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A significant key to Joanna Keskitalo’s is 120 transactions a year is how she follows-up on leads. Read on for details…

You’ve heard it said “the fortune is in the follow through.”  Well, that’s definitely the case with Joanna Keskitalo.  Joanna is a high-volume producer, but not for the reasons most people would think.  She’s driven, but she’s not a high-pressure sales person.  Her key?  It’s all in her follow through.

If you want to grow your business to a “top producer” level, you master the follow through to convert leads to clients.  And on this call, that’s one of the things we talk about!

Listen as a podcast while driving, or watch the live interview.

Transcription (was completed by automated process.  Please ignore any speech-to-text errors)

[00:00:01] This is the get sellers calling you marketing podcasts for real estate agents. And I’m Beatty Carmichael for simple to do. Proven marketing strategies focus exclusively on finding sellers and getting more listings. Visit our Web site and get sellers calling you dot com. And now let’s begin our next session of get sellers calling you.

[00:00:23] Hi, I’m Beatty Carmichael, and welcome to the Get Sellers calling you realtor podcast. I’m excited today because I get to interview another wonderful agent, actually one of our clients and a strong producer named Joanna Keskitalo from South Carolina. Did I pronounce last name right, Joanna?

[00:00:41] You did well.

[00:00:42] Ok. Go. Go. Go. So. Hey, Johnny, I just want to say thank you again for being on the call with us today and sharing some of your insights and growing the business and things that really make it work for you.

[00:00:57] Well, thank you. You’re welcome. Glad to be here.

[00:01:01] Now, which part of South Carolina are you in?

[00:01:05] Kind of a upstate, little bit into the mountains where I live is about 15 to 20 minutes from the North Carolina border. So they call it upstate Greenville.

[00:01:20] Area.

[00:01:22] Well, that’s a pretty area I know I used to spend a lot of my time in the mountain side of North Carolina and we would come down into Greenville. I used to I used to paddle rivers. So this is now in grade school, junior high high school. And so we’d go up there and all kinds of beautiful rivers and one of one or two were down in South Carolina. So that’s a gorgeous area you’re in. Oh, yes. And and just for the listeners on the call. Normally we do these as video podcast, but as the Lord would have it or as the enemy would have it, we couldn’t quite get that to work out. So. So this is will be a great call, but it’s entirely audio. And so join in. Tell us just if you wouldn’t mind, just kind of set the stage. Can you tell us just a little bit about who you are and about your real estate business and and and and who is Joanna Khatalla?

[00:02:22] Yes, I I’ve been in the real estate industry since 2006. Before that, I was a loan officer and kind of grew up in the building industry between and I was born and raised in Florida and then moved up here. The end of my junior year. And then from there I was. Did massage a little while and then went to college. And then. And then I started as a loan officer. And my father was a home builder who actually took me on as his real estate agent. So now it’s been about 14 years. Then through a couple of different brokerages and started my own brokerage about eight or nine years ago, I have about seven agents underneath me now and we did about 22 million last year. One hundred and eight transactions and have already closed down six or seven million this year and have about eight million pending.

[00:03:23] So is that all your personal volume or is that you and your.

[00:03:30] Well, I kind of run it more like a team where it’s all my leads and everything, so.

[00:03:37] Yes, I’m involved personally pretty closely in each transaction.

[00:03:41] So very, very cool. I love it. I just have to ask this question. Don has.

[00:03:47] You know, I’ve always wondered the difference between a loan officer and a real estate agent. Obviously, you enjoy the realtor side more than a loan officer. What’s the big difference that you’ve found?

[00:03:59] I mean, I would definitely say the people interaction versus paper work is is probably the biggest thing. And yeah, I wasn’t good at sitting behind a desk guy. My my first job out was with G E through Kelly Services, a staffing company, and I was under the admin for probably twenty two male engineers. And I I lasted about a month and a half in this cubicle doing schematic drawing and looking at where they don’t meet each other. You know, the schematic drawing. I was like, no, that was not for me. So definitely, definitely being around people and is. Definitely more of a passion and joy than than shuffling paperwork, you know.

[00:04:51] And though I love it for my 24 year old son, he was 22 at the time. He got this intern job one summer. So he’s he’s studying. He was he’s already graduate now by the time he was in supply chain management. So, yes, his job at this 200 million a year business. They put him in a cubicle with a computer. His job was to do supply chain management type stuff. He calls me during the first day of the job and said, Dad, I can’t stand this.

[00:05:22] I never want a cubicle job ever again. You know that he learned real quick that was not him. So I love it.

