← Your Daily Real Estate Podcast with Tristan Ahumada
Your Daily Real Estate Podcast with Tristan Ahumada
Episode 888: Ditch The Cold Calls, Beg for Their Best Advice Instead
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For the next few days, I'm going to give you one topic a day to show you exactly what value looks like. It's gotten a lot harder to connect with people by phone, by text, because what's happened over the years is we've spammed so many people. People in the sales world have taken advantage and just blown up people's phones and texts and emails. And now a lot of the times people don't know how to communicate with value feels very spammy. It feels non value driven. And so things that we're doing on our business so that you can fully understand how to actually connect with people by having no ulterior motive, but just to connect by giving value. Because one thing that's been clear over the years and in the world that we're in, that people want to connect with you based on the value that you're giving them in their life. And if they think that you're just calling to just check in, hey, Tristan, I'm just checking in. I'm just touching base. That stuff doesn't work anymore. In fact, all it's telling me is that you didn't think about why you wanted to talk to me and now you're just giving me generic garbage. And that's how I see it. You're not connecting with people. And so today, the very first one out of a few that we're going to go over, I think it's going to be seven, this is going to be episode one. First one that we're going to go over is something that I use for our past clients and people in my database that have usually that have a home, but you can use it with people that don't have a home. And it comes out of curiosity because what I've noticed over the years is when you approach situations with curiousness or curiosity, the doors start to open. In fact, you make people feel like you care about what they have to say, because you do. And so pay attention to this one. Write it down. It works for us. We've gotten business from this and it continues to open up more doors because we. Which is here to listen. I'm Tristan. This is your daily real estate. It's a podcast. It's a Show every day, five to 15 minutes. It's designed to help you grow. It's designed to help you with your business. It doesn't matter what level you're at. Today, we're going over value and how to talk to people. Number one. I call this ask for Real estate advice. It's one of My favorite things to do. And we've done it live and in our coaching sessions and we do it behind closed doors, obviously, but our whole team does this. And. And it's a simple process that starts with a text. Why with a text? Well, we know most people aren't picking up their phone, but they are reading the text. And if it's a text that provides some type of value or a question that they can't answer, they'll answer it. And here's how it looks. It's a text from you to somebody in your database that usually they know your name, you know theirs, and there's a starting point there, a friendliness. It's not going to be a cold one. Right. This is all for your database providing value. Here's what it sounds like. It says, hey, Joe, I have a real estate question for you for a change. Let me know if you have five minutes or let me know if you have seven minutes. That's it. It's a simple text. Now what we get back. There aren't a lot of variations of what we get back. It's usually like, yeah, call me, can you call me later? Or what's this regarding? Whatever one it is you're going to answer. Hey, what's this about? Hey, I just have a real estate question. I want to get a better idea of what you think about the market by text. Sure. I'll call you if they say, call me now or if they say, can you call me later? Sure. Is five o' clock okay? The point is, when you get them on the phone, it becomes a listening exercise and you put everything behind you. It's not about you, it's about them or about what they're about to say. Right here is where you're going to see that we're playing chess, we're not playing checkers. And you'll see what I mean. The call after the text. Right? It started with a simple text. Now the call. Hey, Joe, I've got a question about real estate for you, and thanks for taking a few minutes to talk, but I'm calling our database or I'm calling all my friends or I'm calling my close friends or clients because I want to get a better understanding of what they think is going on. And what is that? Well, Joe, what do you think about everything that's going on in the real estate world right now? What do you think about everything that's going on in the real estate world right now? That's it. Very generic. The point of the generic question is because in their head, they're already formulating the answer of what that means to them. They're going to be thinking war. They're going to be thinking foreclosures. They're going to be thinking a lot of listings out there or a lack of inventory, multiple offers. They're going to be thinking about their homes. They're going to be thinking of. I don't know what they're thinking about. That's what we've noticed with this, because their reality kicks in. And their response. I'll give you the last one that responded to me because we tried this almost daily. And the response is, well, Tristan, do you mean. Do you mean the war or just the economy in general? I'm like, listen, give me both. That's my response. Almost every time when they give me one or two, if they give me one, I'm going to be like, yeah, tell me more about that. The economy. Yeah, that's it. Tell me more. Or the war and the economy. And be, yeah, tell me more. So then they'll tell me more, say, well, you know, I think based on what I'm seeing, AI is really heavy. This last conversation, AI is really heavy. And getting integrated into all these businesses, I don't know how the effect is going to. What the effect is going to be long term, maybe more unemployment, depending on our adoption, but I don't know. Right. I know certain areas are going to demand more. And on the economy, we're watching certain areas get hit more than others. I'm like, interesting. Where are you seeing them get hit? And I ask more questions. And that's the key. This is what I want you to do with this, because this opens up so many doors for you because your job right here is to listen on all of these next six. After today, they're going to see that it's all about providing value by listening, providing value by actually providing value and making people feel like they matter in your life, because they do. So you're giving them something. In this case, I'm listening and I'm giving them my time and I'm making them feel significant, because they are. And so now they're going to come back and say, well, the economy is this and this and this, and the war is this and this and this. And I'm going to be like, great. And then you know what's going to happen? This is where we're playing checkers. I'm sorry, this is where most people are playing checkers. We're playing chess. I want you to play chess on this one, they're going to say, well, Tristan, what do you think? And that's all I've been waiting for. Because this whole time in this business and in other sales businesses, guess what you've been waiting for? You've been waiting for somebody to ask you that question, but typically you force it down their throat, which is, hey, I'm calling to give you a real estate update. Hey, here's another email on the real estate update. Hey, here's what interest rates are. It's never, hey, what do you think? What is going on right now? And they tell you, you listen. And then they'll ask you, well, what do you think? Because now they're questioning it, because you're the authority on this. And the question comes to me and says, tristan, well, what do you think? Then I say, well, Joe, you know, you're right about the war and the economy in general. I think it's going to be in my conversations. I think it's going to be this or that or this. I'm not sure. Is that how you're seeing it, too? And then they respond back, and then guess what happens? They're going to say, well, is it a good time to sell? Is it a good time to buy? I've got a cousin, I've got a brother. Hey, I've got a rental property. All of these instances pop up in different ways. The point is, this is opening up the door for you to have so many other real estate conversations. We've just been approaching it wrong because we're trying to force it down their throat. When they're not ready, we're making them ready or we're priming them, because that's the key. They need to feel like they matter in order for them to open up and want to talk. Hopefully this one helps you. It helps us so much. Every day this week, we're going to be talking about providing value. This is how it looks. Thanks for listening. You Daily Real Estate. It's a podcast. It's a show. Please share this with somebody you think needs to stop saying, just checking in, just touching base, because that garbage doesn't work anymore.