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?
Kristine Dunn - CINC Conversion Specialist: No, I think you… that was really great, actually. Can I get a copy of that for later?
CINC Marketing: Yeah, alright, like, that one.
James Terry: Senator.
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.
Daniel Lott: As is Harry.
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?
Daniel Lott: Is there a one-piece division? Is that what you're doing now?
CINC Marketing: I'm trying to get to the One Piece division, yeah.
CINC Marketing: I'm more… I'm actually… you know that episode of I Love Lucy where they go to the beach?
CINC Marketing: And Fred and Ethel wear those long…
Daniel Lott: -Oh.
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.
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…
CINC Marketing: Some number of pack first. I've got a keg going on.
Kristine Dunn - CINC Conversion Specialist: Fair enough.
CINC Marketing: We can talk about that. That'll be on Dan's, podcast a lot with.
Daniel Lott: Yeah, that's a spin-off.
CINC Marketing: Oh, that's right! I almost forgot, I was gonna go into questions, but… Dan?
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.
CINC Marketing: Let's use this time to make them listen to us.
Daniel Lott: Alright, so a couple things I wanted to say, house cleaning items, if you will. The,
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…
CINC Marketing: All of December, though, it smells terrible by January.
Daniel Lott: So, anyway, so one of the things about lead generation is that there is a lot of seasonality, and so December…
Daniel Lott: Generally has the low… or has the worst cost per lead, the highest cost per lead.
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.
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.
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…
Daniel Lott: Next… next year, we will hit it, hit it hard.
Daniel Lott: And then…
CINC Marketing: Hang on one second, I did see, Richard Moss said…
CINC Marketing: His lead flow's been lower, or unacceptable this year, so Richard, I know… I believe we have…
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…
CINC Marketing: Feel free to ask those, but I do want to say, to the seasonality, to, on social, specifically.
CINC Marketing: it always jumps up around Black Friday and Christmas. There's a lot of…
CINC Marketing: New spenders and a lot of existing spenders spending more.
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.
CINC Marketing: Which is strange.
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…
Daniel Lott: Literally, it's a big jump, it's noticeable.
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.
CINC Marketing: Oh, someone just said… someone just used my term. Joseph.
CINC Marketing: Yes!
CINC Marketing: Joseph said that the account… Ram, yes!
CINC Marketing: So there is a difference…
James Terry: Jim.
CINC Marketing: I do like that, Joseph, and I like you.
CINC Marketing: I like the cut of your jib, Joseph.
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…
CINC Marketing: Generally, what everyone in our department would be called. We are the client marketing team. Within that.
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.
CINC Marketing: Who is a specialist in that area to manage your account.
CINC Marketing: But this will definitely be clipped. This is going on social media. Joseph said Ram.
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.
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.
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…
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,
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…
CINC Marketing: city.
Daniel Lott: Is it Tiburon? Is that… does that ring a bell?
Kristine Dunn - CINC Conversion Specialist: Well, Tiburon is a community in Naples.
Daniel Lott: Exactly.
CINC Marketing: Oh, Timuron is…
Daniel Lott: not a city, so…
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.
Daniel Lott: No, it is… well, technically it's not a city, according to, the, MLS. MLS does not consider it a city. Alright.
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
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.
Daniel Lott: Just on October 7th, they did that. They closed on a $2.2 million house exactly a month later. So…
Daniel Lott: That happened because of hyper-local micro-targeting. If we did not have an MLS ad group, if we just had a
Daniel Lott: regular Tiburon, or a regular Naples, they would not have… they would not have found that,
Daniel Lott: that client. So, anyway, that… that leads into our next… our, initiative of next, year. So, we're gonna…
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.
CINC Marketing: Well, that's an differentiator for Sync. You know, just the, that… just the…
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
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…
CINC Marketing: You know, I always say.
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…
Daniel Lott: We wouldn't have gotten that lead had we not had these tools.
CINC Marketing: Alright.
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…
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.
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
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
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.
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?
James Terry: It does not impact it, because…
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.
James Terry: And so…
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,
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.
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
James Terry: you know, we hid some of the information. So, we've only seen that percentage of real verified leads
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.
