The Listings Hiding in Your Database - May 19, 2026

Added: 2026-05-20

[00:00:00]Let's get into the Facebook. We are live on the Facebook and let's get on to the Instagram.

[00:00:08]We are live on the Instagram. Good morning. Welcome to the Pivot Shift Ahead Mastermind. It's your friend James Shaw. We are back and better than ever on this 19th day of May, 2026, 7:36 a.m. Eastern. And I am so thankful that again you come back here. Uh I don't take it lightly. I do think this is the best free resource in the industry. So, I think you're among the smartest people on the planet for choosing to participate in this, whether you're on live or you're listening to the podcast or watching the recording.

[00:00:37]The number of messages I got this week from people who watch the recording or listen to the podcast is awesome. So, thank you for doing that. Uh, Julia Assad, are we about to hit 100,000 podcast listeners? Is that going to happen soon?

[00:00:51]>> We sure are. We are 4,000 people away from hitting a 100,000 listeners. 000 podcast listeners and I didn't want to do it as a podcast. I was like keeping it behind a gate. Now we've opened it up to more people and we'll hit 100,000 podcast listeners very soon. Soon and very soon which is very very cool. Um all right. So here's what's happening this week. We're all about take listings right now. Matt V. Want to get some listings quickly. And so uh we're going to at the top of the hour talk about the listings that are hiding inside of your database. These are opportunities you Oh, at the top of the hour, we're going to talk about the listings that are hiding inside of your database right now.

[00:01:34]People who've kind of raised their hand, but you don't know they've raised their hand, and you've got to get in touch with them. How can you strategically look through the database so that as you're reaching out to people in your database, you can talk to those who are more likely to be interested in listing first. That's what we're going to talk about at the top of the hour. We always do two masterminds in one. We're going to answer a question from the Pivot Shift Atohead Facebook group in just a second. But before we do that, something good. Ula, good morning.

[00:02:01]>> Good morning. Um, I just want to say quickly huge gratitude, James, to you, to this group, all those amazing people.

[00:02:10]Um, yes, you're right. This is the best free resource for every realtor under the sun. I've been asking questions like you ask. I've been having so many great inputs and conversations. So, just quickly, thank you. Thank you to you.

[00:02:27]Thank you to your team. Thank you to every member of Pivot and Inspire for um sharing their knowledge with us.

[00:02:35]>> Thank you for being part of what we do.

[00:02:37]Aduina, good morning.

[00:02:40]>> Good morning. So, my something good is it is wedding week. My son is getting married tomorrow and I'm headed to Austin this afternoon. So, I'm so excited.

[00:02:50]>> Cheers to you and congratulations.

[00:02:53]>> Thank you.

[00:02:56]>> This has got to be cool. Congratulations to you. Yeah.

[00:02:59]>> Thanks.

[00:02:59]>> Um, hey Julia, will you go check and see if we're live streaming in Pivot? It doesn't look like we are in my side.

[00:03:06]>> Yes, sir. I got it.

[00:03:07]>> Thank you so much. And if not, just post something that they got to hop on the Zoom this morning. Hi.

[00:03:12]>> Oh, >> I need you all please, you just have to stay on mute if you aren't actively sharing. It's really important.

[00:03:22]Um, we do two masterminds in one as I said and I want to walk through a question that came up in pivot from Kelly who's been part of this community. This is a really good one. It'll be a good one for a lot of you. Some of you will be like not interested, but that's okay. You don't have to be interested in everything we talk about every day. But for some of you, this is going to be really, really important. Uh, oh my gosh. Uh, Kelly Feain, realtor moms and dads. First of all, sidebar.

[00:03:52]Thank you, Kelly, for recognizing that dads exist.

[00:03:57]I just want to thank Kelly because a lot of times when these questions come up, they go, "Moms, moms, how do you deal with blah blah?"

[00:04:06]Just thank you, Kelly, for recognizing that dads exist too and are involved in the lives of their children and run businesses.

[00:04:14]Realtor moms and dads, summer is approaching.

[00:04:17]It is. We get out of school a week from Thursday.

[00:04:21]Summer is approaching. How are you structuring your days and weeks so that your business is not going off the wayside while also taking care of your kids and wanting and needing to spend extra time with them? I'm looking for ideas.

[00:04:33]One idea I had is to take them to new local places and use a short amount of time to film a real or advertise on social media like local parks, ice cream shops, etc. What are you planning your schedule to look like? Let's hear from you moms and dads of kids. Well, I mean, I guess what else would be a mom and dad of? Uh, moms and dads, how are you getting ready to prepare and organize so that when the kids are home, you can balance that? I'm starting to freak out a little bit, Jenny Wle, because we're down to our final four summers.

