And today’s episode, I’m going to give you the best email you can send this time of year, the beginning of the year to Drum up. Business All Year Long Welcome to this episode of Confessions of a Top Producing Real Estate Agent I’m your host, Jennifer Myers. Listen in, as I share exactly what I did to go from not being able to sell a house for years to becoming one of the top. 1% of agents in the U S is even opening my own brokerage full of agents, telling you to serve all the clients that were coming my way. I taught those agents at the same strategies I use on a date to became top producing agents. Now through this podcast, and Agent, Grad School dot com. I’m sharing those same modern marketing and business strategies with you. Most of which I learned from looking outside of the real estate industry, no fluff, no theory, no outdated sales techniques or paying for leads, just the exact steps to get you the real estate business you’ve always wanted. And the life outside your business, you’ve always wanted to let’s make it happen and dive into today’s episode. Thanks for being here as Up. This recording is the beginning of a brand new year, and there are certain things that you can do to set up your Year for success and be sure you know who, and when your first few transactions are going to be, the first thing is client facing. And that’s what I’m going to describe today. And I actually have brought back Amy, who’s going to show us how she takes these tactics and applies them in her own business. Today in fact, you already did this year, so we’re going to talk through how she went through it. First. I’ll explain the steps involved in the concept and today’s download a free download for you is the actual email that we send out. So if you go to Agent Grad School dot com go to this episode, then click on the download. You’ll get the exact email we send for free. So I hope you all apply it to your business. So this strategy works so well. I’ve used it for years and years and taught the agents at my brokerage to use it too. And it has worked for them. And here’s the strategy. It sounds super simple, but it is super impactful. First, you go through the list of buyer and seller leads and clients, quote unquote from last year who didn’t end up buying or selling and you reach out to them. You do it one at a time, unless it’s a couple, obviously, and then you put them both on the same e-mail and you see them, them what I call Is This Your Year to become a homeowner or in the case of a seller, move up to a bigger house. Like you have some information about what they’re looking to do. And what’s great about this is, you know, for so many people, not agents, but for our clients, they think that they didn’t make something happen. Or if they came to us with an idea and didn’t make it happen, they’re feeling like they might’ve failed for the year. Right? So what’s great about this is not only are you touching base, but you’re doing so in a way that is uplifting to them and inspiring them. Like Is This Your Year to do what you said you’re going to do and kind of thing, right? Is This, Your Year to become a homeowner. If that’s your first time home buyer Is This Your Year to move up a bigger house. Is this the year that you’re going to move away from this area or whatever it is that you know, so that’s gonna be the subject of the e-mail and you can copy and paste the exact email, but you’re going to want to personalize it slightly. Like you might know that maybe, I don’t know, they were saving money or trying to Up their credit score or finish paying off of debt. So you want having a baby or whatever it is. You wanna add a little bit, don’t just copy and paste this, the, the email, and then send it out to everybody. You’re going to add just a little bit of what you remember their story or why they were waiting or why they didn’t come to fruition. And you’re going to add that. So then you’re going to send out one by one. And just by sending out this one Email to all the people that you met with last year, that didn’t go anywhere. You’re going to really achieve three things. Number one, you’re going to have clarity. They may have used another Agent. They may not be interested in buying or selling with you or at all. And so if you’re not getting a response from these people, you’re going to know these probably aren’t people I need to ever think about it again, you’ll leave them on your newsletter list. If you’re, if you’ve been listening, you understand that you’re always gonna keep in touch with people until they unsubscribe. So you don’t unsubscribe them, but you just know I can’t count on them this year. I think so often, especially in the beginning, when you were like, as this person got to do anything, should I like continue to reach out with them and you’re just kind of embarrassing yourself. So this gives you an opportunity to make that touch in the beginning of the year in an inspiring way and say, is this the year you’re going to do it? You’re not asking if they’re going to do it now, but you’re asking for clarity. Of do you, do they want your help? This Year. The second thing was going to do it again. Is it going to give you that clarity, but it is also going to give them, you know, that you are thinking about them, that you want to help them if they want the help. And then you’ll also get a sense of who is a now buyer who’s maybe do you need to touch with touch back with in six months or towards the end of the year? And so it gives you a sense of like, who do I need to be working with now? Are they ready? Or what should I put, should I put them on like a six months from now touch base? And it just adds a level of clarity for both of you. So I have Amy here and she has just gone through this