Kathleen Carmical is a real estate agent in Marietta, GA with Realty ONE Group. In this video with Listings to Leads Developer Scott Pierce, Kathleen shares her story of being a real estate agent “pre-technology vs. post-technology”. Kathleen generates real estate leads with listings to leads, a real estate marketing platform.
I came across listings to leads and I dove right in. I think the first thing that I put into listings to leads wasn’t even my own listing. I think it was an open house I was holding for someone else in my office.I just started just by putting it in the system, not knowing what all the capabilities were. That’s what I did. I just started somewhere, marketed an open house, and started to understand the capabilities of the system and started growing it. Now I really use it in my presentations, and I know that it generates business, and it’s definitely given me a competitive edge.
Scott Pierce: (00:02)
Today we’ve got a client of ours, Kathleen Carmichael.
Scott Pierce: (00:24)
She is in our mastermind group, started posting some really good success that she was having with the system and I thought it’d be nice to bring her on the webinar to share some of her maybe her tips or insights on using listings to leads to grow her business. And with that, Kathleen, thank you for joining us.
Kathleen : (00:45)
Oh, my pleasure. Happy to,
Scott Pierce: (00:47)
Why don’t you just introduce yourself a little bit and just maybe talk a little bit about listings to leads. I know we’re gonna get some questions in and let’s just kind of roll through this.
Kathleen : (01:02)
I’ve been an agent for 20 years, believe it or not, but I took a long time off after, you know, during the recession and actually a little bit afterward. So when I got back into the business, I mean it was like so profound how different the business was from, I call it like pre-recession and post-recession, but really it was pre-technology and post0technology. What I found was when I came back, I feel like it was a lot harder. We have a lot more competition. But we can use technology to sort of leverage, we can leverage technology to make ourselves look more professional and actually to be more professional. So, you know, I was just sort of overwhelmed with everything that I needed to do if I really wanted to market my client’s listings.
Kathleen : (01:55)
I came across listings to leads and I dove right in. I think the first thing that I put into listings to leads wasn’t even my own listing. I think it was an open house I was holding for someone else in my office. I just started just by putting it in the system, not knowing what all the capabilities were. That’s what I did. I just started somewhere, marketed an open house, and started to understand the capabilities of the system and started growing it. Now I really use it in my presentations, and I know that it generates business, and it’s definitely given me a competitive edge.
The first listing that I had on my own that I used listings to leads on, I had 60 people come through the open house. I actually had an agent who came to the open house and looked at me and said, how did you get so many people here? And it was really great because it was in my own neighborhood. It’s a good price point. I did every single thing that you say to do. I literally just went down the list. I sent out the letters. I had people show up to my open house with the letter I had and I only sent a hundred letters. My neighborhood is like 900 homes, but I only sent out a hundred because, you know, I’m cheap and I really should have sent have more, but I didn’t.
Kathleen : (04:00)
I did get multiple offers on that home. I think having so many people at one time in this house, it was just incredible. It really made it look like it was the hottest commodity ever. So I got three offers on that home that weekend.
Scott Pierce: (04:39)
Nice. It looks like you have a tab open showing your listings to leads account. You mentioned the checklist and I see you’ve got an open house right there at the top. Let’s show that a checklist.
Kathleen : (04:59)
Right. So obviously [the listing] goes into listening to leads. It’s automated. It goes to my Facebook page, my business page, and then my personal page. I also usually do an ad for every listing through Facebook. So I just grab the post, go into my ads manager. I know I did an ad for this listing here and for the open house. So I just go down the list. I update the single property website. I usually do a video. I send that out and I get a lot of shares and a lot of views on it.
Scott Pierce: (06:18)
That’s awesome. So your professional photos, 3d tours, property videos that you can all add them into listings to leads. So that’s awesome that you’re doing that though.
Kathleen : (06:25)
In fact, I won this listing here because of listing leads. A couple asked me to come and help them with their house to sell and the woman said, no, why would I go with you versus a flat fee broker [which she named].
