WEBVTT 1 00:00:00.000 --> 00:00:08.300 James Terry: I'm gonna add that last part in. So that's from her. So, welcome to the conversation, Christine. Thank you for joining us. Do you want to say hello? Did I leave anything out? 2 00:00:08.300 --> 00:00:12.450 Kristine Dunn - CINC Conversion Specialist: No, I think you… that was really great, actually. Can I get a copy of that for later? 3 00:00:12.450 --> 00:00:13.760 CINC Marketing: Yeah, alright, like, that one. 4 00:00:13.760 --> 00:00:14.130 James Terry: Senator. 5 00:00:14.710 --> 00:00:33.379 Kristine Dunn - CINC Conversion Specialist: Yeah, that was super all-encompassing, I loved it, and so thank you, and Chelsea, if you're listening to this, thank you for that last line. I am obsessed with health, wellness, all the things. I'll just throw in there that I am a professional bodybuilder, in the bikini division, so that's a fun fact, I don't think I shared, so yeah. 6 00:00:33.930 --> 00:00:35.509 Daniel Lott: As is Harry. 7 00:00:35.510 --> 00:00:42.759 CINC Marketing: I used to compete in the bikini division, but the mustache ended those days for me, and you just gotta choose what's your priority, right? 8 00:00:42.760 --> 00:00:44.970 Daniel Lott: Is there a one-piece division? Is that what you're doing now? 9 00:00:44.970 --> 00:00:47.860 CINC Marketing: I'm trying to get to the One Piece division, yeah. 10 00:00:48.060 --> 00:00:52.570 CINC Marketing: I'm more… I'm actually… you know that episode of I Love Lucy where they go to the beach? 11 00:00:52.870 --> 00:00:55.200 CINC Marketing: And Fred and Ethel wear those long… 12 00:00:55.680 --> 00:00:56.190 Daniel Lott: -Oh. 13 00:00:56.390 --> 00:01:03.059 Kristine Dunn - CINC Conversion Specialist: Oh, I was thinking it was more like the one that, Borat wears. Like, that's the one I was thinking. 14 00:01:03.380 --> 00:01:08.210 CINC Marketing: I don't want to progress to that. I'm not there yet. I've got to get this, I've gotta get… 15 00:01:08.500 --> 00:01:11.969 CINC Marketing: Some number of pack first. I've got a keg going on. 16 00:01:11.970 --> 00:01:12.600 Kristine Dunn - CINC Conversion Specialist: Fair enough. 17 00:01:12.600 --> 00:01:17.009 CINC Marketing: We can talk about that. That'll be on Dan's, podcast a lot with. 18 00:01:17.010 --> 00:01:18.159 Daniel Lott: Yeah, that's a spin-off. 19 00:01:18.390 --> 00:01:22.840 CINC Marketing: Oh, that's right! I almost forgot, I was gonna go into questions, but… Dan? 20 00:01:23.550 --> 00:01:30.710 Daniel Lott: I have two things I want to talk about. Okay. Prior to questions. We have a lot of questions. Actually, people want to talk to Christine more than they want to talk to. 21 00:01:30.710 --> 00:01:34.910 CINC Marketing: Let's use this time to make them listen to us. 22 00:01:34.910 --> 00:01:40.410 Daniel Lott: Alright, so a couple things I wanted to say, house cleaning items, if you will. The, 23 00:01:40.760 --> 00:01:50.419 Daniel Lott: First thing, it's December, I'm wearing my, holiday shirt, so that you can tell, I only wear it in December. And… 24 00:01:50.520 --> 00:01:53.700 CINC Marketing: All of December, though, it smells terrible by January. 25 00:01:54.700 --> 00:02:03.550 Daniel Lott: So, anyway, so one of the things about lead generation is that there is a lot of seasonality, and so December… 26 00:02:03.800 --> 00:02:09.199 Daniel Lott: Generally has the low… or has the worst cost per lead, the highest cost per lead. 27 00:02:09.360 --> 00:02:24.419 Daniel Lott: it, it goes… first quarter's the best, second quarter's the second best, third quarter's the third best, fourth quarter's the fourth best, also known as the worst. So, keep in mind that December has the worst lead flow. 28 00:02:24.680 --> 00:02:39.469 Daniel Lott: But, next month, it's gonna pick right back up. It's gonna generally get maybe 25% more leads in January versus December. So, if that's one of the things you were worried about, you're like, oh, I haven't gotten as many leads, it's gonna pick up. 29 00:02:39.500 --> 00:02:56.530 Daniel Lott: And, it'll be great. So that's just one of the things that happens every month, or every year. Actually, we, made some changes to the site last month, which, caused November to do better than October, which doesn't usually happen. But, we're doing pretty well there. So, but… 30 00:02:56.580 --> 00:03:00.259 Daniel Lott: Next… next year, we will hit it, hit it hard. 31 00:03:00.350 --> 00:03:01.530 Daniel Lott: And then… 32 00:03:02.130 --> 00:03:05.609 CINC Marketing: Hang on one second, I did see, Richard Moss said… 33 00:03:05.960 --> 00:03:12.310 CINC Marketing: His lead flow's been lower, or unacceptable this year, so Richard, I know… I believe we have… 34 00:03:13.280 --> 00:03:23.669 CINC Marketing: talk before, but I'll definitely put in another case for your client, marketing manager to take a look and reach out to you on that. Or if you have more questions today, like, feel free to… 35 00:03:24.000 --> 00:03:31.970 CINC Marketing: Feel free to ask those, but I do want to say, to the seasonality, to, on social, specifically. 36 00:03:32.170 --> 00:03:36.339 CINC Marketing: it always jumps up around Black Friday and Christmas. There's a lot of… 37 00:03:36.490 --> 00:03:40.709 CINC Marketing: New spenders and a lot of existing spenders spending more. 38 00:03:41.070 --> 00:03:52.070 CINC Marketing: Around those times. But it was really weird this… this year. Similar to Google, September was worse than… or maybe it was October. October was worse than November. 39 00:03:52.820 --> 00:03:54.400 CINC Marketing: Which is strange. 40 00:03:54.670 --> 00:04:03.409 CINC Marketing: So, you know, I don't know what that means, but I mean, the lead flow literally picks up on December 26th, right? When Christmas is over, so… 41 00:04:03.410 --> 00:04:05.930 Daniel Lott: Literally, it's a big jump, it's noticeable. 42 00:04:06.040 --> 00:04:13.790 Daniel Lott: It's very exciting seeing these numbers jump up a lot. So, and it happens on the 26th, and then the 1st is also another big day, January 1st. 43 00:04:14.210 --> 00:04:17.629 CINC Marketing: Oh, someone just said… someone just used my term. Joseph. 44 00:04:17.740 --> 00:04:18.760 CINC Marketing: Yes! 45 00:04:19.200 --> 00:04:23.139 CINC Marketing: Joseph said that the account… Ram, yes! 46 00:04:23.260 --> 00:04:24.369 CINC Marketing: So there is a difference… 47 00:04:24.370 --> 00:04:25.170 James Terry: Jim. 48 00:04:25.170 --> 00:04:28.410 CINC Marketing: I do like that, Joseph, and I like you. 49 00:04:28.600 --> 00:04:31.810 CINC Marketing: I like the cut of your jib, Joseph. 50 00:04:33.650 --> 00:04:44.289 CINC Marketing: So, client marketing manager… so you do… you have an account manager, which is, you know, your touchpoint for support, really anything. Client marketing manager is… 51 00:04:44.530 --> 00:04:50.820 CINC Marketing: Generally, what everyone in our department would be called. We are the client marketing team. Within that. 52 00:04:51.360 --> 00:05:03.279 CINC Marketing: You know, we have… on the search side, we have people that handle all the new accounts, all the launches. After you have launched and been live for a certain time, you're given over to your RAM, your regional account manager. 53 00:05:03.380 --> 00:05:07.319 CINC Marketing: Who is a specialist in that area to manage your account. 54 00:05:07.510 --> 00:05:11.700 CINC Marketing: But this will definitely be clipped. This is going on social media. Joseph said Ram. 55 00:05:13.510 --> 00:05:28.900 Daniel Lott: All right, and then the next point, which is going to, I think, segue into some other conversations, is, one of the initiatives we have for 2026 is going to be focusing on lead quality as opposed to lead quantity. It's really easy to focus on quantity. 56 00:05:29.020 --> 00:05:39.370 Daniel Lott: Because we have… it's more… more metrics-based. So we're trying to, gather, sales metrics to… so we can see what are the leads that generate sales. 57 00:05:39.470 --> 00:05:49.250 Daniel Lott: a house sale. And so, one of the ones… and then one of the other things we talk about every month, we always talk about hyperlocal micro-targeting, which means that we're dr… 58 00:05:49.400 --> 00:06:04.990 Daniel Lott: Drill down within, like, your city into neighborhoods, and then also into various niches of, like, condos, or luxury homes, or however. There's, like, 80 of these niches. So, one of the sales, that just came through, 59 00:06:05.260 --> 00:06:20.769 Daniel Lott: I guess it was a month ago, that I… that caught my eye, which I thought was really interesting, was in Christine's neck of the woods, down in Naples. I don't think she was the salesperson on this, so she should have been maybe getting more leads, but anyway, so it was an example of… 60 00:06:20.770 --> 00:06:21.480 CINC Marketing: city. 61 00:06:22.100 --> 00:06:25.519 Daniel Lott: Is it Tiburon? Is that… does that ring a bell? 62 00:06:25.520 --> 00:06:29.389 Kristine Dunn - CINC Conversion Specialist: Well, Tiburon is a community in Naples. 63 00:06:29.390 --> 00:06:30.470 Daniel Lott: Exactly. 64 00:06:30.470 --> 00:06:31.129 CINC Marketing: Oh, Timuron is… 65 00:06:31.130 --> 00:06:33.720 Daniel Lott: not a city, so… 66 00:06:33.720 --> 00:06:39.329 Kristine Dunn - CINC Conversion Specialist: It could be, but I don't know what you're talking about. I don't… we have… we do have a community… No one does. 67 00:06:39.330 --> 00:06:48.909 Daniel Lott: No, it is… well, technically it's not a city, according to, the, MLS. MLS does not consider it a city. Alright. 68 00:06:48.910 --> 00:07:02.240 Daniel Lott: We created this ad group by drilling down from the Naples… from Naples into a city, and then it was a… the person searched for Tiburon MLS, and… which led them to a ad group 69 00:07:02.320 --> 00:07:11.159 Daniel Lott: focused on Tiburon MLS. It wasn't a Tiburon, it wasn't Tiburon house… or condos, it was Tiburon MLS. And because of that. 70 00:07:11.700 --> 00:07:18.339 Daniel Lott: Just on October 7th, they did that. They closed on a $2.2 million house exactly a month later. So… 71 00:07:18.800 --> 00:07:26.620 Daniel Lott: That happened because of hyper-local micro-targeting. If we did not have an MLS ad group, if we just had a 72 00:07:27.020 --> 00:07:32.910 Daniel Lott: regular Tiburon, or a regular Naples, they would not have… they would not have found that, 73 00:07:32.990 --> 00:07:40.399 Daniel Lott: that client. So, anyway, that… that leads into our next… our, initiative of next, year. So, we're gonna… 74 00:07:40.400 --> 00:07:53.620 Daniel Lott: try to focus on what are… what exactly are driving the sales, and I think a lot of these are neighborhoods, or communities, or whatever. So, anyway, that's our initiative for next year, so stay tuned on that. 75 00:07:54.700 --> 00:08:02.860 CINC Marketing: Well, that's an differentiator for Sync. You know, just the, that… just the… 76 00:08:03.890 --> 00:08:13.740 CINC Marketing: The ability to, you know, really look into everything, understand the full pipeline, and then just the, the ability from the automation of 77 00:08:14.210 --> 00:08:21.020 CINC Marketing: Being able to create all those ad groups that really just aren't feasible for a competitor, that doesn't have the automation, so… 78 00:08:21.150 --> 00:08:21.969 CINC Marketing: You know, I always say. 79 00:08:21.970 --> 00:08:41.330 Daniel Lott: A typical campaign, or a typical account will have 200 ad groups, and we use automation to create them. Tool, or tools, they don't create themselves, we create them, but we have tools. If we didn't have these tools that we've developed over a dozen years, we wouldn't… it wouldn't be feasible to create them, so… 80 00:08:41.590 --> 00:08:44.670 Daniel Lott: We wouldn't have gotten that lead had we not had these tools. 