Daniel Lott: Right.
James Terry: That was just…
CINC Marketing: Hello, everybody!
CINC Marketing: If anyone's listened to the first episode of Office Hours, that was an homage.
James Terry: One year later.
CINC Marketing: Check it out on, syncpro.transistor.fm. Follow it.
CINC Marketing: Wherever you get your podcasts, or your pods, As Dan says.
Daniel Lott: Spotify's on there, yeah.
CINC Marketing: But yeah, I would encourage you to start with the last week's episode, or last month's episode, I think it was good, but if you want to hear a,
CINC Marketing: If you want to see how far we've come, listen to Episode 1.
James Terry: Right.
CINC Marketing: Thanks everybody for joining. We got a good crowd here already, we'll get started in just a minute.
CINC Marketing: I want to give everybody time to come in here.
CINC Marketing: Appreciate, you know, big, sign up for today, lots of great questions that have been submitted. We've got a great guest who knows
CINC Marketing: More than Dan, James, and I, about all your questions.
Sarah Weinstein: Oh, no.
CINC Marketing: So…
Daniel Lott: We got a whole lot of questions. People want to talk to Sarah, so…
CINC Marketing: People do want to talk to Sarah, yeah.
CINC Marketing: They do.
Sarah Weinstein: Well, I wanna talk, so… They're in love.
CINC Marketing: Sarah wants people to listen to her, so it's a match made in heaven.
James Terry: It just runs out of time.
CINC Marketing: I would be remiss if I didn't ask James' favorite question, I'm… wait.
CINC Marketing: Let me give him time to type it in, but be sure to tell us where you're joining us from.
James Terry: Nailed it.
CINC Marketing: Marietta, Georgia.
CINC Marketing: There's no bonus points for being first, though James seems to think there are. So…
James Terry: I just like to impress Dan.
CINC Marketing: Did you do it twice?
CINC Marketing: There's two, there we go, thank you, it can't be only James.
James Terry: Yeah?
CINC Marketing: It's his AI army.
CINC Marketing: Alright One second. It is sick time here in Georgia, so let me clear my throat quickly.
James Terry: Atlanta, Georgia?
CINC Marketing: Alright, so we'll go ahead and kick it off here. We're 2 minutes in. Thanks again, everybody, for joining. This is office hours number 13, the first episode of Year 2.
CINC Marketing: Who'd have thought we'd make it? Not me.
Daniel Lott: Expert said it was not gonna happen. You can't do it.
CINC Marketing: sandwich.
Daniel Lott: I'm gonna pick that up.
CINC Marketing: That's idea.
Daniel Lott: They… that's what they said. That's what experts… like, podcast experts.
James Terry: A miracle.
CINC Marketing: Yeah, yeah, so, here we are.
CINC Marketing: Happy New Year!
CINC Marketing: Hopefully you don't subscribe to Larry David's theory that I have 3 days to tell you that, and then it's bad, but… Happy New Year, it's the first chance I've had to tell you that. So office hours 13.
CINC Marketing: I am joined, of course, by my esteemed colleagues. First, the Vice President of Client Marketing for Sync.
CINC Marketing: And the most handsome man on the internet.
CINC Marketing: Dan Lott, Dan, do you have anything That you wanna say, or…
Daniel Lott: Read my sentence, or…
James Terry: Or what? Where are we going?
CINC Marketing: Thanks, Dan. Come on.
Daniel Lott: You're breaking the floor.
CINC Marketing: Just like as well.
Daniel Lott: Well, I just wanted to point out that sync…
Daniel Lott: is the number one all-in-one real estate lead generation and conversion CRM platform for teams and top agents.
Daniel Lott: And also, Experts, Google and Facebook lead generation, IDX websites, AI-based follow-up.
Daniel Lott: Intelligent CRM, Lead Nurturing automations, and more. So…
Daniel Lott: That's what Sync is all about.
Daniel Lott: I brought it up because I watched a couple of these videos before, and it's like, there's… there'd be no way you would know what we're doing or what we're talking about. We wouldn't even know, like, what sort of industry are they talking about? They're just blathering. So, now you know what we're blathering about.
CINC Marketing: Now we've set the, the expectation.
Daniel Lott: That's right.
Daniel Lott: And I also want to wish you… wish you also a Happy New Year, also, and
Daniel Lott: So, this is the first of the year. I think next… next month, we are gonna go into more… into…
Daniel Lott: What 2026 is gonna be all about?
Daniel Lott: have our own thoughts and stuff like that. We're not gonna explain our thoughts today, but look forward to them in a month about, you know, lead generation, leads, and such, client marketing, and how that will be
Daniel Lott: For the year. And maybe have some more, stats and things like that.
Daniel Lott: I know, I am not… I know I'm not the only one who loves me reading off random stats.
Daniel Lott: That can't possibly be the case, but what market generated the most leads in 2025? Maybe you'll find that out next month.
Daniel Lott: We'll see.
CINC Marketing: He's available for birthday parties, everybody!
CINC Marketing: Just send him a, dan.lot at singpro.com.
Daniel Lott: Yeah.
CINC Marketing: You can access his schedule there.
James Terry: That's why we call him the animal.
CINC Marketing: That's me, yeah,
CINC Marketing: Yeah, alright, so thanks, Dan, looking handsome as ever.
Daniel Lott: Thank you.
CINC Marketing: That is, great off-the-cuff sentence you just had there, so, Coachella was…
CINC Marketing: Yeah, but anyway, the other, my other counterpart here, who is always on office hours with us, James Terry, he's the Senior Director of Paid Search.
CINC Marketing: And the yin to my yang on the client marketing side. So, James, how's it going, man?
James Terry: It's going good, man. Excited to be here. Off to a good start to the year and everything like that. One thing Harry did not say about Dan, and for those that have plugged in the last couple of weeks, we have a segment at the end of this called, Win Dan's Money. Dan continues to be undefeated in Win Dan's Money, and as I was thinking about it, I was like, it shouldn't even be…
James Terry: It's not even fair. Shouldn't be allowed to be so good-looking and so intelligent, you know? Like, what's that all about? So…
Daniel Lott: Exactly.
CINC Marketing: Get in on this compliment train. There you go.
James Terry: That's… Reviews, man, annual reviews are happening, you know, I gotta…
James Terry: It's like when you act really good right before…
Daniel Lott: I'm gonna lose. I'm never gonna lose this… this year. Next year, maybe, but this year, I won't lose.
James Terry: But yeah, absolutely. And a little about our guests, I definitely want to get to, to Sarah. Again, we had a ton of really good questions. Most of them were… were for her, so I don't want to,
James Terry: To belabor it too much, but a little on Sarah's background. So, Sarah's actually been with Sync since 2022. She got her start on the onboarding and the MLS teams.
James Terry: She has a background in special education teaching, and with that, Sarah actually excelled really quickly here at, in client communications, and was soon moved to the training team.
James Terry: For the last 2 years, she's been virtually training newly launched clients with an emphasis on topic retention and interactive understandings. She was recently promoted into a leadership position as the manager of the entire training team. She oversees virtual trainings as well as sync live events, and Sarah leads
James Terry: she leads with compassion, she has a true learning mindset, and allows… which allows her to really dig deep into clients, to recognize where she can increase their CRM understanding and produce transaction outcomes. So…
James Terry: one of the reasons, like, all that is why we wanted her to be on here. There's gonna be a lot of value in her sharing. Glad everybody could jump in and have a chance to hear from her. Sarah, you want to say hello? Welcome out?
Sarah Weinstein: Yes, thank you! That was quite the intro! I want that as my,
Sarah Weinstein: My message on my alarm that wakes me up in the morning.
Sarah Weinstein: Get started on a good note.
