KGCI: Real Estate on Air - How to Generate 100+ Real Estate Referrals in One Year.

Episode Date: July 4, 2024

Real estate rock stars, let's welcome Rachel Adams Lee. What does time blocking mean to you and your business? So this is the deal. Like I am a working mom. I've got three kids. I have a four-year-old, a two-year-old, and a one-year-old. They say if you want to get something done, you give it to someone busy, right? And so for me, like everything in my world rises and falls with time blocking. And I know for me, like we had over a hundred furrows come through last year through social media. So I have to show up on social media. However, I would wake up in the morning and the first thing I do is I'd start scrolling when I'm laying in my bed and I see like the mom that just made her kids handmade lunch and I'm like, oh, good for you.

And someone else who just like drank their own smoothie and got off the treadmill and I'm like, and then someone else who like sold their 100th house. And it's March and all of a sudden you feel bad about yourself, right? And so I was like, I have to find a way to be able to like get my word out there, contribute to my community. And for me, like, I focus on two types of referrals when I'm doing social media or just real estate in general, agent to agent. So building relationships with agents around the country, but then clients in my community, like truly being that local market expert. And so like I, what I do is I always go, okay, like every Sunday, I look at my week coming

up and I'm like, what do I have coming up? And then I love to say, what do I, what can I cancel? Because I feel like we have a lot of things. Like, we're realtors are so good at like being busy, but like actually getting nothing freaking done. And so I'm like, what appointments do I have that I don't actually need to do? What could I do through like a Zoom call that doesn't need to be in person? Because I'm all about trying to get more time back. And, you know, truth be told, for, I'm 39 right now. I'll be 40 this year. And so much of my life has been like, I have an appointment at one, then two, then three,

then four, then five. And I'm not even giving myself time to like pee or breathe or eat. Like, you know what I'm talking about. And so I really am intentional with my time blocking to like get the priorities done. So I look at my day and I'm like, what has to get done today? I have to make sure I have time for lead generation because what I do today, I get paid 90 days from now. Some days my lead generation is social media. Some days my lead generation is calling expired listings. Some days my lead generation is circle prospecting for a listing that I just sold. So I have like, I do theme. days. So five days a week, I have like different themes that I do lead on because I get sick and freaking tired of it and I don't want to do it. And so I am really intentional on like what I'm saying yes to,

what I'm saying no to. I prep on Sundays. So I look at the week coming up. I cancel whatever I don't have to do. And then I make sure that when I'm blocking, the morning is all the stuff that like I don't really want to do, like my lead generation, but the things that pays my bills. I also make sure like in the morning time. I get my social media. So if you follow me on Instagram, you'll see that like we went from like 11,000 followers to like 24,000 last year. And they're engaged intentional relationships. We don't pay for followers. But it is, I time block for like the morning. So before my kids wake up, I get my reel done and posted. And then I get myself like 15 minutes to scroll and see what's up with the world. And then I get my kids up and I start the day. And like my afternoons are reserved for team stuff and appointments.

Like I just right now, right before I got back with you, I had a listing appointment. But you know what? I made sure that I had enough time to drive to the listing for a half hour, do the appointment for an hour, give myself a full hour when I came back because I knew that I needed to make sure like my Wi-Fi and everything else was dialed here. And so it's like, as long as you can look at it at a whole and be like, okay, where's my breathe time? Where's my drive time?

And like three days a week, I go to. the gym. And so I make sure that, like, things that are a priority come in. And I think too often we're like, okay, let me just, let me make sure that I time block for that. And people don't know what it means. And they, they have things in their calendar that aren't actually important. And so I, every moment that I'm away from my kids, I better be making money or doing something that like fills my soul. Otherwise, why the heck are we doing it? Oh my God. There's so much information. Rachel, out the gate. Okay. Well, a question real quick, because you mentioned, this podcast. No, I love it. Seriously, this is my favorite. Okay, so you mentioned you never skip lead gen,

which is funny, like if you're a gym goer, you never skip plug day. But you never skip lead gen. And you said that you have themed days for this. And you mentioned socials, expired, circle prospecting. Do you do, what are the other two if you're doing it five days a week? And how long are you doing lead generation per day? So at a minimum, two hours. So I started my business in 2012 and I had never gone on a listing presentation, had a buyer like none of that. I started my business door knocking 200 doors a week and doing three open houses every single week, Friday, Saturday, Sunday. So 200 doors, three open houses, and I didn't sell any homes for the first four months. But I sold 39 houses my first year. Then 109 the next, then 123. So three years in, that's when I hit Wall Street Journal's top 1,000