[00:05:29] No, no. And and I mean that from there. I mean, that can commission structure for me and a go getter and someone that can can do things on their own. I mean, I just cannot. I’m way too efficient to be punching a clock. So so like I get it.

[00:05:49] So let me ask you a question. Go get getter side. So you’ve obviously I mean, you’ve been a go getter is it’s obvious you’ve you started your career. You quickly moved into having your own business, being your own broker, building a team. You’re involved with everything. Talk to me a little bit. So, you know, most agents out there. Their biggest struggle is getting enough leads and prospects to talk with and to work with. And it sounds like you’ve built kind of a machine of some sort, at least some of system. What are you doing? What are you do that you’ve found to really work well with you guys?

[00:06:29] Well, like I said, my father was a home builder and and that really started and I guess that’s a blessing. But it was that he he struggled and finding a real estate agent that.

[00:06:45] You know, really was proficient enough for him to handle and and, you know, knowing in the construction industry. So I can’t say I wasn’t blessed in getting, you know, a start, but. Are you do you have to pound the pavement? You have to follow up with people. I would not describe me as like I mean, maybe that’s wrong to say, but like a old car salesman type. I’m not pushy, but I am persistent. Like, follow up, follow up, follow up. I mean, that’s just what you got to do in that. And then and not only following up once you’re in in the transaction is to, you know, follow through and then follow through. Tell that to the closing table. Like it’s way easier not to let those go and just wait for the next buyer as fighting every portion that it takes to get them closed. So I would think that the follow up and follow through are two biggies that a lot of people do fail at because it is it’s consistent and it’s hard work. So I think those are two things that you would need to be to be a successful real estate broker agent.

[00:08:14] We know they they say that a fortune is in a follow through. And that is so Treves. I was telling a another guy today. This is a few years back. You know, we had a handful of sales reps and one sales rep. I was to tell him that, you know, you know, first, three weeks after doing a presentation, he had the lowest conversion rate. But within another four weeks, he had the highest conversion rate of anyone because the fortune is in a follow through. You have a. So in terms of the people that you guys work with and the work that you do, are you. And I want to I want to understand who your prospects are and then ask and find out a little bit about your follow up and how you manage it.

[00:08:58] Do you do you follow up with different leads differently? I mean, are you. First off, I guess. What type of leaders are you generating? Are they coming to you or are you buying leads or you generating your own? It’s your business source coming through.

[00:09:16] Well, I handle the I’m a little bit different because the new construction and the custom home side and that is, you know, our main builders. My father and husband. So I handle all of their. Customers. So we’re doing a lot of just name building through. Social media and through the Web sites, and so I guess the the follow up or follow through as far as that goes, I mean, just pictures and constantly updating all the Web sites and that kind of thing. In this day and age, a lot of social media on on all the different sites. So I do that through the real estate side and the building side and then the building a lot of times they’ll have a house to sell. And so I will get those listings. But then in general, I mean, it’s not it’s not it’s not even 50 percent of my business that comes through the custom and that. And we. I mean, when you’re in 14 years. Yes. We have a database system used, top producer. And then you’re doing now the postcards and the. And the Monday morning copies and that kind of follow up with past referrals and past clients. A lot of. Again, through social media, I mean, it is easier that way. If you can build a relationship where you can be Facebook friends with them, they get to know you. They feel like they get to know you more personally. You know, if you if you are a little bit more open and vulnerable in that social media, that all all that kind of stuff helps but a ton of a ton of marketing in every way.

[00:11:10] So, yes.

[00:11:11] So, you know, it’s interesting you’re talking about Facebook and just being vulnerable. I think it is so important. So you’ve got all your all your past clients and all your other contacts or all friends and your Facebook and Facebook friends. Right.

[00:11:28] I try. You know what I mean? And and do I do hold the private account, you know, personally? And then obviously the the real estate and building pages are public. But I’m still a little bit, you know, hold myself right that I haven’t got my personal pages are still held private, but that I think they appreciate where you’re accepting or asking them for a friend request. And that is where you can be, you know, more.

[00:12:00] I don’t know. Vulnerable is the right word, but more personal. In your in your post, in that kind of stuff without worrying about it being on a on a totally public forum.

[00:12:10] You know, when you said that the thing hit me and then I’m falling, maybe connected the dots that I’ve always been spinning back in my mind. So I just set the stage. One of our other clients used us.

[00:12:23] And then he was also I did a Facebook community page for it was a fifteen hundred home forum he was in and he was the administrator on the page. So every time someone joined the Facebook page as the administrator, he would welcome them, but then he would also send them a friend request personally from his Facebook account. And this is what he sought to share with me. His name is Nelson. And he said, you share that. You know, he put everyone on as friends on his Facebook account. And then he was just normal, you know, sending all updating things just personally what’s going on in his life and those things. And and I think was 18 months he went from basically nothing, no market share and form to like 25 percent market share in other team only has 50 percent. And you connected the dots is when when they know you, they see you all the time.

