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What Does CRM Mean In Real Estate? Plus How To Use One

kyle_handy

by Kyle Handy       Updated October 22, 2020

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In this post, we talk all about real estate CRM (customer relationship management) systems. 

Here is the podcast:

We discuss which CRM to use and how to choose the right one for you. Also, what to do with your database and what it will provide back to you if managed properly. Lastly, we talk about 3rd party tools and resources to complement the work your database is doing.

Transcription:

Kyle Handy 0:00
Well, very cool, guys, we'll get started here in just a minute. What I was telling people earlier on the call is that Today's call is going to be all about database and database management, CRM systems, all that good stuff. So I've already got a couple thoughts as far as where we can take this call. As far as some topics go. A couple of ones that I thought about is, of course, you know, a lot of people usually have questions about which database to use. And we'll kind of cover that a little bit about like, what I think and Curtis things about that. But then we'll kind of open it up if anybody's got different ones. But then we've got also frequency of touches, the amount of times that you touch people in your database, and you know, like emails and sending out stuff calls, all that good stuff, you know, kind of get into that. Those are some of the two of the topics that I thought about, but if you've got something on your mind regarding databases, or CRM systems, put it in the chat box, guys, put it in the chat, you know, just something that you'd like to know about what topic you want to cover. Curtis, do you have any ideas to as far as some topics that maybe you want to put out there?

Unknown Speaker 1:04
Absolutely, man, this is a, this is a topic that I actually teach for our brokerage and kind of formalizing the class a couple classes on it. So let me let me kick off by getting a little bit of extra interaction to the people on the call. So if you're at a computer, and you're not driving, and you can type this in, I want you to type a one in the chat box if you actually use a CRM. So you have a software that is a contact resource management software, not that you just have it, but you use it, you log in at least five times a week, that counts as using it, you get a one in the chat. And then the second thing you got to add in the chat, even if you don't use a CRM, you can participate in the second one, I need you to type in the number of buyer and seller leads you have in your database, the number of buyer and seller leads you have in your database, right now. I'm not like oh, I have a bunch of people I should put in my database or have a bunch of names I should write down but literally like the number you have a database right now, because I think Kyle, those are two of the really important distinctions right like, there are We're talking about CRM, we're talking about database, like there's a couple of levels to the use and the type of software you use. That's kind of one piece. And then there's the size of your list. And that's the second piece, you know. So if if you don't have a significant list size, you know, the automation is not where you're at right now, when we talked about frequency and touches, a lot of this needs to be pretty manual and can be, and you know that that's kind of how I think about it. And then I've got one more topic in general, is just sort of how to organize your lists, right? So hopefully, it's big, and your CRM frequency of touches and all that is really going to help but there's also some organization we used to call it slicing and dicing right? It's it's how you manage your list by what we call by status, and by tag. Oh, that's what I've got on the agenda. Dude, be awesome. Jump in the chat here. CRM users, we got 9194 I like that big number Kyle. Got to 35 That's awesome. To 99 Let's trees out a girl that's great to 6217 prospects 18 active leads, I love that Selena distinguishes not just between her big number, but between how she actually groups some of those specific people inside that big number. That's what I mean when I talk about status segment and tags. So we'll talk about that here near the end. So guys, ask your questions, get them rolling. Otherwise, Kyle's just gonna drive on for it I'll jump in and and steer here where it makes sense and love your contribution. Let's do it.

Kyle Handy 3:28
Awesome. Cool. Let's get started guys with the database to us so a lot of people will always have questions like someone even get started with this because they're so like, caught up with like, well, I don't know which database even use or where to get started and quite honestly, guys, what I would say you know, to that is, I mean, you can get started on an Excel spreadsheet, quite honestly. I mean, it's like the simplest form of you know, have a CRM have a database basically, it's that's all it is right? And it's just having a list. And honestly, that's where you know, if you don't even have that yet, get started there, right. Just we always tell people that's the first thing thing as a new agent or anything, when you're when you're doing something in this business is to build your list. And Curtis and I, you know, kind of talked about getting a list of 100 people, right? And a lot of times when people are thinking of database and list management, it's like everybody that can, you know, your friends and family that can buy a house like that's, that's it, that's all you kind of think about. That's where your mind goes. But you know, building your database and your list is so much bigger than that, I think, you know, you got to think of like referral partner relationships and people that can refer you business whether they're lender's title companies, home warranty, people, people, of course, that know you people that you work with, you know, all sorts of different ways where you can get people into that list. You know, so I mean, that's where it starts is, you know, create an Excel spreadsheet, it can be as simple as just a name, email, phone number, their home address and their birthday, right, like something like that. And then what ends up happening is you start building that list and you find out that you got a lot of holes in that list, right? Like you might not have a birthday, you might not have a phone number, you might have their email But not their home address. And then that's your next step is to really start filling out and getting all of that information into that list and getting 100% completed with as many people as you can in your list. Once you get to that point that you've got a list, then really, I mean, the reason why people I think go to CRM systems is to kind of build some automation into their business and to start scaling their business higher than what they could do than if they just had a database like an Excel spreadsheet. And so, you know, so realistically, you know, I think step one is build your list. Step two is, you know, then once you have that list ready and you're ready to start putting some automation into your business, then we can start talking about the different types of CRM. And you know, what would what is going to fit what you're looking to do with the time that you're looking to invest in it and that's the thing is, is when you get a CRM, you got to be willing to invest time into it. It's not just this, you know, simple thing that like, takes all of your worries away or just instantly, you know, Who's your business? Like you have to learn the CRM system, and you have to be willing to commit to it to daily activities to managing that CRM system. It's not a like no CRM that I've found is a set it and forget it type of a thing. You know, it's a living, breathing list. And it's a living breathing CRM system that you got to actively be working, you got to know how to use it. And every single CRM system that I that I know that's out on the market is usually has a pretty good, like training Resource Center where you can learn all about the CRM, they usually have a Facebook group that you can go and if you've got questions you can ask and stuff like that. But you know, if we want to start talking about different tiers, you know, there's very expensive to you know, very inexpensive and, you know, we we've used a lot of them Curtis sticks and myself, you know, we've used Boomtown we've used fire point we've used Commission's Inc we've used KV core, we've used I mean just about anything you can use, I mean even back in the day, we were Using top producer. So I mean, there's, you know, all sorts of ones. I mean, there's big what's a circle? There's I mean, so, you know, we don't want to get started into like, the different ones that are better than the others. The one thing that I'll say is find one that fits your budget. You know, I mean, there's ones that are 20 bucks a month, there's free, there's ones that cost you thousands of dollars a month. You know, we've kind of settled on the middle ground. We have kind of a system that, you know, our brokerage gives us called KV core used to be called conversion, we find it you know, it's very robust. It has a lot of the features that we need in it. I think if you were to go out there and get it on the open market, it's like five or $800 a month somewhere between that that amount. But, but basically some of the features that it has that I like to utilize. Hey, Kyle. Oh, yeah, go ahead, Chris. Can I can I