And I said, well, let me show you. I pulled up another listing that I have right now and I showed her that listing. It’s professionally staged. I had done a video and I showed her everything that I do for my clients. I said a flat fee broker is not going to do this. They’re going to put you on the MLS and that’s it. But in this market, there’s more competition for sellers now. You know, it’s still a sellers market, but it’s slightly edging up and you have to stand out. So you have to go above and beyond. So that’s what I did. I showed her that. I literally sat at her table with her and showed her everything that I do with listings to leads. Wow.
I show them the beautiful single property website, which I think is amazing. I don’t have to build this. I do professional photography. This gets the lead capture and then whenever I have a price drop or an open house, I email them and invite them to my house. It’s so much easier than doing all of this yourself. There’s really no way to do it all yourself, I don’t think.
Scott Pierce: (09:08)
Do you ever use the E-flyer for your database tool?
Kathleen : (09:20)
Totally. I send it all. Yeah. And I send the e-flyer to the seller and to my database. The seller can send it out to the people that they work with, their friends, and their neighbors. And you never know what kind of business you’re going to get from that.
I also send the social share images to the seller so that they can post it on next door, Facebook, and other social channels. I tell them when I go on a listing appointment that we’re partners in this, so I’m going to generate a lot of marketing and I need you to help me in sending it out.
Scott Pierce: (10:35)
You know, it’s funny because in the mastermind group, Scott Murray came in there like a week or two ago and he said that he generated I think 38 free leads because he finally started sending that stuff to the seller and the seller absolutely loved it.
Dustin Fox talks about how he gets two listings for every one listing, marketed through listings to leads. He said he always thought sending the stuff to the seller was kind of not a good thing to do because it makes you feel like maybe you’re not doing enough as an agent, but that’s actually the opposite because they want their home sold. And so when they see doing all of this stuff, it makes them a little bit more excited to be a part of the process.
Kathleen : (14:13)
I think like if you go in on the listing appointment and tell them we’re partners in this, I’m going to be sharing this stuff with you so that you can send it out. Then that sort of takes away some of that fear that you’re just overstepping your bounds and being corny by sending them this stuff. You know, just tell them upfront, you’re going to send it, they’ll expect it. And then you’ll look like you’re really delivering.
Scott Pierce: (14:38)
Hey Kathleen, could you you mentioned earlier that you have this on automation, right? So you’re, you’re sending to the seller. Could you show us what the auto post looks like for this property? Because some of the folks on this call don’t actually know that, but it’s a, it’s a great part of the platform.
Scott Pierce: (15:06)
I go to task and there’s a shortcut right there. Yeah. And open up the first task on the right, the first green button on the right. And right here you can click Facebook and the top, Nope, just click Facebook on the top. Nope. Wrong one. All right, there you go. That’s the actual post. So this is what auto posts up to Facebook. As soon as the listing hits the account, this was auto posted, right? And so great auto post, it’s got great emojis. It’s got the hashtags all that’s automated and click on the image and they’ll show people where this is going to.
Scott Pierce: (15:50)
And so we’ve got the landing page built in, right? So we’ve got the Facebook lead form right there, can continue with Facebook. So this is absolutely brilliant. And so the same. So the seller, so just like, just like that auto posted to Kathleen’s Facebook page there, the seller gets something similar and it goes to the same landing page, right? So you’ll see the seller friends and, and Kathleen, and I’m not sure if you’re doing this or not, but we talk about this a lot in our training is as soon as a seller puts it on their Facebook page, right? You go like it, make a comment, write, tag the seller in the comment below the post and create some of that engagement because then they’ll get more of the sellers a sphere of influence, commenting, liking as well, clicking, becoming a lead. So it’s an awesome way to make sure that you’re not only getting leads from right people from your sphere and from your advertising, but also from the seller as well. So that’s awesome.
