This week’s Facebook LIVE Coaching session with Greg Harrelson and Abe Safa of C21 The Harrelson Group helps you see possibilities.

Below you’ll find a detailed guide on how you can create and replicate systems that best utilize Real Geeks tools and help you re-engage clients and generate business and more leads.


10 Ways To Re-Engage Leads in 2021

1. Aggressive Follow-Up
 – Abe Safa regularly sets and exceeds personal goals with what he calls “really, really aggressive follow-up.” Safa explained how he does this. “I’m calling them when I say I’m going to call them,” he said, “and continuing on from the conversation from when we talked before.” Though Safa regularly does lead generation, this month [January], he focused on people in his database that he’s spoken with over the last few months and years.

2. Use Technology to Assist (Saved Searches, HomeBot, Email Drips, etc.) – Talking about the people he’s talked with in January, Safa explained that his ability to re-engage comes from established client history. “A lot of it is based on months and years of being in communication with them,” Safa said. Greg Harrelson agreed, ”Real Geeks is a technology that helps you identify opportunities.” Harrelson explained that because the client is already in the automation system, the drip system sends them information on a monthly or bi-weekly basis, so that agents can see which properties are being looked at in the live feed, in real-time. Then, he shared, the key is to follow up, especially on the information seen in the saved searches. “You can see them looking at that information. If they are, you call them,” Harrelson explained. “If you see them looking at it over and over again, you definitely call them,” 

3. Add Value – If the client is seeking equity values or searching for homes in a specific price range, use that information to speak directly to the client’s needs to engage them in conversation.

4. Text – Email – Text – Harrelson suggested using workflows or doing the steps manually, if needed,d to re-engage clients. “Take 30 buyers you haven’t spoken to in 60 days and send them a text,” he said. Once you’ve sent all three of those, Harrelson predicts you’ll have 50% engagement, with differing responses.

5. Pay Attention and Engage – Safa suggested specific methods for re-engagement, that are unique and similar to what the client has already liked. For instance, “Send a picture of a property that’s similar to one they favorited and ask them, ‘What do you think of the kitchen?’ with a link to the property,” Harrelson suggested. Spending time to find clients who are truly engaged produces results. He said not to ask, “Have you bought or sold yet?” or any other type of yes or no question, as that will not result in engagement.

6. Find the Magic – Talking about a recent email campaign that worked, Harrelson said, “The magic is not in the message. The magic is in the activity. If you can blend a great message that works with high activity, then you are going to really do well.” 

7. Plant a Seed – Lead with market data in conversion, looking at pending and sold properties. Share how many condos have sold in the last 30 days in comparison to previous activity with clients who may want to sell their condo. Then re-engage every day like clockwork. “If that’s done consistently,” Safa said, “You’ll always have a pipeline of business.” Continually be incubating your clients so that they will always consider you to be their agent.

8. Engage Yourself – “The biggest thing is for YOU yourself to be engaged. Call everybody and use workflows for everyone you can’t reach by phone,” stressed Safa. The important thing is to start with calls. “The more conversations you have about real estate with people,” Safa said, “the more business you’re going to do.” If you’re just starting out, calling is the most effective and economical way to generate leads. “If you don’t have a lot of leads, then your next lead IS high quality,” Harrelson said. “The highest quality lead is the one that’s better than the ones you already have.”

9. Go Back To What’s Been Working – “Do it the most effective way, not the sexiest,” Harrelson shared, saying that the things that give the next big return usually don’t take a lot of time. “Stop trying to create the next best thing,” he continued. Safa agreed, saying that he goes back to calls when he finds himself thinking about new options because “it’s easy to think there’s got to be a better way,” but the reality is that calls are what work. 

10. Activate Workflows – Safa and Harrelson agreed that workflows, for both buyers and sellers, were key. “A workflow is a tool for reengagement,” Harrelson explained, saying that after that agents must be ready to respond. “Take the size of your database and figure out how to divide it into highest quality leads and not highest quality leads,” Harrelson said. “Then find the bottom half of your database and activate some workflow.” Then, respond as your clients respond, and your list will be engaged. 

Published on Jan 21, 2021 under ,


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Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success



In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

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Transforming Your Success into Their Success

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Creating a Schedule

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Buying this Year vs Next Year

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Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

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Agent Utility Belt


This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!

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