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AgentLocator Live Dials and Expert Talk, March 2, 2022

In this week’s Live Dial Session, Beverly takes over Zan Molko’s CRM. Zan is a Toronto Realtor and is currently facing a tough market. No qualified buyers, low inventory, and rising prices. His biggest problems are follow-up calls.

Tune into this Session to learn how to have great follow-up calls through which you can convey your value proposition effectively. You’ll also hear great tips on how to deal and add value to buyers in a seller’s market.


Bev:  0:03  
Zan, you should have gotten an authentication code.

Zan:  0:10  
Would that have arrived by email?

Bev:  0:13  
Or text.

Crystal:  0:14
You should have gotten a text.

Zan:  0:16  
Here it is. It comes both ways, right? So, 1464. Do you need that?

Bev:  0:26  
Already got it. I'm in. And we do not have; it doesn't appear, Crystal, the blur.

Crystal:  0:37  
No blur? Okay, give me one second.

Bev:  0:40  
No blur.

Zan:  0:42  
No problem for that first page.

Bev:  0:48  
And I don't even think Mercury's in retrograde right now, jacking up all the communications. So, Zan, tell me what is going on? What's happening? What's the rock in your shoe, my friend?

Zan:  1:01  
Okay. So for me, I've been around the block. And most of my business, you know, is by-referral-only. So, every once in a while, things look bleak. And I have got to get some leads. So, I'll come back to this. And I'm a cherry picker because, in our market, I must say, it is very tough. As an exercise last night, I thought, does anything sell for under 300,000, just as a matter of interest?

Bev:  1:32  
Does anything even go in the market under 300,000? 

Zan:  1:35  
There is. Actually, there have been a few sales. There were 14 sales in the last 60 days at under 300,000. But they were all very impossible. Most of them said: You can't get normal financing. You can't get insurance. So, let's not waste any time on that. It's very tough. So, our market is probably one of the craziest in North America. We're sitting at a 22% appreciation over the last year. And as an example, all of the 700,000 to 800,000 condo buyers I was working with in October, in November of last year, now have to be 900,000 to 1,000,000 buyers. 

So, if you can only barely qualify, 700-800, you're not in the picture. And it's like, this is me, that's just too much work. You know, I've had a few calls, and I've reached people, and then they are just looking, and their credit is bad and all the rest of it. But I have, on the odd occasion that I've managed to see, you're just terrific at getting to people and asking them the questions and qualifying them quickly. I tend to speak too much, trying to help people. Rather than, you know: Okay, you're not going to make it, move on. I'm always trying to help people when I can. And you're trying to do that for the long term. 

Because my record is five years from when I met somebody online, until they're not buying, but selling. And the fastest is 10 days from the day I met them until they moved in to a luxury condo. So, and everything in between. So, really, that's in a nutshell, we have a very challenging market for buyers. We're desperately short of listings. And of course, I've been trying to look at who's ready to sell. And that's probably where your skillset comes in. Because you can delve in better than I have, just because I'm not rehearsed, and the other thing, a lot of the calls, as I was telling Crystal earlier, are not recorded in AL. I have multiple systems. I have four CRMs. And I'm trying to shift to AL. But, as you probably know, CRMs, I used to teach CRMs. From top producer down and so on, I really understand them. None of them are perfect. I get asked all the time: Which one should I use? And I say: The one that you have because that's how it is. But unfortunately, there are some things in AL that still are not quite there for me because they don't sync with the calendar as well as I would like. Some of the others do. Some kind of find a fix. But now, I'm committed to for these kinds of leads to stay in AL and use the dialer because I have other dialers. And I'm just hoping I'm not going to get dialed while we're chatting. So if you see a green thing pop up, but it actually won't be on your screen, I'll just try to get rid of it as quickly as possible.

Bev:  4:35  
Gotcha. So, what is the biggest thing that I can help you with today?

Zan:  4:42  
It's always getting started. It's making the first call, which, you know, you have to sort of get up that energy. I'm going to do my lead gen today. People have been trying to coach me for years to do that. But more importantly, as I said, is to get to the nitty-gritty, to abbreviate the calls, and move on. Because obviously, if you can speak to more people in a session, you have a greater chance of actually finding somebody that's going to do some business soon.

Bev:  5:08  
For sure. And the law is in the numbers. And, you know, the industry has so driven that message of "speed the lead", "speed the lead", they have forgotten the consistency of working the leads. And that, I think, is that message that we really need to hone in on just so we can remember the importance of just being in there a little bit every day. It's not how much time you spend there in a day. It's how often you're spending in there if that makes any sense. Because if we create a habit, it's easier to create a habit of 10-15 minutes a day versus sitting down for two hours and poking out your eyeballs and not enjoying the process.

Zan:  6:02  
Yeah. And to add to that focus, the follow-up is the critical part. And this is where I need Crystal's help because I must have a mental block. Because when I've spoken to somebody, and then I'm looking, well, where do I put them so that I need to speak to them again in X days, X weeks, X months. I'm still not following that. If they're a hot lead, I'd make them a task and that I do sync with Google Calendar because then it'll pop up. But if I were to do that, I'd have a multicolored calendar with, you know, no time.

