Hello that is Brian Icenhower welcometoday i am here with a excellent buddy a colossal deacon from PhiladelphiaPennsylvania Dale welcome to the show thanks Brian I appreciate it love beinghere hi there Dale I imply we’re all execs that Dale on the showDale’s team did 250 million in creation and about six hundred unitsper yr beautiful fascinated by that he they have got 4 is A’s the Dale workswith we’ve been working collectively for over a 12 months and a 1/2 nowDale himself coaches crew leaders inside of revenue retailers instantly and and evenagents that just need to transform leads in that right Dale that’s correct yeah sothis is gonna be exquisite looking to select your brain about about some of thetopics we got at present yeah you realize it’s funny as mostly men and women come to methey’re like hi there you are fairly just right at inside earnings and my retailers aren’tworking the leads i’m giving them so we want to rent an inside revenue agent andI’m like wow that’s fantastic guide I do not know if we’re gonna repair yourmarriage by having a baby so let’s let’s well let’s do some marriage counselingfirst together with your agent boy i’ll inform you a guys on that one that is simply agreat point yeah there is there may be something some thing no longer in situation ifwe’re having that crisis we bought to fix what’s not in place well you realize whatis funny and you i am definite you’ve got visible this always Brian yourself is thatrunning within income requires the best level of accountability proper inorder to make it beneficial and make it workit requires the easiest degree of administration the very best stage ofaccountability which you could that you would be able to deliver to the desk proper it is justanother degree that you just need to go to and if you don’t it you must have thesame degree of accountability on your retailers to agreed and so if these agentsor these people are calling and say good day i am you know my humans will not be followingup with the leads I need to go method again to the to the basics here for a secondokay so a lead is available in proper all leads are not quickequal proper correct so inform me what’s the first thing we’re looking to do whena lead comes in do via classifying that lead correct yeah so first offeverybody should appreciate the unique lead varieties that we now have rightthe special lead sources so normally the much less you pay for a lead sourceunless it can be referral or just sphere due to the fact that you have got been in industry for 40years the less you pay for the lead the more of them you are gonna want in orderto get a conversion right right the most often optimistically the extra you pay forthe lead the less of them you’re gonna get however the higher pleasant they’re gonnabe one would consider one would hope sure that’s what we obtained to hold an eye on thebudget so ordinarily you want your sellers and is a is to understandwhat lead supply is this seeing that you wish to have them to have the right mindsetaround it so if you are getting a ton of website registrations or responses toyour fb ads or some thing it usually is you want your marketers and isas to havethe correct mindset that hear we’ll we’re gonna kiss all thesefrogs the same and considered one of them is gonna grow to be a prince and that is justthe method it is gonna work so let’s now not get upset and disregard them on account that ifwe’re gonna convert three or four or 5 percentage of them we have no idea whichone of them the three or four or five percent goes to be yeah and i thinklike letting these numbers be recognized considering if you do not let them know thatit’s rather it is considerably a shedding proposition proper I imply people if youhave a favorite baseball player and he will get as much as bat every single time youknow that you can make the all-superstar team in the event you bat 300 this means that you hit theball 30% of the time because of this 70% of the time you fail yes that you could say wowthat man’s horrible since he is handiest hitting the ball 35% of the time yeahhe’s gonna be the MVP of the league if he does that although so we must setthe correct expectations with the folks that converting the leads or what’sgonna happen is they’ll comply with up and instantly investigate all the leadsis terrible and get discouraged proper precisely so if you are no longer will it tellthem truly show them get them to appreciate if you are now not willing toinvest that 70% of strikeouts that is 70% of failure you’re going to no longer getthe 30% correct you recognize no all-celebrity staff that’s right it is not gonna occur sothat’s the primary location to start we would like persons to be within the correct attitude rightwe want them to be on the right page then when these matters come in whenthese leads when the leads when these men and women human beings right when they giveus their know-how and once we get in contact with them we fairly just need tostart out with discovering out about them and it is not about these you realize what Ikind of wreck with most of the trainers and coaches and everything that’sstandard available in the market in the industry it can be not about having a intelligent conversationit’s now not about tricking someone into some thing it’s now not about fooling themit’s about having a respectable dialog with another individual and Ilike to break i admire to break down the dialog that you’ve with somebodyinto three important factors and when you comply with these three imperative elements andjust don’t forget in my dialog am i’m I monitoring toward any of those threeyou’re going to be on path for converting this person and that might bemotivation their motivation do they’ve motivation correct do they have got abilityand do they’ve the willingness to fulfill with us or work with us those threecritical matters that’s fairly what you’re watching for agreed and what