Learn How To Nurture Leads & Set Appointments From A Seasoned Pro — Part 2

The real estate industry has failed to create a clear path to time and money freedom. Having helped over 5,000 families in my real estate career and coached thousands of agents to scale their businesses, I know what works and what doesn't. And my goal on this podcast is to share it all with you. The good, bad and ugly of building a highly lucrative lifestyle business so you can focus on what truly matters in life. You won't find any hype or fluff on this show, just real world tactics and strategies that get results. You just got to do the work. What's up, real estate business builders? It's part two of lead conversion Mastery. So Cody Riddle took us through a training learn how to nurture leads and set a set appointments Season pro. This is her unique gifting is Lee conversion. So if you missed part one, go back one training, one livestream, one podcast episode and make sure you dig into part one. And this is part two. Cody's journey is unbelievably awesome. I mean I think when we calculated it was like I won't share you share with her exact net worth with you. But in addition to growing the business so like a 6.7x growth in the business, never taking vacation, stressed all the time to, you know, complete freedom, not working evenings and weekends and being a true business owner and her net worth over that time period, 10x 10x increase in her net worth while her and Bill Bill's net worth and just an amazing journey. It wasn't an easy journey. Right. So real estate B school, specifically the million dollar agent method. It's not always the easiest stuff that we focus on, but it's the stuff that works. So this is part two. I hope you enjoy it. And go to milliondollaragentmethod.com if you know you need to have a conversation about what it would look like to implement that these systems in your business.

Harping acknowledgement. The acknowledgement needs to be relevant, authentic and genuine. So let's just, let's talk about just an acknowledgement thing in a conversation. So let's say somebody answers the phone and you get one of those, oh, what could be a. A something that they say really fast, I'm busy. Oh, I'm busy. So how many of you will fold like a lawn chair to that conversation? So, so they say, oh, I'm busy. You know, talk to me. How many of you just okay. And you get off the phone really quick. The key to acknowledgement is you can't just please don't do the, the cliche. Oh, I understand. I'm busy. Oh, I understand. Right. Garbage. Garbage response to that. But what if we did and I actually wrote it down? Because I really love this and I want it to roll off your tongue. This good. I'm busy. So let's say you do this instead, and this is the acknowledgement and the response kind of all rolled into one. My acknowledgments are emotional. Like, I'll see. I'll say things like, oh, dang. Oh, you sound so busy. Oh, my gosh. You actually sound pretty stressed right now. I say that stuff all the time as an acknowledgement of what they just told me. And what did I do with my acknowledgement? I genuinely made them believe that I understand how they feel right now. That's what that. That acknowledgment is. And I use emotion all the time. Oh, my gosh, you sound so sad. They've talked soft. You guys have heard the mirror and match, right? They're talking soft and they're really sick. I start talking soft. Gosh, you don't sound like you're feeling really well. Acknowledgement. You have to do it and you have to be good at it. Please, please. Because otherwise you just sound like a commission breath salesperson that they want to run the other direction. They want to run so far away from you. Yeah. So, okay, we'll get into the I'm busy. So you say. Instead of that, you're saying, you know what, Kyle? You sound just like me. You have more things to do than you have time to do it. I'm going to just be brief and totally respect your time. That's a better acknowledgment and response. 2. I'm busy. You didn't take no for an answer. You acknowledged and respect their time. They sound so busy. You told them you understand. You felt that way before. You've matched their way they feel. That kind of response is going to monumentally change your number of conversations that you're going to be able to have in a day. When somebody says, I'm busy. What about the I'm just looking. I'm just browsing? How often do you get that, oh, I'm just looking. I totally understand. You're not going to say, I understand. Just please don't say that. You're going to say, oh, my gosh, Just looking is exactly where I would start to. Where else are they supposed to start? Right? Those are. Those are. What's the word? Emotional ways to talk to people. I'm telling you, this is why. This is my superpower. Because I am very, very good at connecting with them emotionally, making them genuinely feel like I understand how they feel. So if you can up that game, because without the acknowledgment, that person isn't going to feel like you give a hoot about them, right? They're going to want to get off the phone quickly. You up that game. Now the very next thing is the pivot. Now, this is what people are typically trained to do. Ask a bunch of questions, right? Ask. Ask a bunch of questions. I have trained my team, taught them how to ask questions, and then I started doing some role play with them, and they went through. I don't know if you guys know LP Mama, but they went, they would do this. Well, what's your location? What's your price point? Do you have a mortgage? And what's your motivation for selling? They actually thought going through LP Mama, just peppering somebody with questions was, was enough without any acknowledgment and response. So asking questions without the AR and you're. You're dead in the water. Now, it also goes the other way. If you're just acknowledging without any pivot whatsoever, you're not going to move the conversation forward with the folks. So the pivot now becomes. Let's get them back on track. Now it can be. Starting to ask the LP Mama, by the way, what location are you looking in? Oh, I'm just looking. Very good. I think that's a perfect place to start. What location are you looking in? That's arping, acknowledge, respond, path, pivot. Now, I also included the. I'm gonna. I'm including our script book in here, which really talks about this a lot in the beginning. It gives you a ton of different things in there. So that should be super helpful for you all to. To get it. Because right now, like, if I'm in my team meetings, I'm calling on people and I'm giving them objections, and I'm seeing how they acknowledge, respond and pivot. That's what you need to be really, really good at. That. There's actually one other script I'll put in here that I don't think is in the script book, but that. Does that help anybody in the way you will now have a conversation with someone that may be different than the way you were before? I just taught this to you. And if not, tell me that too.

