Good afternoon, everyone, and welcome. Thank you guys so much for joining us today. My name is Bella. I’m a part of the marketing team here at Inside Real Estate. Before we get started, if everyone wants to start dropping in the chat where they’re joining from, we would love to keep today’s session super interactive. And you can absolutely drop in any questions that you have in the chat throughout the session, and we will be manning it. And you can also drop any questions in the q and a as well because we will absolutely try to get to as many questions as we can. And if we have time at the end, we’ll answer the remaining questions with that time. Last but not least, I will be dropping a quick poll at the end of the webinar. If you guys wouldn’t mind sticking around for an extra thirty seconds and just responding to that poll, that would be amazing. And today’s session will be recorded. So we will send out the recording in an email. Keep an eye out on your inbox. And as always, if you have any questions, please feel free to reach out us personally. That’s what we’re here for. So today, we are joined by Jachelle, a senior marketing and technology trainer at REMAX Northwest and a licensed real estate broker who specializes in helping agents leverage marketing, technology, and BoldTrail to grow their business. She’s passionate about practical, actionable, my goodness, can’t speak today, strategies that agent can implement right away. Before we dive in, I did wanna just mention that we do have a bold trail well, a booth Buffini live event coming up on July thirtieth. If you stick around to the end, we do have a QR code where we have an inside real estate exclusive promo, and you do not need to be a Buffini Buffini member to attend. So that is all. With that, I will kick it off to you. Awesome. Thank you so much. Thank you so much, and thank you for all for being here. This is kinda this is gonna be a really great training. We are going to get into the top ten, right, mistakes that agents are making and how to fix them because I am not the type of person who wants to just talk about slides and say, here are all the things you’re doing wrong. I wanna give you all what you can do to fix those problems. So today, if you’re gonna you know, it’s a safe space. We are not here. We don’t all see each other’s faces and whatnot, so this is a safe space. I can’t say that for anybody else who’s gonna judge you, but I won’t judge you. Okay? You all are safe with me here today, that we are gonna be going into, again, the top ten mistakes costing real estate agents deals and how to fix them immediately. My name is elle. Here is a little bit about me. If you don’t know who I am, I was at the Unite Bold Trail Conference doing this exact training, and I appreciate everybody who came there and left some great feedback because that is why I’m here online today. And if we have never connected, if you would like to, definitely follow me on Instagram, friend me on Facebook. I would love to connect with you all on LinkedIn as well. I’m based in Seattle. I moved from Kentucky in twenty fifteen. Everybody’s like, what? Kentucky to Seattle? Like, I I needed a new a new place to, you know, call home and all the things. So that is why I’m in Seattle. It’s been really awesome living up here, and now I am a licensed Washington real estate broker as well as of February. Woo hoo. But my main role is marketing and tech trainer. Been doing this for, you know, five to ten years, honestly, or at this point. Just helping people, you know, get comfortable with being, one, on camera and, two, doing marketing because marketing can be pretty scary sometimes. Now especially if you’re just getting into it or you’ve never really dabbled in marketing, and now you’re like, okay. I have a whole business. I’m getting some deals, but I’m not as busy as I’d like to be. Right? So let’s get into a few things. Because you don’t have a lead problem. You have, most likely, a follow-up, systems, and an execution problem. Most agents already have enough contacts to close three to five more deals this year. Like, as of this year, we just hit, what, the six, seven month part, mark. We are halfway through the year, which is completely wild to me. But you have three to five more deals in your database. Maybe that database lives in your phone. Maybe it’s in an email. Maybe it’s in a spreadsheet just kinda living in there, not doing anything. Right? So today, we’re going to be talking about oh, sorry. Be talking about a couple of things that you can do to actually, right, be somewhere doing more deals. Because between knowing what to do and actually doing it, deals are slipping. So let’s get into it. Firstly, I wanna just kinda talk about where our deals really lost. We’re gonna get into each of these items today throughout the training, but here are Let’s just focus on the categories right now. Right? Because it all starts with mindset. It all starts with mindset. If you’re feeling like, oof, you know, I can’t even do this, well, you’ve already lost. K? Right? The mindset starts with, I can do this. I’m doing this for my business. You know, I have people who are always, like, scared about posting, and I’m like, well, you need to get out of the mindset of thinking that people are gonna be judging you, that you need to be perfect on camera. Like, the people who want to work with you are going to work with you because they like you, they know you, and they trust you. Right? But they can’t do that if you have maybe this fake persona or you’re not posting at all. They don’t even know you exist. My goal is to get you to not be a secret agent. Right? We don’t wanna be secret agents out here. So it all starts with mindset. And then it gets into systems because if you you have a good mindset, but you don’t have systems, then nothing is really happening. Right? Systems can help you stay up to, you know, up to date on what’s going on with your people. It can make sure that things are not falling through the cracks, and it will make sure that you know what’s going on with your conversion. Like, what are these conversations actually leading into anything? Is the work that I’m doing making more deals for me? And then once you have systems, it’s all about what? Executing. Right? Because if you have systems and they’re kinda just, again, sitting there like your CRM or your database, then nothing’s happening. Inconsistent contact, no personal brand, slow lead response, all of that, if you’re not doing it