Kathleen : (16:51)
Yeah, absolutely. There’s so many great tools just scratching the surface. You know, I’m really just getting into it, so I know there’s a lot more I can do.
Scott Pierce: (17:02)
Yeah. Well, you know, like you said in the beginning of the call here, you got to start somewhere.
Kathleen : (17:06)
Yeah, you do. You’ve got to start somewhere and then it starts to make sense.
Scott Pierce: (17:12)
Well, and I always tell people, you know, if I could get 10 agents and I tell them to do the same 10 things, you know, a month later they’re all gonna be doing 10 different things, but that’s totally fine because everyone’s going to have different results from the same tools, right? What works for you may work a little bit differently for somebody else in a different area. And so it’s up to really the agent, right? It’s up to you to figure out, okay, as I worked my way down, this checklist may be, I’m going to do a little bit more with the social media postings. Maybe I’ll do a little bit more with the letters. In fact, let’s go to those letters. Let’s take a look at those letters in the, in the print marketing tab on the task list.
Kathleen : (17:50)
Scott Pierce: (17:51)
So go ahead. Yeah, let’s just go ahead and collapse this to the far right there. We’ll cleft say a green arrow.
Kathleen : (17:57)
Oh, sorry. I’m like, where is it? Where did it go? Here?
Scott Pierce: (18:00)
No, I know when you’re on a webinar like this, everything is like everything gets fast and that’s opened up current marketing.
Speaker 4: (18:08)
Kathleen : (18:10)
There we go. Yeah.
Scott Pierce: (18:12)
And so yeah, that let’s show that one [inaudible].
Kathleen : (18:15)
Yeah, I mean there’s some great flyers.
Scott Pierce: (18:20)
Yeah. The, let me download this. Yeah, let’s just done that one. Yeah, that’s a, that’s an awesome one. Just that’s not too different from the nearby homeowners letter. Boat. I’ll tell you what’s nice about these print flyers. Let’s open that up now that it downloaded. Okay. In fact, I will, I’m sure you saw this, scroll down a little bit. So you got the URL there, which is awesome. That four, eight, four or five Creek Creek land view, the best listing.com. That’s awesome. But notice in the bottom right in that 10 boxes as need to sell before you buy in the bottom, right? Yep. And it’s got your, that URL goes to a property valuation landing page. So it really, that’s kind of the whole point of listing. Sullies is using every single tool to try and generate not only just buyer leads but subtler leads like this as well.
Kathleen : (19:11)
And you know, I’ll tell you Scott, I usually have the T, I used to have the texts to cell number and I have a bunch of signs. I got swayed into trying a free one through my company. So that’s why I took it off. But I’m going to go back to it because it just made more sense. The way you guys have it set up. So usually I ha, I mean in past listings I’ve had the text number on there, on all everything and actually put it on all my just, I mean as much as any as I can put on anything. And I mean, I’ve had neighbors next door to the house, texts the number and do, and then tried to do a home value, which is fast. That’s all you ever want. And it gives you sort of a, an end with them in a way that you never would’ve had before.
Scott Pierce: (20:01)
Yeah, exactly. What Kathleen’s mentioning is we have a text IVR service. You can see that up to the, yeah, go ahead and click on that nearby homeowners letter. Oh, a Kathleen’s talking about is we have a text service. And so if you’re subscribed to it, it would actually appear on the print flyers on the images. It’ll be in this letter. And then, you know, the funny thing is there’s, there’s two types of agents, the ones that say nobody sends a text off a signwriter anymore and those that do it and actually get leads off of sign writers. So just like he said, Kathleen, you know, neighbors lot of times will be the ones that send a text right off the sign writer. So yeah,
Kathleen : (20:44)
It’s $10 a month. So try and get a Facebook lead for $10 with a phone number. It’s just, it’s, it’s a no brainer.