[00:13:22] And now they feel like they’re you know, they see you on Facebook. And so they feel like they really get they know you more. And it makes it more personal. Right. So talk to me in terms of follow up.

[00:13:34] So follow up. Follow up. Follow what? How did you manage? Okay. So you’re working with a lot of people and you get a lot of this is from the construction and a lot of business, I guess, from past clients and just other people. Are you. Do you use. Tell me about your follow up system. Because this is one. I’ll be honest. This is when when we work with clients. This is one of the big challenges. They’re not. They don’t have a good system. What have you what have you found? Doesn’t work. What did you kind of do in the early days? It just kind of blew up on you. And then what have you found really makes it all work for you.

[00:14:15] I have to think about that one, but.

[00:14:19] I mean, I have used.

[00:14:23] I mean, a database system. I mean, once it gets messy, it’s so I still have top producer because I have those leads in there and then, you know, now I’m pretty strict on my admins and stuff on keeping that database because. You know, if it gets big enough and and a big company wants to look at buying you out or something, really the only thing that you are selling. Is your database. So I went from like not understanding that and caring about. My database as like now is part of closing steps. Where are you? Where? I mean, I’m lucky enough to be able to afford admin help at this point. But if you had it clean from the beginning and people would be from step one. What you can build to sell later. Is so important and it’s easier to start that at step 1 than trying to find out and then figuring out if they moved and where. But now it’s part of closing steps where we come work, where we get when they go the closing, we get the e-mails and that kind of thing. And it’s clean. Cleaner in the process. And it’s a much cleaner database. And that than, you know, it’s the latter part of of my career. It should have been done from the beginning. But, you know, you just think you’re going to work forever.

[00:16:01] When you’re when you get in the business in the 20s, you just say go, yeah, you does.

[00:16:05] And now I’m like, think about retirement someday. And so and then all of follow up and everything can be more that is if your database is clean. So I would preach even more more to database and then follow up because then a lot of stuff can be automated. And I mean, like we talked about, I mean, phone calls are are difficult. I mean, I’m on the phone all day long. But to. I think that and I like. And I can’t. I have to admit with our with our last conversation and maybe the people won’t know what we’re talking about. But I I talked about maybe that maybe we don’t need to. When you get to trying to articulate this better, when you get large, large enough and you don’t really need the business, the phone calls slack off. So maybe we were talking about looking at it from maybe that person needs to hear from you. We’ll make it easier on me to make those phone calls, because if I’m looking at not so much as a business aspect and the next deal, because you will eventually you get so busy and stuff and then you’re you you do develop a well oiled machine that kind of generates generate their own leaves and stuff. The phone calls are the easiest thing to go in. And like we we talked about that. Its people are the only thing that you can invest in that will be eternal in that play. So again, I haven’t done that and I get busy, but it’s definitely it gave me a different perspective on follow up.

[00:18:03] I love them. And I love that. Gosh, there’s so much I want to try to pull out of you. And I know I want to have time to, but I’m seeing all these rich targets to inquire on. Let me let me take that last comment. And so for those listening to this. Oh, what? What we talked about last time is I was sharing with Joanna that one the most important things you do with your personal lives, especially your personal lives. But any list is they do business with you first and foremost because they like you and they know that the relationship is authentic. And so one of the things that we teach our clients when we provide our agent dominators service is for them to reach out and make a phone call and or drop by. And actually personally engage. And it’s not an engagement that says, hey, do you have any more real estate business I can help you with? But it’s a hey, how are you today? I was just thinking about you. And this is where, Joanna, you were mentioning you’re so busy, you just don’t have time. And I said, you know, we’re talking about you need to make time. And. And then we talked about on the eternal aspect that the most important thing is rather than calling for real estate, call for personal needs. And I think somewhere in this conversation I was talking with you. In fact, Dwight, this kind of springboard is I reached out to you a moment before our call. This was a couple of weeks ago. And on your voicemail, you mentioned, you know something about it then and be blessed. Do you remember putting that on your voicemail?

[00:19:43] I do. It’s kind of. Then then what I do for years, because my man life is hard now. You know what I mean? People are mean. You know? And just. If someone needs to. And and our blessings do come from the Lord.

[00:19:59] And I want everybody to be blessed. And I’m going to cry. So, you know, I. I do. I just want to spread that if that spreads. Anyone here just listening to my voice, it better than like, hey, leave me a message. And they won’t get back to you. At least they’ve heard that in a cell. So I have done that on my voicemail for years and I will continue to do so.

