KGCI: Real Estate on Air - Keeping It Real Estate

Episode Date: May 24, 2024

Hello, hello. Thanks so much for being here today, everyone. Hey, Debbie. How's it going? Thanks for being on camera and being here. This is kind of the kickstart of something that we're doing, that we're calling Keeping It Real Estate with me, Sarah DeLancic. And what I want to do with this, well, let's rewind a minute. So some of you already know me, but some of you don't. and if you're listening to this online,

the reason, so like I normally will do a lot of slides and like teach stuff on here, but I want to do this more for the people that can't see it, if you're listening in the car and things like that. And I'm really, really passionate about helping agents overcome their fears, you know, and like any of the obstacles that are blocking them from being able to really succeed and find, you know, what they're passionate about in this. this industry. And this industry is a little walking. I feel fucky. For those of you that are

getting into it, there's a lot of stuff out there, okay? A lot of stuff that might contradict other things, which we're going to get into a little later. But I'm doing this more off-the-cuff style this time. It can be interactive. Sometimes I might have guests, interviews, things like that but one of the things that I really wanted to focus on because I saw that it was a recurring theme of like agent's mindset just being totally off from where it should be and then a lot of the messages that we're hearing like I go to a lot of real estate events not as much as some people but we hear really conflicting things and I want to get into some of that and and like dive into it I want to into the news of what's happening. So like kind of like a radio segment is kind of what I'm thinking.

You know, we'll like dive into topics. We'll talk about them if you guys have questions. If you just want to listen, that's totally fine. But it might be a little shorter if that's the case. So my background is that I am a fellow realtor and I didn't really enjoy selling real estate, but been in the industry for a long time. Sold real estate coaching for several years before. I bought my license and then eventually decided to start my own like boutique ISA company. We're really, really small, but we see all the struggles that agents see with calling leads, warm internet leads, old stale leads, any kind of leads you can think of pretty much. We've done it.

We've tried it. And I have a very strong opinion on it. So let's preface that. Sometimes I might need to disclaimer. This is my opinion. not necessarily the opinion of it. And this might be a little controversial because I definitely have a strong opinion

that does not align with some of the major, you know, voices that are on stage and stuff like that. So just putting that out there, feel free to disagree with me. I totally understand. So that's that. So one of the things that I really want to do is help agents get in the right headspace.

Not just for real estate, but like just overall. like our thoughts really do impact a lot of things and and so I was thinking for a long time I've hosted Agent PowerHuddle and I was thinking oh I should do this more consistently and like have people show up and do some affirmations visualizations things like that and we'll see if we can do some of that we're definitely going to do some affirmations but some of the visualization stuff might need to be more like a homework thing, but I definitely think this will help, not just in real estate, but in day-to-day life, because the way that we view things can really impact the success

that we're having and it can come through in our energy and our voice and all the things and all the ways that we communicate with the world in our business and in our life. Okay. So with that being said, I would like to start off with. some affirmations that we try to say every day, my team and myself, sometimes we just jump right in because you know how, you know how real estate is. Sometimes it's just busy, busy, crazy stuff. So I'm going to read these off. And if you are watching it, I'm going to, this is going to be one of the times I share my screen. But if you all want these affirmations, feel free to join my Facebook group or follow me, send me a message.

Kelsey, my sharing the affirmations screen? Yeah, pick it. I don't know why the little green thing that used to be on Zoom doesn't show. I have three. Thank you.

Yes, check it out, Debbie. I love it. You got the big one. She's got the long one. And now I have a shorter version, and it's a little bit more specific. I change it just a little bit.

