KGCI: Real Estate on Air - Adding Value: The Key to Building a Real Estate Business

Episode Date: February 9, 2026

Summary:This episode with host Sara Delabsig is a tactical guide on the importance of adding value to your clients and sphere of influence. The discussion focuses on a simple, consistent, and repeatable system for providing valuable information that keeps you top-of-mind. It emphasizes that a great real estate agent is a resource, not just a salesperson, and that providing value is the most powerful form of lead generation.

Agent PowerHuddle is a daily jumpstart, giving you all the tools you need to create an amazing real estate career. Led by top experts in the field, you'll learn how to sell more houses in less time while creating the life you want. Welcome to the Agent Power Huddle. Hello, hello, hello, everyone. What's going on? It is a lovely day today. And welcome in. If you're watching this live, thank you for being here.

And if you are listening to this on KGCI, well, thanks for listening. And if you're watching it on YouTube, then that's awesome too. But today's topic, I think, is really necessary. And it's, especially with what's going on right now, you know, with all the gnar stuff. And, you know, just agents getting kind of burnt out with interest. straights. Well, they did drop a little bit recently, so things have improved. But, you know, we're going into the fall. And most agents like to take all of, you know, all of the winter off a lot of people do anyways. Um, so today's topic is how to reignite your passion for real estate. And I honestly did not know what I was going to talk about, uh, until, well, pretty much yesterday. Yesterday, yesterday. Yesterday, it was. was speaking at an event called commit or quit. And it was put on by Wendy Goss with 24 incredible speakers. It was so much fun. It was like 15 minutes for every speaker. And it was

no breaks. And everybody did incredible. And it was like, it was just an awesome format the way that it flowed with the 15 minutes per speaker. And everybody stuck to it and did an incredible job and gave tons of value in 15 minutes. So you can do a lot for 15 minutes. And And the very last speaker happened to be Brent Gove and he dropped 10, like 10 items to like reignite your passion for real estate. That's what I'm going to call it. He didn't have he didn't exactly. He was just like, here's 10 things I'm going to share with you. He didn't have like a topic that I know of. Maybe it was like how to, you know, crush it in Q4 or something like that. But I'm going to make this kind of evergreen because I think it's necessary like regardless of what time

you're listening to this because I know people will listen to this late. and it could be a year later. We don't know. But it is still relevant, at least right now. So that's what we're going to talk about. But first, okay, so you know when you're scrolling like through Facebook reels or Instagram reels or TikTok reels or YouTube short and a video comes up and you kind of chuckle at it and then later on you you're like, oh, I wonder if I like that video because now I want to reference it. Well, I have been looking for this video that was a joke. about real estate agents because it's going to help me make my point. I have been searching for this video for like 12 hours now, maybe, maybe longer. I wanted to use this video for yesterday's commit or quit the event. And I cannot find this video. I have tried asking chat GPT how to find this video. So basically the bottom line is it was a comedian and he was like,

why real estate agents are not your friends or like why your friends are not, why if you have a friend who is a real estate agent, they're not really your friend. And it kind of goes like this. So I'm going to try to retail this joke. It's not going to be nearly as timing. You know, the delivery and the timing, you're not going to be nearly as good as it was. I really wanted to share the video, but I can't.

So here we go. So he says, you might have a friend who's a real estate agent, but they're not actually your friend. And I'll tell you what. Invite them over for a game on Sunday. And they're going to say that they have an open house or they have this or that and they're not going to have, they're not going to be able to do it. And the next thing you should tell them is, okay, no problem. well, I just inherited this $1.2 million home.

And I was, you know, just wanted to talk to you, but I'll talk to someone else about selling it. Or, you know, I wanted you to come check it out and list it. Right. And before you can even finish the sentence, they're already probably knocking on your door. So that's kind of how the joke went. And I think it's really representative of why I do this,

keeping it real estate podcast, and speak at events and all the things. Like, I say, I don't get paid for any. of it, at least not right now. I have to pay to speak at the events that I'm speaking at speaking at EXTCon in Miami, October 28 through the 30th. And I think we're speaking on the 28th. It's me and Wendy Goss teaching her luxury expired listings format and she'll be teaching that and I'll be teaching the follow part of it. It is the FISBO's an expired session. So yeah. Isn't that so excited? Isn't that so exciting. Like, I've been working this for six months to get this and we accomplished it. It's not

