Episode 19 - Krista Godbee and Abu Ali

Krista Godbee and Abu Ali are both CINC clients, active real estate agents, and CINC employees. They joined Dan, James, and Harry on the CINC Office Hours Real Estate Podcast to share insider tips on how they setup their CINC CRM to streamline follow-up and close more deals.

In today’s competitive housing market, success depends on more than just listings—it requires smart systems, effective marketing, and consistent engagement. Matt shares actionable insights that help agents:

• Close more deals from online real estate leads
• Streamline operations with real estate CRM workflows
• Boost efficiency with automation and AI-powered tools
• Stay competitive in a fast-evolving proptech landscape

🧠 Perfect For:

• Real estate agents looking to generate more buyer and seller leads
• Teams wanting to improve conversion rates and follow-up processes
• Brokers seeking scalable systems for growth
• Anyone using or considering CINC CRM

Register for next month's CINC Office Hours LiveCast: https://www.cinccommunity.com/registerforwebinars

Learn more about CINC: https://www.cincpro.com/request-a-demo

Let's Connect:
Facebook: https://www.facebook.com/CINCPro
Instagram: https://www.instagram.com/cincpro/
LinkedIn: https://www.linkedin.com/company/cincpro/

Have questions about CINC, real estate leads, or scaling your business? Drop them in the comments or join our next CINC Office Hours session live!

Creators and Guests

Host

Dan Lott

Dan joined CINC in 2012 when he was the first employee of CINC's Client Marketing Team. He has more than 20 years' experience in search marketing and online advertising, mostly developing lead generation programs for fast-growing businesses.

Host

Harry Kierbow

Harry has led CINC's Paid Social Media Marketing Team since 2015. He has more than 15 years experience managing social campaigns for clients of all sizes - with more than half of that being focused on real estate lead generation.

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.

Guest

Abu Ali

As a Client Advisor at CINC, Abu builds and maintains strong relationships with clients, helping them maximize the value of the platform to grow their real estate business. H proactively provides guidance, resolves issues, and identifies opportunities to improve client performance and satisfaction, while bringing a strategic, results-driven approach to client success and retention.

Guest

Krista Godbee

Krista has been with CINC since 2021, starting as a Trainer before moving into the Implementation Manager role in 2023. Since then, she's helped launch several hundred clients onto the platform, specializing in getting sites live, setting up integrations, and preparing teams to work leads successfully from day one.

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: I always know.

Audio shared by CINC Marketing: Mess it up.

CINC Marketing: Hang on Because I'm the one that controls this replay, so I can cut this, so you guys…

CINC Marketing: Only the ones that are here live will see that I've messed up the intro again. As we say.

CINC Marketing: Hello, everybody.

Audio shared by CINC Marketing: Welcome to…

CINC Marketing: What we just figured out is the 19th episode.

CINC Marketing: of Sync's office hours, real estate, Podcast extraordinaire.

CINC Marketing: If you guys… Trivia!

CINC Marketing: How many mustaches have I had during the run of Sync Office Hours?

CINC Marketing: We just figured it out.

CINC Marketing: Well, I knew, but… Still got some…

Daniel Lott: Too many is the answer.

CINC Marketing: Two.

James Terry: Too many.

CINC Marketing: I like Orlando.

Krista Godbee: Five.

CINC Marketing: That's aggressive.

CINC Marketing: I've got other things to do.

CINC Marketing: Orlando, then just grow mustaches.

James Terry: I had that queued up, Harry. I was ready.

CINC Marketing: Yeah.

CINC Marketing: Go ahead and tell us where you're coming in from.

James Terry: Okay.

CINC Marketing: Gabe's favorite question.

Krista Godbee: Good question, though. It's fun.

CINC Marketing: Yeah, respect.

James Terry: to notice.

CINC Marketing: Siburu.

James Terry: Who's plugging in from furthest away? That's always fun.

CINC Marketing: Plugging in.

Daniel Lott: Europe?

James Terry: Letcher, North Carolina.

Daniel Lott: Asia.

CINC Marketing: If you've got your buzzword bingo card plugging in, be sure to mark that one off.

James Terry: Thank you.

CINC Marketing: Very cool, Vegas.

James Terry: Kim Hawkins, a good friend of mine, grew up in, I think it was Waynesville, North Carolina

James Terry: He says it was so far in the woods he had to drive towards town to hunt.

James Terry: He grew up a little backwoods.

CINC Marketing: And.

James Terry: It's beautiful, beautiful country up there.

CINC Marketing: Very cool. I have family in Asheville. He moved up there for Kimberly Clark.

CINC Marketing: A business, not a woman, he's married.

Krista Godbee: I was like, who's Kim.

CINC Marketing: It's a business.

James Terry: Is that right? Yeah, yeah, you know Wayne's.

CINC Marketing: That dang Kimberly.

Krista Godbee: Yes, they'll do it too.

CINC Marketing: Very cool.

James Terry: There's a lot of

James Terry: Okay, I was about to say steamy that that doesn't sound right. I saw steamy Sarasota, Florida. There's a lot of warm parts of the country. Everybody's

James Terry: Everybody steamy. Is that okay to say? Is that that reasonable.

CINC Marketing: I'm okay with it.

James Terry: Harry will allow it.

CINC Marketing: All right. Well, we still got people coming in. See me here in Miami. Sweaty. Yeah.

CINC Marketing: Dale, is that Texas? Are you in Texas?

CINC Marketing: I think so.

CINC Marketing: Anyway, I'm always sweaty. Yeah, I'm always sweaty. I'm in Georgia.

CINC Marketing: I was sweating in my house last night.

CINC Marketing: But that's because I'm in peak physical condition.

CINC Marketing: But you can, join, you know, you hear all about that on my fitness podcast.

CINC Marketing: But this is a different one.

CINC Marketing: This is the Sync Office Hours Real Estate Podcast, the live Q&A.

James Terry: 100, 110 in Vegas. Sorry, sorry.

CINC Marketing: So yeah, if you are… Not looking for this.

CINC Marketing: I don't know how you ended up here, but that's what we're doing.

CINC Marketing: You're auditing the wrong class, you've made a very specific set of mistakes to somehow get here, but for those

CINC Marketing: that are here on purpose and by accident. Thank you. We appreciate you. We got a ton of good questions today, and that's what this is. This is a live Q&A. So if you guys have questions as we go along, please drop them in the chat. We'll discuss.

CINC Marketing: Definitely want to let you guys kind of guide it here, but I know a lot of people just like to hang out and kind of see the questions that are being asked, so that is 100% fine as well.

CINC Marketing: I am Harry Kerbo. I am the Senior Director of Paid Social over here at Sync, joined as always by my

CINC Marketing: compatriot on the search side, James Terry, and our fearless leader over here in the marketing side.

CINC Marketing: I was still talking about myself, not you, Dan. Don't be pretentious. The most handsome man in the Internet.

CINC Marketing: Dan Lott. Thank you, thank you.

Daniel Lott: Too much.

CINC Marketing: Just remember how handsome you are, Dan, as the mid-year reviews come about.

Daniel Lott: I am always thinking about that.

CINC Marketing: Yeah, don't get down by anything, because you are so handsome, and I believe in you so much.

CINC Marketing: So just keep that in mind.

Daniel Lott: So just a little bit about Sync.

CINC Marketing: Oh!

Daniel Lott: What's your hair?

Daniel Lott: I'm being seamlessly.

CINC Marketing: This is copy.

Daniel Lott: Segwaying into my reading of the two paragraphs.

Daniel Lott: Sync is the number one all-in-one real estate lead generation and conversion CRM platform for teams and top agents.

Daniel Lott: Expert Google and Facebook lead generation, IDX websites, AI-based follow-up, intelligent CRM.

Daniel Lott: lead nurturing I was almost there I almost read through the whole thing.

CINC Marketing: Yes.

Daniel Lott: Lead nurturing automations and more. What is that more? You have to find out.

Daniel Lott: But we're going to talk a little bit about some of the more today.

CINC Marketing: Number three will shock you.

Daniel Lott: Number three will shock you. Yes, exactly. So that's where you're at.

James Terry: some more.

Daniel Lott: Around a year into it, I realized that we don't really say who we are, so… theoretically, if somebody happened upon… now that we're on Spotify, and throughout…

CINC Marketing: Apple Podcasts.

Daniel Lott: It's Apple Podcast.

CINC Marketing: Well, music.

Daniel Lott: It could stumble upon us and not know what we do, so.

CINC Marketing: I think we're on something called Stumble.

Abu Ali (Client Advisor): Mmhm.

Daniel Lott: Really?

CINC Marketing: I think so.

James Terry: The big time.

CINC Marketing: I don't know. So very cool. We are still 19 months in, terrible at introducing our guests. So I guess we should move to that now. This is a really, I'm really excited about this. This is a really cool one. We've got, Abu Ali and Krista Godby both.

CINC Marketing: work with us here at Sync and are active agents, so they've got a lot of great insight. I know,

CINC Marketing: James has a very… James has, what I like to call a future eulogy, what some people call an introduction.

James Terry: Yeah, pretty.

CINC Marketing: Yes,

James Terry: Emotion.

CINC Marketing: Promotion. Yeah. So tell us about our guest, Jay.

James Terry: I'm excited about.

CINC Marketing: I'll let him speak, it's only 10 minutes in.

