Subscribe
Share
Share
Embed
CINC Office Hours Episode 3 - Jeff Walker | March 12, 2025
Office Hours airs live on the second Wednesday of each month at 11am ET.
Register to watch live and ask your questions at cinccommunity.com/registerforwebinars.
Title: Scaling Success with Jeff Walker: CINC Product Updates
๐ Date: March 12, 2025
๐ข Presented by: CINC
Register to watch live and ask your questions at cinccommunity.com/registerforwebinars.
Title: Scaling Success with Jeff Walker: CINC Product Updates
๐ Date: March 12, 2025
๐ข Presented by: CINC
๐ Episode Overview
In this episode of Office Hours, Jeff Walker, CINC's Chief Product Officer, joins Dan, James and Harry to outline some recent CINC product releases and give show where the real estate CRM is headed. Jeff breaks down the key elements that help real estate professionals create momentum and drive conversions.
๐ก Key Topics Covered
- Recent CINC product releases
- Upcoming CINC product releases
- CINC's Product Roadmap
- Live Q&A from real estate agents
๐ Resources Mentioned
๐ง Listen & Subscribe
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: All right.
CINC Marketing: Hey? Everybody!
CINC Marketing: Thanks. All for joining.
CINC Marketing: I am Harry Kerbo. We're letting everybody filter in as you guys hop in. Let us know where you're from
CINC Marketing: or
CINC Marketing: or we could do. We could do like this, the Sync, 9 0 9. Let us know one weird fact
CINC Marketing: about yourself.
James Terry: Oh!
Jeff Walker: You first, st Harry.
CINC Marketing: Okay.
CINC Marketing: My mom and my sister are both professional clowns.
James Terry: Answered.
Jeff Walker: Rather than the.
CINC Marketing: Yeah, Dude Doodle, the clown and Tater, the clown.
James Terry: Hater. I forgot the other one I knew. I remember Doodle.
CINC Marketing: They used to do the Georgia tech football games, the pregames.
Jeff Walker: So.
James Terry: Thank you for that.
Jeff Walker: There's that clown college right in
CINC Marketing: Okay.
CINC Marketing: In Tennessee.
CINC Marketing: My mom used to teach at Clown College.
Jeff Walker: Really.
Daniel Lott: She's a professor.
CINC Marketing: They were called the.
Jeff Walker: What name? What are the names of the classes at at Clown College?
CINC Marketing: I don't know. I didn't go. I couldn't get into the family business but my name was gonna Be kick.
CINC Marketing: kick the cloud.
Daniel Lott: Oh!
CINC Marketing: I was gonna be dark.
CINC Marketing: That's why I wouldn't have made it.
Jeff Walker: You see, now we know why you're so good in the
CINC Marketing: I mean.
Jeff Walker: And the suit that we've got the witsuit.
CINC Marketing: That's right. Yeah, yeah.
CINC Marketing: Oh, so there's a commercial of me. So my mom had a local access
CINC Marketing: show in Griffin, where I live called Doodles Birthday Club.
CINC Marketing: and so, like, I have my birthday on there. There is a video of me somewhere for Spalding Regional Hospital at 12 years old as a large baby in a diaper and a bonnet.
CINC Marketing: With a with a large bottle. Yeah.
Daniel Lott: You didn't bring that up for the job interview. You didn't break that out.
James Terry: So.
CINC Marketing: No.
Jeff Walker: Youtube. It can be Youtube. Then.
CINC Marketing: I was too busy embellishing my excel skills during the job interview.
CINC Marketing: So alright! Well.
James Terry: A couple of people.
Jeff Walker: 0 weird facts on the chat, by the way, so nobody has.
CINC Marketing: Yeah, everyone is,
Jeff Walker: Fact.
James Terry: People sign in from Wilmington. I assume both North Carolina. I think the 1st one, said North Carolina. Yep.
Daniel Lott: Oh!
James Terry: Yeah, Travis, from one of my A very good friend of mine from college, grew up in Wilmington, North Carolina, and still lives out there with his family. I love visiting. It's beautiful town.
Jeff Walker: Hmm.
CINC Marketing: Well, maybe I'm not sure.
Jeff Walker: Front of the house.
CINC Marketing: I'm not sure if you guys saw everything in the marketing for this about the weird facts and the Wilmington facts. But we can go ahead and get into the other stuff
CINC Marketing: if you guys are ready. So yeah, thanks, everybody do it.
CINC Marketing: I've got some people coming in. Thanks for letting us know
CINC Marketing: where you're joining from always so cool to see people from all over the country right Atlanta, where we are.
CINC Marketing: Palm Springs, Naples, Diamond Bar.
James Terry: Yeah, a lot of California.
CINC Marketing: One of the coolest city names, Diamond Bar.
Jeff Walker: I used to live in Washington. We had a gold bar in Washington.
CINC Marketing: Oh, okay, that's cool.
James Terry: Not quite as good as Diamond Bar, though it's a step up.
CINC Marketing: Platinum bar platinum bar is where you want to be.
CINC Marketing: Well, yeah.
CINC Marketing: Yeah. And then, when I lived in Athens and I would drive to Duluth. There was a town called Carl.
CINC Marketing: and that's where I wanted to live. There's also a town called between in between, anyway. All right, Minnesota.
CINC Marketing: all right? So okay, again, thanks. Everybody for joining. I'm Harry Kerbo. I'm the senior director of Paid Social. This is the 3rd episode of office hours. So we really appreciate everybody joining everybody signing up. We got a lot of great questions, but before we get into everything wanted to introduce my esteemed guests here well, I guess they're not my guests.
CINC Marketing: anyway. Our guess everyone knows and loves the most handsome boss in the land.
CINC Marketing: Minus Alvaro, Ariz, Dan Lott.
CINC Marketing: Hello!
CINC Marketing: Who's who's the sunshine of everyone's existence? I know Dan has something he wants to talk about, but before that.
James Terry: Yeah.
CINC Marketing: Have to go to a top story from James Terry.
Daniel Lott: Breaking, this is breaking.
James Terry: Yeah, this.
CINC Marketing: Breaking News.
James Terry: So I was hanging out late night last night. I was at Waffle House. Not what you think, but yeah. Waffle House at 11 o'clock last night, and a celebrity in the advertising world walked in. If anyone is familiar with Jake from State Farm, and no joke.
James Terry: I would not have gotten a picture. I don't usually do this kind of thing. I've seen, you know, whatever especially you out in California like you run into these people. If Patrick Mahomes had walked in, I would not have cared. But
James Terry: Jake from State Farm actually his name's Kevin for those that don't know super friendly Guy.
CINC Marketing: Let down. What a letdown.
James Terry: Super friendly.
Daniel Lott: He would have legally changed his name to Jake.
CINC Marketing: Yeah.
James Terry: We've. It's a good point. We've had. Clients do it for their branding.
Jeff Walker: Jake lives here, I take it. Jake's Jake's here in Atlanta.
James Terry: I.
Jeff Walker: You didn't know.
James Terry: I do not know. Our our conversation was brief. His entourage did not look quite as friendly as he was, so they were cool with the picture, but sometimes it's 11 o'clock, and you say I need a waffle, and you just call up your driver, and you know you roll in 4 deep with
CINC Marketing: Above.