[00:05:06]>> I know it, James. I can't wait.

[00:05:08]>> We're going into high school. I'm I'm I'm It's It's bothering me some and I'm excited, but they keep saying that high school goes faster than middle school, even though it's a year longer and I know you're really passionate about this. So, Jenny, good morning.

[00:05:22]>> Good morning. Can you hear me, James?

[00:05:23]>> We can hear you. Great.

[00:05:24]>> Okay, cool. Um, excited to see you in Tulsa.

[00:05:29]and um we will um just celebrate and learn from you. We can't wait. And the and of course I love the the question because she was leading into uh being tactical with her time and her kids, which is the most important thing. And being that I'm a a mom to a freshman almost done with her freshman year in college, my life's a little different now. But as a team, this is our topic at our team meeting today is school's out. What's your plan?

[00:05:57]And so we talk about as a team of we have very focused work time that is blocked. It's called the three Fs. We have focus time. We have flex time that we will be doing maybe some work in the morning and then fun with the kiddos in the afternoon. And then we have full-on family time. So like I am not working this day. And I think that it's just important to have that mindset so you give yourself grace when you need to be present with your kiddos. And I love the question again because hey, let's go be present at the local uh you know park and I'll capture some content and have some fun with my kiddos at the same time that shows that you're local and in your community and being a great parent as well.

[00:06:41]>> It's really good. I love the concept. Um have a great time at your team meeting.

[00:06:44]That'll be great. And I will see you tomorrow. That'll be nice.

[00:06:48]>> Let's do it.

[00:06:49]>> Leah. Leah, good morning.

[00:06:51]>> Good morning. So, one thing I try to do every summer is organize our events around summer activities that I can bring Kora to that she enjoys and that we can invite other families to. And families are definitely um one of the focus areas of mine, specifically upsizers. So, we do everything from a scavenger hunt in a local park where we invite the families in our database. Um, we've done movies in a local park. Those two first two examples are free. Or you could do something like rent out a movie theater and invite all the friends. We're doing Toy Story 5 in uh June. Um, this summer we're doing for all the kids in our database. Do you guys remember in the 90s the like book it reading club where like you'd read so many books and you'd hit a goal and then you'd turn in your chart and you'd get a pizza and >> Pizza Hut's bringing that back.

[00:07:56]>> Oh, I saw that they were bringing it back and I was like, "Hold on. Did I come up with this idea to bring it back first and then they copied or vice versa?" I'm sure.

[00:08:03]>> Exactly. Yeah. Yeah. Yeah. Yeah.

[00:08:05]>> Um, so we're doing that. we do a snow cone event, but it's honestly just thinking about, okay, if you're a parent and it's summertime, what is something easy that your people in your database are going to want to get involved and they're going to want to do that's fun and you get to connect with people and you know, Cora is great at introducing herself to people so it's fun to involve her.

[00:08:29]>> True story. Thank you, Leah. I love that. So, you know, you're switching up the events and the outreach to include the kids and the families this summer, which makes a lot of sense. Thank you, Leah. Appreciate it. And hi to Ka. Uh Elaine, good morning.

[00:08:46]>> Good morning, everybody. So, just warning all you guys with the younger kids, take heed. College is coming. 529 plan, but my daughter's home from college. I have to say if it's not in your schedule, it doesn't exist. And I've purposely had to realize that Brooke's home from college, I have to be more aware of my schedule and I have to break away so I can have a little bit of time with my daughter while she's home over the summer. So, put it in your schedule, guys, and it will happen.

[00:09:18]>> Thanks, Elaine. Brienne, good morning.

[00:09:21]>> Good morning. So, as I'm dropping Lucy off for school, um we I've gotten together with some of the other moms in her class and we want to keep the kids excited. So, continuing on our mom's club for summer and making it our own little group and um to the same thing Leah said, we're going to do Toy Story 5 this summer. It's an great opportunity for not only parents that have littles, but also parents who have watched the whole Toy Story Empire from the beginning. So, um there's interest there beyond that. But also, while Lucyy's going to camp this summer, we've already planned strategic vacations so that we're spending time with her and we're not we're not just focused only on work.

[00:10:00]We're we're getting this the summer time in and I'm making sure that our database has activities. So, I think it's a lot of really structuring your day. I think everyone's kind of already saying the same thing, but really making sure that she's involved and that the parents know that they can turn to us and we have babysitters lined up already. we've got everything going so we don't lose out on our our focus on business and keep our summer momentum.

[00:10:24]>> I love it. Um I think it's a a really smart idea to kind of figure out how you can use the kids but also recognize that you want to spend time with them. So Brienne, thank you. Those of you just joining us, we're answering Kelly's question this morning and what she's asking about is this. She says, "Uh, we're coming to the end of the school year. We get out a week from Thursday.

