Whenever I hear the words, “high-tech tools,” I think back to the number of technologies I have used in my 40+ years of selling homes. I can remember strapping a phone to a cradle with Velcro and hearing the garbled sound of a phone connecting to a computer as we searched for listings. Before then, we would run out to the black, metal box to get our updated copy of the MLS Book, which was dropped off three times per week! But were these tools the best way to convert your database to do business with them?
In 1992, I bought a 22-pound laptop. I vividly remember being the first real estate agent in the mid-90s to own a portable mobile router: showing clients listings straight off the MLS was unheard of. Throughout my career, I have always sought after the newest tools: the ones that could differentiate me from others.
Today, no matter what brokerage you’re with, you have these modern tech tools available to you. What used to be considered, “proprietary,” is now for sale from vendors across the country. This wasn’t the case years ago.
The fact is, everything you need is out there. But, by far, the highest tech tool you have access to is already in your pocket. The computing power of an entire room full of computers in the ‘90s is now available in the palm of your hand. You can post to social media, look up homes, and use apps for just about everything. These options allow us to track everything, which is extremely helpful in our job as real estate agents and team leaders.
The least used capability of this amazing phone, is the phone itself — the simple act of picking it up, punching in a phone number, and having a conversation. I’ve used more high-tech tools than I can count throughout my career, but nothing has yielded better overall results than making phone calls and talking. After being a coach for over 25 years, the most common activity for most agents is avoiding making phone calls.
Recently, in the midst of the pandemic, I challenged some agents to become, “exceedingly human,” using the tech tools at their disposal to reach out and call someone. We encouraged agents from all over the country to just pick up the phone. They simply needed to look in their contacts, start with the A’s and make a call. The ABCs of Lead Management is a great system to track and manage the outreach to your database. So when it comes time to reach out, it’s just to check in and have an actual conversation with your potential clients.
Using this system, we were hearing that (on average) two out of every 10 conversations were real estate related. The other eight conversations allowed them to create new relationships and solidify existing and past relationships. I urge you to try the ABCs of Lead Management system and scripts and call everyone in your database. Then, organize them accordingly in your CRM based on the outcome of your call. You will watch your business, and your life, change for the better. High-tech tools will come and go, but conversations can never be replaced.
To learn more about how to choose and integrate the right tech tools into your business, give us a call to get your free business evaluation.
Rick Geha began his real estate career at age 22 and has been selling for over 36 years and has run, managed, or owned real estate offices for the past 23 years. Rick’s love of people and mentoring their passions has led him to a successful career as a speaker, trainer, and coach with Workman Success Systems. Rick is proud to be someone who’s spent nearly three decades helping people worldwide discover and walk their path to personal freedom.
