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🎙️ Episode 14 Show Notes — CINC Office Hours Real Estate Podcast
Guest: Tamara Ward
Release Date: February 11, 2026
Host: CINC Office Hours Team
Release Date: February 11, 2026
Host: CINC Office Hours Team
In Episode 14, we sit down with Tamara Ward, a powerhouse real estate training professional known for her strategic approach to lead conversion, client experience, and sustainable growth. This conversation is packed with actionable insights for real estate agents, team leaders, and brokers looking to elevate their business using smart systems, consistent follow‑up, and the latest AI tools within the CINC ecosystem.
Tamara breaks down what’s working right now in real estate, how consumer behavior is shifting, and why agents who master both technology and human connection will dominate the next market cycle.
Whether you’re a new real estate agent sharpening your skills or a seasoned producer looking to scale, this episode delivers the blueprint.
In this episode, you’ll learn how to combine smart automation with high‑touch service, how to build a predictable business using consistent lead engagement, and how to apply CINC’s latest tools to convert more opportunities with less effort.
In this episode, you’ll learn how to combine smart automation with high‑touch service, how to build a predictable business using consistent lead engagement, and how to apply CINC’s latest tools to convert more opportunities with less effort.
Key Topics Covered
- The follow‑up frameworks that consistently convert leads
- Leveraging AI inside CINC to save hours each week
- Systems that keep your pipeline full (even during slow seasons)
- The mindset shift top agents need to thrive in 2026
- Why speed‑to‑lead still matters — and how to do it better
- Tamara’s personal playbook for nurturing long‑term relationships
Why This Episode Matters
Real estate is evolving quickly — from consumer expectations to AI‑powered marketing workflows. Tamara shares exactly how agents can stay ahead without burning out. Her strategies are simple, repeatable, and proven across changing markets.
Resources & Links
- Request a CINC Demo
- Find CINC Trainings
- Follow us on Instagram | LinkedIn | Facebook | TikTok | YouTube | Threads
Creators and Guests
Host
Host
Host
James Terry
James joined CINC in 2013 to help Client Marketing with a special project. He stayed on and was soon managing the build and launch of all new accounts before being asked to lead the Paid Search team. Bringing over 15 years of experience in digital marketing, James is passionate about the high growth potential of our Real Estate clients.
What is CINC Office Hours?
CINC's live monthly open Q&A with different real estate experts. Hosted by Harry Kierbow, Dan Lott and James Terry from CINC. Join us live on the second Wednesday of each month at 11am ET. Register now and submit your questions to be answered live at cinccommunity.com/registerforwebinars.
CINC Marketing: Oh, everybody.
CINC Marketing: I've gotta fade that out.
CINC Marketing: It's catchy, though.
James Terry: It does make me want to dance.
CINC Marketing: Welcome to Office Hours, episode 14.
CINC Marketing: Some said we'd never make it.
CINC Marketing: While everybody's coming in, go ahead and,
CINC Marketing: Tell us where you're joining from.
CINC Marketing: And what the weather's like.
CINC Marketing: Where you're at, it's, it's a rainy day.
Tamara Ward: Rainy here in Atlanta, yep.
CINC Marketing: You're in Atlanta.
CINC Marketing: Oh, I jumped the gun on James.
CINC Marketing: Marietta, look, Jason… even listened.
CINC Marketing: James, we've talked about… Listening to understand.
CINC Marketing: That was on last month's episode.
James Terry: There was… we didn't talk about that.
CINC Marketing: with Sarah.
CINC Marketing: If you guys don't know, this is a podcast, that's why I have the huge mic.
CINC Marketing: That's pretty fancy.
CINC Marketing: I was.
James Terry: Is it…
CINC Marketing: the city of Woodstock, because they heard about.
James Terry: Whatever…
CINC Marketing: God.
James Terry: Is it ever not 75 and sunny in Jupiter, Florida? I think that's, like…
James Terry: Just the… the year-round constant town.
James Terry: It's just perfect in paradise.
CINC Marketing: Hoggy, but a warm 21.
CINC Marketing: Alright, well…
James Terry: That is something.
CINC Marketing: Everyone is warm, yeah. Orlando. So Orlando's on the chat. Orlando from our support team.
CINC Marketing: Thank you, sir.
Tamara Ward: France, thanks, Orlando.
CINC Marketing: Yeah, I guess we could go ahead and get started here. So this is Office Hours, episode 14.
CINC Marketing: If you are not looking for that, you're auditing the wrong class, so please be sure to
CINC Marketing: Check your syllabus.
CINC Marketing: We do have a great guest today, Tamara Ward from the, the training side.
Tamara Ward: Hello, thank you for having me.
CINC Marketing: Yeah, but before we, introduce Tamara, Formally.
CINC Marketing: I have to introduce, my co-host. I'm Harry Kerbo, I don't know that I said that.
CINC Marketing: I'm the Senior Director of Paid Social at Sync.
CINC Marketing: I'm joined, as always, by my counterpart on the search side, James Terry.
CINC Marketing: And… The most handsome man.
CINC Marketing: on the internet, unless Alvaro Arise is here.
CINC Marketing: But other than that, bar none, Dan Lott. And Dan, I just have one question for you.
CINC Marketing: What is… what is sync, Dan?
Daniel Lott: Well, that's a great question. Sync is the number one all-in-one real estate lead generation and conversion CRM platform
Daniel Lott: For teams and top agents.
Daniel Lott: Maybe we should mention real estate in there somewhere. That's lacking in that opening. Oh, no, we do say real estate, okay.
Daniel Lott: hide, man.
CINC Marketing: You do say real estate. You do.
Daniel Lott: You know, yes, I have actually written something else.
CINC Marketing: Who's making this up right now.
Daniel Lott: Expert Google and Facebook lead generation IDX websites, AI-based follow-up, Intelligent CRM, other people have dumb CRM. Ours is really smart. Lead nurturing automations, and more. So that's what Sync is all about.
CINC Marketing: His, his party schedule is light, people.
CINC Marketing: So, if anybody wants some,
CINC Marketing: Intoxicating conversation at their next party, Dan Lott.
Daniel Lott: I can read… I can't read…
James Terry: and read.
CINC Marketing: Alright.
CINC Marketing: Well, Dan, didn't you wanna… Didn't you have something else to talk about, Daniel?
Daniel Lott: Or you wanna do that later?
Daniel Lott: I thought we were gonna talk to James first, and then go back…
CINC Marketing: Okay.
Daniel Lott: It's like landing a plane, it's so complicated.
CINC Marketing: Alright, alright. What's going on with you, James? How are you?
James Terry: I am well. I'm excited to be here. I'm looking forward to, to everything we're gonna talk about. We had some great questions today, and I just wanted to say a couple of words about, Tamara, and so… so that all of our… our clients and our guests who are on today
James Terry: like, know who she is, a little about her background, and especially, like, why we asked her to come on, and be a guest on the show. So, a little… a little about Tamara, and…
James Terry: You are free to correct me afterwards. Tell me if I got any of it wrong. Better get it right, we're gonna quiz you.
James Terry: Okay, I'm gonna do my very best. But guys, Tamara's been with Sync since 2018.
James Terry: And she is just a CRM training guru. In 2022, she was promoted to a senior training manager, which allowed her to not only train our clients, but also train our internal new hires, and ensure that all employees are knowledgeable on CRM functionality, of course, leading to client success, which is the overall goal.
James Terry: After excelling in that role, she was promoted again, but this time to a senior training coordinator position, which allowed her not only to continue training our clients as well as our employees, but now she works directly with our product team.
James Terry: Tamara has had her hands in new feature rollouts, Q&A, and online articles via the Sync Help Center to self-guide clients on the platform. She is extremely passionate about this company, about our people, and especially about our clients. So, with all of that, Tamara, welcome out!
Tamara Ward: Thank you, that was such a beautiful introduction, I feel so honored!
James Terry: Did I miss anything?
Tamara Ward: We're pretty excited.