But either way, you know, just so you know, you could go and chat GPT and just ask, hey, give me some good affirmations for real estate. And it'll give you a whole list. So I'm going to say these, and I hope that you all still say them. You don't have to say them out loud or come off a mute or anything like that,

but I want you to like feel this and resonate with it. And the more that you do this, the more it will become true. So my affirmations are I am successful regardless of what is happening in the current market. Each call is an opportunity to build a positive connection and provide value. I am well prepared and knowledgeable about my market and the services I offer. I am persistent and resilient. I will keep going despite any challenges. I focus on solutions and benefits, not just making a sale. Every call brings me one step closer to achieving my goals. I am a great communicator and can convey my message effectively. My enthusiasm is contagious and it resonates

with the people I'm talking to. I know that success comes from consistent effort. This last one is huge. There's not a single champion that is going to tell you that consistent. is not cheap. Like, consistency is absolutely positively necessary, period over, right? Okay. Let's see. So now that we've done that, like some of the other things, and I'm not sure how this will go.

Like, we're just kind of doing, testing the waters right now to see how this works. But one of my ideas to autumn a couple months ago was that I wanted to start a visualization where like agents can come and actually visualize having closings, right, having great conversations, like visualize their success and feel it and see what happens if you were to do that consistently day after day. And obviously I'm not on here every single day. So I am here every other Wednesday for now. We could go anywhere from 15 minutes to 30 sometimes 40 last week. We went over. but starting now it'll be every other Wednesday right here right where you're at so we're keeping at real estate all right um one of the things that I want to talk about is now call right so I make

my team and myself we make lots of calls I've been making over a hundred calls pretty much on average for almost five six years now and not just not just to like buyers and sell that goes back to when I was calling real estate and selling real estate coaching. But I feel like even though I have no desire to do the job of a real estate agent, even though I am one, I feel like I see all of the same, a lot of the same challenges. Not all of the same challenges, but a lot of the same challenges. And I did, you know, I did do listing appointments and buyers got buyers under contract and things like that. So I do understand like showing houses, but that's not the problem that most real estate

agents have. The problem that most real estate agents have is they don't know where to find alternate sources of business, right, without paying for it or without like doing things that they don't necessarily want to do. And if you were to take a look at your last, you know, 12 months of closings, do you know where they all came from? Do you know which, like let's just say you had 12 closings year, one a month or something like that. Do you know were they all sphere of influence? Did they all come from organic, like growth, like people reaching out to you through social media? Did they come from Facebook ads that you were running? Did they come from Zillow leads that you paid for? So every real estate agent should have multiple streams of leads, right? Not just, you don't want to

just stick to one because if that one goes out, now your business goes by-bye, right? So like if all you're doing is Facebook ads and then suddenly somebody hacks your account, you don't have it set up right. Now, you know, now your Facebook might be out of commission for a bit and that might be a problem. Of course, Facebook leaves close like eight months later, but still, you see it. Right. So, um, so what we're trying to do here is help agency, all the different stuff. You know, Yes, referrals, referrals. Like most agents will say, sphere of influence and referral is their main lead gen source.

And that's a great one because it's, you know, it's obviously the easiest. There's not a lot of friction there. There's not a lot of stuff that you have to get through. But the more friction that you have, the stronger agent you become. And the more you can handle the adversity that comes with talking to Facebook leads and talking to Zillow leads and all the other things.

And I'm not saying you have to pay for any of that stuff, first of all. just so you know, I don't, I'm not recommending any testes, but I do recommend that you have multiple streams of leads so that you are not, you know, a one trick pony or whatever that saying is. All right. Now, the next topic I was going to talk about is news. All right. In the news lately, I don't know if you guys have heard, but AI is like really big, right? I'm sure all of you know you.

AI is becoming a thing. I just mentioned chat GPT and how you can use it and things like that. But I want to talk about AI's making phone calls. Now, I don't know if you've heard about this, and I'm not going to stay on this long, because actually it's not staying long because there was a, there was a memo that came out with my brokerage that says there's an FCC update for AI voice calls and complaints.