Bev:  6:35  
So, let's spend some time on that. Do me a favor. I had to send you another authentication because the blur wasn't showing. So, I had to go incognito. I want to see if I can get it to show up this time this way. 

Zan:  6:46  
Okay, let's just go there. 

Bev:  7:04  
Yeah, it's there now. Okay. So, what transpired when I was in my own process of not calling leads. I had to create something to divert where my thought process was when it came to not looking at the notes and needing to be efficient. Because I wasted a lot of time looking at notes, thinking that I had to be completely prepared to have the conversation when they answered the phone. And I was always looking at what they were looking at. I was looking at what the last conversations were. And I was doing more just stuff than I was actually taking action. So, that's the reason why I developed the call filter so that my brain could say: Okay, I have to get through these 15, I can get through these 20. Because I love my little online games. I love my little matching games. I love my Solitaire. Because you can go, when you can play a quick solitaire game, and boom, you're done. You're out. You play the game. You feel better. And then you go about your day. And that's really what I needed to create with calling leads. 

What happens is, when we're having conversations, we get so excited about having the conversation, like: Woohoo, I slam-dunked that one. Well, I'm going to close them. We put them into a reminder. And to your point, we don't follow up, or we go, we see it, and we don't know how to follow up. We look at the notes. You're like: Why am I calling them today? What am I going to say to them? And then we talk ourselves out of why not to follow up with them. So, the follow-ups are really a two-fold situation. 

First off, we have to make sure that when we are putting somebody into a reminder, a follow-up, a task, that we are consciously knowing that is our absolute future pipeline. Because we'll treat it very differently if we know we have a 70% chance or more of getting them to the closing table. Because, let's face it, following up isn't sexy. It's that challenge of the unknown that we get attached to when we're calling leads because we see a lead come in, and we're like: Oh, that might be my next closing. They might want to go look at a house today. They might want to put their home on the market today. Which, honestly, we know is like the best chance in hell. It doesn't ever happen, right? But it's the challenge of the unknown. 

So, that's why the follow-up and nurture process is a little bit more mundane. Because the challenge isn't in the unknown. Now it just becomes about: When are they ever going to buy? What are they ever going to sell? Why do I keep following up with them? Because to your point, they could be a year, 2-3-4 years out. But, if we change our mindset and really focus on every phone call, instead of treating every phone call as a conversion, treating every phone call as I'm ensuring my future in this business, because every phone call that I make, I have the potential of feeding my pipeline. So, if we start looking at our reminders and our tasks in our calendar as our future business, the more we have there, the more comfortable we should be sitting, knowing that our business is sustaining itself if we're going to be doing the right things. Does that make sense? Whenever I'm talking about it in a different light of how we think about our reminders, our follow-ups, and our nurtures?

Zan:  11:08  
Yeah, 100%. Because when you first started describing the scenario, you described me exactly. That's the nitty-gritty, the details. I like to know what did we say the last time etc. What were you looking at. Yep, 100%.

Bev:  11:22  
And it's funny when we're on a phone conversation, and we get all of their information. They're going to be moving to Toronto because of this, that, or whatever. They have children that are going to be graduating from university, and they really don't want to start the process until they're out of school next year. But I really want to pay attention to the market. I want to know what's going on. I want you to follow up with me every couple of months. When we set that reminder, and it shows up on our calendar, and we look at it, we read the notes. And we're like: What am I calling this person for? Why am I calling them? And we have to remember that these leads, even though they're exclusive to you in your dashboard because they went online and searched and landed in your dashboard. They're certainly not exclusive in other agents' dashboards. 

Because we can't tell what a person is going to be doing at home by googling or going on Facebook or wherever they go to online. Everyone's just searching, and more than ever, right now, we have longer queue-time with buyers that are searching because they can't get under contract because the inventory is so low. So we're seeing more people searching that have agents right now. And my opinion on that is - they say they have an agent but are they going to have an agent when that property becomes available? Because now more than ever, in my coaching career, am I seeing the frustration of real estate agents. There are so many agents that are frustrated with the buyers right now. Nobody wants to work buyers because we can't - a) if we find them a home, we can't represent them properly because they have to overpay for a home. And b) how much has our income per hour changed in the process. Because of how many homes we have to show, how many contracts we have to write, right? 

We get paid for what we close, not for what we do. So, in my opinion, I don't know if these people that are saying that they have an agent are truly going to be with that agent whenever the time does come. Because there are so many agents that are so freakin frustrated, don't want to work buyers, and they don't know what to tell these buyers when there are no homes on the market available for them to purchase. So, this is a great time to really be having high-level conversations and building our queue. So, it really does become about what is my value proposition that I can bring to the table that is different than the conversations they're having with anybody else. So, that comes to the very first conversation, that comes with upcoming conversations on our nurture. Because even though we know exactly what's going on with the market and the frustration that we're having, a lot of the people that aren't buying right now don't really understand what's happening, nor do they care to know, nor do they even need to know. 