Scott Pierce: (20:56)
Exactly. Exactly. And that’s exactly what I tell people. I’m like, you know, for $10 a month is that, that’s like one and a half leads off of Facebook, you know, seller leads. Hey Scott, let me ask a question here, Kathleen, but you know, the, the title of this this webinar here is that you got seven listings out of this. Can you talk a little bit to what tools you are using or, cause I know I actually saw that the, the dialogue between you and Scott, you were saying, yeah, these listings are definitely coming from your platform. Can you just talk a little bit about what you were using and what you’ve been doing and, and how you plan to continue to use it, like to, to get more listings?
Kathleen : (21:34)
Well, okay, so first of all, it wasn’t seven listings, but it was 70 olds. So few of them are buyers, which is fine with me. Basically I, you know, about once a week I just dig into listing to leads and try and figure out something new to learn. I watch your YouTube videos and just start doing things. So, this is a funny story, but I was driving down the road the other day and I was you know, it shouldn’t have been, but looking at my phone and all of a sudden I get, I had a Facebook ad out for new construction. I used your landing page and everything. Well it’s all of a sudden, you know, it starts you know, kind of responding. So I didn’t know that I had accidentally set up the listing bot or the chat bot through listings to leads for my Facebook hat.
Kathleen : (22:25)
I don’t know how I did it, you know, it’s a mistake, but it was a happy mistake because I got a lead from it and the guy turned out to be, you know, we ended up talking on the phone that night. He’s looking for new construction, $675,000 budget and you know, you know, I’m always wondering who these people are and if it’s saved to meet people or whatever. So I Googled him and he’s a former NBA basketball player, like legit person. So I was like really excited and I didn’t do anything as I was just driving down the road and saw this whole thing taking place. So you know, it turned into a some, you know, I don’t know if we’ll end up, he’ll end up working with me or not, but actually we corresponded yesterday. So I think it’s a pretty good bet. So I just basically do everything you guys tell me to do and, and take off one little task at a time and keep learning. So
Scott Pierce: (23:20)
That’s right. Yeah. And, and yeah, that’s exactly, I think the right, Hey, let’s go ahead and close that. A nearby homeowners letter and and let’s say, look, look at the, let’s take a look at a postcard real quick because I don’t know, have you seen it? Have you looked at the postcards much?
Kathleen : (23:39)
I did look at the postcards. Yeah, I haven’t sent them out, but I have looked at them. I mean, cause it came out and the door hangers, which I think is great.
Scott Pierce: (23:48)
Yeah. And the door hanger is follow the same pattern as the a postcard except it’s just on a door hanger. But these postcards now, they’re a little bit more expensive than a, than the actual letter. But for those that want to do postcards and door hangers, all these colors are customizable. It’ll say it’ll have a status aisle coming soon, just listed for sale pending, just sold. And then it has the URL and they go ahead and click the up. There you go. And then right there then in fact, let’s see, let, let’s make that a little bit bigger. Can we, do you know how to make that bigger on your screen?
Kathleen : (24:24)
Wait, let me see. Where’s my, I really don’t, don’t, don’t worry about it.
Scott Pierce: (24:32)
Yeah, there we go. So people can see, there we go. So what’s awesome about this postcard, and again this kind of speaks to the entire platform of listing leads, is, you know, you see a lot of these postcards, right? Just sold, coming soon, just listed postcards. And either they’ve got absolutely no call to action, no lead capture capability other than your contact information or they’re so overly convoluted and complicated looking that you have no idea what’s going on. And I’m looking at one on my desk right now that from an agent that sent me one and it’s just an absolute nightmare to try to figure out what they’re trying to get me to do. So this part here, just notice how simple it is. Right on the front we talked about the listing, right? In this case it was four, it showed for sale, it had the vanity URL to go to the listing.