And what happened is like basically they have these AI call. leads. And real estate is funny because it's like one of the only sales jobs that you are actually, like you don't just purchase the product and go home. Like people can't just buy the house in one day and leave, right? Like there's a process over time. Like when you go by a car, right? You go to the lot maybe, you take it for a drive, you sit there for six hours and you do the paperwork and you walk out with it. But not the case with a home, especially if you're building a home, or anything like that. So real estate is in a different category of sales.

And people have turned to AI, well, agents have turned to AI because they get really busy, they got really busy, and because it's, you know, it works for you 24-7 and it can be very helpful, it can be cheap, it can do a lot of things, right? but AI phone calls is something I'm vehemently against. It's not authentic. I don't care, you know, how real it sounds. I just feel like it's kind of, it's scamming to me. And I guess that the FCC agrees, and they came out with this news,

that AI generated voice calls are now classified as artificial, which is, it's literally in the name. But with that being said, now agents need to get prior written consent, before they can employ any of these AI calls. Now, this might be old news to some of you. This might be new news or you're like, I don't even care because I would never do that, which that's probably good because if you did start a business

with AI phone calls, well, now you might be out of luck. Or there might be other scams out there to get other things. I just feel like it kind of puts a damper on the industry if we were using this. So I'm kind of glad to hear this, that they're not allowing these AIs to have these phone calls and conversations with your,

prospects, right? Now that being said, like, I don't know what it is, but Alexa can't even figure my, when I ask her to play a song, she can't even get it right. So there's that. Okay. So, any questions about any of that, feel free to let me know. But I just want to bring, I want to try to bring up something that's going on in the industry to keep you guys in the loop because sometimes we have our head down and we're grinding and we don't see all the other things that are going on. So I just really want to like make this a time to catch up about the important stuff. Okay. So one of the things that I did to research

how I was going to do this podcast was I looked up, you know, I started reading books or like looking up, like somebody recommended a book to me and I typed it into YouTube and they have these little videos. There's like actually a really good channel. It's called Successful by Design.

And he has like little animations for the books that he talks about. And I looked one up because actually Jesse, when we were talking about me doing this podcast, Jesse Zagorski was like, Sarah, you should read this book. Great, good to great. So I pulled that up and then I went down a rabbit hole watching a whole bunch of them and got some ideas for the show, which is a really, really interesting book. So you should check that. But one of the things that I ran to just this morning while I was getting ready, I was listening to the channel. And I pulled up the book, Pre-Suasion by Robert Sheld. need. I don't know if I'm saying that. But pre-suasion. So I listened to the whole little, you know,

10-minute like summary of it with the little graphics and everything. It's really cute. And I was like, oh, that's really interesting. And I've seen some of this. And he talks about anchoring a price. Anchoring a price. And I'm like, oh, I've seen people do that. I know where they got it now, right? And then right after that, it auto played into the next video. And it happened to be, Chris Voss's never split the difference. I'm pretty sure most of you have heard of this book. It's a FBI guy that was a negotiator for people's lives, and he figured out that this can work in a lot of situations.

And so I listened to that, and it went into an interview with him, too, and he kind of contradicted the whole anchoring the price thing. And this is my point. There are so many different opinions about follow-up, about how to say things, about how to approach it, how often to call, what to say when you call, questions to ask whether to ask if it's the right person. So like if I were to call Debbie here, I'd be like, hey, is this Debbie? I do that. I didn't do that when I sold real estate coaching because it was different. That way I would be like, hi, Debbie, this is Sarah, blah, blah,

because I'm doing different things. Like selling real estate coaching, like calling a real estate agent, you pretty much know it's definitely the real estate agent because their faces plastered all over online. You can get their phone number, blah, blah, blah, right? So I can automatically assume that it's Debbie when I call Debbie if I'm calling a real estate agent. That's the way I did it. Now, when I'm calling, like, somebody that was just scrolling, you know, during the Super Bowl, they had a few drinks and they're, like, scrolling and they're like, yeah, I want to see what my home's worth. And then I call them, I want to make sure I have the right person before I start spouting off some details about their home or, like, anything like that.