James Terry: Yeah. I…
Sarah Weinstein: I asked Chelsea for some blurbs and a little background and just some promotion stuff.
James Terry: And I know she didn't mean it this way, but I just thought it was so funny how she talked about your background in education, and I was like, she didn't say that
James Terry: was a leg up, like, with training our clients, is, like, special education background, specifically. But the way that it was worded in her message, I was like, oh, I'm leaving that in.
Sarah Weinstein: You know, it definitely helped me learn
Sarah Weinstein: how to cater to different learning styles, and I think that's helpful no matter who you work with, so…
James Terry: That's huge.
Sarah Weinstein: Yeah, super excited to be here, and as the guy said, we had some really good questions that were submitted, so,
Sarah Weinstein: excited to jump into those as well. I did have a couple things I wanted to cover as far as training opportunities that we've got coming up for this year, so…
Sarah Weinstein: We are really trying to give y'all a lot of different opportunities and offer just a variety of trainings all throughout the year. Some of these you may have seen before, others are going to be new, or with some refreshed content. So, the first thing I wanted to just kind of plug are our webinars.
Sarah Weinstein: In case you didn't know, all the webinars are free to y'all async agents. So, I tell the agents I work with all the time, let's take advantage of those. They're led by our conversion specialists. These are agents who've been doing this for forever, and they've had a lot of success. So, great, you know.
Sarah Weinstein: perspective for you, to learn from there. In most of the webinars, they're going over some iteration of our scripting, conversion strategies.
Sarah Weinstein: mindset, things like that. So, the first one I wanted to talk about is Dialed In. We had our first one of the year this past Monday. I jumped on that. It was with Christine. It was fabulous, as always. The next one, I think, is on the 26th. It's every other Monday, 3 p.m. Eastern.
Sarah Weinstein: The other webinar we have is the Online Conversion Day. The first one for this year is actually on the 22nd.
Sarah Weinstein: It's at 11.30 Eastern Time. It is going to be… it's a couple hours long, so it's a more in-depth version of that dialed-in session.
Sarah Weinstein: And then we've got the Agent Blueprint series coming up. We did that last year. It was a 6-week
Sarah Weinstein: webinar series led by John, who is… John and Christine are the conversion specialists, I don't think I mentioned that. Christine was on the last
Sarah Weinstein: Episode of this, and she was phenomenal, so if you can listen to that.
James Terry: We had with us last month.
Sarah Weinstein: Yeah, yeah, she's great. So, Agent Blueprint series, we'll release some more details and dates for that soon, so keep an eye out for it. And then we have a new, kind of.
Sarah Weinstein: webinar, if you will. I'm gonna tease it. We don't have all the details ironed out yet, but it's very different compared to our other webinars that we have. It's gonna be a lot more relaxed, informal.
Sarah Weinstein: And it's really focused on making dials. So, we want to give a fun option, you know, in addition to all the other,
Sarah Weinstein: webinars that we have. So, also keep an eye out for that. We'll have more details on it soon.
Sarah Weinstein: Highly, highly recommend everybody visits the Sync Community, Synccommunity.com, it's gonna be the Sync Community site.
Sarah Weinstein: On there, you can keep up with all of these webinars, you can sign up for as many of those throughout the year as you would like to. I tell every agent I work with, I would bookmark that page so it's easy for y'all to find.
Sarah Weinstein: Last thing I wanted to plug is SyncU, which you can also learn about on the Sync Community page. This is not a webinar, it is our 3-day in-person event, and I… Oh my gosh, sorry, I had a fuzz just fly up in my face.
Sarah Weinstein: And it is our 3-day in-person event. It is… they go over anything and everything you can think of when it comes to your sync system.
Sarah Weinstein: We have a lot more dates scheduled for this year than we did for our past years.
Sarah Weinstein: The first one is February, I think, 10th through the 12th. It's going to be in Atlanta. I am biased to the Atlanta dates, because Sync is in Atlanta. And we host it at the office space next door, to our office, so you can actually meet your team when you come to that.
Sarah Weinstein: We, it's gonna be the same effective training that we know gets lots of results, However,
Sarah Weinstein: we've refreshed the content. We've got some new presentation styles, so,
Sarah Weinstein: really, really excited about that as well. When it comes to SyncU, again, you can look at that Sync Community page and learn more information about it there. You can also ask your implementation manager.
Sarah Weinstein: or your account manager about getting registered, too. So…
Sarah Weinstein: Those are my plugs for what we have coming up this year. I'm excited.
Daniel Lott: There's a lot of opportunities for training.
CINC Marketing: Yeah.
CINC Marketing: Office Hours exclusive. You heard about the new webinars here first.
Sarah Weinstein: Mute.
CINC Marketing: Whoa. Whoa, guys. Whoa.
Sarah Weinstein: Off the press.
CINC Marketing: Got off the press, that's right.
CINC Marketing: Well, yeah, Yeah, be sure you guys take advantage of that. I really think the training here…
CINC Marketing: Is a thing that sets us apart from competition, and…
CINC Marketing: The system is robust, and they do a great job of
CINC Marketing: Showing you how to use it, you know? Yeah.
James Terry: Christine last month was, was really excited about the dialed-in
James Terry: Training as well, and that, that whole…
Sarah Weinstein: Yeah.
Sarah Weinstein: As she should be. Like I said, I was on the first session on Monday, and she did such a great job.
James Terry: Yeah. She had been… she was preparing for it, for sure, so I'm glad it's off to a good start, that's awesome.
CINC Marketing: What can now… It's time for a little segment we like to call…
Audio shared by CINC Marketing: Meal time?
CINC Marketing: Mail time! Your submitted questions, thank you so much, for submitting questions at signup, we really appreciate that.
CINC Marketing: We did see one question, that just came in from Stephanie that I can just answer quickly. I believe those are gonna be partial seller leads that are coming in with the 555s.
CINC Marketing: So when someone lands on the seller page, they enter their home address, and then we ask for their contact information. If they balk at that, then we still collect their address, but we need a phone number to create a lead in the system, and so it's assigned that 555 number. I believe that's what that is.
Sarah Weinstein: I will say…
CINC Marketing: What's up.
Sarah Weinstein: Sorry, I will say, just to add a little bit of extra detail to that, if they're… if they have a new site, they could potentially have 10 leads in there that are test leads that we put on the sites for y'all, so you've got some leads to kind of play with until you start getting leads.
Sarah Weinstein: So if they have names like Robin Banks, or if their, their email says, like, sample lead, and then it'll probably have the name of your site.
Sarah Weinstein: It potentially could be one of those test leads, but if your site's been around for a while, then
Sarah Weinstein: It's probably…
CINC Marketing: Yeah, Stephanie's… yeah.
Sarah Weinstein: Okay.
CINC Marketing: Barbara? Barbara, we're gonna go till noon.
CINC Marketing: If you have to leave, I suppose that's okay.
CINC Marketing: But thank you for apologizing.
Sarah Weinstein: on Spotify, Barbara.
CINC Marketing: That's right, yeah, yeah, yeah.
CINC Marketing: Alright, so a lot of really great questions.
CINC Marketing: The perennial question of, will this be recorded? Yes, it is. It is recorded, it's on YouTube, it's on Facebook, it's on Spotify, it's on Apple Podcasts.
CINC Marketing: It's not a thing…
CINC Marketing: that's called, like, Drifter or something, that I don't even know what it is, but it's on there.
CINC Marketing: So, yeah.
James Terry: If everybody here wants to watch it on all of those sources, and like and subscribe, all that stuff.
CINC Marketing: Yes.
James Terry: Big stuff.
CINC Marketing: We're trying to get raises here, people.
CINC Marketing: Eddie asks, why does the marketing team and Sarah look so fabulous all the time?