They're just seeing what they're seeing online. They're not ready. They're not in the everyday-to -day. So, those are the conversations that we need to be having with people and encourage them to stay, right? Once we have the conversation and we find out where they are in the process, our next major objective is keeping them active on our site so that they're not out searching someone else's. So, it's having that conversation to be able to: Hey, Zan, I'm just checking in real quick. You may not even; you don't even need to call me back, I just wanted to make sure that you are getting the emails that we're sending over to you. Gosh, I want you to make sure that you're paying attention to the amount of homes that are available on the market right now. Because what's going to happen when our market starts to shift? What are we hoping is going to happen in the spring market?

More inventory, right? So, Mr. Buyer, what I want you to really be paying attention to are the emails that are going to be coming to you. And this is how we can prep the conversation so that it makes the follow-up a little bit easier. What I want you to be watching for is you're going to be getting updated on homes that are coming on the market over the next weeks. What I want you to watch for is the amount of homes that are coming available when those emails come out. Right now, there may only be one a week or two a week. But as we're moving into the spring season, start watching for more homes becoming available. And what that's going to mean for you is there's going to be a little bit more buying power than there is right now. Right now, because there are no homes, buyers really have lost the leverage in that ability to negotiate because we're in such a strong seller's market. 

It's educating these people in the process. We forget to say that they don't know. We think everybody knows what we know because we live it, eat it, breathe it, drink it. But these people that are online looking really don't know the depths of what we're dealing with. And they love being empowered with these little stories. And that's helping them to understand why they need you. And if we can pull out stories of buyers that are frustrated with the market, I was working with this one buyer, and she had been working with legitimately two other agents before they found me. And the process that was happening, the first agent that they were working with, wasn't even showing them the right homes. They were in a completely different market. Not even showing them what they really wanted. And why weren't they? Because the agent was afraid to have the conversation to tell them that the homes that they were looking for did not exist in the location they wanted. So, they just kept showing them in the wrong location. 

The second agent they were using, they got everything nailed down. But then, when it came up to writing offers, they weren't able to position them properly, and they lost like five homes. My job is to make sure that we're going to meet your expectations and explain to you the process, and really help you position your offer properly. We have to have the confidence that we're going to be able to position that which comes to our affiliates. Do we have a lender that will give us aggressive pre-approvals? Are we able to write a cash offer if they're going to be doing financing? Are we able to shorten any contingency times or remove contingency times working with our lender partner to get something to closing? If we need, can we do, like you're in the States, if they are fully approved and gone through the process, and all they need is the confirmation of the address, we can close in 14 days-ish. So, we can literally write an offer without a financing contingency, and we can do like a nine-day appraisal.

Zan:  19:05  
Just to put that into perspective here, two things that when people are looking, let's say between 6 and 7, and they're getting the listings from the 7 from the system, the reality is they're selling between 7 and 8, which is not their budget. And I have not written a conditional offer in five months. They're all phone, no contingencies, unless it's a condo with a status certificate, and it's 24 hours. So, yeah, I absolutely understand all of that.

Bev:  19:35  
Perfect. And another piece that you might want to also look at in your market is, to your point, the escalations are so drastic in price changes that I'm seeing listing agents overpricing properties, because our buyers are right now conditioned that if I'm approved at 700,000, I got to look at $600,000 homes to get to the 700,000. So they're not even looking at homes that are legitimately in their price range. So, we're seeing all over the States they're overselling. In fact, my future son-in-law did it with one of his investment properties. He did not listen to me. He bought a property in a different state. And it should have sold at 450-ish. He listed at 475, thinking he's overshooting the market. He was on the market for over a month, had to drop the price to 425. It took the buyers' eyes off of it because the days on the market escalated. And he got 425 instead of 450. If he had listed at 400, he would have had multiple offers and went 450. 

So, look at your market conditions and look at, because that's a strategy we're using here in the States. And I'm like: Oh my god, we're going about this all wrong, let's look at properties that are over your price range. And then we're going to have some power negotiations. If they're on the market for over two weeks, they haven't gotten an offer, they're overpriced. And it's just talking about little things like that with our buyers. And then another piece of what we can do, because everybody wants listings right now. So, nobody wants to procure the buyer because it's exhausting. But if we procure the buyer, it gives us that leverage to go out and get the listings. Because now we have somebody that's ready, willing, and able, they just don't have the house. 
So, if they have their search narrowed down to a specific location, to a specific school area, to a specific subdivision, a specific amount of bedrooms, bathrooms, criteria, whatever it may be, that empowers us to go in and do a little bit more work into the multi-list. 

So, we can do a few different things. We can hone in on those particular locations, and pull up homes that sold five, seven years ago. They have; how much equity does somebody have if they bought five years ago? Huge. So, going back into your multi-list, looking at the people that bought five to seven years ago, because that's usually the turnaround time that people are going to start selling or thinking about selling is that five- to seven-year range. So, if you pull the listings of people that bought then and go through the history of ones that have not sold in those five to seven years, you have a whole list of potential sellers that you can now market to and say: Hey, I have a buyer that is looking for XYZ, have a letter from your buyer or write in what their situation is on why they are wanting to purchase or why they need to purchase. And say: Not sure if you know how much equity you have. But I would love to talk to you about how much money you can actually make in today's market with my buyer. 