exactly what I want it because it's more of a panel, but still, we had to crush this and then they'll see, oh, okay, we need our own session. So, if you are going to be at EXPCon in Miami, then come check us out in our expired session. And if you're not going to be there, then hit me up and I'll help you get there. That's a good time. We'll do that. Okay. So the point of the joke, that I made. It's not really a joke. It's kind of real. And what I was trying to say is like why I do this, even though I don't get paid. And even like I get I get really stressed out about coming up with content and like trying to make sure that I'm adding a lot of value, a ton of value and share all the things that are going on in my world and and all that. And my husband this morning was like,

because I get stressed out. He's like, he's like, well, why do you do it? I think because I have something to day and this industry needs to change. This industry needs to change because if that's how we're perceived, if people are like, oh, they're not real estate agents aren't really your friend. They're your quote unquote friends, right? They're there to remind you that they'll sell your home. They're there only when it has something to benefit them. And that's annoying to me. That is literally like why I started speaking on podcasts and teaching. follow up and talking about this stuff because I, I just think it's like it. Can we not be those people? Can we not be that that type of agent that doesn't really care about somebody? And I know we hear

a lot of things out there about, you know, how to add value. And a lot of agents do it right and a lot of them don't. So obviously there's a very low bar. I've said this before to get into real estate. We all know that. And some of us do us dirty. Give us a bad name, make us look bad, especially lately. with all the chaos. So with that being said, I want to talk about some of the things that we can combat those stereotypes or those, you know, perception of agents being greedy,

arrogant, manipulative, salesy, aggressive, you know, all of that stuff. So how do you do it? Well, let me get into my bullet points now. Okay. So while I was trying to find this video, just a side note, while I was trying to find this video for the last 24 hours to share it, I came across so many videos that were like negative about real estate agents too.

Because I was typed in like, you know, comedy about why real estate agents aren't your friends or why realtors aren't your friends. And there were so many hate videos about agents just being nasty and being like not good people. So we got to we got to really try to change it. We're overpaid, right? We hear it all. So we have to educate. We have to change the way we're perceived.

We do that by keeping it real. Keeping it real estate. We tied it all in together. The nice little segue way there. Wrap it, wrap it up with whoa. Okay. So the 15 minutes I had yesterday to talk about committing or quitting or like reigniting your passion for real estate, going all in, that kind of thing.

I really wanted to add value that people can use. And I think the most valuable thing that people can hear is be yourself. Don't try to be someone else. You can literally find anything you want on the internet to agree with you and your views. If you are in sales like me in your ISA or whatever and you look at videos about cold calling, then you will find nine million different ways to make a cold call. One person says, don't say hi, is this crystal? One person says, just go right into it and assume it's crystal, right?

And then there's nine million different variations of that. And they all tell you and they all have conviction about what they do and how they do it. It may work for them. And so that's why I say, be yourself. You can pull things from other people. This is one of the ways that I learned how to be who I am on the phone, which I was called timid. And I've never been called timid except for this one time. When I first started selling real estate coaching, the owner of the company, the owner of the

company call me timid because I wasn't pushy. I wasn't I wasn't like the other you know salespeople that were like aggressively pursuing the appointment without you know oh if if they there's this whole thing like if you haven't been told no three times and you haven't really tried right I'm not trying to do all that I'm trying to treat people like human beings and not like a sale okay so that is one of the problems we have with real estate is that people are just looking at people like leads like money like dollar signs let's stop doing that that's one way to do it okay so another way to do it um be honest don't act like someone you're not be honest right this might be difficult um but i don't think it should be i don't think it should be if we're honest like if we're telling people what we

understand and do your homework too like don't just spout off stuff like if you say you're an expert in something then i hope i hope you really are like actually do your research, do your homework so that you can educate your clients. Because the person that has the strongest point of view or the most passion, obviously is going to be the one that influences the room, right? We've all heard that before. And so when you know what you're talking about and you believe in what you're talking about, that's why everybody can teach all the different ways of doing things

because they believe that that's the right way and it has worked for them in some format or another. So be honest. manage expectations don't over promise and underdeliver and know your why okay why did you get into real estate in the first place i'm going to tell a story um when i was about 19 i was a high school dropout and i decided um well i prayed about it and i felt like god told me that i was meant to be a teacher and so i started going to school to become a teacher. I had no high school diploma. I had I dropped out and well I kind of got kicked out of school in 10th grade. I'm like no credits, not even going to lie. Um, and I went in and I tested at a community college and I was able to get my AA degree simultaneously with my high school

