No Broke Months For Salespeople - The Ultimate Blueprint to Referral-Based Real Estate

Episode Date: March 14, 2024

Jacki Semerau Tait is a National Speaker, a Top-producing Real Estate Agent, and a Relationship Marketing Coach. She Lost her house and income sources, and Jacki decided that she NEEDED to recreate herself. Her "$4 Story" seemed like the lowest of lows, but it became the catalyst she needed to launch into her dream life. She is currently a top-producing Realtor® with a background in marketing and advertising.  Jacki's been using her real estate and marketing expertise to coach agents nationwide to succeed in their careers.  For this week's Top Industry Leader Mastermind of the Year, Jackie will talk about the Ultimate Blueprint for Referral-Based Real Estate. To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

When you do any of the things we talk about today, what we're showing is that we care. What we're doing is building relationship. We're working on that know, like, and trust, but the point is to get to the next step. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling,

but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is no broke months. Jackie Semero-Tate is a national speaker, a top-producing real estate agent, and a relationship marketing coach. She lost her house and income sources, and Jackie decided that she needed to recreate herself.

Her $4 story seemed like the lowest of lows, but it became the catalyst she needed to launch into her dream life. She is currently a top-producing realtor with a background in marketing and advertising. Jackie's been using her real estate and marketing expertise to coach agents nationwide to succeed in their careers. For this week's Top Industry Leader Mastermind of the Year, Jackie will talk about the ultimate blueprint to referral-based real estate. My name is Dan Groshine. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months.

Thanks for joining me. Enjoy the show. I want to start out by asking you guys, do you ever have a day in real estate where you just don't want to show up, but you know it's what's best, so you show up anyway? Anybody have those days? You have an appointment, you're committed, you get on the phone because you're like, no, I have an appointment to make these calls, even though I don't feel like it so I'm going to share with you my little secret is that today I had one of those days I woke up I kid you not my eyes were swollen shut from an allergic reaction to something I have no idea and I went oh my gosh I have to go I'm doing a presentation on zoom I have a listing appointment later today and I went what am my gosh, I have to go. I'm doing a presentation on Zoom. I have a listing appointment later today.

And I went, what am I going to do? And really all I wanted to do is like take a bunch of Benadryl and go back to sleep and hope it would go away. So the good news is they're kind of open now, but I'm here and I'm here for it. So I'm excited to talk to you guys. So how long have you been in real estate? How many years have you been doing real estate on a full-time basis or if you're part-time? But let me know how long you've been here. I want to get a good sense for who I'm chatting with today.

All right, we've got Diana at three years, Myrna at eight months, Larry 12 years. Awesome. So we have a little bit of a gamut. Well, the good news is that what I'm going to be talking to you about today can be used whether you've been in the business for five minutes or 50 years. It doesn't matter. For me, I started in 2002 in real estate. And so I got started. It was actually a very balanced market. And then for any of you who maybe remember back then in the real estate industry, it went bananas. And that's when everything just took off and houses were selling like hotcakes, buyers that didn't have cash practically had no chance. And then, bam,

crash, great recession hit and everything changed. So I've seen the cycles, I've been through it. And I'm excited to tell you that this stuff we're gonna talk about today does not matter, doesn't depend on cycles in real estate. It doesn't depend on how long you've been doing it. Let me ask you this, in a market that is typically a struggling market where maybe people aren't as gung-ho

to buy or sell real estate, what are some reasons that people still move? What are some reasons people still sell their homes or buy a new home? What are some reasons that people buy in any market? And I can tell you, I can think of seven or eight just off the top of my head. Trace says probate. Larry says relocation for work. Yeah. So you get transferred, you get a new job opportunity. And I mean, death happens. Careers

happen. Job change, birth and death. Yes. So you're having more kids and you need more space. Divorce, divorces happen. It's not all of these reasons are pleasant or pretty, but they are what they are. And so with this, it's more important than ever, upgrading, downgrading, exactly. It's more important than ever that you're putting yourself in the position to show people how much you genuinely care for their situation and what's happening. So first and foremost, what I want to say is I'm going to get into some ideas. Here's how I want to do things is I'm going to hit through a few ideas, kind of rapid pace, if you will. Where I want to start is this. You guys ever join a talk like this? You're in a mastermind, you're in a class, you're at a live event, and you're there for all the good ideas.