[00:20:24] So, you know, and I do that, too. But but because I come in and I said, tell me about this, be blessed. And we’ve got in the conversation that you love the Lord Jesus, and he’s a real integral part of your life. And this is been where I was suggesting to you when we last talked. Is both make these phone calls to your list. But don’t worry about this, since the Lord can take care of it. When you just reach out as a person, say, hey, is there anything I can pray for, you got or just something like that and and use it as a ministry outreach. And that’s what you were talking about. I just want to bring people into that loop of of the reference that you were making while we’re on the subject. Let me springboard into this, if you don’t mind.

[00:21:11] So I really want to find out more about follow up, but there are a lot of people that can do a great follow up stuff. I’m real curious. If you don’t mind me probing, I look to probe about your relationship with the Lord and how you see it impacting your real estate business. It’s OK to kind of a good direction. We can go in.

[00:21:32] Yes. OK.

[00:21:36] Talk to me a little bit about that. You know, so you’re a Christian. First off, let’s make sure everyone. What does it mean to you? You’re what does it mean to you to say, I’m a Christian? And what is your relationship with the Lord Main? And then and then I won’t inquire about how it impacts your business.

[00:21:54] You’re listening to the Get Cellar’s Calling You podcast to increase sales from past clients and sphere of influence or from a geographic farm, learn about Agent Dominator.

[00:22:03] We guarantee your sales in writing or give your money back. To learn more. Visit our Web site and get sellers calling and Slike Agent Dominator from the menu.

[00:22:13] And now back to the podcast.

[00:22:19] Well, I’m probably a rebel in my face, you know. And I guess that stems from.

[00:22:29] You know where we come from as far as my background. I mean, it’s Apostolic Lutheran was was the original base and and a lot of them turned to legalism and really, really strict things, you know, from no birth controls to hearings, arson and all of this stuff that we’re where we totally forgot about Grace. And so not that I’m like we’re all sinners, but I’m I’m a rebel. And my faith that that. I don’t want anything good I do to come through me that comes through Christ, Jesus. I don’t even want to know when I’m doing good or or that I I just it scares me to to fall into legalism because I feel like that is the the devil’s way of taking some Christians when they think they’re doing good and that that it is all Christ. So for me, when it says Christian, it is Christ. He did it all. He paid it all. And that’s where where I want to stay. So if I if I have a glass of wine or I say a cuss word or like that doesn’t make me not a Christian. It makes me. Have a savior. So Grace is is where I live and breathe, so in it they come across that like, how can this girl be a Christian? Because she’ll feel likes to have fun or do this or. And but that’s why I’m so hard, again, you know, not focusing on the sin so much, but at focusing on our savior.

[00:24:34] So I love that. And I think there’s a lot of a lot of folks that kind of get caught up in this whole legalism. I’m real curious. I’m not getting into big detail, but just kind of conceptually in your mind, what is legal as in and here’s what I’m asking for. So there are a lot of people out there that are listening to this that may not understand the difference between grace and legalism and really kind of what that means or maybe what are the things to watch out for. OK. If that’s the right term to use, but of where they are. Maybe they think they’re doing it right, but they find out they’re following a set of laws instead of. Grace, can you give me just, you know, your simple definition of. Legalism versus grace. What does that mean?

[00:25:25] I think it probably would come down to works and. You know, when they. It’s that personal relationship with Christ that you need to have and realize that we are all sinners, whether we follow this set of rules or we don’t follow this set of rules. You know where it where you know there is. Don’t. But I think there’s a lot of dude. You know what I mean? Like, they do this. Exactly right. And it’s almost like a perfectionist path. So either the set of rules of don’t or do. We’re all sinners. And that Jesus paid that whether what that set of rules is. And so I think breaking of that and living. Knowing that Jesus paid it all brings a lot of freedom because I’ve seen a lot of people struggle really, really bad when they. Ah. Ah, just like need to be like reminded of forgiveness of sins and that kind of thing where they’re so it’s hard to explain unless you’ve seen it. But it’s. Can you give me an example?

[00:26:46] I mean, just something that comes to mind for someone to struggle because of this legalism approach?

[00:26:53] Well, I mean, that I think a lot of I’ve seen it in people going down past where it where maybe they had it like, for example, like drinking was super bad in in our religion. But it was almost like, well, they messed up. So then they like went off the deep end and got more into drugs and drinking instead of being like, well, if you messed up and got drunk one time, it’s okay. You know what I mean? So it brings them when they are pounded in in their head so much that then and you can’t sin and you can’t sin. You just totally wipe out what Jesus did. And in that grace. So, you know, I don’t seen it. Yeah.