Scott Pierce: (25:18)
Had you been subscribed to the text service? It would have said text for more information on the front. And then on the back, simple when the FOMO sold, that will affect your home’s value. We’ve got a link to a landing page where they can get a free home value. Simple. In fact, Kathleen, if you’re subscribed with the tech service on the back of this postcard, it would have actually how the text for seller leads as well in addition to that URL, right? So, you know, just kind of, you know, when, when people talk about why I send out postcards or I send something on my database or I have a sign writer and I don’t get any leads from it, it’s because typically these kinds of tools from other vendors aren’t there. They’re set up for marketing, not for lead generation and so
Kathleen : (26:00)
Brand awareness, but you know who you need leads in this business. So.
Scott Pierce: (26:06)
Exactly. So instead of saying out a just sold postcard that is just a branding exercise, we send out a just sold postcard that not only has a really strong call to action like this one, but it’s got the lead capture with that URL there. Right? That, and you know, just like the, the letter that you can send out, just like the postcard does also the door hanger, right? It’s how can we use every medium possible Facebook, email a, the seller sphere of influence, our database, direct marketing, print marketing like this, right? Simple call to actions using a lifting, whether it’s you’re in that you even started off with the listing, that wasn’t yours. Right? Right. And that’s something that I think that’s something that really, I don’t wanna say, it makes me sad. But when you think of entrepreneurs and you think about broad business people, right? We don’t all start out with a book of business, right? We all start somewhere and sometimes our business slows down and we don’t have any listings right now. And so, you know, borrowing the listing to run through the listings elites checklist is going to bring you business.
Kathleen : (27:12)
Yeah. I mean I actually, in my neighborhood, there was another listing that sold, wasn’t even my listing. I just said, you know, this home has gone under contract. I did a Facebook ad with it going to a listing to leads landing page. And I got people in my neighborhood clicking on it and it basically, I just took your copy and made a Facebook ad. When this home is sold, it’ll will affect your home’s value and sent them directly to a landing page. And I got leads from it. It was not mine, but it was in my territory. And that’s what I want to do. I want to be building that up.
Scott Pierce: (27:48)
Yeah, exactly, exactly. And that’s why some of those letters, I always tell people, you know, if you don’t want to lifting in that area, then don’t use some of these tools because you know, you’re very likely going to get some good leads from these tools and you know, so yeah, don’t you, you know, save these, save some of the tools, save them for where you actually want to get a listing. So the letter a, the fire for your database, like what you’re talking about, right. Don’t use them if you’re not wanting an a listing in that particular area.
Kathleen : (28:17)
Right. Right. But but then if you really want to listing in that area, do everything, everything available you know, cause you never know what somebody is going to get to you know, gravitate towards in some of the older people might really like a letter, but they still will go online and fill out the you know, the form to get their information. But they might like that physical letter and keep it
Scott Pierce: (28:44)
Well, you know, and in some, until the fire for your database in fact, I think Alicia just posted a mastermind group last week, you know, people actually, people still do call off those letters. Right. And I say still, you know, meaning, you know, God, does anybody actually call anybody anymore? But she was, she, she put in the mastermind group last week that she was doing something and was that was at her desk and her phone rang and it was someone that got one of those letters. And I think, you know, one of the nice things about the letters is they don’t come across as so salesy. Maybe like a postcard or a door hanger. Mike. I say mix it up and use the letter. Sometimes use a postcard sometimes. But the nice thing about those letters is, you know, they just look like kind of a normal letter almost. I’ll be at one with a call to action one with a lead capture. And same with the fire for your database? No, not all the time. Where people are gonna fill out a landing page. Sometimes they do even better and they just back to you. Right. Hey, can you come list my house? Hey, can you come talk to me? Hey, can I ask you about my home’s value? Which is right. All about connection. Right. And that even makes it even better.
Kathleen : (29:52)
Yeah, exactly. I actually went on an appointment with somebody from the letter that I sent in my neighborhood to a woman, you know, I didn’t know her name. Her son took karate with my son, had no idea what her name was. Turns out she lives in my neighborhood and they’re not thinking of moving until next year, but when they do, you know, I’ve, I’ve got their attention now, so. Yep.