And then you leave and you think, oh, that was all good. I'm going to do all of it. And then what do you end up doing? None of it. Does anybody else have that where you just almost get too many ideas and you get a little bit overwhelmed? So what I want you guys to do today is as we're talking through some of these ideas, whether it's some of them that I share with you or some that get tossed around during the discussion on the back half of our time together. I want you to leave this hour of our time together with one thing you're going to commit to. Just one thing

you're going to commit to, and I want you to put it into a system. Because sometimes we can say, yes, I'm in, I'm going to do the thing. But then we don't do the thing. And the reason we don't do the thing is because we didn't plug in a system to do the thing. So the system that I'm going to give you is super, super easy. 30 minutes a day, five days a week. You're going to commit to do the one thing that you identify today. And then you're going gonna rinse and repeat. 30 minutes a day, five days per week. 30 minutes a day, five days a week.

And I truly believe that when you have that plugged into your time, now we're gonna get into the ideas that you're going to plug into those 30 minutes. And I wanna know after 30 days, what are your results? So I want to welcome you guys to connect with me, stay connected with me. And even if we don't chat again, other than in 30 days from now,

you send me a DM on Instagram or shoot me an email and say, hey, I was in that mastermind that Dan had through his community and you said to commit to this. Well, I committed. Here's what I did. And here's the results. I would love to hear it.

All right. So let's get into a few ideas. So first, we have to establish the fact that we've all heard that saying people don't know how or people don't care how much you know until they know how much you care. Fair statement. The other statement that we've heard is that people do business with people they know, like, and trust. So today, we're talking about methods you can use for people who know you. These are people who know you.

Now, they don't have to know you well. They just have to know you, know of you. So we don't know if they like you or trust you yet. Not saying they don't, just saying we don't know. Some examples of people like this are going to be people who have come into your database through any type of lead generation or resources that you have that you pull into your database. We're also talking about people who you are connected to on social media. Fair statement to say that you're connected to a lot of people in social media who might know you.

They know of you, not know you. You may know of them, but not know them. So these are some people as well. They're on your radar screen or you're on their radar screen. Fair enough. And then we're also talking about people who do already maybe know you, like you, and trust you. So we're taking it all the way from those people who are just entering into your world up to the people who are really close to you. These are your closest friends, your family members, things of that nature. So what we're going to do is start by talking technology-centric, and then we'll go all

the way down to the easiest technology. So if we get started in any of these and you go, that's a technology that I'm just not going to use. It's completely okay. Hang with me because they get easier from a technology standpoint as we go and grow. So let's pull up the very first thing. So the first thing that we are going to dig into is Facebook. I think it's safe to assume everybody here is on Facebook.

One of the reasons that we're starting it here, I know you're connected with Dan's community through Facebook. But other than that, I'm going to make the safe assumption that you're all here with at least a Facebook page and some things like that. So we're going to get started there. You know what, I'm going to backtrack for a second. Permission to backtrack to give you guys a valuable little tidbit. Before we jump into the methods, let me start here. Do you ever get into a situation where you are following up with people, but you get into your head a little bit, you get into your head here. Here's typically the way that this goes. You know, you're supposed to follow up with somebody. Maybe you had a conversation with them and they mentioned that they were thinking about selling their house in the spring. So now we're approaching, approaching spring and, but it's, you know, end of February.

So is it really spring yet? Can we, I mean, technically we're still in winter, but we're heading into spring. So we're getting into our head. So maybe right now you're going, well, they said spring it's the end of February. I'm going to wait till March. Then you get to March and then you think, oh, you know what? They probably got spring break coming up. I know they have kids. I don't want to bother them in spring break. And honestly, I don't know which week it is. It's either the second week or the third week. So I'll wait till the fourth week of March. And then by the time you finally call them, what's happened?

They're already listed with somebody else because you got up in your head trying to figure out what's the exact right time. And why do we do that? We do that because we don't want to bother them. We do that because we get up in our heads. Oh, nobody wants the phone call, which isn't true. We just, this is a lie that we tell ourselves because we don't want to get rejected by phone. That's the truth of the matter. But is it okay if I give you guys my go-to line so that when we're doing all the things

that we recommend here, if you start to get up in your head, I wanna give you this go-to line so that you can use this to help you get over that hump and not get stuck in your head. Are you guys okay with that? Okay, here's the line. I don't wanna bug you,

but I don't want to drop the ball on you either. I don't want to bug you, but I don't want to drop the ball on you either. This line, I can honestly tell you, has made me tens of thousands, if not hundreds of thousands of dollars over the course of years. Because this line, more than anything, has gotten me into a place where people maybe don't want to hear from me, but, or excuse me, I should say where I think people don't want

to hear from me. And so I'm getting a little bit up in my head. But if I go back to the fact that, you know what? At some point, they said they wanted to hear from me. If I go back to that fact, then I know that we're in a position where I can use this line and maybe they do want to hear from me after all. We're okay to go there. So this line is one that I will tell you guys I use primarily on the phone, but I use it in a follow-up email. I use this in a follow-up text message. I use this line quite a bit and I get a lot of response to it because it takes away that slimy salesy feeling and people think, oh, okay, you know what?