CINC Marketing: I don't know. How do we do it? Now for some real questions. But thank you, Eddie.
CINC Marketing: We got a lot of questions around…
CINC Marketing: just dealing with objections and, you know, like, those… that first kind of… of… well, they're really kind of in two buckets, right? So the first call to new leads, and then, you know, also, like, subsequently.
CINC Marketing: how do you follow up with someone that you've gotten in contact with? What should you do for someone who's just not, you know, picking up? We got a lot of questions around that. I know that's kind of a big bucket there, Sarah, but I guess, you know, like, how do you…
CINC Marketing: Train people in… You know, when they're calling, what they should say that first time, and then…
CINC Marketing: you know, like, what are some common objections, and how should people overcome those? You know, what do you train for that?
Sarah Weinstein: Yes, so I'd say definitely talking to leads, scripting, calling, those are always huge conversations that we have in training, and agents typically have a lot of questions about it.
Sarah Weinstein: The first thing I usually, you know.
Sarah Weinstein: Kind of briefly talk about is just…
CINC Marketing: In general, when we're calling leads, I really encourage agents to keep in mind.
Sarah Weinstein: Real estate is such a relationship business.
Sarah Weinstein: So when you are talking to these leads, let's be intentional. It's all about making connections. Yes, we're going to give you the script, but I also want, you know, you putting your personality in that, and letting that shine through as well.
Sarah Weinstein: Coming from a, as Christine says, a service mindset as opposed to a sales mindset.
Sarah Weinstein: Purchasing a house is one of the biggest things people will ever do.
James Terry: one of the biggest purchases they'll ever make. They want to work with somebody they feel like they can connect with and they can trust.
Sarah Weinstein: So let's keep that kind of in the back of our minds when we are talking to leads. You know, remember the person on the other end of the line, they are a person. How would you want someone talking to your grandma, or your mom, or your spouse, right? I also like phone conversation because it shows them you are a real person as the agent.
Sarah Weinstein: In this day and age, we have so many spam calls, or robocallers, or what have you. We wanna… we want you to set yourself, of course, apart from that.
Sarah Weinstein: So, when it comes to scripting, we give you the scripts, because, I mean, we know they work, and then it takes the question out of it, like.
Sarah Weinstein: oh, shoot, if this person answers, what am I supposed to say? Right? So, think of the script. I usually compare it to, like, a blank coloring page, and maybe this is my teacher history coming in. A blank coloring page. We are giving you the outline of that.
Sarah Weinstein: We know it's gonna create a pretty picture if you follow it.
Sarah Weinstein: But we, again, we want you to add your color to it. When I say color, I mean personality.
Sarah Weinstein: So, with scripts, y'all practice it. The more you say it, the better. When I first started doing this, I would picture it, I was, like, talking to my friends when I would go over scripting, because if I sounded, like.
Sarah Weinstein: I was using a script, they would be like, why are you talking like that? You know, why do you sound like that? So, you know, don't be afraid. Picture your friends or, you know, your family. So, one of the biggest pieces of scripting, it's gonna be the opening line. This is the first thing you say to leads after they pick up, they say hello.
Sarah Weinstein: Our goal with it is just to get the conversation started. We want it to be friendly, we want it to be brief.
Sarah Weinstein: But also pretty direct, so…
Sarah Weinstein: I'll do the opening line as if I am, an agent here in Atlanta, since that's where we're based. So, phone rings to the lead, they pick up, they say hello.
Sarah Weinstein: I, as the agent, would then say.
Sarah Weinstein: Hey, this is Sarah with the home search site. I just noticed you were looking at some homes in Atlanta, and I was curious.
Sarah Weinstein: You looking to move in the next couple months, or were you just on my site browsing?
Sarah Weinstein: Okay, so, again, I've said it, I don't even know how many times at this point, so I feel like it sounds more natural, but y'all, when I first started saying it, it did not. And if it's your first time saying it, it's probably not going to sound natural either, so y'all just practice, practice, practice.
Sarah Weinstein: Again, we're different people, we all talk differently, play with where you're pausing, or, you know, changing little words out here or there.
Sarah Weinstein: Now, after that opening line.
Sarah Weinstein: We hope people open up, and that they just start talking to you, and they give you their whole life story. But likely, they're not going to, because they don't know you yet. And again, they've got their guard up, they don't trust you.
Sarah Weinstein: So, it's likely they'll give you an objection. Now, we have a document, which I meant to actually mention earlier, and I forgot. It is, what we call our Sync Daily Money Plays.
Sarah Weinstein: This is, guys, an 8-page cheat sheet of giving you exactly what you should do in the system every day to be successful. Part of that is the scripting. I think it's the last 3 or 4 pages are scripting.
Sarah Weinstein: On one of those, it goes over the most common objections you'll receive in our scripts of, you know, things you can say back to keep those conversations going. Again, they've got their guard up, we just want to keep them talking.
Sarah Weinstein: Something else I really want y'all to try to do is, when they give you objections and you are chatting with them, let's listen to understand, not to respond. Don't be constantly thinking, like, what am I supposed to say next? Oh no, after they stop talking, what do I say next, right? We have the scripts there to kind of guide you through that.
Sarah Weinstein: But y'all are successful agents, because you know how to talk to people. So, also, have, you know, confidence in that. So, definitely the most popular objection, I'm just browsing or looking.
Sarah Weinstein: Hands down, and it is just like if any of us go into a store, and somebody comes up to us, we're like, oh, no, no, no, I'm just looking, thank you, right? These leads could potentially do the same thing.
Sarah Weinstein: In… with objections, always acknowledge what they're saying first.
Sarah Weinstein: You know, so if they say they're browsing or looking, I would typically say, oh, you're just looking? That's great. That's what I've got the site for.
Sarah Weinstein: But again, we want to keep them talking, so follow it up with an open-ended question. Tell me, when you were looking, were we thinking 3 bedrooms or 4? What were you leaning towards?
Sarah Weinstein: Okay, you can also ask them to tell… tell you more about their current situation.
Sarah Weinstein: Another question I love… is what brought you to the site today? What's prompting you to browse?
Sarah Weinstein: Because something brought them there in the first place, and not only did it bring them there, they signed up.
Sarah Weinstein: So, we want them to let that guard down so we can keep them talking and start building that connection and that relationship with them.
Sarah Weinstein: Now, I'd say the other, if I had to pick another objection that's really popular, especially now, is I already have a realtor.
Sarah Weinstein: or I have an agent, I'm already working with somebody, something along those lines. Again, acknowledge that. Great, I totally get it. The scripts we have… actually, don't say this one as often, so I'm gonna read it. This one says, if I were to find a home that checked all the boxes, but it wasn't on the market yet, would you want me to send it to you?
Sarah Weinstein: Now, who wouldn't want you to send something that's not on the market yet? So they're probably gonna say yes.
Sarah Weinstein: So then follow that up with,
Sarah Weinstein: Awesome. So, I'm not sending you a bunch of useless emails with properties you're not interested in. What are those boxes? Again, what are you looking for?
Sarah Weinstein: Okay?
Sarah Weinstein: Something else I tell agents, if they talk to somebody and the lead says they're already working with someone, there's nothing wrong with asking questions. Oh, that's great, who are you working with? How'd y'all get connected? Maybe you can learn something from that, you know, how they got connected with each other. Have you gone to see any properties yet?
Sarah Weinstein: That way, we can kind of figure out, okay, are they actually working with somebody?
Sarah Weinstein: And if so, how clo… you know, how closely are they working? If they truly are, we don't want to overstep, but there's… there's nothing wrong with asking questions, so…
Sarah Weinstein: that's kind of an intro to that scripting. Y'all practice it. And again, it looks like they sent in the chat that… that daily money plays.
Sarah Weinstein: If you have a printer, print this out, especially for scripting.
