Episode 12 - Kristine Dunn

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.

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… Next… next year, we will hit it, hit it hard. And then…

it always jumps up around Black Friday and Christmas. There's a lot of… New spenders and a lot of existing spenders spending more. 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. Which is strange. 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…

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. Who is a specialist in that area to manage your account. But this will definitely be clipped. This is going on social media. Joseph said Ram.

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… 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,

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…

focused on Tiburon MLS. It wasn't a Tiburon, it wasn't Tiburon house… or condos, it was Tiburon MLS. And because of that. Just on October 7th, they did that. They closed on a $2.2 million house exactly a month later. So… That happened because of hyper-local micro-targeting. If we did not have an MLS ad group, if we just had a regular Tiburon, or a regular Naples, they would not have… they would not have found that,

that client. So, anyway, that… that leads into our next… our, initiative of next, year. So, we're gonna… 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.

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 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

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? It does not impact it, because…

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. And so…

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, 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.

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 you know, we hid some of the information. So, we've only seen that percentage of real verified leads 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.

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. So now, it's time for a little thing we like to call… Audio shared by CINC Marketing: Mail time? Trail time! Your question, submitted before the, the livecast. Not a webinar podcast thing.

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… Love for it to be a conversation. Talk, talk to us.

But then, she's having trouble… Staying connected with them and staying top of mind. And finding that, you know, what is their buying timeline? Like, I guess… How do you follow up with someone that you have a good initial conversation with? 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? I'm not sure. There's someone on drugs.

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. 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.

Yeah. 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. That's very,

That makes a lot of sense. You know, I never really thought about it that way, of, What you said about people, you know, people are looking for real estate for, like, a finite period of time, and then… You kind of letting them get to know you, maybe. 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? 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.

Well, that's always something, you know, that we talk about with clients as well, say your conversion rate. dips on your campaign one month. I hear James say all the time, I mean, you know, ultimately, we're dealing with people.

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? I… I… I do not, but I do worry that… 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. That makes sense. Kristine Dunn - CINC Conversion Specialist: This is a horrible, horrible person to be marketing this right now. 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. Oh, yeah.

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 Two houses, or one house, I don't even remember. It all blends together. I'm sure it blends together for Dan with multiple houses, but…

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.

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…

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. So…

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. Now I'm just thinking about my life… I'm sorry, I'm thinking about my… the way I live my life. 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. 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.

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. Well… I'm it, yeah. I'm really just… I don't… I am on tilt right now. Let me ask another question. Kristine Dunn - CINC Conversion Specialist: Alright, let's get it. Let's go.

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. that? Well, no, that's great, and it's very open-ended, right? I mean, the whole goal of that is to get them 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. That's great. Kristine Dunn - CINC Conversion Specialist: Thank you, Orlando, for typing that in the chat.

Yeah, and I do think, Marco mentioned it's in the Success Playbook. I believe that, orlando, if you have the link to that. 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. Well, I'm not sure. 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. 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. Let's see… a lot of good questions here. Here's… I thought this was really interesting, from Chuck. 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. I mean, if you have it pulled up and you want to, we can.

Kristine Dunn - CINC Conversion Specialist: I don't, and… but… That's fine. Well, I'm sorry. Yeah, yeah, yeah, absolutely. Using the… 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. Turn into a good sale. Yeah, absolutely.

Yeah, I mean, I always start… A lot of times, I'll start looking at the lowest-priced thing, and then find something that's, you know. 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… They looked at the really nice houses, but that doesn't mean they're not actually Looking, you know? Exactly.

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. Yeah. It's me. Do you, do a lot of, kind of, like, Zoom presentations and stuff with clients where you are? Do you have a lot of people from, like, northern states that… 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. When you first started, and, if you guys want to play Win Dan's Money. We got that in 10 minutes, so, we will… it's a 7-question trivia quiz winner. If you win. We had a very close, contest last time. Went into overtime. Dan.

talk. Like, you do a, You do a really good job, it seems, of… 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. it's hard for me to listen as much as just think, this is what I'm gonna say next. If that makes sense. So, I mean, did you have… Like, when you started in real estate. Did it take you some time to get to this point where you feel like.

you know, I can really focus in and listen. Did you have that? 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. 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. 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? Absolutely. And I, yeah, I mean, what you're saying…

One question. Yeah, absolutely, yeah. And what you're saying makes… Real quick. You said it in such a more eloquent way. Than my rambling statement, but yeah, it's a lack of… confidence, you know, and I didn't… 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.

I got better at it, and I'm more comfortable at it, and now I can really listen and identify 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.

Well, and you take… that is… yeah, that is true. And then, Yeah, no, that's… I'm telling you, you got my head swimming over there.

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. There is, a lot of… yeah, and so… If you guys don't know. 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. Or every other month, or… Kristine Dunn - CINC Conversion Specialist: Bi-weekly. Bi-weekly. 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. Please, please take advantage of the training opportunities, like Christine. Doing this call bi-weekly, every other week.

I mean… 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. And we do use that. You know, join Christine, come to Online Conversion Day, come to SyncU, it is a game… changer. It really is. And, you know, I'm so impressed with Christine today, as I always am.

I remembered the thing I was going to say on the last question before you got me shook. But it was just about, you know, improving on the calls, Another part of… of that. was my mindset, and, you know, for me, it was my job, and I felt like I had to do it. You know, there wasn't an option of not doing it. It's just, I have to do this. I did it, and it made me better. So going back to mindset, I think that is… 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? 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. Absolutely. That's what we're paying, why don't sync vet leads.

Kristine Dunn - CINC Conversion Specialist: I guess you guys are just gonna have to make me a regular on the show.

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. With Sync, the idea is to capture them before they get to that point. So, you know, not everybody is going to… Not everybody is going to be… 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.

That's the goal. Less expensive, but yeah, you're gonna get more people that Don't… are not ready to convert at this point, absolutely.

depending on the market, 200 times what a sync lead will cost, right? Because Christine finds… A lead that's been in her dashboard that she's been nurturing with 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.

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. But I love…

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.

That's right.

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.

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. Yeah, absolutely, and then we look at data in terms of cohorts, so the longer a lead's in the system. 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! Because a new part… Hey, Marco, can you hear us? You're muted.

For bringing on my midlife crisis, I appreciate that. Yeah, and so, yeah, thanks again. Thanks, Dan. Thanks, James. If you guys don't know what Sync is, as Dan said, we are the number one real estate lead provider, and Conversion engine.