Scott Pierce: (30:17)
That’s awesome. That’s awesome. Vince, anything you want to talk about? That’s the events is, Oh, Vince, you saw there? I was here. I’m just muted. No, I mean, one, I just want to say thanks Kathleen. We, we’ve watched you sort of grow with us. And as you mentioned, you know, we’ve got these new bots coming and I’m really excited that you’ve got that kind of response and you barely, you sort of stumbled into it.
Kathleen : (30:47)
Yeah. That’s my point was like, just dart. And even if you make a mistake, it’s better than nothing, you know. Now I’m talking to a person, I didn’t even know that I had that set up so,
Scott Pierce: (30:59)
Well, you know, it’s funny you told me, you told me his name and I looked him up too, and I was like, dang, that’s pretty impressive.
Kathleen : (31:05)
Yes. Funny. And I thought, Oh, you know, I don’t know. This could be weird, you know, cause I’m a woman and you got to do that. So you Google everyone, but he’s legit. Yeah,
Scott Pierce: (31:17)
Yeah, yeah. I mean, he’s local in your area, retired MBA guy. And it was an awesome conversation. So, no, congratulations on that. And, and I think that’s the thing too, is like, you know, sometimes we all do it right? We get nervous, we get scared, we’re intimidated by the things. But you know, you’re not, you know, you’re not gonna, you’re not gonna blow up the world if you do something and make a mistake, right. You might waste waste a couple of dollars, you might waste a few minutes of your time. But you know, this is part of the learning process.
Kathleen : (31:49)
Yeah. And, and so for me, I sort of stopped doing everything else, you know, cause this business is full of shiny objects. So I just focus on listings to leads and I focus on making videos and that’s it for me right now. And I feel like that’s actually enough. You know, I’m really, I’m, I’m learning it and I’m gonna, you know, become an expert at it. So that’s my goal
Scott Pierce: (32:14)
In the mastermind group. Our support. I think you’ll be fine.
Kathleen : (32:18)
Yeah. Thanks. Yeah. What’s that
Scott Pierce: (32:21)
Like? I wanna I w that’s what I wanted to know is like, you’ve been with us awhile. How have you been learning? Like, I know we do like classes you get on our classes, I’m sure with Scott or myself. But how is it that you’re sort of learning the process of listing sleeves?
Kathleen : (32:35)
I just start clicking on things and if it, it goes out to my Facebook page. So when it goes to my business page first, no one that’s necessarily looking at that. So if I make a mistake then I just delete it, you know? So I just start clicking on things and learning it. But I’ll tell you once you do, when you start to understand the capabilities of the program, which there’s a gazillion, I mean I am doing landing pages now, completely having nothing to do with listings and through your system and getting and using them for ads. I’m using them on Craigslist, using them on Facebook marketplace and getting leads that way. I just started going through just your program and, and I’m learning. I really told Scott on the phone the other day that I feel like I could do any another business now because I’ve learned so much about marketing, you know? And so I just start clicking. But once it starts coming to you when you’re on a listing appointment, you know, my confidence with technology. Now I know without a shadow of a doubt that I am going to be better than 99% of the agents when it comes to marketing. Because I know, I know how to do just your PR, your PR, your platform.
Scott Pierce: (33:58)
Well, you know that and that confidence is gold.
Kathleen : (34:01)
It is. It is. It absolutely, it translates to the customer.
Scott Pierce: (34:06)
Yeah. You know, you’re talking about landing pages without listings. I’m going to post in the mastermind group. You’re in a little bit. There’s a landing page about a that someone just did and generated a lot of leads. And it’s for all the different Christmas markets and installations in their area coming up, I guess that they, you know, they have a list of all the different places in their area and they are crushing it with filling up their database with local people. And again, it’s not about a listing. It’s not a home value thing, has nothing to, with a real estate. They just took one of our Laney custom landing pages and a, again, I’m going to post it in the management group a little bit later, but what an awesome idea of, you know, not everything has to be about listing. Sometimes we just want to fill up our, get people into our database so that we can communicate with them down the road.