James Terry: hello!
Tamara Ward: let's see if I can quiz you, what are my kids' names? No, I'm just kidding. Noah, thank you guys so much for… for having me. Yes, I've been here at Sync for 8 years. I have kind of grown in my role here at Sync, and…
Tamara Ward: I hopefully can help answer some of the questions that came in. I saw a lot of automations, best practice questions, so excited to kind of get into that when we're ready to dive into answering some of those questions.
Tamara Ward: But I also do work heavily with our product team, kind of making sure that when we roll something out, that it aligns with our best practices, that it's something that's going to
Tamara Ward: be useful to you as an agent, and definitely, something that's gonna improve your day-to-day operations. So, thank you guys for having me, very excited.
James Terry: So you've got your finger on the pulse of what clients need, what's most valuable to them, and now are in a position to act… to guide the company and our product team towards filling those needs.
Tamara Ward: 100%, yes, that's the goal. You know, we want to make sure.
James Terry: That if we do roll something out.
Tamara Ward: that it's not just because we at Sync, you know, think it's the thing we need to do, but that it is ultimately what is going to improve the day-to-day of all of you as agents. And whether you're a team lead or an individual agent, our goal is to make sure that we're
Tamara Ward: Helping you convert, and helping you, maximize your time.
CINC Marketing: Well, one of the benefits of Sync is just the data pool that we're able to use, you know, we're able to get feedback from
CINC Marketing: real people, as well as, you know, data on pipeline and that kind of stuff, so when we make some kind of
CINC Marketing: you know, like a change to the AI that's informed on… You know, our follow-up processes
CINC Marketing: We're able to see whether that works or not, and adjust quickly, and…
CINC Marketing: Tamara, I know you have a big part in guiding that, so… I'm excited. You guys should be excited, because a lot of the questions you asked
CINC Marketing: We would not be able to answer. But before,
CINC Marketing: Before… but before we get started.
CINC Marketing: I do want to mention something… I'm sure it's old hat for everybody. I'm sure you all already follow us on social, at SyncPro.
CINC Marketing: Literally anywhere.
CINC Marketing: But one of the videos that just came out on there, was from Dan.
CINC Marketing: And it was the top 10… micro-targets…
CINC Marketing: in the United States from 2025.
Daniel Lott: That's exactly right, Harry.
Daniel Lott: So, it's great that you brought that up, cause…
Daniel Lott: So, Harry, James, and I are in the client marketing team, and every Monday, Wednesday, and Friday, we have a 909 meeting at the beginning of the day.
Daniel Lott: And the topic of hyperlocal micro-targeting came up. It got heated. It was a… it was a heated conversation.
CINC Marketing: As it does, as it does.
Daniel Lott: We are talking about another website that is… does not have the capabilities to do the hyper-local micro-targeting.
Daniel Lott: That, that we do at Sync. And so, here, I also spent a lot of time, you know, doing these videos. You're in for a treat. If you want to see videos of me talking about lists, you are in for a treat, because I recorded 20, 25 of them just last week.
Daniel Lott: But, here, so I… I…
Daniel Lott: I… like, one of the things about our website is that, like, we all… we… it's not just towns and cities, we're able to go to, like, zip codes and school districts, lakes, and, like, country clubs, things like that, and market off of those, as opposed to…
Daniel Lott: cities and towns, which are the defaults from the MLSs. All MLSs around the country are different, and they're all kind of… they all have different ways to search them, but we've been able to kind of circumvent that and put our own little…
Daniel Lott: special sauce on there that allows us to market towards anything. So I'm counting down the top 10 micro-targets. These are not cities in the country. And actually, because they're so large, they should really be called macro targets.
CINC Marketing: Oh, are you about to do this live? Yeah.
Daniel Lott: Yeah.
Daniel Lott: Doing it live?
CINC Marketing: Let's.
Daniel Lott: Okay, alright, well… Why, yeah, I'm doing the top 10!
CINC Marketing: Do it!
Daniel Lott: Alright.
Daniel Lott: Number 10 is Summerlin in Nevada.
Daniel Lott: You know Summerlin.
James Terry: Hmm.
Daniel Lott: That, if you're trying to get leads in Las Vegas, you have to market towards Summerlin, because,
Daniel Lott: Las Vegas is very competitive, but Summerlin, which is a large plant community within
Daniel Lott: the basis of, Las Vegas.
CINC Marketing: It's also a higher price point.
Daniel Lott: Perhaps. It depends.
Daniel Lott: Alright.
Daniel Lott: You didn't look that up.
CINC Marketing: You didn't look that up.
Daniel Lott: There's a lot of lakes. I'm gonna skip the lakes, but number 6 is 30A.
Daniel Lott: It's a road!
James Terry: Yes.
Daniel Lott: So, it's… a lot of people just do 30A. It's a road, but a lot of people are searching for houses on it.
Daniel Lott: Telco Village!
Daniel Lott: in Knoxville, which the plant community in Knoxville, is the number 5.
Daniel Lott: And then, number one.
Daniel Lott: is Table Rock Lake in Missouri. I've never been there, but it generates a lot of leads. I think a lot of people want to live on Table Rock Lake, so…
Daniel Lott: It's just, there's a lot of ways that we're able to do,
Daniel Lott: micro-targeting, going into areas that other people are not able to advertise to. You get lower cost per lead, better lead quality, because…
Daniel Lott: Other people, generally, they're farther down the road.
CINC Marketing: Dan, the people want more, Marcus wants the.
Daniel Lott: Marcus, Marcus is my favorite. I'm not a beaver! Alright.
Daniel Lott: Number 9, Smith Mountain Lake. Number 8 is the Smoky Mountains, which is not a lake, but it's a mountains. There you go. Number 7 is Lake Minnesota.
CINC Marketing: I'll clip that.
Daniel Lott: Number 4 is Lake Lanier, which is in Georgia.
James Terry: Right here in the list.
Daniel Lott: Lake Winnipesaukee in, New Hampshire. Lake Norman…
James Terry: Come up.
Daniel Lott: North Carolina, and then Table Rock, the aforementioned…
Daniel Lott: Table Rock Lake in Missouri. But, I haven't been to… other than, like.
Daniel Lott: Linear, that's another one would have been, too.
James Terry: Dan, am I… am I right in thinking, and I know you'll know this, Lake Winnipesaukee was the setting of the, of What About Bob?
CINC Marketing: of our box.
James Terry: Right?
Daniel Lott: I believe so. Bill Murray.
James Terry: Silmary Richard Dreyfus, classic.
Daniel Lott: I think grown-ups, perhaps? Or grown-ups, too?
Daniel Lott: Sandler may also be…
James Terry: It's a popular…
CINC Marketing: from Whatabout Ball?
Daniel Lott: Oh, and what about Bob?
CINC Marketing: What about Bob makes me happy, grown-ups makes me less happy, and then Grown Ups 2 makes me sad?
Daniel Lott: That makes me happy again.
Daniel Lott: It makes me ecstatic. Don't ever bring that up unless I'm chocolate-wasted, Dan.
CINC Marketing: But with that… Time for a little segment. Oh, are you done?
James Terry: That's it.
CINC Marketing: bar, Devin.
Daniel Lott: I'll get through the top 100 now.
James Terry: I just wanted to comment on some of those markets, because they're lakes, because it's,
James Terry: the Smoky Mountains, like you said, the MLS doesn't necessarily map listings
James Terry: based on Smoky Mountains, based on homes on 30A, like you said. Like, Sync is able to go into the MLS, find those listings on that road, or near that lake, or, you know, with a view.
James Terry: and other…
James Terry: other companies, other lead gen, like, they are reliant exclusively on what the MLS gives them, and we were able to dig in deeper and be able to populate our landing pages, based on the keywords, based on the ads that we're using, and filter that page more specifically to what people are actually looking for. I use even colloquial terms, sometimes, right? Like.