correctly, again, it will allow people to fall through the cracks. We don’t want a CRM or, again, a database full of, like, five hundred people, and we’re like, you know, out of these five hundred people, I probably only actually know and have connected with two hundred. We don’t want five hundred bad leads. We wanna have those two hundred and fifty leads getting, know, worked on, making sure they’re getting attended to, just like a garden. You know, with if you’ve ever heard any of Buffini’s trainings, he talks about you gotta sow. Right? You gotta make sure that you’re sowing the seeds. You’re putting them in there. You’re planting them, and you wanna plant the right seeds for you. You don’t wanna be planting the wrong seeds. Right? So it’s rarely a lead shortage. It’s almost always a behavior gap. So let’s get into it. And, honestly, before we get into it, who’s who here already feels called out? Busted. Oh, there you’re busted. That felt hurtful and accurate. Uh-oh. If people wanna comment in the chat, feel free to because, again, this is a safe split, like, safe space. And it’s okay if you’re feeling a little called out right now because that is where you can work from. If you’re feeling like, oh, you know, maybe that systems part is where I’m really hurting, then great. Take notes today. Make sure you have maybe a Google Doc open in another screen. Have a pen and paper. Take some notes on how you can start fixing those problems. It’s all about accountability. Right? We can’t fix what we don’t know. So if you’re feeling again busted or that felt too accurate for me, right, That is where we can fix it today, where we gotta start with being honest because that’s how we can fix things. Okay? Awesome. I’m gonna actually look at the chat as well. Uh-oh. Paul says I’m in trouble. Shannon. Love it. Love it. Thank you all. So let’s get into it. Number one, if you are treating your CRM like a contact graveyard slash storage room, I put both of them in there because it could be either or for you. Right? It could just be sitting in there. Right? Eighty percent of deals happen after multiple follow ups. Quentin says he’s guilty. It’s okay. Right? Thank you for admitting these things because it all starts with admitting. And I have these little GIFs down here. I’ll have one for each slide where people are like, where is everyone? I have I have calls with people all the time, one on ones, team trainings, office trainings. I do work for about twenty plus offices here up in the Pacific Northwest, meeting with people all the time. This all comes from the experience that I’ve I have and then also the conversations I’ve had with people. Right? Because I I’ve helped so many people even back when REMAX got Bulltrail. Bunch of people imported their contacts, three hundred people just sitting in there for three years. And they’re like, oh, where is everybody? I’m a little slow right now. Why aren’t things happening from my CRM? Well, if you know that quote, garbage in, garbage out, right, or gold in, gold out is which which I like because I don’t know. I just like that one better. But gold in, gold out. Right? Most agents stop after one to two touches. Maybe they get that first lead, and they’re like, well, they never answered. Bad lead. Never looks at them again. Doesn’t, you know, look at the look at any information about them online. Nothing. They just kinda leave it. They’re like, that’s a bad lead. Not touching it. That will never lead into anything. But let’s say another agent grabs that lead or, like, they get that lead. They set up an automation. Right? That automation’s going for six months. Maybe that person’s kinda, like, hiding behind a screen right now. Maybe they’re not ready. Maybe they’re waiting to get that new job. But as soon as they get the new job, they are ready. Their hands raised. But guess what? You missed out on it. Right? Again, eighty percent of deals happen after the multiple follow ups. You gotta stay on them, and you have to log people, and log their information. If you just closed on somebody or you just met somebody, let’s say, at an open house, and you’re like, well, meant to put them into my CRM, meant to set them up on a search alert, meant to do this. That meant to do doesn’t lead to anything. Right? We have to fix it. We have to fix how we are treating our CRM. We can’t just treat it like a storage room that’s just kinda sitting there, and you check on it every six months because you’re like, well, let’s see what’s going on in there. We gotta check on it every day. We have to turn our CRM into a daily workspace, not just storage. We have to add hash tags. Again, if you’ve ever used, like, Boofmania’s system or any sort of hashtag organizing system. And if you’re like, what are the hashtags? Isn’t that for social media? Hashtags are used in, CRM world, I guess you could say CRM land, as organizing labels. So if you’re thinking about it again as, like, a living, breathing storage cabinet or something like that, you put in a little hashtag so you can see who are my a plus clients? Who are my clients from rotary? Who are my clients from the the college I graduated at? Who are my golf buddies? Right? All of these different hashtags can help you out because then you can create specific actions and automations for each of those contacts so that you can meet them not just, you know, as a general lead. You can meet them where they’re at and create specific things for them. Because let’s say you have, you know, a client event that you wanna do or a first time home buyer class. Instead of looking at your whole CRM full of five hundred people, you have hashtag first time homebuyer. That will make the emails, the contact, the conversation so much easier to, you know, sift through other than just going through each and every client. Right? I had somebody who had an event, and he said he had to handwrite each label for mail. Like, did you know with BoldTrail, you can export mailing labels? Make your life easier, please. I’m trying to save you all time. And as streams every day, streams is the bold trail. Bold trail streams app is the kinda like mobile app for bold trail on the go. It has AI plugged into it, and you can literally ask it every single day. Who do I need to follow-up with today? It will give you an actual list pulling from your CRM, and that will help you instead of, you know, just, again, kind of staring at, okay, all of these people, where do I even start? You can start with something like streams, but