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Welcome to the Commission Queen podcast. Commission queen is for women real estate agents that are craving success and want to do things differently. We talk all things manifesting money, and of course, real estate. I'm your host, Bekkah, Marie. And just like you, I'm a real estate agent, I went from struggling to get clients to making over six figures consistently, while working 15 hours or less each week. And now I coach women like you on how to do the same. Listen for real life examples and tips in every episode on how to massively increase your income and find your freedom with ease. You're here because you're ready to change your life, your business and your financial status. So let's do it.
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Hello, hello, Queens, welcome back to another episode of The manifesting in real estate podcast, I am just feeling a certain way, like I am feeling so much energy, I don't know if it's because it's my birthday month, and I always love this month. But I just feel so much good energy, I am feeling the momentum I am feeling so on fire, so creative, for all of the things that I'm creating behind the scenes for you. Tomorrow, we have our very first abundant agent call. So for those of you that have signed up for a been an agent, I am so excited to see you tomorrow. And already, there have been so many wins in abundant agent from the private calls that I've been doing with people from the private boxers that I have been having. And I love that energy. And lately, I have just been loving the conversation around becoming a referral based business and real estate. Really having those leads having those ideal clients pursue you, instead of chasing the leads, instead of chasing the clients and the closings, you are attracting the clients in the closings. And there's so much manifestation in that piece. And it's also a lot of strategy as well. And I am obsessed with combining those two. And that is my ultimate way to teach this and it makes it so much better. Like it's so much more powerful, so much more potent, especially because when you align the way that you're getting business, when you feel totally congruent, totally aligned with how you're getting business, how you're connecting with people, and being authentic, true to you. Plus, you're getting those clients coming in, you're gonna get so many more clients coming in, you're creating so much more space, and you're releasing any resistance there is to receiving clients, because there's no resistance around the way that you are marketing or the way that your lead generating, there's no resistance, it's just you being this magnet to clients. So I want to talk about referrals, and specifically around your past clients. You know, I've been talking about this crazy stat that I absolutely cannot believe that over 90% of agents are not following up with their past clients after closing. And there is so much gold in the past clients, not just from like if they buy and sell again, but they have worked with you. And they will refer you to other people knowing that they have already done business with you. So your past clients have even a stronger level of know, like and trust in your business specifically, versus just you know, if your mom is giving the referral or a friend is giving a referral, and they've never actually used you and they never like worked with you directly in your real estate business. It's so different with past clients because they had an experience, they already had the experience of buying and selling a house with you. So when they're referring you saying I bought or sold a house with this realtor, it's such a strong referral and they come in ready to fully work with you. So there is a major major value. And it's an extremely important to continue this relationship with these past clients. Plus, we get to know them so well and you want to continue that relationship and not just like totally ghost them, right. So why are agents not following up with their past clients? I think it comes down to them not knowing how to do it or how to do it in a really aligned way. The real estate industry teaches us Okay, once your clients close then what you're supposed to do is every so often call them and ask for referrals and that just immediately feels icky or feels offer an authentic to most of us. And then we ended up just not doing it. So we keep thinking you know, I've had the same process of this is like me going off of what I've thought but from agents that I've talked to as well Do you want to talk to them, you want to follow up? You, you know, they close and you think, Okay, I'm gonna follow up with them next week. And next week rolls around, you just kind of feel like, oh, I don't really know what to say, I don't really know. Or maybe things get busy and you don't. So you're like, okay, the following week, I'll follow up with them. And same thing happens, you don't know. And things get busy. And then it just keeps pushing up. And you're like, Okay, maybe next month, okay, maybe two months from now. And it gets later and later. And all of a sudden, you're feeling awkward, that you haven't followed up. And you're like, I know that I should follow up, but I haven't. So I don't want to do it now. Because now it's like, way too late. And so then you end up just totally ghosting them. Because you're like, Well, I didn't do it in the short timespan that I was supposed to. And now it just feels awkward. Or you feel like you know, you've gone so long, that even if you wanted to start talking to them again, or to follow up, you're just like, I don't even know how to approach that. Do I? Tell them? Hey, I'm sorry that I haven't talked to you in a year or two years. Do I mention that? Do I not mention that? Do I, you know, let them know why I didn't. Okay, here is the thing, here's the secret, your clients are probably not even noticing, you know, they don't necessarily know that you should have had this whole follow up system for them, they don't necessarily know that you should have stayed in contact, they are going to be happy to hear from you or to see you know, something