She's right. We did kind of have that conversation. And so a lot of times, I mean, people, I've had people return a call just to say, you know what, Jackie, we decided to go another direction or we hired another realtor. You know, my, you know, my wife's sister-in-law's best friend is a realtor and we kind of felt like we had to go with her. We love you, but nothing personal, but we have to do it. So that's okay.

I'd rather know. Yeah. But just stop ignoring my messaging and kind of get back into touch with me. So, okay. All right. So we're going to start with Facebook. So here's one of my favorite techniques and how we get relational with people. Again, we're talking about how do we use certain aspects and things that we have access to, to not just be the typical

real estate agent. We're showing people that we care and we're expecting them to maybe interact with us and create some engagement. One of my very favorite things that I do is we ask for photos in the comments. So this is one that I used about a month ago. Well, actually, February 1st, looks like. So I put this, this is my little dog, Zoe. And anybody who's known me for more than, you know, a day is going to know that eventually you're going to hear me talk about a dog, most likely my dog. I am a huge pet lover, definitely a dog person, but I just loved this. So we've got this little basket that we keep blankets in at the, at the like side of the couch. And so my husband and I were both laying on our sofas. Both of us had

blankets from here that we were using and we're, you know, kind of snuggled up and watching a movie. And all of a sudden we noticed Zoe just decided to climb into the blanket basket and make it her bed. So I thought it was cute. I put it on Facebook, but notice I said, listen, this makes me happy. Now it's your turn. I want to know. Now as the time that I screenshotted this, you can see that it's showing 16 comments. Over time, I think it ended up with 20, 25. I don't remember the exact number. But what happened is people did put pictures in the comments.

And some people put a picture with a little explanation as to what I was looking at. Some people just put the picture and let it speak for itself. But a couple of things happened here. Number one, I created engagement. Number two, I did show them a little glimpse into my world. So listen, if you're like, I hate dogs, dogs are awful. You and I are not going to get along very well. Now, if you say, well, I'm not really a dog person, but I really love animals. Okay, We have a chance there's redemption in store, but if you're the kind of person that was like, you know what? These people with their pets, they're crazy. I'm probably not your girl. So you see what I did there is I, I established a little personal fact

about me. That's either going to give us a little bit of a connection or it's going to give us a little bit of a separation. And that's okay. We want to do that in our comments and the things we post. Now, here's my recommendation on that though. I do recommend not getting extreme with that connection or separation. Politics, religion, things like that that can get highly, highly charged. I do recommend staying away from those. But that being said, you do you. I have a lender partner who posts all his political ideas.

And I talked to him once and said, why do you do that? Like, do you know how many people you turn off? He goes, yeah, I turn off a lot of people, but do you know how many people connect with me because of it? So you do you, however you want to create that. But so I've created engagement. I've established something about me. And now I've asked for their input. I'm showing them that I care about them and their world. Now, if that's all I did, that's good. This is good. I'm a big believer in good, better, best. So this is good. But then what I did with these

is I used a system called send out cards. Excuse me for interrupting my own show. You freaking amazing and because you're amazing i'm gonna ask for a quick favor it'll just take you 30 seconds for you to leave a favorable five-star rating or review on your favorite platform then what i'll do is i'll enter you into a raffle where we can meet 45 minutes for a free coaching session. And I'll also give you a copy of the book, Real Estate Evolution, which is the 10-step guide to CPI, consistent and predictable income.

Oh, by the way, I'm the author of that book. So if you'd like for me to coach you, give you some nuggets and help you in your business, go ahead and leave a review and you can enter into the monthly raffle to win. But this is a system where it's online and you can create a card. So what I did is I took one of the pictures that somebody shared in the comments and I downloaded it and then I put it on the front of a card. And then I gave her a little message. Now what's funny about this is that I am a real estate agent in the Flagstaff Sedona area in Arizona. So everything north of the Valley of the Sun,

a lot of people think of Arizona, they think hot, dry desert with cacti and all of that, you know, 120 degrees in the summer. that's not where I sell real estate. I sell real estate north up in the mountains where we don't have that extreme heat in the summer. And that's part of why I sell there, PS. So I love it. But my husband and I, at one point, we purchased a beach house in Rockport, Texas.