Unknown Speaker 7:50
get Can I pause real quick before we move into like the details of CRM functionality and stuff on a backup to the list real quick before we leave off of that step because you gave some good good juicy nuggets here. And I just I just want to highlight it real quick, guys. So first of all, just a recap of the notes I have so far, no matter where you're at in your career, what is the database is simple list of names, how many to target to get started, Kyle says target 100. That's the number we've identified as a sweet spot where you should start to have some real results coming out of that list of 100. If you didn't put how many people you have in the chat, because you don't have a list together yet, then hundred, you need to start building in increments of 10. So literally today, you need to go start your list and get to 10. And then every week you're on this call, you need to add 10 more till you hit 100. So get to 100 and increments of 10. He talked about who to put on the list, your family, your friends, your colleagues, vendor partners, all kinds of other people. So the other thing that I'd say is, if you're not super tech savvy, and you hear the word spreadsheet, and you're like, oh, man, I don't want spreadsheet. I don't even use spreadsheets, I don't know what that means. Or what you need to know is in order to load something into a CRM, effectively you're going to need a spreadsheet. But if today you don't have a spreadsheet, then the bare bones minimum that you absolutely have to have Today, where you put those 10 names is a notebook. Like you must literally start with a notebook and a piece of paper. And you need to start writing these names down of all these people, if you haven't even started there, then you might be two steps away from a CRM, because you don't have any load into your spreadsheet. So I just want to give you guys like an even more simplified, less technologically advanced version to kick off, so you don't leave here with any fear or apprehension of having your database. Now we're getting into what Kyle is talking about how to pick your CRM. So if you're picking a CRM, you should have a bunch of names and a list somewhere, or you should be creating your list loading into in our spreadsheet. So you can then upload it into your CRM of choice. So I just want to make sure we had covered all of the basic starting points 100%. And then now let's jump into the CRM. You were naming off different types, and then you were just getting into the criteria for choosing. I think that's really important. You talked about budget, you're just getting into functionality. The other one I think it's really important to I'll let you keep referring here but the other one is what's called your user experience, you know, which just means How easy it is for you to use not how easy it is for everybody to use, right? how easy it is for your for you to use, right? So like sometimes my wife, she's much more comfortable driving a vehicle that's up high, right? We drive a big SUV expedition, because she likes to see and be big. And she actually thinks people like let her in more when she's in her expedition, I would like to drive a fast little car, like I just want to go in and out, right? So your user experience is a very big part of selecting your CRM. So if you look at a CRM, and it looks like a big scary SUV, and you want to drive a fast car, that's not your CRM. If you look at that thing, and it looks like a big old minivan and you want to drive, then that's not your CRM. So just important to keep in mind that user experience. Now we'll get on to functionality in the CRM, Kyle. Yeah,

Kyle Handy 10:44
well, real quick, too. So just hopping back onto the list stuff just to kind of like put a bow on it and be done with it is like the reason why I identifies 100 I think this is kind of good for people to know, too, that it's not just an arbitrary number that we've set out there. You know, this hundred I've kind of you know, and I got this all the way back from you go to the millionaire real estate agent, you know Gary Keller's book. And you know, first off, you haven't read that book, definitely, you know, put that one on your Amazon card and buy it today have it shipped to you read it. They talk a lot about, you know, building your list. They also talked about, you know, how many touches to do with this, a lot of stuff we're going to cover today is, you know, from that book, I've, you know, I read that book long time ago, I've kept that stuff in my mind. And that's, you know, what I've established and what they say in there. And this is I mean, you know, at first I didn't really think I didn't know enough and have enough data to like, you know, realize that what he was saying is so true. But he basically says that for everybody. For every 12 people on your list, you should get a buyer or a seller deal from it. So, so that means basically, for every six people on your list, you should get one deal from it. He was saying for every 12 you get two deals. So for every six people you get one deal, and that's so true. It's pretty darn accurate, I would say from that like out of my database. So I put in there I've got 90 195 leads my database, a lot of those random internet generated leads. So that's not really what I'm talking about what I'm talking about here with that six to one ratio is like people that know like and trust you, that you have a relationship with, that could potentially be buyers, or could be very good referral partners to you. As you start to add in those people, you will start to generate more and more business. So for instance, like out of my list of 9194, I probably got about 300 that make up my sphere of influence list, right? So there's 300 out of my 9194, the rest are all just, you know, random internet leads that we generated over the years, you know, running a team and get, you know, kicking leads out to the agents. But out of that list of 300, I can very easily say that I close about 50 deals a year, to my sphere of influence. And, and to that list of 300. And so, you know, if you look at that you take the 300 divided by six, that's 50 deals right there. And so if your goal is to sell 20 homes a year, yeah, I can tell you that if you've got a list of 120 People that know like and trust you, and then you're doing the follow up actions that we're going to probably talk about here on this call, that's going to get you about 20 deals a year, or it should mean if it's not, if you've already got a list of that size and something's not happening, well, then we got to figure out like, What's wrong, and usually something it's like, either the touches is not set up properly, and you're not doing the amount of touches that you should do to have that number. Or you've got people in your list that probably shouldn't count toward that sphere of influence list that we're kind of talking about from that six to one number. Now, I'm not saying you take them out of your list, but realistically, when you're trying to forecast, I think you got to kind of get real about that number there and so that they're

Unknown Speaker 13:39
not a top 100. Like that's, that's the that's the point. So in the beginning guys, when we say hundred again, like that is a golden number. You need to hit that number as slowly all day every day. And in the beginning, when you're starting your list. You know, you go for quantity over quality need to get to 100 because you'd have 100 conversations you need to find out if they're gonna refer you you need to get their birthday you need to take them to lunch and coffee, you need to call them Monthly. But after you get over 100, you need to continually be top grading that 100. So you kind of continue to maintain that top 100. So like Kyle just gave you that example, he has 9900 leads, but he has a top 300 that his his core database that he works, you know, that he spends his money on, he spends his time on the other 8700 he uses the automation functionality inside the CRM or talking about to squeeze what he can out of those leads and relationships. So that's why that hundreds are important. And just if you walk away with nothing else, like that list of 235 right now go back and find your top 100 go great them, make sure you're calling them make sure you have automation setup to communicate with them. All the stuff. We're going to get a little bit deeper into here in a minute. Good.