81 00:08:45.660 --> 00:08:46.100 CINC Marketing: Alright. 82 00:08:46.100 --> 00:08:56.540 James Terry: And I'm particularly excited about this, this initiative. Obviously, lead quality is something we talk about a lot, and it's something we've focused on a lot, and the last time we really… 83 00:08:56.610 --> 00:09:15.489 James Terry: focused in and on lead quality specifically, what came from that was our real, verified leads, and the two-factor authentication, and, like, confirmation that this phone number in the dashboard actually belonged to that person, which we saw an uplift of. 84 00:09:15.860 --> 00:09:25.649 James Terry: lead generation. The cost per lead was improved by that. People who put in fake numbers and then saw the two-factor changed their phone number to be 85 00:09:25.650 --> 00:09:38.759 James Terry: real verified, so, like, people who would have otherwise given bad quality information. So every time we focus on this, the difference now being we have, obviously, there's so much AI, analysis 86 00:09:38.760 --> 00:09:52.409 James Terry: to go through all of this and dig in, like Dan's talking about, towards what is bringing in that quality, what do we need to focus on, and we can really strategize around it. So, I really look forward to what comes out of 2026 based on this. 87 00:09:52.410 --> 00:10:12.130 Kristine Dunn - CINC Conversion Specialist: Do you think that the two-factor authentication is also potentially why someone has already mentioned that they have, you know, less leads coming in? Because people are saying, oh wait, I can't just drop in whatever the heck I want now, and so is that reducing the number of leads, or we're still seeing around the same numbers? 88 00:10:13.090 --> 00:10:15.710 James Terry: It does not impact it, because… 89 00:10:15.750 --> 00:10:35.600 James Terry: we send the two-factor text message after we've captured that information. So if they give us the name, phone number, email address, we capture that as soon as possible. As soon as it's typed in, we take that, we put it in the dashboard, and then we text that, or that phone number, and say, give us this four-digit code to verify, or to validate the number. 90 00:10:35.600 --> 00:10:36.680 James Terry: And so… 91 00:10:36.880 --> 00:10:48.089 James Terry: If they don't validate, then it just doesn't get the blue checkmark. So we capture that immediately, so it's completely unimpacted with the conversion rate, which was a really significant, 92 00:10:48.850 --> 00:11:00.050 James Terry: point that Dan and I made on the, the lead capture form and everything. We did not want this two-factor to impact our cost per lead, our lead flow. We only wanted it to be an uplift. 93 00:11:00.050 --> 00:11:10.750 James Terry: And we were pleasantly surprised to see that a certain percentage of people would give us a bad number, which would have remained a bad number without that two-factor, that changed it when 94 00:11:10.750 --> 00:11:17.360 James Terry: you know, we hid some of the information. So, we've only seen that percentage of real verified leads 95 00:11:17.590 --> 00:11:28.389 James Terry: trend and tick upwards over time as people are brought back to the sites with, you know, listing alerts and things like that. But it's been only positive, just an absolute home run from last year. 96 00:11:29.220 --> 00:11:38.759 CINC Marketing: Because things like images are locked down for people who are not very… or not locked down, but, like, blurred out and things like that, so if that person does actually come back to the site. 97 00:11:38.890 --> 00:11:43.570 CINC Marketing: You know, maybe they weren't ready to look, but now they are, or maybe they've found a property they like. 98 00:11:43.700 --> 00:11:46.269 CINC Marketing: They'll be prompted to verify again. 99 00:11:46.430 --> 00:11:52.729 CINC Marketing: to see all the photos. And that is… I mean, we tested a lot of different things. Photos were what people cared about, it seemed. 100 00:11:53.370 --> 00:11:56.450 CINC Marketing: And so that's the… But… 101 00:11:56.690 --> 00:12:02.310 CINC Marketing: We've done what I said we wouldn't do. We've been 18 minutes into this, and we haven't asked Christine a question. 102 00:12:02.460 --> 00:12:06.050 CINC Marketing: So now, it's time for a little thing we like to call… 103 00:12:06.660 --> 00:12:07.810 Audio shared by CINC Marketing: Mail time? 104 00:12:08.320 --> 00:12:14.360 CINC Marketing: Trail time! Your question, submitted before the, the livecast. 105 00:12:14.940 --> 00:12:18.099 CINC Marketing: Not a webinar podcast thing. 106 00:12:18.360 --> 00:12:19.510 Daniel Lott: the day in. 107 00:12:20.300 --> 00:12:22.689 CINC Marketing: You work in marketing, come on, man. 108 00:12:25.200 --> 00:12:26.160 CINC Marketing: I thought you were gonna say something. 109 00:12:27.310 --> 00:12:33.879 CINC Marketing: Alright, so we did get some really good questions. Thank you, everybody. And there is… I do see a lot in the chat as well. 110 00:12:34.170 --> 00:12:37.659 James Terry: Kind of that age-old debate between. 111 00:12:38.140 --> 00:12:42.080 CINC Marketing: Less leads with better quality, or more leads? 112 00:12:42.280 --> 00:12:48.530 CINC Marketing: We will talk about that, but I want to get to some of the questions that you guys submitted beforehand, because I really appreciate that. 113 00:12:48.810 --> 00:12:52.389 CINC Marketing: Christine, we've got a list of questions. Oh. 114 00:12:52.980 --> 00:13:11.600 James Terry: I was gonna say, real quick, as we do, everybody who's attending, while we've got the questions that were submitted, we're gonna go through them. We love for this to be conversational, so definitely jump out, reach out on the chat with any questions that come up as a way of the conversation. If you hear something and it spurs a thought, throw it in there. I know we've got some people from 115 00:13:11.690 --> 00:13:20.419 James Terry: our frontline team and some different folks, here at Sync that'll be monitoring that chat, and we'll try and address it as we see them come in here also. So… 116 00:13:21.260 --> 00:13:23.350 James Terry: Love for it to be a conversation. 117 00:13:23.740 --> 00:13:24.839 James Terry: Talk, talk to us. 118 00:13:25.360 --> 00:13:42.100 CINC Marketing: James is on the watch, so I'm gonna ignore everything you say. So, here are the beginning questions that we got. This one came from Dana, and Christine, you know, we've all shared the questions, so if there's one you want to jump in on or pick up, just let me know. Yeah. But I'll start at the top. 119 00:13:42.260 --> 00:13:48.750 CINC Marketing: From Dana. She was asking for tips and strategies to have meaningful follow-up conversations 120 00:13:49.260 --> 00:13:52.419 CINC Marketing: With leads that she has a good initial conversation with. 121 00:13:52.650 --> 00:13:59.389 CINC Marketing: But then, she's having trouble… Staying connected with them and staying top of mind. 122 00:14:00.240 --> 00:14:05.440 CINC Marketing: And finding that, you know, what is their buying timeline? Like, I guess… 123 00:14:05.580 --> 00:14:09.259 CINC Marketing: How do you follow up with someone that you have a good initial conversation with? 124 00:14:09.740 --> 00:14:13.680 CINC Marketing: But, you know, they're not ready, so you want to keep in contact with them, maybe. 125 00:14:13.850 --> 00:14:28.399 Kristine Dunn - CINC Conversion Specialist: Yeah, I love this question because my market in Southwest Florida, the majority of people are second, third, fourth home buyers, so they don't really need a property here, right? But they want to be here because they have friends, or they have family, or they… 126 00:14:28.710 --> 00:14:38.159 Kristine Dunn - CINC Conversion Specialist: were visiting their grandparents or family members for years. So, a lot of my follow-up Then becomes based on… 127 00:14:38.350 --> 00:14:46.559 Kristine Dunn - CINC Conversion Specialist: why are they looking in this area? Why do they want to be here, right? So, in… for example, a lot of people are interested in golf. 128 00:14:46.600 --> 00:15:10.610 Kristine Dunn - CINC Conversion Specialist: or they're coming down and they want to be close to the beach, or whatever the case may be, they're escaping the winter, right? So, if I'm at the beach and there's a beautiful sunset, then I'll take a picture of the sunset and be like, this could be you, right? Or my feet walking in the sand, and it's like, don't you wish your toes were in the sand? I bet you've got snow on the ground right now. You know, something like that. You can text stuff like this, you can email it. 129 00:15:10.640 --> 00:15:18.779 Kristine Dunn - CINC Conversion Specialist: You can't actually text pictures, sorry, I don't believe that we can do that still, but you can, not through the system, right guys? 130 00:15:19.930 --> 00:15:21.860 CINC Marketing: I'm not sure. There's someone on drugs. 131 00:15:21.860 --> 00:15:24.679 Daniel Lott: I don't think so. I think that's one of the things they're doing for this year. 132 00:15:24.680 --> 00:15:25.210 Kristine Dunn - CINC Conversion Specialist: Okay, perfect. 133 00:15:25.210 --> 00:15:27.140 James Terry: Orlando. Orlando, save us. Not perfect. 134 00:15:27.140 --> 00:15:28.310 CINC Marketing: Nope. 135 00:15:28.530 --> 00:15:50.840 Kristine Dunn - CINC Conversion Specialist: Yeah, so, yes, Veronica, follow up with personal stuff that they like to know about, right? So, if you know that they have dogs, follow up about your favorite dog-friendly parks and dog-friendly restaurants, and let them know that you can't have dogs on the beaches in Naples, but the closest place would be, you know, Fort Myers or even Bonita, right? So, stuff like that. I always go back to the lifestyle side. 136 00:15:50.840 --> 00:16:09.659 Kristine Dunn - CINC Conversion Specialist: And really, you guys, nobody wants to be sold, but everybody wants to buy something. So, if you're trying to sell, sell, sell them, they're gonna get turned off, right? And you're trying to find ways to connect them, so you really need to get into some of that meat and potatoes on the initial call, and then set the appointment, right? That's why we always talk about 137 00:16:09.660 --> 00:16:23.280 Kristine Dunn - CINC Conversion Specialist: on the initial call, we go through the opening lines, some of the conversational stuff, and then we always guide you guys to set the appointment so that you can dig into some of this stuff and really connect with people, right? That way, you have something that you can follow up with them about. 138 00:16:23.300 --> 00:16:25.319 Kristine Dunn - CINC Conversion Specialist: Not just the property alerts. 139 00:16:26.400 --> 00:16:27.790 CINC Marketing: Do you ever try to get… 140 00:16:27.790 --> 00:16:41.029 Kristine Dunn - CINC Conversion Specialist: short videos, and I love that. I send short videos myself. And if you don't know how to do that, what you can do is upload those short videos into YouTube and mark them unlisted, and then you can actually send that YouTube link 141 00:16:41.030 --> 00:16:50.269 Kristine Dunn - CINC Conversion Specialist: through text or email super easily, still using the sync system, right? Because if it's not in the system, it didn't happen. Like, let's not forget that. 142 00:16:50.510 --> 00:16:51.060 CINC Marketing: Yeah. 143 00:16:51.350 --> 00:16:57.539 CINC Marketing: Do you try to get leads connected with you on social media or things like that as well, or… 144 00:16:57.540 --> 00:17:14.959 Kristine Dunn - CINC Conversion Specialist: I do, because I don't post about real estate hardly at all anymore, right? Most of my content doesn't even talk about real estate for the most part, because people are only looking for real estate for a short period of time, and then once they have it, if only all you post is real estate, then they're not interested in following you anymore. 