Sarah Weinstein: When you're calling someone, you don't want to be scrolling through your phone trying to find the scripts, or clicking on your computer to different windows to find it.
Sarah Weinstein: have it in your hands, so you can look at it and kind of, you know, flip through it that way. So…
Daniel Lott: So, when you say, like, scripts, it's… you start off with the, the first one is, are you, are you looking to buy a house, or are you just browsing? And then…
Daniel Lott: it's, like, it's a list of objections, right? It's a list of, like, if they say this, it's, like, kind of like, if they say this, then you say this. It's not…
Daniel Lott: Like, is that what the script is, or…
Sarah Weinstein: It's warm so…
Sarah Weinstein: again, we don't want it to sound so scripted, and you know, I trust agents that they're good at talking to people, so it's more kind of tips or a guideline.
Daniel Lott: Okay.
Sarah Weinstein: If they do, here's your opening line. Again, hopefully y'all chit-chat and go back and forth, and you have a great conversation, and you start working with them. But we know they may give you an objection, so if so.
Sarah Weinstein: here's the response to that. But typically, for each objection, it just has, like, one response to it.
Sarah Weinstein: Does that make more sense?
CINC Marketing: Yeah.
Daniel Lott: Yeah. Yeah. And also, somebody asked, alright, so is there… what about texting, and is there a…
Daniel Lott: A text script, or how does that…
Sarah Weinstein: I'd use the same thing. I'd use the same thing. And if you have AI on your site, guys, you will see AI also is going to mirror that scripting as well. And again, this is all because we know it works.
CINC Marketing: That's the first thing I thought of when I saw Scott's message about a text message script.
CINC Marketing: Is AI, because AI is based on
CINC Marketing: the scripting, and I mean, one of the benefits of using something like AI is we're using it
CINC Marketing: You know, across large groups of people.
CINC Marketing: And we're able to see what messages work and which ones don't.
CINC Marketing: I remember there was, like, an infinite, infamous,
CINC Marketing: like, ghost emoji one a while ago, which I believe has been removed, based on the fact that it didn't work as well in client feedback, you know? So…
CINC Marketing: the AI… Be quiet, James.
CINC Marketing: AI!
Sarah Weinstein: The AI is a really big focus for us, and there's a lot of really, really cool stuff.
CINC Marketing: That we're working on, kind of behind the scenes related to that, that I can't… I can't let you know about here. But it is in the works.
CINC Marketing: So, I think the AI is really good, and it's, you know, based on sync-specific scripting and sync-specific inputs now, which is great.
CINC Marketing: Alright, sorry, James.
James Terry: No, sir, I just wanted to say, like, to Scott, who put that question in, and Caleb, I see you responded, just wanted to encourage that. Like, this… this entire, livecast, this entire conversation, we want it to be as conversational as possible. So, we have the list of questions that were sent in. Like we said, there's a lot of questions that came in.
James Terry: At registration and everything, but if… if while Sarah's sharing, if a question comes up, anything comes to mind, put it in the chat. Like, we definitely want to address questions as they are, coming to your mind at the same time.
James Terry: And there's, what, over 60 people, you know, on here right now. We've got other people from the service team that are on our… that are, in the chat in the… as well. So, any questions in there, like, people will respond in the chat. We'll jump on them here if we can get to them, if they're going…
James Terry: But definitely want this to be as conversational as possible. So, just wanted to encourage, you know, Scott, Caleb, appreciate you guys, putting that stuff in there.
Sarah Weinstein: I didn't have the chat open, I opened it now, so I can see if someone has sent something.
CINC Marketing: Well, and also the, the Sync Owners Facebook groups, the Facebook groups are great for, you know, sharing that kind of stuff and masterminding, so…
CINC Marketing: you know, take advantage of the resources of Sync, and one of the biggest resources is that
CINC Marketing: you know, the people that are using Sync are some of the best agents and teams in the country, and are doing…
CINC Marketing: you know, and are willing to mastermind with others. I mean, I look in the group all the time and see, you know, Greg Langham alfering to call people, and…
James Terry: You know, all kind of stuff, so we really appreciate that.
CINC Marketing: in the group, and, I mean, definitely use that. And to James' point.
CINC Marketing: There's a couple of interesting follow-up questions in the chat to what Sarah was saying, so… Nina said.
CINC Marketing: Don't leave voicemails.
CINC Marketing: What do you think about that? What say you?
Sarah Weinstein: Yes, yes. And Nina, I think it snows, that that is right, we do not want you leaving voicemails.
Sarah Weinstein: And I mean, if it's okay, we have questions about dialing best practices, so is it okay if I kind of get into those along with answering her question?
CINC Marketing: Yeah, absolutely.
Sarah Weinstein: Yeah, okay.
CINC Marketing: Wait, one second, Chastity Sync does have a Facebook group for owners and agents. I will look up that link while Sarah's dropping knowledge. Everybody put your hard hats on.
Sarah Weinstein: No.
CINC Marketing: Oh, it's about to fall from the sky.
Sarah Weinstein: So, when it comes to calling, we do have, again, a standard kind of set of best practices we recommend, because we know they work.
Sarah Weinstein: One of those points, like Nina brought up, is not leaving voicemails. We don't recommend y'all are leaving voicemails because… for a couple reasons. One being, a lot of people aren't even checking their voicemails anymore.
Sarah Weinstein: If we do… or, I'm sorry, if they do check their voicemail, we see they're not calling y'all back.
Sarah Weinstein: Or it's decreasing the chances that that person picks up in the future.
Sarah Weinstein: Okay, so skip the voicemails.
Sarah Weinstein: we do not see that it helps you, and if you're leaving a voicemail for everybody, that's going to take up more of your time when you're, you know, trying to get your dials in. So…
Sarah Weinstein: Skip the voicemails. Now, we are in an interesting time, because a lot of different… I don't… I…
Sarah Weinstein: this is outside of my realm. I don't know if it's the phone companies that are enabling the phone screenings, or if it's the phones themselves, like the phone systems, I'm not sure. But we are in an interesting place with phone screenings, you know, or call screenings, maybe is a better way to say it.
Sarah Weinstein: If you call somebody and, you know, a message pops up, and it's like, what's your name and your reason for calling?
Sarah Weinstein: We don't have official recommendations on that, because it is something that's so new. We do have agents, you know, that are kind of testing out different responses. I, again, guys, would lean on that scripting. You know, say your… say your name, which is part of the script, you know, so, hey, this is Sarah from the home search site.
Sarah Weinstein: And you could just leave it at…
Sarah Weinstein: Saw you were looking at some homes in Atlanta. I was reaching out about those.
Sarah Weinstein: Okay, I've also had some agents say they only say their name, and they've seen success with that. So, of course, as soon as we have, you know, kind of more data and more, information on that, we will absolutely be sharing it out. But, as far as your…
Daniel Lott: I want to, point out, the, I believe Christine last month said, like, this isn't… I think it was last… Christine? Somebody said it, it's not necessarily a bad thing, like, the screening that is being done, because you are…
Daniel Lott: you're not a debt collector, or you're not… you're not a scammer, you're a real person who's talking, and so… Right.
Daniel Lott: people are gonna… you might get better results now than you would have before, because by default, whenever I see a phone number I don't know, I just…
Daniel Lott: I don't answer it. So, this would make it more inclined to pick up, because I know it's a real person who's answering questions, you know?
Sarah Weinstein: I agree, and kind of to go off of that, Dan.
Sarah Weinstein: I've had some iPhone users say that they've been prompted to share their contact with someone that has, like, their name and their photo.
Sarah Weinstein: Again, I mean, we don't have any official recommendations on it, but I say try it. It proves you're a person, you know, you're not just a robocaller, or you're not spam. So…
Sarah Weinstein: As far as our kind of standard best practices that we have for calling, these are things that y'all can do to increase the chances you're getting leads on the phone.