process in the beginning of the year, because that’s part of the process that Agent grad school that we teach. And I want to just break this down step by step. So if an agent is listening, they’re like, okay, but like, literally, how do I do this? So first let’s start with, should they do it because so many agents are going to hear this and be like, Oh, that sounds great. Or it’s too late in a year or whatever, tell us why you do it and why it’s so important to your business to do every single cause you’ve done it for what? Yeah. Every year. Yeah, I do it every year. Yeah, yeah, yeah. It’s a a hundred percent important to your business. It’s, you know, any opportunity we can create to reach back out to our clients to see if we can help them. You know, it’s Is is always, so this is the opportunity, you know, like you said, and it serves two purposes, it creates clarity for you as the Agent, you know, these people are w you know, yes, we’re going to put the house on the market and the spring. Great. Well, we need to go ahead and start scheduling some discussions, right? So I can start like shaping my Year a little bit, or no, we decided we’re going to live here and stay here for the next two years. Or we got a job. I mean, so many things happen to people between the time we meet them and that they don’t do it. And they’re kind of scared to tell us, you know? And, and so it’s a way of being like, it’s okay to tell us, you know, what’s going on. I got this great job of moving to Chicago, great type thing. Or so it gives the clarity. And so many times I think people meet clients, agents meet clients, and they think one shot deal. You’re either my client or not that we’ve met. I’ve taught you what to have now or never. And my experience is that is just not realistic in the world and in the world, like the people and think about it. You, you probably didn’t buy your first house in like the first time you met somebody, you know, like, great, I’ll buy a house with you tomorrow, you know, life, if it doesn’t, it’s not that linear. It’s not that straight Something so big, right. This is the biggest purchase somebody is going to make. They’re scared. There’s a lot of things that you need to get organized. All of a sudden a year goes by and they’re like, crap And do it. And then they feel like a failure. Right. And then they’re embarrassed to like, reach back out to you because they’ve told you they want to do all these wonderful things and you’re on board and you’re like, great, I’m going to help you do this. And then for whatever reason, they didn’t do it. And there’s a lot of reasons people don’t, you know, buy homes. And so it lets you also, it takes out that, like, I didn’t personally do anything wrong, you know, in the beginning of my career, it’s like, they didn’t pick me. And if they want to email me back, they don’t like me. It’s my fault. Like, something’s wrong. And then, and then I would inevitably find out like, Oh no, they’ve got a job opportunity. They didn’t want to let me know because you know, when to jinx it and now they’re moving. Right. And it’s like, if it had nothing to do with me at all, eliminate some of that self doubt you have as an agent. Now it, at least for me, because if, if someone wasn’t like choosing me as their client every single time, and I wasn’t like getting them to their house every time that I felt like a failure, and that’s just, the thing was wrong with you. Like it. So I’d be like, well, what was wrong? What did I say? And so it started critiquing like every piece of what I’ve been doing. And I think that is sometimes useful, but not every time. And so sometimes it’s just a matter of it’s life, not me. And also to knowing like, what I did was, you know, I followed through with all the steps, all the steps worked. They’ve got a job somewhere else. Okay. It’s continuing to work. So build that confidence in what I’m doing, all the other pieces that I’m putting in place. And then also like gives my clients a feeling of like, she actually cares, like, you know? Yeah. And that’s really important. Not about necessarily, are you ready to buy a house right now? Let’s get on the car because that’s what the public thinks that we think, Oh yeah. A hundred percent. But it’s not what we think is that some agents thinks that way, but we don’t know That way because I mean, you know, people are entrusting us with like their personal information, you know, they’re there. And that’s the other thing when someone says to me, you know, while we’ve got some things to pay off, like, I want them to feel comfortable, like fine, great, fine. You know, it’s not, it’s not anything to be hiding or that’s normal. Like people have debt or we’ve saved this amount. Okay. You want this kind of house. Great. I think that it’s probably going to be six months of saving. Like I have met clients so many times and we meet and then we’ll set a strategy in a plan. And then a year later, I mean, we’re staying in touch, but a year later, like we did it. I mean, I had a client who actually, like, I had a one bedroom rental, a couple and they want to buy. And we decided that if they moved into a studio and saved $500 a month, that in a year and a half day be ready, they did it. And they were ready and we bought a house and they, our condo, they still live in it and they have two kids and they’re happy and excited and they’ve given me referrals, but had I just said to them, like, you’re not ready. Like just, just come back whenever and not reached out to them every year and not written this email and said, I mean, they would’ve probably thought, well, she just interested in us buying a house. She doesn’t care. She’s too busy. She’s too busy or the in and, you know, versus like, okay, well, let’s, let’s, let’s