Kathleen : (34:55)
Exactly. Yeah. Get in and communicate with them once a week and, and you’ll definitely make deals.
Scott Pierce: (35:03)
Yeah, yup, yup. Exactly. But all of it’s all about connecting and communicating with as many people as possible. And even if that conversation doesn’t start off with real estate related, it doesn’t mean that conversation can’t get to that point down the road. So awesome stuff there. Vince, anything else from you that you want to ask? Kathleen, are we good here? You think we got one question that I, and I don’t know, Kathleen, do you use our valuation landing pages? Do you, they’re looking for listing leads and the questions. So let me ask, the question that got asked was what do you do for those leads that don’t come in with phone numbers? So what’s your process there?
Kathleen : (35:40)
Oh, well, you know, I put them on my weekly email list. So, you know, I just feel like it’s, no, no lead is a bad lead. I don’t mind if they’re on my weekly email lists. So every single week I send out a just a basic MailChimp email that has a video on it that I’ve done for that week. And it could be completely unrelated to them. They could live in a different city and I’m doing, it doesn’t matter, people still watch it. But on that MailChimp email that I send out, there’s a link to a listing to leads landing page for home valuations. So even if the lead comes in as a buyer lead you know, if they’re going on my MailChimp weekly email, they could potentially turn into a seller lead as well. And then it all goes into, you know, yeah. And that’s it. And that’s what I do. So if they come in and I don’t get their phone number, then Oh well maybe one day they’ll turn into something
Scott Pierce: (36:41)
Awesome. That’s incredible. People that are, you know, kind of gone down that road. You know, on the one hand it’s a numbers game. So you know, don’t stress and freak out about any one particularly, you know, like Kathleen saying, have a process because the better your process, right. In her case doing a video singing out via mail Chimp you know, there’s 10 different ways of, of doing something like that. The key is just figuring out what you’re gonna do and just do it every single week. Because again, it’s a numbers game. As you keep filling up your database, as you keep communicating with these people like that they are going to start converting. And Kathleen, I’m sure some of these people probably re just reply back to you with a question. Some of them maybe fill up the landing page. So it’s not like everything is going to come through a landing page all the time. Right?
Kathleen : (37:31)
Right. No. If, if I ever talk to them, they go on my database. So it’s one of those things, but it’s amazing how many people don’t really want to talk to you until they’re ready to talk to you. And so that’s, I just, you know, it, it is a numbers game. You have to have a, and that’s the difference, I think in real estate. For me, before I took time off and after, before technology kind of took a hold, if you talk to somebody, basically they were going to be your client, at least I felt like that. And now, you know, there’s so many other options for them. They might just be getting information and that’s okay. So I had to just, the volume is important to me now. To make money, you got to have more leads. I mean, there’s 45,000 real estate agents in Atlanta. We’ll have leads 5,000 and that’s just realtors. So imagine how many are not realtors. So,
Scott Pierce: (38:26)
Yeah. Well, and the key is who can grow their database biggest? Who can communicate with people the most with most consistency, right? Although 45,000 agents, right? Probably 10% are doing any marketing and of the 10% maybe 1% doing any kind of effective, consistent communication. So, you know, Kathleen, you’re ahead of 99% of those 45,000 I’m sure.
Kathleen : (38:49)
Well, that’s, that’s my goal. So yeah, and I’m just keeping it simple by just doing listings to leads everything you guys provide and sending a weekly email with a video and that is it.
Scott Pierce: (38:59)
That’s awesome. All right. Listen, thank you so much for joining us. I really appreciate it, Vince. Are you good on your end? No, nothing else. Thanks a lot, Kathleen, for, for being on the call with us and we hope to hear, learn more from you.
Kathleen : (39:14)
Yeah, absolutely. All right. Thank you. All right. You too. Thanks everybody for joining us. All right. Bye. Bye.