Sarah Weinstein: The first one, I'd say the most important one, is y'all try to call the leads as quickly as you can from when they register, preferably in the first 5 minutes.
Sarah Weinstein: Okay,
Sarah Weinstein: I think it's, like, the likelihood of them picking up drops 10 times after that first 5 minutes?
Sarah Weinstein: Something else to think about is if they're looking on your site, they're probably looking on a couple sites. So they're gonna have other agents calling them.
CINC Marketing: Well, I always… I always… sorry, I always tell people, too, with the 5-minute stuff, I mean, they're probably holding that phone, the number that they put in. At least for social, you know, over 70% of the leads that get generated across Sync are mobile.
CINC Marketing: And so they're probably literally holding that phone
CINC Marketing: Right then, that further note, if they gave you the correct number.
Sarah Weinstein: hopefully still on your website, too. Right.
CINC Marketing: You can.
Sarah Weinstein: even better. So try to call as quickly as you can, and just keep in mind, if other agents are reaching out, it's like 86% of agents work with that first, or leads work with that first agent they speak to.
Sarah Weinstein: So, speed to lead is absolutely key. Reach out as soon as you can. The exception, of course, is going to be people registering in the middle of the night, which it looks like Nina just said, my lead's coming overnight. That's fine. We do not expect you to get up out of bed at midnight and call somebody, and I'm sure they wouldn't expect that either.
Sarah Weinstein: So in that case, call them, like, first thing, you know, the next morning.
Sarah Weinstein: Harry, did you have something you wanted to add?
CINC Marketing: How does… yeah, sorry. My intrusive thoughts won. How… how does AI…
CINC Marketing: So, like, when you talk about leads coming in overnight, if you have AI on, do they have, like… does AI have quiet hours, or will they follow up with a lead?
CINC Marketing: Whenever.
CINC Marketing: I'm not sure.
Sarah Weinstein: It kind of depends. I believe the regulations are different state to state, but yes, some states do require, quiet hours, and so in that case, AI wouldn't be texting them either. We're gonna, of course, abide by that, so…
CINC Marketing: Okay, yeah, yeah, yeah.
CINC Marketing: Sorry.
Sarah Weinstein: Now, if we are not able to call, you know, in the first 5 minutes, or just in general, what are the other times throughout the day where it's best times for you to call?
Sarah Weinstein: The afternoon is the number one best time to call. It's from, like, 4 to 5. That's the best hour of the entire day, guys, okay? In the aft… or in the mornings, that's the second best time to call, and it's between 8 and 9.
Sarah Weinstein: I always tell agents, I would put a block on your calendar. So, like, when I pulled up my calendar this morning, I had a block on it that said admin time.
Sarah Weinstein: Y'all do that, so that when you check your calendar, you're more likely to hold yourself to actually making those calls, because you see that block.
Sarah Weinstein: Even though 4 to 5 has proven to be the best hour of the day, if you are somebody that you know, as the day goes on, you get busier and busier, you're gonna push it off, push off calling.
Sarah Weinstein: Don't put your call block between 4 and 5, okay? Put it in the morning, between 8 and 9, so you get it done, you knock it out.
Sarah Weinstein: We definitely want to be consistent in calling, and persistent as well. Again, like I said earlier, most people probably aren't going to answer the first time you call. We hope that they will if you call in that first 5 minutes, but a lot of people won't, because they don't know you. I think it was Dan said, he doesn't answer numbers, he doesn't know. Most people don't.
Sarah Weinstein: So, you're probably gonna have to call a couple times. The more you're calling, the more your info's showing up on their caller ID. So, it just becomes more familiar, they're more likely to answer it.
Sarah Weinstein: Try double dialing, guys. If you call somebody, they don't answer, call them right back.
Sarah Weinstein: During the first 2 weeks that they are in the site, I usually call that your golden hour.
Sarah Weinstein: During your golden hour, try to call at least 6 to 10 times.
Sarah Weinstein: Some people, it will not take that many times to get them on the phone. Some people, it's gonna take more.
Sarah Weinstein: But let's at least shoot for that, that range between, 6 to 10. And also, I think it's important, be realistic, like, some… with, you know, how many people are going to answer. Some days you will call.
Sarah Weinstein: Tons and tons of leads. People were saying this, actually, on the dialed-in session on Monday. One agent said she doesn't even know how many she called over, like, a 3-day period, and not a single person answered.
Sarah Weinstein: The fourth day, almost everybody answered.
Sarah Weinstein: Okay, so some days, you're not gonna get anybody on the phone. Some days.
Sarah Weinstein: You're gonna get so… you're gonna spend a bunch of time on the phone, because you'll be talking to leads.
Sarah Weinstein: So…
Sarah Weinstein: And just kind of, you know, be realistic about that, too. And then the last piece… What? Go ahead.
CINC Marketing: What would you… so, let's say over the first 2 weeks, I do call 6 to 10 times. Is there kind of a benchmark of…
CINC Marketing: you know, would you expect, like, I get in touch with a third of my leads, I get in touch with a half of… like, half of them? Does it fluctuate a lot, like you were just saying? Like, do you… do you have a bin… just a thought on that?
Sarah Weinstein: I think, if I remember the stat correctly, it's either 80% or 90% should pick up.
Sarah Weinstein: By the 6th or 7th call.
CINC Marketing: Okay.
CINC Marketing: Well, and that's one of the more common things I see when I…
CINC Marketing: Yeah, yeah, well, when I go into CRMs to look at, you know, lead…
CINC Marketing: Like, address lead quality issues and that kind of stuff.
CINC Marketing: A lot of people aren't making that many calls, I feel like.
CINC Marketing: on what I look at. And the ones that are, are getting in contact with a much higher percentage of the leads, so…
James Terry: And… Darlene has a… Okay, sorry, guys.
James Terry: Wait, can y'all hear me? It says my internet's unstable, sorry.
CINC Marketing: No, I can hear you.
Sarah Weinstein: Okay, okay, go ahead.
James Terry: Darlene has a good question in here that she just put, that a lot of our clients who have been around a while, or they have leads in their dashboard that are more than a year old, what would that conversation look like
James Terry: to start, how would you open that conversation with a lead that's been in your dashboard? Because personally, that's some of my favorite stories at Sync. They come up on those Facebook pages a lot, where it's like, this lead was in my dashboard for 1,100 days and just closed, you know, a buyer and seller.
James Terry: That kind of thing, like those success stories of the nurturing work, right? And when they were ready to buy, I was the person that they spoke to
James Terry: And that kind of thing. So, how do we get from, this is a lead that's been there for a while, to we're having a conversation?
Sarah Weinstein: Yeah, that's a great question, and I think it kind of depends on the… the lead. So, our workflow…
Sarah Weinstein: that we teach during training, and that y'all will see in that Daily Money Plays. Our goal with that was to try to help y'all prioritize these leads. We want you reaching out
Sarah Weinstein: To your best leads every day when you get in the site to call.
Sarah Weinstein: And I bring that up because one part of that, it's called your P or your prospecting filters. One of those P filters that'll pull leads into it, it's going to be people who are older.
Sarah Weinstein: been 14 days, so that 2-week time frame I just mentioned. They're older than 14 days, they have been active in the last month.
Sarah Weinstein: So if you see somebody showing up in there, and you know, they're a year old, but they're active on the site again, I would call them, and how would that conversation begin? I'd use your scripting.
Sarah Weinstein: Because essentially, you were prospecting them, so you never made contact with them before.