[00:10:42]How are you going to balance the time so that you can, you know, do what you want to do with your kids as a mom or dad, but then also still run a business that is profitable and working? Janine Garcia, good morning.

[00:10:56]>> Oh my god, I was eating. Uh, thank you for letting me share. I'm old school, okay? And I I'm an also we're a immigrant family. So we the time summertime didn't mean nothing time and it didn't mean just fun time. It meant you also have to work just like we do and get involved on the things that we were doing. So our daughter, for instance, back in the days when there were no computers, she was supposed to be putting all the checks, writing all the names and then everything in a in a in a in a log, and she was seven, eight years old. Our middle son was supposed to do the laundry for the for the cleaners. Our um older son was supposed to help us put all the mailings together. So they have to understand that we are not going to stop our I mean I know old school just you know I was a strict parent they understand like our lives is not going to stop because it's summer. We're going to continue to work because of to give them the best opportunity that this country offers and teach them discipline, responsibility, engagement and also be part of a team because your team is going to continue to um to function whether they're off or not. That's that's my saying.

[00:12:24]>> I love it. I think you should put them to work. um the the uh let them get involved in the business. Let them help in some way. Now, the way they help may be different in 2026 than it was previously, but we can still help and and be involved in the business. Janine, thank you so much. Linda Brennan, good morning.

[00:12:43]>> Good morning. I love the idea of the reels. Um we, you know, living in Florida, this is a time where we actually get to go out and enjoy the things that other people come here for.

[00:12:53]So, we're we've always been park people.

[00:12:55]And I think the biggest thing that I've the lesson I've learned is um every day doesn't have to be epic. Um and we started that one year, my daughter's 16 now, so we're doing like vision boards and goal planning, but when they were my girls were littleer to remind them that we, you know, we were still doing fun things even though it wasn't Disney every day. We made a a chain, a paper chain, you know, the oldfashioned paper chain. And if we went to a park, we'd write that down. If we stopped for ice cream, we'd write that down. if we, you know, did a fun game.

[00:13:27]So, so that they could see that every time, you know, we did something together, it was it grew. And some of them were great and some of them were small, but it it was fun. And then they got to go back. They kept that for a long time.

[00:13:40]>> Really cool.

[00:13:41]>> That's it.

[00:13:42]>> Thanks, Linda. Hi, Maria Sims.

[00:13:44]>> Good morning. Um, so I love summertime with my kids, and I know it can feel overwhelming. Um, but I've been through all the ages of, you know, a newborn with me in real estate to one that's 22 and about to get married. Um, and I still have a little one. So, um, you know, we still live by a schedule. And, you know, we do fill in fun times, of course. I love the the three Fs that Jenny talked about. Um, but, you know, they also are my biggest helpers. Like little Lane already knows what he's doing this summer and he's excited for his job. he actually gets paid so that he can go and buy whatever he wants to.

[00:14:23]Football cards probably right now. Um, but just make them involved in it and then give yourself grace. Like this industry tries to make you think things come up and they do. Um, but I remember having like a bag of goodies in my trunk and when my kids were good, we would sit literally in a parking lot and do those little hammer rocks that you bust out and get jewels out of. So, we would, you know, they would get something out of the fun box, out of the trunk if they were, you know, good and we had to stop and show a house. And, um, you know, let's be honest, if they were bad, I still gave them a toy because I'm a pushover. But, you know, it's just finding fun things for them to do and making memories with them. And it doesn't have to be great. Like it can literally just be go to the park for 30 minutes after, you know, after lunch or or whatever because your kids like my oldest son still talks about the memories of working and do you remember when I was your call center for a whole summer because he literally was and you know he jokes about it but he remembers it and it really helped shape him for life. So >> that's great. What did he do in this call center?

[00:15:30]>> He I'm embarrassed to tell y'all. So, he basically ran my database and was texting um and get trying to get people so that I could actually make a call.

[00:15:40]So, he was my little call center manager one summer. He and my niece and they did a great job.

[00:15:46]>> See, you can put him to work. Those of you just joining us, we're answering Kelly's question about now that school gets out, how do you balance the kids and the schedule and all that kind of stuff and still run your business? When we get to the top of the hour in about eight minutes, we're going to do uh the this whole week's theme on taking listings right now and we'll talk about how maybe some are hiding in your database and how to determine who you might reach out to. Raj, you're next >> for my new listing.

[00:16:12]>> So, I um I I'm take my son to school every day. My wife gets >> and I'm listening to >> my wife gets on the train very early.