James Terry: House for a coffee, you know. That was last.
CINC Marketing: Last night.
James Terry: Yeah.
CINC Marketing: It. Yeah.
CINC Marketing: And I can verify that because he's wearing the same shirt he had on in the office. So yeah.
James Terry: Yeah.
CINC Marketing: Jake, if Jake, if you're on you, wanna unmute.
James Terry: I was gonna say, so ken so be prepared. We're buddies now, me and Jake, like we're we're best friends, and so he's gonna be our guest speaker next next month.
James Terry: I don't know what value he'll bring at all. But come on, look at that smile.
CINC Marketing: Got you?
CINC Marketing: Good day. Sync, pro is there?
CINC Marketing: So.
James Terry: That was the quick thing that I know, Harry. I showed that picture this morning in a meeting to our team. Harry wanted to work that in here. I know Dan has some stuff. He's very.
CINC Marketing: I really worked on the segway. Yeah.
James Terry: Well, I just wanted to say real briefly about Jeff Walker. And we'll get to him in a second. But for those that don't know. In my opinion, Jeff is one of the best communicators at Sync.
James Terry: and literally from day one on on literally his 1st day here he gave an awesome presentation. He he showed himself as being one of the breast presenters that we've ever had on on staff here at Sync. Now this conversation, this, this webinar, is going to be much more conversational than it is a presentation.
James Terry: But I just wanted you guys to know, like, in terms of Jeff's communication. He's very good at addressing the so what question like? Not just going into what's available? But like, why does it matter to you? And he, he really is good at explaining the value of everything that he's worked on, and everything that's coming down. So just wanted to let you guys know for those that don't know who our speaker is? What what Jeff's gonna be bringing today.
Jeff Walker: Jane.
James Terry: Know.
Jeff Walker: Appreciate it. And I'm in product at Sync. And so I can get you the information about where we're going with the product. And and this, you know, the this office hours is really about just having open conversations addressing questions versus having prepared content. But we're excited about what we're doing and the projects that we have in progress. And so this is more of an opportunity to
Jeff Walker: talk about the future. The things that are going on behind the scenes to get feedback from you guys and ask questions and get your input about what's important to you as well. So excited to have this conversation.
CINC Marketing: Yeah. And if Jeff freezes, don't worry, he's an AI so he's just rebooting
CINC Marketing: but yeah, that's 1 of the things that I'm sure he'll be talking about, but I will.
Jeff Walker: Yeah, he's really, like.
CINC Marketing: James, I will, I will echo what James said, that Jeff has done just an amazing job of formalizing things in the system. And really.
CINC Marketing: you know, testing our way to success and
CINC Marketing: having the data to answer the questions that we all ask. So
CINC Marketing: I've you know I I love the work you've done, Jeff, with.
CINC Marketing: I like the work you've done, Jeff, with.
CINC Marketing: you know, highlighting leads that are taking high high value actions and really just helping in clients to know you know, who you should follow up with when
CINC Marketing: and well, I know we had a great example of that recently that I know.
CINC Marketing: Dan wants to put a handsome spin on.
Daniel Lott: Alright!
CINC Marketing: Out there.
Daniel Lott: Good segue there, Harry.
CINC Marketing: Thank you.
Daniel Lott: Right, yeah.
CINC Marketing: Almost as good as the Jake picture.
Daniel Lott: Yeah, all right. So one of the things in the client marketing department is, we always get excited when one of our clients actually, throughout the entire company is we always get excited when one of our clients sells a expensive house and or represents the buyer or the seller. Either way, they're excited about about it.
Daniel Lott: We've also started.
Daniel Lott: if you sell a million dollar house you can get cookies. So talk to your account manager about that. But anyway, so.
CINC Marketing: It's.
Daniel Lott: Very good cookies delivered to your door, so.
CINC Marketing: They won't let us have any of the cookies.
CINC Marketing: The cookies are only for people.
Daniel Lott: All right. Okay? So yeah. So anyway. So you can get talk to am about that. If you sell a million dollar house, $900,000. No, no, that'd be 1 million.
Daniel Lott: all right. So we get excited about when we sell 1 million dollar houses, 5 million dollar houses. Whatnot.
Daniel Lott: Usually it's a million dollars is less rare than 5 million dollars. But anyway, so last week we heard, or 2 weeks ago, we heard about a sale that one of the one of our clients represented the buyer in the largest residential real estate transaction in the history of Charleston, which is very exciting.
Daniel Lott: It was a 21 million dollar transaction, 21.2 5
Daniel Lott: 1 million dollar transaction. It was actually the house went for 18.2 5 million.
Daniel Lott: the furniture and all the other stuff inside. Maybe the stuff in the fridge they kept that I don't know, but that was an extra 3 million dollars, which is pretty remarkable. So it was the most expensive house home transaction. So
Daniel Lott: we are, especially in the client marketing department. We're very excited to see that it was a sync lead. It was somebody who
Daniel Lott: came to their site became a lead because of sync advertising, and
Daniel Lott: what was remarkable remarkable about it is that it kind of fit in with all of the
Daniel Lott: you know, if, if, like, we have a plan on what we're doing, we're not just randomly making up stuff. It's a plan. And it this is like the exact
Daniel Lott: the the exact steps that took place fit exactly what we're trying to do. So I'm just going to walk you through
Daniel Lott: what sync does on behalf of all of our clients? Not just Steve Smith, who sold the house for 21 million dollars, but for all you guys. So you know, we call it hyperlocal micro targeting, which is just a fancy way of
Daniel Lott: describing what we do. And so hyperlocal is so, Steve Smith. When he started he gave us 10 areas. He started in August 2,016, 9 years ago.
Daniel Lott: He gave us 10 areas
Daniel Lott: from there we have expanded his account to 171 Ad. Groups. This includes additional areas that are within. Like he'll give us Charleston. We'll drill down to specific areas within Charleston create ad groups for those. And the micro targeting would be the niches. And that is the important thing here. So a niche is, instead of what our competitors do is they get the 10 areas.
Daniel Lott: Let's throw it up there and just leave it there. And you know it's fine. Let's do a mediocre job. Who cares.
CINC Marketing: That's probably right.
Daniel Lott: We don't care for our clients doesn't matter.
CINC Marketing: That's what's painted on the wall. Let's do a mediocre job. Who cares.
Daniel Lott: For our clients.
CINC Marketing: Since.
Daniel Lott: So, anyway. So but so Charleston would get one ad group, for in other companies. So with us we have these different niches, such as condos in Charleston, luxury homes in in Charleston, gated homes in Charleston.
Daniel Lott: or Historic homes in in Charleston.
CINC Marketing: How are we working with the duo?
CINC Marketing: That one in mind, Dan, to do all those ads.
Daniel Lott: How? Because we have invested millions of dollars in technology where we are able to. It's it's
Daniel Lott: if you're doing it manually. It would be impossible. It literally be impossible. You would need, like a staff of a thousand to do all these things. But because we've created the technology over a dozen years. We're able to do it.
Daniel Lott: Not minutes. But you know, in, you know, an hour or so it or just in a in a time. That's gonna make you want to do it all right. So
Daniel Lott: historic Charleston historic homes. So we created the Charleston Historic Homes Ad. Group in September 2,016 for this client. Fast forward! 9 years.