And so this is the person, the person I sent this to is the person who I utilized for our real estate. We bought and sold several houses with her over the years and we became friends and I just absolutely adore this person. Now, I do want to give you guys a moment of encouragement. I wanna give you a moment of encouragement

because when I share this story, there's a very strategical reason as to why this card is the one I share in this presentation. I want to give you some encouragement about your length of time in real estate. I've been doing this for 22 years and not only have I created a successful business for myself, but I also am a real estate coach

like Dan introduced me. Okay, great. So when I connected with this person, I connected with her because a different realtor that we were using, quite frankly, let us down. So I went realtor shopping. And I'm going to tell you this story. I don't always tell it, but are you guys okay if I tell you the tale of two realtors? Do you want to hear this one?

This is a good example of what to do, what not to do, and how you can hopefully learn from this story. So knowing what I know, we did start working with a realtor who was referred to us by somebody else who had moved into the area. And when we first started working with her, we did really like her. We bought our first house with her. We thought she was great. However, then when the deal closed, we kind of tried to reach out to her. We had a little happy we had a little happy hour event at our house, our new house that we just bought. And we invited the friends over who referred us to her and we invited

her and her spouse over as well. And she couldn't make it. So that was okay. And we tried a couple of other times to connect with her. Just, you know, whether, Hey, we're out for coffee. Do you want to join us? Whatever the case was. So we started to get the impression where like, I don't know, maybe she just doesn't like, you know, maybe she's more transactional. She doesn't really want to hang out. That's okay. Everybody does their business different. However, Andrew says she's shy. Maybe. I mean, is it possible? That's not the impression I had with her at all, but it's possible. But here's what happened. So, I mean, no, but honestly, like we try, we made some effort, no judgment that not, you know, that we weren't able to connect.

That's not the point. The point is we just kind of left it alone and that was fine. And when it was time to sell that house, we reconnected with her and we asked her, we said, listen, we're, we're going to be trying to sell the house at a certain point in time. This is about two, three months prior to it. And we said, can you send us some comps? Let us know where we're at, what we're thinking, what you're thinking our house might be worth in today's market.

So she said, OK, not a problem, but I am out on vacation. So I will get back to you within a week. No problem. Again, no judgment. We were in no hurry. Andrew says she's a buyer's agent, not a seller's agent. You know, it's very interesting as I agree with you. I think there's something to that

because not everybody is great at both ends of this and you can be a stellar buyer's agent and you can not really be a great listing agent or vice versa. But in this situation, we asked her for the comps and she said it would be a week, not a problem. So a week goes by, a week and a half goes by, we finally get an email from her with the comps and it literally just said three words, here you go.

Now, listen, I get it. Everybody's got different styles of communication, but for me, that showed a lack of professionalism. Yeah, Andrew says, bye-bye. I was of the same mindset. And then we thought, okay, well, at least we've got these comps. We're gonna put this on the shelf

until we get back into town anyway. So a couple months later is when we dusted this whole thing off that we were going to sell again. So we get back into town. By the time we get back into town, we still had not heard from her. She had not picked up the phone. She, you know, and again, maybe she got up in her head.

Maybe she didn't have my great line about, hey, I don't want to bug you, but I don't want to drop the ball on you either. Whatever the situation was, we never heard back from her. And we thought, you know what? We're not going to chase you down to give you our listing. Sorry, my husband's in real estate. I'm in real estate.

We both are like, you know what? No. So we said, let's go shopping for realtors. This will be fun. It'll be a little bit of an exercise to see who's the cream of the crop in the area. So we started by going to open houses. And here's what I want to tell you. Does anybody in here do open houses currently? This is part of your business plan. You're doing, you're doing open houses. See if any even answer.

Yep. What's wrong with her? She's so lucky to have you connecting with her. Cece, thank you. Larry says, yes. So we do have some people doing open houses, whether you do them every once in a great while, or this is a big part of your business plan.

Here's what I want to tell you about my personal research when I went shopping for a realtor using open houses. We stopped in. We signed everybody's sign-in sheet. We had conversations with each of the agents and we let them know that we are investors in the area who own houses in the area. Ones that we actually liked and felt a good connection with, we said, we're thinking of selling one of our houses. How many do you think called me? Oh, let me start by saying we went to six open houses. We gave our contact information to six realtors over the course of a weekend, how many called me? I'm seeing two, three. Emmanuel is saying all six. All six of them called you. Diana says all of them called you. All right. Drum roll, please. The answer is not one. Not one called me and even had one that I even had one that we texted back and forth when I was at the house because, and I thought this was going to be the one I really did.

I thought she was going to be the one to call, but she, uh, we were at the house and we're like, we really liked the location. We didn't really want, cause we were, we were thinking the house and we're like, we really liked the location. We didn't really want, cause we were, we were thinking about maybe buying something else. We didn't know. So we liked that location, but the house itself was a little wonky. And so she goes, you know, there's this other listing that's down the road. It just hit the market. Do you want me to text you that? I said, yeah, absolutely. So she looked at my little sign in and she texted me her MLS link to this other house. And we went down to check it out.