145 00:17:15.150 --> 00:17:25.340 Kristine Dunn - CINC Conversion Specialist: So, I find posting more of my life and what I'm interested in helps me stay connected, and I have people drinking water first now. 146 00:17:25.770 --> 00:17:35.039 Kristine Dunn - CINC Conversion Specialist: That, you know, never, never drank water before, right? So, it's like, it's little things, and then you're always top of mind without actually having to call or text them. 147 00:17:37.050 --> 00:17:38.590 CINC Marketing: That's very, 148 00:17:39.120 --> 00:17:44.350 CINC Marketing: That makes a lot of sense. You know, I never really thought about it that way, of, 149 00:17:45.760 --> 00:17:51.200 CINC Marketing: What you said about people, you know, people are looking for real estate for, like, a finite period of time, and then… 150 00:17:51.500 --> 00:17:54.609 CINC Marketing: You kind of letting them get to know you, maybe. 151 00:17:54.710 --> 00:18:01.650 CINC Marketing: makes them more likely to call you, you know? Well, and you also do a good job for them, which probably helps as well. 152 00:18:01.650 --> 00:18:25.850 Kristine Dunn - CINC Conversion Specialist: For sure, yeah. And then it just gives them a reason to maybe stay in touch or continue following up, because I think that's the number one thing that realtors are the worst at, right, is following up with people. And the reason that we don't get a lot of referral business, majority of us, I do pretty well with referrals, but the majority of people don't, because we're not good at following up. I mean, most agents won't even call after the first or second try, right? But we know that it takes 12 153 00:18:25.850 --> 00:18:30.860 Kristine Dunn - CINC Conversion Specialist: 15, 20 calls sometimes to get a lead to answer the phone. 154 00:18:30.860 --> 00:18:33.899 Kristine Dunn - CINC Conversion Specialist: Which is also, let's go back a little bit, what is a lead? 155 00:18:34.950 --> 00:18:38.389 CINC Marketing: Oh, lord, we've had this conversation in our tech department before. 156 00:18:38.390 --> 00:18:39.100 Kristine Dunn - CINC Conversion Specialist: Have you? 157 00:18:39.450 --> 00:18:55.260 Kristine Dunn - CINC Conversion Specialist: For us, we call a lead is just a human being. It's a person who searched on the internet and may or may not be interested in purchasing or selling real estate. That's it. It's just a person. So if we're not thinking of these people as people. 158 00:18:55.500 --> 00:19:01.470 Kristine Dunn - CINC Conversion Specialist: That we may be able to provide some sort of service to, then we're already missing the point. 159 00:19:02.820 --> 00:19:07.899 CINC Marketing: Well, that's always something, you know, that we talk about with clients as well, say your conversion rate. 160 00:19:08.250 --> 00:19:14.469 CINC Marketing: dips on your campaign one month. I hear James say all the time, I mean, you know, ultimately, we're dealing with people. 161 00:19:14.830 --> 00:19:17.799 James Terry: Where, you know, they click to the site, and… 162 00:19:17.930 --> 00:19:24.340 CINC Marketing: Something happened, and they just didn't sign up, you know? And a similar kind of thing 163 00:19:25.120 --> 00:19:34.950 CINC Marketing: Yeah, I mean, I can't… I hate answering my phone for people that I don't know, you know? But the persistence of calling and giving them that value 164 00:19:35.100 --> 00:19:38.819 CINC Marketing: Not everybody's gonna be ready, but some people are, you know? 165 00:19:39.000 --> 00:19:44.429 Kristine Dunn - CINC Conversion Specialist: Yeah. Well, let me ask you this, Harry, when you get a call for a number you don't know. 166 00:19:44.960 --> 00:19:47.370 Kristine Dunn - CINC Conversion Specialist: And then they call you back right away. 167 00:19:47.590 --> 00:19:49.590 Kristine Dunn - CINC Conversion Specialist: Do you pick up on the second try? 168 00:19:49.920 --> 00:19:54.669 CINC Marketing: I… I… I do not, but I do worry that… 169 00:19:55.030 --> 00:20:01.699 CINC Marketing: Maybe there's something I should be answering for, but I'd rather just live in fear. I'm, you know, I don't like the thought. 170 00:20:03.080 --> 00:20:04.220 CINC Marketing: That makes sense. 171 00:20:04.220 --> 00:20:07.829 Kristine Dunn - CINC Conversion Specialist: This is a horrible, horrible person to be marketing this right now. 172 00:20:07.830 --> 00:20:08.989 CINC Marketing: This is my honor. 173 00:20:08.990 --> 00:20:20.189 Kristine Dunn - CINC Conversion Specialist: tries to pick up the phone, right? If these agents don't want to pick up the phone, listen, it is hard enough for them, right? And I love, actually, that you just said this, Harry, because, to be honest with you. 174 00:20:20.300 --> 00:20:27.710 Kristine Dunn - CINC Conversion Specialist: I get this a lot, and I know that John does too, and this is one of those things where the phone gets heavier the less you pick it up. 175 00:20:28.150 --> 00:20:29.009 CINC Marketing: Oh, yeah. 176 00:20:29.010 --> 00:20:29.630 James Terry: Yeah. 177 00:20:29.630 --> 00:20:30.300 Kristine Dunn - CINC Conversion Specialist: And… 178 00:20:30.980 --> 00:20:32.109 Kristine Dunn - CINC Conversion Specialist: If you're going… 179 00:20:32.110 --> 00:20:32.640 CINC Marketing: Right. 180 00:20:32.640 --> 00:20:40.070 Kristine Dunn - CINC Conversion Specialist: If you're going in to pick, like, making calls with the attitude that I don't like getting these calls. 181 00:20:40.490 --> 00:20:42.249 Kristine Dunn - CINC Conversion Specialist: Nobody's gonna answer. 182 00:20:42.620 --> 00:20:43.220 CINC Marketing: Huh? 183 00:20:43.680 --> 00:20:48.350 Kristine Dunn - CINC Conversion Specialist: And you don't have a lead problem, you have a belief problem. An energy problem. 184 00:20:49.150 --> 00:20:49.770 CINC Marketing: Yeah. 185 00:20:50.400 --> 00:20:55.209 CINC Marketing: No, I 100% agree, and… The thing about me is… 186 00:20:55.970 --> 00:20:59.360 CINC Marketing: I'm only gonna answer when I… am ready. 187 00:20:59.920 --> 00:21:15.440 CINC Marketing: You know, like, I would rather not answer if you're just… but if it's like, oh, you know, oh, this is the guy who's been texting me, I am ready. You know, I do want to see what my house is worth, or something, then I will answer. And that's where that persistence comes in, because I… you know, I've sold 188 00:21:16.020 --> 00:21:20.620 CINC Marketing: Two houses, or one house, I don't even remember. It all blends together. 189 00:21:21.170 --> 00:21:24.389 CINC Marketing: I'm sure it blends together for Dan with multiple houses, but… 190 00:21:24.390 --> 00:21:24.980 Daniel Lott: Yeah. 191 00:21:25.340 --> 00:21:29.870 CINC Marketing: So handsome, he's got that handsome money. But, you know, 192 00:21:30.530 --> 00:21:36.510 CINC Marketing: I… yeah, that's… I've never really thought about it that way. I am that person that is really hard. 193 00:21:36.720 --> 00:21:42.409 CINC Marketing: to get a hold of. I'm probably not gonna verify my phone number the first time I go through, but… 194 00:21:42.530 --> 00:21:44.360 CINC Marketing: If you keep at me, and… 195 00:21:44.660 --> 00:21:47.389 CINC Marketing: Give me value instead of just selling. 196 00:21:47.760 --> 00:21:49.580 Kristine Dunn - CINC Conversion Specialist: I will be ready eventually. 197 00:21:49.980 --> 00:21:55.989 CINC Marketing: Well, Dwayne always people sell a house every 7 years. I was never sure if he made that up or not, but it makes sense. 198 00:21:57.050 --> 00:22:06.160 James Terry: Yeah, they say that's… Such a good point, Christine, actually. Right before we jumped on here, because we jumped on a couple minutes early, the four of us, to talk about, you know, preparing and everything. 199 00:22:06.190 --> 00:22:25.469 James Terry: But I got a phone call, spam number, it didn't say spam, it had, like, something out there, it wasn't just digits. But I didn't know who it was, and I was like, oh, whatever's going on here, I went over, you know, stopped it from vibrating on the desk and making noise, and then it went off again immediately. Like, it's funny that you say this and bring up that example, because I picked it up, it was the exact same thing, and… 200 00:22:25.690 --> 00:22:41.180 James Terry: I had… I very much considered answering it. The only reason I didn't was not to dodge the call, is because we were jumping on this meeting. And I was like, oh, I legitimately can't right now, but I was like, you even just said it. I was like, what if it's important? Like, what is… who would call two times in a row? 201 00:22:41.960 --> 00:22:42.600 Kristine Dunn - CINC Conversion Specialist: Yeah. 202 00:22:42.600 --> 00:22:43.320 James Terry: So… 203 00:22:43.320 --> 00:22:44.060 CINC Marketing: Let's call. 204 00:22:44.060 --> 00:22:44.770 James Terry: Yeah, totally. 205 00:22:44.770 --> 00:22:45.530 CINC Marketing: right now. 206 00:22:45.700 --> 00:22:46.649 CINC Marketing: Put on speaker. 207 00:22:46.650 --> 00:22:47.779 James Terry: Are you calling back live? 208 00:22:47.780 --> 00:22:49.710 CINC Marketing: Let's see, let's see what's up. 209 00:22:50.220 --> 00:23:14.090 Kristine Dunn - CINC Conversion Specialist: It's called the double tap. We call it the double tap, and it works. So if you're not using a dialer, then it's really easy to just do the double tap, and the second time, usually, they will answer. Especially, like, again, I can only speak for my market here, but we have an older… quite a bit of an older population here, so they… if they don't answer on the second, they almost always call back and say, hi, I missed a call from this number. 210 00:23:15.300 --> 00:23:19.909 Kristine Dunn - CINC Conversion Specialist: You know, and then I can ask them, who is it, and, you know, take the conversation from there. 211 00:23:23.350 --> 00:23:27.789 CINC Marketing: Now I'm just thinking about my life… I'm sorry, I'm thinking about my… the way I live my life. 212 00:23:28.390 --> 00:23:32.800 CINC Marketing: Christine, you're making me wanna… I'm gonna answer every call. I'm gonna do it. 213 00:23:32.800 --> 00:23:38.490 Kristine Dunn - CINC Conversion Specialist: I'm not saying that you should, I'm just saying for our listeners and anyone who's already having call reluctance. 214 00:23:38.490 --> 00:23:39.230 CINC Marketing: Yeah, yeah, yeah. 215 00:23:39.230 --> 00:23:51.790 Kristine Dunn - CINC Conversion Specialist: Or, if you're also the person who doesn't like to pick up the phone, then it makes it difficult for you to pick up the phone to call someone else, because you think that you're doing the same thing that they are. But the reality is, is you're not. 216 00:23:52.100 --> 00:24:11.030 Kristine Dunn - CINC Conversion Specialist: Right? You're not the home warranty, or the sales, or the car warranty person that is calling you for the 15th time, or Medicare, and you're… I'm only 40, right? Or whatever it is. But what I will say is that as long as you can get past that, I actually started picking up the phone, and it helped with that. 217 00:24:11.930 --> 00:24:18.229 Kristine Dunn - CINC Conversion Specialist: Because you actually hear how bad these salespeople are, and then I end up coaching them on the call. 218 00:24:18.230 --> 00:24:20.580 CINC Marketing: And then they never called back. 219 00:24:20.580 --> 00:24:25.219 Kristine Dunn - CINC Conversion Specialist: thing they say is, oh, hi, is this Christine Dunn? How are you today? And I'm like. 220 00:24:25.420 --> 00:24:31.180 Kristine Dunn - CINC Conversion Specialist: You said my name, and you just asked me how I was, and those are two of the 7 things we do not do in our opening line. 221 00:24:34.340 --> 00:24:36.779 CINC Marketing: Well… I'm it, yeah. 222 00:24:36.900 --> 00:24:40.069 CINC Marketing: I'm really just… I don't… I am on tilt right now. 223 00:24:40.660 --> 00:24:42.900 CINC Marketing: Let me ask another question. 