[00:27:41] Yeah. Yeah. Those came to him. Is Roman J. There? No.

[00:27:45] Therefore, there is no no condemnation for those who Jesus. And when you mentioned that I think so late. You know, I guess. Let me see if this makes sense. Legalism. Is that part where you’re always condemned. You’re you’re feeling can do it right. Never do good enough. And great. Is that part says, hey, I understand I’m a sinner, but in Christ, there’s no condemnation. And he’s going to help me through this. And it’s not the writers.

[00:28:14] I mean, this is a kind of radical, right? I mean. Yeah, where? Where?

[00:28:18] I mean, or like Pharisees and that where the judgment and that it just I’ve seen that so much and so many problems come from that, that that is where I don’t want to. In the end I have a perfectionist nature and I am a rule follower. You know what I mean? But I don’t. So I could go down that road easily where I could and then become judgmental and what you’re doing and what. But I’m like, yeah, I’ve seen it mess up people so much that that’s why my face. I just want to give it all to Christ and give it to him because it is what he did and and and that’s where the focus is. And then it’s weird because like if you don’t if you focus on the note. Don’t, don’t, don’t, don’t, don’t. Our human nature wants to do what we’re not supposed to do. And if you focus on Christ and then that’s where it says like God, don’t let your right hand know what your left hand is doing and things like that, that it becomes easier if you’re focusing on Christ. You’re actually doing good without knowing you are. So I feel like focus on crises that have a list of dos or don’t really, really brings freedom. You know what I mean? And you have fun in life and you enjoy life and that of like I messed up again, you know, let me get with what I mean.

[00:29:49] So Paul talks about renewing your mind. And and I think, you know, a lot of times we focus so much on. Don’t do don’t do I have to do it this way? Trying to be good. Right.

[00:30:05] But the reality is, what you’re talking about is when we have Christ and we focus on Christ, then he lives in us and through us. And we. More and more naturally do good and more and more naturally avoid bad. And it’s that inside out as opposed to outside in. How does this how does your relationship. Talk to me a little bit about how you applied in your business.

[00:30:28] So, you know, I got your voicemail and you try to should, you know, be blessed. Just helping. What other things do you do? How do you live your Christian life as a realtor and.

[00:30:42] And how it impacted your business.

[00:30:47] Well.

[00:30:50] I don’t know if I’m great. I mean, that’s I mean, I guess I don’t wear my heart on my sleeve. But maybe maybe people see because, you know, Christ is in me. Maybe people see that and I’m not shy. You know what I mean? I’m not totally politically correct or watch and hide my face. But I will share my faith and.

[00:31:23] You know, so I don’t know if I like I said, because I don’t. I’m afraid of a list of do’s and don’ts. I just kind of live.

[00:31:36] And can you give me an example? And not not to bring attention to you. But here’s kind of what I’m you know, for those who are listening, who do follow the Lord and they want to have a more meaningful, you know, a more meaningful impact in life rather than say, well, I’m a real estate agent here. And then I try to do my Christian stuff there. Can you give me an example of just how this flows into your business? Is there anything that comes to mind?

[00:32:05] I mean, I guess not hiding it kind of means a lot in this day and age. Not being afraid to say I love Jesus. You know, people do they get fearful of it. They want to they think it’s going to hurt someone’s. And. And then in building a business with integrity, honesty, like I do, I’m almost honest to a fault. I guess you know what I mean? And I’m I didn’t say honest, but I should say for once. But very much. You won’t have to guess my opinion. You won’t have to guess what I’m thinking. I’m. Very, you know, blunt in that way. I don’t know if that is a fault, but I feel like it’s good. I mean, I feel like. People appreciate that. And they know where they stand, especially in transactions or something that’s not, you know. And I think that it makes me a fairly good negotiator as far as as as deals and stuff like that.

[00:33:15] And I feel like people people see my my.

[00:33:23] That I’m ethical in that and that I tried to just do my best on every transaction. And and I feel like that should mean something. And I think that people do appreciate that.

[00:33:37] So is there anything that stands out where you can look at a transaction for negotiation, for some interaction where? You did it differently than, you know, you would have done it if. You didn’t have the relationship with the world. Does that make sense? Trying to contrast.

[00:34:01] Yeah, I mean. I mean, that is that would be easy to do in every circumstance. You know, I mean, like. But it gave me an example.

[00:34:11] Give me an example. Just just to kind of articulate what this means.

