Hey guys, are you afraid of ghosts? A lot of us are, but let’s put aside the spooky ghosts and talk about your business ghosts.

What are business ghosts?

If you dive into your CRM, your phone, or even your social media and see people you don’t recognize, you might think, “Maybe I should delete them.”

These are the ghosts in your machine—people you’ve forgotten. Don’t delete them!

Instead, I want you to rekindle that relationship. Here’s how: reach out via text, phone call, or direct message. Say, “Hey, I’m cleaning up my records and came across your name. I’m just trying to remember how we connected.”

They’ll respond with something like, “Oh, Jim, we met at an open house,” or “We met here or there.” Then you can say, “That’s right! I remember now. How are you guys doing?”

From there, you’ll rekindle the relationship. This could lead to a sale, a referral, or...

How many of you are using cold emails to reach out to neighborhoods or farm areas?

If you’re not doing it yet, it’s something you might want to add to your toolkit. You don’t need to send thousands of emails—maybe just 50 or 100 at a time. Keep it manageable.

You might be wondering, “Jim, where do I find these email addresses?”

There are plenty of places to find them. One of my favorites is REDX. They often have email addresses for homeowners in certain neighborhoods. They might not have them all, but they have a surprising number. Once you have those email addresses, you can send out emails to solicit listings or at least start a conversation about potential interest in selling.

Here’s an idea: use the same script you’d put on a postcard or mailing and adapt it for email. Then, take an integrated approach—send both the physical mail and the email. You can also add “layers” by sending a text and running a social media...

If you're a brokerage owner or team leader, what's the number one reason someone would join your firm?

Often, when I talk to brokerage leaders, they say it’s all about commissions—that’s the driving factor.

But that’s not true. We need to move away from that outdated thinking.

What really drives agents to join a company or team is the potential to close more transactions.

It’s about transaction count, not commissions.

So, how do you build a company or team that focuses on generating leads and helping agents develop leads on their own? Your goal should be to increase each agent’s transaction count, making them one of the highest-performing in your market area.

Here’s an interesting statistic that might surprise you: 50% of all agents in America closed one deal or less last year.

Even if those agents are getting a high commission on that one deal, it’s not enough to support their families. They’re struggling and barely staying in...

Question:

Should you have your own podcast?

Absolutely!

It's a powerful tool to boost your influence and authority in your local market. By focusing on your niche, you become an expert and build authority over time.

Another benefit?

You can connect with influential people in your community. Create a list of top movers and shakers and invite them to be guests on your show. It's a win-win—you'll elevate your podcast's status and forge valuable connections.

Podcasting is straightforward—all you're doing is asking questions. Make it easy for your guests by providing a list of questions beforehand. Trust me, they'll love the opportunity to share their insights.

The best part?

You can repurpose your podcast content across different platforms using tools like Opus Pro and Repurpose.ai. It's seamless and helps you reach a broader audience.

As for the cost?

It's super affordable. Platforms like Buzzsprout make hosting a breeze, and services like Fiverr can help with...

Hey, team, you're on prospecting calls today—reaching out to expired listings or for sale by owners, maybe marketing in a neighborhood. What if no one picks up? Do you leave a voicemail?

Before that, try this trick:

Hang up and call the same number quickly, twice. Imagine being on the other side—seeing a missed call, then the same number calling back. You're more likely to pick up.

Now, they still don't answer. It goes to voicemail. Should you leave a voicemail as a salesperson? Absolutely. The chances of circling back and calling again are low. Keep the message concise and to the point.

For an expired listing, I might say, "Hey, I'm Jim. Your property delisted today. Wondering if you're interviewing other agents. I have a 25-point marketing plan that works. Just sold a house nearby, 25 days, 5% over list price. Let's talk."

For a for sale by owner, a simple approach: "I'm J Man with ABC Real Estate. Saw your ad on Craigslist. Can I do a video of your property for...

Let's delve into the concept of "speed to lead" for a moment. Why is it crucial? Well, here are the stats:

Businesses that respond within five minutes or less are a hundred times more likely to connect and convert opportunities.

So when that clock starts ticking, you've got five minutes to respond to emails, texts, or calls. The reality is, generating a lead for a REALTOR today costs about $140 per lead. If you can't get back to them in five minutes, it's like burning $140.

Now, how can you address this lead follow-up issue? I'll share a couple of strategies, and they all revolve around Google.

First, consider your lead routing. Get a Gmail account, and with that, you'll obtain a Google Voice number for free. Google will assign you a phone number that routes to your cell phone. When it rings, you'll instantly know it's related to a lead. This can save you from wondering if it's spam or something important.

Additionally, you can set up a...

Let's consider your office location: If you were to drop a pin on the map around your office, extending 2 to 5 miles, have you connected with local business owners in that area?

Many business owners are facing challenges due to economic changes and other factors. It's an excellent opportunity to reach out to them and establish a connection.

Here's a simple approach: initiate a business card exchange. Walk into a nearby business and introduce yourself. Mention your office's proximity and express your interest in referring people who are new to the area. You can say, "I often meet people relocating here, and I prefer to refer local businesses. Would you mind exchanging business cards?" Allow them to share information about their business.

You can further enhance the connection by saying, "I like to highlight a local business on my social media each week. Would it be okay if I featured your business next week and tagged...

What single skill, if mastered impeccably, could significantly impact your real estate career over the next year?

Take a moment and consider the answer.

I often pose this question to various agents, and the responses vary widely. Some say lead generation, others cite video creation, social media marketing, listing presentations, buyer interactions, showings, negotiation— the list goes on.

However, these responses reveal a common thread— a lack of confidence in that particular area. This deficiency in confidence is evident to clients and impedes your true potential.

So how do you remedy this situation?

Here's my solution:

Confidence originates from competence.

You must become proficient in the skill you're tackling. And how do you achieve competence? Through practice, continuous and deliberate practice. Malcolm Gladwell delves into this concept in his book "Outliers." The top performers in various fields,...

Hey folks, let's step into my DeLorean and journey back to January 1st. Time to take a look at what you've achieved from then till now. Join me as I walk you through a self-evaluation of 10 pivotal actions.

First off, calls. Have you connected with everyone in your database? A quick chat or two?

How about personalized texts or DMs? Opting for video texts is even better.

Emails - have you sent individual, meaningful emails to each database entry? And what about bulk emails? Regular newsletters, monthly or more?

Are you leveraging audio snips? Those small audio messages can make an impact. And video messages? The personal touch goes a long way.

Speaking of impact, client events. Have you hosted any this year? If not, consider it. Networking meetings also count.

Have you engaged in one-on-one conversations over coffee or meals? How many times a week?

Now, let's talk about social media. Are you consistently posting five...