diploma. So I got to pay a lower amount. So the moral of the story is that I went to school to become a Teachers, we all know, don't get paid hardly anything. At the time, I was an assistant planner for a land serving company, which my family owned. And I made a hell of a lot more than a teacher. And I went to school, no joke, for like 10 years. I went to work full time in the day, make my, you know, my double whatever I would make as a teacher, and went to school at night just to become a psychology major at UW so that I could go on to be a teacher. on to be a teacher. I never ended up doing it because other things got in the way, but I didn't

care about money. That was the point of this. I went to, I had another friend who went to school with me, and they only cared about money. They were like, I'm going to do the degree that makes me the most money. I don't care if I'm passionate about it. I don't care what it is. And, and they looked up online, whatever that was, that they could get their degree in the shortest amount of time and make the most amount of money and they pursued that. Funny story now is that they're actually a real estate agent. But the moral of that story is that when you are passionate about what you do, and this brings it back to find your why, why did you get into real estate? What is it really about for you? Is it about money? Is it about time? Is it about balance? Is it about helping people?

It's about seeing pretty homes? You know, you have to understand why you do this because you have to have some level of passion about it in order for you to be successful and be authentic. You can be successful and inauthentic for a period of time. I think almost anybody can do that. But it's not fulfilling. It's not going to be what you want to be. So my point in that is, you know, figure out what really motivated you become a real estate agent. And then if it's only about money, then maybe this isn't business for you. Because I feel like the people that care just about the money are those ones that we're talking about that are being made fun of that are having the jokes. You know, the comedians tell jokes about them.

And that's the perception that we're putting out there. So let's like, flip the script. Let's be caring. Let's give value. Let's not ask, you know, for the sale when somebody's told us no three times, right? Okay. Okay. I hope I made that point.

Okay. So. Now I'm going to get into the 10 things that this is from Brent Gove. And I also think it's really important to give credit where credit is due. So I said it in the beginning. I, you know, we hear a lot of things. We go to a lot of, you know, these types of podcasts, watch a lot of videos, things like that about real estate. So you don't always know where you heard it or maybe this person heard it from somebody else.

But if I know where I heard it from and I wrote it down, I'm going to give credit where it's due. So this is from Brent Go. And the first thing he said on how to reignite your passion for real estate is to go all in. He said go nuts. I'm going to say go all in. Commit or quit. Right. Like, give it everything you got.

Because the people that will do that are the ones that are going to find success because they will do what's necessary. Like, did I want to come here today and get up? I have to get up super early to do these agent power huddles. it might be late where you're at right now, but where I'm at, I have to get up to like, I mean, obviously, some of you argue me like, oh, it's not that big deal. But like 5 a.m., my alarm goes off before 5 a.m. And all of that. So, I mean, sometimes I'm just like, man, but it's worth it to me because of the messages that I get afterwards that are like, hey, Sarah, that was so exactly what I needed to hear today. You, you know, you motivated me to keep going. So I just want to say, like, I. I. do the things and I commit, I go all in. And regardless if I don't want to do it. And that's when you know that you actually are on to something is if you do the things that you don't want to do. Or you, yeah, even when you don't want to do them.

So, all right. The number two thing is set boundaries. Okay, you have to set boundaries as an agent. Do not be a reactive agent. Okay. Reactive agents blow up their family life. Blow up their friendships. You know, you have to.

to set boundaries. And this is simple to do. This goes back to me saying manage expectations. All right. A lot of people think it's hard. A lot of people, I, I am super responsive. If you've ever text me, I respond really quickly. And I have to have my phone. I used to have that on vibrate all the time and I was still super responsive. But now I have to have it on all the time because they take Zillow calls. And my phone starts ringing up 5 a. Oh. But I am super responsive and I need to learn not to be so there has to be hours like you can't always do that right you have to put boundaries you have to put parameters yeah you know you have to make time for family you don't want to interrupt like if your husband's speaking and you get a text and then you know and i'm guilty of

all this so i'm just sharing the things that i've learned so hopefully it's helpful to you guys all right so yeah be a mom be a dad be a friend be a wife uh be a spouse be a husband whatever it is right um and then number three this this is kind of what i was saying earlier know what you want and know what you really want and why you want it which goes back to what is your why like why are you in real estate i actually have it sitting in front of me remind me because sometimes i do get confused sometimes i get disillusioned and i'm like why why this industry like this industry is chaos it feels like chaos sometimes i got to be the calm and all the chaos though um and that's why I feel like I have something to say.