agents in the country. And honestly, like, when I was brand new, I was like, I don't know how to do this. So I'm going to, like, become obsessed with script practice. So, like, literally seven days a week, I practice my scripts. I practice my objection handlers. And when I knock those doors, door knocking at open houses is another one of our theme days. When I'm doing that, I'm intentionally like, I'm like, give me a freaking objection. I just want on a listing appointment. And I brought two agents with me to Shadow. And they're like, she didn't even ask you. It was like a 1.1 million dollar listing. And they're like, she didn't even ask you about the commission. Like, you closed her. She gave you the key, but she didn't even ask you. I was like, well, I gave her a

net sheet and I put it on there. But the thing is, when you're so crystal clear on what you, the value that you offer, I tour the property. I ask where they're moving to, so I get the motivation dialed in. Then I give all my value in the listing presentation. And then we go over in the net sheet and then they sign the contract. So like, if you can overcome every objection before they even have it, then they don't have the objections. And they're like, she literally, like, they're like, what about, they were so stressed for her to talk about the commission. And she never did. And I was like, right. I was like, but we shared the value. And then I did. She was in the kitchen. And they're like, she never even asked you. I was like, by the way, I told her what I'm

charging her. And she's like, okay. Like, and it's not always that way. But I think when you're so aware of how what you do and how you do it and the consistency, like I do those theme days because I don't want to get bored. And if I did social media every day, I think I'd get a little bit bored. I like the belly to belly, the conversations in front of people. And there is no better way. Like new agents come to me all the time and like, I want to be successful. What do I do?

And like, you need to do open houses every weekend. You need to dominate social media, right? Like, you need to master your database, the people who like you, who love you, who want to refer business to you. Like, I think of my business like the legs of a chair. So like any agent that coaches with me, I'm like, think your business like the legs of a chair. If you have four legs to your business, that chair has a strong foundation. What's the strong foundation of your business?

Only one gets to be your database, the people who like you, who love you, who want to refer business. And then two through four, you get to choose. On my team, it's their database, open houses and door knocking kind of counts as one because we do lead gen around the open house, right? And circle prospect. Then we have social media. they actually have to sign a social media addendum to be on my team because like we're so dialed in with social and then um online leads because I do provide online leads for my team when they show up when they do the things they need to do I then unlock my side and give them leads but I think the

theme day if you're not doing that like I highly recommend it because then you're not like oh god I have to call another person it's like no I get to do this today or this today and then it keeps it fresh. Okay. Before we move on to something else, I got to know what the social media identity is. Oh, yeah. Okay. So on our team, so we have, my husband and I have a company called Get Social Leverage where we provide weekly reels for realtors. And we have like a, we do areas you serve with the whole thing. However, for my agents coming on my team, every Monday we do a team call. We see something great that happened over the weekend. We set our goal for coming up for the week and we said our three social posts we're going to make that week.

Now, why would I ask them the three social posts they're going to make? Because I want them being proactive. I want them looking at where they have opportunity to capture content. So every agent who joins my team, because social is such a big piece of my world, they all take my social training. And then their addendum says they will post at least three times a week. So they will do two personal posts, one business post, and they post their weekly reel. Now their business posts, I'm a control freak and I create it for them so they don't have to think about anything. So really all they have to do is record the content for the weekly reel. But I tell them exactly what to do when I edit the entire thing for them. They just have to literally like smile at a computer typing for seven seconds.

And they send that to my team and we do the whole thing. So really all they have to do is their two personal posts. But the like for new people that are like, I don't know how to do social. I'm like, start with just two personal posts a week and one business post. Like that's how you can start just getting your word out there and like starting to get to know people. And getting more comfortable in putting yourself out there. Because I feel like that's such a hurdle in the beginning. It's just like, I'm going to post this and everyone's going to see it and they're going to think that I'm crazy and they're going to unfollow me and I'm going to die.

So there's like this like black hole, you know, thing that happens. And so just like consistently getting it out and that reinforcement of like, it's okay. And actually positive things will come from this. So helpful. But question for you said they have to post. What is defined as a post? Is that a story or is that like something on their feed? So their grid posts.

So like stories are the current algorithm wants you to do 10 stories within 24 hours like to hit the numbers right to get in front of your audience. For them a post is an actual post like on your grid post. So that means it's well thought out. So like if I'm if I whenever I coach anybody on social, I tell them to pick five pillars, five things that they're passionate about because reality is people might find you because you're in real estate but they stick around because of who you are and how you make them feel.

Your social media actually has nothing to do with you. It's how your social media makes somebody else feel, right? And like I feel like I have so much ridiculous content in my life because I'm just, I'm always doing weird things and falling over and making like kind of an ass myself sometimes. And I'm like very self-deprecating. So I'm like, hey, this was ridiculous. Let me tell you what happened. But it's also real and relatable, right?

