Agent

Video: The art of the pop-by

How to generate leads with short at-home visits
  • Scripted openers and closes have their place, but use the FORD framework to keep your pop-bys natural and genuine.
  • Release the need to steer the conversation to real estate. Your past clients and leads know you're in real estate -- let the conversation go that direction naturally.
  • Use Facebook messages and videos to deliver digital pop-bys, but don't rely on social media as a substitute for high-touch prospecting.

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In our latest episode, we talk about the beautifully simple, old-school tactic known as the pop-by. Greg inherited his love of the pop-by from his father Terry McDaniel, a 40-year veteran of the business, who masterfully used the pop-by to keep in touch with past clients and his sphere of influence to generate referrals.

 


Hosts: Greg McDaniel and Matt Johnson talk pop-bys.

“I can guarantee that your clients, past clients, leads — anybody you think might be a good pop-by, honestly wants to see you. They know, like and trust you.” -Greg McDaniel

The pop-by is exactly what it sounds like — you “pop by” someone at home. This works great for anyone in your sphere of influence, including current and past clients, referral partners, friends and family, and even prospects you’ve been in contact with.

We talked about the mindset of the pop-by, such as who deserves a pop-by, why even do pop-bys and how to approach them with the confidence of knowing that people honestly want to see you.

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Then we shared some specific scripts for breaking the ice, starting conversations and wrapping up with powerful questions that add value. We also shared proven ideas for value-add items to bring and what to leave if no one is home.

We finished by sharing a powerful script called The Carousel, which you can use to generate solid leads off pop-bys. And we discussed how to use personalized messages and videos on Facebook as a digital pop-by.

By the end of this episode you’ll be armed with the mindset, scripts and tactics you need to effectively use pop-bys to generate leads and referrals.

Click here for full show notes and free pop-by scripts download, or click here to subscribe to Real Estate Uncensored on iTunes.

Matt Johnson is a marketing consultant and co-host of real estate podcasts and live video series such as Real Estate Uncensored and Lead Gen TV.

Email Matt Johnson.