James Terry: I'm excited about this. I'm excited about you guys being here because I think correct me if I'm wrong, Harry, but I think you guys are the first people to, like, raise your hands and volunteer and say, I I wanna do office hours. Like, everybody.

Krista Godbee: Told a bit.

Abu Ali (Client Advisor): Thank you.

James Terry: What'.

Abu Ali (Client Advisor): Pretty much.

James Terry: I was about to say, one of you raised your hand. One of you probably got volunteer volunteers.

CINC Marketing: I saw a hand. There was a hand somewhere.

James Terry: Yeah.

Abu Ali (Client Advisor): It was it was a recommendation from one of our, someone in our training team, Bernadette. So she made the recommendation to Krista and Krista kind of.

Abu Ali (Client Advisor): Just pulled me on in. I said.

Krista Godbee: You're doing this. We're going to do this together. It's.

James Terry: be awesome and so for those that don't know I like to tell a little about our guest just why we add them on here and and for everybody who's plugging in and plugging in again sorry Harry for all of our clients like who who they're hearing from today so Chris and Abu have actually a similar work history here at sync which makes them both very dynamic and knowledgeable on all things real estate and CRM

James Terry: Their start dates are actually about five years ago. They've both been here over five years, and their start dates are only about three weeks apart. Similar to twins as they grow up, I don't know which of you — three weeks apart is all I was told. I don't know who was first.

Abu Ali (Client Advisor): I'm the oldest.

James Terry: Okay, who's the oldest? They both began the journey as a training specialist on that team, teaching and equipping our new clients, learning the ins and outs of the system, but also exposure to different team makeups that required really thinking outside the box to fit the needs of those clients.

James Terry: They were both quickly promoted. After training, Krista moved on to be an implementation manager, and Abu was promoted to a client advisor role.

James Terry: They've both excelled in these roles, but in the past few years, in addition to everything that they bring to sync.

James Terry: they each became licensed real estate agents as well. This gives them a very unique edge when they're partnering with our clients to really understand what a day in the life of an agent looks like, so they can drive that ultimate success. So, Abu, Krista, welcome out, guys. Did I leave anything out? You guys want to say hello?

Abu Ali (Client Advisor): No, everything's… you… I think you did too well, James.

CINC Marketing: Yeah.

Abu Ali (Client Advisor): Oh, no, but it's definitely a pleasure to be here. Hopeful, hopeful that I can share some knowledge that I have kind of gained over the five years just working at Sync, and my knowledge within the last two years as a kind of a dual career agent in the way I use the system. So I'm looking forward to it.

Krista Godbee: Same, same. I won't have much insight as an agent, as I just got licensed, this past year, a few months ago, actually, which is really…

Abu Ali (Client Advisor): Who encouraged you to get licensed?

Krista Godbee: I don't know, not you. No, Abu was pushing me to get licensed, along with my husband, and, you know,

Krista Godbee: my husband just made a comment one day, we were both talking about doing… flipping homes or something, he's like, well, you're not licensed, so I signed up for a 6-week course, not realizing how in-depth real estate school was, and here I am, now licensed, and I have a transaction under my belt, thanks to Sync.

CINC Marketing: Yeah, it was a sync generated lead.

Krista Godbee: Yeah, it was.

CINC Marketing: Very cool. Well, thank you guys, we got a lot of good questions that I think you guys will be really helpful in.

CINC Marketing: Just some housekeeping items real quick before we get started. I know there's been a lot of, updates that we've released recently.

CINC Marketing: So I want to make sure everyone's aware of that. There is a new option to promote your listings now in the CRM. So you can do that from the properties or the deals tab. There's an advertised listings button. Just click that. That'll get your ad set up.

Daniel Lott: What are those ads like, Harry?

CINC Marketing: What are they like?

Daniel Lott: Yeah.

Daniel Lott: What do they have on them?

CINC Marketing: Well, okay, yeah, I was trying to be smart, but I guess I'll just be factual.

CINC Marketing: Because I wasn't coming up with anything. But yeah, so that is an ad for a listing that you select. It'll have a… most will have two variations. One

CINC Marketing: is a single image variation. One is a carousel, so up to 10 images. That's utilizing the images from the MLS listing itself.

CINC Marketing: We can also include videos, if you have those. I know a lot of clients do create listing videos, so we can include those in the ads as well.

CINC Marketing: Yeah, and that ad will go to interested people in your area. Leads generated will be sourced according to that property, so you'll know what they signed up on, and they'll come right in the CRM.

CINC Marketing: Eligible for AI, all that good stuff. So, yeah, that is the advertised listing button, or you can just go right to synclistingads.com if you prefer clicking

CINC Marketing: I don't know, 19 buttons instead of 1, so…

Daniel Lott: So it's exciting. So you get leads, you generate leads and you get publicity for your, your listings.

CINC Marketing: Yeah, absolutely.

Daniel Lott: A multi-benefit.

CINC Marketing: Especially over time, you know, if you hook your branded,

CINC Marketing: Pages into it, you know, there's a… there's a branding aspect of…

CINC Marketing: you know, again, one of the… if you check out the blog, Jess, you can go to synclistingads.com.

CINC Marketing: Or you can go under Properties or Deals.

CINC Marketing: There should be a button there that says advertise listings, so… We just got back.

Daniel Lott: Put the button there. It's exciting. Somebody actually put it into CRA for us. We did it. We asked for it. They did it. It's exciting.

CINC Marketing: It's very exciting.

Abu Ali (Client Advisor): Says.

Daniel Lott: Says something about… You know, advertise your listing. It's good.

CINC Marketing: Yeah, but, if you check out the blog, one of the, the clients on there, Ryan O'Neill, who is the man in Minnesota, he has a podcast as well, so I guess technically we're competitors, but I love him.

CINC Marketing: Oh.

Daniel Lott: We're not competitors.

Daniel Lott: It's a fraternity of podcasters.

CINC Marketing: Oh, okay. He's part of the fam then. But he's done that for years and years, you know, just showing different listings from his branded page, generated leads, gotten some closings, but also, you know, built the brand on his page, gotten a lot of interaction, that kind of stuff. So, yeah.

CINC Marketing: Definitely a good thing to do if you have listings to promote.

CINC Marketing: And then three other things that I'm not exactly an expert on, but I definitely wanna mention, and if you guys have questions about, I'll just go in the order that I wrote them down. One is LSA local services ads.

CINC Marketing: Did they fix it? Is it called local service ads now?

James Terry: That's why we just stick with Lsa.

CINC Marketing: Okay, local.

James Terry: I'm redundant. As much as these usually bother me, like ATM machine and stuff, I call them LSAs. I can't just stick with the LSAs.

CINC Marketing: All right.

James Terry: LSA ads for me. But, yeah, you want me to go into a little about what these… what these are? Do you want to hit the three topics? What are we going to be?

CINC Marketing: Let me hit the three topics really quick, and then I'll come back, just to… just to whet some appetites, in case anyone has any questions about them. So LSA, Local Services Ads, there's a new…

CINC Marketing: I guess it's a widget

CINC Marketing: I'm old school, I call everything an API or an integration, but it's, with FOB.

CINC Marketing: So some increased.

CINC Marketing: Functionality between sync and FUB, which I think some people might be interested in.

CINC Marketing: And then also some…

CINC Marketing: updates or, like, enhancements for us as far as transaction management and, you know, tying that back into what ads are actually converting and, you know, helping us to optimize campaigns.

CINC Marketing: And I do always like to say.

CINC Marketing: I know Alvaro hit it recently in a meeting, but, you know, that is one of the…

CINC Marketing: real competitive advantages of Sync is that we have this end-to-end perspective of lead generation to lead closing that a lot of, kind of, bolt-on competitors

CINC Marketing: You know, that'll remain nameless. Other… other members of the fraternity of real estate CRM providers…

CINC Marketing: Do not have, so… Just really cool updates, and I don't know, you guys…

CINC Marketing: Fight it out. Who wants to talk first about… LSA, FUB, or… Transaction management.

Krista Godbee: I'll defub just because I have several people currently using the widget. If you guys are using Follow Up Boss and Sync, there's now a widget that you can add to your Follow Up Boss system.

Krista Godbee: What it does, you guys are able to now mute AI from your FUB system, which is pretty cool. So, you know, your AI texting on your sync platform, you guys can mute it from there on FUB, and you guys can also update your searches there, which is pretty cool. Like, you can change the search, the frequency, or however, edit it all in this widget.

Krista Godbee: on Fab.

Krista Godbee: I don't know if we're gonna sh… I think there might be a help article on this, but just so you guys know, like, where you can actually access this, if you guys are using FUB, I think in the top corner, it has, like, all of your settings. There's an admin setting.

Krista Godbee: You would click that, and then you're going to go to the Integrations tab, and within that Integrations tab, you're going to see Sync. Just scroll down to Sync, and you guys can easily integrate that widget, and you guys can just move it.

Krista Godbee: However you want.

Krista Godbee: I think it's like a little, like, right, like a side rail bar of where you guys can move your widgets up and down, that's where you'll see it, once you guys integrate it.

Daniel Lott: And I think we use.

Krista Godbee: Mh.

Daniel Lott: Anyways, the, sorry to interrupt, but, yeah, I think we used to have an integration before, or some sort of integration before.