And so I tell everyone to pick five passions, five pillars of content, five things that identify who you are as a person. So when you're thinking about social, one gets to be real estate. But then four is like why somebody would hang out with you on the weekends or like what makes you tick or why like what your interests are. Because for me, if you watch my social, you're going to know that I do real estate and being an entrepreneur, which is my job. Then you're going to see me talk about my kids and my husband because they're my favorite.

Then you're going to see me talk about multiple streams of income because I believe in that. You're going to see me talk about personal growth and positive body image because I've had three kids in four years and it does a number. and then you're also going to see me talk about like living my best life. And so I have different things that I talk about. And they might find me because I'm in real estate, but they stick around because of those other four things. Like real estate is what we do.

It's not who we are. And people get so stuck and like, I have to have a perfect life, the perfect job, the perfect care, the perfect car, the perfect marriage. And reality is like,

as you know, Shelby, like that's BS. That's not real. No one has a perfect life. And so when you constantly pretend that your life is perfect, you then become unrelatable. and people want to relate to someone.

People work with people they like and they like you, but they actually have to know who you are and what makes you tick. You mentioned that 10 stories within 24 hours is what like the algorithm is looking for right now. How in where did you learn that? And I would love for more tips on stories. Okay. So I am a little bit of a cheater because I know someone who works at Facebook. So I like learn when the algorithm changes.

That's amazing. share it on my YouTube channel. The thing that you can count on with the algorithm and it's always changing. So just when you feel like you're comfortable and confident and you've got it dialed, it's going to change again. Right now, you're only seeing like 7 to 10% of your friends. Only 7 to 10%.

The max you can get to right now, I think is like 40%. Someone said 42 the other day. But like, that's kind of by design. The thing is, how do we get our clients, our community to care about us as a realtor?

It's by talking about more than just selling freaking houses, right? And so what I love about stories is stories are like this back end view where like everybody wants to see the real scoop. Everybody wants to know what's actually happening in your world behind the scenes. And when they feel like they can get that like real look, they're like, oh, I'm friends with her. Like, yeah, she's my people. Like I, my posts are more well thought out. I'm like intentionally rotating between my five topics. But my stories are like Hotmas Express.

I'm usually like dry shampoo, haven't showered in three days with all my kids, you know, like, but I also feel like that's more real life. And so a lot of people want to connect in the stories because they're like, oh, I'd be friends with her, right? And so it's funny because one of my streams of income, I have an anti-aging hair care and skincare company I partnered with. And I went on this listing presentation. I remember it was like a few years ago.

And I did the listing presentation. It was like $1.7 million house. in Meadow Vista. And I finished the listing presentation and they're like, okay, we're, you know, thanks for answering all our questions. The wife's like, now tell me about the shampoo. And I was like, what? And she's like, I looked you up and I was like, oh.

So I talked about it. But it's like, it's just so funny because like they want to know that there's more to you than just selling houses. I remember I used to like, if I go on vacation, I would hide it. I didn't want anyone to know that I like wasn't working. But now I'm like work like balance freaking matters. And it's important. And so like I set boundaries with.

my clients. I have a script that I use to set boundaries because I feel like especially what'd you say share it. Share it. What is the script? So like the thing is like I feel so say that you're going to like you have a new buyer and you're like, okay, we're so excited. I've just set up your custom portal. Um, and you tell your buyer. So I'm going to pretend you're my buyer. Okay. So you're sitting with me. We just got up your custom portal. We're so excited. I'm like, okay, Shelby. So I want to make sure that as we're going to be super excited, but I also want to make sure that, like, we have some healthy boundaries and I'm not, like, stocking you all the time while you're buying a house. So what time would you say you, like, wake up and kind of, like, get to the office in the morning? Do you want me to actually answer?

Yeah, pretend like you're a buyer. Okay. I wake up at 5 o'clock almost every day, sometimes a little earlier, sometimes a little after, and I am working by eight. Okay, cool. So 8 o'clock. I definitely will not be calling you at 5 because I will be asleep, but 8 a.m. noted. And then what time do you get home and kind of like start to unwind for the day, like make dinner? Around five. Okay. So it's probably safe to say that the best time I'll reach out to you is going to be between 8 and 5. And what's funny about that is your hours are very similar to mine. I'm actually available from 9 in the morning till 6 o'clock at night. Now, obviously, if you have an emergency or you need me, reach out. I'll do my best to get back to you. But otherwise,