set up a plan. And I think, I think about like how you think of your clients as you’re friends, you don’t want to have that kind of a relationship with them. But like, if you had a friend that told you they had this big dream, but they had to take these few steps and it was going to take a few months, wouldn’t you at some point, check back in with them and say, Hey, how’s that going? Right. So why not do that to your clients? So I think, And making it personal, I think like, like you said, you know, taking the time, what’s great about this Email is it is cut and paste, right. And so every year I don’t have to recreate the wheel. And all I have to do is put in a few simple acknowledgments of something personal that takes like literally five seconds to 10 seconds. So let’s break it down. So you are totally on board. You’ve been doing this every year. It’s part of your clockwork. You probably have it on your calendar for like January 10th, every single year. Right. So that’s a huge knowing that you’re doing it come hell or high water it’s happening, but then how do you sit down and actually do it? So, first question I think agents would have is like so many agents don’t keep track of their leads and don’t keep track, especially of the leads that like they met and didn’t go anywhere. So can you talk a little bit about how you keep track of these people and share maybe a strategy where people can see that all year, I’m a little old school in this. And so I don’t know if people do do this, but Whatever it takes to keep track, whether it’s old school or new school, if you’re keeping track and the rules and the result is that you can keep track, say what you do. So, yeah, I have a client information form that I take to every, to every meeting that I have with clients. That’s one way I keep track. So I always keep those in folders. And then I have three different sets of folders. And when I know that like someone’s in process or they haven’t decided, I put not just, but, you know, deciding slash 2020, if I think like there going to be 2020, and I literally just put it in the folder and I have their e-mail, I put them on a database To, but that’s a quicker way for me to open up that folder for people I don’t meet who like, I’ve maybe just exchanged information online. They I’ve asked him to meet. They’re not ready. I put them in again, like a 20, 20 folder. So I, in my email, so I know like, I’m going to look at both those folders. They’re my 2020 are, if it’s, you know, 20, 21 or whatever, and be like, okay, these are people that did not, that they either met or have corresponded with that did not buy for any, you know, it means sometimes people fall off and then I exit out if they say, well, we bought a house somewhere else, or we moved. Then I go through and scrub my database. But if they haven’t heard that from them and it’s my Time to send out that email, I just go through the folder, the actual paper folder. And then I go through the email that I have my little folder of 20, 21. And I just start going through hi, John, and you know, Johnny and cut and paste. So just for people listening, this isn’t the first time they’ve heard from you in all that time, because you have a weekly email. Yes. You have a newsletter that goes out. So every single week they’re hearing from you, they’re getting helpful value, added content. You use a swipe file, their getting that all year round. So that’s another big piece is that this isn’t coming out of nowhere. They’re used to hearing from you every single week. And now you were saying, you know, is this the year that you’re going to make this happen? And how are you interested in my help? So you’ve kept track of all of those people. Awesome. So how do you carve out? How many, like when you think about sitting down and doing this, I know I do this all the time when I’m like, I know I have to do it and I have my list, but I don’t want to do it to like sit down and do it. Like, how long does this actually take and how many, I almost don’t want people to know how many clients you’re keeping track of. Cause I don’t want them to see like, Oh, I only have two people or whatever, but like, just to give people a sense of like, it only takes an hour or it only takes to write, I do it in bed. I do it in batches of Time because I, if I have to say, Oh, I need like five hours. I that’s overwhelming. Yeah. So I say, okay, I’m going to sit here. You know, this is critical. I need to do it. I pull out my folder and it’s like going to the gym, I’m just going to get their shoes on. And I’m going to land on your workout clothes. Yeah. Yeah. I do like a kind of how to do it as simple as I try to make it as simple as possible. And for me a folder that says 2020 is like, when I, you know, I put it in there and then I don’t have to look at that folder all Year. But if like I see a client and you know, eventually they go in that folder. That’s easy for me, the folders right there. So I just start typing in and it heavily, their email pops up quickly. It’s not that different. So what do you do like four a day for the first, for a week? Or how do you literally get day? I usually do at least like five to 10, depending on like, depending on the day. I mean, it’s, it’s the great thing about January. To, it’s a little tiny bit slower. It’s cold outside, you know, I’m not wanting to run around as much so I can like, get it done more quickly. I also motivate myself by being like, look, this is Business, let’s go get some Business Amy. Yeah. So I went to help my client of course, when to help my clients. But like, there are people who I know who have we walked away and we’ve been talking about saving money. They’re ready. And they know that they need that little