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.
CINC Marketing: You know, maybe they weren't ready to look, but now they are, or maybe they've found a property they like.
CINC Marketing: They'll be prompted to verify again.
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.
CINC Marketing: And so that's the… But…
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.
CINC Marketing: So now, it's time for a little thing we like to call…
Audio shared by CINC Marketing: Mail time?
CINC Marketing: Trail time! Your question, submitted before the, the livecast.
CINC Marketing: Not a webinar podcast thing.
Daniel Lott: the day in.
CINC Marketing: You work in marketing, come on, man.
CINC Marketing: I thought you were gonna say something.
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.
James Terry: Kind of that age-old debate between.
CINC Marketing: Less leads with better quality, or more leads?
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.
CINC Marketing: Christine, we've got a list of questions. Oh.
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
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…
James Terry: Love for it to be a conversation.
James Terry: Talk, talk to us.
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.
CINC Marketing: From Dana. She was asking for tips and strategies to have meaningful follow-up conversations
CINC Marketing: With leads that she has a good initial conversation with.
CINC Marketing: But then, she's having trouble… Staying connected with them and staying top of mind.
CINC Marketing: And finding that, you know, what is their buying timeline? Like, I guess…
CINC Marketing: How do you follow up with someone that you have a good initial conversation with?
CINC Marketing: But, you know, they're not ready, so you want to keep in contact with them, maybe.
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…
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…
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.
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.
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?
CINC Marketing: I'm not sure. There's someone on drugs.
Daniel Lott: I don't think so. I think that's one of the things they're doing for this year.
Kristine Dunn - CINC Conversion Specialist: Okay, perfect.
James Terry: Orlando. Orlando, save us. Not perfect.
CINC Marketing: Nope.
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.
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
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.
Kristine Dunn - CINC Conversion Specialist: Not just the property alerts.
CINC Marketing: Do you ever try to get…
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
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.
CINC Marketing: Yeah.
CINC Marketing: Do you try to get leads connected with you on social media or things like that as well, or…
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.
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.
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.
CINC Marketing: That's very,
CINC Marketing: That makes a lot of sense. You know, I never really thought about it that way, of,
CINC Marketing: What you said about people, you know, people are looking for real estate for, like, a finite period of time, and then…
CINC Marketing: You kind of letting them get to know you, maybe.
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.
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
Kristine Dunn - CINC Conversion Specialist: 15, 20 calls sometimes to get a lead to answer the phone.
Kristine Dunn - CINC Conversion Specialist: Which is also, let's go back a little bit, what is a lead?
CINC Marketing: Oh, lord, we've had this conversation in our tech department before.
Kristine Dunn - CINC Conversion Specialist: Have you?
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.
Kristine Dunn - CINC Conversion Specialist: That we may be able to provide some sort of service to, then we're already missing the point.
CINC Marketing: Well, that's always something, you know, that we talk about with clients as well, say your conversion rate.
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.
James Terry: Where, you know, they click to the site, and…
CINC Marketing: Something happened, and they just didn't sign up, you know? And a similar kind of thing
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
CINC Marketing: Not everybody's gonna be ready, but some people are, you know?
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.
Kristine Dunn - CINC Conversion Specialist: And then they call you back right away.
Kristine Dunn - CINC Conversion Specialist: Do you pick up on the second try?
CINC Marketing: I… I… I do not, but I do worry that…
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.
CINC Marketing: That makes sense.
Kristine Dunn - CINC Conversion Specialist: This is a horrible, horrible person to be marketing this right now.
CINC Marketing: This is my honor.
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.
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.
CINC Marketing: Oh, yeah.
James Terry: Yeah.
Kristine Dunn - CINC Conversion Specialist: And…
Kristine Dunn - CINC Conversion Specialist: If you're going…
CINC Marketing: Right.
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.
Kristine Dunn - CINC Conversion Specialist: Nobody's gonna answer.
CINC Marketing: Huh?
Kristine Dunn - CINC Conversion Specialist: And you don't have a lead problem, you have a belief problem. An energy problem.
CINC Marketing: Yeah.
CINC Marketing: No, I 100% agree, and… The thing about me is…
CINC Marketing: I'm only gonna answer when I… am ready.