But yeah, I say I got into real estate to give my family a better future, to work on myself and for myself, to help others succeed. And because I believed I would be great at it. I wanted to have greatness, a better schedule, work-life balance. I wanted to coach and help others. And I also want to make a lot of money. So that's on there. But it's not my number one thing.

Okay, so that was number three. He also mentioned there's a lot of money. time to work and a time to play. So yeah, set your boundaries, know what you really want, make the parameters around it and commit to it. All right. Number four, make your mind work for you. Don't let emotions overwhelm everything that's going on in your life. I have done other podcast about this. I cannot remember the name of it. Emotional Intelligence, I think it was. and I talk about, you know, not being influenced by others. A lot of people will influence you with their emotional, or like their emotional drama

to try to get a reaction out of you to do something. You know, that's why the letters to sellers about why they want to buy the house and things like that work because it pulls on your heartstrings and all of a sudden, you're like, oh, you know, you imagine it, you empathize, right? But emotional things you have to keep separate from business things and we need to know when it's appropriate and when it's not. So, you know, separate. Don't let it overwhelm you. But number five is lead with love.

And this is the point of all of this. This is personally why I do this and why I'm so passionate about it is because I just feel like too many people give us a bad name, make us look bad, especially in the sales side of it with cold calling and the door knocking. And I'm not saying you can't do those things. I'm just saying do it and don't be one of those statistics that's like, oh, make sure you ask for the appointment three times after they say no or make sure you do this or that. You can listen to anybody. You can listen to me right now and go, I'm going to do everything Sarah says. But I'm telling you, take what I say and make it your own. Don't do everything verbatim like Sarah does. Don't do everything verbatim like somebody else does, right? Listen to it and and filter it through your own. mind and turn it into what makes sense to you. Okay. Um, lead with love. Yes, that's super important because if you lead with love, then you will do the right things, say the right things in the right tone at the right time. You will have conviction what you're saying and you're just not going to be one of those sales people. Um, number six, I already mentioned this too, but passion is infectious and energy is crucial, right? Your passion and energy for things are really going to resonate

with people. This is too, like, you know why you got into real estate. I don't know why you got in real estate. I just read to you why I got into real estate. Sometimes it changes. Sometimes I'm like, what is going on in this industry? Am I really making a dent? Am I really making an impact? Is it really possible to change it from something I feel is this way to something that I want it to be more collaborative, more understanding? You know, like all of us like gel together instead of this competition and everybody's like at each other's strouts, right? Because sometimes it feels like that outside of certain brokerages and like, oh, mine's this. Especially the posts I see in some of the groups.

Oh my goodness. I'm not even going to go down that path. But like people hating on everybody. Can we not? Can we just like, can we support each? This is not a hard, I mean, this is not an easy career. You have so many responsibilities as a real estate agent. So many things.

You're not just throwing houses. You have to do marketing. You have to understand marketing. You have to be a salesperson. You have to be a negotiator. You have to be an accountant. You have to be the garbage person and the cleaning person and the freaking staging person sometimes. You have to do so many things.

Plus you have to know everything there is to know about all kinds of issues that can go on in a home and the contracts. And like people think it's easy, but it's not. They think they're going to make a big payday just selling one house. but that's, I mean, you really need to educate yourself, which is why we, you know, you stand out when you are doing those things. Okay. Number seven, what you focus on expands. I could not be a bigger fan of that. It is so true. This morning, my son said to me, I feel like I'm accident prone, which he's never been accident prone in his life. But that I've, like, immediately my husband and I were like, no, don't say that. You're going to manifest that. Like, don't do that. Like, don't think that about yourself. because he tripped and he scraped his hands up three times in the last three weeks.

And so now he's got this in his head and now I'm like, oh, please don't say that. Like what you think about your reality and about yourself and about who you are will become those things as long as you truly believe it. So believe in the positive and let the negative go. And if you are going through negative things, remember that those builds character and growth. Okay. Number eight. Play the game before you play the game. So what does that mean?