So, use your buyers and tell your buyers, right? This is what I do for my clients. So, the agent that you're working with, are they searching for off-market properties for you? They're like: No, what are you talking about? Well, this is what I do. So, even take that a step further and really zero in on the properties. If they have a specific amount of bedrooms, bathrooms, age of home, you can research all of that and really narrow that search down to be very, very particular in hopes of getting a listing. So, there's data, and I don't know what data you all can use in Canada to get phone numbers. But sometimes, you can cross-check addresses and get phone numbers. So you have your address list that you can mail to. Then you can create that phone number list and also call. 

Zan:  24:15  
It's not as sophisticated here because a lot of people have given up their home numbers and home numbers you could get, but cell numbers are difficult, very challenging.

Bev:  24:25  
Yep. So, that's where it would come down to door knocking. And when it comes to mailing, jumbo postcards, in my opinion, are just a thing of the past. Because the one thing I learned when I did mailings, the person that is the decision-maker in the house is not the person that gets the mail. So, by the time the mail gets to the decision-maker, all the junk has been thrown away, and the decision-maker never gets what they need. So, you want to put it in an envelope that is eye-catching. A priority envelope, right? A card, an actual like card, everybody opens cards that are personally addressed. And I don't know about you, but all it costs is time to handwrite an address on 100. Because if you're that targeted, say, on homes, you send out 150 to 200 cards, asking them: Hey, I have a buyer. I would really love to connect. If you're thinking about selling, you have a tremendous amount of equity, whatever. People are going to open that. So, your open rate is going to be 100%. I promise you. It's going to be so targeted, I promise you if your value proposition on that card is strong enough, you will get phone calls. Guaranteed.

Zan:  25:52  
Send out cards; we do that.

Bev:  25:54  
Yeah, there you go. Sending out cards is very powerful. And you don't have to sit there and handwrite it, right? It already looks handwritten.

Crystal:  26:03  
I think that even if you wanted to do unaddressed, but making it look, like, they have to open something, right? It's not just this flyer that's in, the thing that we all tossed aside; people like to open to see what's inside, right? So, if it's attractive enough on the outside that makes them want to open to see what's on the inside, or you leave something in here on the front of the envelope that indicates that, and that would be your, I guess, faster way of unaddressed admail that would probably have a higher open rate than just a standard postcard.

Zan:  26:37  
It cannot be in a bill-size envelope. It has to be in this size envelope. This is a send-out card just, by the way, I have been using it for 14 years. So, yeah, that's amazing. And we've done research on that because if it's bill-sized, it just gets put in that collection.

Bev:  26:59  
100%. Yeah, absolutely. And you know, and that's where now more than ever, in my opinion, it's easier to convert by having these conversations. Because it's so easy to just throw the buyers away right now and just go: Oh, my God, I'm just so sick and tired of working buyers right now. But if we look at the problem and we become solution-oriented, it changes the game. It's how can I take my problem and really make it a solution and monetize this. And this is really the best way. Because these buyers are going to feel a little bit more committed to you than they are to anybody else. 

Because if they see the mailers that you're putting out, and they see the time that you're spending on it, I have my agent, she sent me on Sunday, she just had a video tour. She had a video tour with our clients that are in Texas. They want one specific neighborhood and one specific neighborhood only. And their home, they have the photos done, their home is ready to go on the market in a nanosecond. We went into a gated neighborhood and door-knocked. And she has been mailing them digitally diligently. And she got a phone call a couple of weeks ago. This couple told us: We have an agent if we do choose to put our home on the market. Okay, that's fine. Have your agent reach out to us because our clients want to buy and they're willing to pay. Well, they didn't reach out to their agent. They reached out to my agent and said: Hey, before we contact our agent, we wanted to reach out and talk to you about putting our home on the market. Are your clients still interested? What price are you looking at? And she was going on a virtual tour last week with this method. It's not a get-a-listing-quick solution. But we're doing everything we can. And that's just one neighborhood. We could do that with multiple neighborhoods. And it's where do you want to exhaust your efforts. And especially right now, we can beat our heads up against the wall on - we're looking at buyer leads, and we have 1000s of them in our database. Well, oh my God, if every single person in that database can't find a home, it's, I mean, that just gives us that recipe to go out and get the sellers, get the listings. Never can guarantee that marriage is going to work, but if we're strong enough in our presentation skills and we're strong enough in our confidence to be able to convert, it's a no-brainer.
So it puts calling leads in a different perspective. It puts conversations in a different perspective. Hopefully, that lit a little fire. Did it excite you?

Zan:  30:03  
Or remind us of all the things you know you need to do and you don't, you forget, so thank you. Yep, absolutely.

Bev:  30:09  
And, you know, it's that thing where we just get so frustrated, and it's just, you're like: Oh my God, I have to call these friggin leads, right? Or I have to call these people. And it's, we get in those ruts when things aren't going well. And our brains just go doom and gloom. And it's difficult to get out of that space to do what we know we need to do. So, to your point on cherry-picking. What do you do when you open up your dashboard? What do you do when you go in there? Like, what's your typical habit?