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
CINC Marketing: Two houses, or one house, I don't even remember. It all blends together.
CINC Marketing: I'm sure it blends together for Dan with multiple houses, but…
Daniel Lott: Yeah.
CINC Marketing: So handsome, he's got that handsome money. But, you know,
CINC Marketing: I… yeah, that's… I've never really thought about it that way. I am that person that is really hard.
CINC Marketing: to get a hold of. I'm probably not gonna verify my phone number the first time I go through, but…
CINC Marketing: If you keep at me, and…
CINC Marketing: Give me value instead of just selling.
Kristine Dunn - CINC Conversion Specialist: I will be ready eventually.
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.
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.
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…
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?
Kristine Dunn - CINC Conversion Specialist: Yeah.
James Terry: So…
CINC Marketing: Let's call.
James Terry: Yeah, totally.
CINC Marketing: right now.
CINC Marketing: Put on speaker.
James Terry: Are you calling back live?
CINC Marketing: Let's see, let's see what's up.
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.
Kristine Dunn - CINC Conversion Specialist: You know, and then I can ask them, who is it, and, you know, take the conversation from there.
CINC Marketing: Now I'm just thinking about my life… I'm sorry, I'm thinking about my… the way I live my life.
CINC Marketing: Christine, you're making me wanna… I'm gonna answer every call. I'm gonna do it.
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.
CINC Marketing: Yeah, yeah, yeah.
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.
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.
Kristine Dunn - CINC Conversion Specialist: Because you actually hear how bad these salespeople are, and then I end up coaching them on the call.
CINC Marketing: And then they never called back.
Kristine Dunn - CINC Conversion Specialist: thing they say is, oh, hi, is this Christine Dunn? How are you today? And I'm like.
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.
CINC Marketing: Well… I'm it, yeah.
CINC Marketing: I'm really just… I don't… I am on tilt right now.
CINC Marketing: Let me ask another question.
Kristine Dunn - CINC Conversion Specialist: Alright, let's get it.
CINC Marketing: Let's go.
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.
CINC Marketing: I'm doing the questions!
CINC Marketing: I will ask the question.
James Terry: She threw a curveball at her.
CINC Marketing: Great one, actually, from Cheryl. What is your opening line?
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…
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.
Kristine Dunn - CINC Conversion Specialist: Are you looking to make a move in the next few months, or are you just browsing?
Kristine Dunn - CINC Conversion Specialist: That's it.
CINC Marketing: that?
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
CINC Marketing: Kind of talking, yeah, obviously.
Kristine Dunn - CINC Conversion Specialist: Yeah, exactly.
Kristine Dunn - CINC Conversion Specialist: I'll type it in the chat.
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.
Kristine Dunn - CINC Conversion Specialist: from the home search site. You guys, they're registered on, like, probably 15 different websites, right? Yes.
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.
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?
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?
Kristine Dunn - CINC Conversion Specialist: We know that they're gonna say they're just browsing.
Kristine Dunn - CINC Conversion Specialist: And then the next line is the most important.
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?
Kristine Dunn - CINC Conversion Specialist: That gets you through, and now you can have your beautiful conversation and set the appointment.
CINC Marketing: That's great.
Kristine Dunn - CINC Conversion Specialist: Thank you, Orlando, for typing that in the chat.
CINC Marketing: Yeah, and I do think,
CINC Marketing: Marco mentioned it's in the Success Playbook.
CINC Marketing: I believe that, orlando, if you have the link to that.
CINC Marketing: Could you post that, please? It's in the Help Center.
Kristine Dunn - CINC Conversion Specialist: Yeah, do you guys have the toolkit also? We have a sync toolkit that I email people sometimes.
CINC Marketing: Well, I'm not sure.
CINC Marketing: If you have that, you can send it to me, and I'll send it to everybody.
Kristine Dunn - CINC Conversion Specialist: Okay. Thank you, Orlando.
Kristine Dunn - CINC Conversion Specialist: Yep.
CINC Marketing: Very cool. I have everyone's email address that's on here. I can send that out when I send the replay.