Even just hearing the way that, like, I could totally here, like, you're so enthusiastic about, like, that is perfect. That you're just, like, that's where I would start if I was looking for houses. Like, the person's probably thinking, like, okay.

You know, it gets them in the game.

Like they're in at that point and just bringing a different level of energy. Why don't you go through it? Might be helpful. I would love to see you kind of go through your script book a little bit.

I've dropped the link for everyone.

You know, I don't know if there's sphere scripts in there. Like, what's one or two scripts that, you know, agents can start kind of working with or. Or whatnot.

Okay, I totally will. What? When am I over?

We have about 10, 12 minutes left. So 3:15.

Okay. Okay. I'm just. I just want to do the la. The third point, Lars. And then I'll go back to the script book if. If we. If we have time. My last thing. So. So that's controlling the conversation. And it's any conversation, right. You know, can use that in texting. They reply. I'm just looking. Reply with your acknowledged response first and then pivot to your next question, bringing them back on track. Okay. Every single way. So now the. The next piece that's controlling the conversation, the next piece is controlling your database. So we call. We have another acronym. I'm big on acronyms, right? We have arping. Now, this one's called fun 21. Fun. The F stands for feed. Feeding your database. You will die if you are not feeding your database. You need to be adding people every single week to it. I used to say every single day. But, you know, we said, okay, two people a day. Just think about this for a second. If you had two people a week, that's a hundred, 104 new people in your database at the end of the year. And that two people a week is just not that hard. So feed your database. You cannot, you will not get away without the F feed. You update. You gotta update those people. Constantly having updates for them. If they aren't ready to buy today, no problem. But you better be updating them with something. Right? Updating the database with new and better information. If they've changed phone numbers, if they've moved. Constantly making sure your information in your database is correct. And. And constantly updating the people with value. Right? Value and fun. K F you. What's the last one? Fun. Nurture. So nurture is the 21. I bring 21 in here two different ways. Every 21 days, your database needs to be touched. Now, I'm going to repeat that every person in your database needs to be touched every 21 days. If you are buying online leads. Your online lead needs to be touched every single day until they tell you to go pound sand or that they're going to work with you or they're going to give you some sort of information on time frame. But you're never leaving them, ever, until they say something to you and acknowledge. But once you have that acknowledgement, there isn't a person in my database that's going beyond 21 days without me touching them. I have a super awesome database where now I can go in and find out if there's been anybody that hasn't been touched within 21 days. And we're managing thousands of people now. This is something that has monumentally changed my business in the past six to eight months. And, and it's so critically important. The second piece of that is it doesn't have to be phone calls. I was under the delusion, I'm 50, 52 years old. All we did was get pounded in our head. Calls, calls, calls, calls. Most of these people are being touched via text. We're having amazing conversations all the way through. Getting qualified with a client or qualified with a lender before we're actually even talking to them on the phone. It's unbelievable. And I did, I had a limited belief on that as of six, seven months ago that that was even something possible. People love text messaging. They respond quicker too. They, they dose you all the time. They don't take your calls. You leave endless amounts of messages. Which works because then they call me back three months, four months later saying, thank you for all these calls. We really appreciate you taking all this time. We're ready now. So don't let those messages like, keep doing it. But my point is up your text game. I, I now have an assistant and two virtual assistants just endlessly texting. And it works. It is working huge. So the 21 is 21 days. That's huge. And then the 21 also means having 21 conversations every day. Now. We used to call them meaningful conversations around real estate. It doesn't have to be that, that significant anymore. It