A lot of real estate agents focus their marketing on people who are ready to buy or sell a home. I call these clients the Instapots. They are ready to go and you hope by some divine timing you are the person they meet at the time they are ready to go.
Many real estate agents believe this is what being a real estate agent should look like–paying attention and working with only the clients who are ready to buy or sell right this second.
In today’s episode, I want to invite you to also see a second set of clients who take a little longer to be ready, but are clients worth marketing to and attracting to you.
These are the clients I lovingly call The Crockpots™.
Crockpots™ are clients who know they are going to buy or sell a home eventually, but they take a while to get to the point where they are ready to meet with an agent or start looking at homes.
So many agents miss the HUGE opportunity that these clients who take longer offer them. They make great clients! Loyal clients! And do eventually end up buying and selling (and they also love to tell all their friends about you too because you didn’t rush them to do something before they are ready).
I’m typically a Crockpot™! I built my million dollar per year business mainly with Crockpots™!
Yes, SO many real estate agents only focus on the Instapots and they lose countless opportunities to create relationships with the Crockpots™— who also make amazing clients.
So this week’s podcast is all about these two types of clients — and how to make sure you have a system in place for each one!
I’ll explain why I’m comparing clients to cookware, how you can make a beautiful real estate business with both types – the Crockpots™ and the Instapots – and why they are both clients you should welcome into your real estate business.
Here’s a sneak peek at what you’ll learn:
- how you recognize an Instapot vs. a Crockpot™,
- how to communicate and establish strong, lasting relationships with each one
- the systems that help each client move along the runway to a) the initial consultation and b) being ready to buy or sell.
- which clients you may mistakenly discount that are actually really valuable leads that will turn to sales down the road.
As you are listening to this episode, I want you to think about the last time you did something that was scary, or you invested a lot of money into something–whatever you thought was a lot of money.
Were you a Crockpot™ or an Instapot?
How did it feel to be interacted with by the salesperson? Were they pushing you to move forward sooner than you were ready? Or, did they give you the room and time to go at your own pace and perfectly timed and offered what you need as you took steps closer to being ready?
There are times in our lives that we are Crockpots™ and other times we are Instapots….
For example, maybe you plan on buying a car in the next 6 months and you just starting looking around,
Did you want to be called and texted 10 times in a week? Did you want to be peppered with emails saying, “Do you have any questions, how can I help you?”
No! Not helpful!
That said, if your car was on its last leg and you were driving cross-country in 2 weeks…
Did you want to wait a week to meet with the car salesperson? Did you want to hear about the new line of SUVs being introduced next month?
Two different scenarios, two totally different pathways and systems needed to fulfill your needs.
I always tell our students inside Agent Grad School: put yourself in your “lead’s” shoes.
Don’t push your agenda or timeline. Follow theirs but do certain things at each point to move the process forward. Meet your clients and potential clients where they are. Make it clear what their next step is so they know what to do when they are ready to take it.
Your real estate business needs to cater to both types of clients–the Crockpots™ and the instapots. Listen in to this episode to learn how.
To your success,
Resources mentioned in this episode:
Agent Grad School is the best online business school for modern real estate agents. We teach a proven system to have a successful real estate career using smart, unconventional strategies and modern marketing methods to attract clients.
about your instructor
Hi, I'm Jennifer!
I'm a real estate agent, creator of Agent Grad School and host of the podcast Confessions of A Top Producing Real Estate Agent. I teach real estate agents the exact steps I used to become one of the top 1% of agents in the US using online marketing and modern, out-of-the-box business strategies.
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