you do have to make sure you do the work ahead of time to label people, add notes, make sure they are, organized correctly. Because, again, if you have a bunch of leads and they’re all new lead buyer, that’s super confusing when you go in there and you’re like, Jachelle is definitely a sphere client or a close. You know? That’s definitely incorrect. Then, of course, when you go in there, you’re gonna be confused because everybody’s labeled incorrectly. So take it one step at a time and start organizing your contacts. And then once those contacts are organized, start creating a daily workflow. Again, it’s all about habits, right, of going into your CRM, maybe logging in on the desktop for fifteen, thirty minutes a day to check on what’s going on, and then use streams every day as well while you’re on the go. Maybe you’re gonna be checking out a neighborhood, you know, that you don’t really visit often, but you do know some people up there. How awesome would it be if you were like, hey, streams. I’m about to go up to Laurelhurst neighborhood. Please let me know who all the people, all my client, Sphere, are in Laurelhurst. It will give you a list, and then you can set up tasks to go and visit and pop by each of them. K? So that’s gonna be your fix for if maybe you’re treating your CRM like a graveyard, a storage room. And then I do wanna answer, like, questions as they’re coming in. I just saw a good one from John. If there is an if there is an auto campaign in my CRM, how much direct contact is necessary? So in even your auto drip campaigns, there are going to be some tasks to call them. So if you do have auto drip campaigns, you might see that your tasks are adding up in your overdue tasks because you might not be actually reaching out to them via phone. I would say to try to call them, of course, as soon as they come in or maybe, you know, a week or so after they come in. It says speed to lead. We’ll talk about that a little bit later. Maybe if the automation already covered the first email and text, follow-up with a call. I think, you know, setting up an actual in person meeting, actually talking to them, like, as a real person is always gonna make the difference because then they can hear your voice, know that you’re real, and then that can start the, you know, relationship growing. Alright. So let’s go into the next slide. Number two, you don’t have follow-up system. You know? Only when I remember. If you see, Steve Carell down there from the office, he’s like, oh, crap. I forgot again. Right? Maybe we get busy. We get busy. It’s summertime right now. I hear all the time. I’m so busy. You know, I keep forgetting to follow-up, and that’s where I want you to read this. Why it’s costing you deals? The agent who follow ups who follows up consistently wins, period. Alright? The number one reason agents lose deals is that inconsistent follow-up. Maybe, again, you do have some past clients in your CRM, and you haven’t set them up for maybe a market report or a listing valuation or a quarterly newsletter of some sort. If you’re not following up with them and you’re not actually calling them or popping by or texting them every once in a while, then they might forget about you. Like and I’m gonna be completely honest. There’s another stat out there. It’s updated from last year. But a lot of people will forget, and that’s okay. We have so many things happening in life. And it’s your job to as a business, right, because as a realtor, you are your own business, to follow-up and make sure that you’re being proactive and not just getting upset when you see somebody else’s yard sign in the front of their house. Okay? We need to be proactive. We need to build a simple cadence. You know, maybe day one, day three, day seven, monthly. And if they just close, maybe you’re touching you’re reaching out to them, having a touch point every maybe six months or at least at once a year. Set up the home anniversary text and email. There is a home or proper anniversary text and email that you can set up within somebody’s contact record so that at least that touch point goes out. Hey. It’s been a year. Congratulations. Happy home anniversary. And then you can follow-up. Super easy. If they text back, that’s a conversation that would not have happened whatsoever unless you had that text set set up. Right? So automate what you can and personalize what matters. Maybe you do set up a birthday and a property anniversary. Maybe you don’t really like how the general, you know, the the generic email and text look. Maybe you wanna personalize it. Guess what? You can. You can add in your own picture. You can update the message. You can do all of that. But if you are just kinda, like, randomly texting people, inconsistently checking in with them, or just missing out on opportunities altogether, then that is going to, again, not lead you in the right path. You’re gonna they’re they might forget about you. Example, my mom purchased her house three years ago or so. I asked her a couple weeks ago, hey. Do you remember the guy’s name? She had no idea. She was like, I think his name was, like, Ryan or Bob or one of those. I’m like, uh-oh. That’s not good. Then I asked her, well, you know, does he have a property anniversary email set up for you or any sort of touch point? Like, does he reach out to you? She was like, no. I was like, well, if he did, would you probably remember his name? Well, of course, because he’s actually reaching out to me. Right? We got to be proactive. We can’t be Steve Carell over there in the corner where we’re like, oh, I forgot. It’s fall again. Now I’m slow. You know? We have to do we have to do these things while we’re busy. We have to go in and set these things up so that they’re working behind the scenes. Right? We wanna use our AI assistant technically. Right? Your assistant, bold trail, to help you out. Never let a lead go silent without a scheduled next touch. Every time you add a contact in, set up some sort of touchpoint. Okay? Alright. Three, we’re overcomplicating our tech. Alright. Who here is like, I need to learn everything before I start. I need to see all of the things. I need to understand every single program, all the things. We do not need to do that. Alright? You’re you’re staying stuck in learning mode instead of earning mode. Oh, that was a good one. You stay stuck in learning mode instead of earning mode. Right? We we wanna learn. Of course. I think learning is what keeps us not like we’re young, but, like, you know, it