[00:16:22]She's a super mom, super wife. Um, but I'll get him ready, get him to school, and I'll pick him up from school. He's 13 years old. Um, so he's starting to A lot of times I'll have showings in the afternoon. He's like, "That's cool. I'll I'll go with you." Um, he's totally understanding. I do two big events. This year I'm doing the townwide garage sale, so I enroll him and my wife to just sit at the table. Uh, you know, because they're not licensed, of course, but they'll at the garage sale, they'll sit at the table and hand out maps to people coming by. Um, and at the pool party they'll hand out because I do a raffle so I can collect names. They'll sit there as well and and they love I mean the pool party for dogs is incredible.

[00:17:02]90 90 dogs around. Um, but then what allows me to do is go and meet people and talk to them and say what brought them to this party and things like that.

[00:17:13]So, uh, it's really great and he's, um, he always asks me about the business, so that's how I bring him in.

[00:17:20]>> That's great. Love that way to get him involved. Tyler, good morning.

[00:17:24]>> Good morning, James. Um, so my kids get out this Thursday and I caught my son last week saying, "Hey, I can't wait till school gets out so I can sleep later." And I said, "I'm sorry to bust your bubble, kid, but you're getting up earlier cuz you're coming with me and I leave the house before you do." Uh so he's going to be uh going with me to put out signs to put out um flags cuz uh with Memorial Day coming up, we have four neighborhoods now that we put out uh flags in each driveway. Uh cuz this is a summer he's 15 and he's now motivated because he's getting a a uh driving permit. Now he's thinking about getting a car >> and so giving him the opportunity to learn work ethic to earn some actual money. I'm going to pay him just like I would pay anybody else who's doing a good job. And at the end of each day, we're going to review the the type of work he's done. Hey, did you do a job today that deserves a being employed tomorrow? Or would your employer come to you and and have a firm conversation with you about you need to improve or you're not coming back in the future >> because you can either let other people teach your kids work ethic or you can teach your kids work ethic and the summer is a great time to do it. Tyler, you got like 78 kids, too.

[00:18:39]>> Yeah. Yeah. Yeah. 4 4711.

[00:18:42]>> Exact. So, put in work. And I love how we're hearing different perspectives based on the age, right? Like Leah gave us an example of what it's like to have a younger kid. We're hearing from Tyler that's got an older one. We heard the perspective from Ria who's got one in 20s and one who's Naomi's age. Like all these different options to be able to involve your kids in some way that you can still run the business, they [snorts] can still enjoy their summer, but maybe they can help you a little bit and you can spend some time with them.

[00:19:04]It's a really fun way to look at things.

[00:19:06]Navaro, you're next. Good morning.

[00:19:08]>> Good morning, sir. Good morning, everyone. I'm going to come from a a different perspective. I'm going take >> That's what we love.

[00:19:15]>> Yeah. I'm going to take folks back a while. Um when I was growing up, I I lived in a working household. Uh household of three women, three generations, great grandmother and mom.

[00:19:26]All three of them worked. Uh so I work ethic was always instilled in me from the very beginning. And during the summertime, my mother would always make sure that I was involved in something, some kind of organized program, whether it be YMCA day camp, whether it be a week or two week camp, whether it be the Boy Scouts, Cub Scouts, Civil Air Patrol, and these things uh events and and and um activities have developed me to this point to be social um to be um uh communicable um to know how to talk to people to in intermingle uh with society and there was a benefit uh to that also. I would also door knock selling flower seeds for 10 cents a pack because on the back of our comic books there were prizes that you could get if you sold all the pump all of the flower seeds. So, um, you know, my mother, they they they didn't have their own businesses, but they did work. And that work ethic was always instilled in me.

[00:20:36]Even when I got good grades and didn't have to go to summer school, she enrolled me to summer school just to keep me active and busy and off the streets. So, that's my perspective.

[00:20:47]>> Yeah. Leverage the stuff. I remember the one year that Naomi had said that she wasn't going to be on the dance team.

[00:20:52]She didn't want to do the dance team anymore. And I said, "That's no problem.

[00:20:55]We're going to go and do even the little three-hour camps. We're going to do one every week and different things so you can kind of figure out what might you want to do as an extracurricular because I think that's really important. So, she played softball. Actually, uh Naen's daughter and Nami played softball for a week. It was just a week-l long softball camp. Then she did volleyball and she did basketball. She's horrible at basketball. Na is horrible at basketball. She was much better at volleyball and and softball.

[00:21:23]And for a dad who's from Indiana, it was embarrassing.

[00:21:28]But then after that, she was like, "You know what? I really do miss dance. I want to go back to dance." And I look at that of like like Nami helps some in the business, but her job is a student and then she dances. That's what she does.

[00:21:39]So she doesn't help me a lot, but she does help me from time to time. And so you got to think about just what's going to work for you and your family. There's no correct way. There's what way works for you. But Deb, I'm interested in your perspective because you're under the grandkids now. So, I'm interested to hear what you might have to share. Good morning.