I'll get back to you the next business day. And you're like, okay, cool. Like, sounds good. And everyone says, okay, sounds good. Now, you notice I led with you. I never lead with like, so my hours are. I lead with you. I ask you about you. And then I'm like, oh my gosh, yours are just like mine. Whatever yours are, I'm going to say they'll like mine, but then I'm going to say what mine are. And you're going to say, that's great. And then what happens is you go home and you pop open a bottle of wine and you're looking through your properties. And you're like, oh my God, it's 930 at night, but I found the house. I'm going to text Rachel. So Shelby, if you text me at 930 and I respond, like I now set my new boundary at 930. So it's like if I don't respect my own boundary, how can I expect you to? So,

what happened is I started having this conversation with my clients. It does not work to have it with clients who you're already working with because if they talk to you at nine o'clock at night and you're like, oh, new boundary. They're like, you're weird. Stop it. But for all new clients, I always, I have a contact form where I get the client's information. And then on that information sheet, I say, like, when's the best time to reach out to you? And like, what are your hours? And then how do you like to be contacted? And I like, pray they say text message. I had one, like, write down facts the other day. And she was 94 and I was like, awesome. Oh my God, no. It's hilarious. Yeah. And so, yeah, so anyways, with this process, though, you start to teach people how to treat you. And what happens is they will

text message me at 830, but they will say, hey, Rachel, I know it's after hours, so don't respond until tomorrow. And then they tell me, and I don't respond until tomorrow. You'll feel like you're letting people down. You'll feel uncomfortable, but eventually it'll start to feel very, like, empowering and you'll be like, I freaking got this. Rachel, you mentioned that you got over 100 referrals off social media last year. Yeah. Help, tell everything. So I have a love affair with social media because like I started my business with the door knocking

and open houses, but I quickly realized that if I was going to have kids, that pace of lead generation, the 300 doors and the, you know, or sorry, the 200 doors and the three open houses. houses, like, I couldn't do that. So I wanted to find a lead generation lever that worked for my lifestyle where I could build my business, but do it on my terms. And the thing I love about social is, while I do understand sometimes real estate can feel like an emergency, it's actually not an emergency. We are not saving lives. We are not like dealing with life and death situations. We're just selling houses. Our clients are going to feel like it's their emergency and they're going to freak out. but like we have to stay on our happy little island of like control over here.

And so with social media, I just got really intentional on building. So I have like a nine step social media model. That can be our next episode with you. But I have a nine step social media model that I walk through on how I built my business. And so we have real estate is seven figure business for us, but we have three other six figure businesses and all of them are through social media and with this model. But essentially it's just knowing.

like how to post really to get engagement and have that interaction when to post. I always post first thing in the morning. I have the most amount of time for people to respond throughout the day. I believe in having an 80-20 principle. 80% of what I post is personal. It's what I'm doing, what I'm reading, what I'm eating, what makes me tick. And 20% is going to be business. And then I have like a bunch of other, I have five different like lessons that I follow in my social media business model. But essentially, it's adding value. Like, I add value every single time when I get on social media. And the reality is you're either educating people or entertaining them. I'm either teaching them something or I'm making them laugh and entertaining them. And in a good social post does both.

So, like, my reels, my last two listings came from my, from reels that I did. The one I just went on today came from a reel. And, you know, I'm really intentional about my, my reel is usually seven to 10 seconds long. I pair it with trending audio, intentional hashtags. I have a really good hook on it to grab the attention. I always have a call to action in the end. But my hook, my, my reel is short and grabs people's attention. And then the caption is where I educate. That's where I position myself as the expert. And it's just translated really well and it's helped us grow with followers, but also with referrals. And like, you know, now I have agents all around the country. I get to coach to do the same thing. And then like, like, imagine getting 20 more pieces of

business each year from social media or 30 or 50. Like, it can change your entire life. And so for me and my business, social media is a huge piece. And I use Facebook, Instagram, and YouTube. Those are my platforms. And if you guys want to go check her out, I've been looking at her Instagram page. She is Rachel Adams Lee, L-E, on Instagram. So you can go check it out and then see what's working for her. And guys, R&D, rip off and duplicate. Also hit her up, of course, for her coaching, all the things. But you get what I'm saying.

That's like R&D is like the way to do it. Because that's like every, when I was a new agent and I wanted to like do a listing presentation or like I was like, can I go with you to these top agents? I'm like, can I go with you and just like, listen. I'll unlock your doors. I'll do show and spoo for free. like if you want it. I did the same thing.