Kristine Dunn - CINC Conversion Specialist: Great.
CINC Marketing: Let's see… a lot of good questions here. Here's… I thought this was really interesting, from Chuck.
CINC Marketing: How do you evaluate the leads that will be worth setting reminders for and following up on?
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.
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
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
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?
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.
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.
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.
CINC Marketing: I mean, if you have it pulled up and you want to, we can.
Kristine Dunn - CINC Conversion Specialist: I don't, and… but…
CINC Marketing: That's fine.
CINC Marketing: Well, I'm sorry.
CINC Marketing: Yeah, yeah, yeah, absolutely. Using the…
CINC Marketing: Everyone looks in the discount basket, yeah?
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.
CINC Marketing: Turn into a good sale. Yeah, absolutely.
CINC Marketing: Yeah, I mean, I always start…
CINC Marketing: A lot of times, I'll start looking at the lowest-priced thing, and then find something that's, you know.
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…
CINC Marketing: They looked at the really nice houses, but that doesn't mean they're not actually Looking, you know?
CINC Marketing: Exactly.
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.
Daniel Lott: Yeah.
CINC Marketing: What do you, what if the lead only wants to communicate via text?
CINC Marketing: That's what Darlene asked.
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.
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.
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…
Kristine Dunn - CINC Conversion Specialist: FaceTime or Zoom.
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.
Kristine Dunn - CINC Conversion Specialist: So, for those of you who are like, I don't want to call old leads.
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?
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.
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.
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.
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.
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.
CINC Marketing: Yeah.
CINC Marketing: It's me.
CINC Marketing: Do you, do a lot of,
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…
CINC Marketing: May want to do a call like that.
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.
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.
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.
CINC Marketing: When you first started, and, if you guys want to play Win Dan's Money.
CINC Marketing: We got that in 10 minutes, so, we will… it's a 7-question trivia quiz winner. If you win.
CINC Marketing: We had a very close, contest last time. Went into overtime.
CINC Marketing: Dan.
Daniel Lott: It won't be that close this time.
James Terry: But if you win… Confidence.
CINC Marketing: If you win…
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…
CINC Marketing: I did want to ask you, Christine, because, like, I've…
CINC Marketing: Like, I've been at Sync for over 10 years, and I'm so much more…
CINC Marketing: calm and kind of confident now in my job, and I see things that… I wouldn't have seen…
CINC Marketing: 9 years ago, you know? And I kind of get that same impression when I listen to you.
CINC Marketing: talk. Like, you do a,
CINC Marketing: You do a really good job, it seems, of…
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.
CINC Marketing: it's hard for me to listen as much as just think, this is what I'm gonna say next.
CINC Marketing: If that makes sense. So, I mean, did you have…
CINC Marketing: Like, when you started in real estate.
CINC Marketing: Did it take you some time to get to this point where you feel like.
CINC Marketing: you know, I can really focus in and listen. Did you have that?
CINC Marketing: kind of… or was this just something that was… you were meant to do? Does that make sense?
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…
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.
Kristine Dunn - CINC Conversion Specialist: But the next question comes from the answer that they gave.
Kristine Dunn - CINC Conversion Specialist: So the first thing we always say at SyncU is to get comfortable being uncomfortable, right?
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.
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.
CINC Marketing: So, once you start to practice the script.
Kristine Dunn - CINC Conversion Specialist: And you get more comfortable with it, because you've said it a million times.
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.
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.
Kristine Dunn - CINC Conversion Specialist: So that when the phone picks up and someone says hello, that's the first thing that comes out.
CINC Marketing: And then you can listen.
Kristine Dunn - CINC Conversion Specialist: And then you can listen.
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.
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.
Kristine Dunn - CINC Conversion Specialist: What prompted you to browse?
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.
Kristine Dunn - CINC Conversion Specialist: Cool, tell me about your current home.
Kristine Dunn - CINC Conversion Specialist: Don't go right into what they're looking for. We need to know what is their current lifestyle.
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.
Kristine Dunn - CINC Conversion Specialist: Does that make sense?
CINC Marketing: Absolutely. And I, yeah, I mean, what you're saying…
CINC Marketing: One question. Yeah, absolutely, yeah. And what you're saying makes… Real quick.