Kyle Handy 14:46
Awesome. So yeah, so now Okay, so rolling back into kind of the CRM system and stuff you know, I mean, I think that there's some key functionalities that you know, you can look for in CRM systems and so like there's some stuff you just can't automate, right? Like phone calls like you got to Especially like, as Curtis says, you know, your top hundred, or in my case, you know, my top 300, I've got to be calling them, you know, and I like to call my people at least twice per year. Right? So it's a pretty easy system, you know, we, we've, I think talked about it before, is, you know, there's basically 52 weeks in the year, you know, you can take each person and take the letter, the last letter of their name, and just call that letter that week. And then to basically get you set up to where you're going to call people twice per year without fail. That's like the bare minimum, I would say, I mean, if you're really trying to hustle and improve your business, and maybe you don't have quite as many people on your list, call them more often call them, you know, once a quarter, you know, every three months, at least, right? So there's nothing saying you have to stop that. But that's a touch. That's something that doesn't really matter what database you use, you know, if you're just using a data like a spreadsheet or a notebook, you can track that information. But then once you start getting at some of these other features, and I'll kind of list out the features that I like at a minute. database, you got to pick something that's going to allow you to do this. So the other thing that I find helpful for my database is I set up everybody on a saved search. So regardless of their buying a house, they already own a house, it does not matter, I set them up on a saved search. And so when you're looking at a CRM provider, I think that's something to look into, is does it give you the ability to set up a saved search for your your people. And there's, and when we talk about that, I mean, then it kind of goes into more than just a database. Now you're getting into something where it probably has a website connected to it. Like I know, you know, with KV core, we've got a front end website, we've got a backend database, they communicate with one another, I can see the properties that my clients on the front end are looking at. But then in addition to that, on the back end, when I'm setting up saved searches for them, it's sending them properties that maybe again, if they already own a home, usually what I've set them up on is a safe search for properties in their area in their market, and I'll set it up to where it says it just Once a month, just that way they know kind of what's going on in their neighborhood what's going on their market. It's just a way to stay top of mind for me, so they don't forget about me. And making them subscribe if they do, they do. But you know, most of them, I try and set it up and most do actually sit down. And I would say that maybe 10% or less, maybe unsubscribe, they don't want the notifications or whatever. But 90% you're going to be in their email, right? And we all know, I mean, that's not the end all be all, a lot of people, they might not check their email, whatever, but you have a lot of people that will it's still something you don't want to forget about is being in people's email inbox. So and then of course, if they don't know, you know, I set them up on something that might potentially be what they're looking for. If I don't know what they're looking for. I have a general search just kind of on like the average home in San Antonio like in my market, right? Three bedrooms or more, right, three to four bedrooms, price point between 200 to 300. You know, and I just kind of like the average price, I send out properties for that. But no matter what everybody in my database, I've got all 9000 people My database on a safe search but definitely you want to have your 300 on that that that safe search

Unknown Speaker 18:07
Yeah, let's hammer home this point a little bit more because will we learned I got into a discussion here a couple weeks back about this topic guys and I'm not sure everybody agreed but you know with 9000 people in your database and years of experience doing this again I just wanted to reiterate this is like in my opinion guys this is a must not like a maybe or a nice to have not like well I do it in MLS but I you know, I don't do it in my CRM. This is an absolute must for a bunch of reasons, right? So Kyle talked about the know like and trust. And the other thing that I'll talk about is the demonstration of professionalism. Right? How many times has your doctor's office forgot to call you and remind you about an appointment almost never right? Because you're paying doctors a crap load of money and they are super professional and they have systems and they're organized. And as a real estate professional, you need to be the same and this is your easiest, like most simple system you could have set up Like Kyle said to number one, be in somebody's inbox daily, weekly or monthly. Number two, huge opportunity opportunity to add value right if you have a friend or family member that's living in an apartment complex, and then your top 100 do some research call the apartment complex, find out how much that rent is and then send them houses where their mortgage payment will be the same, like you are doing stuff for them that they don't even know how to do for themselves necessarily. And that is the real benefit of sending sending a safe search to everybody whether you know what they need if they need anything or not like like Kyle said the reason it's one in six is because statistically one in 12 people are looking for a house and one in seven people know somebody looking for a house. So if you're sending something to someone who is even one of your past clients, for example, that just bought a house from you two or three years ago and you're sending them a neighborhood update. Well guess what? They probably have a best friend or other stuff they love to live to do. And so when your houses for sale their neighborhood, they're going to see one one day they're going to call that family member be like Dude, there's a house for sale, my neighborhood, come check this thing out. So just to reiterate the safe search. It's not like The reason Kyle starts there is because there's the most basic, simple, but often overlooked by 95% of the other realtors in the country, the most simple thing you can do so you're immediately separating yourself from every other agent they've ever known. That hasn't set them up on this save search search alerts. Looks like we have a hand raised to Kyle real quick. Yes. Did you have your Henry?

Kyle Handy 20:21
Yeah, did this safe search? Are you doing that through the MLS? Are you doing that through the audience? I'm doing it through the IDXUKV core. Okay, yeah. So that's the good one. Good, good thing to point out, Russ is I mean, you know, again, depending on when you're picking your CRM system, you can look at your MLS and see like, you know, does it give you the ability to send out you know, save searches, because some do, right, like some MLS systems will depending on where you're at. And if that you know, is good enough for you, then hey, maybe you don't need to go as expensive on the CRM system, because I will tell you that pretty much every system that I know that allows IDs, and all the functionality we're talking about is going to kind of move up at As far as you know, pricing, compared to maybe something that is just more of like a CRM, it's, you know, a communication contact manager, but it doesn't have like an IVF functionality behind it. So I mean, you can look into that if you've already got that with your MLS, you want to save some money. Bottom line, though, is you want to get that as being one of your touches to people. And whether it's done through the CRM system or not. That's kind of up to you. For me, though, you know, of course, you know, my, my MLS does have it here in San Antonio, I still like to use the CRM just because I like everything to be in one place. You know, it's a little bit more cumbersome when you gotta, you know, open up multiple things and see what people are doing. Whereas I can just open up my CRM and see exactly like the whole feed of what that person's doing. I can see how many emails I've sent to them, I can see what saved searches they're at. I can, you know, do everything from one location. So for me that's a little bit more convenient and why I do that, but if you're trying to save some costs, or whatever your reason might be, you might not need that in yourself. CRM. So it's just something you gotta kind of figure out. Cool. So then so that's Yeah, that's like, the simplest thing. You know, day one, you set them up on that. I think that's pretty easy. I like that functionality from that system. So I mean, that's one thing you can look for

Unknown Speaker 22:15
when your chin every lead that comes into Kyle, right, like everyone comes in you same thing, whether you know it or not, you set them up on that search. It's just a habit.

