In the latest series of the Agent Rise Podcast, Neil Mathweg and Mindi Kessenich take us on a deep dive into the complexities and strategies of acquiring listings in the current real estate market. The journey begins with a candid reflection on personal breakthroughs and the subtle art of understanding client hesitation.
One pivotal moment comes from Mindi’s revelation about overfunctioning—how it creates an illusion that one must prove their worth excessively before asking for business. This mindset is a common trap for real estate professionals, often hindering their ability to connect and convert leads effectively. The series emphasizes the importance of introspection and confronting personal barriers to growth and success.
Neil and Mindi also highlight the underestimated power of your sphere of influence. Contrary to popular belief, the people you’ve helped in the past are not just past clients; they are potential gateways to new opportunities. Engaging with your sphere, whether they are settled with a “honey of a rate” or not, can open doors to referrals and new listings. It’s about maintaining that connection, reminding them of your presence in the real estate realm, and positioning yourself as a resource for their investment aspirations.
The duo also introduces practical tools like HomeBot, a sophisticated system that aids in keeping clients informed about their home’s value, fostering regular interaction, and cementing your role as their go-to real estate advisor.
As the series progresses, Neil and Mindi plan to unravel more strategies, focusing on different market segments and innovative ways to secure listings. Their conversational, insightful approach makes the Agent Rise Podcast a must-listen for any real estate professional aiming to thrive in today’s market. Stay tuned, engage with your sphere, and be the reason someone smiles in your real estate journey today!
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If you’re like most agents, you have a pile of leads in your CRM that have gone cold. You know there’s an opportunity there, but you’re just not sure how to bring these leads back to life.What email(s) should you send? Just checking in? A long email that explains why they should work with you? Or set them up on a long drip campaign teaching them about buying a home?Great ideas—in some contexts—but not here. They won’t work.Here’s what you do instead:
Are you still planning to buy a house in [city] this year?
I want my motivation to match your motivation. I scale from 1 to 5, with 1 being “just-looking” to 5 being “get me in the house tomorrow,” how would you rate your motivation?
Send these messages as emails—or even better as texts. They’re fantastic because they get a quick response, and they get the conversation started. That’s what you want. Once the conversation is started, the lead is revitalized, and you can give them the attention they need based on their level of motivation.
If you’re like most real estate agents staying in touch with a buyer to the day they are ready to buy can be difficult. We know the fruit is in the followup, but we often lack the system in doing so. Drip campaigns are great, but when your email goes to spam your email does no good. Then add the fact that the average buyer meets seven agents before they buy, how do we assure we’re the agent they hire when they buy their house? Today we are going to cover this and I’m going to present you with a challenge.
Today we are going to talk about coming up with a followup plan that helps you close more deals every year. I’m also going to present a challenge to you. I’ll tell you all about it but first…Why do we struggle with following up with people and staying in close contact with them until they are ready to buy?
We don’t understand the dream phase and we want instant gratification.
When someone doesn’t return our call we overthink it.
We don’t give the customer what they want.
We are sleeping in the harvest and I want to help put an end to this. I want to help you convert more leads and have an idea to start a conversion challenge. I want to help you get 3 accepted offers in 21 days. One a week! I want to help you form a habit.
I’ve just launched a free resource called Secrets to Winning Listing Appointments, and it’s available now on my website: agentrisecoaching.com/listingsecrets
If you’re doing everything right you should be getting plenty of leads—lead-conversion is a far more difficult process. Nobody likes following up on leads, leaving voicemails, and endlessly getting no return phone-call. This episode of Agent Rise is all about helping you reframe the way you look at lead conversion while giving you practical strategies to utilize.
Stop asking and start giving
Everyone—buyers and agents alike—hate follow up calls. You end up leaving a voicemail saying “Hey, just following up on such-and-such, please call me back and keep me in the loop about where you’re at in the process”. Click. Usually, you’re left with no response. It’s frustrating and seems like a waste of time.
But what if you stopped leaving the world’s lamest message and offered them something of value?
Wouldn’t that call be so much better if you took the time to research houses and left them a message saying “Hey, after we talked at the open house last week, I’ve kept my eyes open and I think I found your perfect house! Call me back and we will schedule a time to see it!”.
All-of-the-sudden, you start getting calls back. Why? Because you gave them what they were looking for. You’re starting to speak their language. With a little effort on your part, you’re one step closer to converting a lead.
Don’t let a buyers ‘dream phase’ become a missed opportunity
Many buyers go through a dreaming process. They’re looking at available homes, daydreaming about what they want, and just barely dipping their toes in the water. You could connect with them and find out they’re not ready to buy until next year. Don’t simply shrug and move on! A real estate purchase is probably the one thing in their life that they dream about the longest.
They can take months or years to make a decision. That’s just life.
Even if they’re simply dreaming, you can still get the process rolling. Offer to meet with them and talk about what they’re looking for. Connect them with a lender to make sure financing is in place. Reassure them that you know they’re not ready, but that you’re available when they are. Just being available and giving keeps you at the forefront of their mind—and sometimes can speed up their timeline, too.
Get a lead-conversion system in place
The #1 thing you can do to make sure you’re not letting leads slip through your fingers is to get a system in place. It doesn’t have to be complicated. In fact, my system consists of two phone calls.
Call them and find out what their search criteria consists of. What interested them about the house they inquired about?
Use their search criteria they provided and match them up with houses that are the perfect fit. Call them and let them know what you found!
You are consistently offering them something of value. You aren’t working to convince them to work with you. Eventually, with the effort that you’re putting in, you will compel them to work with you.
Never forget that consistency leads to mastery
If you’ve listened to the last two episodes you know we’ve been talking about keeping the promises you make to yourself and the impact it has. Consistency in keeping those promises builds integrity and brings you dignity. Too many agents I’ve worked with have the systems they need and I have provided. They know the system works—and works well.
But for some reason, they’re not implementing the system. Those agents are lacking personal integrity.
It’s blunt, but it’s true. You need to claim that you’ll implement a system and then do it. Keep making those follow-up phone calls. You will eventually get your call back—even if it’s to tell you to stop calling. You have to try if you want to get any results. Even if the results are lessons. Remember that consistency leads to mastery and that you can do anything.
So practice being consistent. Get a lead-conversion system in place, start following-up, and start offering something of value. Then connect with me and let me know how it’s going!