Zan:  30:47  
I mean, asides from looking for a real email and a real phone number, because let's say 20-25% are incorrect numbers or they're just numbers that they've put in. Because you see from the text, this is not my number. So, that's the first thing, check they look legitimate, great. Then, okay, this is me. Oh, what, 500 to 600? Forget that. You're going to buy a front door in some neighborhoods here. The average selling price for a detached home in Toronto is about 1.9 million. So, it's just crazy. So, you look at that, and you think, like, do I really want to run around? And where am I going to go? And then here's one of my questions, is when somebody comes in, who's legitimate, got financing in the 6 to 7 range. I say to them: How far are you willing to move from your desired neighborhood in order to be able to afford a property? Because that's what it is. Like, forget the central core. How far east or west are you willing to move? And for some, it's an hour in a completely different community. And then I just refer to my gang, right? So, that's it. That's really been a kind of laziness. So, somebody’s then like a 1,000,000 to a 1,200,00? Oh, you got my attention, right? Now, let's see if they can afford it. And then, unfortunately, a lot of those were not good phone numbers in the past. And then I think it's not worth it, and then I forget to do it. Then I have to call Crystal every few months, and she gives me a shot in the arm, and I get dizzy again.

Bev:  32:23  
So, let's just talk about the bad phone numbers for a minute because they're actually my favorite. Think about the bad phone number person. There are only two reasons: they made a typo, or they genuinely don't want to be contacted by phone. If they purposely gave you the wrong phone number, they're doing that on every other website that they're logging into. So they don't have anybody calling them. And every agent that has bad phone numbers on their website ignores those leads, to your point, right?

Zan:  33:03  
Now, unless they're over 1,000,000, then I'll send them an email. I tried to reach you at such and such. Unfortunately, we couldn't connect. What would be a better number for me to reach you? And again, if, as you say, if they're going to do something, they'll respond. What I have started to do, I've been lazy, is sending them a video email because that's more personal and so on. And, you know, you either scare them off because they don't like your face, or they'll call you because they do.

Bev:  33:33  
Exactly. And it takes more than just that one email. Because why it's so important to be in, I'm going to say like shaking the leaves off the trees all the time in our dashboard is we don't know when that opportune time is for the person that's been looking at homes for the last days, months, years. We don't know what day Christmas is for them, right? The only way that we can position ourselves to get lucky is if we're having enough conversations. Sorry, I have a little puppy that we just got. It's like four pounds I heard chewing on something is doing. 

So in order to position ourselves to get lucky, we have to be working our leads because that is what's going to put us in that Oh-my-gosh timeframe, getting them right at that opportune time. But if we're not working our leads, we'll never be able to get them at that opportune time. So when we're looking at bad phone numbers, if we send an email out today and say: Hey, I'm trying to reach you by your home search, but they're still a year out, or they're six months out, they're not going to respond. So, working those bad-phone-number leads periodically to get lucky, even though they didn't respond to you today, they may in three months, they may in six months. So, it's having that system of: Okay, I'm going to have a bad phone number campaign that's going to fire off about six emails over the course of the next month in the attempt of getting a phone number. After that, you can look at your bad-phone-number people that have been actively engaged and send something out. Hey, I see that you've been looking at some great homes. I was just wondering when you would be wanting to tour something. Don't go right for the phone number when you send that email out. Warm it up a little bit. And one of the emails that works really well is you can send it out and say: I had showings this weekend canceled with an out-of-town buyer. Is there something that you would like to see that's on the market? And that just kind of: Oh, yeah, I want to go see a house. Because all you want to do is get a conversation going. Hang on one second. I'm sorry. 

Zan:  36:22  
It's really cute. We've got one of those. That's five pounds, grown-up, three years. 

Crystal:  36:29
Yeah. So cute.

Bev:  36:30  
So, your bad phone numbers can be very valuable if worked properly. You can just do mass emails. Was that helpful with bad phone numbers?

Zan:  36:43  
Yeah, always. And I'm sure there is a campaign, I think we addressed that, in the system. I just have to activate them.

Bev:  36:50  
There you go. And in your filters, you can go all phone numbers that are invalid. And you can just pop the campaign on everybody at one time. And then just see what leaves fall. So, what I did, I did go into your system. And let me share my page here.

So when I cherry-pick, I like to cherry-pick with the highest opportunity. And I know that you're definitely price-driven, for sure. I totally get that. That's something I honestly don't even look at. Because I like to have fun just with the numbers, I'm like: Okay, I have 100 people here, how many can I get through? Right? Like, how can I take the 100, how many conversations can I have with these 100 people? How many am I going to confirm as a bad phone number that I haven't confirmed yet already? And how can I get this list down to like 60? That's more my game than I have to convert a buyer. That's just what I have to tell myself to make it exciting. Because if I sit here and tell myself: I have to call 100 people to try and get an appointment. It just doesn't excite me because it's not going to happen, right? That's what my mind says. Like: Oh, yeah, you want an appointment? Well, no. My leads suck. Like, these leads aren't right. That's what we tell ourselves. So I don't even set myself up for that. I just want to play the game. I just want to put my quarter in the slot machine, pull the lever and see what happens. You may spend a shit ton of money and not win anything. Or you may put a quarter in and hit the jackpot. You never know. And that's the fun of this if we can work it that way. 