Kyle Handy 22:22
Absolutely, absolutely. It's all just be about being top of mind. And so I think so one of the thing is, I mean, the way that I looked at it is and y'all correct me if I'm wrong, I know that KW, the millionaire real estate agent book, it talks about, what are the 28 Touch system? I don't know if that's the exact number 32, maybe 32, something like that. It's in that that range. I basically I mean, I'm kind of right around that number with everybody. I don't have to be exact, but, but I do have 33 touch. There you go. Thanks, Sylvia. It's a basically if you look at this and you're sending out you know, monthly or sometimes even weekly, I mean that that's going to cover a whole lot of that right there. But let's just give those saved searches, like credibility for like, 12, right, like once a month, like even if you're getting more than that you're sending out stuff weekly or daily with those, you can just be like, Oh, that's my, you know, 52 touches like uncovered, I don't have to do anything else for the year. Like, there's still a whole lot of other things you got to be doing right. So let's just say that gives you credit for 12 or so touches with that person. You know, so that's going to cover a lot of those 33 touches that are mentioned in that book. So that gives you an email platform that you can kind of you know, connect with them on that level. We just talked about phone calls and how often you can be doing that, that's going to count for at least two, maybe four touches, maybe more depending on you know, like your if they're in your top, you know, VIP top 10 clients, you might be talking to them, you know, every month or every week, you know, just depends how big of a referral partner they are of yours. But either way, so we're just trying to add up the touches. To get to the amount of touches we need to be effective with Those people in your database. And so the same searches is a good one. The other one that I, you know, recommend is, you know, I like to be in their, like their actual mailbox, right, like not just their email inbox, but I also you know, want to be in their, their mailbox. And, and one of the cool things and this is again, this is something you can look for in your CRM, I would imagine every single one of them has this ability, but you want to make sure that your CRM you can like export people from because I find myself exporting the database quite often. Because I want to be able to use that to send to other like third party things, right like because, you know, my CRM system, it's not going to send a postcard or a mailer out to somebody like maybe some CRM to do that, but mine doesn't. I don't think I need that functionality in there. But instead, I choose a service here in San Antonio, called reaching neighbors to send out a monthly postcard to everybody. And anybody who knows core training you probably this might be familiar to you. But basically every other month, it just swaps. So like I'm sending something a postcard every month, one month, it's letter of the heart. And one month, it is evidence of success. So letter the hardest, something that's like maybe two, three paragraphs that I write out, it's something that's been happening in my life. Because again, the people I'm sending this to, you know, it's not everybody, it's my sphere of influence they already know, like, and trust me, I'm giving them some information about things that are going on in my life. Usually, I try and tie that into, like something that, you know, is like a learning lesson for everybody, whatever that might be. And I send that out, you know, one month, then the next month is an evidence of success postcard, where I show maybe some of my recent sales, I might put a testimonial or two in there, so that when people see that, hey, I'm active in the business, I'm doing some real estate, and that's going to cover 12 more touches right there. And it's a whole different segment. Then, you know, email but the reason the reason I bring that up as you might not necessarily need your CRM to do that, you just got to be able to slice and dice your database. Like Curtis had mentioned earlier, where you can easily kind of pull out the people that you're going to put into this this mailing list. That way all I do every month that my database is changing, people are constantly adding into it. Some people I do from time to time Take out of it. And what that means is, you know, if I need to every month, I can send just an export of my database to reaching neighbors quickly, easily, it doesn't take up any of my time. And then you know, and they can do that. And so you want to make sure that of course that your database that you slit, you're comfortable doing that functionality with it. And then of course, it has that ability to do that. Because you're going to be using third party systems here and there for some things as you see fit. So that would be just another thing that you'd want to look for in the database, make sure you can easily do that. Let's see, what else do you want to make sure.

Unknown Speaker 26:52
I said, hey, let's hammer home on let's hammer home on these two points real quick about the real story about what they what they do. Right. So back Hey, I used to run our sales team for Kyle's team. And so what I would do with my sales team and myself included was, I made a lot of the rounds on those phone calls not to Kyle's sphere exclusively, but to folks that had, you know, jumped into our sphere, people that were getting the letter of the hearts and the evidence of success. It does two things like he talked about the database, keeping you top of mind that letter, the heart goes even further than keeping you top of mind. It makes people feel connected to you. It puts people in a deeper relationship with you when you're sharing real stuff about your life, your family, your business, your successes, your failures, you know, your hopes and dreams. Like you become a real person to them, and no longer just like, Oh, yeah, I think my friends are realtor. It's like, Kyle is my guy. Like that's how people start to feel about you when you send these letters of the heart. And they're they're very, super duper important. We would get phone calls after the lead of the heart with referrals to our team. Like oh my gosh, I just got that letter. That's crazy. Congratulations, guys on getting that new office. I forgot to tell you my boss is looking for a house. So that stuff goes a really long way and just google letter of the heart, you know, examples, stuff like that. It's just a very simple letter, but it's written from your heart, and you're sent on a monthly basis, the evidence of success does something a little bit different, right? It demonstrates your professionalism and your ability to sell houses. So again, people who know like and trust us may not necessarily know how good we are at our professional craft, especially if you're just getting started. And you sold one house this year, you got to shout that thing from the rooftops you got to let your friends family and everybody know you sold that house, a $350,000 house and they were thinking you're a brand new realtor. And in fact, your skill professional, right. So that's the evidence of success. That's why you want to do that. The other thing that I'll say optionally, that's that's a digital version of this, not that it's a replacement. But I think this is kind of a supplement or a compliment to this strategy is the social letter from the heart and the social evidence of success. Like if you're not putting up a Facebook post, monthly, about The house you just sold or the house you just listed or the buyer, you just got under contract, you're missing a huge opportunity. And if you're not sharing a post from the heart about what's going on in your life, you know, something professional and elegant, simple and well written, like you're missing an opportunity for people who are stalking you are creeping on you on Facebook to actually get to know you a little bit better, and see behind the curtain a little bit. So they got to digital example those two things, but I can promise you, they're super important. And so many times we ask, why am I going to call that person? Right? Well, you're going to call that person for a number of reasons. But if you just shared a letter of the heart success story, you have a beautiful reason to call. Hey, well, it's Curtis. Man, I sent you a letter last week. I was curious, did you get it? You get a chance to read it. Right? So we're looking for reasons to call and you're giving yourself reasons to call by adding these consistent touches to your routine. And oh, by the way, we are at about 24 to 26 to 28 touches already with just these three pieces, right? So let's keep going. Let's get them five Kyle.