James Terry: So, it's really specific, and it's a significant part of how we're able to drive down cost and improve the relevance for our campaigns to what people are actually looking for when they search. So, I just… I didn't want to brush over that. That's really big.
CINC Marketing: Yeah, it is true. I always talk about the advertising automation, but the sites play a huge part in it, too.
CINC Marketing: And they work hand-in-hand, and I mean, that's something that you're not getting…
CINC Marketing: If you've got a sync site and you're using a third party.
CINC Marketing: You're missing out on a lot of, you know, what you could be getting.
CINC Marketing: But, I've decided that we are done with this topic, because I am the captain.
CINC Marketing: And it's time for something that we like to call…
Audio shared by CINC Marketing: Meal time?
CINC Marketing: Your questions submitted. Thank you so much. We got a lot of good questions.
CINC Marketing: One of the ones that I wanted to start with, came from Eric.
CINC Marketing: And… I don't know why I said right there.
CINC Marketing: But anyway, it came from Eric. I'm starting it over so I can clip it. One of the questions that I wanted to get to came from Eric, because it kind of touches on both things, I think. Both sides, both training and marketing.
CINC Marketing: So, he asked, any thoughts on a smaller market sales pitch?
CINC Marketing: We rely on getting our name out there when we call leads. Our advertising budget isn't really that big.
CINC Marketing: So getting our name out there is a challenge.
CINC Marketing: So, anything come to mind?
CINC Marketing: From any of you guys.
CINC Marketing: when I asked that.
CINC Marketing: Yeah?
CINC Marketing: Well, I think…
James Terry: You know, so it depends on how big the advertising budget is.
CINC Marketing: you know, I think we have…
CINC Marketing: A lot of, the system itself is geared towards You know, automated follow-up.
CINC Marketing: You know, ways to get your name out there once we generate the lead.
CINC Marketing: If you're generating enough, kind of, net new leads to feed
CINC Marketing: your… your team. You know, then you can look into things like remarketing.
CINC Marketing: You know, which is a good way to get…
CINC Marketing: Your name, your face, in front of those leads when you're calling.
CINC Marketing: I mean, in terms of follow-up, You know, is there anything…
CINC Marketing: That you can think of, Tamara, or anything on the CRM side for this, or…
Tamara Ward: Yeah, something I was gonna share is, you can promote your website yourself as well. You can kind of bring organic traffic to your site. You know, I've worked with…
Tamara Ward: agents in the past who didn't have a lot of money, extra money to spend, and so… but they were hungry agents wanting to promote themselves. So you can always, share your site, share your subdomains if you're an individual agent.
Tamara Ward: On your social media. Because if somebody clicks those links and they come to your site, that's organic traffic that you're, you're directing,
Tamara Ward: I… proper… our properties.
Tamara Ward: tab, is a great way to kind of promote properties as well, and promote yourself. It's a really great way to kind of reach out and generate more business. So never forget, you can always
Tamara Ward: Share your subdomain, share your, sync site, you know, advertise yourself.
CINC Marketing: we actually have a guide, so… and social media, of course, that's what I do, I mean, that's what I would go to. But, you know, reels, for example, are really beneficial, and as an example, Sync, probably 3, 4, 5 years ago at this point, transitioned to a
CINC Marketing: Much more heavy video strategy. That's why we do this.
CINC Marketing: But…
CINC Marketing: You know, and we started, advertising those reels, and you can really get a lot of impressions, especially in a
CINC Marketing: Kind of a compact area.
CINC Marketing: with a little bit of money and, you know, a video views campaign, so that could be a way
CINC Marketing: to… That can be a way to get the… to get the exposure out there, too.
CINC Marketing: Marcus had a couple of questions.
CINC Marketing: I want to get to the first one that…
CINC Marketing: came in, Marcus, was about…
CINC Marketing: Promoting a listing and getting the leads assigned to you.
CINC Marketing: We can do that, so if you have a listing that… if you have a listing…
CINC Marketing: If you have a listing that you would like to promote.
CINC Marketing: You can go to Sync Listing Ads, dot com.
CINC Marketing: That's our… our listing product. There you can enter the address.
CINC Marketing: the budget, and we'll take that, create the ad, and send it back to you.
CINC Marketing: All of those ads are specifically sourced.
CINC Marketing: So they could be routed to you.
CINC Marketing: But we also do those through lead ad forms, and that lets us
CINC Marketing: Put in a parameter in the backend that Bada, bada-bada… Bing.
CINC Marketing: Sorry. Intrusive thought.
CINC Marketing: Put something in in the backend that automatically routes it to you, so we can do that.
CINC Marketing: And we can route those leads to you.
CINC Marketing: That was the…
Daniel Lott: Individual listing ads, the ILA ads, Arduist.
Daniel Lott: Type of that.
CINC Marketing: Yeah, and if you're interested, you can play Win Dan's Money today at $11.50 and out-point Dan in a 7-question trivia quiz for a
CINC Marketing: $200… Ad spend covered by Sync to promote a listing.
Tamara Ward: And I'll also just kind of add on… I don't… I'm gonna share my screen, hopefully that's… actually, I cannot share my screen, but if you do…
Tamara Ward: go to your Properties tab, in your navigation bar. If you open that up, you're always defaulted to your office
Tamara Ward: agent listings, there's a little drop-down at the top, so you can actually search for all MLS listings, you can pull up listings by your name, but in the
Tamara Ward: Actions column. So when you open up that section, there's an Actions column, and there's a little share icon in the right-hand corner, and if you click on that, you can actually share properties right from that page to Facebook, to your social media, copy the link.
Tamara Ward: But the thing it actually does is it copies your subdomain. So if you're an agent on a team, in your profile, you have your own individual subdomain. It's normally defaulted with your first name.
Tamara Ward: Period.
Tamara Ward: your website, and no WW in front of it, but your subdomain, if you were to
Tamara Ward: promote that property to your social media, and they click on it, takes them to your subdomain, so if somebody signs up, they're not gonna go through generic lead routing and get assigned to someone else in the system. They signed up on your subdomain, so they do get routed to you. So that's another way, again, that you can kind of organically
Tamara Ward: Promote your listings and generate traffic for you personally on the site.
CINC Marketing: But I mean, what we've seen, especially with organic content, is it's just a long game. I mean, we did it for a year and a half, two years, and didn't really see anything.
CINC Marketing: We're not seeing huge results now with organic, but we are seeing results.
CINC Marketing: And, you know, so that's good.
CINC Marketing: Samantha, I see your message that you submitted a request on
CINC Marketing: Synclistingads.com, I will check that out today. I apologize.
CINC Marketing: Marcus asks…
James Terry: I made a note of that, Samantha, so I will be sure and follow up and make sure…
James Terry: get that from several, several people. And while Harry's looking at different, questions and some of the other submitted responses, I just wanted to say real quick, and to Marcus and Samantha and to everybody, all the clients who are on this… on this call.
James Terry: We'd love for this to be as conversational as possible. Like, I love that we have some really good questions that were submitted, and we can go through those and kind of pick our favorites and the stuff that Tamara said might be most relevant to the most people, but…
James Terry: definitely, you know, don't just spectate, participate, right? Like, if you have any questions, if anything that we're talking about spurs a thought, put it into the chat, and let's have a conversation about it now in real time. So definitely use the chat while we're here to talk about it live.
James Terry: Whatever it is, you know, we want this conversation, whatever direction we need it to go, to be most valuable to everybody that jumped in here, so…
James Terry: Just wanted to say that. Thank you, Samantha, for pointing that out. Thank you, Marcus, for kicking in, and look forward to talking to everybody.
CINC Marketing: So, let me see, I have another good question.
CINC Marketing: sign up. I just had it, where did it go?
CINC Marketing: Where did it go? Oh, okay. I'm interested in this one.
CINC Marketing: Not that I'm not interested in it, it's like when you tell someone they look nice today, it's like, not that you don't look nice.
CINC Marketing: Anyway.
CINC Marketing: What do the first 3 days look like?