keeps us always active, refreshed. We’re always learning things, but we can’t, like, be stuck in learning and being like, okay. Well, I can’t do anything until I learn all of the things. Right? Tools is all you need to build a productive system. We can master only right now. Once again, we don’t wanna that quote if if you’re from my PNW area, I I say it all the time, but you don’t wanna, like, eat the elephant all whole. Right? You don’t wanna build a house in one day. You can’t do that. You have to build it one brick at a time, one log at a time. That’s how you build anything. You can’t put so much pressure on your shoulders where you’re like, oh, I I can’t even start any of my marketing until I know all the things. Right? We don’t wanna be stuck in that analysis paralysis mode. We want to master first contacts. If you can just master getting your contacts in, getting into the habit of, okay. I just talked to this person. Let me log the call. Let me leave a note and add a task. Right? If we get into that workflow, we can do that. Do that for a month, two months, three months until you’re feeling like, okay. This is second nature. Then you can add something on. Okay. Now I want to start doing smart campaigns. Now I want to start, you know, creating my own landing pages and then creating campaigns based off of those landing pages. We don’t wanna have we don’t need to learn everything. You don’t need to, you know, make your website the most spectacular thing out there. Just start with contacts. Honestly, doing something now is gonna be more than what you were doing already. Right? So go ahead and just start with adding in your contacts, setting up some sort of follow-up. And if, again, maybe you’re like, I don’t even like automations. I wanna just use Boldtrail for, again, the market reports, the birthdays, and the property anniversaries. That’s totally fine. There’s so many things in this beautiful ecosystem that we call, you know, bold trail, but you don’t have to use everything. Okay? You wanna build habits with your tech tools one at a time and then add tools, right, when a real bottleneck appears or when you’re feeling confident enough to start doing some other things. Okay? So, again, don’t overcomplicate your tech. Don’t be like her over here in the corner trying to figure out all the thing. Posting content with no strategy. Don’t be like Homer Simpson over here. Alright? Don’t post and ghost. Don’t leave. After you, post, you wanna also engage with people, you know, in the comment section. You wanna like other people’s, posts and things like that because then that will push up your content. I’m just trying to, like, move all of this random stuff. The fix, every post answers, you know, who is this for? What problem does it solve? What’s next? You wanna be posting for a reason. You don’t wanna just be posting to post. Like, I love a good holiday post, but maybe take it a step further. Instead of it’s just like, happy fourth of July, maybe say, you know, fourth of July weekend is coming up this week. Here are the best places to see fireworks or, you know, Memorial Day is coming up. Here’s the bus. Or we had the World Cup here in Seattle. World Cup’s coming to Seattle. Here are the best bars to go and check out and see and watch all the things. Right? That’s what gets people to save and share. That’s what gets people to comment. That’s what gets people to say, hey. You know, my sister’s in town. Why don’t I share this with her? I would love to do it with her. Right? And those shares and that engagement actually boosts, right, the, conversations that you can then engage in. Maybe somebody does comment. You can take that into the DMs and, like, oh my gosh, you know, your sister’s in town. That’s so awesome. Here are a couple other great places that I personally love. You can get little bit more engaged with it instead of just posting and hoping people will do it. If you know who you’re talking to, maybe you have an avatar in mind, then you can actually create those, ink that content for that person. Okay? So think about who your best client is or who, you know, the people you wanna talk to, your tribe. Right? Because the post that you do is gonna connect with the people you want to work with. We don’t wanna be posting things that are not us. And, the CTA, zero leads. Right? CTA equals zero leads. So make sure you’re adding in a CTA. If you’re not sure what a CTA is, it’s a call to action. Alright? So please share like, save some of these. Save and share, comment home, and I’ll send you a list of active homes on the market. Let’s chat. We wanna say we don’t wanna say something with the CTA because then it’s telling people what to do. Almost always people need to be told what to do, especially on social media. Okay? Alright. So at the end of the day, consistency beats perfection done over perfect. Alright? Don’t get in that analysis paralysis. I’ll keep saying the same, couple of things because I really want it to, like, what is it, dive into your head. I want it to stick. Alright? So oh, my my gifts aren’t working anymore. Sad because of the Internet. But five, we have not responding fast enough to leads. The first agents who respond wins most of the time. Speed to lead is your edge, or if it’s not right now, make it your edge. Saying I’ll respond later or I’ll get to it when I’m not busy. But then you can come in. I don’t know if you guys ever watched the what is it? I love Lucy where everybody’s like, I’m so busy, y’all, all the things. So that’s where you want to be taking it a step further here. We don’t wanna say, like, I’m so busy. We want to get to that, you know, the fix. We want the speed over the perfection. Right? Respond in minutes, not hours. Even if it’s something that is just like, hi. I saw your message. So great. Thank you so much for, you know, chiming in, things like that. That is perfect. You wanna set up those auto responders for immediate acknowledgment as well. Because, again, a person, if they are even scrolling, maybe, let’s say, at three in the morning, we wanna make sure that they are acknowledged. So even if you have, you know, very kinda canned thing going on with the responder, at least it’s something that is getting sent to them, and you can always take it further after the generic message maybe when you wake up. Right? Oh, I saw you were, you know, browsing. Hey. Can I help you out? Take it further. Go into that, you know, having a call, like a phone call with them, talking to the real