Daniel Lott: Lot lot has happened 9 years. But one thing that happened was 9 years later. On November 20, th
Daniel Lott: somebody. A prospective home Buyer.
Daniel Lott: Googled Charleston Battery Houses for sale. Charleston Battery is the historic area of Charleston that called up
Daniel Lott: the landing page of Charleston historic homes.
Daniel Lott: and for a click of 60 cents they
Daniel Lott: access the house that they ended up. They whatever they access to became a lead. And then
Daniel Lott: so we've already done one thing we've already by doing having this Google really likes it. When, like the landing page, that's the page on the website, the keywords, the ads. They all kind of fit together. And so this is a perfect way of this is a perfect use of it. If we would have just said Charleston homes for sale. They probably wouldn't have seen this ad because they were had a specific search. Charleston Battery houses for sale. It went to a more drilled down landing page. All right. So.
CINC Marketing: I do wait. I do think this is important, because I always something I always tell people is, if you aren't using sync, you could be missing out on leads that are too close to buying.
CINC Marketing: because you don't have those hyper local
CINC Marketing: targets in there right like. And you said the cost per the cost per click was 60 cents, which is lower than our average cost per click.
CINC Marketing: But that's what those hyper local ad groups do.
CINC Marketing: you know not as many people. The reason that they're cheaper is because there's fewer people
CINC Marketing: that are doing those ad groups and.
Daniel Lott: Right. Our competitors ads wouldn't show up for a search term, and like a lot of these niches, a lot of these like when we have the hyper local is like homes for sale near
Daniel Lott: what? Like Indian Hills Country Club, or something like that country club, is a good
Daniel Lott: beacon for doing hyper local ads. Nobody else advertises for those. So our clients do. And so they are able to get a lower cost per click, because there's less competition.
Daniel Lott: So.
CINC Marketing: Know those areas because of years of analysis of the data. And we have more data than anyone has.
CINC Marketing: So.
Daniel Lott: That's true, Harry.
Daniel Lott: So true.
CINC Marketing: We thank you. Thank you, Dan.
Daniel Lott: Alright. And so that's that's half of it. And then the other half is
Daniel Lott: on November. It's just the story is amazing. And it's just. It's what our entire company is focused on this story. November 20.th
Daniel Lott: The person became a lead, and it was a Sunday night at 7 30.
CINC Marketing: So.
Daniel Lott: The agent was probably out doing Sunday night things, watching 60ย min, or watching football, or whatever it is. So they, the AI, the sync AI, which Jeff Walker personally built, communicated, reached out via text with the client, went back and forth.
Jeff Walker: And over.
Daniel Lott: Over an hour, and set up a appointment
Daniel Lott: for to to talk at 9 o'clock in the morning. The next day the agent
Daniel Lott: called him up at 9 o'clock the next day.
Daniel Lott: and then to to set up an in-person meeting that morning.
Daniel Lott: That meeting happened, and then, 2 weeks later, on December 6th the house was under contract, the most expensive
Daniel Lott: house in the history of Charleston.
Daniel Lott: so I don't. It's you know we we're very excited about this, and it's just because it's all. It's all you know. I kind of glossed over the AI part. But like that's not
Daniel Lott: they didn't, just, you know, accidentally do that, either. They worked years and stuff, making this AI, that it's great and conversational, and we're able to look at what the actual text are. And it's like it seems like it's a real person doing the AI like going back and forth with the the buyer. So that was successful. If any of it
Daniel Lott: would have not been on the the, you know the level. If it was not, it was if it was like the ads were bad. The AI was bad, the transaction wouldn't happen. Both were excellent. That's why the transaction happened was 5 East Battery in in Charleston, and.
Jeff Walker: Picture of the house, Dan.
Daniel Lott: Not not really! No, no, Jeff!
CINC Marketing: I knew somewhere.
CINC Marketing: I can pull it up. I do somewhere.
James Terry: Let's say it's been shared.
Daniel Lott: That's really nice.
James Terry: So.
CINC Marketing: Right now.
Jeff Walker: See it. I can! I.
CINC Marketing: Appreciate it.
Jeff Walker: I pulled.
Daniel Lott: The article is good. Do the one with the jogger in front of it. That's the best.
Jeff Walker: I just found this one. I just found this
Jeff Walker: one. It's this house right? That's the one right.
CINC Marketing: Yeah.
Daniel Lott: Yeah, how about that?
Jeff Walker: This is when I got this is an article about when it got listed.
Daniel Lott: But that is the one.
Daniel Lott: So yeah, that's.
James Terry: You want to paint my house pink and see if I can tack 20 million onto the price tag.
Jeff Walker: Here. Here's the 3 million dollar couch that that got added in
Jeff Walker: I mean 3 million bucks of furniture and furniture. That's that's pretty incredible.
Jeff Walker: I guess that's kind of it, listed.
CINC Marketing: I was in right in it, but I didn't want to pay that much for the furniture.
Daniel Lott: Yeah, okay.
Jeff Walker: Nice, though. Yeah.
Daniel Lott: Pool.
Jeff Walker: There you go!
Daniel Lott: Does look like a house that'd be worth that much, because it's very nice looking house.
CINC Marketing: When I think, too like, you know, you can't downplay the impact of the agents, or or the agent on this, either. Right like this is someone who was ready to buy right away. They don't want to trust someone that you know is unprofessional
CINC Marketing: or anything like that in the sale, and
CINC Marketing: I mean the AI teed it up.
CINC Marketing: and you know, told them, hey, call this person. But then, you know, the Sync client did an amazing job do
CINC Marketing: of Carrie? I mean, you look in. The the notes are very detailed, like the conversation is very helpful, so I mean, it was just impressive
CINC Marketing: all the way around. I think that's, you know, like we succeed when the agents succeed, we want to give people these leads. But then.
CINC Marketing: you know my like this same client
CINC Marketing: knocked it out of the freaking park, and I know him, and and he's a great guy, and he's a smart guy, and I'm so happy for him.
Jeff Walker: And that that's actually, that's a problem area that we've been trying to focus on, too, Harry, which is getting that handoff done when a lead becomes agent ready? Because one in the past, when I've you know, looked deep in the in the data we see about like 50% of leads that
Jeff Walker: hit an agent ready state like they are AI agent ready, or they submit a showing request, don't get contacted after that. And and the reason is because so many of those leads are leads that have been in the system for a while. And so they're not front and center. And so people are usually focused on calling those new leads. But we know this is a long game, and a lot of those leads don't mature for 6 months
Jeff Walker: for a year. And the trick is okay. When that happens, how do we make sure that that doesn't fall through the cracks? How do we make sure that those leads are seen by agents, and action is taken on them. And so we've been working on that. There's still more work to do, though. And so that's that's something that we're still really curious about.
Jeff Walker: how can we help create visibility on those leads?
CINC Marketing: Yeah, and I, you go.
James Terry: Cindy had a question on here. She was asking about what his ad spend is, and it's it's nothing outrageous, it's not. It's not super over the top. It's above average, for sure. I think we're allowed to say like for that market.