Yeah. But that's, we're hungry. And then you become successful because you're doing the things you need to do. So many agents are like, oh, the market sucks. There's no inventory. And I'm like,

if you feel that way, but also there's a ton of opportunity if you're willing to go get it. Okay. You mentioned scripts. You clearly are a script machine. So how are, when you were starting out,

I guess primarily, like when you didn't have someone to script, Like, how did you practice? How did you get good at scripts? Who are you learning from, et cetera? Yeah. So I, um, there are so many amazing scripts that you can get on, um, YouTube. And so like, I would say best script for converting an open house. Like, so I actually on my YouTube channel, I have an 18 minute video for how like my whole open house process, but we just got like a $1.7 million buyer from one of our open houses we just did. So I'll give up my scripts are all on there. But the biggest thing is like, when you,

you first hear a script, you're like, that does not sound like me, that feels weird, that seems robotic, I would never talk like that. And that's how I felt when I would read a script. I was like, I would never say that. But the thing is, I can't master anything if I don't know what I'm even doing, right? And so what you do with that script is you listen to the script, you read it, then I would take it and I would write it out because I do better if I write something down to like soak it in. And then I'm also like slightly dyslexic, so I like mix words up.

And so I have to be really intentional to like write it out because otherwise like it gets confusing in my head. And so I practice it over and over and over. Find an agent in your office. Go online and say, hey, I'm looking for a script practice partner in a in a real estate Facebook group. You'll have 50,000 people are probably and two of them will actually do it with you. But what you're going to do is you're going to write the script. You're going to listen to it over and over it. You're going to practice it.

And then you're going to memorize it. And you're going to say it verbatim over and over and over. every single, verbatim exactly how it's written. And then once you've mastered it exactly how it's written, then you put your tonality onto it. Then you put your voice and your personnel into it. Mr. Seller, I totally understand that you don't want to have to pay, you know, a commission. I get it. I totally understand how you feel. I mean, I would want to net the max that I could too. My concern is that if you don't want to pay a commission to the buy side of this property and your neighbor Joe has his house on the market, he's going to pay the commission.

Agents are so much more likely to go to show a property where they're going to get paid on it. So essentially, by you not paying an agent commission to the buyer's side, you're just helping sell Joe's property. And I don't want that for you because I want you to net the most money you can so that you can go to Tyler, Texas, and buy that dream home. And like, you'll notice that when I'm talking, I touch my heart a lot. Because whenever I feel something, I touch my heart. That's how I am in real life.

So that's how I am with a script. That was just a script. That's just a commission objection handler when people don't want to pay commission. right and I get it right there but every script that I've heard I listen I listen I listen I listen I memorize I write it down and then I make it my own so that that's how I would suggest to do it yeah I love that because some people will talk bad about scripts but it's like scripts they work but you have to embody them just like you said it's like if you're reading off obviously they're not going to work because someone's going to be like you're reading out the script you're and you're not a

human but once as soon as you like embody it and then you mentioned tonality which was one of my favorite things and also freaking hand gestures. There's Vanessa Van Edwards. I don't know if you've heard of her. Like, listeners, go look her up. She's awesome. She wrote a couple books on it and the power of, like, gesture and the head tilt and all of these like psychological little cues that will turn a script into a like compelling act, art of persuasion. I love it. Well, like I'm like I'm totally a karate chaper. Like when I talk, I always move my hand. So if I did. I'd feel freaking weird. I'd look weird. I'd feel weird. I'd be like, this is wrong. It doesn't feel right. Like, you'd know. Before, okay, so now we've talked about over 100 referrals off social

media last year, and we talked about scripts. I would like to combine them because if you, you mentioned before we hit record about having a new follower and being able to convert them into a client. And I do think a lot of people struggle with that. It's like, oh, I got a follower. What do I do? What do I do now? So, like, can you walk us through that? You're such a good transition queen. That was good stuff. Like you've done this before. Yeah.

Okay, so this is the thing. So I love having, so Shelby, where do you live? I live in Lexington, Kentucky. Kentucky. Okay, perfect. So Shelby and I are new friends. And I have an anniversary and I go to Tahoe with my husband. And Shelby, so what happens is a lot of times of social media, people think like, okay, so I time block for my response time.

I know you're shocked. So like I make my post first thing in the morning. An hour later I go back in. I connect with everybody. I like. I comment. I engage. Then an hour before the end of the day, I go back in and I do the same thing.

I want to wake up the algorithm. I want to show people that I, or the platform that I'm doing the right thing. But most people think that those comments are the most important part of their social media. They're important. But say that Joe, I don't know why I'm using Joe, but Joe is my example today. Say that Joe comments on my anniversary post and it's like, happy anniversary girl. And Shelby likes it. Most people look at likes and they just see this like vanity metric.