And actually that was somebody else was holding it open and we ended up going there. And she never even called to say, hey, did you drive by that house? What did you think? Nothing. So you want to know how we found our new realtor is that we were at one of our favorite restaurants in the area. And I know it is insane. Y'all, I'm telling you, but I guarantee you, this is not that odd of a story. It's odd in

this group because you guys are here. You're here for it. You're working on your business. You're showing up and you're showing out that you care about your business. I think there's a lot of agents who truly have no idea. Cece says, can I apply? She's like, I'm gonna get my license in Rockport, Texas. Let's go. Cece, you're good. I'm telling you, if I have somebody in the Silicon Valley, I'm gonna keep you in mind because I like the aggressiveness.

And again, it's not being aggressive and salesy. It's being aggressive. And how can I help serve you? So we met our realtor because we went to a restaurant. It's one of our favorite restaurants. We're there for about 15 minutes. And this other couple walks in and she's wearing a name tag. And I see the name tag.

I recognize the brand and I lean over to my husband and I'm like, I go, Hey, I said, I'm, I'm seeing that right. Right. Like this is, this is a real estate company. He goes, Oh yeah. So sure enough, I just lean over and I say, um, Hey, I like your hat. She's wearing a cute hat. Like I said, Hey, I like your hat. She's wearing a cute hat. I said, hey, I like your hat. She's like a table away from us. And she says, thank you. And I said, hey, I can't help but notice your name badge. Are you a realtor? That woman got up from her seat.

She came, sat right down next to me. We had a lovely chat. Here's what I want to encourage you with. She had only been in the business for nine months. She had only sold three houses at that point. But I will tell you, I would rather have the new agent who is excited to talk to me about real estate than the seasoned agent who is not. Andrew says, but she was trained.

Exactly. She knew what she was doing and she was there for it. And I'm happy to say that we actually worked with her on several transactions. She was wonderful. We're still friends. I'm connected with her on Facebook and she's crushing it. Years later, no surprise, she's crushing it in her marketplace. So this is my way of saying, make sure when you show up, you follow up. And even when you may not be necessarily having your literal realtor hat on, you never know. You never know. So good for her for wearing her name badge. That's not a technique that I personally use, but I would say, man, if that's one that you use or think about using, it works

for her. All right. So anyway, I sent her this card on Facebook. I just sent it with the little picture of her two dogs. And I just said, hey, you know what? Next time we are in Rockport, we're going to look you up. We'd love to get together with you and your husband and all that fun stuff. So what am I doing when I'm sending that card to celebrate the thing that made them happy, the thing that made them smile so that they shared it with me in my Facebook comments on my Facebook post? Andrew says rapport. Yeah. Building rapport. What else, what else happened when I sent that to her in the mail? Every real estate agent is a great opportunity for, especially when you know you work well together and you have a similar sense of business. Those are the people you want to build referral relationships with. We made a connection, showed that I cared. Personality plus top of mind. Yes, because I care.

I care. What else? A personal touch. What else did I do? What do you think that, her name's Jennifer. What else do you think that Jennifer got in the mail the same day that my card hit? What else came in her mailbox? Probably some junk mail, probably some bills, frankly. And this time of year, probably a whole bunch of political ads and postcards and all the things. So when that card hit her mailbox and she's got all these other things stacked up in there, what do you think she opened first? She opened the card. She opened the greeting card. So this is one of the ways that I really do want to encourage you. And you'll notice, we're going to talk about a couple of other things really quick. You're

going to notice, here's the deal. What's old is new again, but you can use new methods to really embrace what's old. So what's old is new again. What's old is direct mail. What's old is the handwritten note card. Again, I'm good, better, best. Good is a handwritten note card on, you can go down to Walgreens and pick up a little stack of blank note cards

that you can do handwritten note cards and make a difference. Here's what I will tell you. In this situation with what we're talking about, do not put your business card in the handwritten note card. What? Jackie, that's blasphemy. No, no. Here's why. If I write you the most lovely handwritten note card and I just tell you that I just think you are so awesome, you're so amazing. If I were to say to Myrna,

Myrna, oh, thank you so much for showing up. I loved your energy on the camera. And I know you've only been in this for a few months, but keep going. I can tell you have what it takes. If I sent you that note, it would mean something. But then if I, when you opened it and before you read it, a little business card fell out, what's your thought? Your thought isn't, oh, she's sending me a positive message about me.