Daniel Lott: this is better. Whatever we have now, it was just released in the last month, and…

Daniel Lott: everybody's very excited about it, and it's as… as Chris was saying, there's a lot of really good features. If you… if you saw it before, and thought, well, it's not so great, come back now, and it is great. There's… we… there's a…

Daniel Lott: Best in class integration with Hub, so…

Krista Godbee: So much better. And then also I want to mention like the stages and fab, like I know you guys can do different stages and stuff. It can show up as a label within sync. So as opposed to, you know, you're trying to match those certain ones, we can do it to where you have a certain stage and follow up box. It can now be a label within sync. So if you go to your sync page, you'll see that label there of like what that stage was and follow up box, which is pretty neat.

Krista Godbee: It just makes it easier when you're working with systems.

CINC Marketing: Yeah, so that's exciting. You guys let us know. We dropped the blog post, and Orlando put the help article in there, so…

CINC Marketing: If you have questions about that, let us know, or you can always reach out to your…

CINC Marketing: Client advisor?

CINC Marketing: To, with questions there.

James Terry: And definitely on that point, because we didn't really open with this for everybody on here. We've got several dozen clients and folks hanging out. We do like for this to be as conversational as possible. I know we asked for questions at like the sign up. We got some great questions. But if there are any questions, if somebody says something that spurs a thought.

James Terry: I mean, use that chat option over here, because we try and prioritize anything in the chat over there as far as, like, what guides this conversation that we're having. We want to address

James Terry: first of all, the people that are here and live, you know, and that did the plug-in, and and address and talk about what you guys want to talk about. So definitely use that. Appreciate it, Dale, I see that there.

CINC Marketing: If you don't stop saying plugged in, I'm gonna unplug you.

James Terry: Okay.

Abu Ali (Client Advisor): Okay.

James Terry: I don't think you get, you can do that.

CINC Marketing: three times.

CINC Marketing: Dale did ask, is that integration only at a broker level, or can an agent under a broker add the integration?

CINC Marketing: For their system.

CINC Marketing: I don't know that. Krista, do you know? Is that a broker… Dale asked, is that only at the broker level, or can.

Krista Godbee: So let me see.

Krista Godbee: So, I know… okay, so I know there's a difference between, like, broker level, admin level. Admin level users can do the…

Krista Godbee: the add-on. Like, you can be an admin-level user and do the widget to add that, but as far as, like, the actual follow-up boss integration, if you don't have the follow-up boss integration set up yet, only the site owner or, like, account owner can, I guess, initiate that integration. But if you're an admin-level user, you can add the widget.

Krista Godbee: Does that make sense to you? Okay, cool.

Krista Godbee: Sorry, I had to take notes on the different user levels, because I know we have similar ones, but I know the verbiage is different at Fo.

CINC Marketing: Cool, cool. Thank you, Dale.

CINC Marketing: Stay sweaty.

CINC Marketing: Lsa and transaction management.

James Terry: Well, I'll try and hit LSA as quick as I can, right?

CINC Marketing: Alright.

James Terry: this one.

CINC Marketing: This will.

James Terry: No.

CINC Marketing: 40 minutes.

James Terry: and for those that in case this is the 1st you've heard from me, I've been being long winded.

CINC Marketing: No, not you. LSA is just… it's not… they don't do a great job of making it apparent, they being Google.

James Terry: Yeah, it's not particularly intuitive. It's a fairly complicated thing. So we've done everything we can to simplify it. And this is the good news, right? So here's what LSA is. Like Kerry said earlier, local services ads. Hate that name, but that's what Google went with.

James Terry: It was designed, if you have a Google profile page, if you know, like, where your reviews are housed, the number of reviews, the average star rating, that kind of stuff, all that profile, it links to these LSA ads.

James Terry: Right? So, when someone is searching for a person in an industry, when they're… when they're very… when they're ready for a conversation… I love this example of, like, a plumber. If you have a pipe burst in your house and your basement is flooding.

James Terry: you're not going to 5 websites trying to decide which plumber you want to talk to, right? You want to click a button and talk to a plumber that can come out and solve your problem right there. You are in the I need a conversation

James Terry: phase of a Google search right? And so these are designed when someone is not searching for like homes for sale in

James Terry: say, Miami, or something like that, if they're searching for top realtor near me, these LSA ads show. It's got your headshot, like I said, it links to your profile, it shows the average, the star rating, number of reviews, which is an important factor for a lot of users on who to interact with, who to reach out to, that kind of stuff.

James Terry: So

James Terry: here's what went wrong. We started this, we had this product 5 years ago, when it was really cutting edge, when Google first rolled it out, and it was a little clunky, and there were some challenges to overcome, and effectively, we would have overcome everything

James Terry: if there were enough calls coming in. If there just wasn't enough search volume for people

James Terry: looking for a real estate agent at the time. And this isn't like, oh, SEPA's doing something wrong. Google was seeing this problem. They had plenty of calls and interaction for plumbers, mechanics, attorneys, all this stuff. So Google brings in a consultant to say, why aren't people calling real estate agents?

James Terry: me and Dan were like, oh god, somebody else is asking the question, you know, why aren't people calling real estate agents? And what this consultant came in and said was, hey, the search volume for real estate is extremely low.

James Terry: Everybody searches, even if they are ready for a conversation. For the most part they're searching homes for sale in Atlanta or Los Angeles home listings, you know, stuff like that. They're looking for those homes. So they said, what you need to do is show a listing directly on the search results. Page, when people look for

James Terry: Look for houses. Show the listing.

James Terry: and some folks might love this. Some folks might love it less. But the day that Google announced this Zillow stock dropped like 8 to 12% that day. It was all over. It was very volatile, right?

James Terry: So what that means is if someone searches for a home in certain markets, it's being tested right now, but this is why we're excited about it.

James Terry: There Google puts a listing directly there they get. They want more information. They look at the listing details. Lsa ads now show. So the visibility of these ads has gone up

James Terry: I don't know a thousand fold.

James Terry: ever, you know, in the markets that this is being tested, being able to put an Lsa. Add on a home search is way, way more effective, and we have a couple of clients in those test markets.

James Terry: That have seen much, much higher results, much better search volume, much better calls coming in, that kind of stuff.

James Terry: So all that is to say, that's what's changed. That's where it was and why we're excited about what Google's doing and where it's headed, because we know that that call volume and that visibility of the LSA ad is going to go up significantly as it rolls out into more and more markets. It was only in three markets because Google had access to just three MLSs.

James Terry: So what Sync has done is

James Terry: If you think about anybody who was running this ad previously, and there's probably people on this call who were a part of this test when we did it several years ago.

James Terry: maybe I'm the only one. Am I the only guy that gets, like, spam calls? That, like, spam likely, or whatever phrase shows up when the phone rings? I get, like, 4 or 5 of these a day for the last couple weeks. It's been wild.

James Terry: I did text…

CINC Marketing: I'm pre-approved for a large loan, and Red Bull is, interested in my resume right now. So, things are really looking up for me.

James Terry: Subtle, Harry. Yeah.

CINC Marketing: Yeah.

Daniel Lott: It'.

James Terry: Talk to.

CINC Marketing: Yeah, Red Bull, Dan.

James Terry: It'll be. And so

James Terry: My point is, Google's algorithm… Google only gets paid when a 30-second phone call is generated through LSA. So their algorithm was very, very, you better answer the phone. So imagine answering every spam call, hoping that, like.

James Terry: 4, 5, 8 of them a month would be…

James Terry: one of these Lsa leads. So that was something. It was a drawback again. The system. The leads were great, but the system was flawed. So I know a lot of people on this call are probably have pro link accounts sync partnered with pro link and agent pronto to say.

James Terry: hey, let's generate these LSA leads for our clients. We'll put them through, the ProLink system. ProLink is a… it's an internal

James Terry: networking, and referral system, right? So…

James Terry: Prolink is going to pay all the upfront costs to generate the leads in certain markets. They're 100. Imagine answer.

James Terry: Paying $100, answering the phone, and someone on the other side is selling, like.

James Terry: solar panels, or something. Another flaw of that system. Now those calls are all gonna go through ProLink, their call center. Google's algorithm's gonna love it, because the calls are getting answered. They're gonna vet out any rental leads that our clients don't really work with.

James Terry: They're going to vet out any sales calls that I know sales managers were training their teams to use LSA.

James Terry: to call people. All that gets vetted out, and ProLink puts you in touch with the ready buyers that they have vetted and said, here's the name, here's the phone number, here's the house that they want to sell, they want to see it this week. It's as warm a handoff as it can be, and again, no upfront cost to it, because ProLink and Agent Pronto are handling it.

Daniel Lott: The hand was so warm. You wonder where that hand was. Honestly, it's so warm. It's so warm.

CINC Marketing: He thought it was a lot.

James Terry: A firm handshake.

Daniel Lott: I I am all on board, James. How does one sign up for this? I I am sold.

James Terry: I mean, you can put in a comment here and just say, hey, here's my name. Feel free to put it in the chat here. Reach out to your client advisor. I almost said account manager. I cleaned that up. Thank you, Abu. I see it. Your name is what saved me. Reach out to your client advisor. So tell them you've got interest. A couple of.

James Terry: We can overcome a lot with Google.

James Terry: And to our neighbors in the north, we love you guys, but for some… Google just does not offer this product in Canada. It's just not available in the Canadian market. That's kind of the only hard and fast rule.

