THE BEST EXCUSE TO CALL LEADS - Kevin@11 - Kevin Ray Ward

Sam. Good afternoon. Good morning, everybody. Welcome to today's special episode of Kevin at 11. Interest rates, mortgage interest rates just dropped, ladies and gentlemen. Yeah, mortgage interest rates just hit the lowest point in over a year. Okay. Interest rates are creeping down. 30 year fixed rate mortgage right now, according to Freddie Mac 6.19. That is the lowest since last September of 2024. So that's exciting news. Good news. Why makes housing more affordable? Okay, now what's going to happen with home prices? They're going to keep going up. And mortgage rates, they're not going to go down dramatically, but they've been inching down. So what does this mean? It means opportunity. So today I want to talk about the best excuse to call your leads. Everybody. Every real estate agent needs some an excuse to call, right? Excuse to prospect, excuse to do your lead, follow up. So here is your excuse. Interest rates, mortgage interest rates are down. All right, this is so first, what is the best reason to call a lead to do lead, follow up. To follow up with somebody. One, the best excuse is that they want to buy or sell a house. That's the best excuse, right? So it's like they want to buy or sell. They need me. Let's call them. Okay? So lead, follow up should be a regular part of your day. But when they're you guys, especially like warm leads or leads that have been really not leads, they're just maybe future leads, they're kind of on the fence. We're like, we're thinking about it, you know, we're just kind of interest rates still high, homes, you know, we're still saving up money, whatever, still don't want to give up our low interest rate and all this, well, now interest rates have dropped and when interest rates drop, it gets people's attention. And when mortgage rate and say interest rates I'm talking about specifically mortgage rates have dropped. And I think a couple of things that I want to talk about today is one, how to leverage this, how to use this. I want to talk about getting more and more knowledgeable and expert on opportunities for different buyers and sellers. For example, if you're, if you're working with a vet, VA loans are now in the fives, okay? They're below 6%. FDA, USDA loans, which is restricted to certain areas that are considered like areas where they want to develop or a little bit rural, around the edge town type stuff. USDA loans are down close to 6%. I mean, right at 6%. Just a tiny, just a tiny bit over 6%. So knowing what your options are Knowing what your buyer's best options are is super, super important. And now guess what? You have a reason to call. Here's what you. Here's what you should do. Mortgage rates, lowest they've been in over a year, and there's not a real indication that they're going to go much lower. Okay, if they are, it's going to be incremental, but it's going to be tiny bits. But it's low compared. And this is a good reason. If you need an excuse, this is your excuse. Call them all. Call every leader a lead. Call every prospect, everybody you've talked to, this thing about buying or selling in the next year, and just call them and say, hey, I wanted to touch base. Did you see interest rates just hit the lowest point in over a year? Mortgage rates are down. This is a great opportunity for been thinking about selling. Here's what's going to happen. More buyers are coming out of the woodworks. More buyers can be buying. Why? Because interest rates drop and they've been waiting to pull the trigger. It's time to jump and get your house on the market, if you will, or inventory is still low, whatever's going on in your market. And again, different markets are a little bit different, but you need to know what's going on in your market. But here's what I would be doing right now. I would be calling every single person in your personal circle, especially people that are in your a team that have been thinking about buying or selling or have given any indication they might be interested in buying or selling or both, and just say, hey, it may be time to take action here. Okay? Now, there are two goals that I have here. There are two goals that I have and you have. Whenever I'm calling for leads and I'm calling them with news, breaking news, mortgage rates are down. Let's go. So there are two goals that you have, and either goal is fine. So obviously goal number one is to convert the lead into an appointment, into a listing, into a sale. That's first goal. I mean, like, if I can use this opportunity. And they've been on the fence and they've just been like, waiting for interest rates to drop or waiting for a reason or an excuse to put their house on the market. This may be it. Okay? So my goal is I'm going to call them and get an appointment, right? Get an appointment, get a listing. But that may not be happening because they may not be ready. Their motivation may not be high enough. They're actually ready to sell. So goal number Two is even if they're not ready to buy or sell, today is my goal is to maintain or create top of mind awareness. I want them to be thinking about me. I want them to know that I am the expert in the game of real estate and I stay on top of things and I stay in touch with them. I'm a good communicator. I communicate with them consistently, predictably and professionally. And they're like, oh cool. If I, if anything happens, I know Kevin's gonna let me know about it. I'm not, I'm not obnoxious, I'm not annoying. I'm just reaching out, saying, hey, just thought you might want to know, interest rates have dropped. Might be a great time to take a look at if it's time to sell or buy. If you'd like to have a conversation, let me know. Okay, now you. I would always call them first. Okay. Calling is harder, but it is better. What's easy? Text message posting on social media. All those things are great. Okay, post on social media. A lot of people, hey, this is happening. Interest rates, mortgage rates are down. If you think about buying or selling, DM me, let me know, let's talk. Okay? But when it comes to people in your personal circle and your leads, call them, okay? Call them and just say, hey, got some exciting news. Just want to let you know. By the way, the scripts in the book of yes Scripts. In the book of yes or in the book of yes Scripts, Vortex Edition, if you have those scripts, it has the script in there of calling with great news about what's happened in the market. It says exactly what to say. You're just, what is the actual news? The message in this case the news is mortgage rates are down. Yes, let's go. So if you want to just throwing this out there. If you want a copy of my entire book of yes. Scripts, Vortex Edition, which is all the scripts, phone call scripts, door to