Your thought is, oh, she probably wants something from me. She wants to sell me something. She wants to whatever the case may be. Now, if I want to stay connected with you, I may sign it and then say, hey, shoot me a text when you get this at and give you my phone number. So you do have a way to connect with me if you want to connect with me. But for me, what I'm looking for is the conversation. So if you're taking notes, write this down. If you're multitasking, come back to me because this is really important point of what we're talking about today. When you do any of the things we talk about today, what we're showing is that we care.

What we're doing is building relationship. We're working on that know, like, and trust. But the point is to get to the next step. So what's the point of any engagement is to get to the next step. So what's the point of any engagement? Is to get to a conversation. What's the point of any conversation? It's to get to an appointment. We're going to get face-to-face, whether that's on Zoom, whether that's in person,

whether it's in the office in a professional setting, or over a cup of coffee or lunch or breakfast or whatever. What's the point of an appointment when we're talking real estate? What's the point of an appointment? It's to get business. It's to get a listing or a buyer agreement. And what's the point of getting a listing

and a buyer agreement? It's to get it sold. We want a purchase contract that closes. And then what's the point of getting closings? What happens when we close escrow? We're getting paid. Now, I'm sorry. Yes, a check.

That's right. Now, I'm sorry. I am all about the relationship and the rapport. And sometimes you don't know what's going to happen from a relationship. And it's OK. And a boat, a jet ski. Andrew, you got your wise. I get it. But I want to just let you guys know that, yes, I'm also very realistic. We're not just, we're not just doing all of these relationship things with no follow-up plan in mind to say, hey, how can I use this to move my business forward? All right. So that's number one.

Number two thing that I want to talk about is using your social media to do direct messaging. We all have Facebook. Maybe you're on Instagram, whatever other platform you're on, whether it's TikTok or Snapchat or all the things. We can name them all. You know where they are. I want to encourage you to reach out in a direct message. So we're creating engagement using our

social media. Good is to comment, to like, all that good stuff. But better is to reach out one-on-one. In the social media world, what this actually becomes is the situation where you're saying, okay, just like in the note cards that hit the mail, you are sending a greeting card in a world of lots of noise of the bills that are no fun or the junk mail. So what you want to do from these personal message or direct message is that you're creating that opportunity. It becomes sort of like the digital note card. They want to see that before they see anything else. Because you guys get some DMs on your Facebook and your Instagram that are like those big

chats. And you know, like, it's not about me. You're just trying to hit me. It's all spam. It's messaging. It's group messaging. And sometimes those are great. I mean, sometimes we sign up for them.

We're like, we want this group message, but it's still just a message that we don't necessarily have to engage with. But when it's a one-on-one message that is specifically talking about something that is specific to us, then it becomes something different. Now, remember I said the point of these different interactions is to get an appointment. Well, this year I'm, I decided to try something new. And when we hit, you know, everybody's got their new year's resolutions or whatever. I don't do resolutions, but I do say, okay, what's one fun thing I can do different that's outside of the box. So what I decided is I was going to connect with everybody in that I am

connected to on Facebook and to try and get a conversation. And from that conversation, I was going to try and get an appointment. And I just want to see what happens, what like, let's have some fun with it. Let's let's see. You already know 87% of all real estate agents fail in this business. And you also know it doesn't have to be that way. If you're a real estate agent and you're looking for consistent and predictable income, I invite for you to get your free copy of Real Estate Evolution,

The 10-Step Guide to CPI, Consistent and Predictable Income for Real Estate Agents. And you can do so when you visit www.therealestateevolution.com. I'll share with you your book that I authored to show you the way. Thanks. Well, the fun thing that is happening is I actually am getting some really good engagement and I am getting into some conversations just via messenger. Hey, how are you? What's going on? All that good stuff. But then I'm also getting some good appointments, both in-person appointments if they're in my area or Zoom appointments. I've had a few people now at this point that I've met with via Zoom just from having a little private message back and forth and saying, hey, wouldn't it be fun if we just had a virtual cup of coffee together?

So we set up a time, I send them a link, and then we connect and, you know, hey, cheers. One person, we said, she goes, I don't want to have coffee. Let's get together for happy hour. So we both had a little glass of wine, said cheers, and we had our little ketchup. So Larry wants to say, what did you say to them? So what I say to them in the private message is I let them know I am making it a point to personally connect one-on-one with you because you and I are connected in social media. And then I ask them certain questions. Depends on how I know them. So if I know them personally, I will simply say, how are you? I would love to catch up. Tell me what's good in your world. So I like that kind of what's good in your world. I don't want to just say, hey, how are you? So that's what I do