They're like, oh, I got 100 likes. Cool. I got 200 likes. Oh, I got 50 likes. What I see the likes as an actual golden opportunity of someone who's literally saying, like, hey, I'm watching. I'm right here. I can build a deeper connection with those likes too.

So I obviously comment to my comments because that's my time block time. But when I'm doing that, remember you told you I do my lead gen block for social? I do a two-hour lead gen block and this is what it looks like. I go to a higher producing post and I look at my likes. So Shelby liked my post. I'm proactive. I'm going to go on Shelby's page and I'm going to see what's happening in her world. And I'm going to see that she just got back from a vacation to Hawaii.

And so she liked my post. I'm going to send her a private message. And I'm going to say, oh my gosh, Shelby, thank you so much for connecting on my anniversary post. We had the best time into Haho. I saw you just went to Hawaii. That resort looked incredible. Do you guys have any plans coming up for the rest of the year?

And I sent her a private message. I led with something super personal coming in with her world. so it shows I'm paying attention. And what happens when I ask about you, Shelby? Girl, I will tell you. I like you better. She likes me, but she's also going to ask about me. And then we're going to have this dialogue and she'll be like, oh, my gosh, I saw your

little guys teething. Like, are you guys getting any sleep, right? And we're going to go back and forth, back and forth, back and forth. And now we're in dialogue. Before she just liked my stuff and is one of my people that I don't know. It was a vanity metric. Now we're connected. And eventually, when it feels good, whether it's same day,

same week, same month, it just depends. When the transition feels natural, I say to Shelby, I say, hey, you know, I really feel like we align on our personal lives and I love getting to know you this last week, which makes me think we'd probably align in our business well. I don't have a great referral partner in Kentucky. Do you have one in Northern California? So this is how I get 130 plus referrals. I lead with the person. I build the relationship. And then when it feels good, I then transition to business. I think one of the biggest mistakes I see realtors make is they always like cold, it's a cold message someone like, hey, no, like, you're not going to go up to someone in a grocery store and be like, hey, nice shoes. You want to buy a house? Like, no,

that's freaking weird. Don't do it on social. Don't reach out to someone and intentionally just like, hey, do you want to be referral partners? No, because I don't know if I like you and I don't know your work ethic. Like, I'm not going to just send a referral to a rando. I want to have like a real relationship with you and feel like we align in our core values. And then, only then, what I refer business. So that's how, that's my script. And at that point, once you have built a relationship, the likelihood of them treating an outbond referral that you give to them better is much higher. Because the cold one, you know, if the client really sucks and whatever, like you can just kind of ghost and drift away. But like, if you have a relationship, like,

man, I can't get on my Instagram anymore because Rachel, you're going to see my page and know that I failed you. You know? 100%. 100%. Okay. So at this point, let's take it a little further. We have done the transition. I don't have a great referral partner in your area, whatever. Do you keep the dialogue open on the, do you try to get their data, put it into a CRM and do like a drip? Or like where does that? Absolutely. Yeah. So like I have a referral partner.

So my, I'm always trying to help agents build their business. And so like I love to get their emails because then I say something effective, hey, I feel like, you know, now that we know each other personally and we're going to obviously be like a besties doing referrals, I also. sometimes they come across like awesome podcasts or like you know a quote that I love I'd love to be able to send it to you can I get your best email and then they get added into my CRM and then they're a part of my world and I'm very consistent with my YouTube channel and I'm consistent with like just coming up with different things that add value to realtors so then when you're someone who's like asking someone questions they don't usually get asked and pouring into them in a different way you become somebody they want in their world and if you make their world bigger and better they're not going to forget about you

And then the cool thing is, like, Shelby now is in her office and five doors down, she hears someone saying like, God, I have a referral for Sacramento. And she's like, oh, my God, you have to use Rachel. She's the best. So then you start to get these cheerleaders of people that are like wanting to help you build your business because you're helping build theirs. For me, I don't always get to give the referral to someone if I don't have a referral, but I help them build their business. I help them think outside the box. I say, like, people listening to your podcasts are going to be like, man, I've learned so much from her. if I ever referral, I want to send it her way as a thank you. And that, that's the beauty of it because then

like, like, people always tell me, like, you should charge for this or you should charge for that. And like, I do a lot of free webinars and stuff because I want to add value to people and be someone they want in their world. And then if you keep just like doing the right thing and giving back in our industry, it always comes back around. You mentioned you're really consistent with your YouTube. And once you have their email, they're a part of your world. Could you real quick go over what your CRM, like in your CRM, are you sending out your YouTube videos as like a piece of your, or what are you sending out? Yeah.