Kyle Handy 30:00
Yeah, so I mean, you know, and that's the thing is, like, that's what we want to try and keep it simple, at least I do, right? Like, that's why I'm not trying to say, you know, for 33 touches, you gotta 33 different things you're doing right? Like, that would be so confusing, and you'd never be able to keep up with that. So really, you know, we boiled down to just a few different things, we've already covered the bulk of them, and you know, how to utilize the database to kind of, you know, help you with those things. One of the other, you know, ways like Curtis and said, you know, me, as far as a touch goes, that we like to do, or that I do is, you know, I have two events that I do per year. I think that you know, and this is also going back to kind of what Curtis just said we're having a reason to call people, you know, we do a an event in the summer we do an event in the winter. Usually it's like a Christmas party, and then the one in the summer might be some kind of like a charity event or something like that where you can promote it. And even if people can't attend it, I almost think it's almost just like a touch in itself because then people feel invited. They feel welcomed, they like and then hopefully they do show up. That way you get a chance face to face with them. And it's a leveraged event where you can, you know, have a lot of people at one point in time, you don't have to set up, you know, 50 different lunches to see 50 people. So like, that's something where, you know, I would say that you want to put that into kind of your business plan as to what you're willing to do. There's all sorts of maybe we could even talk about that as a topic, as far as events go Curtis on a future call. And like, you know, how to actually set up these events, maybe getting sponsors, coordinating them, you know, what to do as far as like a little checklist to be effective and make sure you get the most people there. I think that that's helpful. But But yeah, I mean, you know, that's the same thing as like, gives you another reason to call people. That's another touch potentially, that you can do for a lot of people. So

Unknown Speaker 31:44
real quick how this is an important topic for people who are just getting started. If you don't think you have a budget, or you don't have a big enough list and your list is at 24 and you're like, Oh shoot, I can't throw to that yet. What you need to do right now is leverage other people's events, other places. Partners right lenders are constantly throwing stuff titles are constantly throwing stuff the barbecues and the the you know parties and the happy hours call up this lender and say hey, I've got a buyer client or prospective client or a family member I wanted to bring out to this thing would you mind if I invited them to they're gonna say no, the more the merrier we definitely want to do another loan, we definitely want to be somebody else's title company bring them along. So for now, if you don't have a big database or you don't have a big budget, and you don't even need a big budget to throw an event, but I'm just giving you an alternate options. You can leverage other people's events right now that you have and still get the same bang for your buck by calling to make that invitation. Because like Kyle said, the real the real value up front is the invitation call. Hey, Kyle, I was thinking about you man. How you doing good the family's doing good. Hey, out of curiosity What do you have going on Thursday night? I you know damn wide open the minute to night I take off from doing anything way I'm going to super fun BBQ free drinks food on me. Any chance want to come hang out dude, I'd love to catch up done. That invitation call is super powerful. And even if he says no, he really appreciates that you thought of him and he's gonna think Could you the next time that he thinks about real estate? So stuff but yeah, notes events? Good top

Kyle Handy 33:06
real quick. I mean, yeah, because I've held a lot of like Christmas party events and stuff and we'll have 60 to 100 people at any given event, a lot of you know, food catered in, will have, you know, sometimes look, we've had live music, like a band, you know, and quite a, you're gonna laugh about this, but I mean, my budget, sometimes it's like 1000 to 2000 bucks, like, I get sponsors, and you know, like mortgage title companies inspectors, to cover the bulk of it, I mean, you know, the whole event might cost five, six grand or so, but I'm not a pocket 1000 to 2000. So that's a huge amount of leverage that you can do and you get a ton of value out of that maybe the best thousand to $2,000 you've ever spent. Imagine, you can get 60 people at your event, all potential referral partners that you spend 1000 to $2,000 on, I mean, you get one deal from that that's definitely paid it three times over and you will get referred When you have 60 people at an event that you hosted that you through, and all that, so just thinking those types of terms and what's possible and so

Unknown Speaker 34:08
the referral jar, remember that Kyle we have a referral jar guys that are leverage events where you know, it looks like the fishbowl where people put in the card or whatever, but you need to like have a post it note or something cuter if you want and the little fishbowl that says, You know, I need your referrals to grow my businesses year or something like that. And remind them when they come in remind them they leave hate Don't Don't forget to drop a name in the fishbowl for me of anybody you know, that might be buying or selling, you know, I'm always trying to build my list, you know, I'm going to take care of them and I want to see them at this next event, put put a name in the jar and Dude, I mean, you get names like

Kyle Handy 34:40
every event, I get names, we do giveaways. So like even people that referred us business in the past year will put all their names inside of our referral jar. So like when they're there at the event, we we draw a name out of it, and you know, have a pretty cool surprise, you know, for whoever's name we pick, you know, out of that referral jar, so it's, you know, lots of things you can kind of do with that You know, we've got a past client jar that you know, people that bought a house in the last year, or put their name in it, do the same thing, do kind of a drawing there. So yeah, a lot of stuff we can talk about as far as events go, but just, you know, realize, you know, that's part of this whole strategy. And, you know, gives you an ability to make more touches to your people and not feel so awkward all the time, you know, making those touches, if you got a reason, it makes all of this other stuff so much smoother. So but now getting back into kind of the CRM aspect, and you know, other things to look for, you know, we've kind of covered a lot of the things as far as what it's going to do to help you reach out one of the things that I do use my CRM for, that we haven't