we’relooking to do with these three factors motivation capability and willingness whichI love we’re no longer to do this we must ask questions right we can’t simply betelling them we’re not trying to manipulate them and shut them in thetraditional feel we’re coming from curiosity right here and asking questions tofind out these three matters most likely yeah and so i’m going to display for youright so if we’re work so we first want to see do you could have motivation right suredo you’ve got motivation if you do great let’s transfer on and ask lots of questionsabout what you’re motivated to do and whether you’re going to be capable to do itokay that’s potential if the answer isn’t any to motivation or no longer yet why write a kitmake sense to me let me fully grasp your concern the wayyou appreciate your difficulty proper which is most likely inaccurate right rather a lot oftimes yeah they do not rather know the entire concern that is why we are theones with the licenses we’re the ones which have some expertise in thisbusiness correct so we received and that’s how we’re searching for to help exactly and weunderstand that by way of questions correct certain we don’t we do not appreciate thatby looking to trade your intellect or negate what you’ve happening we first search tounderstand let me realize you like you comprehend you after which when Ireally have an understanding of what it is that you wish to have might be we can discover a rapid cheapereasier better means for you to get it correct much more of some thing you’relooking for I consider that is the key to only every about each step in income iswe must dig into their motivation I imply it continuously starts there right andthat motivation starts to investigate their ability and then their willingnessto move ahead if they’ve the ability it does tie in considering that I suppose the wholepurpose right here after we talk about assessing the the pleasant of a lead orthe classification of a lead or individual as they arrive in we’re usually alwaystrying to investigate how pleasant we are able to aid them this means that how nice we are able to followup with them right so do not we cost these guys headquartered upon that sense ofurgency on how quick they are going to be relocating headquartered on our first-rate wager on thatfirst telephone call sure undoubtedly we certainly need to do this so speak abouthow you fee and categorize these inbound leads when they come inokay so more often than not you are gonna have you know that the average qualificationslike a 0 to thirty a thirty to assert 90 and a 90 plus or whatever like thatright k these are the big buckets that you are gonna put individuals into justso that I have an understanding of and i will kind of forecast and i can appear at mine myspread of nurtures correct and i will be able to see like a leaderboard proper I wish to seehow these individuals stack up and who i am gonna be following up with when that’exhibit you particularly prepare your comply with up correct so we’re talking lie and these getthese get pointed out as all one-of-a-kind forms of names proper you’re aleads are by and large known as your zero to 30 individuals your 30 to ninety individuals will calledyour B leads let’s assume your C leads might be your ninety plus or ninety to ayear or ninety to a yr-and-a-half of sizzling leads warm leads cool leads however youwant to call those it’s all established upon that preliminary call or that initialcontact the place we start to assess their motivation capability potential andwillingness so we’re using that like a thermometer to variety of take thetemperature to look how quick we suppose this character goes to be capable andwilling to move sure and we’ll ask some questions on that and no longer simply whendo you think you’ll be moving right on account that mostly you are gonna get I’mnot sure or sometime subsequent spring or some indistinct answer so rather then the Ihave most likely no concept reply you recognize you may get some kind of inkling of whenthings are going to happen what we like to do with every body is ask them processquestions just like you may if you wereinterviewing someone correct i am gonna ask you method questions on okaylet’s work backwards so when you had been gonna be for your residence through X date whenwould you exit and begin watching at properties if you happen to have been gonna be moving in inthe spring do you think it would be more like March or April or may maybe work wework backwards down that timeline yeah so if there may be longer with when it’sgonna be after which we definitely backing with okay so when would you beready to that and then we can start getting an idea of really pinpointingwhich bucket we’re gonna throw them into sure gently ok after which k I likethat i admire that rather a lot yes location them in so then after which whatlet me provide you with yet another factor about that one other cause that we do this weget them to think down the trail we are able to also discover the place do I insert myselfright into the procedure and then get you to agree that I will have to be inserted intothe procedure at that factor and now you and i have a tentative agreement for afuture dialog yeah i admire that it’s almost like we’re getting apartnership to as a minimum support them out along the way considering that what occurs inthose unique buckets proper you acquired the a the B’s in the C’s let’s just callthem that okay in order that virtually determines the quantity of frequency ofyour follow up with them correct yes right so if we’ve obtained a let’s say we’vegot an a lead we’re gonna be staying in touch much more established in view that weknow that they may be planning on relocating and some time between now the subsequent 30 daysas adversarial to a see lead that it’s really slightly too untimely to beblowing them up via each you already know phone and e-mail and text