can simply be a gas up conversation. How you doing, Facebook? How many of you are having conversations in your Facebook Messenger? I am having endless amounts of conversations in Facebook messenger with people. And I don't care what we're talking about. It's a meaningful conversation. I'm telling you, they all know I'm in real estate. That is something they all know about me. I've made that crystal clear. Right? And if you're doing social media with all the Just sold and all this fancy crap. Nobody cares. Nobody cares. It's all a bunch of bogus bs. But what they do care about is that you commented on their kids graduation. They want the attention. They want to vomit at you wanting attention. So change the whole mindset. Pull it all the way back and literally get out of your own self importance. And, and this is coming from somebody who has made that mistake many times. People that have loved me in the past and I haven't talked to them in months and months and months. Haven't really acknowledged anything. It will never happen again. And I. My database is so big I could feed myself and probably 10 other agents for years if we start treating people the way they deserve to be treated. So feed, update, nurture. They got to be hit every 21 days. And you should be having 20, 21 meaningful conversations every day, Monday through Friday. And that meaningful conversation is literally a thank you Cody for, for that, for that acknowledgment. Literally saying that on Facebook is, is a two way conversation. I'm good now we're having probably 50 to 60 of those every day. Right. Because we're doing it with text messages and I'm doing it across the board with a lot of people. But point is you can do it at 21. Stop holding it that it has to be about real estate and it has to be this big depth conversation. It doesn't. They just have to feel important. So we talked about knowing your numbers, we talked about arping and we talked about Fund 21. Any questions on any of those three?

I don't think so. I think there's lots of good. How do you manage that? You make the calls, assistants make comments on social. Tell me about this. To be efficient. So how do leverages you do a pretty good job leveraging couple va. So maybe you can touch on that.

Not for everybody.

So this is not for everybody. This is like you know, this is a couple million dollar business at this point. So. But for Kate, she's got agents that she's got in her world and a little bit of admin support. So me quickly answer that question.

Yes. So social media is. It's about as fake. I, I have learned now how fake it really is. Right. So in those answers don't have to always be me. They just have to be good, care, care about them answers. So we have a, we have a document called Being Cody for my assistance and it has endless amounts of things that I would say. So they use what I would say and they comment and they talk to people that way with what I, I can. I'm talking to many, many, many, many people. And it's not actually me talking to them because it is via text messaging. So that's how I leverage that. That. And Lars is right. That is not for everybody. And that is something that you got to be real careful, real careful that they're doing and they're saying what you would say. So that's how I use it. And Facebook is a big, big one that I, I was like, Lars, I could not figure it out. I could not figure out how to leverage Facebook truly. And I have done it all. I have done the most amazing, high expensive stuff, all the just sold, just listed videos with me in front of these big luxury homes. Nobody cares. Nobody cares. They care how you made them feel last. So all I see, I see so many realtors with so much pride and so much out there about me, me, me still. And it's just like, oh my gosh, I don't, I don't even want to see it. I can't even imagine what the people, you know, that they're talking to are thinking. I think it's repelling and not helping. So I don't know if that answers your question. If you. I would time block and I would turn my phone off and focus on social media for, for a time lap and then I go and I focus on my text. Just hit your 21 conversations a day and know that you did a great job. Extend yourself some grace and go to the next day. Do that over and over and over and over. And in 90 days, you're going to have a database that's going to feed and, and really, really support you and you, but you can't stop. And when you go and you enjoy a week's vacation, go and enjoy it, but then come back and get back to your fund 21. It works. I promise you it will work. So does that answer your question? I hope so.