CINC Marketing: When you get a new lead.
James Terry: Hmm.
CINC Marketing: So, in terms of, like, calls, texts, emails.
CINC Marketing: Do you leave voicemails? When do you leave voicemails, if you do?
Tamara Ward: Yeah, so I can definitely answer that. So, one, we do encourage at Sync, you know, if you get a brand new lead.
Tamara Ward: The goal is to really reach out to that lead as soon as possible. We actually advocate what we call speed to lead.
Tamara Ward: Try your best in those first 5 minutes of registration. Reach out to your newest leads as soon as you possibly can. Make sure you are calling your leads from our Sync Agent app, if on the go.
Tamara Ward: Or, if you're using our dialer, you can be connected to a headset and be making dialer campaigns and calls.
Tamara Ward: Right from your computer, but make sure you're placing those calls from the sync system, because one, it automatically recognizes the pipeline change. It recognizes that this person's no longer brand new. It's going to update a new lead to attempted contact, so it's already starting to track things in the system, but it's also going to start tracking how many times you've tried calling a lead, it timestamps when you tried them last.
Tamara Ward: So, call your new leads right away, and I really encourage, if you're wondering, how can I quickly find my newest leads? How… where do I know what leads to work?
Tamara Ward: when you're in your system, you always want to be in your agent-level launch pad. When you open your CRM, you're usually defaulted right there and then, and also, on your mobile phone, you're taken to your agent launch pad.
Tamara Ward: And you'll actually see a prospecting section, and the very first section in that is our P1, our Prospecting 1 filter, new leads. So call your new leads. Now, if you don't…
Tamara Ward: get a hold of them, that you don't get a quality conversation with them, they're gonna filter into our next section, which is our P2 filter, our Prospecting 2 filter, which is any attempted contact
Tamara Ward: that…
Tamara Ward: you still haven't gotten a conversation with, but is less than 14 days old on the site, so they're less than 2 weeks old. With those leads, we want you to be persistent.
Tamara Ward: 80% of leads will pick up on the fifth attempt, the fifth phone call you've made to them, 90% on the sixth try.
Tamara Ward: It can take persistence to get the conversation. When you call someone, they are seeing a name, a number they don't instantly recognize. People are terrified to pick up numbers they don't know. I have trained on this for 8 years, but if somebody calls my cell phone, and it's not my husband, my mom, my dad, my sister, I don't want to pick up, I don't know who it is.
Tamara Ward: So do not give up. So, in that P2 filter we're encouraging, stay persistent. Let's try those leads several times, ideally 6 to 10 times.
Tamara Ward: Over the course of those 14 days. Worst case scenarios, you did that. You tried to lead, you stayed persistent with them. When they're older than 2 weeks.
Tamara Ward: Worst case scenarios, we still didn't get that conversation, and they're gonna fall out of that P2 filter. Best case scenario, though, is you get the conversation. They answer. You have a quality conversation, and now that somebody you can start moving forward with. So in your prospecting tab in the Agent Launchpad, call your new leads in P1.
Tamara Ward: Then click that drop-down, go to P2, stay persistent with them for those first 2 weeks.
Tamara Ward: Move the pipeline to contacted if you do get a conversation. And then your P3 filter, that final part of prospecting, is any attempted contact that's now older than 2 weeks, so they're
Tamara Ward: now at least 15 days or older, but they're actively logging back into your system. They've logged into the platform within the last 30 days.
Tamara Ward: those leads are actually going to be sorted by that login. So your leads that have been on the site most recently are always at the top, and you want to focus on those most active leads. If you can't always call everyone in that list.
Tamara Ward: call the leads that were at least logged back in within the last 7 days, because sometimes you'll have somebody who actually registered on the site a year ago, 2 years ago, and now they're at the top of P3 because they're coming back, which is a huge indicator
Tamara Ward: they weren't ready to talk to an agent when they signed up. But now that they're coming back, now is when they're looking. Now is when they're ready to make a move. So really focus that attention
Tamara Ward: In your agent launch pad, your prospecting section, as well as, contact requested, which houses your hand raisers.
Tamara Ward: Also, oh, forgot voicemails. We do recommend not leaving voicemails. Don't leave a voicemail, and this comes from our top performing agents. Voicemails just increase the chance that somebody's not going to pick up. You know, in today's world.
Tamara Ward: people aren't going to return your call. You leave a voicemail, the chance that they actually call you back is very…
Tamara Ward: low, low likelihood. We've actually found that just staying persistent and dialing increases the chance of someone answering. If you leave a voicemail and then you try that person again, even though they need a real estate agent, even though they are ready to make a move and they need someone's help, they almost get more scared. They now know who's calling them.
Tamara Ward: And even though they need to talk to you, it's like they're more nervous to pick up, and I always think about myself.
Tamara Ward: I can be such a child sometimes. Sometimes I will see and know it's my doctor calling me to schedule that appointment. But it's almost like if it throws me off, if it feels like it's not a good time, like, I'll purposely just let that person go to voicemail, even though I needed to have that conversation. So, don't leave voicemails.
Tamara Ward: dial, and then we also increased double dialing. If you…
Tamara Ward: get to someone's voicemail, hang up, try that person immediately a second time. I know some agents worry about that, but it almost…
Tamara Ward: like, quadruples the chance of someone picking up, because they start thinking, okay, well, maybe this call's important. Maybe I need an answer. And it really increases that likelihood of getting that conversation. Biggest concern agents have is, well, what if the person picks up and they yell at me? Oh, why did you call me two times?
Tamara Ward: Most agents that use this tactic say that hardly ever happens.
Tamara Ward: But if it does happen, and someone questions it.
Tamara Ward: our top agents play it off in their script, like, it never even happened. They'll say something like, oh, I'm so sorry, my phone cut off. I didn't even know that first ring went through. So you can always play it off, and then dive into that conversation and try to… try to capture that lead.
CINC Marketing: Well, and now seems like a really good time to mention all the training opportunities that we have for Sync as well.
CINC Marketing: a lot of free online opportunities, you know, we have this open Q&A every month.
CINC Marketing: We have a bi-weekly, which in this case, Means every 2 weeks.
CINC Marketing: conversion call with, Christine Dunn, and I believe John does that sometimes as well. We have online conversion day, we have…
CINC Marketing: Recorded trainings, you can call in and speak with your account manager, or email support, and then…
CINC Marketing: To top it all off, we have Sink University, which is our live…
CINC Marketing: 3-day training, and that's actually going on right now in Atlanta. We had the happy hour last night.
CINC Marketing: With a bunch of clients up in the office, that was very cool.
CINC Marketing: So take advantage of that.
CINC Marketing: The training is really, really very good. It's one of the things that I think sets us apart.
Tamara Ward: 100%. Our training goes above and beyond,
Tamara Ward: And I want to make sure you guys know, your… all available training is on… under your help button. So many people log in, you'll see your initials, you'll see the word help, but so many people just avoid clicking that help button.
Tamara Ward: so many resources under that. There's a link that takes you immediately to our Help Center. If you type anything into our Help Center you have a question about, I want to learn about AutoTrax. I want to learn about
Tamara Ward: AI. I want to learn about just best practices. If you type in keywords, you'll see all of these articles that populate and appear. Almost every single one has a short
Tamara Ward: training video on it. So, you can either read the article, or you can just watch a quick 5-10 minute video about
Tamara Ward: how to do or conquer what you were hoping to get out of it. But under that help button, we have a scripting hub, so if you just want to quickly see
Tamara Ward: suggested scripts. We have a link to our success playbook, which takes you also to our three daily money plays. If you have not printed that out, print out our daily money plays. It's literally like a…
Tamara Ward: our sync bible of what you should do each day to see success in the system has all of our scripts, our best practices in it, but there's also
Tamara Ward: live events, and if you click live events, you can register for our webinars. I encourage to check the webinars every month, because the topics change each month. But Sync University, that links for Sync University, is also
Tamara Ward: is also there. You can register, reach out to your account manager, too, if you have more questions about it. Our next event is going to be March 24th, that Tuesday through Thursday, but it's going to be here in Atlanta. Most of the events are in Atlanta this year, but we are going to actually have one event in Chicago this year, and then another event in the Tempe-Phoenix area.