James Terry: Setting up a campaign in North Carolina is different than it is in South Carolina, is different than it is for a client in Florida. So again, it's fairly complicated. We'll have a conversation. I can't get into the, here's what we need to do

James Terry: on this call, because it's so so many people in so many areas. But reach out to your client advisor. We're gonna put some probably pendos together.

James Terry: Put something in the chat here if it's a conversation you want to have, but that's,

James Terry: having a Google profile and reviews on it is kind of the 1st step, because this links to that only 4 to 5 a day. I just saw your message in there, Henry. Yeah, I guess I'm.

CINC Marketing: You can also walk out into your main office and scream it, like when Michael Jackson… er, Michael Scott.

Abu Ali (Client Advisor): Declares…

CINC Marketing: Bankruptcy.

Daniel Lott: Yes.

James Terry: That hello.

Daniel Lott: All right, so this is, so you're saying this is free advertising, James, and you get the recipient of the, or the person who does this advertising gets a phone call with a vetted lead who have already gone through the agent pronto process. So these are great leads and you don't pay for them.

James Terry: Not only that, but to put you

James Terry: Agent Pronto in the prologue ecosystem.

James Terry: Well, if someone interacts and clicks on your LSA ad, and it goes through Agent Pronto, you'll obviously get notified of that. You'll have that lead as your lead.

James Terry: But if somebody in New York says, Hey, I just sold a house up here. My client's moving to Arizona to retire or whatever. Do I know any agents down there? You're not, you're part of that referral network. So you'll be part agent Pronto will put you, they have other lead circles for this. So.

James Terry: It's something. This is about as excited. This is my excited face. I've been as excited for this. Alvaro made a big post on this on Facebook. If you saw this in our owners group about a month ago it was early.

James Terry: He knew it was early. We didn't have the kinks worked out at that point, but he's equally as excited about the new visibility to this high quality lead source.

Daniel Lott: And the whole process is extremely grueling, and the effort that, if you would do it on your own.

Daniel Lott: Is it's it's unbearable, but James will be doing it on your behalf. And so you have that. That's another pros of this. This, Yeah.

CINC Marketing: At least till he goes insane, and then we'll find somebody else. But you won't have to, you, you won't be insane.

Daniel Lott: Yeah. This…

James Terry: But this was an exercise in failing forward, right? I've built one account four different times because Google is.

James Terry: Anyway, I wouldn't recommend trying it on your own. I've been in digital advertising for, holy smokes, close to 20 years, well over 15 years.

James Terry: And it was a process to figure out what Google's trying to think. Dale, your question, I think it's 35% is the split. That's Agent Pronto, since that's through our partnership with them. But it's,

James Terry: the… Referral fee on the other end is 35%, I believe.

CINC Marketing: All right, we got a…

CINC Marketing: You can follow James's spin-off podcast about LSA if you want, but let's talk about transaction management.

CINC Marketing: Briefly, and then we've got some good questions to get into.

Abu Ali (Client Advisor): Awesome, awesome, awesome. So, I will take it from here. So, pretty much, we now… what we're requesting now…

Abu Ali (Client Advisor): is to have access to your transaction management software. So like your dot loops, those programs. And ultimately we only, what we're kind of requesting what the goal for this is to really assist us with looking at what leads are closing through your system that are generated through sync. So we're not looking at any of your we're not snooping through your business or nothing.

Abu Ali (Client Advisor): We're really just looking at, you know, your sync leads, where they generated from, what did they search, did they search homes for sale in.

Abu Ali (Client Advisor): this town, Atlanta, Smyrna, wherever they… how did that lead generate? So that way, we can kind of, kind of build… build campaigns to kind of review those campaigns to hopefully kind of get you more leads.

Abu Ali (Client Advisor): Similar to the ones that have closed. So, if, you have questions regarding how to get this set up, please reach out to your client advisor, or your implementation manager, wherever you are in the process. But we can definitely, you know, get this set up. It's a pretty seamless process.

Abu Ali (Client Advisor): It just gives us access to those sync leads and how they're closing, where they're generating from, which ultimately will help our marketing.

CINC Marketing: Yeah, on the ad… on the ad side, that's… it is beneficial, because… I mean, even, I know, Dan, you mentioned this yesterday.

CINC Marketing: Yeah, I mean, even if you're looking at, maybe on one site.

CINC Marketing: you're looking at, you know, a handful of closings in a given time. That may or may not be enough to make decisions, but across, you know, the entire portfolio, we can see these ads are closing in this area, these ads are closing in this area, and it can help us to optimize

CINC Marketing: The campaign's for everyone, so…

CINC Marketing: definitely an interesting thing. I think it's… and again, I… one of the big benefits of Sync is that we generate the lead, we see the whole process of the lead, you know, and then we can actually know which leads close, which a lot of service providers can't.

CINC Marketing: You know, and that's why they quote stats like cost per impression, which is really meaningless, you know, in terms of… of other… we're…

CINC Marketing: our goals now are cost per sale, and that's more and more what we're looking at, and that's what I think agents should be looking at as well, so…

CINC Marketing: Yes.

Abu Ali (Client Advisor): So if you have any questions or just how to get that set up, it's a pretty seamless process. Just reach out to your client advisor, formerly known as your account manager.

CINC Marketing: Yes.

CINC Marketing: There you go.

Abu Ali (Client Advisor): Okay.

CINC Marketing: Henry said, and I think this is related to LSA, a lower probability effort to capture leads. What structural strategy can Sync come up with to engage with people not answering the call? So, specifically with LSA,

CINC Marketing: Google is tracking the agents that are answering the calls. Like, the lead is initiating the call.

CINC Marketing: If I'm understanding that correctly, that question.

James Terry: Most of the call… the search volume is done on mobile devices, and all of the listing, information, all this test showing up,

James Terry: showing listings directly on Google's search results page is on mobile devices. So when they click on the LSA ad, call is generated. We're not driving that traffic to a website

James Terry: and focusing on conversion rate, call comes in, and that's why people… again, our clients weren't answering them. To… to address that is where the partnership with Agent Pronto and ProLink came in.

James Terry: Because we know they're gonna answer it. So some of the number… the biggest feedback I got was two pieces. These leads are awesome.

James Terry: Second piece, why did they stop, right? They started to dwindle.

James Terry: over time, again, back in twenty twenty one, twenty twenty two, why did these leads dwindle? And I was like, because you missed calls. And people miss calls for legitimate reasons. You know? I I took a shower this morning before jumping on this call. Right? I'm not answering the call while I'm in the shower. Thank you, Harry. I'm so I need I I'm a words of affirmation guy.

James Terry: But I… you don't take a phone call in the shower, right? Like, if you're at a showing and you're giving somebody your undivided attention, you're not gonna stiff-arm that person to come take a phone call over here, especially when it might be irrelevant, it might be spam, it might not be LSA at all. So…

James Terry: sending them the algorithm tracks that I promise you Google that call answer ratio.

James Terry: putting them through Agent Pronto, everyone will get called. Google's algorithm's gonna love it, it's gonna help our placement, it's gonna help your placement over time, showing long-term. And then, again, the number one thing is that they're vetting out all the irrelevant sales calls and the stuff that we weren't paying for anyway, to only put you in touch with people who are

James Terry: Waiting and expecting your call back.

CINC Marketing: That's all good, but it turns out I misunderstood the question, so.

James Terry: Not LSA.

CINC Marketing: Good answer, though.

James Terry: Really?

CINC Marketing: Really good answer.

James Terry: We'll clip it, cl.

CINC Marketing: Yeah, Henry's saying… okay, so… personalized texting… okay, so Henry's talking about…

CINC Marketing: kind of internal strategies for leads that don't answer the call. So, personalized text video that's automatic when someone registers, non-AI generated introductions. So, I know we have video, some video options in the CRM,

CINC Marketing: What do you guys, yeah, what do you guys think about that, Abu and Krista?

CINC Marketing: So yeah, like a personalized text video that's automatic when a person registers, develops succinct, personalized, non-AI-generated introductions. So I get ways to follow up in…

CINC Marketing: You know, kind of based on triggers when a lead doesn't answer the phone.

Abu Ali (Client Advisor): Gotcha. So, I mean, it depends on, first, are you using AI? So, if you're using AI, you don't… you obviously don't want to send a video text message, because that will mute the AI.

Abu Ali (Client Advisor): But I would… I mean, if you want to do maybe an email.

Abu Ali (Client Advisor): That is possible to set that up. Maybe an auto track campaign, which we recommend doing like the speed to lead email only if you have the AI or you can do the speed to lead if you don't have AI as well. So you can have, you have an option to do a text message and an email. Now also remember when they first register, they're getting the welcome email.

Abu Ali (Client Advisor): They're getting the text from the AI, so you may want to stagger your messaging a little bit. You don't… you don't want to hit them 4 times when they…

Abu Ali (Client Advisor): just registered. So I would probably stagger it to maybe like the second day or third day. They also are getting those property alerts that they'll start getting as well. So just be mindful of those. And if you're unsure how to set up those video messages, just reach out to your client advisor. We can help you get set up.

Krista Godbee: I was gonna say it, it kind of

Krista Godbee: Trail off of that, too. If you're wanting, like, if you're doing your daily prospecting, like, hopefully, because we all are, right, we all call our leads every single day, and they're not answering, so after those several, like, first call attempts, like, at least if you're making, like, six call attempts, and you're trying them for a couple of weeks or so, and they're still not picking up, maybe you can do, like, a re-engagement campaign for an auto-track campaign, and then do it that way, like, kind of.