I'm a huge The Hawks fan, so this is super easy for me to just say like, obviously, if you want to be a professional, if you want to be a pro athlete, you have to watch film, you have to practice, you have to show up, you have to do all of the things before you even get to the game. You cannot just show up on game day. They won't even let you get on the field if you did not go through all of the repetitions and all of the practice and all the meetings and all of the things that it takes to get out there. Right. So as agents, we need to also do practice, practice how we make calls.

Practice the listing consultations. You know, there's nothing more frustrating than an ISA setting an appointment for someone, an in-person listing appointment, and then that, that agent not being able to get that listing under contract. And then coming back, and seeing that it's under a contract with another agent or something like that. So, so please, agents, practice. Let's practice when we're doing these things so that you are comfortable because things will come up. Practice with your friends, practice with your family, listen to other people to do it, whatever you got to do. It's going to be really helpful, okay?

So practice, practice, practice. Number nine, hang out with champions. This is really important. And I like that Brent had mentioned this yesterday too because he was like, when I, um, was hanging out with people that were selling like 40 homes a year, then I was also selling 40 homes a year. And then we leveled up and then I was hanging out with people that were selling like 400 homes a year. And then he's like, I did that. Do not by himself though, but he learned techniques because like when you're successful, you're not as worried about people taking, don't, you know,

stealing your stuff or like ripping you off or anything like that, right? Those things don't matter as much because you're confident in who you are and you're confident that you have a target audience, a target, a client avatar that you appeal to and other people may take exactly everything you do, but they're going to appeal to someone differently. And or they may not follow through with it or whatever. So I think it's really important to, um, to always be in the room with the people that are more successful than you and listen. Listen, don't talk as much. Anybody that's more successful than you, listen to what they're talking about, ask questions, try to understand. Some things that are going to be proprietary and they're probably not going to tell you,

but if you pay attention, you will start to put pieces together and go, okay, that works with this and this works with that. And there's a ton of stuff out there now that is value, value, value. Like, that's what I love this community for because this is all value. Like, some people charge for these kinds of things to get this kind of info. So right now you get it for free. So welcome. Okay, number 10, and then I'm going to play a four minute.

call that I just want to share with you all so that you can hear what I do and so that it may give you ideas on how you might want to do it. Yeah, so we'll listen to it. So number 10, look for ways to be grateful. Being grateful when you wake up in the morning, if you are automatically thinking, I don't want to do this, I'm not in the mood, I don't want to get up, then you're going to kind of have a crappy day. I mean, I've been there. I've been there. And then sometimes you don't even like get out like you'll be like how can I get out of this like can I do that right and then you know but if you wake up and you're like I am grateful that I have a roof over my head that I have you know I have a car to drive that I have an amazing career where I get to do what I want and then if I

do want to sleep in that I can or whatever the case may be right be find the things you're grateful for and that is that is really going to help with the mindset thing because a lot of people I know they probably are all like, oh, I'm over mindset. Like, oh, Sarah, get your mindset, right. Whatever. You're probably over it and you're like, what does that mean? Well, I'm trying to help you understand what that means. It really does mean being authentic to who you are, not trying to be somebody else.

It really does mean embracing your own passions. I feel that people get depressed when they don't get to express what they're passionate about because it's been suppressed, you know? So I'm really, I'm really passionate about that too. Okay, so we will play this call recording And the client that I had He didn't want his name in it so it'll block It'll block out his name

But you guys can at least hear How I make a call to someone that was just browsing website, you know, browsing homes on a website Here we go Just like the wrong button I'm going to hit share Their sound is in a different spot Now maybe that's why it wasn't working yesterday

on the right, not on the lower left. Okay, do you guys can hear this. Hi, this Priscilla. Can you hear it? Hi, Priscilla. My name is Sarah. I work with the jealousy team in New Bronsfields, and I think you were looking at some homes on our website, reason, read. Does that sound familiar at all?

Yes, man, I sure did. Okay. Are you still looking at? universal like that. We are. I have not got like a pre-approve or anything. I was just doing an online search. I'm looking for some land with a, well, not someone's land,

but at least some type of land with the home. Or if it needed to be built, but I was just looking out for my, like, options that are out there. Okay. Well, we could definitely help, but I don't want to step on anyone's toes. Do you happen to have a realtor already?