[00:21:55]>> Thank you, James. Um, I I am the same um school as Janine in that the kids need need things to do. We did the um the camps just like you were saying. They all got to do some activity. Some of them were school, but our school also had something um that they did a little bit of school in the morning. It took about 20 minutes every day that they had to do and it just kept them active in their uh math and their reading etc. It was mailed in. It came back whether it was great or not. If it was not great they had to redo it which was a drag. So they learned you know to to take a minute and uh get that work done. But my husband and I have been um commission people our whole lives. So our whole livelihood forever and we're we're in our fourth decade of marriage um have been commissionbased and uh so our kids came right along with us and we also had a little side gig at one point where we owned car washes and oil changes on top of our main uh occupations and our son who's in Cormal, Indiana uh owns two state farm agencies just told my husband last night.

[00:23:16]Probably because we had all these um businesses that were totally reliant on us and what we did and how we raised our kids is why he's as successful today as he as he is. It's because he got the at the table, dinner table, talk about all our jobs, all the um uh the ins and outs of it. and they all worked in it too.

[00:23:44]So, uh, with that, I mean, I think these kids kind of learned by fire and all three of our kids are really wonderful, self, uh, made and, um, really great humans that we've never had to support once they were out of college.

[00:24:02]>> There's so many different options, so many different possibilities. Kelly, thank you for asking the question about how to balance it all this summer, and thank you to everybody who shared with us this morning. All right, let's switch it up as we get to the top of the hour today and I want to spend some time talking about helping you get some listing leads in your pipeline. I mean, I imagine you want to sell some homes this summer. Boy, you take more listings, it'll give your kids more stuff to help you with, which would be totally great. And so, we're spending the entire week on getting listings right now. Now, yesterday was awesome because I just straight up asked you if you had to go get a listing today, what would you do? We did 45 or 50 minutes on strategies around that and we heard some great ones. In fact, some of the stuff that you talked about yesterday may come up again today because today I want to talk specifically about your database.

[00:24:48]We know that your database is the top spot to go find opportunity. This is the place where you go to to connect with people and and and build relationship.

[00:24:56]And we talk about Sorry, when we're at a thousand, if you come off mute and you aren't actively sharing, I'm just going to boot you out and let somebody else come in. That's how it's going to work. So, please, if you know, try to keep yourself off mute if you aren't actively sharing.

[00:25:18]So, we talk about the importance of your database and how being consistent in that matters that to be boring, to show up and do what you're supposed to do and and talk to the people and build relationships. So when they go from not needing you to needing you, you're the one they reach out to. And you all understand the importance of that. You get it. And yet sometimes you don't have time to wait. Sometimes you're looking at it and you're going, I got to get some stuff rolling right now or I'm going to be in trouble. So how can we go back to the database in such a way that we can pull those people out? You know, instead of waiting for the phone to ring, you're making it ring, but you're being purposeful in who you reach out with. Now, we have lots of systems around it. Many of you follow DTD2.

[00:26:01]That's do the database 2, which is simply breaking the database into letter groups by last name. Two letters every single week allows you to get through the database every quarter. I think it's the letters M and X this week. And Steve Schlleer and Tammy Youngs created that and share it with us and I'm I'm always thankful for that program. And that's great. you're having conversations with people, but even when you pull your two letters, can you prioritize them so that you could call someone who may be more likely to have a need now versus just kind of everybody? So, how do you know who you're looking for in the database? I took some notes like to figure out who could be a potential seller. The first one would be people who are equity rich. They've been in that home five plus years. They've really seen equity build up and maybe they have an opportunity. Have you start with them?

[00:26:56]Another group, life event movers. Now, this is one that came up yesterday like Jeff Star brought up everybody who's putting the sign out in their yard right now about graduation.

[00:27:07]Like those are life event movers. When you go through and look at it grow or growing family, they're having babies.

[00:27:12]they've announced that they got a kid coming or they have a job change or, you know, maybe something that's not as exciting like a divorce or something like that. But are you prioritizing those groups? How about people who told you a couple of years ago, hey, we're thinking about selling, but our interest rate is 2.5%.

[00:27:34]And so we don't think we can sell now.

[00:27:36]But they've learned that rates are going to stay in this, you know, 5 67 range that you reach back out now that they have 2 years of realizing that rates are kind of where they are. Maybe they want to do something. That could be a group.

[00:27:51]Or people who just casually mentioned that, hey, someday I'm I'm selling. And again, this is not about reaching out and trying to convince. It's reaching out and checking in. Hey, the last time we talked, you told me your plan was to do blank. Is that still your plan? has anything changed? Checking in with them.