Krista Godbee: You can do it in your speed to lead, that's great, do the email, or you can also do it to where you have, like, an engage… like, a re-engagement campaign of some sort, and have it start with a label that will trigger that campaign, and you can do either…

Krista Godbee: I would say an email, like, hey, you know, video introduction, like, I've been trying to reach you, when to follow up on your home search, you know, I'm the one who's been calling you, because if people are getting

Krista Godbee: I wish I was getting 4 to 5 spam calls a day. I'm getting, like, 25 spam calls a day. If they're getting all of these unknown numbers calling, you can finally kind of say, hey, I'm the one who's been reaching you, by the way, just trying to get in touch, and that could be something you could also do with, like, a video intro.

CINC Marketing: Yeah, and I think, there's a great, there's a good webinar, coming up for this as well, just for some other perspectives too, with, it's cold to close. Hang on, I'm gonna post.

Abu Ali (Client Advisor): Def.

CINC Marketing: Sign up.

Abu Ali (Client Advisor): That's, yeah, that's definitely, recommended. It's with Greg and Bruce. They both are,

Abu Ali (Client Advisor): conversion coaches with us. They're Sync clients. They… we, we, you know, help… they help a lot of our current clients that we have with Sync with great information, great text messaging, templates that they use, and different structures. So, highly recommended to join that webinar.

CINC Marketing: Yeah, and Matt Feathers is also on there, who was a guest, I guess last week, or last month, I'm sorry. But he actually, he talked about this, you know, he, he has a, he's been a client for over a decade, so he has a large database.

CINC Marketing: Of people that are, you know, of people that are not all engaged, and one of the things that he did

CINC Marketing: was… they created a campaign for, people who had been in the system for over 10 years, but hadn't logged on in multiple years, so… and he said he got some engagement from that, so I think that'd be a really good thing to check out.

CINC Marketing: Hang on one second, Mike. It's my son's birthday, and there's, like, a duck call going off down here. One second, let.

Abu Ali (Client Advisor): No, and, to answer Henry's question, kind of, speed to lead doesn't matter when they don't pick up. Welcome emails often go to spam. If you feel like they're going to… you feel like your welcome emails are going to, to spam, that's when the kind of, like, what Krista mentioned with the extra follow-ups.

Abu Ali (Client Advisor): And actually, just making sure that you're making those dials,

Abu Ali (Client Advisor): Of course, you know, we want to call first, but the text messaging and

Abu Ali (Client Advisor): the emailing, I think, definitely helps. I mean, I've ventured out… I mean, just me personally, if I feel like I'm seeing someone isn't… they've been in the system for 30 days, and nothing… they've opened…

Abu Ali (Client Advisor): Nothing. Email them from your personal email. It doesn't hurt anything. Just to see, just to hopefully, I mean, we want to kind of connect and let them know, hey, I've been sending you some listings. Have you checked your junk or spam?

Abu Ali (Client Advisor): And that way you can kind of try to draw some interest there.

CINC Marketing: One of the questions that we got along, the calling side,

CINC Marketing: was around call screening now, so that's something that we hear usually every month. We get a lot of questions about it.

CINC Marketing: What do you guys do, or what… how do you handle the… the, you know, say who you are when you're calling somebody, the call screenings?

Abu Ali (Client Advisor): I just say it's Krista.

Krista Godbee: Yeah, this — people — I hear it often. I call my leads also. And I can't tell you that I've seen a difference in answer rates or not.

Krista Godbee: Not very many people have the call screening. Like, when I'm doing my daily dials, I might get a few of them, but okay. When I typically do it, I say it as if I'm almost, like, confused that there's, like, a recording of some sort. So when I'm calling, it says, restate your name. I'm like, oh, it's Krista from the home search site. Or it's Krista following up on your home search.

Krista Godbee: And.

Krista Godbee: People will answer the phone and they're like, "Hey, Kr

Krista Godbee: And I'm like, hey, I wasn't expecting you to answer. And we just take it from there. And it's actually a really great conversation. I've had great conversations with all the people who've had a call screaming on, and I say it.

Krista Godbee: like I said, it sounds silly, but I say it as if I'm confused, like, oh, it's Krista, what's this? And I think they're like, oh.

Krista Godbee: I don't feel like I'm a salesperson, I'm not, like, just a script, I'm not just waiting for that, like, it's Krista with, I don't know, USA Home Loans or something. It's like, it's Krista from the Home Search site, and it works really well

Krista Godbee: my… my calling, I guess I would say, my prospecting. Like, the call screening is kind of, like, a non-issue. I don't even think about it, because I'm like, are they going to answer regardless or not if.

Abu Ali (Client Advisor): Yeah, and totally, I mean, I agree with that as well. And sometimes just sending maybe a follow-up message or something, a text message to say, hey, you know, just reaching out regarding your home search. I'll try you again later on this afternoon around three. How does that sound?

Abu Ali (Client Advisor): So, now they kind of… I mean, they kind of know who, you know, who's calling with the screening anyway, but just kind of letting them know, hey, I'm a human, I'm not just a robocall trying to get them to sign up for insurance.

CINC Marketing: Well, and that… it's interesting, and we kind of talked about this yesterday, just…

CINC Marketing: you know, you guys, everyone who's following that, those sync best practices, they say the same thing, but it's just slightly different, you know? And that's one of the reasons you should follow the pod. If you go back and listen to some of the, more, the other episodes we've had recently.

CINC Marketing: They all kind of, everybody kind of says the same thing. I think, you know, Matt says, he just says, this is Matt, you know, and like.

CINC Marketing: That's worked better than anything, but,

Abu Ali (Client Advisor): And it's kind of a… it's a confidence thing, too, when you're calling. I think people can hear, like, you're kind of like, this is, you know, you're kind of… you're a little hesitant, like, you know, just… just have, like, a

Abu Ali (Client Advisor): you know, I think the more, you know, perceived you are. I mean, like, for example, I had to call the other guy. I called a lead the other day. He called… we answered the phone,

Abu Ali (Client Advisor): he, you know, was like, well, I only signed up because you guys, you know, I signed up, you made me put my email in, I just wanted to see this house. I said, awesome, well, hey, you know, I got more, there's more listings on the, there's more homes, on the site, continue to look. But just, hey, just while you're looking, let me make sure I got exactly what you're looking for.

Abu Ali (Client Advisor): Why are you just out browsing? So I kind of reiterate that he told me, yeah, sure, you're just br

Abu Ali (Client Advisor): Alright, and then that kind of broke the ice.

Abu Ali (Client Advisor): So it's almost really like, hey, since I, since I got you to sign, since I got you here, since you had to sign up anyway, let me make the most out of your time.

Abu Ali (Client Advisor): Now that's when I make sure that at any time that I always go in and put in that update their saved search, even if they're just looking, even if they're looking for their mom.

Abu Ali (Client Advisor): they're a year down the road, whatever, update their saved search, because a lot of times, those property alerts is what keeps those leads coming back. So, like, you can go in and look at that email engagement and see

Abu Ali (Client Advisor): out of 120 alerts I've sent, this lead has opened up 70%. Now, sometimes, you got those stubborn people that just don't answer, but we want to see, you know, maybe we try a different way, but at least there's still… no action… actions… some action is better than no action, so…

Daniel Lott: It's.

Abu Ali (Client Advisor): Yeah, it's.

Daniel Lott: Like you said, if it's only 10%, it's like we're, it's almost like you're looking for an excuse not to like make a call. It's like, oh my gosh, you're gonna get screened. It's like, hey, if it's only 10%, that means 90% doesn't have it. Plus, if you get through the screen, it's somebody who's interested in talking to you.

Abu Ali (Client Advisor): Mmhm.

Daniel Lott: I don't know, it doesn'.

Krista Godbee: I have great conversations every time. And when they do answer, they're always like, oh, hey, Krista. And I'm like, oh, hey. And I kind of make a joke of like, I wasn't expecting you to answer, by the way. I'm just touching base on your home search. Or sometimes I'll do it. I see Dale says yes. They will ask like, what's the purpose of your call? Or even just yesterday, I had it.

Krista Godbee: Say, state your name. So I say to my name, and I guess it got back to them and said, well, they want to know more. So I'm like, oh, I'm just following up on your home search. That's that. And keep it from there.

Abu Ali (Client Advisor): Or I mentioned that I emailed listings. I wanted to see did you get my email regarding the homes that I emailed?

CINC Marketing: Well, and the property alerts are really, that's a really good point also of.

CINC Marketing: You know, when we, when we look at campaigns, and again, you know, right now we're looking at leads generated and who's taking action, but one of the things you can see is latest login, a number of logins. So, you know, you can go in and find the people who, you know, maybe you do have someone that's cold.

CINC Marketing: But, you know, we see them logging in years after they sign up sometimes. So, setting up those property alerts, you know, if they are casually looking over time.

CINC Marketing: That's important, it would seem, because that's what'll get them to log back into the site. The property alerts are the best.

Abu Ali (Client Advisor): Yep.

CINC Marketing: Driver and return visits that I believe that we see.

Abu Ali (Client Advisor): Yeah, and speaking of that, Harry, just those leads that are coming back to the site.

Abu Ali (Client Advisor): That's why it's important to go in to your system, go to your lease dashboard, go to your sync filters, and go to your P3.