So I have like two different main databases. I have what I call my coaching database. So it's like any realtor partner past, sorry, realtor partner or like, because I think I've got like, I don't know, 20,000-ish realtors around the country that I email often, like a few times a month. I'm not like a stocker because I don't like what. I get emailed like every week when you sign up for like somebody's thing and then you're just like stocked like those annoy me and I would unsubscribe. So a few times a month like I come up with something of value to add the realtor side of things. But then on the separate side of things,

I have what I call a 33 touch database campaign or 33 times throughout the year. I'm reaching out to my clients in my community. Sometimes it's local pumpkin patch location. Sometimes it's Christmas tree lighting locations. Sometimes like the one we're doing for February. We have two we do February. One is called Letter from the Heart, and it's a letter we send out to our database. This is not one I'm going to send to my agent partners, but this is a letter from the heart, and it's three personal paragraphs and one business paragraph. And then we're also doing local wineries and breweries. Now, I'm not going to send that to my realtor partners because they don't live locally.

So on my agent database side, so I use brevity. That's my CRM, and I'm obsessed with it. It's the best freaking thing ever. So I use brevity, and I do, on the agent side, I'm always. about like adding value to them, talking about open houses, you know, help them convert on social media, script, you know, how to embrace script practice, how you broke into the luxury market. So like anything to help them build their business, their mindset, that's the realtor side. Then my agent side or sorry, my client side is all positioning me as the local expert.

Okay. So when people hear that, they're overwhelmed. They're like, dude, I want that so bad. But I'm literally stressed out just thinking about it because I don't even get them. I have a serum and I haven't touched it. So real talk, how long did it take you to build out? Did you actually build this out? Did you hire someone to do it?

What does that back end look like? So it took time, to be honest. I launched my coaching company heavily in 2020. Like I was partnered with another coaching company and then started my own in 2017. But 2020 is when I really focused on, okay, I'm going to come up with like a schedule for my YouTube channel. And then whenever I create a YouTube video, I'm going to send it out to my database of realtors

to help them build their business. My 33-touch database campaign, which if, what is it? I think if they email the goods at Rachel Adamsley Group, I don't know if you can add stuff to show notes, but if they email the goods at Racheladamsleygroup.com, they can get a copy of my 33-touch database campaign. But that is where every year I sit down with my agents on my team,

And I'm like, all right, you guys, who are we? How do we want to add value to the community? Like, what does this look like? And so sometimes, like, it is free stuff. Like, one of our things that does very well is we say we're kids eat free locally. So we literally have the days of the week. We made a schedule. Everything I do is through Canvas. So it's really inexpensive. It's my favorite free graphic. Well, it's not free. If you buy the upgraded one, but there is a free version. But everything's done through Canva. I am not a design person. So I hire that out. I will like come up with an idea and drop it on a nap. with like stick figures and I'm like make this pretty and like I'm not I don't do design I'm I know what I want in design and I'll tell you what I don't like about it but like I'm like it's developed like I read you know my brokerage is all red and so everything is red and I don't want red anywhere in my life so like I'm all neutrals and I red did my step but it's like it took me time to rebrand I'm 12 years in and I just rebranded for the second time after 12 years like the 33 touch

campaign did not happen. I didn't have any money. They were like, like now we run out a movie theater for date night and we do family photos in the park twice a year and we do mommy's a mimosas and Santa Mimosas and Easter Bunny Mimosas because I like Mimosas. And so we do a little, you know, and they're realtor with Mimosas. It's fine. But like we this, it didn't happen overnight because it was broke. I started in real estate, paycheck behind a paycheck and a super unhealthy marriage. I was super overweight because I was putting everybody else's needs in front of my own. I was definitely drinking too much alcohol and not enough water. Like it, like this business is so amazing, but it can also chew you up and spit you out if

you're not careful. And so it's like being so intentional with who I surrounded myself with, making good choices. Like it didn't happen overnight. It happened slowly. And that's the thing that I want people to be like aware of is like, you might look on social now and be like, oh my God, her life is perfect. She's got those three cute boys and maybe her husband's freaking hot because he is. And like all all the things.

But then like you don't. see me crying on my garage floor to get to a showing and having to siphon gas out of a motorcycle to a car because I was so broke. Like you don't see me having to borrow money from everyone because I had bounced all my, you know what I bounced checks. Like the reality of what you see now is not what it used to be. But just know that like it's all possible. If you if you just like my why was bigger than any excuse that I could come up with. I wanted this business so freaking badly. I wanted to be successful. I wanted to have financial freedom. I wanted to have. I wanted to kids like you know like we had four miscarriages on this journey of having our family like my life

has not been like all sunshine and roses it's it's had really tough moments but like i i know what i want for my life i know what i want for the people i care about i know how i want to raise my babies and i know my team like my real estate team are the best freaking people on the planet and i love on them and we call ourselves like our work family and like it all it all has come but like one step at a time. And I mean, I first team blew up because I had no idea how to be a leader. And like you, it's like failing forward. It's messy.