James Terry: Obviously the cost per lead. And what should your ad spend be is going to vary from market to market. In this case, in Charleston his ad budget is 1,21250 a month. I think that's all. In 1550. You got some social on there as well, but his total ad budget 1550. And so I just did some quick numbers to say just like what the return on this one lead is.
James Terry: So over the last 9 years at, and I only did it with the 1250 for his for his ad budget.
James Terry: He spent a little over $130,000 in the last decade, generating leads, and this one transaction assuming 2.8% is over 16,000. I'm sorry his $616,000 in his gci. So if in the last 9 years nothing else has come through. He still made 500% return, you know, on his ad spend. If he hasn't sold any other houses yet, I'm sure, isn't the case to to what Harry was just saying.
James Terry: in terms of clearly a very good agent, and is able to help a lot of people. But I just wanted to address Cindy's question, there, what is the ad spend? Our recommendation is almost always depend, you know, in most markets that it ad spend should be higher, just with
James Terry: the amount of demand there is for the traffic, the amount of at times opportunities we have to show the Ad. Most of our clients are under utilizing the the demand that they have and the lead flow that they can get. But wanted to answer that for Cindy, real quick.
CINC Marketing: Yeah. Cool. Cool. Got some great comments going on. Congratulations.
James Terry: Nice.
CINC Marketing: Casey, that is awesome.
CINC Marketing: Yeah. So that's great. Oh, and I guess now is a good time.
CINC Marketing: Congratulations to us. We have set another new record in the amount of time we can ignore, introducing our guest officially, this time clocking in at 25ย min. So this is Jeff Walker. He is the chief product officer here at Sync.
CINC Marketing: But yeah, Jeff's already been joining in. He's already introduced himself because he's a well-mannered young man. And yeah, we're just so happy to have you, Jeff. If you have
CINC Marketing: anything you know that you want to talk about. Now's the time, and then we have some questions. That we'll be going through. And then, if you guys have additional questions.
CINC Marketing: please, you know, feel free to to drop them in the chat.
Jeff Walker: Sure, and I am seeing the Q. And a questions as well. So I have. I'll be able to address those as well, and
Jeff Walker: there's always so much to do to improve the platform. And we're we're really focused on what are the high value problems that we can solve?
Jeff Walker: Are
Jeff Walker: the the areas we're really focused on right now are around lead nurturing. And so where our platform is about getting great leads and then converting those leads to appointments to set to t you up for transactions. And so that is the area where we focus on the most and where we're trying to both keep leads engaged so that we have more leads, who are building
Jeff Walker: poor with with you and your platform, and 2 making sure that those leads get contacted when they, you know, reach a certain level of maturity. So we're very focused on. Oh, my lights just went off. Hold on a second.
Jeff Walker: Okay.
CINC Marketing: Okay.
Jeff Walker: If you sit still for too long, then the lights go off better.
Jeff Walker: So we're focused on really leveraging AI now. And so we have a big project in play around around building out our lead nurture engine. And so you guys have probably seen
Jeff Walker: in that we've we've made really big strides with sync AI with it, being fully generative right now. So the conversations aren't scripted. They're very natural. We're getting great results from that. And so we're seeing 12% of leads now that are contacted by. Not that AI attempts to contact are getting to an agent ready state. And so that means that all the leads, whether you know leads with good phone numbers, leads with bad phone numbers.
Jeff Walker: Whatever state they're in.
Jeff Walker: 12% are getting to a point where the AI is saying, Hey, this agent should get involved at this point because they lead is asking for something.
Jeff Walker: and so that takes a lot of the work away.
Jeff Walker: absorb more of the work through automations and through the system, so that you can focus more on picking up where you can drive value through quality conversations. And so we've got this. We've we've got our 1st piece that we have our. That Sync AI product is homegrown. So we've built that internally. And
Jeff Walker: that is important for us, because we want that to be just a piece of a broader lead, nurturing solution that is able to communicate through multiple channels and is able to understand everything that's happening with that lead. So everything from
Jeff Walker: conversations that you've had with the lead so making sure that we are recording those conversations and transcribing them so that we can develop the right nurturing plan for those leads to being able to communicate via multiple channels, including outbound voice calling. So those are some of the things that we're working on. So our vision is that
Jeff Walker: when a lead comes in that every lead gets a distinct
Jeff Walker: nurturing plan that is determined for it, based upon everything that we know about that lead. And so we want to get away from like having to set up auto tracks and segmenting, you know. Oh, these leads are in these buckets, but the each lead based upon everything we know about that a next step is determined, and that we can take that next step through automations as much as possible, and then hand those leads off
Jeff Walker: through live transfers, through group texting through whatever method is going to best create that handoff to the agent. And so that that kind of gives you the the big picture. But you know right now, for instance, what the sync AI knows. You know what that leads area is, and it collects information about what some of their preferences are.
Jeff Walker: but the next step is giving it full insights into everything the lead is doing on the site. So right now, for instance, behavioral messaging is something which is kind of
Jeff Walker: dare, I say, like it's somewhat dumb in that a trigger happens. The lead favorites some properties, and it sends out a message. That's a generic message that tries to re-engage that lead. So we want that to be fully integrated into the AI. So the AI is seeing every property the lead is looking at, and then can reach out more contextually, based upon everything that lead is doing. So not just send a generic message, but set.
Jeff Walker: but be able to send something which is most appropriate for everything that lead has done, and whatever conversations have happened with that lead. So it will act much more like a person and assistant than an automation or a computer. And so that's kind of the background. And so there's a lot of pieces that need to come into play there, including we need to have call recordings. We need to be able to have transcripts of those recordings, so that we have all the context of everything that's happened with that lead. If the lead says something on a
Jeff Walker: call like, Oh, I'm going to be ready in June, because that's when I'm taking a new job that that's what goes into the context of the lead of the AI determining when's the right time to follow up and to ask about the job specifically. So are you getting ready for your new job? What are you thinking about, you know, when you want to start looking at homes?
Jeff Walker: And then the handoff piece. And so this is one of the questions that came up around group texting.
Jeff Walker: This is
Jeff Walker: and the voice over IP. So a couple of the questions that came in the Q&A. So far somebody asked about having a fully functional VoIP phone. So on the platform rather than just a dialer and then another question was about being able to do group texting. And these are kind of like these are opportunities for us to try to build that functionality in as a way to best service. This goal of ours. And so, like one of the questions we have is
Jeff Walker: the AI acting more like an assistance right now all the communications happen in one channel. You know that you are on the same text thread as the AI. It might make more sense to have a group text where the AI passes it off to you and introduces you and say, Okay, I'm going to bring in
Jeff Walker: Ethan, to talk more about. You know your your property search. He's our agent and and then
Jeff Walker: we'd still have the advantage, for for the lead. Nurturing is, we would still have perspective of all the conversation, so we'd be able to see what Ethan saying what the AI is saying, what the lead is saying, and then use that context to always be evolving that that lead nurturing. So these are the projects we're working on right now on the on the, on the agent side. And hopefully, that gives you a little bit of perspective on the vision, but we're really trying to make it so that
Jeff Walker: Less work is done. It's more like a model of you. Think about like a Zillow Flex model, where something behind the scenes is doing all this lead nurturing, and it's surfacing it to you when they're ready to talk about going and seeing houses, and that you're picking those up. And then the conversations that you're having are really focused on the leads that have already been nurtured and matured.