from a personal standpoint. If it's from a business standpoint, I'll reach out to them and say, Hey, when we connected or last time I saw you in person, or last time we X, Y, Z, I'll say, you know, at that time you were leading a fitness training coaching group. Are you still doing that? How's that going? So I try to engage with them. Again, the point is conversation. It's not about me. It's about them. I want to know what they're doing. I don't even get to the how can I service you yet, Andrew? I don't get to the how can I help you? Not yet. I get there, just not yet. My first point is I really want that engagement. I want them to respond back to me so then we can

chit chat back and forth. And then, like I said, if they're engaging and a lot of times I'll get like a paragraph back, I literally will look at that paragraph and I'll respond and go, oh my gosh, you have so much good stuff. Can we catch up? And again, if they're in my physical proximity, I'll say, let's do coffee. I, you know, I think this would be great. I want to hear more. If they're not, I ask them for a cup of coffee over Zoom and I want to hear more. So that's where it goes. So I want to hear more from there.

So then when we meet in person, that's when we get into, because listen, the conversation always comes back to, oh, and how are you? What are you up to? Most people, because you're connected in social media, will say, hey, I noticed, you know, I noticed your real estate stuff. I noticed your coaching stuff, whatever it is that, you know, they're kind of into. And then or, you know, like whatever they saw last. And then we get into that.

So those are a couple of things. The other thing I want to just touch on briefly, and then I want to open it up for discussion. The other thing is just super low tech. This is where you're going to use your phone. Where did I put mine? All right. So this is what you do. You're going to pick this thing up, this thing right here. You're either going to call or you're going to text. Now, I'm sure if you're working with Dan with coaching, I guarantee you he's talking to you about staying connected with your people. You probably have certain number of goals where you're on phone calls a certain amount of times, you're probably reaching out via text a

certain amount of times. So I'm going to tell you guys a couple of things that you can use when you call or text. Now, when I do coaching, I have a whole list of conversation starters. But are you okay if I give you one or two really easy ones that you can either use to call or to text? Okay. So one of the things that I use when we're calling or texting is I say, in fact, I am going to show you this one. I send them a picture of something relevant in my market. This is especially for people who I know own a house in my market or visit my market. I also know, so because I'm up in Flagstaff, Sedona, people from Phoenix escape to my market in the heat of summertime. They drive up the hill and they come and they see us. So I'll show you an example

of one of the ones that I send. And this is again, this is just take a picture of something relevant happening in your marketplace and send it to somebody. Flagstaff. And what I did is I just took a picture that is literally out of my back window from where I'm sitting right now. That's my view. And I said, happy Sunday. Thought I'd share a picture of Flagstaff from this morning with you is just thinking about you and hope all is well. Now these this I sent to a client, two clients of mine, husband and wife who were buying a condo to use as a vacation home, a little getaway from Phoenix. And so she says back to me, oh, so beautiful. Thank you for sharing. We're so excited to spend a snow day or two up there. Now, it's funny because I know dang good and well, they're not buying it.

They're not skiers. They weren't buying it to be here in the wintertime. They were buying it to escape the summer heat. But how nice is that? And so, and this was right after the new year. And so that was the messaging. And this was actually, I think last year, not even this year.

But this is a good example of something that you can do when you're sending something that's relevant in your marketplace, just to kind of get back into the loop. These people were in escrow on this condo, but it was a new build that took two years to build. Supply chain issues, all the fun stuff that happened there. So this is how one of the methods I use just to stay engaged with them. You can also do a real estate related check-in. This is to somebody who, you know, we've got their listing that's going to be coming on the market actually next week now.

But this was one I sent and was just like, hey, just wanted to make sure this is still our plan. Make sure the timing is still okay. Because we met back in November. So I've been sending little messages to just stay in touch. So it's a real simple, like, Hey, just staying in touch, making sure last time we talked, this is still the plan. And the other thing is a simple hello. So this is my, this top right one is one of my very favorite ones. This is one that I send to just about anybody. And it's, hi, so-and-so, you just crossed my mind and I wanted to check in and see how

things are going. Now, this one specifically was with the new house because they had purchased a new house. Obviously, I don't think, I think that goes without saying. But a lot of times I just say, I just wanted to check in and see how things are going. Done. All right. These are other ones. The one on the the one that says, hey, lady, I love your picture. This is a very good friend. So you can see the difference in the tonality there. Like, how are you doing? And again, this was just in response to something she posted on Facebook. So instead of just commenting on Facebook, this is how I followed up. And then finally is just an are you free tomorrow?