224 00:24:42.900 --> 00:24:43.980 Kristine Dunn - CINC Conversion Specialist: Alright, let's get it. 225 00:24:43.980 --> 00:24:45.819 CINC Marketing: Let's go. 226 00:24:46.120 --> 00:24:52.970 James Terry: You better, Harry, because I think Christine might be the first guest we've ever had that has asked you a question. Like, directly. 227 00:24:52.970 --> 00:24:54.499 CINC Marketing: I'm doing the questions! 228 00:24:54.630 --> 00:24:55.809 CINC Marketing: I will ask the question. 229 00:24:55.810 --> 00:24:57.560 James Terry: She threw a curveball at her. 230 00:24:57.560 --> 00:25:00.820 CINC Marketing: Great one, actually, from Cheryl. What is your opening line? 231 00:25:00.950 --> 00:25:07.189 Kristine Dunn - CINC Conversion Specialist: Oh, I love that question. So, join us on Mondays for that, every other Monday for Dialed In Podcast, but it is… 232 00:25:07.400 --> 00:25:13.820 Kristine Dunn - CINC Conversion Specialist: Hey there, this is Christine from your home search site. I noticed you were looking at some homes over in the Naples area. 233 00:25:14.490 --> 00:25:18.360 Kristine Dunn - CINC Conversion Specialist: Are you looking to make a move in the next few months, or are you just browsing? 234 00:25:21.700 --> 00:25:22.680 Kristine Dunn - CINC Conversion Specialist: That's it. 235 00:25:22.680 --> 00:25:23.240 CINC Marketing: that? 236 00:25:24.610 --> 00:25:29.640 CINC Marketing: Well, no, that's great, and it's very open-ended, right? I mean, the whole goal of that is to get them 237 00:25:29.800 --> 00:25:31.990 CINC Marketing: Kind of talking, yeah, obviously. 238 00:25:33.100 --> 00:25:34.330 Kristine Dunn - CINC Conversion Specialist: Yeah, exactly. 239 00:25:34.910 --> 00:25:36.570 Kristine Dunn - CINC Conversion Specialist: I'll type it in the chat. 240 00:25:37.330 --> 00:25:45.550 Kristine Dunn - CINC Conversion Specialist: Notice there were some things I did. I said the home search site. I didn't say their name, right? I said my name. 241 00:25:45.580 --> 00:25:51.179 Kristine Dunn - CINC Conversion Specialist: from the home search site. You guys, they're registered on, like, probably 15 different websites, right? Yes. 242 00:25:51.180 --> 00:26:07.730 Kristine Dunn - CINC Conversion Specialist: So, you just say your name, I didn't say my company's name, because it's not relevant right now, it doesn't matter, we don't know what kind of experience they had with other companies. I literally just say my name, the home search site, the area that they might… that they've been looking in. I didn't say that I saw them register. 243 00:26:07.770 --> 00:26:15.709 Kristine Dunn - CINC Conversion Specialist: I just said I noticed you were looking at homes, because home is where the heart is. We say homes when we're talking to buyers, right? 244 00:26:16.080 --> 00:26:26.039 Kristine Dunn - CINC Conversion Specialist: And then we don't ask them a yes or no question, we end with an A or B question. Are you looking to make a move in the next few months, or are you just browsing? 245 00:26:27.500 --> 00:26:30.220 Kristine Dunn - CINC Conversion Specialist: We know that they're gonna say they're just browsing. 246 00:26:30.450 --> 00:26:33.059 Kristine Dunn - CINC Conversion Specialist: And then the next line is the most important. 247 00:26:33.630 --> 00:26:39.889 Kristine Dunn - CINC Conversion Specialist: That's perfect. It's exactly what the site is for. While I have you, what's prompted you to browse? 248 00:26:40.410 --> 00:26:45.349 Kristine Dunn - CINC Conversion Specialist: That gets you through, and now you can have your beautiful conversation and set the appointment. 249 00:26:47.310 --> 00:26:48.020 CINC Marketing: That's great. 250 00:26:48.020 --> 00:26:50.959 Kristine Dunn - CINC Conversion Specialist: Thank you, Orlando, for typing that in the chat. 251 00:26:52.200 --> 00:26:54.010 CINC Marketing: Yeah, and I do think, 252 00:26:54.520 --> 00:26:58.020 CINC Marketing: Marco mentioned it's in the Success Playbook. 253 00:26:58.190 --> 00:27:02.349 CINC Marketing: I believe that, orlando, if you have the link to that. 254 00:27:03.430 --> 00:27:06.459 CINC Marketing: Could you post that, please? It's in the Help Center. 255 00:27:06.930 --> 00:27:11.649 Kristine Dunn - CINC Conversion Specialist: Yeah, do you guys have the toolkit also? We have a sync toolkit that I email people sometimes. 256 00:27:12.870 --> 00:27:14.140 CINC Marketing: Well, I'm not sure. 257 00:27:15.130 --> 00:27:18.909 CINC Marketing: If you have that, you can send it to me, and I'll send it to everybody. 258 00:27:18.970 --> 00:27:20.470 Kristine Dunn - CINC Conversion Specialist: Okay. Thank you, Orlando. 259 00:27:20.940 --> 00:27:21.460 Kristine Dunn - CINC Conversion Specialist: Yep. 260 00:27:22.770 --> 00:27:28.460 CINC Marketing: Very cool. I have everyone's email address that's on here. I can send that out when I send the replay. 261 00:27:28.820 --> 00:27:29.430 Kristine Dunn - CINC Conversion Specialist: Great. 262 00:27:30.020 --> 00:27:36.720 CINC Marketing: Let's see… a lot of good questions here. Here's… I thought this was really interesting, from Chuck. 263 00:27:36.930 --> 00:27:42.289 CINC Marketing: How do you evaluate the leads that will be worth setting reminders for and following up on? 264 00:27:42.780 --> 00:28:01.959 Kristine Dunn - CINC Conversion Specialist: Well, you don't set a reminder for a lead that you've never had a conversation with, so that's the first thing. There's nothing to remind you about, because if you're using your filters the way you're supposed to, then they're going to be caught in the filters, so there's no reminders on somebody unless you've had a conversation with them. So that's the first thing. The second thing is. 265 00:28:02.000 --> 00:28:12.630 Kristine Dunn - CINC Conversion Specialist: I don't cherry-pick my leads. I don't go through and pick the highest one, or the certain neighborhood, or this. I think that when you do that, you're assuming 266 00:28:12.770 --> 00:28:23.969 Kristine Dunn - CINC Conversion Specialist: that one lead is better than another, but you really have no idea, right? So for instance, in my market, again, I'm in Southwest Florida, you're not gonna probably find 267 00:28:24.130 --> 00:28:42.609 Kristine Dunn - CINC Conversion Specialist: a $200,000 condo on the beach, right? Golf frontage, full golf frontage. But I'm not gonna call the lead that… or I'm not gonna NOT call the lead that comes in looking for that $200,000 beachfront property, because what if it's an investor and they're just passing through, and they just want to see, what can I get for $200? 268 00:28:43.220 --> 00:28:50.170 Kristine Dunn - CINC Conversion Specialist: Or what if it's someone who actually is looking for a $2 million condo on the beach, which IS possible. 269 00:28:50.660 --> 00:29:00.629 Kristine Dunn - CINC Conversion Specialist: And I didn't call them because it was only $200,000, right? So, regardless of how you're choosing, I would say, don't choose, use your P filters. 270 00:29:02.540 --> 00:29:18.300 Kristine Dunn - CINC Conversion Specialist: Those are all the saved filters, and if you don't know what those are, guys, if we have a link that we can share with them on how to follow through with those types of things, but your P filters are in… well, gosh, if we could do a screen share, that would be easy, but yeah, stick with your filters. All the saved filters. 271 00:29:18.300 --> 00:29:20.919 CINC Marketing: I mean, if you have it pulled up and you want to, we can. 272 00:29:21.230 --> 00:29:23.270 Kristine Dunn - CINC Conversion Specialist: I don't, and… but… 273 00:29:23.270 --> 00:29:24.440 CINC Marketing: That's fine. 274 00:29:24.870 --> 00:29:25.620 CINC Marketing: Well, I'm sorry. 275 00:29:26.450 --> 00:29:31.170 CINC Marketing: Yeah, yeah, yeah, absolutely. Using the… 276 00:29:31.450 --> 00:29:34.220 CINC Marketing: Everyone looks in the discount basket, yeah? 277 00:29:34.230 --> 00:29:49.769 Kristine Dunn - CINC Conversion Specialist: Yeah, Richard, but how many of them end up saying, oh, I don't like any of these discounts? I want the discount, but I don't want the property for the discount, right? And so then we end up spending more than what we even thought we were going to spend, because we'd rather just spend a little more to get what we really want. 278 00:29:51.920 --> 00:29:54.170 CINC Marketing: Turn into a good sale. Yeah, absolutely. 279 00:29:54.500 --> 00:29:56.410 CINC Marketing: Yeah, I mean, I always start… 280 00:29:56.630 --> 00:30:02.029 CINC Marketing: A lot of times, I'll start looking at the lowest-priced thing, and then find something that's, you know. 281 00:30:02.480 --> 00:30:10.009 CINC Marketing: A better price… or just… I mean, we see people come in all the time, and their price point in the CRM is in the millions, and that's because… 282 00:30:10.340 --> 00:30:15.710 CINC Marketing: They looked at the really nice houses, but that doesn't mean they're not actually Looking, you know? 283 00:30:16.180 --> 00:30:17.310 CINC Marketing: Exactly. 284 00:30:17.310 --> 00:30:26.949 Daniel Lott: Going back to that… that home sale that I talked about, they looked… their initial… their first house they looked at was $700,000, and they ended up buying a $2.2 million house. 285 00:30:27.130 --> 00:30:28.000 Daniel Lott: Yeah. 286 00:30:28.970 --> 00:30:34.280 CINC Marketing: What do you, what if the lead only wants to communicate via text? 287 00:30:34.910 --> 00:30:36.559 CINC Marketing: That's what Darlene asked. 288 00:30:37.190 --> 00:30:44.760 Kristine Dunn - CINC Conversion Specialist: I think that you meet them where they are, right? So that's fine initially, but at some point, you need to either get on a FaceTime or a Zoom. 289 00:30:45.150 --> 00:30:51.449 Kristine Dunn - CINC Conversion Specialist: Because there's 5 levels of communication, right? So I think it starts with text, or no, it's email. 290 00:30:52.320 --> 00:30:57.549 Kristine Dunn - CINC Conversion Specialist: is, like, the worst one, and you're… and you want to get into in-person, right? So, in-person… 291 00:30:57.850 --> 00:30:59.880 Kristine Dunn - CINC Conversion Specialist: FaceTime or Zoom. 292 00:31:00.410 --> 00:31:13.959 Kristine Dunn - CINC Conversion Specialist: call, text, email. So those are your 5. You always want to be trying to move them up one, if you can. So I did, I will say that I had a woman in my database for over 1,456 days. 293 00:31:14.290 --> 00:31:17.429 Kristine Dunn - CINC Conversion Specialist: So, for those of you who are like, I don't want to call old leads. 294 00:31:17.820 --> 00:31:27.209 Kristine Dunn - CINC Conversion Specialist: keep calling them, because this person was in there for almost 1500 days, never once picked up the phone, but she was still looking, she was opening the property alerts, right? 