right so i ask put it now there are millions of other things out there that are going to tell you a different way to do it and and that's where you have to kind of go into yourself and figure out what works for you okay this is important what is working don't change even if other people are telling you that you should i mean if it is working for you you are getting close as you're seeing results and one thing i will say though is sometimes something will work but it'll leave a bad taste in the mouth of the person, right? So in this interview that popped up with Chris Boss after I watched a little blurby on it,

you know how YouTube, like, recommends another video. She was getting interviewed by a name of Lewis. Let me see if I could find it. I'm not going to play it, but I'm going to try to tell you guys where it was so that I can tell you how to find it. It was Lewis Howells. I will type this in the chat.

and it was a really interesting interview. It's very long, an hour and 34 minutes. And he said some really interesting stuff. And I see it. And she immediately went into like why you should not anchor, because when you anchor, you're driving business away. So you should not anchor a price, right? So he had a different point of view than I had just previously heard,

and it can get really confusing and it can stop you in your tracks. And then all of a sudden, you're like, what do I do here? What am I doing? Like, which way do I go? Who's right? What am I supposed to do? That's why it's important for you to test things out, practice things, and figure out what works for you. Now, when it stops working, and this is why I'm very passionate. When something stops working, it needs to stop. You need to stop doing it. Okay. For 20-something years, we've been told how to follow up with, you know, our prospective buyers and sell. by people that did it at a very high level, 20 something years ago.

Those things don't necessarily work today. And I wasn't going to go here, but I'm going to go here just because I want to keep it real. And that's what this is all, right? So I have people ask me all the time to call FISBOS, expires, and all this other stuff. And I almost always tell them no. The only time I've said yes, and what I'm having a lot of success with right now, is calling expired luxury listings, but not. just calling them. Okay, I don't call them just be like, hey, you're listing it's fire. Do you want to sell?

I don't do any of that. And before you're like, oh, you need to practice and there's other ways to do it. Okay, like, don't worry, I've done a lot of research on this. But the way to do it now from my, and I could be wrong. So if anybody wants to prove me wrong, I'm down. Like, let's chat. But the way that I've seen this done now and the way that it works and what we're seeing success with is sending a package so that I can then call and say, hey, we fed X-Dio package to your home on blah, blah, blah, street. Did you receive that? What do you think of it? And then a conversation can be had, right?

And so that is, and I'm not blowing them up. I call them like, you know, once a month, right? But come down three months later and we're seeing conversions on this. But it's because they're sending something to this person. It has a picture of their home. It's specific and it makes them feel special. Okay. So that's one of the main things.

Empathy, authenticity, and making people feel special. They want to talk about themselves. They want to feel special. Everybody does. So putting a picture of their house, which they are emotionally attached to, drives up the emotion, and then they feel, you know, like they've connected. So I'm not into manipulating anyone into doing anything. But if you can help build a connection, I'm cool with that, right?

Like, as long as you're being authentic and real. So expired listings, the normal way, where you go get a whole bunch of phone numbers and names, and you pull a list and you just start calling random numbers. Zan, that is a great question. I'm going to send you to Wendy Goss. She has, let me type it in the chat. She has an incredible Facebook group, and I think she might have done a video on it. I think her

Tech Tuesdays is the name of her yeah, join her Facebook group because she should have it in there and she's awesome. So that is, and she, let's just,

it's probably $100 per per phone number that she's sending these packages out, but we're talking about luxury listings. So those are the things that I'm talking about. So I put out a post that was like, hey, people want me to call expires. is anybody actually closing expired listings right now?

And I got a lot of people say they were and like say that they did expires. And I said, okay, how many have you closed in the last month? None. Okay, how about six months? None. I had one person who had one and they said it was more of like a fluke than anything. It was just kind of like fell in their lap, kind of like, you know, it was just random. So I know that there are people out there.