So, the slot machine after you get it set up, so my priority list has gone from people that you've never spoken to not set, new lead, tried to contact. We don't know if the phone number is valid or we've confirmed that it's valid. And they've been active over the last 30 days. So there's the list of 100 potentials. I'm not even looking at the price. We can look at it by who's registered. And this is what I love because if they've been active over the last 30 days, I want to show the most recent first, and we can sort it by when they registered. No, actually, I'm sorry. I want to do the most recent last. Because the longer that they've incubated in my system, I feel the better the potential. 

Oh, this is fun. Yeah, and these phone numbers aren't yet confirmed. So, this list of 100, if you save this list, and it's 100 people, as soon as you move people out of not set and contacted or as soon as you mark them as a bad phone number, let's say we call this one's a bad phone number, you're going to be down to 99. You call this one. You have a conversation. You're going to move over to contacted. You're down to 98. That is what thrills me. That's what excites me and then to be able to sit here and go: Oh, freakin 2013. They just had activity nine days ago.

Zan:  40:46  
Okay, actually, I've been in touch with them on and off in the other system. I have to bring it over. 

Bev:  40:53
Okay. And what about this one? 

Zan:  40:55
Oh, that one is really strange. From years ago, I met them, and she's in the system, and it's really odd. We should move on because it keeps sending me an indication that she's going to be selling the property. She's still a tenant. So, yeah. Next one. David So is actually my mortgage broker partner. He's just in the system we play. That's somebody that I've spoken to, actually. Esterina. Yeah, Brian Green was pretty nasty.

Bev:  41:40  
Nasty meaning what? 

Zan:  41:42  
Being just very unfriendly on the phone. It was like: Okay, I don't need that today. Moved on.

Bev:  41:49  
And how long ago was that?

Zan:  41:51  
Again difficult for me to stay in here because it would have been in the other system

Bev:  41:56   
Yup. There we go. It's just really slow. I hope the connection's okay if he answers. Oh, you know, I'm incognito, that's why it's.

Zan:  42:44  
Actually, I may be confusing him with another.

Bev:  42:46  
Hey, Brian? 

Brian:  42:48

Bev:  42:49
This is Beverly. I'm just doing a quick check-in. You've been online looking at some homes in Toronto and just wondered if you have plans or what you might be looking for. 

Brian:  42:59
What do you mean?

Bev:  43:01 
You've been looking at homes online, real estate? 

Brian:  43:03
Oh, no, no, no, no. Just for interest, that's all.

Bev:  43:05
Oh, so, no future plans? 

Brian:  43:07
No, no, no. 

Bev:  43:08
Alright. Well, thank you, Brian. You have a super day. 

Brian:  43:13
No problem. Goodbye. 

Bev:  43:26  
Just looking, for fun. 

Zan:  43:27
It's actually not the person I was thinking of. This person is on my other program called getting listings. They receive those postcards you alluded to. Not with equity, but, you know, we've got buyers, etc. And, yeah, not interested in moving.

Bev:  43:43  
Alright, so let's tag him. Do we have a No Plans? I think that might be under Future Opportunity.

Crystal:  43:59  
Yeah, it's a not-buying-now one.

Bev:  44:04  
Because I did have a new tag that was No Plans.

Zan:  44:12  
I have so many tags here. I have spent so much time looking. 

Bev:  44:16  
Okay, so this is good. This is coming up. Because the reason that we have these little FO's and the C and the LL, that is to keep them all grouped together so that we don't have to always look. So, Buyer Lost, up here. There's no real way of converting this person. But I look at a database as this is data. And it might be good for somebody at some point. So, all I want to do is keep them out of my call bucket of priority because if I've already talked to you, it's like I'm putting you on the shelf in a store of an aisle that I never go down. But just in case, the Buyer Lost is there for us to organize the conversations that we've had. So, I look at him as; I don't even see Buyer Lost, Not interested.

Zan:  45:21  
He actually was a seller lead. Yeah, initially. And I offered to put him on, or got him to go on.

Bev:  45:35  
Not selling. So, I don't know why you have two not selling.

Crystal:  45:41  
It's because he downloaded a bunch of; it's a bug because he had them all in his system when we added them. And then we updated that feature. And now it's duplicating something. So that's why there are two. The ones that are matchy-matchy colors are the ones that were originally there, and then, yeah.

Bev:  46:01  
Okay, I'll just do both of them.

Zan:  46:04  
I have to go in and clean some of that up and delete them.