295 00:31:27.320 --> 00:31:36.509 Kristine Dunn - CINC Conversion Specialist: So she kept coming up in my pee filters, and I ended up selling her a property, only speaking to her one time on the phone. 296 00:31:36.620 --> 00:31:49.450 Kristine Dunn - CINC Conversion Specialist: So, for however many years, she didn't respond, and then one day, she emailed me and said, I'm gonna be in the area on this date, are you available, to show me in one community, I've already picked out the four properties I want to see. 297 00:31:50.130 --> 00:31:55.329 Kristine Dunn - CINC Conversion Specialist: And I said yes, and of course, I asked her to send me a copy of her driver's license. 298 00:31:55.600 --> 00:32:14.260 Kristine Dunn - CINC Conversion Specialist: So that at least I knew she was a real person. This was before Forewarn. So I couldn't look her… I mean, I guess I could have looked her up, but I didn't. And, we talked one time before she got there. We talked the morning of, just to make sure that she wasn't going to be late, and she knew where she was going. We made an offer on one of the properties she saw, and then we never talked again. 299 00:32:15.340 --> 00:32:26.580 Kristine Dunn - CINC Conversion Specialist: So you're gonna get people who just don't want to talk to you. They just want what they want, they want what you can do to help them, and then they just want you to leave them alone. That's okay, too. It's not you, it's them. 300 00:32:27.050 --> 00:32:27.620 CINC Marketing: Yeah. 301 00:32:28.320 --> 00:32:29.650 CINC Marketing: It's me. 302 00:32:29.810 --> 00:32:32.359 CINC Marketing: Do you, do a lot of, 303 00:32:33.030 --> 00:32:39.849 CINC Marketing: kind of, like, Zoom presentations and stuff with clients where you are? Do you have a lot of people from, like, northern states that… 304 00:32:40.100 --> 00:32:41.919 CINC Marketing: May want to do a call like that. 305 00:32:41.920 --> 00:33:06.679 Kristine Dunn - CINC Conversion Specialist: most of my business is from out of state, so I do most of my business on Zoom, because it's just easier, it's face-to-face. If some people don't want to do Zoom, I will do a FaceTime, but I like Zoom particularly, because then I can do a screen share, and I can share with them some of the properties that I think might fit based on what we talked about. And then what does that do for me? It, again, shows them that I heard what they were saying. 306 00:33:06.710 --> 00:33:18.179 Kristine Dunn - CINC Conversion Specialist: Or, it shows me that I thought I heard what they were saying, and that's not actually what they said, right? So now, instead of wasting the first day out with them, showing them properties that they don't even like. 307 00:33:18.180 --> 00:33:28.489 Kristine Dunn - CINC Conversion Specialist: We're looking at them online together, and I realize that, so then when we're in front of them, and we're actually out looking at them in person, then we're only looking at properties that they're definitely interested in. 308 00:33:29.640 --> 00:33:33.849 CINC Marketing: When you first started, and, if you guys want to play Win Dan's Money. 309 00:33:34.720 --> 00:33:40.980 CINC Marketing: We got that in 10 minutes, so, we will… it's a 7-question trivia quiz winner. If you win. 310 00:33:41.160 --> 00:33:45.039 CINC Marketing: We had a very close, contest last time. Went into overtime. 311 00:33:45.150 --> 00:33:46.050 CINC Marketing: Dan. 312 00:33:46.050 --> 00:33:48.000 Daniel Lott: It won't be that close this time. 313 00:33:49.130 --> 00:33:51.300 James Terry: But if you win… Confidence. 314 00:33:51.410 --> 00:33:53.010 CINC Marketing: If you win… 315 00:33:53.590 --> 00:34:04.959 CINC Marketing: You get a $200 ad comp for individual listing ads, which we could talk about in a minute, but if you'd like to come on and play, please be ready for that and stick around. But I did… 316 00:34:05.470 --> 00:34:08.909 CINC Marketing: I did want to ask you, Christine, because, like, I've… 317 00:34:09.929 --> 00:34:14.439 CINC Marketing: Like, I've been at Sync for over 10 years, and I'm so much more… 318 00:34:14.909 --> 00:34:22.159 CINC Marketing: calm and kind of confident now in my job, and I see things that… I wouldn't have seen… 319 00:34:22.310 --> 00:34:28.449 CINC Marketing: 9 years ago, you know? And I kind of get that same impression when I listen to you. 320 00:34:28.610 --> 00:34:31.199 CINC Marketing: talk. Like, you do a, 321 00:34:31.650 --> 00:34:33.840 CINC Marketing: You do a really good job, it seems, of… 322 00:34:34.790 --> 00:34:43.239 CINC Marketing: I think you're so comfortable in the job that you do that you're able to listen to these people. And, like, for me, that's always been an issue. If I'm uncomfortable. 323 00:34:43.770 --> 00:34:48.580 CINC Marketing: it's hard for me to listen as much as just think, this is what I'm gonna say next. 324 00:34:48.850 --> 00:34:52.020 CINC Marketing: If that makes sense. So, I mean, did you have… 325 00:34:52.580 --> 00:34:56.160 CINC Marketing: Like, when you started in real estate. 326 00:34:56.800 --> 00:35:00.750 CINC Marketing: Did it take you some time to get to this point where you feel like. 327 00:35:01.180 --> 00:35:05.230 CINC Marketing: you know, I can really focus in and listen. Did you have that? 328 00:35:05.650 --> 00:35:10.340 CINC Marketing: kind of… or was this just something that was… you were meant to do? Does that make sense? 329 00:35:10.390 --> 00:35:29.350 Kristine Dunn - CINC Conversion Specialist: It does. I think you're saying a lot of things, and I have so many things I want to say back. Well, we just… I know we have limited time here, so here's what I'll say. I've always been in sales, so prior to real estate, I was in medical sales, right? So, I… and really, all sales is, is conversation. So, I think the biggest thing is… 330 00:35:29.350 --> 00:35:40.079 Kristine Dunn - CINC Conversion Specialist: always just listening to understand, not to respond. And if you're always thinking about what you're gonna respond with, then you're not even gonna hear the answer to the question that you just asked. 331 00:35:40.950 --> 00:35:45.419 Kristine Dunn - CINC Conversion Specialist: But the next question comes from the answer that they gave. 332 00:35:46.290 --> 00:35:51.910 Kristine Dunn - CINC Conversion Specialist: So the first thing we always say at SyncU is to get comfortable being uncomfortable, right? 333 00:35:51.910 --> 00:36:06.900 Kristine Dunn - CINC Conversion Specialist: And I always kind of didn't really like that, because nobody wants to be uncomfortable, because that means you're doing something that you're not, you know, good at, or it's just scary, or whatever the case may be. But the reality is, is that none of this is uncomfortable, it's just unfamiliar. 334 00:36:08.040 --> 00:36:19.080 Kristine Dunn - CINC Conversion Specialist: So, it's just a shift of, of, like, our thought behind the word, like, just changing the word just a little bit. Yeah, you're uncomfortable, but it's really only discomfort because it's unfamiliar. 335 00:36:19.450 --> 00:36:23.100 CINC Marketing: So, once you start to practice the script. 336 00:36:23.120 --> 00:36:27.660 Kristine Dunn - CINC Conversion Specialist: And you get more comfortable with it, because you've said it a million times. 337 00:36:27.910 --> 00:36:42.060 Kristine Dunn - CINC Conversion Specialist: And no, you don't need anybody to practice the opening line with. You can say it, walking your dog, taking a shower, cooking your breakfast, taking your kids to school, waiting in the car line for them after school, whatever it is, stop with the excuses and just start practicing the opening line. 338 00:36:42.240 --> 00:36:48.210 Kristine Dunn - CINC Conversion Specialist: And as long as you're saying it out loud, over and over and over and over again, you're programming it in your mind. 339 00:36:48.430 --> 00:36:53.769 Kristine Dunn - CINC Conversion Specialist: So that when the phone picks up and someone says hello, that's the first thing that comes out. 340 00:36:55.290 --> 00:36:56.500 CINC Marketing: And then you can listen. 341 00:36:56.500 --> 00:36:58.310 Kristine Dunn - CINC Conversion Specialist: And then you can listen. 342 00:36:58.490 --> 00:37:15.000 Kristine Dunn - CINC Conversion Specialist: Right? But if you're not… if you can't get that first little bit out, then you're probably getting hung up on, you're having those shorter conversations, you're missing the motivation, right? Somebody asked any tips with follow-up with a lead that you were not able to find motivation with on the first call. 343 00:37:15.250 --> 00:37:32.139 Kristine Dunn - CINC Conversion Specialist: hey, I noticed you were still taking a look, you know, you were still looking at some properties, you know, and you can just ask them, are you looking to make… ask them again. Are you looking to make a move in the next few months, or are you just browsing? And if they say they're just browsing, great. What prompted you to browse? That's the question. 344 00:37:32.950 --> 00:37:34.760 Kristine Dunn - CINC Conversion Specialist: What prompted you to browse? 345 00:37:35.010 --> 00:37:45.609 Kristine Dunn - CINC Conversion Specialist: And then it's like, oh, now you can start talking, but the key is to stay in the pocket. When they give you information, hey, you know what, actually, we're just looking for a second home. 346 00:37:46.020 --> 00:37:48.439 Kristine Dunn - CINC Conversion Specialist: Cool, tell me about your current home. 347 00:37:48.920 --> 00:37:54.220 Kristine Dunn - CINC Conversion Specialist: Don't go right into what they're looking for. We need to know what is their current lifestyle. 348 00:37:54.290 --> 00:38:11.229 Kristine Dunn - CINC Conversion Specialist: and dig into that, now we're having a conversation that has nothing to do with us selling them, but we're also building rapport, so that when it gets to time to ask them about what do they think they're looking for here, they're ready to talk about it, because we've already built rapport. 349 00:38:12.210 --> 00:38:13.489 Kristine Dunn - CINC Conversion Specialist: Does that make sense? 350 00:38:13.760 --> 00:38:16.980 CINC Marketing: Absolutely. And I, yeah, I mean, what you're saying… 351 00:38:17.700 --> 00:38:21.640 CINC Marketing: One question. Yeah, absolutely, yeah. And what you're saying makes… Real quick. 352 00:38:22.320 --> 00:38:26.470 CINC Marketing: You said it in such a more eloquent way. 353 00:38:26.570 --> 00:38:30.510 CINC Marketing: Than my rambling statement, but yeah, it's a lack of… 354 00:38:30.790 --> 00:38:33.959 CINC Marketing: confidence, you know, and I didn't… 355 00:38:34.400 --> 00:38:43.840 CINC Marketing: And I don't know that I could practice in different things, but… but as time over… as I practiced over time, and read more things, and learned more things, and screwed up. 356 00:38:44.130 --> 00:38:49.949 CINC Marketing: I got better at it, and I'm more comfortable at it, and now I can really listen and identify 357 00:38:50.170 --> 00:38:54.930 CINC Marketing: When we come up with ideas and solutions, when we talk about ad campaigns. 358 00:38:54.930 --> 00:38:56.370 Kristine Dunn - CINC Conversion Specialist: I love that you mentioned… 359 00:38:56.910 --> 00:39:03.610 Kristine Dunn - CINC Conversion Specialist: I love that you mentioned the confidence piece, because in case anybody missed this, the confidence didn't come 360 00:39:04.680 --> 00:39:16.159 Kristine Dunn - CINC Conversion Specialist: because he just made the call and just decided one day he wasn't going to be uncomfortable anymore. The confidence came because he was practicing, because he was reading up on it, because he was doing the little things every day when no one was looking. 