person. And then use campaigns and templates. So, again, fast doesn’t mean impersonal. You can always update the different, messages that are being sent out. Alright? So that’s definitely something that you can do here again with bold trail. So relying only on new leads, that’s gonna be our number six. Right? Let’s get into number six. Relying only on new leads. That is going to, again, hurt your business. Again, if you’ve ever done any training, anything like that, you will know that most leads that are coming from it’s gonna be a very low percentage. Alright? Sixty to seventy percent chance of selling to someone already in your database versus five to twenty percent for a cold lead. That cold lead might just be blasting out messages to a whole bunch of realtors. Right? We wanna again work with people that we’re nurturing, people that we like. We don’t wanna be working with again, if it’s a bad seed, their friends and family are mostly not always bad seeds, but if they’re like causing you a lot of trouble, then there might be a potential it’s a higher probability the people that they refer you to if you’re trying to get to their business might also be like that. Right? So we wanna nurture the people that we really like. That’s where the a plus, the a’s, the b’s, all of that really comes in handy because if you’re like, oh, this person was kind of like rude, didn’t really they always had me calling them at, you know, eleven PM at night. They were asking me for things at five eight, all these different types of things that this is somebody you don’t really want to work with. Then again, don’t nurture it. Nurture the people that you wanna work with and stop chasing. You know, if you’ve ever watched the Glengarry Glen Ross movie where it’s leads, leads, leads. Right? We want to focus on the people and focus on really sowing again the seeds and planting the seeds and working on those seeds that will lead into real business. So, again, the fix for if you are relying only on new leads, rework your database. Really get in there and organize it. Who are your past clients? Who are those warm leads? We want to move those people into our sphere. We wanna start conversations. Maybe you send out, you know, marketing mail where you give out freebies, you know, to local businesses and things like that. That’s a great conversation starter. Maybe you do have a client event. That’s a great conversation starter. Again, because then, even at the client event, like I’ve talked to a lot of people, right, about, having client events. That’s like the perfect thing. At least maybe once a year, you can partner with a loan officer, title, what have you to have an event. And guess what? All of those people who you invite to the event will start talking about you organically because they’re like, oh, how do you know what your show? Oh, I know her because she helped sell my mom’s house ten years ago, and I actually just put my house in the market with her as well. Like, then they’re like, oh my gosh. That’s awesome. Yeah. She helped me do that. They’re literally talking about you without you having to do anything. And guess what? That increases those like know and trust feelings, which then say, okay, you know, who would you refer if you or a friend or a family would be interested in buying or selling a house? Your name will come up. Right? We want to focus on not relying on only new leads. We want to focus on making sure we’re nurturing our current clients and even our sphere. Maybe if you’re new to the business, maybe you were in accounting before or maybe you were in dental. Who knows? Everybody comes from certain place, right? With real estate. That’s why I love real estate so much. You have a whole sphere of people you probably do. Do you have good relationships with work those, have conversations with them and get them into your CRM, please. Having them not in your CRM is where it is falling through the cracks. Now we’re on number seven, numbers and tracking. Not knowing your numbers. This is where, again, you can’t fix what you don’t track. If you are driving blind like Ricky Bobby over here, you won’t know where you’re going. Right? If you’re always saying, like, I just need more leads. I just need more leads. Right? Maybe, like, have you been tracking the conversations? Have you been tracking your listings and your appointments? Or have you been using the vitals within Bold Trail to see whether or not, you know, people who are on smart campaigns are actually converting into real leads? Where are they falling through? And are those conversations actually leading to closings? You want to know your conversion rate at each stage, then focus on improving that. Not just adding more people in, like we want of course, we want a bigger CRM. We want a bigger database. But who are these people? What do they need? We don’t wanna just treat these people like leads. And that’s another thing I want to bring up because when I first joined this real estate industry, the first thing I was told was that real estate has what word in it? Real, right? Because these are real people making very real decisions, very big decisions, probably one of the most, the biggest decision of their whole life, money monetarily, and then also just like personally. Right? So we want to focus on improving those relationships and treating them like real people. And then finding out then how are we converting them and knowing our numbers. Okay? So let’s get into number eight here. No clear personal brands. Who am I? If you are, you know, just posting very generic content, and again, it’s okay to be posting generic content, but if you’re not supplementing with your own personality, then you just blend in. You you get forgotten. Right? Or if you’re like, okay, I’ve I’ve been posting really consistently, but I only get like maybe one or two likes and, you know, I don’t have many people commenting. I would then ask you like, what are you posting? Would you engage with that post? If you were scrolling through your feed, if you saw your post, would you stop and would that stop your scroll? That’s a great question to ask yourself. Because again, you wanna make your content scroll stopping or engaging or make somebody think. Right? Even if you have maybe first time home buyer posts that you wanna put up, you know, what’s something local that you can add in to make the post even more engaging for your specific area. How can you be more hyper local with that? Because again, we wanna at least create