CINC Marketing: The Windy City.
Tamara Ward: Yes.
CINC Marketing: It really is windy.
Daniel Lott: I saw a lot of interesting questions at the bottom of the.
James Terry: Yup.
Daniel Lott: And one of them…
Daniel Lott: We talked about last month, and I forget what the answer was last month, but it was very interesting. It was, now the question, now that people have, screeners on their phones, I guess the default is on Apple, iOS, is that
Daniel Lott: you have to introduce yourself before they'll talk to you. What is, Sync's position on that? Like, do you have a good,
Daniel Lott: script on that, or a good, kind of way to circumvent it? Because I think there's probably some pros and some cons to this.
Tamara Ward: Yeah.
Daniel Lott: It might be a benefit, but…
Tamara Ward: So, great question. This has definitely been something that's been coming up in conversations. We have been, talking with some of our conversion specialists, John Marone, Christine Dunn, they're, they actually teach at St. U, but they're agents themselves, and,
Tamara Ward: You know, even though in our suggested script, we recommend when you get somebody on the line, not mentioning your… your first and last name, and that you're a real estate agent, sometimes giving too much can kind of
Tamara Ward: cause people to object and end the conversation sooner. But for that screen recording, we're finding short and simple is better.
Tamara Ward: we do still encourage, don't mention that you're a real estate agent yet, because if you do that, even though they need a real estate agent, they might get kind of nervous of that conversation. It's an easy way to kind of say, no, I don't want to talk to this person, I'm not ready yet. We're finding that something as simple as just, hey, this isn't your first name.
Tamara Ward: Hey, this is Tamara.
Tamara Ward: Hey, this is John.
Tamara Ward: And if you think about it, it makes the person kind of go, well, maybe I know this person. Maybe I should pick up an answer. So not even saying, hey, this is Tamara from Keller Williams, just, hey, it's Tamara.
Tamara Ward: Because it has a very friendly tone, and our agents that are using that are getting more pickup rates.
Tamara Ward: they've tried different variations, too, so you could try maybe, like, hey, this is Tamara in Atlanta, but I would really encourage just, hey, this isn't first name, and then get them on the phone, and then dive into your opening script in that conversation.
James Terry: And I think that also addresses…
James Terry: Go ahead. Well, Andrew had the question there, like, when, when introducing yourself as a broker or the owner of the website, and you just said, like, you could avoid saying this is Tamara with Keller Williams, or the broker, or the agent, so I hope that addresses Andrew's question as well.
Tamara Ward: Yeah, and again, if you go to the Help button and click Sync Success Playbook, and then when you get taken to our Success Play… go to the 3 Daily Money Plays section, that actually has 3 pages of our… our scripts that we recommend. The script that we have
Tamara Ward: really found works, is, I'll kind of go through it. If somebody was to pick up my phone call past that call screening, hey, this is Tamara with the home search site. I saw you were just looking,
Tamara Ward: I saw you were looking to make a move in the Atlanta area, just curious.
Tamara Ward: Are you, wanting to make a move in the next 3 to 6 months, or are you just browsing? And a couple things, we recommend
Tamara Ward: Don't start with a question. So don't, when someone picks up, validate, hey, is this Sally? Hey, is this…
Tamara Ward: so-and-so, I know you see the name of the lead in your database, but one, leads lie. You could be talking to Sally. When you get Sally on the phone, if you ask that question, she's gonna say, no, it's not Sally. But also, who cares?
Tamara Ward: If I think I'm calling Sally and David picks up, I don't care who answers. All I care about is whoever just picked up that phone call. Are they in my market? Are they looking to buy or sell a home? Is there any way I can help them? Maybe I can just refer them to someone else if they're not in my area.
Tamara Ward: Also, don't start the conversation by asking, hey, how are you doing today?
Tamara Ward: it's a very easy way for someone to kind of end the conversation. Not a good time, not a good day. Try again later. But we do also recommend just introduce yourself with your first name only.
Tamara Ward: So when I did my introduction, I just said, hey, this is Tamara. I didn't say I was a real estate agent, I didn't mention my brokerage, my years of experience. Sometimes the more you jam-pack into the introduction, the more salesy the call can sound.
Tamara Ward: And the more salesy something sounds, it can actually raise the person's guard and cause them to want to end that conversation. Whereas if you just say, hey, this is, and your first name only, it again takes on a very kind of friendly approach. It gets that person to kind of lower that guard a little bit.
Tamara Ward: And then the other thing is we… I didn't mention the exact name of my website. I didn't say from www.atlantahomesearch.com, or, again, from the Keller Williams site you just were on. I just said the home search site.
Tamara Ward: this person, if they signed up on my site, there's always a chance they registered on other sites out there. Or maybe, again, I thought I was calling Sally and David picks up. Maybe David didn't sign up on my site. At the end of the day, my goal is I have this person on the phone.
Tamara Ward: Are they looking to make a move? Is there any way I can help them? So…
Tamara Ward: And then, we also encourage, end with, or are you just browsing? Because we know 99% of people, when they hear that, they're going to say, I'm just looking, I'm just browsing. And it is the easiest objection to turn around and flip.
Tamara Ward: don't take that as the end of a conversation. If somebody says, I'm just looking, I'm just browsing, respond back and go, oh great, what are you looking for?
Tamara Ward: oh, great, what are you browsing for? And it completely flips that conversation, asks them an open-ended question, which is now going to get that conversation going. And again, all of this, these scripts.
Tamara Ward: sign up for our conversion trainings, our dialed-in webinar, every other Monday. That's led by our conversion coaches, the experts in the scripting, and they dive into this a lot further, but then that
Tamara Ward: daily money plays in our Success Playbook has all of this written out as well.
CINC Marketing: Great questions.
James Terry: But yeah, whatever.
CINC Marketing: in the chat.
CINC Marketing: to… the more we talk.
CINC Marketing: about scripting, because it's interesting to me, it's not, you know, I work more on the ad side, but…
CINC Marketing: it really seems it's just, you know, Sync is giving you a way to really kind of guide and control that conversation.
CINC Marketing: As much as is possible.
CINC Marketing: You know, so, like, you know, like, when you say, don't ask how their day is, you don't know what… what the hell they're gonna say. You know what I mean?
James Terry: the best.
CINC Marketing: Go ahead, yeah.
James Terry: It's about being in control of the conversation from the moment they answer. This is what I heard you say, anyway, is like…
James Terry: As soon as they answer, only using your first name, you know, not starting with a question, right down to the screener, and stuff like that.
James Terry: So, Harry, as you want to look at some other questions, I want to go back up to something Marcus Morgan had asked a couple of minutes ago about the micro-targets. Marcus, I did make a note of Lake Logan Martin that you had put in there to add to your site, as far as the micro-targets we were talking about. So, you'll see
James Terry: we call them PDQs, but in the quick search section, once I get that added, there will be a link for it, and that will go to the page as it is filtered to only show those. So you can grab that link and put your name, you know, Marcus dot at the front.
James Terry: For what Tamara was talking about earlier for your, agent site that would go any lead that you post, or like, hey, here's a specific spot, and you can send an email or talk to your account manager, like, let us know if you have
James Terry: other lakes or other, you know, any of those micro-targets, and we can get some of those added to the site, and you'll just see the links populate as we get them added. But you can look for Lake Logan there, you know.
James Terry: later today, tomorrow, it won't take long to get those added, but but I'm not gonna do it live while we're here.
CINC Marketing: Well, and the thing, too… the thing, too, with the,
CINC Marketing: With hyperlocal searches is that, you know, the majority of your leads are not going to be those, but…
CINC Marketing: The ones that do come in are likely going to be higher quality, because…
CINC Marketing: instead, you know, think about… if you were to… if you had to relocate for whatever reason, and now you're coming to Atlanta, you might start with a search for homes for sale in Atlanta.
