Leads, Listings, and the Secret Sauce to Landing Big Clients and Referrals

What happens when you combine a high-ROI platform like CINC with a wildly creative, relationship-first mindset? You get Greg Langhaim’s playbook for turning leads into loyal clients. In this webinar, Greg joins CINC’s Director of Strategic Partnerships, Troy Mixon, to unpack the real-world strategies that are helping agents across the country work smarter, connect deeper, and close more deals.

From leveraging underused tools like text responders to sending raw Idaho potatoes as unforgettable follow-ups, Greg shares how he’s built a scalable, human-centered system that doesn’t just generate leads—it builds trust. Whether it’s a Monday “weekend recap” email, a Friday local events roundup, or a playful open house campaign, every tactic is rooted in one core belief: people want to work with someone real. 

Watch the full video here or read the transcript below. 

Transcript

Troy Mixon: [00:00:00] Good afternoon everyone. I hope everyone is having a beautiful day. Thank you for joining us here. I'm Troy Mixon, director of Partnerships here at CINC, and we have our wonderful client, Greg Langham. Idaho's finest, Mr. Sasquatch one of the first guys to, befriend me as I joined about eight months ago.

Greg, thank you for all that you've helped, not only myself, but our community with, doing webinars like this. And I know that you coach and help, folks refresh or get reengaged with their platforms. No matter systems, et cetera. Would you know, love to have this call to give everyone some ahas that you've maybe seen over this summer.

'cause we were all ling the holidays, the family, the no school, and some real estate. So how you've been able to help others maybe with some system tips and tricks, some ahas, and then some of the kind of, branding or things they can, implement today in their business.

Greg Langhaim: Yeah, absolutely, man. [00:01:00] Thanks for having me, Troy. I love it. It's my passion. I love getting into people's CINC databases and just helping 'em see those aha moments and that low hanging fruit because honestly, this is like the highest ROI system we have. We don't do the Zillow game. When we work the CINC platform correctly, it's amazing the return of investment we have and the money we can, and also how we can scale.

It's huge for us. I absolutely love that about CINC and I love helping have everyone out. So I'm happy to be here, happy to help and pour into any. Anyone in any how I can or any way I can.

Troy Mixon: They, everyone, at least he's the one giving all the tips and tricks. 'cause he is got the Idaho accent or no accent, maybe like a weatherman type deal.

Like they might be in trouble if they're trying to keep up with my the Charleston or Southern draw. But, but no. Thank you, Greg. And yeah let's dive right into it. What are some things, or are some, maybe some tips that are, I know you've mentioned helping folks get listings with a feature.

Mind sharing with the audience [00:02:00] some ahas that they could take away to implement today.

Greg Langhaim: No, not at all. Happy to. I have the, I'm blessed to be able to help so many CINC clients jump into their platforms and retool some things. And the frustration and complete honesty is man, we want to convert now.

Like we, we have these leads coming in. Some are good, some are bad. That's the nature of internet leads, right? Yeah. But some of 'em are just taking a long time to nurture and to pop, and it's like, what can we do now in the CINC platform to get business today while we're waiting and nurturing and messaging those leads who are maybe six months out, eight months out, 12 months out, 14 months out?

I think one of the biggest hidden gems that the CINC platform has to get now business is those text responder codes. It is so crucial that you are using those text responder codes to get listing. I'll show you, I'll tell you how we're doing it. So as someone, if someone calls your CINC number [00:03:00] and you don't pick up and they don't leave a voicemail and they're not in your system at all, CINC gives that lead to you or that number to you and saves it for you as a partial lead.

Same thing if someone's to go on a property on your home valuation page and enter in their property value to find out like what their home is worth, but then they get a little like timid. They don't want to connect with you. They don't wanna put in their information. What's awesome is CINC saves that property address.

And gives it to you as a partial lead. It's not a full lead, so it's not gonna be seen on your dashboard because it doesn't have the full name, email address, or phone number. It's saved as a partial lead. So to find that you have to go to filters, lead type, uncheck, everything. Just select partial, and there's your partial lead.

And if anyone goes and does that, they're gonna see a lot of phone numbers probably, and some property addresses. So the reason why I bring that up is because that's how you're gonna be able to find. You're now business not through those, because those are lot and complete [00:04:00] honesty and transparency. A lot of those phone numbers that we have in our partial leads are spam.