some sort of niche is all it takes to stand out in a crowded market. Maybe you work with, again, like people from military. Maybe you specialize in VA. You know, you you help with a lot of military homes and things like that. Maybe you post more about that. Maybe you make it more clear. Right? We don’t wanna be a secret agent. We want to make it more clear as to what I’m doing so that I can attract more people who are looking for that exact thing. And on Instagram and on your website, all of the things like AI is pulling from all of these different networks that you have out there. So if you put more words and more content out there, then even if somebody goes into AI and they ask, hey, I’m looking for somebody who can help me with buying a home. I’m in the military. I I live in this area. If you’re posting things about what they’re asking questions about, you could potentially be recommended even by AI. Because again, your posts are being seen as helpful and they’re recognizing it because they’re actually putting it out there. But unless you put something out there, it won’t be able to pull it. Okay? Again, we wanna be known for something, whether it’s our hyper local area, whether it’s our lifestyle, you know, up here in Seattle, we’d like people up pickleball and things like that. Expertise, maybe you specialize, maybe you have the CFSP, maybe you specialize in helping elderly people. All of these different things as long as it’s within, you know, what’s allowed. We want to post and be known for something. Okay. Consistency over perfection. I’m gonna keep saying that. Just do it. Alright. I should have the Nike thing. Just do it. Pick a lane and own it. Your face, your voice, your story equals your brand. And I do want to say, like, if you are trying to create videos, add maybe, like, ten percent energy onto it because video does take just a little bit out. K? So you gotta add a little bit more when you do video, and you don’t wanna be posting things again that don’t match who you actually are. And then please, if you are using, like, AI photos of yourself, make sure it looks like you. And make sure again that you’re not catfishing people. Like, be the person that would show up at their door for a listing appointment. Alright? Again, if you’re scared to even get on camera, you can start with b roll. If you’re like, what the heck is b roll? B roll is just content of, again, local, you know, maybe the trees moving or a nice restaurant getting coffee, like, look up b roll, and you don’t even have to start with using your face and video and things like that. You can just start with b roll content. Alright? And if you are again, I think, you know, having your face and voice in there adds a little bit more personality. So I just wanna put it out there. Another trainer said it. Like, if you’re scared about how your face looks, your voice looks like that’s how you look like in real life. So people know how you are in real life. Like, we’re gonna always be our worst critics. So, again, consistency over perfection just start somewhere and, you know, get out of that analysis paralysis. Alright? We don’t wanna be asking who am I? We get to control that. Like, that’s our whole thing about being Like, we get to figure out who we are, and we get to have that control over what we put out online. Now let’s get into number nine, not using automation or using it wrong. Right? Kinda brought up AI a little bit, but we don’t wanna have like bad automation. Right? We this is where it comes into play with the organizing of your leads and your contacts. That’s why I want you to start with that as a number one because I’ve had somebody turn on automation. Of course, I gave warnings, all the things. I said, don’t turn it on until you have cleaned up your contacts. They were like, you know, I just wanna turn this on. I was like, alright. Well, I hope you did organize your people. Make sure they weren’t all labeled as new leads because if you did label them or didn’t update them from new lead to client, to sphere, or anything else, it will send them new lead buyer, new lead seller campaigns. And lo and behold, those new lead buyer and new lead seller campaigns started going out to clients because they were not organized properly. And now you have clients reaching out. Why are you emailing me this? I am know, we just closed on the house last week. Right? We want to make sure that we create good automation. We have to do the cleanup beforehand. Alright? Because if we have no system, that equals burnout. We’re doing all the work. We’re having to come in here every single day, having to think about it, having to put it into action that creates burnout. Right? Especially if you’re like, hopefully, it’s doing something. Oh, we’re at progress zero, progress one percent. We’re going nowhere. Right? Either doing everything manually or blasting people with spam is that’s what it looks like. Right? The fix is gonna be how you wanna automate the initial response. You wanna automate some drip campaigns for very specific types of leads. Maybe you, you know, work with Zillow. Maybe you have a certain campaign you have integrated, or connected your Zillow leads to Bold Trail. Anybody who comes in from Zillow has a very specific campaign and very specific reminders. You can do all of that. You can personalize it. Personalize the conversations, the follow ups, and those relationship touches, because again, only you can do those personalized touches about, hey, I just saw your kid graduated. Congratulations. Or hey, I just saw you had your twentieth anniversary or congratulations. Happy anniversary. Like, those were that’s when you can get more personal than a system. Alright? Because at the end of the day, again, you are the human. You are not the robot. Right? You’re the one who knows that person as a real person, who knows what’s going on in their life, who help them again through this huge transaction, something that they will only do maybe a couple of times in their life if they’re not like a crazy, you know, investor or something. The goal is to feel personal at scale, not robotic. Alright? There’s ten times more capacity when you automate the routine tasks, and then you’ll have more time to get more personal, be able to be in front of people instead of being in front of the computer because that’s what we’re all here to do as realtors. Right? You wanna be in front of people. You want to be having the coffee meetups and the events and the volunteering and the