CINC Marketing: And I think I think you may have said this a while ago. Jeff. This is one of the things that really kind of snapped it in place for me. I'm more of an ideas, Guy, than a details, Guy, but you said, you know, we want to take
CINC Marketing: want to take sync from like this product that you use to. You know it's a it's a person within your business, right like it's the person who's nurturing leads and letting you know, you know, helping you set your schedule. And to me like that just makes so much sense, you know whether it's
CINC Marketing: you know, like what you just said of us.
CINC Marketing: The the focus on highlighting leads who are taking crucial actions, I think, is
CINC Marketing: just awesome, you know. I think it's a that's something that we've been
CINC Marketing: really improving since you've gotten here.
Jeff Walker: Yeah, and we. And we use that kind of as our model like when we ask ourselves how something should work, we say, Well, what would a person do right if it was a person.
Jeff Walker: the business, what would they do? And so Brian just asked a question where he dropped something in the chat, saying, when setting an appointment, it would be great if the meeting invite were sent to the client also. Yeah, that's something a person would do right. If you had an assistant they could send out the meeting, invite and so that's 1 of the you know, we're looking at like that's 1 of the ways we can solve that drop off problem of
Jeff Walker: right now. Sometimes that Sync AI will commit to something like it will say, Okay, great. They'll call you tomorrow.
Jeff Walker: And and then that action doesn't happen. And so we're trying to
Jeff Walker: fix that particular problem as well to make sure that that handoff isn't missed because it's really it's not good. If if the AI says, Yeah, we'll call you tomorrow, and then you don't. And so actually, we're building our engine, our AI, which has all the the context. And then we're creating these things called skills
Jeff Walker: and a skill would be being able to set an appointment and integrate with a calendar. And so that's something which is planned as well, so it can send out. And that way you'll get a sense. Did that person accept that appointment? And, most importantly, that way on your own calendar, you would see it as well. So we're thinking like, How can you be effective.
Jeff Walker: even if you aren't in the Crm. Right? They, if you don't have to necessarily check the Crm every day to know what you need to do that day, and if we were able to drop it in
Jeff Walker: your calendar, then you would know, okay, at this time I need to call this person and the details of that would be in your calendar.
Daniel Lott: So I I saw there's a couple of questions about just what exactly did like you said like, it's now it's gen
Daniel Lott: generative. Is that the word so like. What?
CINC Marketing: What the heck does that mean?
Daniel Lott: What does that mean? And actually, when, when exactly, did this change happen?
Daniel Lott: Like what cause? I remember? There's the big switch over.
Jeff Walker: Yeah, it's last September. Yeah, that's when we rolled it out for everybody. We were.
Daniel Lott: Alright, so that kind of fits with the timeframe of of the big sale is that that happened in November and the
Daniel Lott: the Transat. The the transcript was so you know, it was a really good conversation that they had. So
Daniel Lott: how did this new one? How does that compare to the old one like? What did? What did the old one do, or what does the new one do that the old one doesn't do.
Jeff Walker: The big thing is, the old one is still the old one was scripted, and so the AI was about understanding it could understand the context of the conversation, and it could understand what information it had gathered and what it hadn't. And so it had a goal to get an appointment. It would know that if it understood your preferences, but its responses were scripted, it couldn't make up responses. And so it
Jeff Walker: it tended to sound
Jeff Walker: generic right some of the conversation. It could get a little awkward and say, You know, oh, thank whatever the person said, it'd be like, Oh, thanks for telling me that information, and they would ask his next question. And so it couldn't really react to the specific things a lead was saying.
Jeff Walker: And so the new generative AI, you know, it's based upon Openai. So it has all the knowledge that, like A, you know, Chat Gpt has. And it means that it can respond contextually and even answer specific questions. So I see a lot it can talk about, you know.
Jeff Walker: neighborhoods or Va loans. Or you know, it's it's designed not to get into anything. That is a license activity, but it doesn't just ignore things, and it will then try to pass that off to the agent as the expert, but it can engage
Jeff Walker: in a much more like you're talking to a person versus just talking to a bot.
Daniel Lott: All right.
Jeff Walker: And then Ethan says, still uses a new clients.
Jeff Walker: 1st name a lot. Yeah, it's interesting. So now, you know. And these are things we can tweak, but we now it's much more based upon goals. And so we we prompt it with, Hey, your goal is to get in a
Jeff Walker: appointment, and these are the things that you need to do. So we're training it the same way. We would train our clients at Syncu, or through our conversion day where we give it a lot of the same skills. And then we're measuring like, we can actually see the conversion rate
Jeff Walker: across the board. So we're we're still evolving it in its conversation abilities. And we take it. And we say, Okay, we want to learn a little bit more about motivations and and get to asking the why more before we try a handoff. And how does that impact conversion? But we have the ability to kind of see all the conversations, and and try to keep tweaking them to improving them. And of course the next big piece which was I was talking about is
Jeff Walker: is giving it more context, so it understands everything the lead is doing, and can set a proper follow up plan accordingly.
James Terry: And Jeff, a couple of people have asked, How can they
James Terry: confirm or make sure like, how can they activate this, this new AI or it. Did we just roll this out for all clients? Or how can people opt into this.
Jeff Walker: It's an add on product. So if you, if you didn't purchase it at the time of when you got your package, is something you can add on. And you can just talk to your account manager about adding it. But it is
Jeff Walker: I mean, I'd say it's it's 100% necessary to have, because it takes a lot of the work away. And it keeps you from, you know, like that one, that that 20 million dollar deal. The lead came in on a Sunday night, and so the AI was texting with them at nighttime, and then teeing it up for the agent in the morning. So it it set the expectation with that lead that yeah, there's a real person behind there. They're gonna follow up and and kept them engaged.
Jeff Walker: Yeah, that was.
CINC Marketing: Was one of the things that I was thinking about.
Jeff Walker: Today was like you go to sleep on.
CINC Marketing: On Sunday night.
CINC Marketing: You wake up on Monday morning
CINC Marketing: like, Oh, you have an appointment for a 22 million dollar home today.
CINC Marketing: Yeah, or follow up. Follow up with this person, you know, and.
Jeff Walker: Make sure. Everybody knows, you know, as a tip now, because we've been working a lot on the agent
Jeff Walker: launch pad, right? So the launch pad. We're surfacing those conversations in one place now. So if an AI
Jeff Walker: if it gets a lead to agent ready, it's gonna show up in the contact, requested section of your launch pad, and we have the new section, which is just a couple of months old, called trending leads, which shows you all leads that are highly engaged. And one of the activities there is that they're in a conversation with AI, and so you can see, and you can filter that down and see all the leads that are talking to AI as well. And so you don't have to dig through your your leads dashboard anymore to find those?
Jeff Walker: Eddie asked.
CINC Marketing: I know we were. Well, I know we were seeing some more was that released yesterday. Some. There were some updates to the design of those pages to make it easier to see all the activities. Was that something that was released? Or am I.
Jeff Walker: No, no, it's released now. Yeah. And I'll see if my demo site has. I'll I'll try to bring it up. But so it's people.