It's beautiful. But it also can like be so dang rewarding. Rachel, we have talked about so much on this podcast. What are you going to call this episode? Because we've talked about 75 days. I'm going to need like 20 minutes afterwards just to be like, what in the world? How do we frame this? What about?

Yeah. But before we had to wrap up, is there anything? that you like really wanted to hit on and cover that we didn't touch on. Oh gosh. You know, I think the biggest thing is just like if you're having a tough day in real estate, know that you're not alone, but get some good sleep and know that tomorrow is a new day. And if you need some like positive inspiration, you can always reach out to me. My DMs are always open. It is not anyone else who responds to you except for me. I did give you guys 22 tips for how to build your business through social media. I sent that to Shelby before we started.

So you guys are going to get a little freebie. And, you know, I just, I think, like, you have to remember there's going to be days where you get overwhelmed. There are days you're going to get overwhelmed in this business because the buyer needs you, the seller needs you, the lock button and get put on like your kid's sick. Like, things happen. Life shows up. But the only reason that so many opportunities are coming to you is because of how you're showing up. You wouldn't get opportunities if you weren't doing the right things in this business and showing up and making your calls. And like every time that I get a phone call and someone's like says no to me, I'm like, okay. The next one's going to be yes. When I was door knocking, I did 75 doors in two hours because

I'm a chatty person and it takes me a long time when I like, we'll always stay at your door and ask you one more question and be like, do you want to hug? I think I'm a huger. But like the thing is like I always was like that next door is my next listing. That next phone call is my next expired. That next communication is my next referral. So I always just think the next one is what's going to help me build my business. And I think it helps you keep going and keep growing because, like, there's no cap on what we can do in this industry. Yes. And guys, for her 22 tips, go to real estate rock stars network.com and go to the toolbox. It's for free. Thank you, Rachel, for sharing that with our listeners. And, okay, wrap up question number one. What is your favorite app or tool?

favorite app is e-news allowed? No, probably not. So you can do whatever you want. Rachel, your world. I'm just living in it. Google Keep is my favorite. I store like notes for clients in there, grocery lists. I can collaborate with my admin on like our lockboxes to make sure that we have like a system. So I prep my post in there. I have my hashtag sets in there. So Google Keep is my most used app for sure. That's a good one. What events are you going to in the next 12 months? Okay.

So we have two real estate conferences that I'll be speaking at for my brokerage. So Keller Williams, we have Mega Camp and Family Reunion. And then I'm a part of Place, which is my organization. I love so much. And they've enabled me to really help build my business and my team. We went from seven or sorry, four full-time realtors in the end of November to now, we are in the beginning of February and we have 17 realtors and we have like the most amazing freaking launch and pre-launch ever to get these agents in production. I'm so excited. Like so excited.

It's been my last two months. I've been like tirelessly working on it. So I feel like I just need a martini. Um, so. And a mimosa. I am a mamosa. It's together. It'll be gross. Um, so yeah, I, I have two real estate conferences. Um, and then Bill How is one that my, um, place, my organization and part of they put on. So that's going to be really good. And then we're going to Tahoe. We're going to Hawaii. I do date nights every Friday with my hubby.

So yeah, that's my stuff coming up. Very fun. Okay. How can listeners help you in your business and where can they find you? I like it. I am in Northern California. I want all of your referrals. I'll take such good care of them.

They'll be my best friends by the end. So Sacramento is where most people know, but we serve Sacramento. We serve the Bay Area. Plaster County. So if you think of Northern California, just think of me. And we are really big with our communication. So you'll know when we've made contact with your client, when we have an accepted contract upon full contingency removal and when your check is on its way. Communications number one for us. So we do that four touches all through email.

That is so nice. And your favorite place for them to reach out to you is Instagram or where? Probably Instagram. Yeah, like I'll, I respond to Facebook, Instagram, YouTube. I'm really bad at looking at my comments, so don't message me there. My team will be like, hi, you have 50 people respond to you. I'm like, okay, thank you. But Facebook and Instagram is my jam, so that's the fastest way to snag me for sure. Yeah, guys, just a reminder, if you want to hang out with me and Aaron, we are The Shelby Show and Aaron and Mujas Steady on the ground. Always love to hear from you. And otherwise, that is all we have for today. Real estate rock stars, thanks for listening.