CINC Marketing: And then as you learn more and more and more about the area, that becomes homes for sale in a school zone, or a zip code.
CINC Marketing: And that is what James and Dan have been talking about today, is…
CINC Marketing: You know, the combination of how our sites are set up.
CINC Marketing: With that marketing automation that we built over the last… Decade plus now.
CINC Marketing: It is one of a kind.
CINC Marketing: So, and even with that, though, you know, the majority of those leads that you get are not going to be hyper-local.
CINC Marketing: But those are… We would expect will convert more quickly and at a higher rate.
CINC Marketing: I do want to cover… Mark asked this a couple of times.
CINC Marketing: So just… Questions around auto tracks and AI.
CINC Marketing: So, is… Is AutoTrax… Our auto track.
CINC Marketing: Is AI the same thing as AutoTrax?
CINC Marketing: Are they different? You know, how would you recommend people use those cameras?
Tamara Ward: Yeah, so, great. I encourage a combination of both. So they are different. So, AI is our,
Tamara Ward: our artificial intelligence, for texting purposes. So, our AI is Alex, and the great thing about Alex is if you do have him, Alex, our AI enabled on your site.
Tamara Ward: Every time a lead registers in those first 5 minutes of registration, our AI immediately sends an initial text message to your leads. In that text message.
Tamara Ward: Alex, the AI, introduces himself. Hey, this is Alex, he introduces himself as the assistant working under you, the agent. But the great thing about Alex is
Tamara Ward: Alex, the AI, is going to have an organic conversation with the lead. If the lead does respond to that text message, Alex is going to continue that text conversation. Alex is going to ask the leads questions, try to get some insight as to what areas is this person looking in, what are the must-haves they're wanting in at home, and…
Tamara Ward: every conversation is different because it's all based on how the lead's responding, so Alex is…
Tamara Ward: conversations are never going to be identical from lead to lead, because it's a just true, dynamic conversation based on the
Tamara Ward: the responses we're getting. Now, the other thing about Alex is Alex is gonna notify you. So, if somebody is talking to Alex and having a text conversation, and Alex, our AI, recognizes that this person is interested, or they actually need agent follow-up, meaning
Tamara Ward: In the conversation, we're getting all the details. This person's telling us the why they want to move, the where, the when they're looking, or sometimes the person actually said, hey, can your agent call me at 3 o'clock on Friday? Alex instantly alerts you to say, hey, this person doesn't need an assistant, they're ready to talk to you, the agent.
Tamara Ward: So…
Tamara Ward: Alex is really going to have those conversations with the goal of getting the lead warmed up to pass over to you. Now, Alex is not going to make a phone call, so we do want you calling alongside of those text messages. If you do need to turn Alex off on someone, there's always the option to mute Alex.
Tamara Ward: But you can also send your own text message to the lead from within our platform. You sending your own text to someone is essentially saying, hey, Alex, I don't need you for this text conversation, I'm stepping in, I'm taking the conversation over. Now, auto tracks.
Tamara Ward: our scheduled campaign. So, some people have probably heard of the term drip campaign before. AutoTracks is kind of our fancy term for
Tamara Ward: a campaign, essentially. But auto tracks are scheduled texts and emails, and even reminders that you can kind of plan out. So you could say, I want this email going out
Tamara Ward: the day a lead registers and signs up, and then 5 days later, I want them to get a text, and then 3 days later, at this time, I want them to get another email. So you can kind of plan and schedule the cadence of things that you want going out.
Tamara Ward: But they can also include reminders, so if you just want an instant reminder at a point in time to notify you to call the lead on this day. And they can also be scheduled by date, so holidays, for instance. If you want to make sure
Tamara Ward: You send a…
Tamara Ward: Christmas email to everyone, or a Valentine's Day email, or maybe you just want to send something to your leads on the first of every month. You can handpick and say, I want this message to go out on March 1st, this one to go out on April 1st. Now,
Tamara Ward: I encourage a combination. So, one thing that we do encourage is a best practice, if you're using Alex, Alex is going to be texting your leads. So.
Tamara Ward: AutoTracks, I would focus more on email communication. Let Alex text use those auto tracks for, kind of, nurture campaigns and email campaigns. Now,
Tamara Ward: I do… you can always create your own auto tracks from scratch. We have great, short videos in our Help Center that teach you very quickly how to set one up.
Tamara Ward: But Sync also has an entire library of templates, where you can just copy our templates and
Tamara Ward: activate them on your site. So, you can customize your own, you can use our templates, you can even do a combination. Use our templates and make some modifications to it. Couple things that I encourage is we have an AutoTrax Information Hub, so if you type in the word AutoTrax in the Help Center, go to the information hub, has everything right in that article.
Tamara Ward: But there's a really great
Tamara Ward: article called Quick and Easy Auto Tracks to Set Up. That one actually has some of our suggested templates that you activate, but my favorite part is it tells you how to set them up. How do we at Sync recommend you set this up for your leads? So those are some great resources.
CINC Marketing: Very cool. I do, want to remind everybody, Wind Dan's money is… Nigh… nigh 120 seconds away.
James Terry: Gettin' close.
CINC Marketing: I mean, I've been expecting James to forcibly… Select the.
James Terry: I know…
CINC Marketing: But we're not there yet, I guess.
James Terry: Well, I know, Harry, I want to give you a couple of minutes to talk about, individual listing ads and the benefits of them, because that's what the prize for Wind Ann's Money is, which we had a question, kind of.
James Terry: alluding to it a little bit earlier. I would say, we generally like to have, if anybody wants to volunteer for it, it's a couple of trivia questions. It's gonna be here in a couple of minutes. Marcus, yeah, I was gonna… Harry just said I was gonna call somebody out.
James Terry: Marcus, you've been really engaged on the conversation, in the chat and everything, so if you're in a spot,
James Terry: Whoever wants to raise their hand.
CINC Marketing: Whoa!
Tamara Ward: Mark, is it… Oh, we gotta fight for it. It's a fight.
James Terry: For sure, there's not gonna be a video
James Terry: We're not putting anybody, we're not putting that on anybody, you don't have to turn on your camera. But, but yeah, Harry will send an invitation to… to unmute, and…
CINC Marketing: I assume that's how it works.
James Terry: Oh, he'll do that.
CINC Marketing: All the power.
James Terry: Orlando did lose to Dan.
CINC Marketing: Orlando did lose to Dan, yes.
James Terry: Again, it's done quite well in trivia, but I think, I think today's the day. Somebody's taking him down.
CINC Marketing: James really wants it.
CINC Marketing: I do want to talk… so, individual listing ads, so…
CINC Marketing: Really, it's been kind of a philosophy change. When I first got here. I've been here for a little bit over 10 years, so when I first got to Sync, we were very heavy on the social side for listings, saw a lot of leads come through and say, I just wanted to see what the kitchen looked like, or what the price was. So we shifted away from listings for a while.
CINC Marketing: But really during COVID, listings really started to…
CINC Marketing: you know, kind of… I don't want to say come back, but people really started connecting with listings, and I think that was because
CINC Marketing: It was so scarce, you know, it was hard to find a house that you liked and a price that you liked.
CINC Marketing: Especially, you know, there at the beginning of COVID,
CINC Marketing: And so we've seen that trend really continue, and so we've really kind of focused more, or focused again on that listing side, because it drives the best cost per lead
CINC Marketing: Leads are signing up to see a particular listing.
CINC Marketing: And… We're collecting information on that, you know, we're asking that lead, are you ready to tour homes?
CINC Marketing: you know, do you have a home to sell? That kind of stuff, and that all comes in. So, with that in mind.
CINC Marketing: We really have a suite of packages that are aimed at marketing your listings.