Jeff Walker: People see what I'm talking about. But yeah, we've grouped it. It used to show in training leads. Every time somebody triggered an activity like high property views, high favorites. And so sometimes the same lead would be triggering lots of different behaviors. And so it show up lots of times. So we've grouped them together now, so you can see more leads. And if a leads triggered 10 different behaviors, then it's all listed out under one record and collapsed. So it's much cleaner than it was.
CINC Marketing: Yeah, I think you were about to say Eddie was asking about. Does it email? Also.
Jeff Walker: Not yet. That's that's kind of you know the the progress that we're doing. So we've got text today.
Jeff Walker: then next is voice. So we are working on a voice solution for outbound calling. So the AI can actually call the leads.
Jeff Walker: which will be really interesting, very excited about that. And then email will be the 3rd skill that's after that. But you can see like that's the vision is that it will be. It's like one person has all the knowledge of your leads, and can choose the right way to communicate based on what you know. So sometimes it might send an email as just a follow up
Jeff Walker: like to say, Oh, we had this conversation. I just want to email you to confirm what we talked about like the thing that you would do. But you never have time to do right. And and then email becomes much more one to one, because deliverability is always a challenge with email and and the providers are very sensitive to things that look like spam, right? Like auto tracks, emails.
Jeff Walker: They get filtered a lot more than than a 1 to one, a personal email, because they they see the same content going to lots of people. It's more likely to get caught
Jeff Walker: and so we want to move more towards a 1 to one communication through AI through every channel.
CINC Marketing: And then phase 4 sync pro terminators.
CINC Marketing: Come with me if you want to buy a house.
Jeff Walker: Here, I'll share. I I've got it on my screen now, just so you can kind of see what I'm talking about with Launchpad. So.
CINC Marketing: Chopper.
Jeff Walker: The launchpad. The launch pad I'm talking about is is here so the 1st tab you have in your Crm is launchpad, and so we've released.
Jeff Walker: a a lot of this is is in our recent releases, prospecting tab. This is our demo data. So it's not gonna might look a little weird, but this is the prospecting tab which you can filter your p ones. P. Twos. P. Threes, which really mean your the new leads, your leads that you've got attempted contact on active leads and the things that you just have to do in your leads. Filters are all here, but the contact requested section is here, and this shows the leads that
Jeff Walker: have taken some type of action, the showing request, property, inquiry, one of the one click actions on the listing details. So it's designed to bring this front and center the home pulse inquiries that's here as well. And then the trending leads is the one I'm talking about. This is a demo site, so it doesn't have a lot here. But if you go to your own site you'll be able to see trending leads. And it's going to show all the leads that are triggering one of those things that would typically like trigger a behavioral message. So if you look at the list here.
Jeff Walker: AI. Conversation claims home pulse, frequent visitor, high favorites, high property views, shared a listing updated their contact info. This is a big one. A lot of clients have asked about this calculated mortgage.
Jeff Walker: That's a good signal. When somebody's using the mortgage calculator on the listing details. Page. We've seen that
Jeff Walker: that that is, they convert 4 times better than a lead. That doesn't do that. And so it's a good signal to look at, because it means they're starting to think about. Hey? Can I afford this? And there's interesting information in there, too, because when you see, somebody has calculated a mortgage. You'll see if they change their down payment.
Jeff Walker: It gives you a sense of of what cash they might have on hand, and so that information is is on the lead details as well. So anyway. So that's what I'm talking about. You can check out your training leads. There.
CINC Marketing: So if if they I'm sorry. But if they update
CINC Marketing: their contact info as part of the real verified
CINC Marketing: flow, like if they update their phone number. Does that show up under updated contact info.
Jeff Walker: We've just added that one specifically, I'm not sure if it's been released yet. If not, it's it's coming out in the next few days. So yeah, we have a lot of leads now that we've added real verified that they might put in a bogus phone number@firstst But when they get to that listing details, Page, and they realize they can't see all the photos they go. Shoot. Okay, I'll give it to you
Jeff Walker: and and then that event that lead up that phone number update where we know for a hundred percent, we're getting that good phone number is gonna be in here as well, and trending leads.
CINC Marketing: There is some high priority feedback. Everyone here is very stressed out by the amount of tabs
CINC Marketing: that you have open.
Jeff Walker: I did. I did close tabs because I had so many tabs that I couldn't see the ones on the right hand side
Jeff Walker: anymore.
Jeff Walker: So, yeah, what you? I'm using them. Okay.
CINC Marketing: Tabs I do with icons on my desktop.
CINC Marketing: Now I know why. Wi-fi.
CINC Marketing: yeah, Jamie, all right. Very good.
Jeff Walker: Jonathan Brown's here in the office with us.
CINC Marketing: Yeah, it's because he's watching all these Youtube videos. That's why you don't have any bandwidth.
Jeff Walker: Learn a lot on Youtube.
CINC Marketing: I did have. There is a question that I think is pertinent to what you were just showing, Jeff that came in the QA from Mark.
CINC Marketing: and it's some feedback that we've heard before it was around.
CINC Marketing: Request to tour a home by leads that don't really want to tour the home when you follow up with them.
CINC Marketing: So a lot. I am curious, Mark.
CINC Marketing: Do you see these more from social leads than search leads.
CINC Marketing: the reason being when they sign up on the form, we ask them a question of whether or not they would be interested to tour the home they're looking at
CINC Marketing: if they say yes, we put that in as a showing request, as a way to alert you.
CINC Marketing: that they have said yes, but they haven't gone through and scheduled it on the site. Necessarily, if they're coming from that path.
CINC Marketing: Now, the thing with sync, you know, we always we always develop in iterations.
CINC Marketing: So
CINC Marketing: you know, one of the one of. And we've had this conversation around, you know. Should we include that we're looking at ways to improve it as well.
CINC Marketing: But one of the important data points were, or was that leads that indicated they were interested in touring the home where I think it was 5 times more likely to set an appointment
CINC Marketing: than someone who said that they who says no to that question.
CINC Marketing: So I did just want to address that. That is a common piece of feedback that we get, and something that we are
CINC Marketing: like that makes sense. Right? I agree with that feedback.
CINC Marketing: My, my thought there is that this is
CINC Marketing: a positive iteration, you know, in a way of like we've been talking about this whole time.
CINC Marketing: alert you to actions that someone's taking
Jeff Walker: Yeah, it's for us. It's, I think, showing, giving more context about how that was generated could help
Jeff Walker: because it's not easy. It's not that easy to to do a a tour request
Jeff Walker: on the listing details? Page. I mean, it's hard to say you could do that by mistake, but when when the lead comes in from Facebook, and they answer just one of the questions on Facebook, yeah, I'd like to tour this home.
Jeff Walker: You create that request. And those are gonna be lower intent because
Jeff Walker: they were just answering that question versus someone who filled out the form. And so looking and seeing well, where did it come from? Was that just part of the Facebook lead? Or was that someone who used the form on the site can make a difference? Maybe we can do a better job of exposing that.
Jeff Walker: It's a tricky thing like we're actually, we're looking. We have the same thing with property inquiries. We have the inquiries that are done by the form
Jeff Walker: where someone has to fill out the question and they hit property inquiry. So it's multiple steps. And then we have the one click inquiries that like, I want more info about this home that is, on the listing details page. And so it's just one click. So it's very low friction to to get that.