nudge. Right. They’re not, you know, everybody, so many clients to think they can’t do it, you know? And so they might then be inspired to be like, okay, well maybe I will talk to her again to apply. Maybe we’re close enough. Or maybe I’m going to make a phone call to Amy after this email and let her know where I am. Word’s in the email that you, again, you guys can download, like speaks to that, you know? And it is again, it’s like, not as in wooo, it’s inspirational. It’s like, Is, This, Your Year have you been working on the thing that you’ve said you needed to work on and how can I help you? It’s truly like, can we work on this together? It’s not like I wanna sell you a house. Kind of, No, there is a big difference. It’s not a mass marketing piece that’s popping back up because I met you one time, eight months ago. I never saw you again. These are people I’ve been in touch with, like you said, through all the things that we just talked about. And so that’s really an important piece of it. And honestly, if there is somebody that emailed you and you have a little to no correspondence with, I think you can send it out, you know? Yeah. That’s a good question. How do you decide who gets on that list or not on That? So if I had three people, they all Get on the list, whether you talk to them or not, And on the list, you know, you’re trying to build the list, you know, but there are people who I might’ve had brief conversations with an on, off, on a text that someone sent me if a friend of a friend, you know, I mean, I think you do have to be a little discriminating once you get to that point. I think in the beginning, if you even acknowledged it for a human being and like, you should like, you know, put them on that list, you know, because you’re trying to build your business. But I think after a while, when you have more and more people coming to you, and sometimes I do, I don’t put those people on. If they’re not, if, if it’s someone I’ve just had a text, email exchange or a quick email, and I haven’t put them in the system, I’m probably not going to reach out to them. Like my aunt said, Jenny, that was like, Whoa, I was thinking about selling her house. And then I never heard from Jenny again. And she wasn’t on, you know, the, any of my list, you know, like, you know, So definitely people that you’ve met with that you had the initial consultation with that’s number one. And then, you know, who would be kind of like the B list? Like how do people know whether or not they’re, You haven’t responded to me like website inquiries that I’ve sent out all the information and all the emails and then followed up. And if they still haven’t, you know, I still, I still put them on that list because those people, again, they reached out for a reason. Right? Yeah. And I think, you know, again, The the approach in the email and the reason to send this is not, yes, the ultimate result is they will buy a house and you will help them buy a house in yes, you will get a commission, but you’ll see when you download the Email, the structure is about how do we help you make what you’ve said, come true. How do we make your goal come true? Is this the year that you wanna do that? And would you like my help? It’s not. Do you want to go to start looking at houses? Today right. So it’s the first few weeks of the year, you have a free copy and paste essentially. Email that you’re starting to drum up business. So you send it out. What happens next? You know, I, you know, I like love, I let go of the consequences of it. I will say in the first five years, I was like the thing to see if I was getting a response. So it would like to say, send it out. Hopefully it’ll get a response. But if you don’t, that doesn’t mean that you failed in any way. It doesn’t mean that that tactic failed. It takes a while to get people’s attention. Think about how many emails you get every day. It’s tough to keep people’s attention. And so you have to keep sticking to it. If you get no responses, you get no responses, you know, and that did happen early on, you know, what is your list was smaller. Yeah, it was very small, Andy, but it doesn’t happen anymore. I mean, generally, and, and one thing I think as my business has grown, one of the reasons to do this is you don’t want them to reach out to you. No. Yeah. You know, we always say that don’t, don’t be on the defense beyond the offense Feeling is when I’ve, you know, met with someone. I haven’t sent out. My Year like my beginning of the year Email and then someone emails me in January. It’s like, Hey Amy, like, we think we’re ready now. It’s like, Oh, like, if I miss that person, I feel terrible because it’s really on me, you know, to do that. And it, it, it doesn’t look professional. I don’t like it. So that’s one of those things, like I said, to beat myself up about. But so, so really like it’s important because they Real, we should be reaching out to them. They shouldn’t feel like it’s work too, you know, for them. And so when you do miss people, it’s just, it’s a, it’s a, it’s an uncomfortable feeling, you know? And we’re sending the email content in and of itself. Like you said, so many people we’ll send them. You know, you, you hear in real estate, like reach out to your agents, it’s just, you know, reach out to your clients. It’s it’s 2020, get it started. Woo motivating. But like, it’s always about motivating the Agent, but it’s not about like motivating your clients and what’s best for your clients. And that’s how this is different. Right. We’re reaching out to them saying, what do you know, how can we help you? And if we can’t help you or you don’t, you know, you’re not ready yet. That’s okay too. That’s vastly different than probably what a lot of the marketing and emails that