No, we do not. Oh, okay. So what exactly are you looking for? We could set up a little surf and see if, you know, if we can find it. So that's the thing. We're not burden on a specific area at the moment. Okay, we were looking around. We were looking at either like Nathalia, Texas or Bernie to New Blampos, that area. Yeah, we took a drive and we liked the area over.

there off of four. That's why I was looking at you. Okay. Well, um, where are you from originally? Are you just a different part of Texas or? So right now, where you live in to gain? Uh, we are from Santa Tornio though. Oh, okay. It's not too far. Okay. Now, it doesn't know for at all. Okay. Well, um, so you want, you said you're looking for land, like how much, how many acres or. So we, funny thing is, um, we were looking to find something. with a good price, at least five acres or so. So that we can do like a family compound type of thing. Oh, nice.

Yeah, so we're looking something similar to that. If not, if we don't find anything in that nature in the good area, then we're also looking into a four-bedroom house. Okay. A typical, like, good size of the yard doesn't have to be too big, but good size. Good size being at least an acre or like, like, how would be good? Yeah, that would not really be great. Okay, so let me see.

So you haven't done a pre-proof, but you have kind of an idea of what your budget might be? Yeah. Okay. So, monthly mortgage rate, I would say, of all of 1,900 or so. Okay. And do you happen to, would you be a first-time room buyer or do you currently own the home? Okay. So that would give you some concessions at your first homebuyer, so you don't have a home buyer.

So, okay. So what I'm thinking would be a good idea. And I know you've already kind of given me the gist of what you're looking for. And I don't know if you have time right now, but are the people that I work with. And I could either like try to transfer you to them so that they could set this all up and get you connected with all the right things. And I know you're not like said set on the new Broncles area, but kind of flows to that area. And then you guys could just chat about it and see if, if, um, you know, he knows of anything because he would know better than I would.

Or I could set up a time for him to call you later and just introduce himself or something like that. What would you? So right now I'm working. So after 430 would be great. Okay. To do it. Perfect. Okay.

I will let him know that. And then I'm going to just text you his info. And the email that I have for you is. Correct. Yeah. All right. Perfect. Well, it was a pleasure speaking with you, Priscilla.

And we'll have someone. We'll have to give you a call in, you know, a few hours after 4.30. Okay. Sounds great. Thank you, sir. Yep. Have a good one. You too.

Bye. Bye. Bye. Okay. So, um, I like that she remembered your name at the hint. Well, I tried to say it. And, uh, yeah, that was good, right? I know.

That was impressive. Yeah. Um, so as you can see, I talked to her like a human being. And, um, I don't. I don't try to be an expert if I don't understand something. So like I was looking up that areas she was talking about. I'm not in Texas. But I've called enough people in New Braunfels to kind of know the geography and know how to say certain towns and things like that.

And I did a little search for Sagan to see how close it was to San Antonio to understand. And I was like doing this on the fly while listening to her. And but what I really liked about this one is that she started out saying it was land. I will tell you something this morning. I got three zillow calls in a row for a piece of land because somebody kept either the person didn't answer. I tried to answer and it said somebody else connected. Then it called right back.

I tried to answer and someone else connected. And then it called again and I finally answered and then it didn't connect with the person. But sometimes when people say land, people are like, meh, right? Like the agents don't want to take it. They'll hang up on it. They'll be like whatever. It's not my problem.

And move it on to someone else. right. So she started out with land and I'm cool with that. And her motivation is to build a compound, she said, right? So I was like, okay, I understand that. That's really cool. But then she started talking about, okay, if we can't find that, because it's probably unlikely, she can find, you know, she's okay with a four bedroom house. So what ended up happening is that this client of mine ended up calling her, talking with her, and it went really well. So they're working together as far as I know. Lassar checked. So I know that she had to try to get. out of a lease and her her landlord was also a realtor so was trying to offer some concessions to use her

um as instead of another agent but as far as i know it's still working they're still working with my client so that was a good call and an example it's not perfect i'm not doing everything exactly perfectly i'm not you know if you were to go to some sales training they're probably going to say i shouldn't have said this and i shouldn't have said that but it works for me and that's what matters so There's my whole point. And that's where I'll wrap it up with a bow, but I do want to leave y'all with another quote from Brent. Oh, you have a question here.