361 00:39:16.240 --> 00:39:26.939 Kristine Dunn - CINC Conversion Specialist: Right? Doing the little reps, drinking the water, getting up without hitting Zoom, right? Whatever it is, like, when you make little promises to yourself and you keep them, that's what builds your confidence. 362 00:39:27.270 --> 00:39:35.749 Kristine Dunn - CINC Conversion Specialist: So yes, the practice is important, but you can't just say, oh, I'm gonna practice, and I'm gonna do this every day, and then not do it, because then that actually takes away from your confidence. 363 00:39:37.250 --> 00:39:40.940 CINC Marketing: Well, and you take… that is… yeah, that is true. And then, 364 00:39:42.240 --> 00:39:47.080 CINC Marketing: Yeah, no, that's… I'm telling you, you got my head swimming over there. 365 00:39:47.080 --> 00:39:48.290 James Terry: Price of admission right there. 366 00:39:48.290 --> 00:39:49.250 CINC Marketing: I'm done! 367 00:39:50.360 --> 00:39:56.690 CINC Marketing: No, alright, we got one more question that I do want to get to from Paige, and I think Paige is on… 368 00:39:57.340 --> 00:39:58.629 CINC Marketing: As well. 369 00:40:00.210 --> 00:40:05.559 CINC Marketing: But I think she's just starting out with Sync, or maybe just a few months in. 370 00:40:06.200 --> 00:40:11.710 CINC Marketing: She asked for tips for a small team of two. 371 00:40:11.840 --> 00:40:17.230 CINC Marketing: Just getting started with Sync. Best advice for converting leads that show promise. 372 00:40:17.390 --> 00:40:20.329 CINC Marketing: But seemed to tell a different story over the phone. 373 00:40:21.380 --> 00:40:45.800 Kristine Dunn - CINC Conversion Specialist: I think that just goes back to conversations, right? And I would ask her, how does the lead seem promising based on what you're looking at in the database, right? And I'm asking that question because you're making an assumption based on maybe their activity, or their price point, or whatever the case may be. I would always, again, encourage not to make assumptions about the lead. 374 00:40:45.800 --> 00:40:52.249 Kristine Dunn - CINC Conversion Specialist: Being good, bad, right, wrong, whatever it is. Just think of them all equally the same. 375 00:40:52.250 --> 00:41:01.490 Kristine Dunn - CINC Conversion Specialist: Pick up the phone and call them all equally the same, and use your pee filters. You will not ever let anybody slip through the cracks, as long as you are using your P filters. 376 00:41:02.020 --> 00:41:07.939 Kristine Dunn - CINC Conversion Specialist: Like, don't overcomplicate it. I know a lot of the guys would say to use the pond. 377 00:41:07.940 --> 00:41:26.770 Kristine Dunn - CINC Conversion Specialist: Even they… even sometimes for a single. Right now, I don't have anybody on my team, because most people don't work in the same way that I do, and so I've found myself just saying, forget it, just forget it, I'll just do it myself. I'm not saying that that's the right thing to do, but if you do have a good partner, 378 00:41:26.840 --> 00:41:31.629 Kristine Dunn - CINC Conversion Specialist: having a pond is really helpful, because then, if your pond is like mine, it's called Alex. 379 00:41:31.630 --> 00:41:54.949 Kristine Dunn - CINC Conversion Specialist: then everything always goes in there, so it's not getting emails from different people all the time, it's only getting them from there, and then you both have access to the pond, then you can call from there. And I think I saw somebody mention something earlier about, Alex having a good conversation, and then them jumping in, and then the person was, like, really turned off. Be careful with that, you guys, and just think about if you were having a good conversation with somebody. 380 00:41:54.950 --> 00:42:12.849 Kristine Dunn - CINC Conversion Specialist: and then their boss barged in the door and was like, hey, let me talk to you right now, I got you. It's like, no, I'm good with your sales guy right now, like, he's doing a good job. So I would let the conversation kind of play through, and this is just only my own personal opinion here. 381 00:42:12.850 --> 00:42:31.310 Kristine Dunn - CINC Conversion Specialist: and then reach out later, saying, hey, Alex is, you know, my associate, or my… whatever you want to call him or her, or however you refer to them. But… but don't interrupt them right in the middle of it, because that can, like you said, what you experience, it can be disarming. 382 00:42:32.940 --> 00:42:38.039 CINC Marketing: There is, a lot of… yeah, and so… If you guys don't know. 383 00:42:38.200 --> 00:42:44.509 CINC Marketing: Christine does this call… by… is it bi-weekly or bi-monthly? That's always such a weird word. 384 00:42:44.510 --> 00:42:45.160 Kristine Dunn - CINC Conversion Specialist: Oh, God. 385 00:42:45.160 --> 00:42:46.619 CINC Marketing: Or every other month, or… 386 00:42:46.620 --> 00:42:47.820 Kristine Dunn - CINC Conversion Specialist: Bi-weekly. Bi-weekly. 387 00:42:48.030 --> 00:42:48.750 CINC Marketing: Bi-weekly? 388 00:42:48.750 --> 00:42:57.899 Kristine Dunn - CINC Conversion Specialist: And once you register for it, you'll get the reminder every time it's coming. So once you put it on your calendar, it will forever be on your calendar unless you remove it. 389 00:42:58.690 --> 00:43:04.630 CINC Marketing: Please, please take advantage of the training opportunities, like Christine. 390 00:43:04.790 --> 00:43:07.629 CINC Marketing: Doing this call bi-weekly, every other week. 391 00:43:08.450 --> 00:43:10.460 CINC Marketing: I mean… 392 00:43:10.570 --> 00:43:23.149 CINC Marketing: And that's one of the things that really sets Sync apart, is you have access to this community, you know, join the Facebook group of owners, ask questions, participate in discussions, give feedback there, because we do look at it. 393 00:43:23.300 --> 00:43:24.950 CINC Marketing: And we do use that. 394 00:43:25.590 --> 00:43:35.260 CINC Marketing: You know, join Christine, come to Online Conversion Day, come to SyncU, it is a game… 395 00:43:35.440 --> 00:43:42.260 CINC Marketing: changer. It really is. And, you know, I'm so impressed with Christine today, as I always am. 396 00:43:42.900 --> 00:43:48.059 CINC Marketing: I remembered the thing I was going to say on the last question before you got me shook. 397 00:43:48.500 --> 00:43:54.509 CINC Marketing: But it was just about, you know, improving on the calls, Another part of… of that. 398 00:43:54.730 --> 00:43:59.180 CINC Marketing: was my mindset, and, you know, for me, it was my job, and I felt like I had to do it. 399 00:43:59.530 --> 00:44:04.679 CINC Marketing: You know, there wasn't an option of not doing it. It's just, I have to do this. 400 00:44:05.930 --> 00:44:10.649 CINC Marketing: I did it, and it made me better. So going back to mindset, I think that is… 401 00:44:11.080 --> 00:44:12.729 CINC Marketing: important. 402 00:44:12.730 --> 00:44:20.610 Kristine Dunn - CINC Conversion Specialist: I'll throw you one more time, because you said you had to do it, right? You had to do it because it was your job. Somebody was literally paying you a salary to do this, right? 403 00:44:20.610 --> 00:44:21.200 CINC Marketing: Yes. 404 00:44:21.200 --> 00:44:22.700 Kristine Dunn - CINC Conversion Specialist: But for our listeners. 405 00:44:23.110 --> 00:44:31.190 Kristine Dunn - CINC Conversion Specialist: they don't have to do this, right? They don't have to use the same system. And I bring this up because what we have to do is a chore. 406 00:44:31.760 --> 00:44:40.789 Kristine Dunn - CINC Conversion Specialist: But what we get to do is a gift. They've chosen to use this database, we are the best in the business, I've used all of them, none of them are as good. 407 00:44:40.790 --> 00:44:53.829 Kristine Dunn - CINC Conversion Specialist: Okay? I'm just gonna tell you, I'll save you all the trouble right now. None of them are as good, none of them have the training, none of them have, you know, this kind of interaction. Nobody has a 3-day in-person training that will literally change your life. 408 00:44:53.830 --> 00:45:03.060 Kristine Dunn - CINC Conversion Specialist: But us, we are the only ones that do a lot of the things that we do, and that's why we've been in business in the number one spot for a long time. But I think… 409 00:45:03.150 --> 00:45:13.419 Kristine Dunn - CINC Conversion Specialist: understanding that they are the CEO of their businesses, and that they don't have to be here using this, but they get to be, and what we get to do is a gift. 410 00:45:13.690 --> 00:45:21.909 Kristine Dunn - CINC Conversion Specialist: So, we are a gift to these people. You guys are a gift to us, providing us all these leads, so that we can provide for our families and connect with other people. 411 00:45:22.250 --> 00:45:28.090 Kristine Dunn - CINC Conversion Specialist: But we're the gift for the person who's looking, because a lot of us. 412 00:45:28.360 --> 00:45:38.440 Kristine Dunn - CINC Conversion Specialist: or, like, people can only hear things from certain people, right? I could say the same thing to Harry that I've said to James 10 times, but for some reason it hits different with Harry. 413 00:45:39.470 --> 00:45:53.169 Kristine Dunn - CINC Conversion Specialist: It's the same thing in real estate. You might have to call 15 to 20 times to get somebody to answer, but when they finally do, they're ready to talk, they're ready to listen. So just, I want to encourage everybody to keep picking up the phone, I promise it's worth it. 414 00:45:55.540 --> 00:46:01.209 CINC Marketing: Absolutely. That's what we're paying, why don't sync vet leads. 415 00:46:01.800 --> 00:46:06.160 James Terry: I feel like this conversation could go for, like, 3 hours. We gotta be super careful. 416 00:46:06.660 --> 00:46:18.569 James Terry: I know, I know. I wanted to jump in, I've had a thought or a comment, and I'm like, man, we're already gonna be long, like, let Christine go. We know why everybody's here, who they're here to hear from. 417 00:46:18.840 --> 00:46:20.719 James Terry: Hugely valuable, Christine, thank you so much. 418 00:46:20.720 --> 00:46:21.050 Kristine Dunn - CINC Conversion Specialist: you. 419 00:46:21.050 --> 00:46:21.510 James Terry: So what? 420 00:46:21.510 --> 00:46:24.489 Kristine Dunn - CINC Conversion Specialist: I guess you guys are just gonna have to make me a regular on the show. 421 00:46:25.270 --> 00:46:25.950 CINC Marketing: Alright. 422 00:46:25.950 --> 00:46:26.819 Daniel Lott: Yeah. Be careful. 423 00:46:26.820 --> 00:46:27.360 CINC Marketing: Right. 424 00:46:28.350 --> 00:46:28.810 James Terry: Bye. 425 00:46:28.810 --> 00:46:32.200 CINC Marketing: I don't know who's coming on on January yet, so just be careful. 426 00:46:32.540 --> 00:46:33.870 CINC Marketing: This could be your life. 427 00:46:35.560 --> 00:46:38.650 CINC Marketing: I do want to address Ishmael, 428 00:46:39.640 --> 00:46:47.760 CINC Marketing: He just basically asked, why doesn't sync Veti? Vet leads to get more qualified leads like Zillow, since most leads are… 429 00:46:47.920 --> 00:46:51.030 CINC Marketing: not as qualified. It's a different strategy. 430 00:46:51.210 --> 00:46:56.170 CINC Marketing: If you go on Zillow, you're never forced to sign up. When you do, 431 00:46:56.470 --> 00:47:01.939 CINC Marketing: At least in the past, that was given to different realtors, but you're gonna get fewer leads, and they're gonna be more expensive. 