[00:28:08]The second group that you might target in the database, and we spent all of last week's inspire call on this is really being purposeful and doing an, you know, equity analysis reports for people in your database right now.

[00:28:23]Because when you do an equity analysis report for someone in the database, then they see the equity they have, which may prompt or give them the opportunity to realize that they can make a move when they didn't think they could. Now, we've done many pieces on this, but I just want to show you inside the portal. If you're an Inspire member, last week's call was was absolutely fantastic. And and so if you go Oops, I got to click the right thing. There we go. If you go on the portal under weekly mastermind replays, you'll see the original equity analysis system with Chris Ruskwitz. She came back and redid the entire process with us. If you were on last week's call, put an aha or something from it in the comments in the chat, but you'll see right down here there is an equity analysis playbook that walks through step by step of exactly what you need to do. It lays it out. It tells you what to say in the email, what to, you know, say on the call, what your rhythm needs to be to follow up with everybody. I [snorts] mean, this right here is worth a year's membership, quite frankly, to the Inspire Collective. So, if you log into the portal, Inspire members, and go to last week's Inspire Call, and Chris laid it out the exact process of what to do.

[00:29:40]So, Inspire members, again, you go to the portal. If you're not an Inspire member, you need to join jamesdshaw.com.

[00:29:46]But I would think if you're if you're low on listing inventory right now, let's go find those people who may be equity rich and might have a need and do two equity analysis reports a day. Do 10 of those a week and see how can you stay in a flow with them.

[00:30:03]And then finally, just direct reach out to people like people that live in popular neighborhoods or things like that. Many of you are still in markets, especially in the Northeast and the Midwest that have tight inventory.

[00:30:19]Uh Jess Star sent me a text yesterday about what's going on in her her town, that you have buyers that are giving up.

[00:30:25]They're writing $100,000 over ask price.

[00:30:27]They've lost out on seven offers.

[00:30:29]They're giving up. If you're in a market like that, I was just in Michigan.

[00:30:34]Michigan is experiencing some of that as well. If you're in a market like that, why wouldn't you in your calls to your database say something like, "I'm working with a lot of buyers right now and inventory is really tight and so I thought of you. Have you considered putting your home on the market the next year or two and see what inventory can you find?"

[00:30:58]You know, are you posting about We'll do social media tomorrow. Are you posting about what's going on inventory-wise in your market? if you have low inventory, you know, but think about your opportunities. So, those are the ideas that I had. Direct outreach where you tell them the truth about the market, uh, equity analysis to a day to people in your database, and then going through your database and going, who's equity rich, who's having a life event, who was a rate hold out is what I'm calling them, or people who've mentioned someday. But I want to hear from you now. Where how are you using the database and digging through the database to prioritize who to reach out to that may be a listing lead for you?

[00:31:39]Josephine, good morning.

[00:31:42]>> Good morning. How are you?

[00:31:44]>> I'm well.

[00:31:44]>> Um, okay. So, um, I'm I'm actually away right now. I'm in Myrtle Beach and I knew I was coming here for 12 or 13 days and I had to get my listing inventory up. So, a couple of weeks before I left, I started um reaching out intentionally asking. I sent out note cards. I found homes for some of the people that were selling and buying and I sent them to them. I had conversations with them telling them I could prepare them and put them out, you know, uh a month or so, but I just wanted to get the listing signed and then I could prepare it and we can get their house ready. Um I dug into my um past calendars and I looked at people that were looking to sell at one point and didn't sell. Um, I did the equity analysis. I did a whole boatload of stuff um from calling and note cards and asking and showing them houses and all that. And I got 10 listings within eight days right before I came to New Jersey.

[00:32:50]And they were all different places. Some were two were past clients, two were referrals, one was off of um an old house I sold and I reached back out to them and they gave me two listings in one day. Um one was to my investor asking if there was any anybody hanging around. He had sent me like I don't know 14 referrals in April. I wound up listing two of them. I recalled all those people and wound up getting another listing. So, it really is just digging into what you have and just reaching out and asking and figuring out what you can do for those individual people to move them to the next step.

[00:33:34]>> All right. So, someone wants to duplicate that and we don't know that they're going to get the same result, but they want to set themselves up for that opportunity. What advice would you give them?

[00:33:44]>> Just start. Honestly. Honestly, just start. Just do something right. Send out those equity analysis. Call your database. Tell them, let them know you work by referral. Let them know that, you know, if if they're not looking to buy or sell now, do they know anybody?

[00:34:01]Anything. Anybody you could call, anybody you could reach out to. Um, let them know how you think out of the box.

[00:34:09]Let them know how you work. You don't just go on the MLS and wait for houses to come. You go looking for them. I mean, everybody I talk to, you have to be different than every other realtor.