They're just telemarketers. So what I'm just bringing that up because as you go into creating text responders, people who respond to your text. Codes, that's where they're gonna go. They're gonna fall filter into the partial leads. So that's the only reason why I bring it up. So what we do, if you are sitting as a team leader or you're sitting as an agent and you're just like, man, I'm working my database and things are going, but I need some now business and I want to get some listings, the first thing that you do is if you have a new listing in your neighborhood, your market, whatever.

You don't have a new listing, get written permission from the listing agent that you can advertise that listing. Create a flyer with that picture of that home, of that new listing, and have the flyer say, just list your neighbor's home, just listed. Text the word price to see if we've overpriced it, underpriced it or price it just right.

You have to keep in mind that the [00:05:00] messaging that you give to your clients, whether that's through. Calling your leads, texting your leads or doing postcard mailers is you have to pay attention to the number one radio station that they listen to, and that's WIFM, what's in it for me? So if you are sending out anything in print.

You have to keep in mind what's in it for the seller to get them to respond. So a seller might wanna know, is it pri, is that is my neighbor's house? Overpriced, underpriced, or priced just right? So they're gonna text the word price to your CINC number, which will then create an auto response back to them that says, Hey, we just your neighbor's home is listed at 800,000.

Do you think it's gonna sell the next 30 or do you think it'll sell under or over 30 days? And make it playful. Yeah. So that's what we do, and so we can drop all around that listing. But the beauty, the beautiful part about all this, Troy, is you get the [00:06:00] homeowner's cell phone numbers, right?

Yeah. And that's the magic. So now you have cell phone numbers. To the homeowners who live right around that listing or another competitor's listing. So you launch that campaign, get out there, knock instant responses come through on the text responder into that partial lead. So now you can text those leads all day long and let 'em know when the house goes pending.

And then even better when it sells, you can canvas the neighbor even larger, or the neighborhood even more and say, Hey, your neighbor's home just sold. Text the word sold to find out. How much, what it sold for, how many days of market and how many offers. So again, WIFM, what's in it for me? If I'm in that neighborhood, I wanna know what my equity position is with that neighbor's house.

'cause I know that neighbor's house and that neighbor's house sucks compared to my house. So then they can go in and text that and the auto response will kick back and say, yep, we sold, or not we, but if it's not your listing, yeah. If it is your [00:07:00] listing, you can say, we sold that neighbor's home for 800,000, 23 days.

Two offers. Have you considered selling in the past few months? Because we all know that when one home goes on market, two or three will pop up right away or within that listing period. Yeah. So that's how you can drive traffic now, business through the CINC platform. That's available for free. Like we don't have to pay for these leads.

We do with sweat equity. Yeah, we do with having to drop these or mail 'em, but now we're getting instant local leads coming through all off of this platform that CINC has for us through these text responders. So that's one way to get instant business. The next way is if you're doing an open house and you're, you'd say you're doing it on a Saturday from 11 to two.

Canvas a neighborhood, or you have to mail. If you're in an HOA with strict, HOA rules or gated communities, you have to plan. But you can mail into that neighborhood before the open house [00:08:00] and say, listen to the homeowners open house open house this Saturday. What is it?

Open house is Saturday. Special giveaway at two 30 for the homeowners. Text the word giveaway for the details. Again, we're trying to connect with the homeowners who live around the open house. Those are leads that we want as well. Not only the leads that come into the open house. The leads that are around the open house.

So when they text the word open house, we have an auto response that says, Hey, just wanna apologize for the extra signage in cars in your neighborhood this weekend. As a thank you, I wanted to invite you to the open house after the public leaves at two 30 for a special drawing. I hope to see you there.

What do you think is gonna happen at two 30? Yeah. John and Susan are gonna walk down to the open house and they're gonna ask you, Hey, how was the turnout? Did you get a lot of action? What did people say? I know this health. I know these people. Gosh, if they're asking this, do you have time to come back to my house sometime next week?

I'm not thinking about selling, but I'd love for you to gimme a market evaluation and kind of see where I'm at. So you're meeting these people, [00:09:00] this homeowners, and the best part is you're getting their cell phone numbers. So when they text the word open house, immediately you have their cell phone number so you can follow up, Hey, I just did an open house last week and it was so great to meet you.

Or, I'm sorry I didn't see you at the giveaway. Just wanna let you know, this is now under contract. It went pending in 17 days. Have you considered selling in the past three months or in the past little while? So you have this database of gold that's just sitting there that you can start working. So you're working these local leads, you're working your buyer leads that are coming in, and seller leads both at the same time.