[00:34:17] I mean, I feel like you could be so unethical and and real estate brokers are. I mean, in so many ways, I can’t pinpoint an example, but I mean, you just lying. You know, I mean, sometimes it’s easier to to say you have a multi offer situation or or that’s way lower than that other offer or anything like that. I mean, just just being honest in every transaction and a you know, and not even stretching the truth makes your job harder. It really can. You know, so I mean, that’s what I’m saying. Maybe I am want us to a fault, but I’m not going to say if there’s a multi offer situation or. Oh, yeah, I have an offer on the table or something. If it’s not, they are like ISIS, right? I will that my integrity means more to me than that transaction. So, you know, I’ve never done that. So I don’t know what particular transaction, but I’m sure that I could have definitely made things easier on me had I had I fibbed a little bit.

[00:35:30] So, you know, I get it. Hey, look, I want to I want to pursue two more questions with caution.

[00:35:38] I want to go back, if I can, to the follow up. And then come back to your relationship with Christ. On the follow up. And what you do. So we were talking about your list. Keeping your list clean. And the thing that hit me. Because we do all, as you know, with a lot of folks who might have agents who come to us to help them market to their sphere of influence and past clients. And the one biggest challenge most of them have is they don’t have a list or they have a list. It’s not been updated because they’ve never really seen the value of it. And so you putting that effort and emphasis into your list is really great. Can you give any hints or suggestions of how to make that process easy? Did you know what have you found or what have things have you put in place so that it stays updated?

[00:36:36] Yeah, I mean, they say if you’re a new agent out to start number one, whether it be a notebook paper and write everything. And then I mean, obviously a computer system easier. I use top producer and then they’ve kind of, you know, 14 years later, you don’t really want to shut it down and start over. But now I have a system where when it closes, you know, you just have them fill out a little thing and then ask you if you want to transfer. So if it’s a buyer we’re working with, that’ll transfer to their address. And obviously, you know, it changes. But now then you can automate things and that kind of stuff. But I mean, even if you’re new, just get their information. Don’t be afraid to ask for their information. So we’re working with them.

[00:37:32] So. So you have a system. I love this, I think is what I’m looking for. You personally and you and your team, you’ll have somewhere in your process where you are specifically asking them for their information so you can get it all in the database within that come Commonwealth. So it at closing his eyes when you’re basically making sure you’re getting all the information accurate or.

[00:37:56] Yeah. And then we’ve created it with a survey, you know, so we’re getting that testimonial or feedback and assistance.

[00:38:04] She and I mean, if you worked with them on that and, you know, to bring to the closing table and just, you know, we try the best we can on that. And then we update our database based off of that. So.

[00:38:21] And so, yeah, we did.

[00:38:25] We do that at closing.

[00:38:26] But I mean, any time you feel like some people say it’s better to do it upfront, that you know what I mean?

[00:38:35] Because they vent through the headache of a transaction and everything. So they like you sebastiano the first day. So in the end, though. But I mean, I feel like we keep pretty good rapport and have them good say good things at closing. So we do it then.

[00:38:51] But wherever you felt more comfortable, it’s just a matter of getting that information. And then.

[00:39:01] And then what do you do mean when? What do you do with it once you have it? So now you built this database. You’re getting it updated. Are you do anything special with.

[00:39:11] Well, we have different like so depending on where the lead came from. Like I have a site called Upstate bank-owned Homes dot com. So when I did some of my best work when the economy crashed, because I started that site with with the cell site that led to mine and I was giving bank auction list, which I still get phone calls that are like, where’s my where’s my list this month? I mean, so. So they’ll it depends on what you know. Because we have a computer system we can put on, that’s where they buy our 2018 seller. 2018 where they did they come on for a bank-owned and they’re just getting the auction list on a monthly basis or what. So it depends where where we categorize them, what they get.

[00:40:10] So. And then you then follow up emails for past clients, all that kind of stuff. So we we can set up campaigns and do it.

[00:40:21] Ballet.

[00:40:22] So have you found one or two things among all the things you do to be most effective? You know, so you have the kind of the 80/20 rule, 20 percent of what you do generates 80 percent your business.

[00:40:36] Have you found anything like that with with your follow up?

[00:40:40] With any of this.

[00:40:45] I mean, I still I think that phone calls would do the best, I mean, and and that is where my my fault comes in.

[00:40:55] But, you know, I know my buyer’s agents are are calling their their past clients on a regular basis, more regular basis than me.

[00:41:07] And but that that’s where you date the new new agents and that once, you know, you have to go back to the basics. And and. You know, pound the pavement, follow up and call those people. I think they’re still especially in this technology age. There’s nothing like a phone call.