Abu Ali (Client Advisor): Yep. Your P three is where you're gonna find those leads that have registered 200 days ago, logged in two hours ago. I haven't called them in a hundred days ago. Let me give them a call because let's just say for the first two weeks, you might've called them. I recommended six to eight, nine, 10 times. You've called them.

Abu Ali (Client Advisor): 2 weeks, you've called, you, you know, you hammered out

Abu Ali (Client Advisor): If they, you know, you put them on the auto track at that point.

Abu Ali (Client Advisor): A year later, they come back. They may get a… they may get a,

Abu Ali (Client Advisor): behavior message, and then they're also back on the site. They're showing up in your P3, that's where you need to make those dials from.

Krista Godbee: You can.

CINC Marketing: More than.

Krista Godbee: You can turn on… I'm sorry, I was just gonna say, you can also turn on the sign-in alerts, like, if you have

Krista Godbee: so many times, and they've logged into your site. Like, I have a guy who's logged in, like, 160 times, and I'm calling him every single day. I will talk to him.

Krista Godbee: But you can turn on the sign-in alerts, and it will alert you when that person's online. Like, I've tried to reach them so many times, and you're trying to catch them around that same time if they're active. That's also a tip you guys could do, which works well for me.

CINC Marketing: One of the, I thought this would be interesting from y'all's perspective, especially, Jan said.

CINC Marketing: As a newer agent, there's almost too many options in sync. What do you guys do? Like, do you have a standard routine, when you are looking for, you know, warm and cool leads? Like, what do you guys do? Like, when you go into the system.

CINC Marketing: What do you do?

Abu Ali (Client Advisor): Yeah, you want to go Chris or you want me to?

Krista Godbee: You can go first.

Abu Ali (Client Advisor): Alright, so first things first, I make sure that I time block my time. So, everybody has a busy day. So, if it doesn't… if it's not on the calendar.

Abu Ali (Client Advisor): a lot of times it doesn't happen. So we can do… I always say, if we can at least put the minimum 30 minutes a day on our calendar.

Abu Ali (Client Advisor): we have a better chance of making sure that we're gonna make these dials. So I put that on the calendar first, open up the system, I go straight to my agent launchpad.

Abu Ali (Client Advisor): So, I look at my agent launch pad, and it's sorted perfectly, because you'll see your prospecting filters, then you'll also jump over to your contact requested.

Abu Ali (Client Advisor): Those are your hand raisers. So that's where you'll see your people that the AI has deemed as agent ready.

Abu Ali (Client Advisor): Those are your leads that have requested a showing. Those are leads that have requested property information. So things like that. So I definitely wanna check those. Now after I, let's say, okay, I call Krista. She requested a showing last night. I give her a call. Maybe she doesn't answer. Either way, I can mark it as acted on or dismissal.

Abu Ali (Client Advisor): and go from there. So, from there, I go into the sync filters, and I'll let Chris to kind of take it from there.

Abu Ali (Client Advisor): I think she does the same thing. I train her.

Krista Godbee: We do something similar, I would think. So what I always like to do, just because I live, breathe, and die by our save filters, they just help me stay organized in the sync system. I always start with my save filters first, even if you go on vacation or whatever, you just come back to your system. I'm always starting there, whether it's on the app or the desktop, and I do my save filters first, my prospecting filters, like my P1, P2, P3, and then I go over to the agent.

Krista Godbee: Launchpad, and I like to look at the trending leads to see if there's new activity, who's active, who's coming back, and also contact requested. I check both of those kind of at the same time, whichever I feel like might have more or so. But that's what I like to do daily, at least. I go through my P filters, and then I go through my trending leads and contact requested. Everything else, personally, like, I don't have tons of auto track campaigns. I'm not reaching out to

Krista Godbee: them via text. If AI is texting, I'm not doing all of this extra. I've had most success of just talking to people by calling them. So I really try to time block calls.

Krista Godbee: for prospecting, and my better times are in the morning, and so if I can do it before I start taking client calls, that's when I have a higher connection rate, personally.

CINC Marketing: Is that… did you say yesterday that's, like, 9:30?

Krista Godbee: Yeah, I personally, if I'm prospecting, I've got to do it in the mornings between like 9 30 and 10 30. I've had a great answer rate around those times, even though I know statistically your best call times. I mean, there's a high clip of answer rates starting around 3 30 to 6, but the peak time is 4 to 5. For me, the mornings work really well. So 9 30 to 10 30, I have a great answer rate. I think it's.

Krista Godbee: I don't know, some people are starting their day

Krista Godbee: Maybe just catch them before they sat in traffic for an hour. Who knows? Because sometimes when I do talk to people in the afternoons, I feel like they're a little bit rushed or they're coming in the door or doing different things. Or again, like I'm someone who has to sit in silence while I sit in Atlanta traffic or listen to a podcast. The last thing I'm going to do is talk to somebody.

CINC Marketing: Right.

Krista Godbee: On a phone call. So yeah, mornings work great for me. If you guys haven't tried it, a few of my clients who have tried morning prospecting, they, they say it's like their number one call time. And that's how I feel. It's my number one call time is the morning.

Abu Ali (Client Advisor): Yep, Saturdays, I was gonna mention that, because Saturday, I mean, you call me on a Saturday, call me on a Monday morning, totally different conversation, probably.

Abu Ali (Client Advisor): So definitely, I guess around that…

Abu Ali (Client Advisor): 10-ish, 11-ish time, I think those are pretty hot spots, to really kind of make calls. People look pretty free, and, you know, they're open to have a conversation, and kind of…

Abu Ali (Client Advisor): You know, nothing crazy is going on unless you, you know, you may be at the soccer field, but hey, at least they may answer, who knows?

CINC Marketing: Yes.

Abu Ali (Client Advisor): I'll definitely try that.

CINC Marketing: Yeah, there's nothing I hate more than having to talk to other parents on my team. I'd rather have a phone call, something I could walk away, even if I'm just wasting your time.

Krista Godbee: Important call, like I got no answer.

CINC Marketing: There you go. Yeah. Thanks. That's great. That's great.

Abu Ali (Client Advisor): And to answer that other question that you asked Harry also, is that looking at your, the system does it for you, but sorting out by last login, most recent.

Abu Ali (Client Advisor): That definitely helps, really just kind of seeing, okay, because I like to look at activity. If I can find activity, who's active, who's logging in recently, that kind of can… that gives me a little bit more hope, like, okay, hey, you know, we're edging towards a good conversation.

CINC Marketing: Do you guys use the… what a weird posture I'm in, I'm sorry. Do you guys use the,

CINC Marketing: Sync's opening line, like, when you call out to leads, and what do you guys…

CINC Marketing: Can you say what you say real quick? Do you mind if I put you on the spot?

Abu Ali (Client Advisor): Absolutely. Thank you.

Krista Godbee: Okay.

Abu Ali (Client Advisor): Ladies first.

Abu Ali (Client Advisor): No, okay. This is Abu calling from the home search site that you signed up on. Just curious, are you looking to make a move now, or are you just browsing? And sometimes I… it just depends on how I'm feeling. You know, are you looking now, or are you kind of just browsing? And a lot of times, you know, and I'm more prepared for the just browsing than

Abu Ali (Client Advisor): Just look… then they're looking now.

CINC Marketing: Yeah.

Abu Ali (Client Advisor): just browsing, and I'm like, oh, perfect. You know, which area are you looking? I saw that you were, you know, you, you, I saw that we, you know, we had you down for Fayetteville

Abu Ali (Client Advisor): And that's where I can say, well, I don't know, I'm kind of moving from here. And it kind of… I kind of can build that relationship. And I kind of throw out there, yeah, I live there, or I've sold there, or I know somebody that kind of builds that relationship, kind of gets the conversation going.

Abu Ali (Client Advisor): And at that point, like, at that moment, that's what I mentioned earlier, that's when I go right in and update their safe search, because I can kind of build and ultimately find their why.

Abu Ali (Client Advisor): And then before then, I say, hey, Harry, before I get you off the phone, I got a question for you. So you told me everything you were looking for

Abu Ali (Client Advisor): Now, if I can find you the perfect home, how soon would you be ready to make a move? I know you mentioned you just browsing, but if I find you the perfect one, 3 bedroom, 2 bath, right here in Smyrna.

Abu Ali (Client Advisor): How soon you looking to make moves?

CINC Marketing: Yes.

CINC Marketing: Now.

Abu Ali (Client Advisor): Basically, you can kind of verify that.

CINC Marketing: Today. Let's go here. Today, Abu, let's go.

Abu Ali (Client Advisor): I'm already in the office. Let'.

CINC Marketing: I got cash, let's go.

Krista Godbee: Yeah.

CINC Marketing: Yeah, you say.

Krista Godbee: So, when I'm calling, I, again, I used to do, actual cold calling, like, like, calling people who never signed up anywhere, it was cold calling, it was, like.

Krista Godbee: Very different than St. Colin, because at least they registered on your site. So I always learned, sometimes if you fake it till you make it, like you smile and you are smiling as you do your scripting, it makes such a big difference. And I liken it to like, when you go to Chick fil A, these like 15 year old kids in the line are smiling and so happy to take your order and it's like 110 degrees out or it's pouring down rain and they're still out there. They're so nice and they're smiling and you go to a different.