Kyle Handy 35:38
kind of talked about is the the ability to text message straight out of the CRM. Now that's more like, you don't have to have it. I mean, it's kind of a nice nice thing to have. There's some ways where sometimes it's actually not as good because it usually a different phone number. So like, you know, there's there's times where, like, I'll text people out of it, and then they just get confused or I got I got like, five minutes When five phone numbers for me for you, you got a office number, you got a cell phone, you got a number that you're texting from out of the CRM, sometimes it can be a little confusing, but I will say that I also still use it. I mean, it's it's one of those things that it's much more convenient than having to go to my cell phone, and it logs all the conversation in there. So you know, that might be something that you want to look at, as far as, as far as having it wouldn't be the first thing like I wouldn't not pick a CRM because it doesn't have that. But you know, it will especially like with 9000 leads in your database like if you're starting to you know, leverage internet leads and stuff like that and you may not want your cell phone going out to all those internet leads, that's where it gets more helpful like my sphere of influence, I'm pretty much texting from my cell phone. But you know, if you got a lot of internet leads and stuff like that, I will actually use the the CRM system before I start texting them from my personal cell phone number now once they become a client or I can tell the relationships going pretty far. Then I'll give them my personal cell phone and I might start texting them from that but That's just something to think about, as you're starting to want to leverage, you know, lead generation, which kind of, you know, leads me to my next topic, which would probably be the actual like, do you choose a CRM for lead gen lead generation? And for me, yes, you know, that was that was that's my answer. I mean, when I wanted to scale my sales business, you know, my real estate team, I needed to choose a CRM system that was going to allow me to generate leads, not just contact the people that I already got, but I wanted something that was going to help me kind of grow my business. And I think that's, you know, also the other tier that you get into when you you know, when you start looking at CRM systems, like are you in the beginning stages and just needing to reach out to sphere of influence and all that stuff, you know, then maybe you just need a more basic CRM system that's going to allow you to do some of the things we've already talked about already. You need something that's going to give you like, you know, lead generation capabilities and all that and in the beginning, I would say don't focus too much on internet leads. You know, if you You've got the ability to, you know, build a sphere of influence man's always going to be the most successful, the most lucrative source for you, in my opinion. That's not to say that, you know, down the road, you can't start doing some internet stuff, if you already kind of capitalized, you got all this stuff in place that we just talked about for your sphere of influence, you can layer that on. And if you're at that point, that's where having stuff like, you know, in KV core, we use, you know, we've got the ability to create landing pages and squeeze pages straight out of the CRM system, which is extremely helpful when you're trying to generate internet leads. So that might be something that also that you want to think about is does it have that capability to generate leads? And so and there's all sorts of different you know, CRM that give you that capability? And there's all sorts of trainings on you know, how to utilize it and to do it, but that's just something you have to think through like, are you at that point where you need that in your business is the ability to generate leads, and if you do then you know, then definitely You want to probably look into what capabilities they have as far as an ID x go. So you're going to hear that that term, you know, thrown around ID x is internet data exchange, I believe is what it stands for. And it basically just means that you have the MLS on your website, it gives you the ability to have a website, where clients, you know, clients of yours or potential lead sources, you know, of yours are able to go on your website search properties, just like they would as you know, if they were on realtor.com, or Zillow, or any of those other websites, but except they're doing it on your website. And when they do that, typically, what most of these sites do is they have some kind of a lead registration system set up into it. Meaning that like once they've looked at X amount of properties, or they spend X amount of time on your site, that's going to make them register to continue looking. And then when they register, that's when you then generate that, that lead of yours. And so like that's how most of them are set up if they're a lead generation like idea CRM system. And if that's what you need, then again, you're going to want to look for something that has that capability and you're gonna want to learn a lot about there's a lot to learn when it comes to, you know, creating squeeze pages, getting traffic to your website and then converting that traffic into leads and all of that, but that would be the next thing that I would say is to look into so now I do see we got some some questions here real quick so let me make sure I'm not going too far before we we answer these That's awesome. What percentage do you recommend from commissions or closings? That or agents reinvest back into their business and marketing to grow it Do you have a rule I mean honestly guys, I when you're getting started, I mean, I would just you know spend the bare amount on like, what it costs you to live right like you know, whatever it costs you to live you know, make sure you set that aside so you can you know, but then everything I reinvest back into my business, especially in the beginning. Now you know, I've got some some stuff where I can you know, I don't have to reinvest everything, you know, I think but it's still Good to if you can live on 40% of your income, and then reinvest 60% back into the business, that would be ideal, you know that that's where you really kind of want to get to, you know, as to where you live off 40% of your income, you reinvest 60% of that into other investments or into your business, like that's kind of where, where it's good to be at that stage. So hopefully that helps. As far as a rule of thumb. What percentage do you recommend? Oh, it's the same question, I think.

Kyle Handy 41:27
All right, gentlemen, new beating out Curtis will probably have his own take on it too. So that's good. Are you using a general smart number do you pay for your smart number, so it's specific to you, lotteries we pay for this separate smart number, so it's specific to me. So that's one of the things it's like an add on for KV core for us is we have a general one that's free or you can pay for the extra one I pay for the extra one. I think that it's just I forget what it was I saw a post or an article words if you don't do that, they might be calling a different agent or something I don't know too much about Why that was, but I remember when I saw that I was like, I'm going to just get my own smart number, it sounded like the right thing to do. So I did that. And I just used it. And now it's kind of been set it and forget it. I hadn't thought about it since I'm

Unknown Speaker 42:12
a guy. Let me go back to that budget question real quick. I'm gonna have to drop off a little bit early today. But I want to give a little bit of context around what we're talking about today with CRM and list building, and then how it in my opinion, you know, correlates to budget. So if you guys haven't heard me say this before, you know, I try to break down the real estate professionals life cycle into these three distinct phases. The first phase I call launch, or relaunch, right. And what that means is launch is you're just now launching your real estate business. Maybe for the first time you just got your new license. relaunch means you've been selling real estate, but for some reason, you know, your pipeline has run dry, you've taken some time off. Maybe you didn't push as hard to prospecting in q2. So now it's, you know, it's going to be q3 and you're struggling or in q1, q2. So you're relaunching, right? That's your first phase. And what's funny is a lot of times in real estate, you know, even myself historically, we try to like Break it down based on units were selling right, I really actually think it's more tied to your current list size. Like you're in launch or relaunch, if you're under 100. Like until you hit that hundred mark, you're just sort of getting started, you're launching or relaunching. So when you're launching or relaunching in your CRM, with your list with your functionality, you know, don't be afraid to try different things, but just pick something and go. So when it comes back to your budget, like Kyle said, in the beginning guys, you should be putting every penny you can in even if you're you know, wife or husband has a job and you can sacrifice take all your commissions and reinvest it till you get that list to 100 take all your sphere of influence out to lunch coffee breakfast thrown event, you know, spend money on internet leads, like whatever you gotta do, you got to get that list over 100 before you can get to that sort of statistical average. Being able to close a couple deals off of that list, right? So like that's, you think about budget in my opinion. Then once you have traction once that list is over 100 and you have traction and you're selling deals and you're closing Now you might be Slow down and explore a more expensive CRM. Now you might be able to, you know, go up from the $25 a month you were spending or move up from the spreadsheet and go to the next level, as Kyle was saying. And it's super important, because you have that list of hundred to do all those things we're talking about, get them on Save search, use the text, message, functionality, all that good stuff. Well, now, you know, a percentage of your savings might go towards reinvestment, and a percentage might go towards something else, because now you've created some additional expenses for yourself, where you've got a $250 a month CRM, so maybe that's 250, you can't spend on marketing per se, but you know, you are kind of giving out your budget a little bit because in traction, the whole goal in traction is to kind of optimize a little bit more, put some system ization around your business right. Then if you're at the place about scaling right to me, scale starts at about 500 or so in your list, right five times that 100 number. So when you're scaling up, that's when you really know your numbers. You have to know your number. to scale up so what's funny is you talked about budget. And I'm glad Kyle gave like the general example. We used to have a percentage of total budget that went towards marketing, right. And I can't quite remember the number Kyle was anywhere from like 15 to 20%, on average, something like that when we were at scale, but that meant 15 to 20% of our, you know, profit, after initial expenses was going back into marketing, so you can get to those numbers. But at first, there's not a rule of thumb, later on, you develop those rules of thumb for yourself based on where your business is that because at scale, guys, you have so many other things you're considering you have all these other expenses that you're incurring, and you need to maintain a proper balance between marketing operations, sales, expenses, and all that good stuff. But in the beginning, like how said you just go hard and put every penny you can into building that list, and you shouldn't think about your business. Again, I think you shouldn't think about your business in terms of how many sales you're making that doesn't determine where you're at because sometimes you can just close your eyes and make six sales in a month. That doesn't mean you have a good scalable business. This doesn't mean you know what you're doing. That just means you got a bunch of leads, and you made a bunch of sales. But when your list is continually growing, and you have a list based sort of sure and system, that's when you can really scale up you know, once you get over that 500 mark. So, zero to 100. Launch hundred to 500 traction 500 plus scale.