CINC Marketing: You said it in such a more eloquent way.
CINC Marketing: Than my rambling statement, but yeah, it's a lack of…
CINC Marketing: confidence, you know, and I didn't…
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.
CINC Marketing: I got better at it, and I'm more comfortable at it, and now I can really listen and identify
CINC Marketing: When we come up with ideas and solutions, when we talk about ad campaigns.
Kristine Dunn - CINC Conversion Specialist: I love that you mentioned…
Kristine Dunn - CINC Conversion Specialist: I love that you mentioned the confidence piece, because in case anybody missed this, the confidence didn't come
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.
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.
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.
CINC Marketing: Well, and you take… that is… yeah, that is true. And then,
CINC Marketing: Yeah, no, that's… I'm telling you, you got my head swimming over there.
James Terry: Price of admission right there.
CINC Marketing: I'm done!
CINC Marketing: No, alright, we got one more question that I do want to get to from Paige, and I think Paige is on…
CINC Marketing: As well.
CINC Marketing: But I think she's just starting out with Sync, or maybe just a few months in.
CINC Marketing: She asked for tips for a small team of two.
CINC Marketing: Just getting started with Sync. Best advice for converting leads that show promise.
CINC Marketing: But seemed to tell a different story over the phone.
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.
Kristine Dunn - CINC Conversion Specialist: Being good, bad, right, wrong, whatever it is. Just think of them all equally the same.
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.
Kristine Dunn - CINC Conversion Specialist: Like, don't overcomplicate it. I know a lot of the guys would say to use the pond.
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,
Kristine Dunn - CINC Conversion Specialist: having a pond is really helpful, because then, if your pond is like mine, it's called Alex.
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.
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.
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.
CINC Marketing: There is, a lot of… yeah, and so… If you guys don't know.
CINC Marketing: Christine does this call… by… is it bi-weekly or bi-monthly? That's always such a weird word.
Kristine Dunn - CINC Conversion Specialist: Oh, God.
CINC Marketing: Or every other month, or…
Kristine Dunn - CINC Conversion Specialist: Bi-weekly. Bi-weekly.
CINC Marketing: Bi-weekly?
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.
CINC Marketing: Please, please take advantage of the training opportunities, like Christine.
CINC Marketing: Doing this call bi-weekly, every other week.
CINC Marketing: I mean…
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.
CINC Marketing: And we do use that.
CINC Marketing: You know, join Christine, come to Online Conversion Day, come to SyncU, it is a game…
CINC Marketing: changer. It really is. And, you know, I'm so impressed with Christine today, as I always am.
CINC Marketing: I remembered the thing I was going to say on the last question before you got me shook.
CINC Marketing: But it was just about, you know, improving on the calls, Another part of… of that.
CINC Marketing: was my mindset, and, you know, for me, it was my job, and I felt like I had to do it.
CINC Marketing: You know, there wasn't an option of not doing it. It's just, I have to do this.
CINC Marketing: I did it, and it made me better. So going back to mindset, I think that is…
CINC Marketing: important.
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?
CINC Marketing: Yes.
Kristine Dunn - CINC Conversion Specialist: But for our listeners.
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.
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.
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.
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…
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.
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.
Kristine Dunn - CINC Conversion Specialist: But we're the gift for the person who's looking, because a lot of us.
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.
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.
CINC Marketing: Absolutely. That's what we're paying, why don't sync vet leads.
James Terry: I feel like this conversation could go for, like, 3 hours. We gotta be super careful.
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.
James Terry: Hugely valuable, Christine, thank you so much.
Kristine Dunn - CINC Conversion Specialist: you.
James Terry: So what?
Kristine Dunn - CINC Conversion Specialist: I guess you guys are just gonna have to make me a regular on the show.
CINC Marketing: Alright.
Daniel Lott: Yeah. Be careful.
CINC Marketing: Right.
James Terry: Bye.
CINC Marketing: I don't know who's coming on on January yet, so just be careful.
CINC Marketing: This could be your life.