Krista Godbee: fast food place, and they're all angry. It just makes it different. So whenever I am calling, I always try to smile and just…

Krista Godbee: be happy, and then people always say they love my energy. They're like, wow, it's so great to hear, you know. I'm like, yeah, imagine if I sounded terrible. You wouldn't answer this call. It'd be an awkward conversation. But I do say, when I'm calling.

Krista Godbee: I say, hey, it's Krista from the home search site. You know, I just saw that you were looking at homes in Marietta. Were you just looking to make a move in the next few months or just browsing? I do the same thing. I just say, you know, were you looking to make a move in the next few months or just browsing? A lot of the times everyone's going to say, I'm just browsing, you know, just trying to see what's out there. And I'm like, great, you know.

Krista Godbee: It's what my site's made

Krista Godbee: all of my clients use my site. Tell me what caused you to start browsing today. Like, were you looking for inventory, pricing, interest rates? I just kind of start asking questions, and again, understand their why, and same thing. Like, so what would that time frame be if you found the perfect home?

Krista Godbee: Like, I'm really just, you know, starting. I'm like, well, do you want to miss out on opportunities? They're like, no, I don'.

Daniel Lott: Good.

Krista Godbee: So I'll send them to you, so tell me, you know, what it is you're looking for, and I do the same thing. Update their search. Appointments… the way I set the appointment is pretty much I try to do it, like, within… within 3 or 4 days. Like, working full-time is something different. I do try to aim to meet with them.

Krista Godbee: Either on Zoom or for coffee, within three or four days, like, and then I follow up within the day before.

Krista Godbee: So pretty much I'm like, hey, yeah, how about this? The next step in the process would just be to have a quick conversation, see if we're a good match to continue just talking and working together. You can still use my site. So tell me, would this day work best for you? And a lot of people — I'm talking to a client from January. He's looking for his daughter. They're just now getting serious. We text back and forth for months.

Krista Godbee: And it works really well. It's a great way to build that relationship, that establishment.

Krista Godbee: go from there. Luckily, my first closing was, like I mentioned, a sync lead. It was a Facebook lead, and he came in, and he had to… he was renting, and he was like, look, my lease ends in end of May. He's like, but I want to find something sooner. He closed within the same month he registered. He closed in April.

Krista Godbee: Same kind of way. And I was like.

CINC Marketing: There it.

Krista Godbee: Great.

CINC Marketing: Beautiful.

Krista Godbee: And he's talked with AI, too. Those AI conversations, guys, I know when they're talking, a great thing you guys can do is jump into that AI conversation and just say, hey, by the way,

Krista Godbee: what's a good time for Krista to give you a call? I just did it 2 days ago. They're talking back and forth, can the agent reach out? They're like, yeah, yeah, yeah! I'm like, great! I'm gonna take over the conversation and just say, hey, Krista's

Krista Godbee: You're like.

Krista Godbee: Same way I did with the guy I closed. I was like, Chris is going to call you tomorrow. You know, do you prefer mornings or afternoons? He's like evenings. Actually, I work between like, I'm off between six and seven anytime around then. And then you can call and say, Hey, by the way, my assistant Alex told me you were looking for homes in Snellville. Is that right? He's like, Oh yeah, it is.

Krista Godbee: How does this work?

CINC Marketing: I've never heard that is that's an interesting just to step in and, like, you actually set the appointment with AI.

Krista Godbee: Right.

CINC Marketing: Hang.

Krista Godbee: Alex.

CINC Marketing: Oh, you're third person.

Krista Godbee: that. Yes.

Daniel Lott: Yeah, that's…

Krista Godbee: I'm impersonating Alex because I can take over from there, because I don't know if you guys noticed, Alex will say, an agent will be in touch, an agent will be in touch. I'm like, great. Well, let me name the agent, Krista. Krista's going to be in touch with you. What's

Krista Godbee: I like to do it that way. I take over for the AI.

CINC Marketing: Krista likes to do it that way. Harry thinks that's a good.

Abu Ali (Client Advisor): Boom.

CINC Marketing: Third personing.

Krista Godbee: Yep.

CINC Marketing: He likes that.

James Terry: Yes.

Abu Ali (Client Advisor): Okay.

James Terry: in the AI's job. Take that.

Krista Godbee: Yeah. I mean, I don't need AI taking my job. That's.

CINC Marketing: Okay.

Krista Godbee: I mean, so…

Daniel Lott: Okay.

CINC Marketing: AI is having conversations about Krista taking away all AI's job opportunities.

Krista Godbee: AI, pipe down, okay?

CINC Marketing: Later.

Krista Godbee: Stating Assistant.

CINC Marketing: Hold my beer, AI.

Krista Godbee: Literally.

Daniel Lott: So for that script that, because what you say is like the same thing, or pretty much, do you tell your, you know, the people, your, your clients you're advising, do you tell them to do the script over and over and over again till you get it down, like very, you have to.

Krista Godbee: Me too.

Abu Ali (Client Advisor): Nope.

Daniel Lott: And all.

Abu Ali (Client Advisor): Well, yes and no. Well, I tell them to keep… I tell them to get comfortable with it, but I tell them… I'm not telling you to say it the exact same way that we say it, because you may say people have different jargon, different slang, you… I want you to be comfortable.

Abu Ali (Client Advisor): Like, if you're not used to saying, hey, say hi, you know, whatever is the case, I want you to be comfortable with what we're saying. Now, we're giving you…

Abu Ali (Client Advisor): a standard blueprint, make it your own, and be comfortable with it. And the biggest thing is to not say, though, the, things we say, hey, do not… what not to do. And some of these things can be found… Oh, they can be found inside of our, three daily money plays.

Abu Ali (Client Advisor): I highly recommend that. So what… I can't remember who asked that question about, it's a lot in the system, where should I be going? Your daily money plays is what you should be taking a look at. And you can find that inside the system. If you go to Help, and you go to, Sync Success Playbook.

Abu Ali (Client Advisor): you down, select the playbook, it opens up the page to our help site, and perfect, there it is, right there inside of the chat. But you can download this and go to 3 Daily Money Plays. It's 8 pages, very concise.

Abu Ali (Client Advisor): I enjoy it, because a lot… oftentimes, we get lost. Like, you get lost in the daily hustle and bustle, and what should I be doing? This daily money place literally gets you for… I have clients who started last week that use it. I have clients that's been with us for 10 years that use it, so…

Abu Ali (Client Advisor): Highly recommended.

Krista Godbee: And you can print it out as a visual. That's what I like to do.

Abu Ali (Client Advisor): Or you can bookmark it, save the trees.

CINC Marketing: Well, I did… I just…

James Terry: The.

CINC Marketing: even though you two guys said basically the same thing, one of the things John talked about, Marone, a while ago was tonality, and just…

CINC Marketing: you guys are saying the same thing, but your tonality is different, and I get, like, very… they're both… they both feel, like, very expert when I'm listening, you know? But it's just, like, a different…

CINC Marketing: kind of perspective, too. Like, you guys have both made that your own, in a way. It is… you… you both sound really comfortable with it.

Krista Godbee: I have to say it, because I've had clients, and sometimes if someone's struggling, I'll do a roleplay right then and there, and you can hear when someone's reading from a script. You're bumbling over it, you sound unsure, you're almost asking it as a question, which you can hear, and you're like.

Krista Godbee: practice it by yourself, say it so many times that you can start putting your own spin on things, or you can say it. I will say, I know it's… I… again, it sounds crazy, but if you smile, it just sounds better. Imagine calling someone, and you're like, I… you're just saying, I have to make this call.

Krista Godbee: You're like, Hey, it's Krista from the home search site. You know, we're just looking or just browsing or looking to.

CINC Marketing: What up, loser?

Krista Godbee: I know. They're like, excuse me, who is this? What do you want? So if you say it and you sound excited to talk to somebody, you're probably going to have a better interaction with them.

Krista Godbee: Instead of sounding monotone, and that you hate everything that you're doing. If you're dreading the call, they can hear that you're dreading to make that call.

Krista Godbee: So, like I said, fake it till you make it, pretend you love it, and

Krista Godbee: Sometimes, you know, Delulu's the Salulu.

Abu Ali (Client Advisor): I've had I've had an instance where I'm like, hey, I just bombed

Abu Ali (Client Advisor): Where, like, I have an instance where I've called and

Abu Ali (Client Advisor): I literally sound like I was just reading. And the person really was just like, nope, just looking, hang up. That was it.

Krista Godbee: Yep.

Abu Ali (Client Advisor): So, I mean, in that case, I'd still, now remember, if you get that instance where, you know, they hang up on you, or, hey, call me back, call me back at lunch, don't move them to, don't move their pipeline to contact it.

Abu Ali (Client Advisor): Only move pipeline to contact it if you have their five W's.

Abu Ali (Client Advisor): Who? The three out of the five.

Abu Ali (Client Advisor): Yeah, and I, yeah, and I, I, the most important, I normally, if I can

Abu Ali (Client Advisor): I can kind of start piecing everything else together.

Abu Ali (Client Advisor): Now, some of those leads that… this is… I wanted to bring this up, too.

Abu Ali (Client Advisor): some of those leads that you might have had a conversation with that you forgot to set a reminder for, these are very important. So if you go to your sync filters, go to needs reminder. I kind of call this my safety net, because this is where those are leads that they registered, I talked to them.