Jeff Walker: The ones that fill out the form are going to be higher intent than ones that fill out that just click the button. And so we're sort of having that debate right now, like, well, should we make it harder for somebody to do that? Or
Jeff Walker: but but the problem is, the data shows that those people are still very, very much more likely to submit an create an appointment. And so like well. And so a lot of it, I think, is about the conversation that's had like
Jeff Walker: you know, don't don't necessarily assume when you talk to somebody like that they're ready to go. See
Jeff Walker: that house still use your typical approach of like, hey? I saw you were you were on our home search site, you know what's got you looking? Are you looking to make a move in the near future, or just browsing? Use your same scripting so that you don't prompt that objection of like if you said, Oh, I got your tour request.
Jeff Walker: When would you like for Asap? So do you want to go see it tomorrow? Because then it's like, well, they don't even know you yet. You haven't built that rapport yet, and and they might be a little bit defensive like. Well, I didn't submit that. Well, I mean, we know that they
Jeff Walker: had some interest, and people aren't just going around blindly clicking buttons right? And so. But you might need to pull it back and do what you would typically do to build rapport with that lead. And then, of course, if they want to see the house. They're going to let you know. But the good news is you got somebody on the phone that is.
Jeff Walker: look
Jeff Walker: to buy. You know, no one's most people aren't shopping and and going into details and clicking buttons just for fun. I mean, I know sync is fun. But it's not that fun right? That they have some interest in purchasing at some point
Jeff Walker: and so, you know, sticking with those scripts that that are effective for for new leads and using the skills you learned at Syncu or on our conversion day. If you haven't gone to a conversion day, we teach a lot of those skills about how to best convert those conversations to to appointments. And that's always the best bet, no matter if it's a contact request or a new lead to use those skills to best convert them.
Jeff Walker: But we are testing some different things to try to see. Okay, how can we? You know, how can we balance that as best as we can.
CINC Marketing: Yeah. And there were also some questions around, kind of scripting and support stuff. This seems like a good time to bring it up one of the questions we got.
CINC Marketing: Do you have a program to train beginners on how to use? Sync?
CINC Marketing: So a lot of really great resources there. I'm not sure if you were a site owner or not who asked this question. But we do have, you know, training. We have support.
CINC Marketing: John Marone.
CINC Marketing: one of our great sync you trainers, has just recently started a course called the Agent Blueprint.
CINC Marketing: which is getting really good reviews. John Marone is.
CINC Marketing: I mean he's energy in a Bottle man, and he knows how to. He knows how to direct a conversation.
CINC Marketing: I mean, really getting like rave rave reviews about that so I'm not sure I know. I think it just started last week, or we maybe haven't. We had the second one yesterday.
CINC Marketing: so I'm not sure if you can join in progress. But I think this will be something that'll be
CINC Marketing: happening. Yeah, Stacy, look at Stacey selling 1 million dollar houses going to the agent blueprint.
CINC Marketing: Okay. Jb, this is great. So Jb has informed me
CINC Marketing: that they will have to wait until the next course. But that's definitely something I would recommend
CINC Marketing: I've told. I tell the story every time on here. I'm not a rah-rah guy.
CINC Marketing: I went to Conversion Day with John Marone, and
CINC Marketing: he had me, like Superman, screaming and.
James Terry: It was amazing.
Jeff Walker: And we have. And and we that, like one of the questions, was like, Well, what's the best.
CINC Marketing: Okay.
Jeff Walker: Hip or trick, or what can I do?
Jeff Walker: And there's so many things that are like deep into the system. But for anybody who's getting started. The best thing they can do is learn how to talk with the leads, right to learn how to build with those leads, and then call, call and be persistent in the calling. And that's that's what that's what's ultimately going to make the difference and and what you know what you say matters a lot, and that's what is taught in sync. You, because, of course, I mean.
Jeff Walker: the leads are high funnel. They're starting, they they. They just started this search, which is great now, because that means they haven't signed a buyer agreement with anybody else. And so it's your job to to build that rapport and get permission to, you know, be communicating with them over time and get them to a face to face appointment, whether it's zoom call or in person, even if they're not ready to look at houses so that they're building that relationship with you, and
Jeff Walker: and then they're going to be more likely to work with you as well. So that's the skill, really. I mean all the features aside, putting the effort into developing that skill is what will make the biggest difference for agent success.
CINC Marketing: If you have questions around it, I would tell you. Last month we had Matt Feathers on office hours, and he is a he's been a client of sync for more than a decade he's come onto our training team. He's built his own team using sync. He had a lot of incredible insight
CINC Marketing: on questions like those. So definitely check that out. That's on our Youtube channel.
CINC Marketing: But you can also find snippets of it on Tiktok, Linkedin, Facebook, and Instagram. So
CINC Marketing: be sure to follow us everywhere.
CINC Marketing: To have to.
Jeff Walker: I just looked up. I just looked up our next conversion day.
CINC Marketing: Okay, that's like, that's just.
Jeff Walker: That's April 24th is the next one.
CINC Marketing: Yeah, and so and and we have online conversion day, we have. Sync University.
CINC Marketing: you know, the same way, we've talked about our big emphasis on highlighting more high value activities in the Crm.
CINC Marketing: I think this is another way that we've differentiated ourselves is with the training
CINC Marketing: that we're able to offer. And you know, I mean, we put a large investment into this, because
CINC Marketing: when you guys succeed, we succeed.
CINC Marketing: So I think the training is
CINC Marketing: truly the best in the industry, so be sure to check that out.
Jeff Walker: And.
CINC Marketing: Everyone.
Jeff Walker: And every single time every there's somebody who's there who's been on the platform for 5 or 6 months, you know, and they get multiple appointments. And they'll say, this is the 1st time I've gotten appointments.
Jeff Walker: Because they suddenly well, number one, they're making phone calls, which is half the
Jeff Walker: do you want me to? Do? You want me to turn on your voice? Disguiser Jeff?
Jeff Walker: My life!
Jeff Walker: It's just went off again.
Jeff Walker: We got energy.
Jeff Walker: I'm saying the right thing, you know, and and and bringing the right tone to those conversations. And so it's it's 100 worth it for any, for as a refresher as well, and it's completely free. As well as for anybody new on your team as well.
Jeff Walker: Of course, in person. Great sync u is great, but but the online conversion day is a way to you know. Keep it going in between those.
James Terry: And that's also true.
James Terry: So valuable.
James Terry: And I see your vendor on here said that you've started new, and you're doing all the trainings. I love seeing that that's so so big. I was actually just on a call yesterday with a client named Matt.
James Terry: I'll just use his 1st name, I hopefully, hopefully, he's on here. I suggested this. This exact webinar to hear from Jeff. Matt had been with us for about a year. He has not gotten the closings that he's wanted the call was mostly wanted to set it up because all the leads suck, and but and all this kind of stuff that we get a lot of feedback from, so wanted to jump on a call, wanted to help, and I asked if he's gone to any of our trainings. If he's done, I'm looking at the dashboard. He's making calls. He's doing good activity. But
James Terry: Matt's thought process on it was, if they're looking to buy. Then they're gonna buy like I
James Terry: he didn't see the value in the scripting and everything Jeff was just talking about in those trainings of, and
James Terry: I probably shouldn't get into like why, he might not. But
James Terry: so glad to see like that. You're doing all the trainings on here. You know, vendor. Just the way that you put that in there that you started new doing the trainings. That's where what leads to success is the willingness to change and adapt and communicate effectively, and John Marone is master at teaching. Now.