Sarah Weinstein: So we're gonna treat them like they're a newbie
Sarah Weinstein: Now, if it's somebody that you have, and again, my connection broke up, so I'm sorry, James, if you…
Sarah Weinstein: had specified the type of lead and what you were saying. But if it's somebody that you worked with previously.
Sarah Weinstein: I'd probably approach it as, you know, you're calling to check in on them.
Sarah Weinstein: You know, or tell him you were thinking about them. If you were thinking about them, you wanted to give a call, and…
Sarah Weinstein: see how they were doing. And that daily money place, too, guys, it's got open-ended questions, like a list of those. Throughout your conversations.
Sarah Weinstein: with leads, try to get as many of the five W's as you can, like the who, what, when, where, especially the why. The Y is a really good one. And we have open-ended questions.
Sarah Weinstein: That you can reference to… to get that information from leads, too.
CINC Marketing: Oops, sorry, I did just post,
CINC Marketing: I did just post, we'll play WinDen's Money here in a little bit, so if anybody's feeling trivia-y.
CINC Marketing: And wants to come and take on the undefeated Dan Lott?
CINC Marketing: And when Dan's money.
Daniel Lott: You get if you win.
CINC Marketing: You get a $200 ad credit to individual listing ads or team listing ads.
Sarah Weinstein: Wow!
Daniel Lott: $200? Wow.
CINC Marketing: Man!
James Terry: It's some fun trips.
CINC Marketing: God.
James Terry: And it'll work. And there's 200 bucks.
CINC Marketing: Jody did ask… Are you at… can we… can you double tap?
CINC Marketing: I grew up playing Halo, so that's such a weird word, but I get what it means. Can you double-tap a lead?
CINC Marketing: With the auto-dialer?
CINC Marketing: Like, can I…
Sarah Weinstein: No, not technically. Like, you cannot set it up so that as it's calling through the list, it's double dialing each person, but what y'all can do, you can, redial.
Sarah Weinstein: or restart campaigns, basically. So when you're using your dialer, which I love, if you have a dialer, guys, use it. It's going to save you so much time.
Sarah Weinstein: When you're on your Leads Dashboard, at the very top, where it says Leads Dashboard, you click on that, and it'll give you a drop-down menu.
Sarah Weinstein: One of the options, I think, is dialer summary, something along the lines of that. It says dialer something on it.
Sarah Weinstein: Click on that, and it's gonna show you all your campaigns.
Sarah Weinstein: that you've done before, and you can select one of those campaigns, and it'll give you the list of leads that you called, and then there's a redial button, I think, at the top. You'll see it, it's pretty clear, but yeah, you can redial leads that way.
CINC Marketing: We did get an interesting question that I do want to make sure I get to.
CINC Marketing: Before we play Wind Dan's Money here,
CINC Marketing: It was a question around, should I delete all inactive, so unsubscribed, and one-time login?
Sarah Weinstein: Hmm…
CINC Marketing: Leads.
CINC Marketing: To clean my database.
Sarah Weinstein: Good question, and I saw that one earlier, too. I'm glad you brought that up again.
Sarah Weinstein: I, guys, would never delete leads.
Sarah Weinstein: Because, whoever just brought it up, you could go with… you could have never gotten in touch with somebody, and I have seen this happen more times than I can count.
Sarah Weinstein: you could have never gotten in touch with somebody, and a year later, they start logging back into your site. If you've trashed them.
Sarah Weinstein: You're not gonna see that.
Sarah Weinstein: Because they'll be in your trash. So, I typically tell agents I work with, I would not trash them.
Sarah Weinstein: Now…
Sarah Weinstein: say you get somebody on the phone, and they're real nasty, they're real ugly to you, and you're like, I do not want to work with that person under any circumstances. That, I can kind of understand.
Sarah Weinstein: If, for whatever reason, you decide.
Sarah Weinstein: Under no circumstances want to work with someone.
Sarah Weinstein: Again, when you're on the Leads dashboard in your site, which you get to by clicking on that Leads tab on the navigation bar on the left-hand side.
Sarah Weinstein: There's a bunch of columns in the pipeline column. There's a button that says Quick Actions. Click on that, and it gives you a menu. One of those options is to trash leads. When you do that, it removes the lead from your dashboard, and you will not see them.
Sarah Weinstein: But…
Sarah Weinstein: just to be clear, I typically do not recommend y'all ever trash leads. You never know. You never know.
James Terry: And, Sarah, you said something,
James Terry: how often it is that somebody who hasn't been engaged with the site for a long time, like, logs back in. When I'm looking at a client site, and I'm looking at their leads, one of the first things that I do to go… now.
James Terry: If you've been around for 3 weeks, or even, like, 6 months, this might not apply, but for any client who's been with us for a while, who has a lot of leads in that, in that dashboard, I like to go to…
James Terry: The login count, and sort highest to lowest to see how many times somebody has logged in.
James Terry: And then I can, filter and look at when they first registered, and when did they most recently log in. Because if they're logging in somewhat consistently… now, there's gonna be some that maybe they logged in 10,000 times or something. I scroll down.
James Terry: bots are on the internet, what do you do? But I go down below that, and I look at people who have logged in maybe a dozen times, a couple dozen times. I'm like, this person registered on the site.
James Terry: 300 days ago, but most recently they were here…
James Terry: 4 hours ago, you know, and if you, sort by…
James Terry: how often or how recent did they look? You can scroll through and be like, really need to talk to that person, really need to talk to that person. Because maybe 12 months ago, they registered and they said, I'll be ready to buy in 6 to 12 months. And now they're back on your site 12 months later. It's like, now's the time.
Sarah Weinstein: Yeah, and James, I'm glad you brought that up. That's exactly why I love that P3 filter I mentioned earlier, because it's going to catch those leads for you. So when the agents are on their agent launch pad and they're going through that workflow, they'll see those leads show up.
Sarah Weinstein: And…
Sarah Weinstein: Usually in training, when I get to explaining the P3, I've already explained the other… the other prospecting filters, so I feel like people aren't as excited about it, especially because it's typically newer sites, so there's not a lot of leads in there.
Sarah Weinstein: But let me tell y'all, the P3 is a honey hole, okay? Do not ignore your P3. And something the guys at SyncU talk about is…
Sarah Weinstein: Most of the people in their system that they have closed deals with, that personally logged in one time.
Sarah Weinstein: So…
Sarah Weinstein: I mean, take that for what it's worth, they've closed a lot of deals, so don't be discouraged if somebody's only logged in once.
Daniel Lott: That's surprising.
CINC Marketing: I think that…
Daniel Lott: I wouldn't have thought that'd be.
James Terry: I didn't realize that, that is interesting.
Sarah Weinstein: Yeah.
CINC Marketing: Let's see… couple more questions that I want to get to before we play Wind Dan's Money.
James Terry: Real quick, Harry, do we have any hand raisers? Any volunteers?
CINC Marketing: I haven't asked yet.
James Terry: Or perhaps no.
CINC Marketing: No, not yet.
CINC Marketing: Well, there's a couple follow-ups here on what you were just talking about, Sarah.
James Terry: Yeah.
CINC Marketing: So, do you call back if they hang up in the middle of the conversation, and would you recommend focusing on that P3 tab? Maybe, it sounds like maybe it depends on how long you've been around.
Sarah Weinstein: I… so, if they hang up in the middle of… the conversation.
Sarah Weinstein: I mean, yeah, I'd call them back, I would see. You never know, y'all could have gotten disconnected. And my internet just went out a second ago, so you, you literally, you never know, never make assumptions about the people you're talking to.
Sarah Weinstein: So yeah, I'd call them back. If they…
Sarah Weinstein: are short with you, or, you know, feel… they sound frustrated, just say, hey, I'm, you know, so sorry if I caught you at a bad time. I reach out quickly to everybody who registers on the site, because, you know, I don't… I don't want anyone missing out on any opportunities. The market's hot.