message rightso we stated that’s authentic and so Brian the way that now we have designed and the way in which thatwe run lead comply with-up is that we have we automate as so much as we will after which wehave after which we figure out what you’re talking about as we determine what thepersonal touches are the specific activities that i’m gonna do to take outto comply with up with you proper the the live follow-americaon top of my automatedfollow-up so you so in our techniques every body with theexception of that man or woman who i have an appointment with is gonna have the sameconsistent computerized follow-up from me right via emails and regularly textmessages that are planned out in a chain that everybody goes on rightand it just appears like private touches that had been sending to you coming directlyfrom me as a man or woman appears like I sat down at my pc and wrote you anemail and simply to make clear that every person within the equal bucket right so the aideleads are all gonna be on the specific equal plan they’re all on the same plan as B’sC’s everybody just distinct frequencies that they’re sent out nope everybodygets the identical regular automated drips to make our keep us sane received it okaychanges is our lively outreach to those persons okay inform me about that tell mewhat the lively outreach is for every a B or C if we call them yeah so what we dois depending on their period of time we use the standard where you reduce it in halfright so we will take some thing their time is cut it in 1/2 absolutely first what wedo so you you’re speakme to an individual and they end up a nurturer correct yepyou’re gonna go into one of these buckets we do not set an appointment withthem proper now and we do not consider that we’re gonna be surroundings an appointmentwith them in the next two weeks ok k that is the qualification sure sonow you are gonna go into our comply with-up method right so you’re set onto the sameautomated comply with-up through with emails and texts on prime of that i’m going totag you in my procedure in order that i know that i am gonna take anything the time frameis i will cut it in 1/2 i am gonna attain out to you on the halfway factor ohI ignored anything the reason I went backwards I simply spoke to youyou’re going into my system the primary touch is going to be a couple days afteryou get put into my approach ok when you consider that I want to ensure you are getting theemails which are coming in your home search and that my communications arecoming by way of to you it’s just an additional assess-in to meit gives you a cause to call offers you a intent yeah and ensure you don’tget misplaced in bloodless storage someplace right correct and also you aren’t getting this stufffrom us the emails and things you must be fats bucket proper proper then half wayto whatever your time period is we’re gonna comply with up again right personaltouch see where you’re at assess in with you and that i what I think is the satisfactory thingto do it’s not just whats up it is Dale I wish to make certain you’re nonetheless buying a houseI want to ensure you’re nonetheless promoting a residence are you capable to buy or promote ahouse correct alternatively it’s howdy i’m checking in with you and you are gonnalook at your notes and you’re gonna read what it’s that they told you and also you’regoing to revisit what it’s that they instructed you right you are just gonnabasically paraphrase again then good day last time we talked we pointed out this isthat still the case we talked about this is that still the case I wish to see ifthings have modified and you are displaying that you’re listening and you’re showingyeah so you are giving a lot of validation there too which buildstremendous rapport yeah so that’s excellent ok so in a nutshell take me from an aa B or C buyer what is the degree of your cell calls the computerized factor toan a versus a B versus a C like for instance are you calling the A’s everyweek twice every week bees how familiar C’s how freaking what is the norm you thinkit should be ok I need to talk about I must talk about this notion firstsure cuz the sizeable majority of agents and the matters that I hear out there gosomething like hiya when are you watching to buy a residence when you need to be inyour new dwelling oh I have no idea we’re just looking correct now and you understand I’lllet you already know we’re getting the emails we’re getting the houses you’re sendingokay first-class am i able to comply with up with you in a few months oh yeah certain yeah thatis now not a nurture ok yeah that’s where these questions come from the place it’slike I do not know when to comply with up with this individual i am simply gonna preserve callingthem unless something happens proper yeah we ought to do anything there has to besome kind of action plan here correct yeah like there may be a there’s a examine pointlike here is the place we had been we also ought to say this is what’s coming nowright so here is what I want to do I want to dial again to that dialog thatconversation must dictate while you follow up with those people proper okayit shouldn’t just be i’m throwing darts of the board hoping that you are able tomove ahead you have got to get the pieces you have got to get their pieces of theirpuzzle proper some thing they’re due to the fact that is going to verify how oftenyou’re following up with this humans with these peopleso back to your query if you’re in my a bucket for example and you are a zeroto 30 once I’m first speaking with you and i am qualifying what is going on on withyou I ought to realise when you’re going to take your next motion or whatyour next motion is going to be I ought to ask these questions correct and to mein the 0 to 30 day a bucket you’re scorching lead bucket we should betrying to consider about meeting to me that’s that that’s that’sperson-to-character we’re relocating them