hanging out with your your your people or going and enjoying again a game of, let’s say, pickleball because that’s one of your lead sources. Right? We wanna have more time to be us, so let’s get those routine tasks automated. Number ten, this is where we are kind of rounding out here with our steps and the mistakes here. So number ten, right, is that mindset again. It’s coming back to the mindset because that’s where it all starts. Waiting until you feel ready is not gonna be the if you wait until you’re ready, you’re never gonna do it. And I’m just gonna be a hundred percent honest. I I read some of it. It was like, you gotta be honest when it comes to training because if you’re not honest, then things don’t change. It is time. Alright. Look at Rafiki down there in the quarter. It is time. You have been called. You have chosen to do this business. You are in real estate for a reason and only you can be you. So waiting until you feel ready is actually going to hurt you. It’s gonna you know, if you wait three months to start getting your brand out there and then you’re wondering why nobody’s reaching out because you just changed from, again, let’s say, engineering to real estate, people still think you’re in the engineering world. They don’t know you’ve changed because you’re not posting. They don’t see anything out there. And, again, this is for the people who are kinda waiting in the background to do anything. They’re not sending any post cards out saying, hey. I’ve just you’ve become a realtor. This is my whole my new thing. This is who I am. This is what I can do for you. This is how I can help you. Right? You’ll never know how many more deals you can get by just waiting in the backgrounds. You have to start now. You can’t start when you have, quote, unquote, more time, a better system, more confidence. That stuff gets built up. I’m reading a book right now. It’s called the happiness advantage. It’s talking about, like, being happy and how we think that happiness is what leads to success or, you know, success leads to happiness, but actually it’s the opposite. Happiness leads to success. You just have to start having, you know, more fun in life. You have to start incorporating more things that you enjoy, and then you will see happiness grow. It’s the same thing with your business. You have to get all of this stuff going. You got to get the momentum going. You can’t just sit there. Right? The energy goes after the energy has started. You can’t sit there and expect things to happen. You gotta start walking, and then I know I know for a fact you’re gonna get you’re gonna start running. K? You gotta start walking first, though. Every day you choose to wait around to start is a deal someone else is closing. That is the person that again raised their hand and you weren’t ready or you weren’t out there, so they went to the next person. K? The fix action creates clarity. You don’t get ready, you get going. Right? We gotta start we gotta start with that first step. Start messy, refine later. I know a lot of people may be like, but I need it to be perfect. I need it. I I have to create my logo. I have to do this. I have to do that. You don’t. I promise you if you say again, if you do a quick video about what’s going on in your local market and it’s very specific to, again, maybe a friend or a family member who just asked you that question, they will see that and they’ll be like, woah. You know, this is great information. I’m gonna share it. I’m gonna send this out because it’s so great. That video, if it had a logo, it would not make that video a hundred percent better. Alright? That it would it would give your brand. It would it would create some sort of brand. It would put it on there, and that’s great. But having the video out there and having people share it is so much better than it just never being shared at all. Alright? So done is always better than perfect. Please just start, and I love seeing your all’s content, you know. So if you do follow me on Instagram and you’re like, hey. I just I did my first video. Give me some feedback. Feel free to send it to me. I have people, and I’m like, oh, you forgot to, you know, tag the business. You forgot to add the location, or maybe next time you could add a CTA. I love it because we can we can get better at this together. And if you need content ideas, follow some other people in your doesn’t even have to be in your local area. I follow this awesome, broker down in Spokane, Washington. Her name’s Alyssa Kurnett. She creates some great videos. I use that as inspo for my videos. Okay? Like, again, you don’t have to recreate the wheel, and you don’t have to start it from scratch. You can, rip off and duplicate. It’s called r and d. But again, add your own personal touch onto it. Don’t make it exactly the same, but start with something. Okay? Promise me you’ll start with something, and you’ll get a post op, please, in the next week. Now the top three to fix right now, again, we went through ten. The top three to fix today, Pick the ones you’re most guilty of and start today. Fix your follow-up system. Build the day one, day three, day seven, monthly cadence this week or turn on some smart campaigns. Of course, before, you know, clean up some of your contacts. This is assuming you already have your contacts cleaned up. Your leads are going cold right now. So set something up for them. Set up again, put on the if you’re, you know, looking through the different types of smart campaigns, they have some really great ones. Check through them. If you do any of them, I would recommend doing the open house campaign. That one is so great, especially if you are using the, open house app powered by Boldtrail. That open house app will help you with all of your open houses. It works as a digital sign in sheet. If you set it up before your open house, you use it at the open house, people fill out the digital sign in sheet. Those people will be added into your CRM with the hashtag for the open house, and they’ll be automatically set up on a search alert. And if you have the campaign for open houses set up, it will actually start reaching out to them within four hours of you ending the open house. It would say, hey, Michelle, was so great meeting at the open house. Is there anything I can help you with? That is one automation I absolutely love. Okay? If you had one to turn on, it’s the open house campaign. Number two, activate your CRM. Open it and start playing today or tomorrow. And I’m gonna make