[00:41:33] So true very much. Let me. And then last question on just this line of questioning, and I want to talk one more thing and then we’ll wrap up the call. They are off at the beginning to call your time out, follow up, follow up, follow up.

[00:41:52] In terms of and I’m assuming these are you’re talking about that when you have a buyer prospect or seller prospect, you’re following up the whole time or are you talking about. Once you have this database in place that you’re following up the whole time. Where do you put first your biggest emphasis on the follow up that you’ve experienced personally that you do? I don’t think we know Phillip is so important. Where where do you find it? What? What part of your follow up is driving your business? And I wanted to see if you could share a little bit about what you do in that follow up. Or how you do it or, you know, just kind of peel back an onion a little bit more and share what you’ve found, be success.

[00:42:43] I mean, where you’re kind of basing your company on was founded through like 33 touchin Keller Williams and I mean that it it does. So they remember you. So I mean, just that the emails. And we tried to do even Facebook stuff and Instagram, like I have a social media calendar where it’s like, you know, there’s a day for everything now. So you just whatever. And then as far as Easter goes or something like that, and then you can do the same thing through holidays and kind of set up a campaign that you’re just following up with past clients. And then we just have it set up on an automated. So they’re getting on top of the Monday morning coffees. They’re getting the Happy Easter, Happy New Year’s, all that kind of stuff. So I guess the biggest thing is the more automated you can bring thing, then it just done. You know what I mean? Because it’s hard to even in like the social media where we’re doing to look at the calendar on a daily basis and get that post out there. It sounds so easy, but when you get busy.

[00:44:01] So if you can just automate the posting then or automate the emails and that kind of stuff and people appreciate that just you know, so. But you should probably get on the phone and say happy birthday to you.

[00:44:17] So that’s the default is really almost so stay in touch with food as opposed to constantly following up on for specific transaction, just staying in touch.

[00:44:30] So when a transaction is available, then yeah, I think the follow through once the transaction is where I would say the follow through. So you’re not just like, oh, trying to get to the closing table. That’s where kind of my loan officer background where I know what to ask for when and I have closing coordinator’s now.

[00:44:47] But I mean their eyes pounded the pavement.

[00:44:52] I mean I many before I could afford admins and all of that. I mean I was up to 3:00 in the morning night. I have four children as well. Like I’ve I’ve you know, you’ve put them to bed and then you you work and then you wake up in the morning and put them to school and you work again. You know, my as you grow. But that I mean, I didn’t just yet that 22 million I work.

[00:45:17] So, I mean, it’s not like you just jump into this and do 22 million in transactions.

[00:45:25] So and definitely not for children and being a full time.

[00:45:28] No, no.

[00:45:31] So, yeah, I remember talking to my best friend many nights at 2:00 in the morning like he’s a photographer and she would be editing and doing now all. And now, you know, we’re like, when’s the last time we’ve done that? Like, no, we’re sleeping now. But before I mean, she would be editing photos and I would be putting in listings and then, you know, doing everything.

[00:45:53] So, you know, it takes it it takes a village.

[00:46:00] But, yeah, we we did pound our pavement, so.

[00:46:03] Hey, let me ask you one final question before we wrap up. Fall back on your relationship with the Lord. Have there been any times we were talking before we saw the call about, you know, life is full of challenges? Is there anything more if you could share a challenge where, you know, just share your relationship with the Lord really helps you through it? And I don’t know if that makes sense what I’m asking for, but just kind of a broad question. But, you know, I don’t think so.

[00:46:33] Yeah.

[00:46:35] Yes. And. And I guess I don’t know, I joke I joke about God wanting me to have so many anchors in heaven, but. I have lost a lot of significant people in my life, very close.

[00:46:55] I lost my brother of cancer when I was eight and he was five in 1988. I’ve lost my fiance. He was building our house framing and he fell 20 feet and then passed away of a head injury and that I was engaged to be married. And he died two months before our wedding. I lost my baby in the womb at 26 weeks. I lost him and I’ve questioned God. You know, I mean, it’s.

[00:47:35] I don’t think I would be living breathing without Jesus. I would be a total drug addict or something. I don’t know how you get through stuff like that without Jesus, without the hope that, you know, I will see Diana again and I will see Mike again. And, you know, I. I asked. And I asked God in particular about my baby, because I don’t understand. How we wanted to put a baby in my room if I was never going to have that joy, you know. And that was he wasn’t going to be in this earth. And. He answered me that he he wouldn’t have been a soul. He wouldn’t have been a bean. He wouldn’t be in in heaven if he hadn’t put him. In my wounds, he was just meant for heaven. So I I live and breathe and stand going through some. Really, really hard stuff in life. And I’m, you know, I to wake up to live every day, I just don’t understand how people do stuff like that without Christ. I just absolutely don’t understand. So. You know, so. Tough stuff, but I’m. I feel like.