into either with a lender a buyer consult alisting appointment or meeting or we’re showing something we’re looking to get inperson there so that’s a lot of contact particularly trying to look for explanations tohelp them to move if they want to transfer that fast there’s work to be completed rightyeah and if you exit a name in the event you exit that first name with what you think is a0 to 30 and you don’t understand when they may be gonna speak to a lender whenthey’re gonna seem at houses when they may be gonna figure out the finances whenthey’re gonna talk to the spouse when they’re gonna seem at their lease as towhether they are able to smash it yeah we haul them again and find these matters outright that is your next call yeah on the grounds that they may be no longer going to getwhat they want 30 days if we don’t know that so we’re now not helping them ok sonow go to our B’s our bees are so supply me an example of what that processmoving a B that which is a 30 to 90 day purchaser shall we say what style of processwhat form of moving forward to your next step are we talking about there okay sothe same with A’s do not get off that call with what you believe is a B unlessyou appreciate what their method goes to appear like or with out getting anagreement from them that together you’re goingto some piece of the method at a specific time at some point howdy if youcan can you give me some examples of what that would seem like like whatwould what would that dialog look like where you are looking to relaxed somesort of commitment or contract to the longer term yeah so i am now not getting them toagree to work with me over the cell ok I’ve by no means met with this character I’mnot getting them to conform to some thing like that proper what i am getting them toagree to is when will you begin to appear on the finances if I can not get them totalk to the lender but proper when do you suppose you would go out and begin looking athomes when do you believe you’d be competent to make a decision whether to remain within the condominium orto move ahead when do you suppose you’d be in a position to come to a decision – when do you thinkyou’ll making the repairs for your dwelling when would you prefer to converse withan agent in an effort to discover what repairs are the first-rate investment for youto make for your home see I consider that’s crucial Dale you ate every one of thoseas a query every every a type of questions began with a when verytime-sensitive the whole lot is attempting to find out when and we’re probing to lookfor seeing that if we can to find something that’s in range then we can actuallyhelp them we will start moving them in the direction of that function so I particularly likethat you are no longer seeking to overcome objections you’re you’re particularly nottrying to govern anything you’re not trying to win an argument here that theyreally must do this now as a substitute of later you are just asking with that faiththat they’re going to give us whatever that’s in variety where we can starthelping them toward that goal yeah they can put you to work basically betweennow oh yeah and if what you preserve getting is I do not know I do not know I don’tknow that is a legitimate reply that you are getting from this person theydon’t know they have not concept about it but right which is excellent do you ever getthem to eventually think about the way to do whatever in 30 to 90 days exactlyyou’re gonna ought to at some point so that you would be able to aid them work backwards in itright then you can say k well best can i will be able to I inform you how the typicaltimeline works from while you do come to a decision first-rate nowhave permission to educate you yeah yet another query correct right is amazinglet’s speak concerning the lengthy-time period proper so the C ones let’s assume ninety days plus yeahwe don’t name them cold we name them cool cool they’re eggs correct or positiveyeah so these persons you are gonna hear plenty of I do not know there is gonna be alot of I have no idea proper it is just that’s okayso what you’re gonna do with them is the equal thing you are gonna try to what welike to do is we wish to get them speakme about their perfect future righttalk about the ultimate scenario and seeing themselves in it after which if you could tryworking it backwards and announcing when would you wish to get began on thatright right supply me an example give me one hypothetical so shall we embrace anyone’ssaying we’re you realize we’re recording this within the fall proper now okay winteractually i suppose and if a person says you realize what i’m simply I consider we’rethinking we’re more commonly gonna move like subsequent summer time we’re now not really sure wherewe’re gonna go or you understand how a lot or even what our price range is we just knowthat probably we wish to get a greater dwelling some thing like that correct just putit off proper they got a they’ve a vague idea of what’s gonna happen okaydoes it makes let me ask you this from the standpoint of lead does it makesense for us to get together right now no does it make sense for you to driveto my place of business and sit down throughout the desk from me a unusual salesperson no okaythat doesn’t make sense so let’s have more of a conversation to help make itmake experience if we will and if not that is okay what we’re gonna find out is wherealong the line would would an actual estate agent help you and when would you liketo to begin that procedure discover from them yeah yeah i really like thatI love the boldness in doing that too due to the fact you can be amazed so let’s sayso say you requested me that question and i say I don’t know regularly you realize Iguess someday within the spring someday in the spring exceptional and so when you startedworking with an agent what do you feel the very first thing is that you’d dowhat would you the agent two