in the mail from you or whatever, they are going to be just fine. Like, it's not going to be awkward, it doesn't have to be weird. It's way more weird for you. And especially because if you're thinking about it constantly and feeling like I should really like catch up with them, I should really reach out to them. And you're feeling bad about it, your clients totally aren't thinking of that. It's something that maybe comes up in your world daily or weekly, or whatever. In their world, it doesn't come up at all, like they don't feel bad about oh, my Realtors never reached out to me. And maybe it does, you know, maybe they're like I would have really liked to hear from them. But that's why when you do it, finally, they're just going to be happy about it, they're going to be like, Oh, cool. And it doesn't have to be this awkward thing. It doesn't have to be this big thing where you're telling them Oh, I'm so sorry, blah, blah, blah, just do it make the first contact. And a way that I really like to make the first contact is something that is not directly reaching out to them. Maybe it is sending something in the mail, like a handwritten note card, maybe it's an invite to an event, or something that's just a soft, you know, touch in a way where then afterwards, if you do decide to make that really direct contact, whether it be texting, calling, seeing them in person, it's not as stark of a difference of never talking to them at all it all of a sudden, like really talking to them. So it's just getting kind of back into their world. them you know, remembering you have that's how long it's been. And then continuing that relationship and get them on a follow up plan, like create something for your past clients. And for your sphere really, but especially if you have past clients because they are such a vital part two your business or they should be have a nurture plan. I call it a nurture sequence in place where you know exactly what you're going to do exactly how you're going to follow up. It feels really aligned. And it's really connecting them it's giving them value, so that they are always going to have you top of mind and it's not going to be this awkward thing. For a while when I didn't know how to reconnect with my people. What I decided to do was just send out New Year's cards. That was it. It happened one time per year, one time per year. That's all I started with. Very slow. Obviously, I would recommend you having a little bit more plan in place. But when I was really just starting and just figuring out how can I reconnect with my sphere. That's what I decided New Year's cards, and now they are a staple in my business. And for when I started that, you know, just sending out the New Year's cards not even doing any type of follow up or anything with them. I got business from that first year. And the second year of people saying Oh, it's so fun to see your new year's card. I hadn't followed up with them like I should. I hadn't called them I hadn't texted them. I hadn't sent them anything in the mail. Other than that one New Year's card. So if you're feeling like you really just need to start out slow, go ahead, start out slow. And maybe that's something great for you. The reason I did New Year's cards is because not everyone's celebrating Christmas. So instead of Christmas cards, I sent out New Year's cards. And same thing, you know, just had like a little family picture on it, and Happy New Year's whatever. And that was it. Nothing about business, nothing about asking for business, just sending out those New Year's cards. And it did amazing for reconnecting me with people. Then as I started to create the nurture sequence, people would still bring up those New Year's cards. So if you want to wait to start reconnecting with your sphere, or you want something additional to add into your own nurture sequence, highly recommend New Year's cards, it's November, it's the perfect time to order them, you know, design them in everything, order them, so you get a bunch of them. And then it's so fun and just easy to sit and watch some Netflix or some Bravo, whatever you're watching, sit down and just write out the different things you want to write to them. Or even you could just create labels to that's totally fine, depending on how many people you have. And just stuffed them and put the little label on them and you're good to go. And then when New Year's comes around, send them in the mail. And there you go, you just made your first contact if you haven't in a long time, or you have added another contact and other meaningful touch to your sphere and to your past clients. These easy fun, authentic activities are how I like to lead generate, like, these are the money making activities that make a difference. And it's keeping you connected with people. It's what I absolutely love. And I have been coming up with something behind the scenes for you, that will give you the steps to create that referral based business to manifest those ideal clients, those referrals and create that consistent business. And this oh my gosh, I'm so excited because we are going to do this together, you're gonna have the accountability, you're gonna get the steps and it's going to be specific to your business. I'm not announcing it or releasing it just yet. But listen to next week's episode to get all of the details. And if you're in this most recent round of abundant agent, you will get this automatically and if you haven't signed up for abundant agent yet, you can still join abundant agent is an open enrollment program. And if you're like oh man, I really should have enrolled you still can so DM me at commission Queen on Instagram or send an email Hello at commission queen.com and we will be happy to send you the link to enroll gratitude and abundance Queens thank you so much for joining me today if
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you love this episode, hit the subscribe button and share a review I so appreciate every one of you. If you're not already following me on social media, you can find me at commission clean and go to commission clean.com To browse products and get more free content
Transcribed by https://otter.ai
