressing these fears and applying these strategies, we move forward, more confident and ready to tackle the challenges of the professional world.

#3 Doubting Yourself

As we navigate our professional journey, we might occasionally encounter the unsettling feeling of self-doubt. It's not uncommon, especially after a string of rejections or negative feedback, to question our own abilities or wonder if we've got what it takes to succeed. These moments of uncertainty can become evident in how we present ourselves to others.

Building Confidence

  • Acknowledge your feelings of doubt.
  • Recognize that even experienced professionals feel unsure at times. It's normal.
  • Remind yourself of past successes and the skills you possess.

Enhancing Abilities

  • Use rejections as a learning opportunity. What can you do better?
  • Seek constructive feedback to improve your areas of weakness.
  • Set specific, achievable goals that are aligned with your strengths.

Preparation Strategies

  • Engage in regular practice to fine-tune your presentation and negotiation skills.
  • Solicit an accountability partner to help keep your goals on track.

Leveraging Experience

  • Remember, expertise is built over time by learning from each situation.
  • Embrace the process; "muscle memory" develops from repeated practice in real scenarios.

Forging Connections

  • Build a support system that offers encouragement and advice.
  • Exchange strategies and success stories with peers to widen your perspective.
  • Cultivate strong networks that can provide referrals and opportunities.

Understanding Your Clients

  • Ask insightful questions to uncover your clients' needs.
  • Study their personalities and preferences to tailor your approach.

Utilizing Resources

  • Keep abreast of the latest industry trends and knowledge.
  • Subscribe to our newsletter to continually enrich your expertise.

Overcoming self-doubt is an integral part of our professional growth. By acknowledging our feelings, preparing diligently, and leveraging our networks, we craft a version of ourselves that is resilient and self-assured. This transformation doesn't happen overnight, but with each step, we reinforce our self-belief and learn to trust in our capacity to succeed.

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