Sarah Weinstein: Is there a better time I can call?
Sarah Weinstein: And then, for the question of, do you recommend focusing on the P3? I recommend focusing on your agent launch pad and those tabs that are at the top, which again, this is in your… in that daily money place they sent earlier. One of those tabs says prospecting.
Sarah Weinstein: I recommend, of course, focusing on that, your contact requested, and in prospecting is where you'll see the P3.
Sarah Weinstein: So, yes and no.
Sarah Weinstein: focus on P3, but in addition to all the other… the other filters that are there as well, because they all catch really good, solid leads for y'all.
CINC Marketing: Very cool, and we did get a question around that I just wanted to talk about briefly, about
CINC Marketing: Is it possible to customize the AI?
CINC Marketing: You know, I would just steer away from stuff… everything that we're doing is based on…
CINC Marketing: massive amounts of data, you know? So, I mean, we get requests, like, in the ad department.
CINC Marketing: Can you do this custom type of ad? Like, yes, we can, but… you know.
CINC Marketing: You're taking yourself out of… you know, like, using the best test results by doing that. Right.
CINC Marketing: So, now, I know they definitely love feedback, they love all that kind of stuff. There is, like I said, there's a lot of stuff being worked on with AI, we think that's a really big opportunity.
CINC Marketing: For us, to help you find opportunities, which is our opportunity.
CINC Marketing: We're in the business of giving you business, and business is good.
CINC Marketing: So, that's from Aqua Teen Hunger Force, if anybody… Niwad.
CINC Marketing: My name is Jake Zulo, the mic ruler, the old schooler.
CINC Marketing: You want a trick? I'll give it to ya.
CINC Marketing: Speaking of tricks, if you would like to play Win Dan's Money.
CINC Marketing: Now is the time, so go ahead and raise your hand if we have any brave souls that would like to take on Dan. What Win Dan's Money is, is a 60-second trivia quiz, 7 questions. You'll have 2 topics to choose from. The topics today
CINC Marketing: are Sarah's and Dan's.
CINC Marketing: So you'll choose one of those two topics, questions related either to famous Sarah's or Famous Dan's.
CINC Marketing: We'll send Dan out of the room.
CINC Marketing: If you are able to… Outpoint Dan by getting more questions right in the minute.
CINC Marketing: than Dan does?
CINC Marketing: Then you'll win that $200 ad comp.
CINC Marketing: But we don't have any brave souls right now.
Daniel Lott: Well, I could see why nobody would think they could… could beat me.
CINC Marketing: Oh my goodness!
Daniel Lott: as well.
CINC Marketing: That was me. I was trying to see the list.
CINC Marketing: They're not multiple choice, but they're, they're common… Common knowledge, trivia.
James Terry: Yeah.
James Terry: That'll be fun.
CINC Marketing: Wow.
Daniel Lott: And you could win.
CINC Marketing: We may have to enact…
Daniel Lott: Oh, no.
CINC Marketing: Alright, so we're not gonna get any takers today, man.
CINC Marketing: That makes me feel…
James Terry: It kind of feels like Anne volunteered with the, Are They Multiple Choice?
Daniel Lott: Well, alright.
CINC Marketing: We're gonna have to enact… We're gonna have to enact the emergency procedure.
Daniel Lott: Ugh.
CINC Marketing: Which I did not tell Sarah about.
James Terry: This is why we don't give Sarah the questions.
James Terry: It's alright, though.
CINC Marketing: So, Sarah, you're gonna go against, you're gonna go against Dave.
Daniel Lott: Oh, oh.
CINC Marketing: And… And if you win… We're gonna give an ad comp to Ann.
CINC Marketing: Cause she's the only one that talked to us.
Sarah Weinstein: No pressure, Anne?
Daniel Lott: It's… it's sort of like the, Pat McAfee with the kicking. So, like, you can deputize somebody to do your kick for you.
CINC Marketing: Yeah.
CINC Marketing: Alright, well, there's…
Daniel Lott: Stop it around the office, I know.
CINC Marketing: Dan, this may be the death of Win Dan's money. I'm very sad that we didn't have anyone that wanted to play.
Daniel Lott: Well, you know…
James Terry: And I…
CINC Marketing: It's alright, though.
James Terry: I do want to say, because last week we ran into this, as we're going through the questions, anybody who's listening, please refrain from putting the answer into the chat, if you know it, because Dan came in and crushed it last week, he did really well, and he was… people accuse
James Terry: our… our poor… our innocent Dan of seeing the answers in the thing. Now, it's 60 seconds, he's not going back. I know that that didn't happen, but please don't put the answers in the chat immediately. You can do it when Dan's up there, I guess, that's up to you.
CINC Marketing: But.
James Terry: Don't put it in there at the first round, because we're going to run through the questions twice, right?
CINC Marketing: So here we go, Dan. Before I kick you out, I wanna get you in, the right headspace.
Audio shared by CINC Marketing: Money!
CINC Marketing: So again, a 60-second time trivia quiz, 7 questions.
Audio shared by CINC Marketing: Question.
CINC Marketing: topic.
CINC Marketing: And, yeah, so James will deliver the questions to Sarah to begin with, we'll kick Dan out, then we'll bring Dan back.
CINC Marketing: And we'll see who is the winner.
CINC Marketing: And if Sarah wins… So does Anne.
CINC Marketing: There's an Ann and an Annette in the chat right now, and they're kind of blowing my mind.
James Terry: Little, little bit.
CINC Marketing: Alright, Dan.
Daniel Lott: Alright, it's been fun. I'll see you later.
CINC Marketing: No way.
James Terry: See you soon. Okay.
Sarah Weinstein: Poodle stand!
Daniel Lott: Good luck!
James Terry: Alright.
CINC Marketing: Wait, I don't know if remove… wait, what do I do?
CINC Marketing: I can never remember.
CINC Marketing: Put on hold, there it is.
James Terry: Not sure.
CINC Marketing: The move would have been bad.
James Terry: Don't let him back.
James Terry: So, Sarah, the two categories, we have Sarah's, and we have Dan's. Which category do you like?
Sarah Weinstein: Oh my gosh.
Sarah Weinstein: I guess Dan's. I feel like I don't know a lot of Sarah's.
CINC Marketing: Oh! Wow.
James Terry: What a curveball. A loop, yeah.
Sarah Weinstein: I mean, I know a lot of… I know a lot of Sarah's that are just regular people, but…
CINC Marketing: Yeah.
Sarah Weinstein: I would assume you'd be asking me questions about them.
CINC Marketing: None of the questions were about you, or any of your friends named Sarah, that's for sure.
Sarah Weinstein: Yes, okay.
James Terry: If you don't know the answer to a question, you can say pass. Again, we've only got 60 seconds, so absolutely, don't be afraid to pass.
James Terry: I try and give some, a little coaching here. Dan knows what he's up to, what's going on. But don't spend, you know, 5-10 seconds on a… on a question. If you don't know it, lightning doesn't strike very often. It's probably not gonna hit you out of nowhere. So, pass, we'll move on. If we have time, we'll come back, but I promise you, 60 seconds moves quick.
James Terry: Harry, am I missing anything?
CINC Marketing: I will start the time. After you ask the first question. The first four questions are related to Dan's. The last three are general knowledge.
CINC Marketing: And, yeah.
CINC Marketing: If you and Dan tie, there's a tie break.
CINC Marketing: This is very exciting.
James Terry: Yeah, there's some… there's some tension here.
Sarah Weinstein: Woo!
CINC Marketing: I should probably tell the guests about this from now on, but now they'll know.
Sarah Weinstein: Yeah.
James Terry: Alright, Sarah, are you ready?
Sarah Weinstein: Sure.