they’re getting. E you know, and, and probably one of the lens Is rising by now, correct. Or This is a state of, I mean, people like state of the market. I get that, but it doesn’t really affect. I mean, if I’m going to buy a home because I want my child to go to a certain school or me and my husband had just gotten married and we’re ready for our next step, I don’t really care what the market is doing. I mean, I will care about my interest rate when I get to it. I’m care about a whole bunch of others, But they care about can I make this happen? And where is the best ways to help me make this happen in a way that feels good. Every step of the way Feels like this person cares about me and that I’m, they’re not going to rush me into buying a home. And the fact that like, I’ve reached out to them just saying, Is This, Your Year how can I help you all of that stuff versus like, you better buy it. Now, if you don’t buy, now, the rates are gonna go Up. You know, it was a lot of scare tactic emails that I see. And when we don’t do that, that’s not what the Email is about. And I love to, in the beginning of my career, when I, my list was a lot smaller, this gives me something to do. And I think as an Agent, we’re floundering sometimes when we’re new. Yeah. Like, you know, you should send something, but you’re not sure what would go well or who to send it to or how to send it to, you know, Myers sending silly stuff to, I used to send stuff and it, it would just be silly. Like I have my piece of paper, like OK. And I’d be like, Oh, happy new year. The weather’s great. Yeah. How’s your kid. If you want to buy a house, you know, thanks Amy. You know, and they’ll be like, the weather’s great, you know, whatever. It’s like, if there was no call it, there was no, it just, it just was awful. You know? But like, that’s all I need to do is I just do it. I knew that, that I could do. And it never, you know, it was just silly. I think having something written, having a template, having a purpose and understanding why you need to do it. And like I said, a lot to do. And then a lot of cause a lot in January, I think there is that sense of like a, what do you call it? Anxiety? Like the year’s coming up. You know, what, if I not successful, I’ve got to pay my bill, all of these things when you’re new. Right. Newer, especially. And I think it’s a way to help. Was it for me to help me with my anxiety? Okay. I have something to do, and I’m going to send these emails out, you know, Do you feel good behind, so definitely download it. It’s free. It’s the freebie with this episode. So get it. And you’ll start to see the difference. So what’s your nowadays, what is your expectation for responses? Like, cause I want people to get that, like not everybody responds. And so I want talk through about what your expectation is for a response. Has it changed over the years as you’ve been doing it? Why and what do you do when someone responds and what do you do when somebody doesn’t respond? When someone, when someone responds that’s great. Right. And I think the important thing is it doesn’t matter what the response is, right? It, it matters that they’re reaching out, you’re, you’re making contact. And every time you make contact is, is that is the ability to, you know, build that trust in the beginning, it mattered because I was like, I need you to make a money and you need to buy a house. And all of these things, you know, it doesn’t really matter because they’re going to probably buy a house with you at some point for you. That was so many times I would get responses when I send this out. Like we’re not ready to buy, but I have a friend who is all of a sudden you have an interaction. Absolutely. Yes. Yes. That’s another good point. Yeah. I forgot about that. A lot of times they have referrals that are like my brother and my sister-in-law are looking at this kind of stuff. So, I mean, I would say at this point, my list, the people that I reach out to, you know, I have a good responses. I can now pretty much start putting in place. Like my beginning of my year, what it’s going to look like, you know, and the meetings that I need to schedule with people, and this is the Year, some people don’t respond. I haven’t really figured out like the percentages, you know, I’ve got a tough enough now. I’m okay. Enough with that, that I’m like, okay, they didn’t respond to kind of have that three role. You know, we keep them on the list, like you said, but after a while, and that’s the other nice thing. Like I used to chase people to the ends of the earth And now what do you do? And now I don’t three strikes and you’re out right. Three strikes you’re out. And that is a waste of energy. And it’s very difficult to see that when you’re struggling, because you’re like, Oh, if I could just get this one person, if it could just get them a house and then I could sell it and then they will, you know, and so I am, is it determined as I am, it can work against me sometimes. ’cause, you know, I had to learn to let go. That that is a skill that it’s just important to know how to learn, to let go of people who aren’t going to ever work with you. And probably I’ve cyber stalked people, you know, like it, or they are on Instagram And the new house. Okay. I’ll take them out of my list. I’ll take them off. Yeah. Right. I’ll take them off my list. And then that’s what I mean. And then what the problem is that creates all that self doubt. Well, I didn’t care back. And now there on a new house or, you know, I’ve had friends and colleagues who are like, I drove by the house. I told them, and there’s a new sign there selling it with someone else. And then they’re angry and all of that. And it like eliminates a lot of that emotion. Have I have I done what