← Your Daily Real Estate Podcast with Tristan Ahumada
Your Daily Real Estate Podcast with Tristan Ahumada
Episode 821: Why They Haven’t Called You in 10 Years (The Top 5 Fix)
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How we show up for homeowners that we're trying to connect with, or homeowners that are our past clients or our sphere is really important. And there are different stages in their life as homeowners that we have to worry about and think about, because the better we show up, then the more they're going to remember us, to use us when it's time. But we've got to be there for all of these different stages. And there are seven that I've come up with. I'm Tristan. This is your daily real estate. It's a podcast, it's a show I run. Lab Coat agents built it 12 years ago, been in the business 22 years, built a brilliant tribe or coaching organization six years ago, and now I'm building out a national brokerage. Let's get into this. Where do we start? Because a challenge for me, and this stemmed for me, is making sure that I'm of value for the homeowners I'm trying to target and connect with over a long period of time. Especially as we've seen the time a homeowner stays in their home. Now extend. Now, it may be shortening a little bit because more people are getting comfortable with the rates. But for a time there in LA, it was about 18 years. Los Angeles, 18 years, that's crazy. In other areas, it had gone up to 11, 12, 13 years. So when I'm looking at this, here are the seven you heard of the first three? Because I bring them up often, it's mri. The first three are maintenance, repairs and improvement. If I'm looking at maintenance, I'm looking at seasonal upkeep, preventative care. The whole process of saying, well, do I have somebody good for the maintenance of my home? Whether it's for us. In our area, we got pest control, obviously, gardener, sprinklers. And then if you've got all four seasons, you've got probably other worries than I do, because I don't have four seasons, I've got two. So think about that opportunity for you. You take the mental load off of the homeowner, they stop googling and start texting you because you create something for them to be able to rely on. For me, for this one, it's easy. It's that value add through our local Legends directory. Now, repairs, same thing. These are unexpected fixes. Their challenge is who do we know locally that people trust? Because we won't want to be taken advantage of. We want to make sure that these people are going to show up, they're good and they're not overcharging us. So again, my value. Well, listen, I had that guy come to my roof a month ago when it was raining here at 10 at night, fixing it. You think I'm going to refer him? Of course I am. Right. But more importantly, I'm putting him into my local legends directory so that other people can also use them because he did such a great job for me. Next, number three is improvements. These are projects, these are upgrades. These are things that add value to your home. But again, the most important thing that somebody looks at when they're looking at this is saying, well, do I trust this person? Are they going to finish the job? Is this somebody that has done the work locally as well? Because they have to understand the area. That's three. Now these four, I don't usually talk about protection, meaning insurance, security, liability, disaster prep. You've got people for that. So put them on your list, right. And show up in different forms, email, texting, put them on your website so that your clients know where to go to to get this information. Next one financial optimization. I have great relationships with CPAs and other finance people. Connect them. Because if you connect them, see all of these people you're connecting also can send you business. You've got to anticipate certain things happening. You know, the beginning of the year, there's a great opportunity for you to reach out to people and say, hey, I've got the documents for you. I know you purchased last year. Here they are. You need to give them to your tax person. Right. These are the little things that matter. And timing matters too. Six transitions. This is probably those. I think there's like five Ds on this. I can't remember, like death, diapers, diamonds, that, that type of thing. But these are things that happen in your life. Aging, death, maybe kids go to college, maybe it's time to downsize. Right? But these are life happenings. And if you're paying attention to your clients, you're always touching them in different ways and offering value. At this point, they should be knowing that you can help in this transition. And then lastly, number seven, the one that I have, the one that I probably use the most is neighborhood. Community. That's anything that's happening in the schools, anything that's developing the community, anything that's happening in general so people can participate and show up and be part of the community, whether you're creating it or not. Anyway, those are the seven things. I've been thinking about this a lot more as we're transitioning more into being more present into our community and connecting with homeowners. Hopefully this helps you. Those are the seven. If you need this, message me. I'll send this over to you. Message me on Instagram. I am super slow, so just be patient. Have an awesome day.