James Terry: Harry will… will give us, I think a 30 second, and then when there's 15 seconds left, and he'll give us some, some notifications in the background, he'll be yelling at us. He'll start the timer when I finish the first question.
CINC Marketing: Sound good?
Sarah Weinstein: Sounds good. Alright.
James Terry: Let's do it. Question number one.
James Terry: Not actually from Philadelphia, this 147cm tall Danny has appeared alongside Arnold Schwarzenegger in three movies, and has a day devoted to him by the city of Asbury Park.
Sarah Weinstein: Pass.
James Terry: This spicy rock band released the song Danny California in 2006, but has been performing for over 40 years.
Sarah Weinstein: Red Hot Chili Peppers.
James Terry: This famous Daniel fought Dementors, Voldemort, and puberty in the Harry Potter movies.
Sarah Weinstein: Oh.
Sarah Weinstein: Dino Radcliffe?
James Terry: This Miami Dan played himself in the 1994 comedy Ace Ventura Pet Detective, and he was a in his one Super Bowl appearance.
Sarah Weinstein: Pass.
CINC Marketing: 30 seconds.
James Terry: A flamboyance is a group of this animal.
Sarah Weinstein: The flamingo?
James Terry: According to the Guinness World Records, this brick toy company is the world's largest tire maker by volume.
Sarah Weinstein: Legos?
James Terry: This winner of the 2002 Nobel Peace Prize lived to be 100 years old, is the only U.S. president from the state of Georgia, and was the first to be sworn in by his nickname.
Sarah Weinstein: Jimmy Carter?
CINC Marketing: It's time.
CINC Marketing: That was strong.
James Terry: That was a good… Well done.
Sarah Weinstein: Me and my husband watch Jeopardy every night.
CINC Marketing: Oh my gosh!
CINC Marketing: Sarah, you're an onion.
Sarah Weinstein: I don't know.
James Terry: DeVito, by the way, is.
Sarah Weinstein: You need to be, though, man.
James Terry: and stands 147 today.
CINC Marketing: Right, wait, quiet.
Sarah Weinstein: My dad's coming back.
CINC Marketing: Dan's coming back.
James Terry: Well done, Sarah.
Sarah Weinstein: Thank you.
CINC Marketing: Man!
CINC Marketing: Damn.
CINC Marketing: Alright. Dan, you're muted.
Daniel Lott: Okay.
James Terry: switch documents, I got the easy questions for the contestant. Okay, here's the hard questions that I pulled out for Dan.
Daniel Lott: Is it…
CINC Marketing: Alright.
Daniel Lott: For Sarah, what is the.
CINC Marketing: Dan, Dan, you're the contestant. I will tell you.
Daniel Lott: That the topic is dance.
Daniel Lott: Oh, alright.
CINC Marketing: Right, I was surprised, too.
Daniel Lott: Yeah, I would have thought she would have picked, Sarah.
CINC Marketing: Alright, do you have any questions? Do you remember how this works?
Daniel Lott: I do, yes. No, I don't have any questions. You have questions?
CINC Marketing: So you remember how it works.
Daniel Lott: I do remember how it works.
CINC Marketing: Okay, remember to listen to all the questions. Let's not have a repeat of, of December.
Daniel Lott: accountable.
James Terry: Dan, are you ready? Harry will start the 60-second timer as soon as I finish the first question.
CINC Marketing: Alright, let's do the Dan thing!
Daniel Lott: Okay.
James Terry: Category is Dan's.
James Terry: Not actually from Philadelphia, this 147cm tall Danny has appeared alongside Arnold Schwarzenegger in three movies, and has a day devoted.
Daniel Lott: DeVito.
James Terry: This spicy rock band released the song Danny California in 2006, but has been performing for.
Daniel Lott: Red Hot Chili Peppers.
James Terry: This famous Daniel fought Dementors, Voldemort, and puberty in the Harry Potter movies.
Daniel Lott: Radcliffe.
James Terry: This Miami Dan played himself in the 1994 comedy Ace Ventura Pet Detective. He was a…
Daniel Lott: Reno.
James Terry: A flamboyance is a group of this animal.
Daniel Lott: Oh, pass.
CINC Marketing: 30 seconds.
James Terry: to the Guinness World Records, this brick toy company is the world's.
Daniel Lott: Where'd like.
James Terry: This winner of the 2002 Nobel Peace Prize lived to be 100 years old, is the only U.S. president from the state of Georgia, and was the first to be sworn in to his…
Daniel Lott: The pad.
CINC Marketing: Last one.
James Terry: Oh, the pass!
CINC Marketing: 10 seconds.
James Terry: this one…
CINC Marketing: Boyance.
James Terry: Flamboyance is a group of this animal.
Daniel Lott: Raccoons.
CINC Marketing: That would have been a great answer, I should have made that the question.
James Terry: I should have thought about that with Dan's background.
CINC Marketing: That was the closest one that we've ever had. Well, other than the one that went into overtime, but both you guys only got 3, and that wasn't very impressive. But…
CINC Marketing: Dan?
CINC Marketing: Dan, you got 6.
CINC Marketing: Sarah got… Slightly less than 6. She got 5, but she.
Daniel Lott: He was rocking it. Okay.
CINC Marketing: Alright!
CINC Marketing: So, unfortunately…
James Terry: What two days?
CINC Marketing: Dan keeps his stupid money.
James Terry: Harry, I thought Sarah got 6.
CINC Marketing: Sarah, what say you? I think you got 5.
Sarah Weinstein: Help me out, Red Hot… she got red hot chili peppers.
CINC Marketing: Passed.
CINC Marketing: Pass number 1 and pass number 4.
James Terry: Dan Marino. No, that's right.
Sarah Weinstein: Dan Marino, I didn't get Dan Marino.
Sarah Weinstein: Or… DaVita.
CINC Marketing: So, with.
Sarah Weinstein: I did get flamingos, though.
James Terry: She never flamingos.
Audio shared by CINC Marketing: Women! Terr!
CINC Marketing: And wins.
Audio shared by CINC Marketing: Stupid money again. He's undefeated.
Daniel Lott: Well, yeah.
James Terry: That's it for us.
CINC Marketing: Everybody takes up.
James Terry: I thought Sarah had it tied up.
Audio shared by CINC Marketing: Sharon, thank you.
CINC Marketing: Sarah, you were awesome at trivia and at answering questions.
Sarah Weinstein: Thanks. Thanks.
CINC Marketing: We appreciate you so, so much.
Sarah Weinstein: Yeah, this was so fun!
Daniel Lott: What I like is that, even though we had some…
Daniel Lott: Someone from the same team last month, I learned a whole bunch of new stuff.
Daniel Lott: So…
Sarah Weinstein: Good!
Daniel Lott: It's great about being…
Sarah Weinstein: Okay, good.
Daniel Lott: these shows.
CINC Marketing: Yeah, yeah.
Daniel Lott: Casts that we have.
CINC Marketing: Yeah, you did a great job, thank you so much.
CINC Marketing: Thanks for staying around, everybody.
Sarah Weinstein: Yes.
CINC Marketing: Till the end.
CINC Marketing: And be sure to sign up next month. We don't know who the guest is yet. We'd like to keep you on your toes.
CINC Marketing: But, yeah, we'll be emailing it out.
CINC Marketing: And, yeah, download, follow, subscribe.
CINC Marketing: Do… smash any buttons you would like.
CINC Marketing: For us, we would appreciate that. And yeah, if you love the show, be sure to tell your friends, and if not.
CINC Marketing: You know?
CINC Marketing: Just don't say anything.
James Terry: We love ya!
CINC Marketing: Have a great January!
James Terry: Thanks for hanging out, everybody!
Sarah Weinstein: Hi, everybody.
James Terry: Yeah, next month.