I’m supposed to do? Have I reached out, have I stayed in touch? If they’ve chosen not to stay in touch and they want to sell their house with someone else and they don’t want to respond to me, then I take them off the list and we move on. Yeah. But you know, you’ve done the right thing. And that, you know, when it works for the people who want it and it, it allows clients to have self selection, which I think is really important rather than us feeling like we have to chase or convince. Right. Right. It’s like you do these certain things. You know, it works for the clients who wanna work with you and wanting to buy a house and who are motivated. And so if you’re not getting the responses that you want and you know, that you needed to go find more of those people, but, but it, but it works. So lets have, I’m going to have complete clarity about next steps when somebody responds, doesn’t respond or says, you know, not right now. So for the people that do respond to the tactic is schedule another initial consultation. So as you’ll know, if you, you know, have listened or are a student at Agent Grad School are we always want to sit down with a clients and have an initial consultation face to face if possible phone, if it makes sense and we’ll have the impact. So for people who, you know, because you alluded to this earlier, you say, you know, schedule the appointment. So for those that say, yes, I’m so glad you, because there are people who say, I’m so glad to hear from you. This is our year. What do we do next? Right. Talk about that. Don’t go into a kind of like why the initial consultation, but just a little bit about like how to respond and kinda what that next step looks like. And then we’ll do that with the other categories of people. Yeah. So I think it’s very similar to those first responses. When you send out, after you, nice to meet you and kind of lay out the next steps. Right? So it’s almost going back to that. You had that initial consultation, you know, they’ve gone away for whatever reason you send out the email, they respond, like you said, it’s critical to get an in-person meeting. They want to not do it. Usually They want to talk about how you convince them that you need to do that. I say, I literally say what days and times work best for you. Here’s the, you know, we need to revisit things have changed. It’s exciting, but we need to go back through because things have changed. And I can’t just have, I, if I have to have a conversation on the phone, for whatever reason I will do it, but I can’t express enough that you have to lead your clients. Your clients think like I’ve talked to you once let’s get going. And it might’ve been six. I have clients now. I mean, that was August. I have my notes on what they want, but we need to meet again. We need to discuss and they need to know what to expect and what the process is. So I think it’s really critical to try to drive that bus and kind of force. So, so to speak like the meeting and that’s where we sit down and we say, Hey, what’s happened since let’s look back in our notes from six months. Well, and the fact that you had an initial consultation to begin with B, have the notes, talk through it, I mean that right there sets you apart and shows them that you’ve been thinking about them that are on top of your game. That you’re organized. Sarah is like always shocked that I remember what neighborhood they want to live in. And I’ll say it has the, is that still, is that still the case? Has that changed or, you know, I know you got married, so it sounds like you paid that debt off. And that we literally like looking at me like how did she know all of that? Yeah. Cause I’ve wrote it down. You know, that’s what I have a future episode about the initial consultation and kind of what ha how to set yourself up for success. But okay. So the people who say yes or ready, you get them to a meeting, we get to a meeting and you meet with them. You make it clear in a very nice way that that is the next step. We’re not going to be seeing houses until we meet again and confirm the three buckets, which again, we’ll talk about a Your price, your budget and that’s one bucket, your location and what you’re looking for on a house because in six months that could have changed to a hundred percent. Yeah. So for the folks who don’t answer at all, they’ve been on your weekly newsletter list. You keep ’em on that list. You don’t worry about them. You don’t think about them. Do you take them off this list? Not the email list. They’re going to get that forever until they unsubscribe. But do you follow up with them again? Or how do you handle those people that didn’t respond to that You have like different tiers? So if I had met with someone and I, and I really believe in that, that they said that they wanted to do this and they were pretty far along in, and I think that there is a fear, there’s something else holding them back. I will continue to follow up with them. And so that’s just more on an intuitive instinctual thing for me. Like if I’ve met with someone and I, you know, and then, you know, and then there are other people who have told me a friend, like when I met them the first time, you know, I might have a joint, my job might be switching this year. So I, you know, and, and so I, I kinda pick and choose that way. And now, yeah. So there’s no like, Real way to do that. I think it’s just more based on meeting people and, and, and what, what it came out of that. And just again, I know I keep pressing on it, but to reiterate this, isn’t a one shot thing. You’re going there going to continue to see your name every single week. And so, again, it’s, self-selection so like you’ve done your job. You’ve sent out that initial email for the year. You’ve