← Your Daily Real Estate Podcast with Tristan Ahumada
Your Daily Real Estate Podcast with Tristan Ahumada
Episode 740: Turn 30 Phone Contacts Into Real Deals in 60 Days
00:11:00
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- [00:01]
A
My goal with these is I want to get you business as soon as possible. I want you to do the things that get you to the close transaction. And today's no different. I want you to identify 30 to 50 people in your phone who absolutely love you, at least like you. And we've all got at least 30, right? Come on, take a look at your phone. It's a simple system that you can repeat every year. I've got six steps here. Pay attention.
- [00:33]
I'm Tristan. I've been doing this for 22 years, helping the industry grow from the bottom up. I now consult some of the biggest real estate companies in the nation. And I'm here to help you get going in the right direction with this podcast. Five to ten minutes every day. Let's get going. Number one, set your target before you go to something else. Write this down. If you can't write it down, save it for later. Here's what I wrote down. I am identifying 30 to 50 people who love me and want me to win. That's the difference. I want you to give yourself a number that creates intention. A lot of the times we're just like, I want to get going. I want to call past clients, I want to call my sphere. I'm going to door knock. I'm going to do this. Give yourself a number. This is why I put 30 to 50. If you want to start with 30, amazing. If you want to go to 50 and even push more, great. What is the number? Write it down in your head virtually or write it down physically. It sets your brain to look for real connections instead of random contacts. Very important. Number two, scan your phone with one filter. You know the reticular activating system when you actively remind it, hey, I'm looking for this. I'm looking for this. I'm looking for this. Guess what it looks for. It looks for that. It's a filter. Open your contacts and scroll slowly. I mean, I can look at mine. I've got 4,600 people on my phone as contacts. But guess what? Not all of them have phone numbers. Some of them don't have names. I did terrible uploading them, but let's just say about 2,000 actually have kind of complete information out of those asking, does this person care about me in a real way? Great. Scroll to the next one. How about Joe? How about Joanne? Right? If the answer feels like yes, even a small yes, add them to your list. You only need 30 if that's your number. You only need 50 if that's your number, keep going until you get that exact number, this becomes your core. I'm going to call this your core relationship group that you can start with. That's number two. Number three, sort your list. Once you have your final group, separate them into two simple buckets. And I would probably write this one down, right? Write it down and get a piece of paper, put a line right down the middle. On one side I would put probably group A and group B. And here's what I would write on group A. Group A, strong love. Like, they absolutely love you. You know it and you love them. Group B, you know, warm love. You think they like you, right? You like them, but you're kind of like, I think they like me. People who like you, trust you and would help if you reminded them. So hopefully you have a bunch of group A' so you'd be amazing. You don't even need group B. But if you're like me, you're like, I've got a whole mix, right? So don't overthink it. Two groups is fine. I know some of you are be like, well, what about Tristan? What about A, B, C, D? I want to go that route. I want to go the Buffini route. I want to know, like, who would refer me, who would maybe refer me, who. Who's in my database. I know they'd refer me, but I've never asked. And who would never. No, that's great. Don't do that. A and B, easy 30. Number four. Reach out in a human way. Probably the most important piece. Most of the time we don't know what to say when we reach out to people. So guess what? I've got one. Three simple ones. Not just one. Three simple ways to reach out. Ready? Send a simple message that feels natural. I don't want you to. I don't want you to push this, right? And I don't want you to feel like insincere, inauthentic. Use one of my top three ways. Number one, you look at socials. If they're on social, look for them. Look at place that they went to a birthday hats. And they celebrated something in their socials that could give you a reason to reach out by text. Hey, Joe, I saw that you visited this place in close to the beach. How was it? I've always been wanting to go easy, right? There you go. And then I can guarantee that conversation goes back and forth. They're going to ask you what you do. If they don't know what you do for a living or if they already know they're Going to ask you about the real estate market. Why? Because it always happens. You don't have to bring it up. Number two, ask the real estate question, the one that I always ask. Hey, Joe, it's Tristan. Listen, I'm not sure if you have five minutes, but I've got a question for you about real estate