Kyle Handy 46:21
Love it, man. Well, good stuff, Curtis. And thanks, man, if you have to hop off, just hop off, whatever you got to go drop the link in the chat before I go, guys,

Unknown Speaker 46:27
I'll see you guys on next Monday or for those of you will see you on Tuesday, and more stuff to come. thank everybody.

Kyle Handy 46:35
Gotcha and Sylvia to answer your question, I saw it in the chat there which number to promote. So again, I promote my cell phone number to my sphere of influence of people that are close to me, I promote and I use the text message and a smart number feature to people that I don't really know I mean, you know internet generated lead or something like that is kind of now how I how I've done that. Just because again, you know myself and I get enough causes of his like, you know what, I'm sure that if they're calling my cell phone, you know that that I know who that number is where it goes to my smart number, they're texting a smart number, it just goes to CRM kind of helps me filter out some of that stuff. So that's kind of what I use there. But Alright, cool, guys. Well, what else? I mean, is there any texts and stuff put in the chat? We got about 10 minutes left? Is there anything that you guys want to hear about that we have not covered yet? I have still probably I got a couple things that we can talk about. But I definitely want to make sure that we cover some of the things that maybe are still on your mind that we haven't covered yet. And so one of the things to guys, we didn't touch on this, but like, you know, as far as like another touch that you can do, and I put this to you that's the thing is like these CRM systems are only good if you use them, right. But you got to document things sometimes. Some of the stuffs automated, like you know, use a, you know, the smart or the save searches that's kind of automated goes out, it tracks it for you, but then there's things in there. Like you know, if I send out a handwritten card, or a handwritten thank you note to somebody which I do that pretty frequently We try and send about 10 of those per week, handwritten card, handwritten thank you note. And when we do that, or when I do that, I put that in my CRM as a note, right? That way, I can remember the last time that I sent that person, a handwritten thank you card.

Kyle Handy 48:15
And it's the same thing, right? Like I try and send that at least, you know, every three to six months. So they at least get for two to four, handwritten thank you cards for me every single year. And so those are just more touches that you can do, and you can put them into your CRM system. And that way you can remember and slice and dice that database by like the people that you last sent a handwritten thank you card, too. So that's another one. So there's some things you have to do manually, you know, and just make sure that you're tracking that inside of your CRM. You know, the other thing too, that you know, I wished that I found a CRM system that does this, but I still not yet is now we know a lot of our communication. A lot of our conversation takes place on messenger right Facebook Messenger, that's almost like the new text message right? Like you're using Facebook Messenger, you might be using Instagram messages. But if, if you're using social media, you have to start tracking that stuff as well. And so I will take a copy paste of our conversation that will have inside of social media. And I'll put that inside of the notes on my CRM as well. Right? So I mean, there's just a lot of the stuff that like, yeah, it's work, but you know, but it's worthwhile. You know, if you're building your business, you need to track this stuff. You need to make sure that you're on top of it, because it's so funny, like, will, you know, think that like, I'll think, Oh, I just talked to that person, you know, a couple weeks ago, and I go back to the CRM, and it's three months ago, right? Like, we always have this different picture in our mind of time, right? We all get busy things come up, you start forgetting you start dropping the ball on things. And really that's what that CRM system is there to do is to you know, one, automate some stuff for you, but it's also there to help you stay organized. And as real estate agents, you know, we are the worst typically on staying organized In our business and so that's just one way that you can stay organized is through your CRM through your database. So cool. Is everything you send out branded, absolutely is branded Russ. Good question. And, you know, this is a whole nother thing. You know, as far as the topic of how you brand yourself, you know, are you branding yourself as like a like something like a name or like a team name or something like that? I brand myself as me Kyle Handy, right? I'm personally branded. That's kind of how I look at it. I did, I used to brand, the Handy team and I still have stuff that says the Handy team, but on everything that goes out, it's now kind of you know, Kyle Handy. It always has my picture of my face. So really everything that goes out it is granted. It's brand new to me, Kyle Handy. And I think in this business in the service business, it's a lot easier to kind of start building that brand. For people to know like and trust you, you know, you and your face. I mean, if I saw a postcard with Russ Keith and your cowboy hat, like I would recognize it instantly, right like That's pretty easy to brand that if I see you know, Russ Keith and it's just some random logo or something like that, like that's gonna be really hard. And so yeah, everything that goes out you know whether it's my email signature, right I got my, my headshot on my email signature my business cards, you know everything that goes out you know handwritten thank you cards you all try and throw a business card in there right so they've got my face on a business card like it's all branded to me. And I think that you know, it's very important so as a great question, Russ to ask about cool perks your own smart number otherwise everyone shares in the free smart number. Yep, exactly a trade see so if you're on KV core, that's a good one to point out is it is worthwhile to I think, I don't even know what the cost is. It's not very much it was a 2010 bucks a month 20 bucks a month something like that. 25 bucks a month. There we go. Perfect. Yeah, 25 bucks a month but it's worthwhile guys, especially when you're starting to do internet lead generation. If you're I mean, if you're just using the you know KV core in this particular instance, for For your sphere of influence, hopefully those people know your cell phone, you're going to be using your cell phone, it might not be important to have that. But especially if you're scaling up your business, you just want to make sure that people aren't calling like random other EXP agents. In this case, then yeah, you probably want to invest that 25 bucks a month it could be worth it. You know, even if you just lost one deal because you didn't have that agent or that lead call you then I would say it's worth it. So the more and more you start to use this, the more and more that's going to be important. So cool. What else guys, we miss a thing. Got a few more. few more minutes here. Feel free to unmute your mic feel free to type anything in the chat. Cool, Ian man What was your thoughts on the call? I see you there man where you got it? Yeah, man. No, I loved it. I was taking notes. I really appreciate you guys doing this. This is like a deep dive inside your business. And, you know, I just want to thank you for the opportunity for you know, us to be able to invite folks you know, it doesn't matter what brokerage we're with. We're all trying to grow our business some more real estate and impact Live, so I appreciate your time. Yeah, great stuff, man. Good, good. Appreciate you being on the call, man. Thanks, guys. Daniel, good to see you on here, man. I know Daniels a new agent here. So, you know tell me what your thoughts were you getting value out of this? Oh, you're muted

Unknown Speaker 53:18
there you got definitely, definitely getting value out of it.