Bev:  46:07  
That's why I just put both on there, so there was no margin of error. But the fun thing is, we now took that list of 100 down to 99. So, when we have fun, and we're just organizing, and we're not thinking about the conversion, that's where my high comes from. It's like: That's one lead that I got organized. It's, I don't know, like, whenever you think about unstocking and putting things on the shelf, it's like spring cleaning your closet. It just feels good to purge. And that's how I look at calling my leads. It's like: I'm just jumping in there. And I'm just purging. I just want to know where you are in the process so that I can move on and I can keep my list of priority leads. Because the more conversations I have, the more I'm positioning myself to get lucky.
So it's always thinking about who would be the highest priority. If I were to cherry-pick, who would be my highest priority people? It'd be people that I've never spoken to. And we can clearly see here, to your point, there are some of these that need to be reallocated somewhere else because you have had conversations. But they're actively looking for a reason. And maybe they just love HGTV, and they just like looking. Like someone like him, they just like to keep up to date with the market.

Zan:  47:40  
Yeah, so, like, Damir is a good client of mine. He's actually an amazing story. So, he's just in the system, but I'm in touch with him every like two months because we're almost friends. I've got his son a house. And he's not looking to move right now because of COVID. Similarly, the guy below, Mike Shapiro, got his mother a condo. He's not moving. I mean, he's just in there for fun. Go down, Marcie Weinman. Similarly, they have their house. She's not well. They're not moving until she's no longer living in a home. Esther, I can't remember at all. Oh, only two thousand and something days.

Crystal:  48:37  
She's bound to be ready.

Bev:  48:43  
So, this is like 1.2 to 4.6 million, or is it 1250?

Zan:  48:49  
That's, well, that's kind of odd.

Crystal:  48:53  
Yeah, it's usually the million. If you scroll down to her search, you might be able to see that. She's getting it through the back, and if you go into the buyer tab down below, it might tell you without having to go into her search. Because she's receiving listings through our old, our previous platform, so what are the buyer detail info tab here. No. Yeah. Okay. Doesn't have, hmm. Yeah, it's tricky to look from here because it's set up for the old system, but if you go into more details, it'll show you the price point of the home. You'll see if it's a rent or sale. Yeah, they're a million.

Zan:  49:44  
Okay, you got my attention.

Crystal:  49:54  
She found a home like that. She probably has something similar to it. So, maybe, unless you won a lottery.

Zan:  50:00  
Or she's looking for her children. 

Bev:  50:04  
Gosh, I wish I had parents like that. 

Esther? Hello. This is Beverly. I'm just giving you a quick call, Esther. You've been online looking at some homes in Toronto. And just wondered if you have plans or what you might be looking for.

Esther:  50:32  
No, no, I always look when I see something come up. I just do a comparison. But no, I'm not in the mood to move, thank you.

Bev:  50:42  
What about future plans? Are you kind of in your home forever? Or is there a future maybe that you?

Esther:  50:48
No, I'm not a condo person. And right now, I can't see moving for quite a while. So, I've still got time to stay there. Things are not moving. 

Bev:  51:01
Alright. Well, Esther, no big deal. You've been getting some emails from Zane. 

Esther:  51:09
Yeah, I always look.

Bev:  51:11
Yeah, perfect. Well, I'll just make a note in here that there's like no plans and continue looking away. Let us know if you have any questions. 

Esther:  51:17
Okay. Thank you, bye. 

Bev:  51:10
Bye, bye. And then I'm like I said, Zane. It's Zan, right? 

Zan:  51:29  
Yeah, yes. America's amazing. All the Americans, including Joe, stumpf. After 23 years keeps calling me Zane.

Bev:  51:36  
As soon as I said it, I'm like: I think it's Zan.

Zan:  51:39  
Zan. Yeah. Just an abbreviation of Alexander. So, that's it. So, think about that, Zan.

Bev:  51:56  
Well, and why I went into it a little bit more, like, is this your forever home? Or do you plan on moving? I already lost her. She's not going anywhere. Oh, no, I'm just looking, and I have no plans. Right? It's like, well, I want to know, just tell me a little bit more. I don't care if you hang up on me at this point. I just want to know, like, a year, two years, 10 years. And legitimately, just know. She doesn't know. And I can say that I'm that person right now as well. You know, we have a restaurant a half-hour from our home. My fiance just bought where we're living two years ago in June. And I'm like: Let's just freaking sell and go rent. Let's just go rent by the restaurant. Because right now, right, our gas prices are tripling here in the States. And when I'm looking at how much we're spending on gas, how much we spend on time driving separately because our time schedules are off. Unlike what we're paying in our mortgage, to what we would be saving, let's just freakin cash out and move. But it's just really a thought in process. What has to happen to make me move? A really damn good rental has to come on the market to go that I could not turn away. 

So, no conversation that I could have with anybody would expedite my process. No conversation I would have with anybody would change anything. It's just really getting all the fields, right? Because moving is one of those things where people do think about and, to her point, I don't feel like moving. I love this. I don't feel like moving. I'm like: I hear you. I don't feel like moving. We just did it two years ago. But there's a want, there's a desire. And with her, I think the same situation, right? There's a desire for change. But what's that reality? And why it's so important for us to communicate with leads. And this is why I love categorizing them, right? Because when we make the call note on Esther, and we're in a webinar like this in two years, you're like: Oh my Gosh, like, you can go back to the tag of not interested or not looking and just revive that conversation. Because the notes will reflect what, you can even listen to the conversation; it's recorded. You just never know what's going to happen. But if we're not having those conversations, we're not positioning ourselves to be at the right time.

