Join our hosts, Garrett and Matt, as they jump straight into today’s episode and discuss what they’re seeing as the world finally opens back up after two-plus years of COVID. Picture it with Matt and Garrett: “front doors are opening, and swarms of people are just flying out of their homes, National Geographic-style”.
Today’s topic stems from what our hosts are seeing in their own lives, but also from what they’re hearing from the Ninjas they coach: a lot has changed and a lot more is getting ready to change as a result of the last two years. They’re seeing that, while COVID caused a lot of change, it also paused a lot of potential changes. There are more weddings planned, “COVID babies” are being born, people are being promoted… All of which means that people's situations and housing needs are changing. So how do you take advantage? Tune in to find out Matt’s and Garrett’s suggestions for how and why to prioritize those warm lists.
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Episode Highlights:
- Warm lists should be a daily habit
- How to leverage warm lists
- Take a genuine interest
- Ask questions
- Focus on the personal relationship first
- How often should you check in?
- Prioritize situational events
- Prioritize the people you resonate with
Quotes:
“I think COVID had this effect of supercharging certain changes. And all of a sudden people were like, ‘Yep! Now’s the time to make that move’. But then it also put the pause button on a lot of other changes. And now that we’re over two years into this--or out of it, however you want to look at it--those people are like, ‘Alright. I can’t wait anymore’.”
“If you’re paying attention to those life changes, it makes it easier to plan out, it makes is easier to look at ‘Who do I want to call this week?’… there’s a change and you’re interested in it. There’s actually a genuine interest in learning more about what’s going on in that person’s world. Which I think is the best way to approach this by, let’s just be interested in our people.”
“These questions are not hands-off. I don’t know why we shy away from them so much. Because you see, people who are not realtors are not afraid to ask certain questions about buying and selling…. Once you discover a life change--which you discover through having conversations--be in flow with these people and be interested in that change… Focus on the personal relationship first.”
“As the conversation gets going, they’ll probably bring up real estate at some point and you’ll have a chance to talk about that kind of stuff.”
“The interesting thing is that if you truly care about the event that’s going on in their life… the more they understand that you truly, truly care about them, that’s where the referrals come from.”
“Don’t let them take up space in your mind if you are not going to be in a higher flow frequency with them.”
“Go to the soccer games, go to the volleyball matches, go to the parent board meetings, go to whatever it is that puts you right in flow with people… And then maybe you have some side text messages that lead into some good phone calls… There’s so much opportunity there that doesn’t take a lot of time.”
“This is again, relationships. So what we’re focusing on here, we’re looking for people that we can help, we can make their life better, we can connect with them.”
“We get a chance to talk about what we’re seeing in real time right now. And there will be topics that we circle back around on… because it’s important for what is happening right now… We’re just seeing people kind of drop the ball right now, or just not give it the attention that’s needed. And that’s where this one came up today, as we were seeing it as a loophole in people’s businesses.”
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Garrett
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Matt
@matthewjbonelli