CINC Marketing: I do want to address Ishmael,
CINC Marketing: He just basically asked, why doesn't sync Veti? Vet leads to get more qualified leads like Zillow, since most leads are…
CINC Marketing: not as qualified. It's a different strategy.
CINC Marketing: If you go on Zillow, you're never forced to sign up. When you do,
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.
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.
CINC Marketing: With Sync, the idea is to capture them before they get to that point.
CINC Marketing: So, you know, not everybody is going to…
CINC Marketing: Not everybody is going to be…
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.
CINC Marketing: That's the goal. Less expensive, but yeah, you're gonna get more people that
CINC Marketing: Don't… are not ready to convert at this point, absolutely.
James Terry: Yeah, and two points there. Richard's got a good point that, you know.
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
James Terry: depending on the market, 200 times what a sync lead will cost, right? Because Christine finds…
James Terry: A lead that's been in her dashboard that she's been nurturing with
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.
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.
James Terry: But I love…
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.
CINC Marketing: Alright.
CINC Marketing: We don't have any volunteers yet, so we'll see. Because it's time for…
James Terry: Here we go.
Audio shared by CINC Marketing: Win! Get! Money!
CINC Marketing: Yeah!
CINC Marketing: Wind ends money.
Audio shared by CINC Marketing: Our game that is totally not stolen.
CINC Marketing: And another radio show here.
Audio shared by CINC Marketing: in Atlanta.
CINC Marketing: You're in Atlanta, you will totally never…
CINC Marketing: Know what this was stolen from.
CINC Marketing: But, this is a 7-question, 1-minute-long trivia quiz.
CINC Marketing: with, two categories based on… well, one is actually based on a love of Dan, and one is based on our guest.
CINC Marketing: So you'll have 1 minute to answer the 7 questions James will give you.
CINC Marketing: Orlando, shut up, Orlando.
CINC Marketing: That's right.
James Terry: Ouch, Orlando, calling you out.
CINC Marketing: Come on!
CINC Marketing: Anyway…
James Terry: 4 minutes for a…
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.
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.
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.
Daniel Lott: That's our newest, ad type.
CINC Marketing: So we do have, we do have more launched… We just launched?
CINC Marketing: We have Marco, who is going to come on.
CINC Marketing: Assuming I can remember…
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?
CINC Marketing: Sure, yeah.
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,
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.
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.
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
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
Kristine Dunn - CINC Conversion Specialist: what works for you, but I hope that answers your question, Marco.
CINC Marketing: Yeah, absolutely, and then we look at data in terms of cohorts, so the longer a lead's in the system.
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!
CINC Marketing: Because a new part… Hey, Marco, can you hear us?
CINC Marketing: You're muted.
James Terry: Oh, yeah.
Marco Pirozzolo: Yeah, I can hear you, can you hear me?
CINC Marketing: Yes, sir! Alright.
Marco Pirozzolo: So we got Marco here, who's gonna play Win Den's Money with us. Thank you for…
CINC Marketing: Joining in, Marco. Can you tell us?
CINC Marketing: Where you're from, how long you've been with Sync.
Marco Pirozzolo: Yeah, I'm in, I'm in Redondo Beach, a California office with, Vista Sotheby's International.
CINC Marketing: Alright.
Marco Pirozzolo: one of the affiliates there, yeah. And, I started Sync… God, when did I start? It's only been a few months.
CINC Marketing: Okay. Yeah. Fantastic.
Marco Pirozzolo: So, yeah, I'm loving it.
James Terry: Thanks for joining us, welcome out.
Marco Pirozzolo: Thank you. Appreciate it.
CINC Marketing: Alright, so the first thing we have to do is we have to send Dan away.
Kristine Dunn - CINC Conversion Specialist: Hi, Dan.
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.
Daniel Lott: Put me in the waiting room.
CINC Marketing: Oh, yeah, I'm going to. Sue!
CINC Marketing: Ben is gone.
CINC Marketing: I'll do the timing, James.
CINC Marketing: Well, your topics today, so you choose one topic, your category.
CINC Marketing: You wanna go, James? You wanna do it?
James Terry: Yeah, we'll say… so, Marco, the categories to choose from are… Alan's… or DUNS.
Marco Pirozzolo: I'm sorry, Allen's or Dunn's?
