How to Turn Prospects into CLIENTS

Hey, today I want to talk about a concept that in our brokerage we call flow. It's part of the ninja selling universe, but it's just interacting with people on a regular basis. And whether you have a CRM driving that, it doesn't matter. But I want to talk about why it's important. My name is Chance Brown. I'm the broker owner of CB&A Realtors. When we talk about flow with our agents, what we try to paint the picture of is we know from a number of studies out there that the average American knows somewhere between 10 and 15 Realtors. And so the magic question is what makes them choose me? And I think that we need to dispel one myth right out of the gate that outside of investors who we can try to get to buy a house based off of a deal that's out there. The majority of Americans buy homes because of either a change in family formation or change in jobs. That that's the what makes the river of real estate flow. And so there's this I think misconception about Realtors being able to make people buy or sell real estate. and we don't. They make those decisions because they're big life decisions. What we've got to do is make sure that we're the person they think about when the time comes. So, the idea of flow is there is a frequency of interaction. Our clients might know 12 to 15 agents or whatever it is, but they're going to choose us because we're the one that they most recently had an interaction with. You take nothing else out of this video. That's the lesson of the day. Your client is going to choose the agent that they most recently interacted with because it's top of mind. It's not rude. They're not trying to forget about this person or they don't like that person or trust them or anything else. It's just this is who I talked to last and so I'm going to use them. That's what flow is. So the question for you is how are you going to position yourself to be the person they most recently interacted with? And so we look at this from two different perspectives. Number one is what can we automate? Like what can we get out there? You can talk to different people and get different ideas here. My friend Dan Stewart at Happy Grasshopper thinks that on the automated site it's once every three weeks. Ninja selling trains it twice a month. It's somewhere in there. You can figure it out. And whether that's a newsletter, it's a card, postcard, any kind of thing like that. That's simple. And once you set it up, you can mostly forget it as long as you build a system around it. But also part of this has to be in person. And so whether that's just a phone call, I personally recommend don't doing that through social media or text, but it's actually talking to somebody voice to voice. Doesn't necessarily have to be face to face, but face to face is great if you can, but it's just regularly being out in front of your clients because that is the key. If I make the decision today that I want to buy a home and I talked to you yesterday, but I know 10 other Realtors because I talked to you, I'm probably going to call you because you were the person I talked to most recently. And that's generally the decision maker. Look down at your systems. How often are you communicating with your clients automatically? That's cards, that's newsletters, statistics report for their neighborhood once a quarter that maybe you have your MLS sending out. It's things like that. in person. We're talking about real estate reviews. We're talking about having a drink, having breakfast or lunch, phone calls, FaceTime calls, things like that.

Put a system in place. Build it out in your CRM, whatever you use to make sure that everybody is getting both the automated piece and the live piece all the time, and I guarantee you, your business will go up. If you found this useful, please give us a like and a follow. If you have any questions, you can always reach out. But I'm happy to help.