said you care that you’re thinking about them. If they’re, if they’re interested, here’s what the next step looks like, which is meeting to review everything. And then it’s in their hands. And so often then like six months later, right. They’ll respond to that email, but it’s because you kept in touch with them through your weekly emails, through your weekly email newsletter all week. So its like, this is planting one seed, but so does the weekly emails. Sure. Yeah. And that doesn’t, you know, and so I kind of, you know, I put them in a category of inactive, so to speak as well, we call it, Is what I call it an active. It means there’s still on the, the scoop on the top of the list. And they’re still getting the weekly email and all of that, but I’m not actively working with them and pursuing them because that I don’t have the energy to, to pursue, you know, if you, if you’re ready, you’re ready. And action. You know, because you are also busy working with all the people who want to work with you. Correct. Because you’ve done the right things to make a cause to cultivate that. Yeah. And they might not be ready for A whole host of reasons. And I will say from the beginning of my career to now I love the way that I can let that go. That has nothing to do with me sometimes most of the time, if I were, and that’s why it’s nice to have a system because it’s not about me necessarily. Like I hate, I don’t like Amy or whatever. They, you know, a lot of times when people aren’t responding, So it’s about them. It’s about them and it’s not me, it’s you. Right. It’s not, you it’s me, but it is not me. It’s, you know, it’s not ready and they don’t want to do it. And yeah, In the beginning it was a very personal thing to me like I’ve, I’ve failed, I’ve done something incorrectly at work. Yeah. It doesn’t work. And that’s not the case. You know, that the real case in what I found over time is when I reached back out to people and they do respond and don’t move forward, it’s because of something going on in their lives. Yeah. You know? And they will refer people a lot of times because they aren’t, you know, their moving or their having a baby or they’ve decided they’re gonna live, you know, move back to New York where their family is from or whatever. But they’ll say like, I’m going to make sure to give your name to XYZ people and sure enough, two months later here comes to that person. Yeah. Yeah. So it’s sometimes not them. They’ll refer you just because you’ve touched base. So, so this is your January touchpoint. If you’re listening to this in the first couple of weeks of even February, still send it out, still do it. You’ll still have the same impact, but just put next year on your January kind of first week of January after the holidays, this goes out like clockwork right after the holidays. And so you just send this to you, you just got finished. What are the results looking like for you? I mean, I have a lot Three people that have responded pretty quickly. One was a seller to our buyers, both like, Hey, we are actually ready. You like we did do what we said we were going to do. And we did, you know, pay off our debt from our wedding and now we’re ready. It’s like, Oh great, awesome. Like they were so excited that I checked in with them. Yep. You know? And they were like really motivated and ready to go. So now we’re setting up, we set up the meeting. ’cause that’s the next step, you know, Whenever we iterate that, it’s that simple. Yeah. That marketing is that simple. And getting clients can be that simple. You weren’t like doing posts on social media. You weren’t doing videos on Facebook. You didn’t have some big, long thing. You had two things. Well really three number one, the weekly emails. That’s the foundation. Number two, you have certain touch points throughout the year that you do no matter what. And you’re showing people that you care and you’re not there just to sell them a house that you’re actually there to like help them every step of the way. Oh yeah. I mean, it’s amazing. And I remember the first few times I did it again, like, I don’t know if this was going to work. I have five names. I will reach out to them because I, you know, and I remember when people started responding and I was like, Oh, you know, wow. That was kind of easy. I haven’t appointed with a client. I mean, think about how and real estate people talk about getting that in front of a client. Like how difficult that is, you know? And that’s why there’s lots of ad sold and you know, a lots of money spent in marketing and all of that. And I’m like, I just sent an email that was already written, cut and paste in your slippers at your home office watching. Yeah. Not having to run Around or pay for leads or drop everything you’re doing. And why? I mean, I told other agents, they told a lot of my colleagues. I was like, are you doing the January touch? And they’re like, Oh, I don’t know. And I was like, I got like three people responding back. Do you mean you have already three clients? And it’s as of this recording, it’s the third week of January. Right. And you already have three clients set up ready to go in addition, by the way, to everybody else who you’ve already had, these are just people you’ve drummed up from this one, Correct? Yes. Yeah. And immediately they responded to me and who knows? I mean, it wasn’t that long ago. We’re on January 22nd. Right. I mean, there’s plenty of time for people to continue to reach out from that email. That was just within like the last, Last, like two weeks. My favorite is like, when they reply to the e-mail and you can see in the chain that it’s like sent January 15th and like it’s August. Right. And the reply to that email. Yeah. You know, those are my favorites. Like, wow, it’s