James Terry: There's not a lot of information in that.
Marco Pirozzolo: I'll do the Duns.
CINC Marketing: Good choice. I was hoping we'd go Dunns.
James Terry: By way of my guest, perfect. So, Harry's gonna have a time.
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.
Marco Pirozzolo: Okay.
CINC Marketing: And I will start the timer after James finishes the first question.
James Terry: 60 seconds on the clock, there will be 4 questions related to the category of DUNS.
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…
Marco Pirozzolo: Okay.
James Terry: 60 seconds.
James Terry: Harry will start. When I finish reading the first question, Marco, are you ready?
Marco Pirozzolo: I'm ready.
James Terry: Alright, 4 Duns.
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.
Marco Pirozzolo: Right? Okay.
CINC Marketing: Keep in mind.
James Terry: We'll come back around to it.
Marco Pirozzolo: Sounds good.
CINC Marketing: So, definitely.
James Terry: Definitely pass.
Marco Pirozzolo: Okay.
James Terry: Alright, first question.
James Terry: This famous Dunn and ex-NFL running back played for the Atlanta Falcons and the Tampa Bay Buccaneers.
Marco Pirozzolo: past, I'm terrible at football.
James Terry: Named after another famous Dunn, this business provides business credit reports and is widely recognized for their 9-digit identifier for businesses.
Marco Pirozzolo: Done in Bad Street.
James Terry: Get down, turn around, go to town. This band is credited with writing Boot Scootin' Boogie in the 1990s.
Marco Pirozzolo: Let's pass.
James Terry: Lloyd Christmas and Harry Dunn travel to Aspen, Colorado in this 1994 comedy.
CINC Marketing: 45 seconds.
Marco Pirozzolo: 1994 comedy?
Marco Pirozzolo: Pass.
James Terry: Wood.
James Terry: General questions. Mix blue and red to create this color.
Marco Pirozzolo: Blue and red's purple.
James Terry: This is the only fruit that has seeds on the outside.
Marco Pirozzolo: Seeds on the outside.
Kristine Dunn - CINC Conversion Specialist: Strawberry!
CINC Marketing: Alright, we'll count it.
CINC Marketing: That's a minute.
Marco Pirozzolo: That's… sorry.
James Terry: Yeah, is that… Strawberry, we'll give you the… the…
Kristine Dunn - CINC Conversion Specialist: It's a joke!
Marco Pirozzolo: What was it?
CINC Marketing: Marco?
Kristine Dunn - CINC Conversion Specialist: Robin.
James Terry: Scary.
Marco Pirozzolo: Oh, shit!
James Terry: strawberries. And how did you not know that?
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.
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.
Marco Pirozzolo: Sounds good.
CINC Marketing: Thank you, Marco.
Marco Pirozzolo: You.
James Terry: There's some tension there, right?
Kristine Dunn - CINC Conversion Specialist: Yes. I took everything in me not to… Say the first one.
CINC Marketing: Alright, let's bring Dan back.
CINC Marketing: Alright, Dan?
Kristine Dunn - CINC Conversion Specialist: Wait, make sure he can't see the chat.
CINC Marketing: Oh, yeah. Look at the chat, babe. Don't look at the chat.
James Terry: There you go, Dan, keep the chat away. Oh, I didn't realize people were throwing in answers.
Kristine Dunn - CINC Conversion Specialist: I know.
CINC Marketing: Lynn?
Kristine Dunn - CINC Conversion Specialist: Oh, shit.
CINC Marketing: Dan, your opponent.
Kristine Dunn - CINC Conversion Specialist: Oh, he's low.
CINC Marketing: Good.
Daniel Lott: I'm not… oh, I'm not looking at him.
CINC Marketing: And your opponent is Marco from Redondo Beach.
CINC Marketing: Can I look? Can I look down at the chat?
CINC Marketing: Oh! Close it!
CINC Marketing: Close your eyes, Dan.
Kristine Dunn - CINC Conversion Specialist: You're gonna have to ask him different questions.
Daniel Lott: No, no, no.
CINC Marketing: Oh, we can't do that. That's pandemonium.