door, face to face video scripts, text message scripts, all that right here for every kind of lead, generationally follow up, objection, handling, listing, presentation, buyers, everything right here. And you can get a free copy of it when you get a preorder copy of my book. More yes, more success. You can go to moreyesbook.com pre order your copy of it and you're going to get like 500 worth of bonuses instantly including all the scripts. Okay. Plus some video training on how to do master a listing, presentation, all that kind of stuff. So there's that, that, there's that. But back to this, this thing. My goal is I want to build this relationship. I want to either get an appointment or I want them to be thinking of me as their go to agent. And then I'm going to make this conversation. Gotta have this conversation over and over. Guys always be thinking, how can I add more value to the people that I have a relationship with? Okay. What can I do to add more value to them? And every time something changed, every time something that comes up in the news is this is your opportunity to reach out to them. All right? Now, first step, call them. Okay? Again, call them. Scripts here on exactly what to say and how to say it here. Okay? So that's. That's the first step. Call them. If they don't answer. Okay, you have a couple of options. You can leave a voicemail, or you probably just hang up and text them. People don't always listen to voicemails, but they'll always read a text message. Hey, just. I just called you, wanted to let you know interest rate, mortgage rates are down. Might be a great time to look. If you're thinking about buying or selling, feel free to respond. Let me know. Okay? And I can send them a text message. Another thing, if they're in, especially if they're a lead, meaning they've actually been talking about selling or buying. Okay. So this would be a warm lead. Somebody that maybe they're not. Maybe they're a future lead. They've been talking about later in the year or just waiting for interest rates to change or housing to get more affordable. Whatever is. It's great. You can do, in addition to a call or a text message, you can send them a quick video. Okay. And you just do a quick personal video. Personal videos are very simple. You just take your phone, turn it, do it in portrait mode, which means phones up like this. Just like this. Turn on your video camera and turn it on yourself and just say, you know, it's like, hey, Kevin. This is Kevin Ray Ward. Yes, Masters Realty. Hey, did you notice interest rates, mortgage rates are down? They're down to the lowest point in over a year. And I know you've been thinking about making a move, but you were just wanting to wait till it's a little more affordable or whatever. So whatever it is that I know about them and their situation, just kind of like, hey, so I just wanted to reach out to you and touch base, see if you're interested in having a conversation about potentially moving forward. Let me know and I'll look forward to talking to you soon. Boom. It's just that simple. And it's super friendly, super professional, super personal. And do it now. Always do it as a personal video. Meaning I'm, I'm doing it to every individual. I'm calling their name, talking to them so they know I'm not doing a generic. It's not a generic video that I just recorded and said, hey there, it's Kevin that. Because they can tell that's not personal. Okay. Now there are times if you're wanting to send this video out to, you have a thousand people in your, in your personal circle and you want to send it to everybody, which is awesome. You can do that and that you can send a generic video. Okay. They would be like, hey there, it's Kevin Ward. Yes, Masters Realty. Just wanted to reach out and let you know mortgage rates just hit their lowest in since September of 2024. Super exciting. And send out the message. There's, there's a time and place for that. But if you're actually doing lead follow up, you're reaching out to leads and there's, you know, Even if there's 20 of them, it takes you less than a minute to do a great video to tech shoot it, text it, send it, and may take you 20 minutes to send out 20 of those. It's worth it. Okay. Everything that you can do to get in front of the people that are most likely to use you to buy or sell real estate in the next year, you want to do everything you can to stay top of mind awareness. Keep top of mind awareness with them. Stay on top of, hey, and if you're right, now is not the time. Who do you know? Who else have you talked to recently? It is looking to buy or sell it. I might be able to help. Please feel free to reach out to me. Let me know how I can help. Okay? I'm just constantly putting the message out. Constantly putting the message out. Consistency, guys, is the name of the game. And whenever we have major breaking news like this, interest rates drop is not dramatic, is not major, but it does make a difference for people that are thinking about buying or selling a house today. So I just want to reach out and let them know, okay, the best excuse to call leads is because they're thinking about buying or selling. That's the best excuse. The second best excuse is because there's news, there's something happening that you can announce, there's something that information that you can give them that will be of value to them. And when you do that, you gain respect, you gain credibility, you gain trust, you gain top of mind awareness. And all these things are critically important to growing your business. So there you go for today. Let's check this out and see if you guys have. It's a closer tab. Yes, see. Absolutely. So if you have any comments, any questions and I forgot to turn on my comment thing just so I can see what you if any comments come in. But as you're watching this, if you have any comments or have any questions, please feel free to share them. Please feel free to post them. And if you post them during the live chat, then I can answer them live. But even if you don't and I see them later, I will come in and answer your questions. Make sure though, if you're here for the first time, make sure you give the video a thumbs up and subscribe to the channel. I come here live almost five days a week, almost every day of the week to just give you some great information. Things that hopefully will inspire you and get you wired, fired, inspired and never tired. Help you grow your business and have a great life. So that's it for today. Again, my name is Kevin Ray Ward. If you don't have a copy of the book yet, go pre order a copy of the book. More yes book@moreyes book.com the book is coming out. More yes More success. Super going to be helpful for you in your business. Have a great rest of the day. Play to win and always expect yes.