still like it word. It’s like, it’s like you Planted a seed and it’s going to grow, You know? Yeah. And you have to plant that seed. You just have to do it. And that’s, and that was always, that’s always my driving thing. If you know, I can blame myself only if I haven’t done it, but if I have done it, then I’m off the hook and I like can feel good and move on. And I think for me, that was really important because I would always stumble on myself. Well, it must be my fault. I did something wrong and now it gets to be really clear for me. You know, if I do all of these things, I get all of these results and it isn’t a personal thing. I mean, that could be, they might not like me, but they’re not going to tell me that, you know, but it is, I’ve done everything I can do. And also letting people go so I can stop worrying about Jane or John, that mental energy is just spend it On where it was going to actually grow some fruit, which is people who actually want to work with you and responding to you. So every single month at Agent Grad school, when you’re a student, you know exactly what to do, that’s the January touch point, download it, send it out. And as Amy said, add a little bit of personal information about them and check in with them and then watch what happens and start the next step is if their response, you get them to that initial consultation. Right? So get your downloadable, start sending these out, start looking through your list of last year, emails, clients, whatever it takes to create that list and start sending out these emails and start getting clients, setting up your Year and all of these sales are based on free. It’s free. So your ROI, even if you’ve got one client out of it, you’ve done one thing that costs nothing, no time, hardly and no money. And let’s say you make one sale out of it. It’s worth it. Yeah. And, and my experience has been, you know, why I say, get in front of them. If someone’s willing to take time out of their day for a second in person, we’re most likely going to end up working together, you know? And, and you’re going to get a sale from it. Even If it’s not this year. Yeah. If you say, no, Not this year, next year in August, touch base with me then, and then you go and you, and you put it on your calendar. Oh, I’ve got to touch base with Joe Schmoe. Yeah. Yeah. It’s great. Because when you do it, they’re like, yeah, it’s a great, sometimes it’s great. And I’m like, Oh, they’re not so August. That’s a good cause I’m busy right now. I can’t fit you in anyway. And then I just put it in August. And next thing you know, August is around. Or like, I know I’m going to have some sales in August or just starts it’s it’s such a small thing that creates such a big impact. Yeah. And that’s why there is, you know, I get frustrated when people skip things because I’m like, don’t skip skipping. That’s like a film that could be like a $15,000 skip. Like, do you know what I mean? If you get a 15,000, our courses, 50 or 50, depending on your client base or a 5,000 or whatever your clients, whatever I would, you walk past $5,000 or not. If it cost me zero to send it, that’s what I’m saying. It doesn’t cost me anything. But sitting in my slippers, cutting and pasting, adding a little bit, making sure I keep up with my database. I mean, that’s it, it’s a lot more expensive to buy leads and marketing and all of that. And we’ve all been there and done that. And it’s very expensive. It’s cost me nothing, but might time to write the email. And that’s what I think hooked me too on it. I was like, Oh, I can, you know, I can, I can save a lot of money, just buy, you know, being organized and having a system in place in a January, emailing them. That’s all I have to do. That’s it. That’s all I checked for January. I did my marketing. I did my touch base. I did my lead generation, as they say. Right. And I’m like, yeah, you’re doing it all year long. To yeah, of course. Then it gets you of motivated for the year and start thinking, getting back into it. ’cause, you know, after the holidays, everyone is kind of dragging, Oh, what do I do now? And you’re just like stare down Year and you’re like, God, I’ve got to do that whole thing again. How am I going to like make, you know? And so this is something tangible that you can do. You see an, a baby step and it cost you nothing, especially for you new Email agents who are like, I don’t have all this money to spend on, you know, leads or marketing or any of this. It costs you nothing. Yes. So get to it, get your download, get your list, start sending these out and start putting together a list of clients that you’re going to work with now and later throughout the year. And who also, you can take off the list. So you don’t have to hound them. Wonder if they don’t respond to keep moving, focus on who does respond and who does want to work with you and grow that. So thank you for listening and get your download and we’ll see you next week on Confessions of a Top Producing Real Estate Agent. Thank you so much for listening to today’s episode. Remember change happens when you take action. So apply what you learned today to your own real estate business. If this episode has helped you subscribe, leave a review and share it with all your real estate agent friends, and as always, if you want even more great resources to create the real estate business you’ve always wanted and have the life you want outside of your business, To head over to Agent Grad School dot com and sign up for the free weekly trainings. You’ll get free classes, discounts, and other goodies that only go out to real estate agents on that email list. See you next week. Right here on Confessions of a Top Producing Real Estate Agent The Agent Grad School Podcast.