Yeah? Go for it. I want to hear your Brent Bow quote, but I have a question for you. So out of people that generally say, oh, you know, not right now, maybe later, we're waiting for something to happen, yada, yada, yada.

what percentage of those people do you think actually do will finally eventually turn into a deal? Great question and it really depends on your follow-up and how well you represent yourself to them. Because I'll give you an example. If they're like, hey, yeah, we're looking for we're like six months out. You know, we're just browsing right now. And then my next question is, do you happen to have an agent that you plan on working with when the time comes? Because I don't want to waste my time if they're next door neighbor is an agent.

That's their best friend and they're definitely going to use them. Right. So I figure that out. Okay, fine. Awesome. Totally understand. And exactly what, you know, when the time comes, what might you be looking for or whatever?

And then they kind of break it down. But I'm not going to set up property alerts or anything. I'll do market update. They wouldn't it be helpful if we just send you like a monthly market update to kind of keep you in the loop, with the area that you just said that you're interested in looking or whatever, or if they're a seller, obviously we can give them the homebod or, you know, some kind of monthly estimate, right? So I would do that.

But then here's the kicker. You have to, whatever time frame they gave you, you have to half it and you have to follow up. And I say video, like Chris has said yesterday and everyone was saying yesterday, video converts like 800 times more than anything else. So if you're uncomfortable on video, then how are you comfortable in person? Because you look at the same. Okay.

But my point is, if you are uncomfortable on video, obviously some people are. It takes time. You get used to it. I was uncomfortable. I get uncomfortable on these. Every time beforehand,

that's why I have like 10 bottles of water next to me because my mouth gets dry from the stress. But yeah, so I'm just saying you get comfortable eventually and it gets easier. But video will help you convert it. So sending them little things about the area is my best advice to you. And yes, they do convert if you follow up with them.

But half the time that they tell you, if they say six months, do it in three. Because by the three month mark, they're usually already looking again. Right. Okay. Cool. Yeah. But I like the part where you, what you said just now was that you qualified them a little bit more like they had a place in mind or something in mind. versus some of those people where they're just like,

they're just like, I don't know, maybe. Yeah. Okay, so I'll tell you what I would do with those. As an ISA, I put them on a cold retarget. I don't call them. With street text, most of my clients are street texts, and I tell them to retarget them

because if they're not willing to tell me their timeline, what they're seriously, like, you know, if they have an agent, If they're like, oh, maybe now, maybe five years from now, I don't know. Like, no, I'm not wasting my efforts and my client's money to follow up with somebody that's going to give me a, oh, there's another thing. People will be like, I'm busy right now. Call me back in 20 minutes.

I call them back in 20 minutes. They don't answer. So I call them the next week. And then they do the same thing. Oh, I'm at work. Call me later. And I will call them at different times. If they've done that to me three times, I will say to them, hey, it seems like every time I

catch you, you're busy. And I've already asked you if you really want to find. a house. So when are you available and that we can actually talk? Because I'm not going to call you again if you're if you're not serious. You know, you can call us. I'll just text your info. Right. So yes, I do call. Take qualify. Yeah. And then and then after how many attempts, phone call attempts, do you say, okay, I'm not going to get through on this one? It depends. Well, if honestly, I'm calling from. from three years ago.

Some things are converting now that I've been calling. You know, I originally got it maybe two years ago, so I've been calling every month. I don't call every week. I don't, you know, they're getting different things, but once a month, and I will even bait them into trying to tell me, no, I'm no longer looking.

But if they don't, then I'm going to call them again in a month. That's just, right. Now, if their voicemail box is always full, always full and I've told them over and over again in the text and I see it goes through and they're not emptying their voicemail box like after five times I'm like depending on the number of the leads and things like that you have to prioritize what makes sense so if you have a very little amount of leads that might still be worth your time but if you

don't then you know then you might want to cut those out take out the landlines take out the voicemailful no voicemail box things like that right cool What was your red go quote? Okay, well, you probably heard it yesterday because this is literally what I got my topic for this. Okay, he said, I will do today what other people will not do so that I can have the life that I want to have. Good stuff, right? All right, everyone. Well, thank you for being on overtime here.

I thought I was going to be like a 15-minute call because I didn't know what to talk about. And it went overtime. Thank you guys. Really good. Thank you, Sarah. Thank you, Crystal. Good seeing you. You too.

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