CINC Marketing: The first is individual listing ads, which is what the…
CINC Marketing: The prize will be if someone can unseat
CINC Marketing: Dan Lott, today, a $200 comp for individual listing ads to promote a specific listing.
CINC Marketing: All those leads, of course, would be routed, or can be routed, however you'd like them into the system.
CINC Marketing: And you can hand… with that, you're hand-picking a listing and saying, I want to promote this for 30 days, whatever it might be.
CINC Marketing: Then if you have multiple listings that you'd like to promote, we have team listing ads.
CINC Marketing: And that is an automatically updating catalog of
CINC Marketing: your listings from the, from the site. So that can automatically promote
CINC Marketing: your team's listings, the specific agents' listings, we can even do rentals. We know some clients in bigger cities are interested in rental leads, if that makes sense for you. That's something we can do with team listing ads, and that has a ridiculous cost per lead.
CINC Marketing: I mean, it feels like we're healing from…
CINC Marketing: From Meta. And the leads themselves are, from the people who we've run it with, which is a small size.
CINC Marketing: But has been good. It really just matters if it makes sense.
CINC Marketing: For your market. So… Those are really all geared towards
CINC Marketing: promoting listings, because again, it goes back to that data. The data that we've seen is people are really connecting with listings right now, because it's hard to find one. And, you know, when we look at, we have, when we look at sales that come from ads on Meta.
CINC Marketing: The biggest driver, by far, is these listing-centric ads, and that's also the shortest time frame.
CINC Marketing: So… We think it's a, we think it's good.
CINC Marketing: Clip that.
James Terry: Yes, sir.
CINC Marketing: So, anyway… That was not a smooth transition, and then I stopped and interrupted James again.
CINC Marketing: Just to assess…
James Terry: I was gonna say…
James Terry: Yeah, Harry, we had a couple of volunteers for it, I don't know if you want to… how you want to do it, or who you want to choose first.
CINC Marketing: Good question, by the way, about the parameters there.
James Terry: Tamara, if you want to maybe put in an answer in the chat for Mark, or I know Orlando's on, just around some of the parameters while we get, get everything set up for Wind Dan's money.
Tamara Ward: Yep. We'll talk about the categories and some stuff real quick.
CINC Marketing: Alright.
CINC Marketing: So…
Daniel Lott: Are you putting me in the, the holding area?
CINC Marketing: I want you to experience… first.
Audio shared by CINC Marketing: Where? Money!
Audio shared by CINC Marketing: Time for everyone's favorite portion of the show. The end. No, I'm just kidding. It's when Dan's funny.
CINC Marketing: So, when Dan's money is…
Audio shared by CINC Marketing: A 7…
CINC Marketing: question, themed trivia quiz. You will have three
CINC Marketing: categories to select from. We will not…
CINC Marketing: do it yet, because Dan must not know the category that you select until the time of the questions.
CINC Marketing: So we'll kick Dan out. You'll have 1 minute to do the best you can with 7 questions. It is timed.
CINC Marketing: So if you're not sure, you can pass, and you should pass.
CINC Marketing: You don't have to let James read the full question, but it's advised, because it could turn in a way, like, you know, like a Shyamalan movie.
CINC Marketing: So…
CINC Marketing: With that, I'm going to kick Dan out, and I think Marcus, since I have to be the bad guy, Marcus said yes first.
CINC Marketing: And so, I think we'll bring Marcus on.
CINC Marketing: To compete. So, Marcus, we're gonna bring you on… on audio only, and then we'll explain a little bit more
CINC Marketing: Oh, and an exciting twist!
CINC Marketing: the guest will be able to use Tamara as a lifeline for a question that they miss.
CINC Marketing: And that will be counted towards the score, so…
James Terry: We're going full interactive today.
CINC Marketing: But the first…
James Terry: The mulligan option.
CINC Marketing: The first thing we should interactively do Is, stop interacting with Dan.
CINC Marketing: See ya!
CINC Marketing: Alright, so Dan is gone.
CINC Marketing: Now… Let me remember how to bring Marcus on.
James Terry: Let's unmute Marcus, and for the benefit of the group, because we did run into this a couple of months ago, as I'm reading the questions, please don't put the answers into the chat, because Dan is going to get the same questions when he comes in.
James Terry: And 60 seconds, he's probably not reading through it, but I don't, you know, we don't want the answers right there in the chat while… while Dan's going through them, so…
James Terry: Just in case he scrolls up and looks. No cheating for Dan.
James Terry: Again, we're doing everything we can to make sure Dan loses.
CINC Marketing: Alright, so Marcus, can you hear us?
CINC Marketing: Oh.
CINC Marketing: Oh, we may have to go to Mark.
James Terry: You may have kicked him out, I don't see him. Let's do it, Mark.
CINC Marketing: Mark's in. Alright, I'm sorry, Marcus.
CINC Marketing: Hang on.
CINC Marketing: Man, I am really… I am really working this board back here.
CINC Marketing: Oh, I just muted you again, I'm sorry, Mark. Can you unmute again?
Mark Hand: Can you hear us, Mark?
CINC Marketing: There we go.
James Terry: There we go!
CINC Marketing: Alright!
James Terry: Fake butter. So…
James Terry: What'd we say? 60 seconds for 7 questions. Please, everybody, don't put the answers in the chat.
James Terry: No need to wait for me to finish the question. If you know the answer, shout it out. If you're wrong, I'll continue reading the question, and you can change your answer at the end. And if you don't know, feel free to skip. We'll come back to it if there's time, but I definitely… lightning doesn't strike often. I wouldn't spend too much time on it.
James Terry: 3… 3 categories for today.
CINC Marketing: Yeah, wait, one… One more thing, the 60 seconds don't start until James finishes question one.
CINC Marketing: Do you guys ever wonder what Dan's doing right now? Like, we should just randomly bring him back one time, just see what he's doing.
James Terry: Just see what he… The three categories we have for you,
James Terry: Is it Mark? I don't even see the name.
Mark Hand: Yep, yep, March, sorry.
James Terry: Mark, my man. In honor of Tamara on our training team, we have trainings, planings, or automobileings.
James Terry: So, trains, planes, or automobiles, which category do you want to go with?
Mark Hand: We'll go automobiles.
James Terry: Let me scroll down.
CINC Marketing: on automobiles.
James Terry: Tricky one, alright.
CINC Marketing: Hang on, I gotta do a timer.
James Terry: Harry's gonna hold the time for us, he will give us,
James Terry: Just a verbal at 30 seconds and 10 seconds remaining.
Mark Hand: Alright.
CINC Marketing: And I'm gonna…
James Terry: Let us know.
CINC Marketing: James finishes question one.
James Terry: Harry, you ready?
CINC Marketing: I'm ready.
James Terry: Buck?
James Terry: Mark, you ready?
Mark Hand: Yes, sir.
James Terry: Alright, here we go.
James Terry: Once among the world's most watched shows, this British motoring series was hosted by Jeremy Clarkson, Richard Hammond, and James May, but everyone really loved the Stig.
Mark Hand: Oh, I know this one.
Mark Hand: Oh, there's a British version and an English version.
Mark Hand: Top Gear?
James Terry: Top Gear. In the 1960s and 70s, a Florida program allowed NASA astronauts to lease what vehicle for just $1 per year, making the car synonymous with the Apollo program?
Mark Hand: Oh, pass.
James Terry: In what Pixar movie does Lightning McQueen get stranded in Radiator Springs and must fix the town's road?
Mark Hand: Mmm…
Mark Hand: Ours…
James Terry: Gars. This automobile manufacturer had a good run in 2025, selling nearly 95 of its F-Series trucks every hour. Henry would have been proud.
Mark Hand: Board.
James Terry: This comedian hosts the show Comedians in Cars Getting Coffee.
Mark Hand: Jerry Seinfeld.
James Terry: At just 12 miles per hour, the first of these traffic citations was issued in 1902, and they've been plaguing drivers ever since.
Mark Hand: Speeding tickets?
James Terry: And this car manufacturer made the fastest production car… Time?