432 00:47:02.090 --> 00:47:08.529 CINC Marketing: But yeah, they're gonna be more, ready to go, because they're on a site looking at properties and not being forced to sign up. 433 00:47:09.280 --> 00:47:13.070 CINC Marketing: With Sync, the idea is to capture them before they get to that point. 434 00:47:13.420 --> 00:47:17.830 CINC Marketing: So, you know, not everybody is going to… 435 00:47:18.210 --> 00:47:20.749 CINC Marketing: Not everybody is going to be… 436 00:47:20.930 --> 00:47:32.669 CINC Marketing: ready to buy. You're catching them earlier in the process, but that's why we're investing heavily in AI tools and things like that to help you identify those people before it even gets to Zillow. 437 00:47:32.910 --> 00:47:39.320 CINC Marketing: That's the goal. Less expensive, but yeah, you're gonna get more people that 438 00:47:40.110 --> 00:47:43.690 CINC Marketing: Don't… are not ready to convert at this point, absolutely. 439 00:47:44.480 --> 00:47:47.689 James Terry: Yeah, and two points there. Richard's got a good point that, you know. 440 00:47:47.720 --> 00:48:06.749 James Terry: people use their own CRM, people want to control their own… their lead flow and be their own brand, because they don't… in a lot of cases, people are looking to reduce their reliance on Zillow, and the reason that our leads are generated is because they're so much earlier in the decision-making process, and that's why a Zillow lead will cost 441 00:48:06.820 --> 00:48:13.279 James Terry: depending on the market, 200 times what a sync lead will cost, right? Because Christine finds… 442 00:48:13.300 --> 00:48:17.060 James Terry: A lead that's been in her dashboard that she's been nurturing with 443 00:48:17.080 --> 00:48:23.889 James Terry: lead alerts, and… or listing alerts, and all kinds of stuff like that. Four years later, she calls up one phone call, let's meet. 444 00:48:23.910 --> 00:48:39.660 James Terry: home sold, right? But it's about that nurture, and remembering that Sync is a system, and we talk about the system so much, and yes, it's lead generation, yes, it's building the brand, and it's everything online, and it's the dashboard, and it's the communications. 445 00:48:39.660 --> 00:48:41.270 James Terry: But I love… 446 00:48:41.270 --> 00:49:00.470 James Terry: the online conversion days, I love these conversations, I love the dialed-in, the sync universities, like, that training is also part of that sync system, because the number one thing that we want is for our clients to be successful. So, it is training in real estate, it is training in communication, in mindset, and yes, in how to use our dashboard. 447 00:49:02.100 --> 00:49:02.920 CINC Marketing: Alright. 448 00:49:03.190 --> 00:49:10.049 CINC Marketing: We don't have any volunteers yet, so we'll see. Because it's time for… 449 00:49:10.050 --> 00:49:10.540 James Terry: Here we go. 450 00:49:10.540 --> 00:49:15.760 Audio shared by CINC Marketing: Win! Get! Money! 451 00:49:15.760 --> 00:49:16.530 CINC Marketing: Yeah! 452 00:49:17.160 --> 00:49:18.369 CINC Marketing: Wind ends money. 453 00:49:18.370 --> 00:49:20.709 Audio shared by CINC Marketing: Our game that is totally not stolen. 454 00:49:20.710 --> 00:49:22.569 CINC Marketing: And another radio show here. 455 00:49:22.570 --> 00:49:24.160 Audio shared by CINC Marketing: in Atlanta. 456 00:49:24.160 --> 00:49:26.510 CINC Marketing: You're in Atlanta, you will totally never… 457 00:49:26.800 --> 00:49:29.190 CINC Marketing: Know what this was stolen from. 458 00:49:29.320 --> 00:49:35.939 CINC Marketing: But, this is a 7-question, 1-minute-long trivia quiz. 459 00:49:36.060 --> 00:49:43.170 CINC Marketing: with, two categories based on… well, one is actually based on a love of Dan, and one is based on our guest. 460 00:49:43.420 --> 00:49:49.590 CINC Marketing: So you'll have 1 minute to answer the 7 questions James will give you. 461 00:49:49.830 --> 00:49:52.410 CINC Marketing: Orlando, shut up, Orlando. 462 00:49:53.670 --> 00:49:54.530 CINC Marketing: That's right. 463 00:49:54.890 --> 00:49:56.890 James Terry: Ouch, Orlando, calling you out. 464 00:49:56.890 --> 00:49:57.870 CINC Marketing: Come on! 465 00:49:58.310 --> 00:49:59.110 CINC Marketing: Anyway… 466 00:49:59.110 --> 00:50:00.460 James Terry: 4 minutes for a… 467 00:50:00.460 --> 00:50:08.240 CINC Marketing: Yeah, it's gonna take longer than 4 minutes. We've got, I'm gonna have to cut out the 10 least impactful minutes of this to put it up, so I can't wait for that. 468 00:50:08.550 --> 00:50:22.359 CINC Marketing: But yeah, 7-question quiz, you've got one minute to answer the questions. We will send Dan out of the room, and then we will bring him back after you are done. Whoever answers the most questions is the winner. The winner, if it is you. 469 00:50:22.470 --> 00:50:35.489 CINC Marketing: get Stan's money, which is $200 next month towards either team listing ads, to promote all of your listings, or individual listing ads, to promote a specific listing you would like to get more eyeballs on. 470 00:50:35.490 --> 00:50:38.109 Daniel Lott: That's our newest, ad type. 471 00:50:38.490 --> 00:50:40.400 CINC Marketing: So we do have, we do have more launched… We just launched? 472 00:50:41.370 --> 00:50:44.639 CINC Marketing: We have Marco, who is going to come on. 473 00:50:45.600 --> 00:50:48.150 CINC Marketing: Assuming I can remember… 474 00:50:48.450 --> 00:50:54.950 Kristine Dunn - CINC Conversion Specialist: how to do it. Hey, there was a question that Marco asked, too. Can I answer that really quick while you're trying to figure out how to get him on? 475 00:50:55.130 --> 00:50:56.609 CINC Marketing: Sure, yeah. 476 00:50:56.610 --> 00:51:05.070 Kristine Dunn - CINC Conversion Specialist: I know we're about to play a game, but he asked a really good question and said, you know, he understands that leads take a long time, and traction, 477 00:51:06.210 --> 00:51:20.529 Kristine Dunn - CINC Conversion Specialist: to get people, but he has 79 leads, and probably 3 of those, are good as buyers, and I just want to say that that's actually really good numbers. Believe it or not, it's only, like, a 1-2% conversion rate. 478 00:51:20.530 --> 00:51:40.849 Kristine Dunn - CINC Conversion Specialist: I think, and guys, if I'm wrong, please correct me. When I first started, it was about a 4% conversion rate, and that was, like, in 2018, I think, 2017, 2018. So if you're getting, you know, a 1% to 3% conversion rate, you're doing good. That means if you get 3 buyers out of 79 leads. 479 00:51:41.640 --> 00:51:54.060 Kristine Dunn - CINC Conversion Specialist: are actually even better, right? So if you think of every 100, if you get 1, 2, maybe 3, then you're doing well. And if you keep doing it and your follow-up is good, you can obviously increase that percentage, but 480 00:51:54.060 --> 00:52:03.149 Kristine Dunn - CINC Conversion Specialist: I had it up to 9% at one point, but again, that's… I like to use a lot of video, and I'm really good at the follow-up, so you just gotta figure out 481 00:52:03.370 --> 00:52:06.480 Kristine Dunn - CINC Conversion Specialist: what works for you, but I hope that answers your question, Marco. 482 00:52:07.340 --> 00:52:12.970 CINC Marketing: Yeah, absolutely, and then we look at data in terms of cohorts, so the longer a lead's in the system. 483 00:52:13.230 --> 00:52:20.749 CINC Marketing: the better chance it has to convert, so over time, it should snowball. I'm not sure how long you've been there, Marco, but I could ask you right now! 484 00:52:21.190 --> 00:52:25.190 CINC Marketing: Because a new part… Hey, Marco, can you hear us? 485 00:52:26.010 --> 00:52:27.110 CINC Marketing: You're muted. 486 00:52:27.110 --> 00:52:27.430 James Terry: Oh, yeah. 487 00:52:27.430 --> 00:52:29.359 Marco Pirozzolo: Yeah, I can hear you, can you hear me? 488 00:52:29.360 --> 00:52:31.450 CINC Marketing: Yes, sir! Alright. 489 00:52:31.470 --> 00:52:35.849 Marco Pirozzolo: So we got Marco here, who's gonna play Win Den's Money with us. Thank you for… 490 00:52:35.880 --> 00:52:38.250 CINC Marketing: Joining in, Marco. Can you tell us? 491 00:52:38.360 --> 00:52:40.910 CINC Marketing: Where you're from, how long you've been with Sync. 492 00:52:41.920 --> 00:52:48.720 Marco Pirozzolo: Yeah, I'm in, I'm in Redondo Beach, a California office with, Vista Sotheby's International. 493 00:52:48.910 --> 00:52:49.380 CINC Marketing: Alright. 494 00:52:49.380 --> 00:52:56.260 Marco Pirozzolo: one of the affiliates there, yeah. And, I started Sync… God, when did I start? It's only been a few months. 495 00:52:56.490 --> 00:52:58.329 CINC Marketing: Okay. Yeah. Fantastic. 496 00:52:58.330 --> 00:52:59.419 Marco Pirozzolo: So, yeah, I'm loving it. 497 00:52:59.420 --> 00:53:00.800 James Terry: Thanks for joining us, welcome out. 498 00:53:00.800 --> 00:53:02.469 Marco Pirozzolo: Thank you. Appreciate it. 499 00:53:02.470 --> 00:53:07.359 CINC Marketing: Alright, so the first thing we have to do is we have to send Dan away. 500 00:53:07.990 --> 00:53:08.590 Kristine Dunn - CINC Conversion Specialist: Hi, Dan. 501 00:53:08.590 --> 00:53:13.769 CINC Marketing: I remember how to do it. Hopefully, I can bring him back, because this game is not going to be fun. Marco, you'll just win. 502 00:53:13.770 --> 00:53:15.220 Daniel Lott: Put me in the waiting room. 503 00:53:15.730 --> 00:53:18.589 CINC Marketing: Oh, yeah, I'm going to. Sue! 504 00:53:20.580 --> 00:53:21.700 CINC Marketing: Ben is gone. 505 00:53:21.970 --> 00:53:24.450 CINC Marketing: I'll do the timing, James. 506 00:53:24.870 --> 00:53:30.080 CINC Marketing: Well, your topics today, so you choose one topic, your category. 507 00:53:30.600 --> 00:53:32.440 CINC Marketing: You wanna go, James? You wanna do it? 508 00:53:32.990 --> 00:53:41.130 James Terry: Yeah, we'll say… so, Marco, the categories to choose from are… Alan's… or DUNS. 509 00:53:43.570 --> 00:53:46.009 Marco Pirozzolo: I'm sorry, Allen's or Dunn's? 510 00:53:46.270 --> 00:53:48.049 James Terry: There's not a lot of information in that. 511 00:53:48.050 --> 00:53:49.860 Marco Pirozzolo: I'll do the Duns. 512 00:53:50.390 --> 00:53:53.419 CINC Marketing: Good choice. I was hoping we'd go Dunns. 513 00:53:53.420 --> 00:53:57.479 James Terry: By way of my guest, perfect. So, Harry's gonna have a time. 514 00:53:57.530 --> 00:54:04.119 CINC Marketing: Yep, I'll let you know when we're at 30 seconds, and I'll let you know when we're at 10 seconds, and then I'll let you know when we're done. 515 00:54:04.400 --> 00:54:05.070 Marco Pirozzolo: Okay. 516 00:54:05.070 --> 00:54:08.900 CINC Marketing: And I will start the timer after James finishes the first question. 517 00:54:09.670 --> 00:54:15.019 James Terry: 60 seconds on the clock, there will be 4 questions related to the category of DUNS. 518 00:54:15.170 --> 00:54:23.920 James Terry: And there will be 3 general questions. If there's a tie, we have a tiebreaker question that'll come up, later, but that's after Dan's had his round. So… 519 00:54:23.920 --> 00:54:24.290 Marco Pirozzolo: Okay. 520 00:54:24.290 --> 00:54:25.480 James Terry: 60 seconds. 521 00:54:25.790 --> 00:54:30.299 James Terry: Harry will start. When I finish reading the first question, Marco, are you ready? 522 00:54:30.790 --> 00:54:31.540 Marco Pirozzolo: I'm ready. 523 00:54:32.390 --> 00:54:33.730 James Terry: Alright, 4 Duns. 524 00:54:34.440 --> 00:54:40.779 James Terry: This famous… oh, before we get started, Harry, hold on. If you don't know the answer to a question, you can say pass. 525 00:54:40.850 --> 00:54:41.460 Marco Pirozzolo: Right? Okay. 526 00:54:41.460 --> 00:54:42.219 CINC Marketing: Keep in mind. 527 00:54:42.220 --> 00:54:43.579 James Terry: We'll come back around to it. 528 00:54:43.580 --> 00:54:44.469 Marco Pirozzolo: Sounds good. 529 00:54:45.110 --> 00:54:46.450 CINC Marketing: So, definitely. 