Even Jesse told me this when I was telling him this. I know that there are people out there that are having success with it. I want to know what they're doing. But I will tell you this. I've taken the advice to pay for advice from old stuff. And the way that they did it in 2010 is not working today. Everything is different. Like now, I don't know if you guys got the iPhone update,

but you can literally watch the text when somebody, you send them to voicemail. You can send them to voicemail and then you can watch what they're saying. It'll show up on text on your screen as they're leaving the voicemail. So people are even better at ignoring the things that they don't want to pay attention to. Send this voicemail, ignore it, block it. There's all different ways, right? There's all different things that we can do.

And the point is to help people to understand where you're coming from, help people to see that you're providing value and that you're a resource for education, for any of the things that, like, for finding places, referrals, like, okay, you need a contractor, you need boxes, like real estate agents know so much about a lot of things because you have to. You have to. Like, you have to know a good cleaning person. You have to know a good stager. You have to know, like, a lot.

or you have to do it yourself, right? So people want that information. Like, I don't know if you guys are part of any local Facebook groups, but a lot of times people are like, who is the best contractor? Refer me to a good cleaner, things like that, not in real estate groups. I'm just talking about like just in your local city group.

So my point in all this tangent that I'm going down, sorry, is that there are different ways to do things. And so if something is no longer working, we need to stop pretending like it is. And a lot of people freaked out when interest rates went up and, you know, buyers were not as inclined to buy or sellers were not as inclined to sell and things like that. And a lot of people just didn't know what to do. So they fell back and they talked to a coach or something like that or they look something up. And they got some advice that maybe isn't the best advice. That's my point. And on one of these calls, maybe in two weeks, I want to talk about how to pick a,

a real estate coach, which I know a lot about too, because some of y'all are spending some money on people that have not closed deals and they don't even know what they're talking about. Like, I've seen people leave this business because they couldn't close a deal and become a coach. And I'm not going to mention names or anything like that. There are some coaches that don't sell any rate. Look at Tom Ferry. He's never sold a house in his life. He's the number one real estate coach in the world.

So some people have that. Either way, I technically haven't sold a home. So not in my name. It was a referral. So, you know, but I have a lot of knowledge in the industry from all of the other things like, I do. And I know that I couldn't do it if I wanted to. But weekends and nights are not my thing. So we're not rolling. Okay. So to sum that all up, make sure that you are figuring out who you are. Make sure that you have a positive mindset. Do the affirmations and try. Trust yourself to be a resource because you are one and people who resonate with you differently than they resonate with someone else. I was just talking to a potential client yesterday. She's in the same area as another person that they're in the same exact market. And I was like, hey, you guys are different, you know, like your videos are going to be different

than his. So, you know, don't let that stop you, right? And there were a lot of similarities. It was really funny. But people are going to resonate with a woman. differently than they resonate with a man. That's, you know, a lot of women are real estate agents. We don't see a lot of women on stage.

Sorry, I went there too. I'm really keeping it. But it's the truth. And women make up most of real estate as realtors. It's like over 60%. So I'm trying to be a voice like to be heard on these topics. And hopefully, y'all will come back and join me in two weeks.

And we'll see what else I have to blow up in this industry. because I'm not, that's why I had the whole preface this with like, these are my opinions, not necessarily opinions of wherever you're listening to this on, but I have strong opinions. And I can be proven wrong. And I have. Like Wendy, I didn't want to call her expired listings, but I did. And she proved me wrong.

So bring it, you know, like John Chapp Black, if you want to have a call off, I'm happy to challenge you to my way versus your way. Totally happy to do that. Just saying, hit me up. Okay, anybody have questions? We have a couple more read it. I think we're good. You're good?

All right, cool. All right. Well, then, it was so nice for you guys to be here today. Thank you so much. And then I hope, you know, you'll join me next time and we'll figure out some more things that we can blow up in the industry. Go crush it. Bye.