ISA Best Practices for Texting Leads

Real Estate ISA Radio

episode6-isa-best-practices.m4a

Nate Joens: [00:00:07] Hello and welcome to the ISA radio. This is Nate Joens your co-host with Structurely we're excited today on our sixth episode to be joined by Robby T and the ISA team at Hatch coaching. Robby, could you give an introduction to these fine gentlemen.

Robby Trefethren: [00:00:42] Absolutely. Hey super excited for today. Unfortunately we don't have Eric our rainmaker the man but we replaced him with three of the real rainmakers in our world. We got Cody Meyer one of our fellow lead geeks.

Robby Trefethren: [00:00:59] Cody is a phenomenal ISA Who who's really excelled in some system pieces and I'm excited to hear his thoughts today. He was also recently named by our team as the sales manager. We got Cody we got Eric Hegg who is the ever talented ISA who seems to speak like three or four different languages. I still don't know why he works with us but he is one of the up and coming and blooming ISA. And I know that we look to him a lot when it comes to texting lead. So I'm excited for him to share his stories his thoughts his ideas today as well. And then I have the man the myth the legend here too we got we got Jimmy Rentfrow and Jim without a doubt the best ISA in the country over the last three years to do days from here to hundreds upon hundreds upon hundreds of deals. I'm not going to say the exact number because I get it wrong and Jim would correct me instantly. But we got some stellar ISA some of the top producing ISAs in the country and I'm excited for them to share their stories about you know what the world looks like especially in regards to how we use texting it can convert leads.

Nate Joens: [00:02:14] Awesome. We appreciate everyone being on here today a little bit of a change in topic. We're really focusing on how to text your real estate leads today. We've got the best in the business who know the ins and outs of everything you should or shouldn't say and when and when not to text your lead. So with this sixth episode of Real Estate ISA radio we're covering how to text your real estate leads. So with that I really just want to want to jump into the first question how often and for what percent of leads are you guys typically texting in your pipeline regularly.

Robby Trefethren: [00:02:54] Jim that's all you brought up. You go ahead.

Jim Rentfrow: [00:02:56] Yes. So I'll start us off as far as the percent of leads that we are texting. It is 100 percent. So we've built out our system to automate text every single day. So what's a lead comes in. We get to it in five minutes. We call and then we'll send a text immediately after if we don't get a hold of them. And then the next day through the first 10 days are getting one text one email and multiple calls per day. And then it's built out basically for the next six months every 15 days afterwards until they respond to us.

Robby Trefethren: [00:03:30] I love it. I'll get back to that. So Jim is there any any leads in that we don't text any leads that we don't text period.

Jim Rentfrow: [00:03:40] Yeah. The only leads we don't text are the ones that have unsubscribed in our system will allow that and technically we want to do that anyways because it's a good way to get fined. So I love it.

Robby Trefethren: [00:03:52] Good good. Cody Eric what what are your thoughts. Know. You want to add to that

Eric Hegg: [00:03:59] As far as the recurring what's in our pipeline that we're texting. For me I have about 600 in my pipeline at any given time and usually every day I'll start out the day by texting 20 to 30 of them. And that's first thing when I get in in the morning. And then as they start you know some will respond some won't but as they respond I'll take a break at like 10 a.m. noon 2 p.m. and then right before I leave work in the evening just to spend 10 15 minutes replying to those texts and keeping that conversation going. So that's overall about 5 percent of my pipeline every day that I'm texting. Mm hmm.

Nate Joens: [00:04:38] That's interesting. Great. Can I jump in there. One follow up question on there do you. Do you set a recurring. Task every time someone responds to respond back to them. Or how do you stay on top of you know an extended conversation after you get someone on the hook.

Eric Hegg: [00:04:58] Yeah it's a good question. I'll have a task reminder for that first thing in the morning and that's where I'll start the conversation. And then as they reply they come into our CRM. It'll just show up in my communications tab as unread text messages and I never try not to go to bed with any of those left unread. So if I'm even watching TV or reading a book in the evening I'll usually just take 10 minutes set that time aside and just reply to those people at night and a lot of times they will reply and I'll just keep the conversation going when I get back to work. At 8:00 a.m. the next day.

Nate Joens: [00:05:38] Got it. And that makes sense.

Robby Trefethren: [00:05:39] Cool cool. Anything to add on it. I want to ask the following question. And I think Cody that maybe you can answer this one to get you to chime in and add some stuff as well. I'm a lot of people ask me what times a day are you texting leads. And if I were to ask you guys when are you guys texting leads. What would your answer be When are you guys texting these leads.

Cody Meyer: [00:06:06] I think I kind of concur with Eric as far as you know setting some time aside in the morning to be going through a portion of the pipeline. But honestly it's it's all day if I've got the phone on me and you know I get a text I'll text him right back right away. You know it takes all of two seconds and you know for some old leads you can re-engage them if they you know got a drip texts or are finally responding back to one of my texts and we've got him on the hook there. You know I text any as long as I'm awake and I've got the phone in my hand I'll play that game all day.

Robby Trefethren: [00:06:36] Okay. Have you guys ever seen like do most of your attacks happen between 8:00 and 10:00 a.m. 10 to noon or is it fair to say that texting is something that has really been in all the time from 8:00 a.m. until 9 p.m. type game.

Eric Hegg: [00:06:53] Yeah it's it's all the time. There's definitely higher response rates I feel like over the lunch break time and then at like 5:00 p.m. as people are getting off work but a lot of people even when I'm making calls and I'll be like I can't chat right now I mean I'm at it they'll just I'll just ask them like hey would it work better if I texted you and nine times out of ten. Yeah absolutely. And then you could just continue that that phone conversation the attacks.

Nate Joens: [00:07:25] I'll say one thing from Structurely it's perspective being that we get Thousands of messages a day. We definitely see. The highest engagement rate during during the daytime hours. But I think the numbers between what we consider after hours which I t...