Abu Ali (Client Advisor): But I didn't… I don't even know what we talked about. They might have told me they were just browsing. Hey, I'm waiting to get done with my, unfortunately, divorce. Maybe I'm… my family is growing. Whatever the case is.

Abu Ali (Client Advisor): I just I moved them to contact, but I didn't set a follow up. So go through those leads. Sometimes I sort those out for by last log in most recent and just clear those out. Put a reminder, even if you just got to set a reminder just to check the behavior on the site.

CINC Marketing: I know I always do this. We're technically over. Do you guys have another second? I know you guys may have.

Krista Godbee: Thanks, I'm ready.

CINC Marketing: Well, Donella just asked, can tags like cold, warm, and hot be customized or defined more specifically based on buying timeframe? I think I see.

Krista Godbee: Def.

CINC Marketing: Tags in some sites, don't I?

Krista Godbee: I have my own tags. Yeah, you can, I mean, tags, labels, whatever you want to call them, you can create your own or however many you'd like. Like hot, warm, nurture, you could do zero to three months. You can do three to six months. You can do however you'd like, whatever makes sense to you. A few that I have.

Krista Godbee: like I mentioned, hot, warm, nurture. You can change the color codes if you want to color code it for some reason, or whatever's easier for you, but Donella, yes.

Krista Godbee: You can customize them to however you need to.

Abu Ali (Client Advisor): So, I guess on the other end to that, is that I… I mean, I have clients that do create the labels cold, warm, hot.

Abu Ali (Client Advisor): But then at the same time.

Abu Ali (Client Advisor): I would rather… I prefer, me personally.

Krista Godbee: Okay.

Abu Ali (Client Advisor): I'd rather create a save filter with pipelines.

Abu Ali (Client Advisor): So the pipeline is basically what they're telling me when they first registered. They were between 3 to 6 months, 0 to 3, whatever. I can create a saved filter

Abu Ali (Client Advisor): not pipeline, I can create their time frame filter, where I can save that, and I can have different… I can have different custom filters, 0 to 3 months, 3 to 6 months, because that may… so that means every 3 months, I don't have to go in and update everybody's label.

Abu Ali (Client Advisor): So that's… that's… that's the way I look at it sometimes. But I do have some people that they… you know, you want to add that label on there, by all means, sure. But if you want to use the, say, use the, custom filter, you can go to time frame, select, and even… even creating a filter such as this. Let's… this is one I have. I go to filters.

Abu Ali (Client Advisor): time frame… what's the time frame to buy? I go either past 0 to 3 months, 3 to 6 months. So I want to see who's within this next 6-month window.

Abu Ali (Client Advisor): I may go log, I may select login to see if they're logging in. You know, they may have at least 3 or more logins, or something, or 5 or more.

Abu Ali (Client Advisor): Or property views, 5 or more property views. So ultimately, what I'm seeing is a lead that has activity.

Abu Ali (Client Advisor): They're viewing properties, and their time frame that they originally mentioned is between those first months. Now, that's where it becomes important to… if I talk to James, like, hey, James, what's your… what's… realistically, what would you say your time frame? If he says 3 to 6 months, I want to know is he closer to 3 than 6.

Abu Ali (Client Advisor): Because that's where now I need to start looping him in with my lender or, you know, we got to start getting some financing, especially the 6 to 12 month people.

Abu Ali (Client Advisor): Because it's a different process between, he's really at 6 months, or, hey, you know, she's closer to 6, I mean, she's really at 12 months, but she's, you know, hey, this person, I can kind of, you know, 6 months is pretty flexible for them.

Abu Ali (Client Advisor): So, those are just some of the things you want to take a look at. And like I said, if any of those questions you have, like I said, if you reach out to your, client advisor, they'll be able to talk you through setting those up. You can also reach out to our support team, they're awesome also.

CINC Marketing: Yeah, very cool. If anybody else has any questions, feel free to.

CINC Marketing: To send them in real quick, otherwise…

CINC Marketing: I think we've done the thing. The thing has been done, the thing was done well.

CINC Marketing: The loop.

Abu Ali (Client Advisor): Oh, dear.

CINC Marketing: Guru, what is, what is deluded?

Krista Godbee: Salulu is the Salulu. Salulu.

Abu Ali (Client Advisor): Thank you.

Abu Ali (Client Advisor): Add your people to your social. Send out a message and say, hey, I'm social. Give them your social media.

Abu Ali (Client Advisor): I might as well follow you on it.

CINC Marketing: What a segue, because I was about to say.

CINC Marketing: Follow us on social!

Abu Ali (Client Advisor): There you.

Krista Godbee: Yo.

CINC Marketing: If you want to know about all the office hours, see replays, see all the upcoming webinars.

CINC Marketing: Dan does countdowns of the most searched areas in areas. It's amazing.

Daniel Lott: You are missing out.

CINC Marketing: You are missing out.

Krista Godbee: You should do.

Daniel Lott: We want to know the top 10 micro targets in various states around the country.

Daniel Lott: Especially if that's your state, it may be.

CINC Marketing: Finally wanna shut your brother up with the argument you've been having about who, what lake is the most searched for on Google in 2025 in the United States. If you wanna bury that hatchet, follow us on social.

Daniel Lott: The answer will be there.

CINC Marketing: The answer is nigh. That is @syncpro, anywhere you get your socials. So the replay of this will be on YouTube. It'll be on Facebook as well. Also on Spotify, Stumble.

Daniel Lott: As Krista said, Krista is often stuck in traffic. She can now listen to herself on this podcast over and over.

CINC Marketing: It doesn't.

Krista Godbee: That's what dreams are made of. That's what I've been hoping.

CINC Marketing: I think that's a nightmare, I think. You're confusing dreams and nightmares.

Krista Godbee: Yeah, you know, they're all the same these days, so who knows?

CINC Marketing: Yeah, at least for me.

James Terry: You don't have to listen to yourself. You can just constantly listen to my promotion of you at the beginning.

Krista Godbee: Yeah, even better. I'm gonna send it to my husband, too, and say, put this on repeat.

CINC Marketing: Yeah, you you need to listen to this. That's what I'm with.

James Terry: I don't.

Krista Godbee: Nice.

Abu Ali (Client Advisor): Are you trying to, don't make them block you, Kristen.

CINC Marketing: Oh, dear.

Krista Godbee: Can you imagine?

Daniel Lott: Okay.

Abu Ali (Client Advisor): Poor guy.

Krista Godbee: The argument at home?

CINC Marketing: Good.

CINC Marketing: But yeah, no, thanks everybody for hanging out with us, always one of the most fun things.

CINC Marketing: That we do here at Sync. We will be back next month.

CINC Marketing: with another guest named TBD at this point. Maybe 3 guests, who knows? Maybe from now on, we're just gonna layer on number of guests.

James Terry: Yeah, it can break the record.

CINC Marketing: We're going to break the record that you guys broke a record here today. Oh, no, we've had two guests on before, Chelsea and Tamara.

CINC Marketing: So now, Krista and Abu, you guys have to have an Anchorman-style street fight to see who holds the record between you guys and Chelsea and Tamara, so…

Abu Ali (Client Advisor): We, we win.

CINC Marketing: Yeah, but my money's on y.

Abu Ali (Client Advisor): We went hands down. Oh, yeah. I'll let Chelsea know in a few minutes somewhere.

CINC Marketing: Yeah. But yeah, thanks everybody for hanging out. Thanks for submitting questions. Anybody, anything before we go?

Abu Ali (Client Advisor): Join the same mastermind group on Facebook.

CINC Marketing: Yes.

Abu Ali (Client Advisor): Find me there. I'm there sometimes hanging out.

CINC Marketing: Yes.

CINC Marketing: Yeah, it'.

James Terry: Yeah, that I was gonna say,

James Terry: Online Conversion Day, and some of the other webinars, you know, the other.

Krista Godbee: Yes.

James Terry: some of the questions and and comments here was like, Oh, I want to know more about sync, how it works. What's the best way to to track and analyze data? Just some questions we didn't really get to. But this isn't really this group isn't the people to to hit all that details. But those online conversion days, those other areas.

James Terry: Hugely valuable. So, I know we've put the link in the chat already. Check out what's coming up, what's on the pike.

CINC Marketing: Yeah, go to Sync Community for all the training, and recorded training. There's also a Sync U coming up. There's so many things! Yeah.

Krista Godbee: Come hang out with us. Thank you.

CINC Marketing: We're so lonely, come see us.

CINC Marketing: No, we're not lonely. Our social calendar is full, but we still want to see you.

CINC Marketing: I was trying to come from a position of strength, but I ended up.

Daniel Lott: Throughout.

CINC Marketing: of bigness. Yeah.

James Terry: a little sad.

CINC Marketing: Yeah, sorry. Sorry. Anyway, probably time to sign. Oh, Dan.

Daniel Lott: No, no, I was… that was just me sighing, waiting for you to wrap this up.

James Terry: Okay.

CINC Marketing: To see how long we can keep Andy and Orlando on here while they're supposed to be doing things.

Abu Ali (Client Advisor): And he's probably waiting for me for lunch, so.

CINC Marketing: Yeah, alright, thank you guys so much, we love you, we love the show, it's.

Abu Ali (Client Advisor): Thanks, guys. Thanks for having us.

CINC Marketing: Yeah, thank you guys. Y'all were awesome. And yeah, we'll see you soon. Have a great day.

Abu Ali (Client Advisor): Alrighty.

CINC Marketing: Goodbye.