[00:34:20]You just have to be different. Let them know what you do. I let people know. I don't just wait for houses to come on the MLS. I go searching for them for you. I send out these analysis. I look in the neighborhoods once you pick a neighborhood you want to live in and I reach out to those people. I mean, people want to hear that. They don't want to hear what what everybody else does. They just don't.

[00:34:43]got to find a way to stand out. We are doing an inspire call in June with Kaylee Ratcliffe who uh works with me now and she spent six years at Disney working in the parks and on cruise line in entertainment and merchandise and was a VIP guide. And she's going to teach us like some simple things you can do to stand out and create some loyalty and get people to really want to support you. And that's what Josephine's talking about. How do you stand out in such a way that people want to give you the opportunity? Great share. Thank you so much, Scott Bryant. Good morning.

[00:35:14]>> Good morning. So, what I've been doing is really simple and I've been calling my database and I've been saying, who do you know who wants to sell in the next 6 months and I've taken my inventory from three activives two months ago and I have eight active listings and I'm going to have 10 by the end of next week. And it's something I've always avoided doing is, and it sounds silly considering, you know, um, well, how long I've been in the business for, is I've never really been that great at calling my database, but I really set myself a goal being like, okay, at a minimum, I've got to call at least 10 people, you know, out of my database and just ask them, who do you know that's uh, you know, thinking of selling in the next 6 months? The issue has been is I've not spoke to some of these people for a couple times. So, you know, I'm just immediately addressing the elephant in the room and saying, "Hey, I've been really bad and I've not really been in contact with you, but I would love to keep building a relationship with you." There's so much.

[00:36:13]So, here's the thing about today's call.

[00:36:15]It's exciting and underwhelming at the same time. What you're hearing are people who are getting great results from doing very simple things.

[00:36:23]You have to commit to doing the simple things and then refining what you say.

[00:36:28]And when you do that, you get great results. I also think it's important to remember like Scott brought up sometimes we don't talk to people for a long time and he's saying hey it's my bad and if you want to say that you can but you don't have to figure out what's right for you as I say all the time this is not castaway they are not sitting writing down how many days it's been since they're built to reach out to them so if you want to own it and be like hey it's my bad for not staying in touch fine but don't feel like you have to figure out what works for you but the people who do the simple things well, are the ones who are winning right now.

[00:37:02]That's what's happening. Thank you, Scott. Appreciate you, buddy. Jack Smith, you're next. Good morning.

[00:37:08]>> Good morning, James. Thank you for this week. Um, let me just tell you that we had a plan when I spoke to Divia yesterday. Our plan is to follow exactly what you're asking us to execute yesterday. We got three listings because what you asked us to do today, >> what did you do yesterday, Jack?

[00:37:23]>> Well, Julia called um someone she'd been working with for a long time that didn't list yet. Jake actually got one on Sunday night. So, that's a little bit of cheating, but he did get it. And we got one yesterday when we went into Gulfport and we're taking the people back out today to look at other condos. So, um I don't all I can tell you is what you have done for us is unbelievable. I saw that Lindsay's on here, Scott's on here.

[00:37:45]There's so many of us and and the big shout out if I can for a second for coming on the Rainbow Call last week and speaking to us because we have a lot of people that are very interested in how we have all grown with you and don't totally understand it. And I said, "Well, then get up in the morning, go to work with us." Tyler talked about, everybody here has talked about their helping to have their kids set up a schedule to go to work. Why are the adults not going to work? Right. So, anyhow, thank you for doing that.

[00:38:06]Lindsay was on the call this morning.

[00:38:08]She's invited just invited me to come see you in Where are you in July?

[00:38:11]Someplace in July.

[00:38:13]>> I have no idea.

[00:38:14]>> Uh, South South uh she's down in Louisiana area.

[00:38:19]>> Oh, New Orleans. Yeah. Yeah. New Orleans.

[00:38:21]>> Well, then I'm gonna come see you. I'm gonna come see what goes on. Yeah, thank you, Jack. Do the work. Lead Corey. Good morning. Welcome home.

[00:38:29]>> Thank you. Good morning, everybody. Um, you know, we followed I thought Chris was brilliant. I don't know what year she started, and we followed her plan to a tea. Um, and then over the years, I've noticed that maybe they're not actually opening the link. So, this year, we printed out a one pager and we mailed it to everybody. We do it the first quarter. And last night I got a call, you know, we got your your evaluation, we'd like to dial in deeper and thinking about moving. So I think it's it's consistency, but I also think it's talking to people in different ways.

[00:39:06]Some is email, some is snail mail, some is text, some is calls, but you have to have a variety and do them all.