together where would yoube at in the procedure lots you understand i’m gonna disagree with what they may be gonnasay however i’m gonna say we’d be looking at houses look at residences best so how willyou do you have you discovered how you’ll be able to determine which agent is gonnaprovide the most benefit to you in your dwelling search recognize I imply we obtained a fewfriends we do have just a few pals which are marketers my nephew just acquired hislicense oh that’s exceptional congratulations thanks yeah it can be just right he is a pleasant kidsix will you be utilising one in all them oh I have no idea I mean he’s our nephew but Idon’t be aware of I you know I don’t know my spouse you understand she will have her friendsor i do not we i do not suppose we’re at that stage but got it received it so what Iwould do is i would development with asking you extra questions on what’s mostimportant to you about your dwelling buy right i need to try to push theconversation and what I would really like to find out from you is that you don’t knoweverything in regards to the dwelling buy approach you’ll love to find out how youcan retailer more or restrict chance or get a exceptional improvement from your real estateagent order that you would wish to feel particularly comfy and optimistic withthe individual that you worked with right correct I want to discover if these I wantto elicit these as results from you matters that you want and then I wouldask you when you’d wish to start that approach so if I can not get a face-to-facemeeting quickly faster with then you definitely what we’ll do is we’ll set a tentativemeeting for you said commencing within the spring correct correct you already said thatso now we have dialed that back from summer season to spring certain so i can shoot forthat i am gonna hold asking you questions to peer if i will even convey that again alittle bit farther as shut as i will get it so that i will be able to get a face-to-face withyou yeah you are particularly looking to get me into the B category you’re attempting totake that C and make me a beer or at least make supply me close sufficient so whenI know which you can that is kind of what we’re looking to do here is move C’s to B’s andbees to A’s throughout the entire method if we’re seeking to transfer up a timeline sothat’s why we’re normally i like how everything you are saying has a winattached to it everything you are doing is in step with time sensitivity hereand I suppose that’s the place we need to and also you do this simply through asking questionsabout it and asking them questions in regards to the approach they don’t have an understanding of I meanclients under no circumstances do they by no means appreciate all that goes into you already know if they want tomove in the summer they got to get on it that they need to list within the summerthey must get on it much earlier than that so we’re simply kind of playing thatout to them by means of asking questions the entire way through in regards to the approach exactlynow let’s presume in view that this happens always correct let’s assume that youaren’t gonna buy unless the summer season you are most likely now not gonna watching oreven engaged on this unless late spring okay so we appreciate that so we’veestablished that now I cannot transfer you any farther up I cannot get aface-to-face with you can not get you to commit to it so what i am gonna do isinstead i am gonna commit to sort of our on-line relationship correct so the theinformation i’m gonna be delivering to you or questions i’m gonna be asking youor questions i’m gonna be answering for you we’re gonna agree i’m gonna get usto agree that we’re gonna have a different dialog at a specified time in thefuture even if it can be just over the cellphone or what it could have you ever right couldyou tell me how that looks might you sureso hello Brian I hear that you simply and your spouse quite are not going to beworking on relocating ahead except you know sometime at some point you recognize nextspring I thoroughly get that would it not be valuable to you if we had anotherconversation say you know like late February the place we simply get on the phoneanswer any questions that you’ve seeing that at that point you are gonna bemuch farther down within the to your system and you are most of the time gonna have somequestions you need to reply would that work for you yeah and that i feel someone’sgonna say yes you simply put me out a number of months yeah yeah that’s more often than not itright yeah and it is that is not it that’s it as an contract between the 2 ofus versus oh I have no idea oh okay good am i able to follow up with you in a couple of monthsrandomly proper proper yeah which you can I call you out of the blue randomly when you’reand trap you off-safeguard which you undoubtedly hate and you already know indon’t need like that is simply that does not think just right for anyone yeah I agree Iagree you do comfy a commitment that we’re gonna have future conversationsand that you are gonna support them out i admire that quite a bit one of the crucial bestsalespeople do it to me and i hate it correct yeah yeah they’re like ok greatso Dell do we speak again two weeks from in these days on November 17th and like excellent exactly on the grounds that now we’ve got agreed to it Isaid i would do shrewd you’re going into we’re breaking apart script which isexactly no I fairly like this Dale and thank you for fairly outlining how wehow we seem at leads and the way we categorize them and the rightexpectations how we speak to him you understand I feel that is predominant how we do treatthem like men and women they discover their needs all the manner through excellentstuff there in these days Thanks you wager all right Dale every person thanksfor being with us today Dale i’m going to be speakme to you soon my man sounds goodthanks once more Brett you bet