Yeah. It makes me think of a really good book. And I read this book like early. Oh, it's not. I posted the wrong one. Compound Effect by Darren Hardy.

Yes.

Is really, really good. I'm going to post it here.

Eric, you are welcome. I totally agree with you. It, it was, it helped me so much. Stop making and, and plus, people don't want me to talk about real estate all the time. I was sick of hearing myself real estate all the time. But when I talked about them in their life, that's a meaningful conversation. That meant, that meant more to them than me talking about real estate.

It was a zig Ziglar. You know, people don't care how much you know until they know how much you care, you know, So I. I missed a lot of that for my. Probably my first decade in business. I missed that. That part of it.

Two decades for me, probably.

Yeah.

Yeah. Big difference.

All right, you got one more minute. What's the last word?

Action. Please. Just please. You guys going back to. We'll end it with going back to the very first thing. Me transferring my knowledge to you is one thing, but if I can spark some sort of thing as your coach to. To get you to take action, any of this, knowing your numbers, knowing how to talk on the phone, or the last part, knowing how to manage your database, if any of those will help you take action, that is really what's going to make the difference in your career.

Yeah.

And.

And just the compound effect of having 21 meaningful conversations a day, five days a week over the course of three, six, 12 months. You won't even recognize the amount of business that you could be doing if you commit to that one thing. That's really, really good. And I've worn out Facebook messenger, like leaving someone an audio message. In Facebook messenger, we had a couple people say, you know, what do you do if you just haven't done a good job keeping in touch with past clients? If it's been like years, literally just apologize and, you know, say, I know you're busy. Obviously, I've been way too busy. I am so sorry I have not done a good job keeping in touch. I'm going to do better going forward. So, you know, whatever. Like, don't overthink it, but just make the contact.

That's what I did. And I got into a new CRM about seven months ago, and I decided to actually use the phone number of the CRM, which I've been dead set against for years. I decided to use that number. So I did. It was like a three, three pronged approach. It was a. Oh, my gosh. We are. Bill and I are so excited to announce we're empty nesters. Meaning that's. We've been very, very busy. Now we're empty nesters. Helping. A shame on us for not seeing how you're doing now. How are you doing? And by the way, this is my new number added to your contacts. That was like. And it's been, you guys. We got 20002500 people that are past clients and sphere. Right. That. That I had to humble myself and do exactly what Lars said. Truly just apologize and that is shame on me for not knowing that you're whatever, you've moved five months, five years ago and you didn't use us. Whatever. A bummer for me. And then that's what I say to them. Good for you. Bummer for me. Clearly I dropped the ball and I'm. It's just, it's awesome what is happening right now and the people that we are talking to and oh, it's just so fun.

Yeah. So good. All right, everyone, so I dropped the script book. I grabbed, I dropped the arping one pager and I also dropped the. What was the other thing you dropped there?

The business planning clinic. The know your numbers.

Yeah, for sure. Cody, this was awesome. I appreciate you coming in with the heart of a coach.

All right, so hopefully you enjoyed part two of Cody's lead conversion mastery. Just an awesome story of like this. This transition of top producing agent to business owner and million dollar agent method doesn't have to be about building a team per se. It's to help you put the systems in place to navigate the stages of growth. And there are six distinct stages that an agent will go through. And I developed the business growth Navigator. I'm not going to go through a complete training on it, but essentially the whole industry lives below stage one, which is 100,000 GCI. It's like over 80% of agents do not do 100,000 GCI annually consistently. Our stage two is 500,000 GCI and stage three is a million GCI. So million dollar agent method, that program is a 90 day implementation where you put all the systems in your business to get you to the point where you have everything you need to go to a million GCI. You're not going to achieve it in 90 days if you're starting at 100,000. But it's all the same systems. I used to sell 44 homes my first full year, full year in real estate to having, you know, 10 producing agents doing 453 homes where I was completely out of the day to day, day to day of the business. And that's stage six. That's 3 million plus GCI, which you don't have to ever go to that part but. But as you implement these systems in the business, you'll realize that you get more freedom, you get to work on the things that you love in the business. So go to milliondollaragentmethod.com that's milliondollaragentmethod.com and we'll see you on the next training.