CINC Marketing: I'm…
Mark Hand: Wow, that was quick.
CINC Marketing: Alright, so… You did pass question number 2.
CINC Marketing: Would you like to use…
James Terry: Gamma.
CINC Marketing: Would you like to use our guest as a lifeline for question number two?
Tamara Ward: I had no idea.
CINC Marketing: Oh, let's see!
Tamara Ward: I was listening to that one, I was like…
Mark Hand: I think she might know the lunar rover.
Tamara Ward: I'm sorry, Mark, I did… I was a failed lifeline.
Mark Hand: Alright.
CINC Marketing: Alright.
James Terry: Tamara, do you know.
CINC Marketing: Now we gotta bring.
James Terry: The car manufacturer was… had the fastest production car in the world, with the Veyron and the Chiron.
Tamara Ward: I do not… I know Ford started that process, the manufacturing, but… I'm not a car girl.
CINC Marketing: I think you just sneezed, James.
CINC Marketing: That's what it sounded like to me. I didn't understand the words. All right, well, thank you, Mark. 5 is a good.
James Terry: Was that 5?
James Terry: That's strong.
CINC Marketing: We're gonna bring Dan back. Mark, I'm gonna mute you again.
Mark Hand: Okay.
CINC Marketing: Let's see what Dan's doing.
CINC Marketing: Where is Dan?
CINC Marketing: He's coming.
CINC Marketing: Always one… always worry if he just doesn't come back.
James Terry: Let me turn this camera back on, it's blank.
CINC Marketing: You're muted. You're always muted when you come back. Always.
Daniel Lott: I know, I know.
Daniel Lott: Yeah, I was gonna do it, I was gonna… I was gonna walk away, and it was just gonna be hilarious, so…
CINC Marketing: Yeah, I know, we are wondering… I do wonder what you do. I need to set up a live cam.
CINC Marketing: Yeah.
James Terry: The dandy.
CINC Marketing: Eagle can.
CINC Marketing: Alright, so your opponent is Mark.
Daniel Lott: Well, Marcus couldn't handle it. He bowed out.
CINC Marketing: Yeah, something was wrong with the audio.
Daniel Lott: Okay.
CINC Marketing: I feel bad.
CINC Marketing: But…
James Terry: The categories, Dan, were trainings, planings, and automobilings.
James Terry: And Mark chose automobiles.
Daniel Lott: Okay.
James Terry: That's your category.
CINC Marketing: Because he loves… Made up words. That's what he said.
CINC Marketing: Alright, you know the drill, we're not explaining it to you.
Daniel Lott: you know.
CINC Marketing: Alright. Dan is, is lossless.
James Terry: Barry?
CINC Marketing: Like, Spotify Audio.
James Terry: Harry, ready on the timer?
CINC Marketing: I'm ready. Just move forward. I'm ready.
CINC Marketing: Remember, it starts at…
James Terry: Dan, are you ready?
CINC Marketing: finishes reading the first question.
Daniel Lott: I am ready.
CINC Marketing: Alright, you ready?
James Terry: Once among the world's most… Yes, I'm ready. Here we go. Once among the world's most watched shows, this British motoring series was hosted by Jeremy Clarkson, Richard Hammond, and James May, but everyone really loved the Stig.
Daniel Lott: S.
James Terry: In the 1960s and 70s, a Florida program allowed NASA astronauts to lease what vehicle for just $1 per year, making the car synonymous with the Apollo program?
Daniel Lott: Rover?
James Terry: In what Pixar movie does Lightning McQueen get stranded in Radiator Springs and must fix the town's road for Paul Newman and Larry the Cable Guy?
Daniel Lott: Hearts.
James Terry: This automobile manufacturer had a good run in 2025, selling nearly 95 of its F-Series trucks every hour. Henry would have been proud.
James Terry: This comedian hosts the show Comedians in Cars Getting Coffee.
Daniel Lott: Jerry's unbelton.
James Terry: At just 12 miles per hour, the first of these traffic citations was issued in 1902, and they've been plaguing drivers ever since.
Daniel Lott: Stop sign?
CINC Marketing: 5 seconds.
James Terry: This car manufacturer made the fastest production car in the world with the Veyron and the Chiron.
Daniel Lott: push.
CINC Marketing: I'm… So… Yeah.
James Terry: So the answers… now.
James Terry: The British Motoring Show was Top Gear. Mark got that, well done.
Daniel Lott: That one, yes.
James Terry: In the 1960s and 70s, the car synonymous with the Apollo program was the Chevy Corvettes. All the astronauts drove Corvettes.
James Terry: By the way.
CINC Marketing: We both got cards, you both got Ford, Jerry Seinfeld.
James Terry: At 12 miles per hour, speeding tickets were first introduced in 1902.
James Terry: And the fastest production car in the world was made by Bugatti, the Bugatti Veyron.
James Terry: Oh, no.
CINC Marketing: So that means…
Daniel Lott: I have lost!
CINC Marketing: Look at the lack of self-confidence that you have. You haven't even let me give you the score yet.
Daniel Lott: Well, you said things that he got right that I did not get right.
CINC Marketing: Oh, well, yeah, James did steal my thunder. We'll fix that next. We'll fix that in post. But Dan, act like you don't know. You got 4, pretty good.
Daniel Lott: Four's pretty…
CINC Marketing: Pretty good. If you hit, like, 4 out of 7… in.
Daniel Lott: Did I get 4?
CINC Marketing: You did. You did.
James Terry: I think so.
CINC Marketing: Yeah,
Daniel Lott: Oh, more?
CINC Marketing: Mark got… 5!
Daniel Lott: Oh, boom.
CINC Marketing: So Mark is our first winner of when… Mark has won Dan's money, and now… I guess I'll email you, Mark, because we're not sure what to do. I'm not sure what to do with my hands.
Daniel Lott: I am shocked. I'm shocked.
Tamara Ward: Awesome, Mark!
CINC Marketing: Venmo.
Daniel Lott: Well done!
Daniel Lott: Hold on, Mark!
CINC Marketing: Alright, Mark, I will send you an email here a little bit later today. Thank you for playing.
Daniel Lott: Hopefully, it's about to get a lot more expensive, unfortunately.
CINC Marketing: Dan's about to take the campaign. Probably not.
Tamara Ward: wisely.
CINC Marketing: Yeah, no.
CINC Marketing: No, congratulations, I'll reach out to you here shortly, Mark. Thank you, everybody, for being on.
CINC Marketing: Dan, rest up, lick those wounds, because we're playing again!
CINC Marketing: We're playing again next month.
Daniel Lott: Now that James has gotten…
CINC Marketing: what he wants. But I spent a lot of time working on this.
CINC Marketing: And.
Daniel Lott: I was hoping for a vibe question. There's no vibes, nothing about.
CINC Marketing: Oh, that's a good word.
Daniel Lott: That's my wheelhouse in the automotive world, so, unfortunately.
CINC Marketing: Alright, well, with that…
Audio shared by CINC Marketing: Congratulations, Mark. Thank you, camera. Thank you.
CINC Marketing: James, thank you, Dan, as always. You stay handsome.
Audio shared by CINC Marketing: Thank you, everyone, for joining and submitting questions. Be sure to subscribe to the pod, sync office hours.
CINC Marketing: Wherever you get your pods.
CINC Marketing: As the kids say.
CINC Marketing: And as Dan says, and then also be sure to follow us on social, at SyncPro.
CINC Marketing: Wherever you get your… artificial social.
CINC Marketing: Because Real Social would be in person. And you can come to Sync U for that.
CINC Marketing: If you love the show, thanks very much, and if you're not, if you don't, dang it, messed it up.
CINC Marketing: Don't tell anyone about that, or that you didn't like the show.
CINC Marketing: Have a great day!
Tamara Ward: Thank you, have a great one, thanks for having me.
James Terry: to ever.
Daniel Lott: Thanks, Daniel.
CINC Marketing: Yeah.