[00:39:15]>> And she walked through some of that on Tuesday's call last week about really how to stay in touch. A lot of them aren't opening the link. You're right.

[00:39:23]So then what's the followup? Which is why she created a smart plan and some different things. But Lee, when we do that and we stay in flow with them, then when opportunity shows up, we get it.

[00:39:33]That's the bottom line. Lee, thank you so much. Uh Tyler, stand by. I just want to get Lisa and Barb and then we'll come back if we have time. Lisa, you go first, then Barb, then Tyler. Good morning, Lisa.

[00:39:43]>> Good morning. Um I have a lot of listings and I keep a big listing inventory because when I sell one, I have to go get another one. I am constantly always looking for that next listing even though I have a huge inventory of listings and it's it's always answering the phone and looking for who is raising their hand for sale by owners um my sphere of influence um looking at my database and also just always following up. I have a 6,500 people in my database, but it's always just making sure that you're ready and letting them know you're ready when they're ready. So, I work with a lot of people. So, I just you just like um Lee said, email, text, coffee dates. I mean, being present, be present in your business every single day. Ask for the business and it will come. When you go under contract and when you go to the closing, are you saying to your seller, "I so enjoyed working with you and now that we've gotten you closed, I've got to replace you."

[00:40:50]>> Mhm.

[00:40:50]>> And and and and I love working with you.

[00:40:53]Chances are I love working with your friends. So, who do you know? Like, if we go into this, hey, I've got to replace you now. And I really liked working with you. And you probably hang out with people who are a lot like you.

[00:41:05]And since I liked you, I'll probably like them. So, who do you know? Some sort of dialogue around that. Lisa, thank you so much. Barb, then Tyler, then we're going to kick it. Barb, good morning.

[00:41:15]>> Good morning. So, for me, uh, it was the tracker for one, uh, but getting back in touch with people who thought about it. So, in the tracker, I I focus on the ones who had talked about it last year. So, currently, I have eight listings, and I've got two pending um that should be ready by uh next month. So, it's just again staying in touch and the tracker did help me because I wasn't doing it all that well before, but now uh you made that tracker a lot easier to follow. So, it's just reaching out and saying, "Hey, the last time we spoke, you said this. What are your plans?" And it works.

[00:41:54]>> Tracker works. Thank you. Yeah, that points tracker works, folks. That's the uh the best tool. Thank you to Britney Mallister for teaching it to us. Inspire members. Print it out every day and then add the top five. We did your top five report, too, that you can do every day where you answer some questions in the morning, do a check-in in the afternoon for your own personal accountability, and then you do your points tracker, and if you're getting, you know, 15 to 30 points a day, you're setting yourself up to win. Thank you. All right, Tyler, you get the last word. Good morning.

[00:42:21]>> Good morning again. Uh, so when I'm looking for that right now business, if I'm behind and looking for people to talk to, then I jump into Facebook. Uh the first thing artist keep an eye on artist Porter because she's going to be doing amazing in this business because she's doing all the right things.

[00:42:36]>> It's about to blow up like in a big way.

[00:42:38]Yeah.

[00:42:39]>> And she asked a question, what do I do?

[00:42:40]How do I get people uh to do an equity analysis? And the comment that I left there was simply say, hey, if just make a post on Facebook, put a picture on there for attention. If you're curious about your home's value, comment with your zip code for your custom analysis.

[00:42:56]And it's not them. The reason you want the zip code is just for them raising their hand to say, "I'm interested." And it's not too much information that they have to post their address, which they're not comfortable with. Now, you reach out to them directly via messenger and get their address and their information and provide them with that information. Um, but going through Facebook and looking for people who have recently celebrated or posted about one of the five Ds, you know, divorce, diplomas, diapers, uh, divorce, death.

[00:43:22]Um, I've missed one in there, but anyway, looking for those posts and then reaching out to those people directly and saying, "Hey, I saw that your your uh son just had a baby. That's so exciting." And talking to them about the thing that they're already excited about. And seeing if opportunity exists.

[00:43:38]And if it doesn't, great. But those people who have had life change are the ones that are going to transact the fastest. and getting in contact with them because they made the post on social media puts you two steps ahead >> on those reachouts. And we that's one of them that I mentioned at the top. You're not tied to the outcome. You're not, oh dang, they didn't want a list. That was a waste. It's just about you staying in touch and being involved in their life and congratulating them. And then if there is an opportunity, you're available to help them. And if there's not, you congratulated them, which is what a kind person should do. So just be a kind person. Oh, this is good. I hope you're enjoying this week. Now, tomorrow is the social media day. How do you specifically post and communicate through the socials in such a way that's more likely to bring listing leads to you? Also, tomorrow I'm in Witchah. So, we're doing a shift session in Witchah, Kansas tomorrow. If you're there,