Kyle Handy 53:20
Awesome man good stuff. Well, if you need anything you let me know, guys And guys, I mean, I know sometimes you'll see these, you know, maybe we'll go try and implement something. And you'll You know, that's typically where the questions come in, you know, you go and you're like, trying to do something and then all the questions pop up, you know, bring those questions back to us either the next week, you know, on these Monday masterminds? Okay, Kyle tried to go out and do this or I started looking up CRM systems and these are the, you know, three that I identified that, you know, might fit my needs, you know, do you have any thoughts and we need to like do you know, a deeper dive into it, you can kind of talk about the different you know, things that they each have, like that's what this call is for guys is really it's supposed to be, you know, interactive between you between me, I'm here to help you Guys, I'm here to help you know, anybody that you choose to bring into the call, we just want to be making these calls as valuable to you as possible. So, again, go try and implement some of this stuff, you got further questions, you know, come on to the next call, bring those questions with you. And, and we'll go from there. And then also, one of the other things that I wanted to point out guys, is, you know, we still have so we got our private Facebook group called the agent underground, or the agent mastermind, I'm sorry, is the agent mastermind, it's on Facebook, if you're not a part of it, go in and join that group. And then if you've got questions throughout the week that you want to ask about, or if maybe you got a topic that you want us to talk about the following week on the next call, put it into that group guys, that's what it's for. It is a private group. So you gotta you know, request to join. But there's a couple of questions that just asked which brokerage are you with? How long in business Have you been here, mainly just to filter out the spam or people that are just you know, not even realtors. So but if you want to join that group, you know, request join will put you in there and go from there. But guys Really great to see everybody. Thanks so much for joining the call. And we'll be here again next week. Next Monday. at same time, actually, yeah, same time next Monday. And and we'll see you then. So hope everyone has a great week.

Unknown Speaker 55:14
We'll talk to you later. Hey, Kyle, can you hear me? Oh,

Kyle Handy 55:17
yeah, I can hear you the trees.

Unknown Speaker 55:18
So the handwritten card or thank, you know, yes. And that out. So is that like after a transaction? Or is just for your, your top 300? What was that again?

Kyle Handy 55:31
That's Yeah, that's for anybody in my sphere of influence. So I send it to basically all the people in my 300 but it's, you know, it's random, like so I my goal is 10 per week, and it's, you know, randomly in alignment with what happens that week, right? Like, did I get a referral from somebody, I'm definitely sending them a handwritten thank you card for that referral. Sometimes you can use it for like, you know, if you don't already have like a birthday program set up in your business, you might send a handwritten you know, I call it a thank you card, but doesn't Thank you every single time, be a handwritten birthday, you know, happy birthday, just wanted to say you know, hope you have a great day, whatever it is that you want to make it a goal that every week you're sitting on 10 of those for different reasons to anybody in your business, right? Maybe it's, you had a great phone call with somebody you just want to say thanks, you know, appreciate you taking my call, you know, really appreciate your friendship, you know, thank you so much. Or maybe you went to lunch with somebody that week, or maybe you know, whatever it was like, you know, you want to send 10 of those out per week. Of course, if you had a closing, you can definitely send that out. Thank you so much for your business really enjoyed working with you. They don't have to be like super long. Like I literally I'll show you what my phone it's like I keep a stack of these. Right. So I keep a stack of these. Thank you, right. That's what it looks like. That's, that's all it is. Right? And I'll usually throw my business card in there with it. But I just keep a stack of these like right next to me. So like I can just anytime I'm thinking of why I need to thank somebody, I just write it out. You know, I think They're addressing their and then send it out. So pretty simple, pretty easy. Oh, hopefully that that answers your question. One of the thing guys that I want to hit on real quick and I know we had a couple people leave, we still got 28 people here so but it is the birthday program. That's another thing as far as touches go that I think is important I use and this goes back to also having something that you can export your database from, because I've got a third party system called send out cards that I utilize to send a birthday gift to the people in my database. And so it's something as simple as like they get it's just a like a like a little brownie that they get on their birthday. It goes out automatically I set up the database from the beginning of the year, I put their birthdays in there put their address their name, and then literally I just put what you know card I want them to receive and you know that they get a brownie and it's like maybe eight or 10 bucks, each person that's in that list. So you know for me for my little have, you know 300 people It cost me about 20 $400 to do that program for the whole year. And, and you can layer on top of it send out cards gives you a lot of different options that you can do. As far as like sending out stuff for Christmas sending out stuff, you know, just random gifts anniversary, like I sent out one on the anniversary of whenever they close their house with me, I call it their house birthday. So I send something for that. But anyways, you can set that all up. And the thing is, since I've got my database organized already, all I got to do is export it imported into send out cards, and then pick the campaigns and kind of go from there. It does take a little bit more than that. It's not that simple. But it isn't that complicated. Either. might take a couple days to get the whole thing you know, roll out and set up. But that's another automation that you can put into your business and then literally like your I'll show. I mean this is the type of stuff that you get like we share my screen here, desktop one. Let's open up my messages. Here we go. So I just be here. This is a What a lizard it sends out. This is just yesterday at 930 o'clock 930 at night. This is what goes out. Here's one of my clients, Terry Fernandez, here's to you on your special day and it comes with the two little deals right? And like I set that up at the beginning of the year, I haven't even thought about it. You know, since I set it up, but now all 300 my people I never forget their birthdays, right. Like they're getting something constantly on their birthday. And it usually look personalized. They love it. You know, that is generating the referrals I can tell you without a doubt so we can talk more about send out cards and all that good stuff. I've got the $99 plan Norma I think it's called like the I forget which one it is the pro plan or whatever. It's the $99 a month plan is the one that I have. And so yeah, perfect. Well, cool. Well, guys, I we just hit the top of the hour, so it will stop this call. But definitely join us again next Monday. 9am Central Standard Time, perfect normal. Let me know how that goes. And we'll see you there. Next Week. If there's any topics that you guys want to cover, come prepared, you know, don't be afraid to put what topics you want to talk about or what questions you might have. That's how these calls get valuable and how we continue to grow them. So thanks again for everybody joining, we'll talk to you next week.


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