530 00:54:46.450 --> 00:54:47.650 James Terry: Definitely pass. 531 00:54:47.890 --> 00:54:48.410 Marco Pirozzolo: Okay. 532 00:54:48.410 --> 00:54:50.009 James Terry: Alright, first question. 533 00:54:50.250 --> 00:54:57.950 James Terry: This famous Dunn and ex-NFL running back played for the Atlanta Falcons and the Tampa Bay Buccaneers. 534 00:54:58.240 --> 00:55:00.269 Marco Pirozzolo: past, I'm terrible at football. 535 00:55:00.710 --> 00:55:09.359 James Terry: Named after another famous Dunn, this business provides business credit reports and is widely recognized for their 9-digit identifier for businesses. 536 00:55:09.360 --> 00:55:10.630 Marco Pirozzolo: Done in Bad Street. 537 00:55:11.540 --> 00:55:17.959 James Terry: Get down, turn around, go to town. This band is credited with writing Boot Scootin' Boogie in the 1990s. 538 00:55:20.400 --> 00:55:21.950 Marco Pirozzolo: Let's pass. 539 00:55:22.980 --> 00:55:29.050 James Terry: Lloyd Christmas and Harry Dunn travel to Aspen, Colorado in this 1994 comedy. 540 00:55:34.440 --> 00:55:35.620 CINC Marketing: 45 seconds. 541 00:55:35.880 --> 00:55:40.590 Marco Pirozzolo: 1994 comedy? 542 00:55:40.960 --> 00:55:41.640 Marco Pirozzolo: Pass. 543 00:55:41.640 --> 00:55:42.310 James Terry: Wood. 544 00:55:42.930 --> 00:55:46.449 James Terry: General questions. Mix blue and red to create this color. 545 00:55:48.700 --> 00:55:49.909 Marco Pirozzolo: Blue and red's purple. 546 00:55:51.530 --> 00:55:54.380 James Terry: This is the only fruit that has seeds on the outside. 547 00:55:55.630 --> 00:55:56.950 Marco Pirozzolo: Seeds on the outside. 548 00:55:57.180 --> 00:55:58.060 Kristine Dunn - CINC Conversion Specialist: Strawberry! 549 00:55:59.620 --> 00:56:00.779 CINC Marketing: Alright, we'll count it. 550 00:56:01.130 --> 00:56:02.060 CINC Marketing: That's a minute. 551 00:56:02.060 --> 00:56:03.140 Marco Pirozzolo: That's… sorry. 552 00:56:03.140 --> 00:56:07.260 James Terry: Yeah, is that… Strawberry, we'll give you the… the… 553 00:56:07.260 --> 00:56:09.060 Kristine Dunn - CINC Conversion Specialist: It's a joke! 554 00:56:09.060 --> 00:56:09.790 Marco Pirozzolo: What was it? 555 00:56:09.790 --> 00:56:10.860 CINC Marketing: Marco? 556 00:56:10.860 --> 00:56:11.410 Kristine Dunn - CINC Conversion Specialist: Robin. 557 00:56:11.410 --> 00:56:12.100 James Terry: Scary. 558 00:56:12.100 --> 00:56:12.660 Marco Pirozzolo: Oh, shit! 559 00:56:12.660 --> 00:56:15.150 James Terry: strawberries. And how did you not know that? 560 00:56:15.610 --> 00:56:21.460 Kristine Dunn - CINC Conversion Specialist: Brooks and Dunn, brother! Come on, it was a done question, he set you up. Brooks and Dunn sings Boot Scoopin' Boogie. 561 00:56:21.810 --> 00:56:32.420 CINC Marketing: Oh, okay. Let's see how Darren does here. Marco, I'm gonna mute you. Thank you. That was awesome. Marco, stick around in case we have a tiebreaker question. 562 00:56:32.940 --> 00:56:33.730 Marco Pirozzolo: Sounds good. 563 00:56:33.730 --> 00:56:34.790 CINC Marketing: Thank you, Marco. 564 00:56:34.790 --> 00:56:35.700 Marco Pirozzolo: You. 565 00:56:35.700 --> 00:56:37.870 James Terry: There's some tension there, right? 566 00:56:37.870 --> 00:56:43.160 Kristine Dunn - CINC Conversion Specialist: Yes. I took everything in me not to… Say the first one. 567 00:56:43.160 --> 00:56:44.980 CINC Marketing: Alright, let's bring Dan back. 568 00:56:49.990 --> 00:56:51.069 CINC Marketing: Alright, Dan? 569 00:56:51.070 --> 00:56:53.590 Kristine Dunn - CINC Conversion Specialist: Wait, make sure he can't see the chat. 570 00:56:54.390 --> 00:56:57.340 CINC Marketing: Oh, yeah. Look at the chat, babe. Don't look at the chat. 571 00:56:57.340 --> 00:57:00.679 James Terry: There you go, Dan, keep the chat away. Oh, I didn't realize people were throwing in answers. 572 00:57:00.680 --> 00:57:01.190 Kristine Dunn - CINC Conversion Specialist: I know. 573 00:57:01.190 --> 00:57:01.660 CINC Marketing: Lynn? 574 00:57:01.660 --> 00:57:02.430 Kristine Dunn - CINC Conversion Specialist: Oh, shit. 575 00:57:02.620 --> 00:57:03.780 CINC Marketing: Dan, your opponent. 576 00:57:03.780 --> 00:57:04.270 Kristine Dunn - CINC Conversion Specialist: Oh, he's low. 577 00:57:04.270 --> 00:57:04.650 CINC Marketing: Good. 578 00:57:05.030 --> 00:57:07.329 Daniel Lott: I'm not… oh, I'm not looking at him. 579 00:57:07.640 --> 00:57:10.660 CINC Marketing: And your opponent is Marco from Redondo Beach. 580 00:57:11.280 --> 00:57:13.169 CINC Marketing: Can I look? Can I look down at the chat? 581 00:57:13.460 --> 00:57:15.259 CINC Marketing: Oh! Close it! 582 00:57:16.400 --> 00:57:18.049 CINC Marketing: Close your eyes, Dan. 583 00:57:18.270 --> 00:57:20.119 Kristine Dunn - CINC Conversion Specialist: You're gonna have to ask him different questions. 584 00:57:20.120 --> 00:57:21.140 Daniel Lott: No, no, no. 585 00:57:21.140 --> 00:57:23.499 CINC Marketing: Oh, we can't do that. That's pandemonium. 586 00:57:23.500 --> 00:57:25.060 James Terry: Okay. I had some of them. 587 00:57:25.730 --> 00:57:26.980 James Terry: Catch it up the list a little. 588 00:57:27.250 --> 00:57:27.940 CINC Marketing: Alright, good. 589 00:57:27.940 --> 00:57:28.969 James Terry: Dan, are we ready? 590 00:57:28.970 --> 00:57:31.710 CINC Marketing: You've got one minute, your topic is done. 591 00:57:31.710 --> 00:57:32.410 Daniel Lott: Okay. 592 00:57:32.410 --> 00:57:33.480 CINC Marketing: Guns. 593 00:57:34.570 --> 00:57:38.320 James Terry: Alright, I will start the timer, I'll tell you when we're at 30 and 10. 594 00:57:39.030 --> 00:57:42.360 CINC Marketing: Timer starts after Ed finishes the first question. 595 00:57:42.910 --> 00:57:46.859 James Terry: Keep in mind that you can pass if you do not know the answer. Dan, are you ready? 596 00:57:47.920 --> 00:57:49.320 Daniel Lott: I'm ready, James. 597 00:57:49.930 --> 00:57:51.279 James Terry: Harry, you ready with the clock? 598 00:57:51.280 --> 00:57:52.170 CINC Marketing: So ready. 599 00:57:52.790 --> 00:58:01.079 James Terry: Let's get started. Dan, this famous Dunn and ex-NFL running back played for the Atlanta Falcons and the Tampa Bay Buccaneers. 600 00:58:01.390 --> 00:58:07.589 James Terry: Named after another famous Dunn, this business provides business credit reports and is widely recognized. Dun & Bradstreet. 601 00:58:08.290 --> 00:58:14.650 James Terry: Get down, turn around, go to town. This band is credited with writing Boot Scootin' Boogie in the 1990s. 602 00:58:15.070 --> 00:58:17.939 Daniel Lott: Brooks and Dunn. 603 00:58:19.140 --> 00:58:24.119 James Terry: Christmas and Harry Dunn traveled to Aspen, Colorado in this 1994… Dun Dunn. 604 00:58:25.760 --> 00:58:29.800 James Terry: General questions. Mix blue and red to create this color. 605 00:58:30.180 --> 00:58:31.839 Daniel Lott: Blue and red is purple. 606 00:58:31.840 --> 00:58:32.770 CINC Marketing: 30 seconds. 607 00:58:33.120 --> 00:58:37.170 James Terry: This is the only fruit that has its seeds on the outside. 608 00:58:37.910 --> 00:58:38.890 Daniel Lott: Strawberry. 609 00:58:39.830 --> 00:58:43.499 James Terry: And according to the Fahrenheit scale, water freezes at this temperature. 610 00:58:45.470 --> 00:58:46.780 Daniel Lott: 212. 611 00:58:47.060 --> 00:58:49.650 Daniel Lott: No! Freeze is 32! Oh. 612 00:58:49.650 --> 00:58:50.285 CINC Marketing: No! 613 00:58:50.920 --> 00:58:52.350 Kristine Dunn - CINC Conversion Specialist: No! 614 00:58:52.370 --> 00:58:54.099 CINC Marketing: But that was impressive! 615 00:58:54.770 --> 00:58:55.500 James Terry: That was a good run. 616 00:58:55.500 --> 00:58:58.920 Kristine Dunn - CINC Conversion Specialist: He cheated, he definitely cheated, he read all the answers. 617 00:58:59.070 --> 00:58:59.500 Daniel Lott: No! 618 00:59:00.120 --> 00:59:02.139 Daniel Lott: How dare you! 619 00:59:02.140 --> 00:59:06.229 CINC Marketing: Wow. That was amazing. That was a much better show. So, Dan? 620 00:59:06.810 --> 00:59:09.020 CINC Marketing: You ended up with 6? 621 00:59:09.720 --> 00:59:10.960 CINC Marketing: Out of 7. 622 00:59:11.560 --> 00:59:14.440 CINC Marketing: Good job. Listening skills at the end trailed off. 623 00:59:15.460 --> 00:59:17.010 CINC Marketing: Marco? 624 00:59:17.580 --> 00:59:22.490 CINC Marketing: He got… Slightly less than 6. 625 00:59:22.840 --> 00:59:28.030 CINC Marketing: And so, unfortunately, Dan Lott is today's winner, again, and the money. 626 00:59:28.030 --> 00:59:28.740 Daniel Lott: Undefeated. 627 00:59:28.740 --> 00:59:29.480 CINC Marketing: ban. 628 00:59:29.930 --> 00:59:31.030 Kristine Dunn - CINC Conversion Specialist: Undefeated. 629 00:59:31.420 --> 00:59:35.959 CINC Marketing: Somebody give Dan a listing to market, because I wanna, I wanna… 630 00:59:36.370 --> 00:59:38.679 CINC Marketing: you know, market a listing. So, anyway… 631 00:59:38.680 --> 00:59:42.679 James Terry: Market… Thanks so much for playing with us, thanks so much for hanging out. 632 00:59:42.770 --> 00:59:44.720 CINC Marketing: Yeah, my pleasure. 633 00:59:44.720 --> 00:59:45.290 Marco Pirozzolo: you. 634 00:59:46.090 --> 00:59:49.440 CINC Marketing: Thanks for being with Sync. Thanks to everybody. 635 00:59:50.160 --> 00:59:52.470 CINC Marketing: Alright, so… 636 00:59:52.700 --> 00:59:54.510 Audio shared by CINC Marketing: What's very stupid. 637 00:59:54.510 --> 00:59:55.130 CINC Marketing: Good music. 638 00:59:55.400 --> 00:59:56.629 Audio shared by CINC Marketing: Good to be ready. 639 00:59:56.630 --> 01:00:00.350 CINC Marketing: Good, and it's time for us to leave. Thank you, everybody, for being here today. 640 01:00:00.730 --> 01:00:03.859 Audio shared by CINC Marketing: Thank you guys know, compared with anybody. 641 01:00:04.870 --> 01:00:05.360 CINC Marketing: everywhere. 642 01:00:05.770 --> 01:00:06.250 CINC Marketing: Oh, like… 643 01:00:06.250 --> 01:00:07.069 Audio shared by CINC Marketing: Man, I… 644 01:00:07.070 --> 01:00:09.409 CINC Marketing: I'm really gonna question the way I live my life. 645 01:00:09.660 --> 01:00:12.169 CINC Marketing: After today, so thank you so much. 646 01:00:12.530 --> 01:00:16.290 CINC Marketing: For bringing on my midlife crisis, I appreciate that. 647 01:00:17.440 --> 01:00:21.040 CINC Marketing: Yeah, and so, yeah, thanks again. Thanks, Dan. Thanks, James. 648 01:00:21.230 --> 01:00:26.970 CINC Marketing: If you guys don't know what Sync is, as Dan said, we are the number one real estate lead provider, and 649 01:00:27.120 --> 01:00:28.819 CINC Marketing: Conversion engine. 650 01:00:29.280 --> 01:00:29.900 Daniel Lott: Mmm. 651 01:00:29.900 --> 01:00:31.440 CINC Marketing: So go with that. Kaizen. 652 01:00:31.440 --> 01:00:31.890 Daniel Lott: Yeah. 653 01:00:31.890 --> 01:00:33.580 CINC Marketing: Kaizen, Dan, Kaizen. 654 01:00:34.480 --> 01:00:43.299 CINC Marketing: So yeah, be sure to check that out. If you need a real estate CRM, banking in Mexico, or HOA software, just go to Google, type in Sync. 655 01:00:44.010 --> 01:00:45.220 Daniel Lott: ThinkPro.com. 656 01:00:45.410 --> 01:00:50.220 CINC Marketing: ThinkPro.com is the correct one to go to. Thanks again, everybody. We love ya. 657 01:00:50.620 --> 01:00:53.639 CINC Marketing: If you love the show, tell your friends, and if you don't. 658 01:00:53.830 --> 01:00:55.510 CINC Marketing: Just, keep it to yourself. 659 01:00:56.040 --> 01:00:56.800 CINC Marketing: Happy Monday! 660 01:00:56.800 --> 01:00:57.490 James Terry: Month. 661 01:00:57.980 --> 01:00:59.190 CINC Marketing: Happy Holidays!