Jeff Walker: And and then it becomes very predictable, because then they know through all this sync use and the conversion days exactly. They can predict every time. How many people will answer the phone, and how many appointments that you'll get. And then that's what it's all about is having that repeatability. Because if you know, and you make this many dials to, I'll I'll talk to this many people if I make this many dials, and I get this many appointments. Then it's just a matter of
Jeff Walker: doing that work.
CINC Marketing: When one of the things that was really interesting that Matt talked about last month we had a question around getting Agent buy in to do the leads, and I think this is one of the things
CINC Marketing: that was like it. It kind of blew my mind a little bit, and it makes so much sense of.
CINC Marketing: you know, he said. I realize that
CINC Marketing: I was wanting it more than them.
CINC Marketing: and instead, I just needed to want more for them. And so the way that he went about getting that buy-in was sitting down and having conversations, you know, what are your financial goals? Okay, if these are your financial goals. We know you need this. Many leads to make this many dials, to get this, many appointments to hit this. And then
CINC Marketing: that's what created the buy-in, you know, and he's 1 of the Sync. You trainers as well. He's fantastic. So a lot of great training and it's being done by
CINC Marketing: again like Lance
CINC Marketing: Lance Simpson, who's been around for more than a decade with Sync Matt Feathers, who's been around for more than a decade with Sync Christine Dunn, John Marone, who are all platform owners. So like these are actual people working the leads and
CINC Marketing: teaching the successful ways to do it. I think it's the best training in the industry
CINC Marketing: we did have. Oh, sorry. Go ahead, I but we have one question I want to make sure we get to before we get over.
James Terry: Right. I want to say one one last thing, and I'll I'll let you. And and Jeff put a bow on it and everything. But I wanted to mention
James Terry: John O'brien
James Terry: just put in as well that the power hour is an excellent fantastic exercise, and if you think about exercise. If you go to the gym, no matter how long you stay in the gym that one day, if you only go once A. I was going to say, once a month. But if you only show up to the gym one day, you're not going to have like these spectacular results. The next day. Exercise depends on frequency. And so, like, I love the way you put that, Brian, that the power hour I suggest, those online conversion days, those trainings.
James Terry: be it them consistently. We do the online conversion day pretty much every single month, and like Jeff said, there's no cost to them or anything like that. So going there and just resetting yourself, having your team go back to the basics and go through that exercise of making the dials and setting those appointments. It keeps it so fresh on your mind. They are not a I showed up once 6 months ago, so now I've got it all in my DNA right.
James Terry: they are most effective through consistency. So I just wanted to say that, Brian, thank you so much for putting that in. There is a really good comment.
CINC Marketing: I know we're over time. But Ethan had a question. That he highlighted again here in the Q. And A.
CINC Marketing: And Jeff I wanted to mention. Do you guys, are we? Can we take a few more minutes? Are you good, Jeff?
Jeff Walker: Yeah, I'm great.
CINC Marketing: Alright. Alright. So, Ethan, let me know. I think this is the question you're referring to.
CINC Marketing: But Ethan asked about data model and info tab like so relationships. Right? Is there?
CINC Marketing: He said. There's no easy way to have a husband and wife in the system that both need to be communicated with.
CINC Marketing: For instance, in salesforce there's a robust relationships functionality where you can link to contacts, or
CINC Marketing: and he names a lesser Crm here that I'm not going to repeat.
CINC Marketing: starts with f and ends with all of boss. There is a subcontact functionality similar to the secondary contact.
CINC Marketing: That you can include in texting and calling. So the question is.
Jeff Walker: Yeah, I mean.
CINC Marketing: The question is, is around those relationships.
Jeff Walker: Yeah, and that's kind of alluding to that a little bit. I mean, I think the most likely way for us.
Jeff Walker: To introduce that is.
Jeff Walker: you know, the model of group texting with the AI. If we do group texting with the AI, then it's opening up like the complicated part of that is the enabling group texting part of it right? And if we do that, then group texting for others in a subcontact isn't a far stretch from from there. And so, as part of this project, we're trying to focus on
Jeff Walker: the the projects we think are going to make the biggest difference, of course for transactions. That's that's what we're trying to measure things by. And so the lead, this, this lead nurturing with AI, the automated lead nurturing group texting, I think, is likely to be the solution that we implement for that. And then that is a mechanism. Then, where we could then start adding on other parties to group text
Jeff Walker: and so once we have that that tech in place. So that's all it is on the table. It's you know, we're discussing how to best how to best do that. But
Jeff Walker: texting improvements. Mms, these things, these are things that we're aware of, and that, you know, we're looking to pull in that kind of functionality while still staying on pace with our our key goal here, which is, you know, how can we drive the most appointments.
CINC Marketing: That's awesome. I want to say, Jeff, man, thank you so much. Thank you to everybody who's been
CINC Marketing: on here today. I hope this has been valuable. I think this is really cool, like I was sitting here just listening to you.
CINC Marketing: You know, listening to you.
CINC Marketing: Go through the answers to these questions, the strategy behind it.
CINC Marketing: so, yeah, thank you so much. I again, I hope you guys enjoyed this. I think this is a cool opportunity.
Jeff Walker: Bring it back anytime.
CINC Marketing: Yeah, let's not go crazy. Let's not go crazy.
James Terry: We got a long wait list, Jeff, you understand.
CINC Marketing: Yeah, alright, there's surveys. There's a lot of analysis.
Jeff Walker: I could just be part of the core panel. I'll just be quiet in the background right.
CINC Marketing: Yeah, you can. You can be in the live studio audience anytime.
Jeff Walker: No.
CINC Marketing: Like Price is right.
CINC Marketing: But no, for real. Thank you so much. Thank you guys so much for being here. We'll be back next month. I think that's the 9.th
CINC Marketing: Yeah, we'll be back on the 9th of April.
CINC Marketing: So you guys, please go ahead and signed up. Tell your friends tell your enemies
CINC Marketing: stand on street corners with poster boards.
CINC Marketing: Let them know. And yeah, anything from you guys before we close it out.
Daniel Lott: No no here.
Jeff Walker: Can't believe that was an hour. It's fast.
CINC Marketing: Alright. Well, you have a great day out there.
James Terry: I'm involved.
CINC Marketing: And everything.
CINC Marketing: What else?
CINC Marketing: And thank you so much for being a client with sync.
CINC Marketing: we love you guys, and we appreciate you so much, and we will see you next year
CINC Marketing: or no next month.
James Terry: There we go!
Daniel Lott: Oh, jeez.
James Terry: Fix it in post.
CINC Marketing: Hang on. We got a reset. We gotta reset. Thanks everybody. We love you so much.
CINC Marketing: We love you so much, and we'll see you next month.
CINC Marketing: All right, we're done now. Okay, bye.
Jeff Walker: I can have like after hours.
Jeff Walker: No.