this again comment. Most people if they’ve been on one of my trainings before I’ve heard. When is the worst time technology like when is tech the worst? When you absolutely like you need it yesterday. Yesterday. Alright? Please don’t start using this system today and you’re like, oh my god, the client needed me to set up a market report. How do I do that? Right? We don’t wanna do that to ourselves. Please allow yourself some time to start playing with it and learning it today or tomorrow. Again, put it on your calendar. That’s another thing. Like, start time blocking your coffee and CRM time or whatever you wanna call it. You gotta get in here at least, again, like, fifteen minutes a day. Start playing around with it. Start learning it. Start understanding, okay. These are the things that I really want out of the system, and then add more on top of it after you get comfortable with that one thing. Make it a daily habit, not a storage unit. And then number three, post with a strategy. Your next post needs a who, a problem, and a CTA. So remember that every single time you’re posting, like, who is this post speaking to? Is it speaking to a renter? Is it speaking to a potential buyer? Is it speaking to a current home owner who, you know, is married to their their rate right now, but know they need to move out because they have they need more space. Who am I talking to right now? What problem? What question am I answering in this post? Who would this be helpful to? You know, maybe again, an event is coming up and you’re like, hey, you know, these are the best. What is it, patios. Right? It’s summer season. It’s patio season. Here are the best patios to lounge at or, you know, have some dinner at late evening in Seattle, and here are the best patios to visit. Right? This will be talking to maybe a couple, maybe a family who wants to enjoy the current city that they’re living in. And the CTA, like and share with somebody you know so that they can enjoy patio season just as much as you are. Right? And guess what? You can use AI to help you create these CTAs, but, again, make sure you read them, make sure you personalize them. No exceptions when posting with a strategy. K? I do not wanna see and I said this at the unite bold trope. I don’t wanna see a bunch of beach pics, okay, in your feed. It’s okay to post things like that to your story, but, like, make sure that people know your realtor. And that if somebody was to refer you to somebody else, they wouldn’t just be like, well, this girl’s always on vacation. Right? We wanna make sure that we actually include some real estate stuff in there. Not calling anybody, but, honestly, some of those things are better in the story because then the stories only last about twenty four hours. So schedule your next post before you leave today. I forgot to exit the conference. Before you leave this, training today or before you end your day of work. Okay? Schedule something. If you’re using Facebook business, you have the planner that you can start scheduling things out with. So if you fix just two of these this month, I promise you your business would change. I know a hundred percent for a fact. If you fix two of these, you started implementing two of these, your business would change. I know it. I’m confident in that. And I know that none of this is new information, but it is a difference between agents who just stay busy. Right? Like the I love Lucy where she’s with the chocolates and she’s just, you know, eating it right. And Asians who get paid. Right? We want to be honest with ourselves. So if I mean, we have about six minutes or so, which ones are you most guilty of? Which one are you maybe stuck on? Feel free to pop that in the chat because I know that if you are honest, and open, there’s probably, you know, maybe two, five, ten other people in this as well in this meeting that are also going through the same thing. The real question is, which one are you gonna fix first? Right? Pick your number one mistake from today. You know, we have Paul and a couple other people who are like, oh, that’s me. I feel called out. Right? Pick one of those mistakes from today. Write down one action. Maybe that’s just starting to use CTAs and all of your social media posts. Right? Write down one action you’ll take this week. Tell someone next to you what it is or somebody in your office or maybe a spouse, the child. I’ve heard that if you tell your kids keep you accountable, they’re they usually are like, so mom, did you post today? I don’t have any kids, that’s how I imagine it. I I just heard a podcast work. Anyway, tell someone next to you what it is because having an accountability buddy always makes things a little bit harder. Right? And you feel obligated to do it. So make you know, do that to yourself. Keep yourself honest and put it in your calendar right now. Alright? Put it in your calendar. Put down those time blocks of when you’re going to be doing these things so that you can again stay accountable and not just say, well, I forgot about it or oh, I got busy. Right? Momentum over perfection, start messy, refine later, and again, people will like seeing the more authentic you at the end of the day. So again, thank you so much. My name is Jashel, and feel free to follow me on Instagram and connect with me on LinkedIn. Thank you. Thank you so much, Michelle, and thank you everyone for joining. We really appreciate your patience with everything I know. Thank you all. I so apologize for that. No worries at all. It happens. I am gonna launch this quick poll if you guys wouldn’t mind sticking around for an extra minute or two just to answer this question. And we will be making sure to have the recording ready and sent out to everyone, and we’ll make sure that it’s has no sort of lag or anything. But, again, we appreciate it. You guys were so patient and engaging, and I had some interesting conversations. So it’s nice to get to chat with you guys over the chat box. Alright. Well, thank you everyone for answering the poll as well. With the recording, we’ll send out the QR codes that I had mentioned at the beginning, and we’ll have an exclusive inside real estate link for the Buffini event coming up, and you’ll get a discount there. And then we’ll also have a QR code for a little special deal if you’re interested in learning more about Bold Trail. So we really appreciate it. We’ll reach out to you guys soon, and have a fabulous weekend. Take care. Thank you. Bye, guys. Thanks, Jachelle. Of course. Bye.