for a change. Easy. Then they'll be like, yeah, call me. Or call me after five. Call them up. Hey, Joe, it's Tristan. Let's. Listen, I know this is weird, but I've got a real estate question for you for a change. What do you think about the real estate market? And then just shut up and listen. Right? I've been using that for about a year. And to the year and a half. It's been a while now, maybe a little bit more. It's been absolutely insanely amazing. And number three, invite them to coffee. Invite them to something where you guys meet up. Easy. Hey, Joe, listen, it's been a while. Let's catch up, have coffee. I've got this great coffee place. Let's meet there next week if you've got time. What day is best for you? Or I can bring coffee to you, right? Whatever's better. Number five, ready? Share what you're working on. Oh, that's a little different after. The connection feels warm again. Right after drop. A Simple Life update. Now, the thing that a lot of agents and salespeople do wrong on this one is that they immediately do it the next day or they immediately do it in the same text thread in that same day. Sorry, no, like if you're going to meet them in person. Okay, wait, Right. There's going to be an opportunity that when they ask, make it simple. If you texted them and then you're going back and forth, you know, give it a few weeks as you develop this relationship again or rekindle it. Now, here's what it would sound like. It's not exactly it, but I put this here to give you an idea. You can morph it. Remember this if you need this. Episode 740. By the way, we've been sending out a local report about where the market is going. Is that something you'd like to see so you understand what our local. Local market is doing? Easy. Something along those lines. I've done this in person where people are like, hey, Theresa, how's the real estate market? Well, you know what? That's a great question, Joe. I was actually working on a report for our local area. Once I leave and I get back to the office, I'll send it over to you. Is that okay? It's just like three pages. It's by text. See how easy that is? That's how you want to do it? All right, number six and the last one here. Keep light contact every 60 to 90 days. If you want to text them and it's only 30 people. I would challenge you if you have an iPhone. And look, I don't know if they do this for Android, so I'm sorry, but if you have an iPhone, I'm looking at mine now. If I need to. If I just finished texting Nick and I want to not forget to text him again, maybe in about two weeks, I would just send a send later note two weeks from now, about a week later, see how he's doing. If it's further out, I probably would use my CRM to remind me. But the point is you can use it to check in. A holiday note, a quick update, a simple compliment question about their life. This rhythm keeps a relationship alive and it'll feel like it's part of the whole bigger process that's the key to this. And bonus number seven. Here's what I call number seven. Next level, to turn this into a longer term referral engine here. Very light things that you can do. Export your whole. Maybe it's not light, I lied, it's not light. Export your whole phone list by using something called MC Backup Pro. It's an app. MC Mother Charlie, MC Backup Pro. Go look it up on your phone. Now, once you download this, you can export your whole list of contacts into an Excel sheet and then identify who you want to call, segment them, upload them into your CRM. You can get great here. You can even retarget them, right? So think about that. Another level. Upload this list. Not the system. Upload the list to a company like Agent Legend, which then enriches this data. That means if you're missing anything, it'll complete the information. If they own a home, if they've been shopping for a home, where are they visiting? It'll complete a lot of data on this one. One agent Legend has been doing such a great job lately. That is one that I would recommend and decide once you're doing this. Well now, after you've enriched them, if you went that route, who should be on your CRM and who shouldn't, right? I don't know. And then assign each person the right smart plan based on the relationship level. Most of them, if you've got like I do, about 4,600, most of them are going to be nurturers. I, I think when I, when I did this earlier this year, we do it once a year, I had about again about 500, close to 500 that were like, I would consider good to nurture sphere. The rest were like, who are these people? I don't know if I've talked to them for a while. So I just nurtured them through automation. Anyway, this is episode 7 40. If you need this, please message me. And if you want to go further so you can develop great systems like this or you can come in to our group setting where we coach people. That's a brilliant tribe. We talk about these systems, we talk about tools, we talk about all the things that you're supposed to be doing to get your business to the next level. If you want to jump into group coaching, just message me or check out the link to brillianttribe.com we'll talk tomorrow.