This is fun. We're two for two. Now, do you know, can you tell if she was a seller lead? Or she, looks like she was a buyer lead? Yeah?

Crystal:  55:12  
If you go down, you'll see her lead type, how she came in.

Bev:  55:18  
I think it was through the website, I think.

Crystal:  55:21  
But if you go up and go into the lead data, down, left, left. No, down, down, lead data? Up. Left, there we go. It'll tell you, and then the lead type. So, she's a seller. 

Zan:  55:45  
She came in through the StreetMatch. Yeah. Okay.

Bev:  55:47  
So, I would tag her as a Not selling. So, that's a seller, lead. So seller. Lost, not selling. And these, as I said, when you're categorizing, this is like restocking the Oreos on your shelf, right? We can go right to the cookie aisle and go right to the Oreos and right to the double stuff. So, when we look at seller not selling in two yours, and like I always look at my tags as my extra credit. Because it's not something you're going to jump in here as a high priority. But if you have a cancellation, you can always go back and pull the people in your tags, six months from now, a year from now, if you're just starting the tagging process, it becomes very valuable in the future. When you pull everybody that's not selling, you can see when that phone call was made. And you know, when you made that phone call, that's when you moved them and put them in the tag. And if it's been a year from now, and you see that they were just looking like three months ago, ask her: Hey, you know, it's been a year. I'm just wondering, has anything changed? I see you're still looking. Are you curious about what's going on with the market?

Zan:  57:17  
Yeah, and what I just noticed, she's been in this so long, she's not getting my weekly market watch. I send out commentary on the market every week to about 3000 leads. And she was in even before I put the AL people on it. It's a must. Because my last commentary was if you're selling, you should be selling now because things are going to change. The whole world is upside down. Interest rates just went up today in Canada.

Bev:  57:49  
I think they bumped up here too. I know we were; my fiance is looking at refinancing our investment property. And we were on our way to work this morning. We were on the way to the restaurant this morning. And he changed the radio station because he's like: I don't want to hear about interest rates going up. So, I think, so, you see how we now have it down? We had two conversations. We got it down to 98. It's just a fun game.

Zan: 58:15  
You make it fun. You have an amazing approach. That's why it's wonderful listening to you.

Bev:  58:20  
Yeah, just ask people. Say: Hey, I saw you're online, looking. Just wondering, do you have plans or what you're looking for? And they'll tell you, or they'll hang up on you. Next. So, I'll save this.

Zan:  58:38  
So, now, what this is, yeah, just remind me, what was that little box you're typing in? 

Bev:  58:45  
Oh, that's, I saved that search.

Crystal:  58:48  
She saved it for you. So it's in your saved filters now. 

Bev:  58:53  
I saved it in your personal, so it's going to be right here, today's call list.

Zan:  58:59  
Okay. Yeah. Because I'll be reaching out to you again for less than that. I can't get that into my head. I got confused. And the last session, it was great. But yeah. 

Crystal:  59:14  
Sounds like a plan. So, you have 98 leads in a bucket that you can now organize that are, in my opinion, your highest priority out of your couple 1000 leads. And even if you're like: Oh, I have to put them on a Market report, right? It's triggering something.

Zan:  59:31  
Yeah, absolutely. So, just that lead, for example. If I wanted to follow up, where do I put her in that it'll automatically come back into my call list in, say, three months?

Crystal:  59:42  
You can put the tag for quarterly check-in, and she'll go into your quarterly check-in filter.

Zan:  59:49  
And that quarterly, when does the date stamp, so, today's the second of March?

Crystal:  59:55  
It's 90 days from the last time you called them? It's all based on days. 

Zan:  1:00:03  
All right. So we have to do that by tag. Okay. 

Crystal:  1:00:05  
Yeah. See, if you tag her with quarterly check-in, then you'll be able to see if it pulls up anyone that was in contacted. You got Grace in there right now. 

Bev:  1:00:13  
Yeah. So this is, you know, what I look at as just coming in here and just touching your database. I'm not the proponent of telling you to spend two hours a day in lead gen. Because if you're just in here, 10-15 minutes a day, it's just that consistency, right? And with this video, it shouldn't take that much time, honestly.

Zan:  1:00:36  
Yeah, no, that's wonderful. We'll have to do this again.

Bev:  1:00:45  
Well, I thank you so much for trusting me with your leads. I always enjoy it.

Zan:  1:00:51  
No, we can definitely, Crystal, if…

Crystal:  1:00:54  
I'll keep you on the list. And that way, whether we schedule you in one of the coming months or if I have a cancellation again, last minute, and you happen to be open, then we can definitely.

Zan:  1:01:06  
I'm usually good for cancellations. Just the rest of the month, I'm back in LA.

Crystal:  1:01:12  
Okay, no worries. So, good. 

Bev:  1:01:14  
All right. So, I might see you in April. 

Zan:  1:01:18  
Yeah, it could be, absolutely. Thank you. 

Bev:  1:01:24  
My pleasure. I'll see you in a couple of weeks. 

Crystal:  1:01:26
Sounds good. Thank you. Bye.

Bev:  1:01:29  
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