James Terry: Okay. I had some of them.
James Terry: Catch it up the list a little.
CINC Marketing: Alright, good.
James Terry: Dan, are we ready?
CINC Marketing: You've got one minute, your topic is done.
Daniel Lott: Okay.
CINC Marketing: Guns.
James Terry: Alright, I will start the timer, I'll tell you when we're at 30 and 10.
CINC Marketing: Timer starts after Ed finishes the first question.
James Terry: Keep in mind that you can pass if you do not know the answer. Dan, are you ready?
Daniel Lott: I'm ready, James.
James Terry: Harry, you ready with the clock?
CINC Marketing: So ready.
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.
James Terry: Named after another famous Dunn, this business provides business credit reports and is widely recognized. Dun & Bradstreet.
James Terry: Get down, turn around, go to town. This band is credited with writing Boot Scootin' Boogie in the 1990s.
Daniel Lott: Brooks and Dunn.
James Terry: Christmas and Harry Dunn traveled to Aspen, Colorado in this 1994… Dun Dunn.
James Terry: General questions. Mix blue and red to create this color.
Daniel Lott: Blue and red is purple.
CINC Marketing: 30 seconds.
James Terry: This is the only fruit that has its seeds on the outside.
Daniel Lott: Strawberry.
James Terry: And according to the Fahrenheit scale, water freezes at this temperature.
Daniel Lott: 212.
Daniel Lott: No! Freeze is 32! Oh.
CINC Marketing: No!
Kristine Dunn - CINC Conversion Specialist: No!
CINC Marketing: But that was impressive!
James Terry: That was a good run.
Kristine Dunn - CINC Conversion Specialist: He cheated, he definitely cheated, he read all the answers.
Daniel Lott: No!
Daniel Lott: How dare you!
CINC Marketing: Wow. That was amazing. That was a much better show. So, Dan?
CINC Marketing: You ended up with 6?
CINC Marketing: Out of 7.
CINC Marketing: Good job. Listening skills at the end trailed off.
CINC Marketing: Marco?
CINC Marketing: He got… Slightly less than 6.
CINC Marketing: And so, unfortunately, Dan Lott is today's winner, again, and the money.
Daniel Lott: Undefeated.
CINC Marketing: ban.
Kristine Dunn - CINC Conversion Specialist: Undefeated.
CINC Marketing: Somebody give Dan a listing to market, because I wanna, I wanna…
CINC Marketing: you know, market a listing. So, anyway…
James Terry: Market… Thanks so much for playing with us, thanks so much for hanging out.
CINC Marketing: Yeah, my pleasure.
Marco Pirozzolo: you.
CINC Marketing: Thanks for being with Sync. Thanks to everybody.
CINC Marketing: Alright, so…
Audio shared by CINC Marketing: What's very stupid.
CINC Marketing: Good music.
Audio shared by CINC Marketing: Good to be ready.
CINC Marketing: Good, and it's time for us to leave. Thank you, everybody, for being here today.
Audio shared by CINC Marketing: Thank you guys know, compared with anybody.
CINC Marketing: everywhere.
CINC Marketing: Oh, like…
Audio shared by CINC Marketing: Man, I…
CINC Marketing: I'm really gonna question the way I live my life.
CINC Marketing: After today, so thank you so much.
CINC Marketing: For bringing on my midlife crisis, I appreciate that.
CINC Marketing: Yeah, and so, yeah, thanks again. Thanks, Dan. Thanks, James.
CINC Marketing: If you guys don't know what Sync is, as Dan said, we are the number one real estate lead provider, and
CINC Marketing: Conversion engine.
Daniel Lott: Mmm.
CINC Marketing: So go with that. Kaizen.
Daniel Lott: Yeah.
CINC Marketing: Kaizen, Dan, Kaizen.
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.
Daniel Lott: ThinkPro.com.
CINC Marketing: ThinkPro.com is the correct one to go to. Thanks again, everybody. We love ya.
CINC Marketing: If you love the show, tell your friends, and if you don't.
CINC Marketing: Just, keep it to yourself.
CINC Marketing: Happy Monday!
James Terry: Month.
CINC Marketing: Happy Holidays!