[00:49:07] I won’t I’m not for me, I I live, I’m excited. I love life. I, you know, I’m not in I’m not on on any anxiety meds and I’m not on any anti-depressants. I’m not on any of that. And the only way that I can have joy in life after such traumatic events is because of Christ. So I. Yeah. I just don’t I don’t understand how people do things like that without Christ. Am I?

[00:49:39] So you ask me, I’m like, there’s just no other way to do it. But with with the hope of salvation. Like, I just couldn’t even imagine myself if I didn’t have Christ in those.

[00:49:51] In my life and in everything he’s brought me through and I.

[00:49:58] I had like. I guess. Dan, my my fiancee who passed away.

[00:50:09] She’s lost a lot. His mother and Carl, Dan’s brother, passed away and a similar thing and we’re thinking it’s probably a heart condition of some sort now because even though Dan fell, he was like agile. He’s 22 and he was really agile, really fit. And and his brother saw him fall and he fell like a ragdoll. And Carl, now he he she died in the tub.

[00:50:40] And they really don’t know what what happened. But.

[00:50:47] When Coral died, it took me like God hit me because it was like almost a relief, because when you go through such traumatic things, you’re worried about what’s around the next corner and what what. You know what I mean, what you’re scared of, what can happen and you’re fearful. And God hit me, like because I was like my heart just went to Jan, which was Carl and Dan’s mother. Like, how how could you do this again to her? And he told me, look, tell Joanna that you live, breathe. When I bring you to something, I will bring you through it. And.

[00:51:36] You know, that that’s that’s great to.

[00:51:42] You’re making me cry, That’s a wonderful Jesus to have me that I’m successful.

[00:51:53] Yes. But to Britain, to have any kind of joy in life and jahns joyful to unus. I mean, you could probably interview her. She. He’s a wonderful woman and she’s a real estate broker as well, but man, it’s just. That that’s grace and that’s a wonderful. A ussler where I can live and breathe and be excited about life. Then what is going to happen and not be fearful because. Because he created it all and he did it all and he created heaven and. And we’ll see them all again. So, yeah, sorry.

[00:52:37] I told you I could go. So love it.

[00:52:43] My mind is perfect.

[00:52:45] Love cast out fear. And you know, I remember doing a eulogy for a man I had just met a couple of months prior. And the thing that stood out is. You know. Your family’s going to stream again. And when you have hope in Christ, then a lot easier to bear.

[00:53:09] Yeah. And I mean, I’m not saying it’s not me. I mean, it was easy. And I’m like, oh, I’m not one to grieve. I mean, this is horribly painful, you know, but it took even. Take your next step. Without Christ, that’s impossible. Where is that where that where it says all things through Christ are are plausible. She’s been. When you’re in that moment, I don’t see any other way that taking your next breath would be possible without Jesus Christ. So.

[00:53:45] Well, I. I have always wondered, you know, this is much more my objective analysis. When someone goes through tough times and they don’t have Christ, how in the world can they ever make it? Because just what you’ve experienced in which you share it, you can do all things with Christ. It’s not it doesn’t mean that the pain is no longer there, but you can make it through. And so that I’m glad you shared that, because I know that other people are going through some tough times and will. And just what an encouragement.

[00:54:19] Your story is for them on that very thing else you’d like to share. I mean, this has been we’ve been all over the board. Anything that you have to share before you wrap up?

[00:54:33] Anything more? No. I would just say be blessed.

[00:54:39] It’s. That’s it. And then it all comes through Christ and. And I want it for everyone. So be blessed. Be blessed.

[00:54:51] And if you don’t know him, know him and and know that the blessings come. And if you if you do know him, I mean, just be encouraged and in your walk in this life, because I mean, maybe I say life isn’t easy and maybe now they can understand why I say life isn’t easy.

[00:55:10] But I mean, yeah, I would just end with the blessed.

[00:55:15] Hey, man. Definitely be blessed. Well, Joanna, this has been really a delight. Thank you. I know you’re really busy, especially just coming back from travels and you’ve got a full load on you. So I really appreciate the time that you’ve taken out to.

[00:55:32] Yeah. Yeah.

[00:55:34] I thank you for the opportunity because it is. And it’s coming as approaching 40 pretty quick here. And it is it is taking those moments and that and what you can put into people is comes more and more important in life.

[00:55:53] So, yes, it does. And all of your love, your comment earlier on, you know, invest in people for eternity, double on your exact words.

[00:56:01] But just. Well, thank you.

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[00:56:49] Have a great day.