This is one of my favorite ones. If I have anything open in my calendar and I'm reaching out to someone. And again, what we're really looking at there is this is, again, it can be a Zoom meeting. It can be a coffee meeting. If I'm holding, that's one that I'll use too when I'm reaching out to other real estate agents for a coaching thing that I have coming up,

I'll text them and say, hey, are you free tomorrow? If they say yes, I'm like, hey, I just wanted to invite you to this, you know, private coaching event or whatever the case may be. So but you can use that in your real estate world as well. Oh, I wanted to invite you to a buyer seminar that I'm doing. I wanted to invite you to XYZ. So I love the whole I'm just checking in, like Andrew said, just thinking about you. Absolutely. So these are just a few ways that you can use today's technology and use some creative methods and messaging to get through the noise. We all have a lot of noise in our world.

So we wanted to get through the noise and bring people into our world. So that being said, let me open it up to you guys really quickly. What are you facing right now? Are there anything, any methods you're using you're trying to make more relational? Is there anything fun and engaging that we didn't talk about today

that you use that you wanna share? Or do you have questions about the things we just talked about? Feel free to unmute yourself or raise your hand or whatever the case is. While you guys are talking, I will say Andrew says video text. This is one of my favorite things to do on birthdays. Because, you know, we all get the happy birthday on Facebook barrage. I do love getting a phone call for my birthday,

but you guys know we're busy, right? I mean, if I'm in between eight appointments for the day, I may not have time to call that person to say happy birthday and get engaged into a conversation. So I will send them, I literally will just send them a little video message. I sing them happy birthday and then end it with like a little, you know, little message. And by the way, always, if you're going to sing happy birthday, please sing the fast version,

not the slow version, slow version. Can we all agree? It can be painful. What's that? That's going would be painful too for me. Oh, well, you know, what's funny about that, Andrew, is that I have a friend who called me for my birthday and I, it went to voicemail. I wasn't able to pick up. He started singing and he, it is painful. His singing is painful. So he starts with a happy birthday to you. Happy birthday to you. I'm so glad you didn't pick up the phone. So I don't have to put you through the torture of listening to the rest of the song. So he was one of the only people I actually called back because I just thought that was so funny. So I had to respond and react to that. But I actually had a client once tell me that I was the only person to sing her happy birthday on her

birthday. So like you just never know where those little extra touches are going to hit and make you stand out from the noise. Larry says, how do you secure an appointment with a small business owner you don't know? Like what is your reason for meeting them? So one of the things that I used to do on LinkedIn, and so I think this would be a good thing to equate to a small business owner. Well, actually, I have two methods here. But on LinkedIn, if I was connected to somebody new, if they reached out to me to

connect, because we all know you get those connections and you have no clue who this person is. So I will say, hey, thank you for reaching out. Before I accept your connection, would it be fair to say, let's do a 20-minute conversation. I would love to learn more about your business to see how I can help refer people to you. And I'd love to chat about my business to see if we're a good fit for each other. And so a lot of times I would get on calls and I would limit it to a 20 minute call. So we know we're business oriented. So that's a good idea for a small business would be, I would say you could use that same thing if you just wanted to get on the phone with them. Or if you could say, would it be okay if I stopped by if it's a physical business? Is it okay if I stopped by and we could chat for 30 minutes and say messaging?

The other thing is that if in your local marketplace, if you are not afraid of video, call small business owners and create an appointment to interview them for your YouTube channel. And it doesn't matter if you're connected to five people on YouTube or 500 or 5,000, it doesn't matter because you're offering a service for them because you're going to showcase them on your YouTube channel or Instagram reel or whatever you want to do. And then also you're providing value to the people you're connected with or who may run across it and see it because you're highlighting local businesses. It's not just all about, look at me, I'm a realtor. It's, hey, I'm a resource. So you have those two things that are going on. But then obviously, that third connection has to do with the fact that you are going to be able to meet one on one with them and create a professional relationship or the start of

one. Larry says YouTube keeps calling me Hello, well, I've been fighting it. Larry, it's time to answer the call for YouTube. All right. Well, whatever your one thing is, I'm so grateful that you joined me today. And Dan, thank you so much for having me as a guest. This is a great group and I do encourage you. I know Les put in my Instagram. Please feel free to shoot me a direct message. I would love to stay in contact with you.

And as an active real estate agent, I'm always looking to build my referral network as well. So let me know where you practice when you send me your DM and let's stay connected. But thank you for honoring me with your time. And Dan, thank you for honoring me with the platform. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be grateful, make good choices, help someone,

have the best day of your life, and go find a listing. This is Mitch Steven. You know, I had the pleasure of meeting and interviewing Dan Rochon. Dan is a top team leader in the DC area with Keller Williams. And he breaks down his journey.

He's somebody that, you know, struggled for the first six months like so many real estate agents do, and then something clicked. He helped me tremendously, specifically with creating systems in place. It's very important to have a process in place that works, not just for you, but for also the client.