You're gonna start popping deals very quickly, especially when they're seeing all the stuff that you're doing. And communicating with the listings. So those text responders, man, they're absolute gold for getting listings and

Troy Mixon: getting business right away in your database. And I don't wanna put you on the spot 'cause I know there's only certain things we can do when we having this [00:10:00] big of a webinar as far as sharing to doesn't kapo it. Is there any way, do you have any thing that if people leave their email, we can give 'em like an instruction or I can see if there's CINC training CINC training on the specific because we've got a couple folks asking if we could share exactly some of the pictures or exactly some of the steps of where that's at in the system.

And a lot of great feedback of. Awesome old, old school fine marketing, putting it into text. But being able, some of the folks aren't being able to maybe find it in the in the system itself. I can check on that too, if you don't have that. Text responders.

Greg Langhaim: We'll, yeah.

You know what CINC did in the help center, right? In the help center on the platform, if you type in text responders, there's a 14 minute training that CINC has put together that walks through like how to do a text responder for just listed for postcards and business cards. So basically I took that training.

I thought, you know what? Let's 10 x that to see [00:11:00] what else we can do with this. But CINC has a good tutorial video. It's a little, so yeah, we can blast it out.

Troy Mixon: Our one of our fearless leaders Mr. Orlando actually just said you can also send the, our way to the CINC support line to, to help you guys as well.

They'll individually can, show you guys what Greg's talking about. They thank you Orlando. Shout out to the man who runs the CINC office in Atlanta.

Greg Langhaim: Orlando's the best man. Orlando's

Troy Mixon: the best.

I'm putting that number in the chat guys.

Greg Langhaim: So that's so crucial, man. Like I, and it's such an underutilized tool that CINC has, because it can really scale your business.

And it's great for new agents if you have new agents on your team who are hungry, right? That's one thing that you can have them do right away is to get them out and doing these text responders, because that's instant success that comes from them. They get excited when they get that lead that comes in from a text responder, and it also gets them used to the platform in a different way, in a way to [00:12:00] communicate.

And so there's nothing better when you have a brand new agent who joins your team. You're showing 'em, tech responders, they're going out and they're hustling. They're not gonna drop in. Actually, we don't knock. At all. We just drop because ring and dogs barking and babies, it's we don't wanna be that guy but we'll just drop.

It's awesome to see the success and the happiness that comes in from them. Now you can go ballistic with these text responders, but my only caution is, and I, whenever I train on this I let people know. You have to be very specific to the campaign name and you can't have the same text code multiple times.

Like you can't have the word price on 16 different text codes 'cause it won't work. So you have to be specific. And then once you had these text responders come in for this neighborhood. Create a label for the subdivision that this home is in, so that now you can give them weekly, monthly market updates in that subdivision and you're just a hometown hero all of a sudden because now you're just texting them the [00:13:00] stats, the W-I-F-W-I-F-W-W-I-F, what's in it for me?

Stuff, information that they want. You're gonna get

Troy Mixon: me on that. 'cause the whole radio, my mom's been in radio for 40 something years, so oh, no way. I've never heard that terminology. What? So like now I'm gonna. Be stuck in my head,

Greg Langhaim: bro. It's the number one radio station on planet Earth. I am. Yeah.

I love it. I love it. I love it. So with these text responders, you can go beyond just listings. Like one thing, like I drive an H two Hummer, right? And it's freaking wrapped in Go Idaho, Bigfoot. Real estate. And on the back it says text Bigfoot to my CINC number. And so I get people around town texting Bigfoot, and my auto response is so cheesy.

It's Hey, you found Bigfoot. Let me know where you spotted him. And I get responses all around town. Like the most embarrassing one is like the McDonald's drive through. I'm like, oh no. But or sitting around town or at the grocery store, whatever. But man, I'm collecting cell phone numbers from people who live [00:14:00] around my town so I can text 'em once a quarter.

Hey, have you ever thought about buying or selling? Love to help you. So it's just another way for me to drum up business. Now you can take this and put this on steroids. We do. We do stuff outside of real estate with these text responders to generate more leads either for Instagram, for Facebook, like I do ticket drops.

I have season tickets to the baseball team here. Obviously, I can't go to every game, so I'll do a ticket drop on my Instagram and have people text the word clue to get an information where they, where I've hidden these. Tickets for this baseball game. I've seen

Troy Mixon: it on your social media. Yeah.

I like it. Yeah,

Greg Langhaim: it's awesome. It's awesome. Yeah, so you can go, you can do scavenger hunts, you can do anything to generate business. It's just wherever your creativity can go. Dude, this text responder that CINC has, it's the most underutilized tool I believe that CINC has. It's the secret weapon.

Troy Mixon: I love it. I see Erica blast in the past.

I haven't known her in a previous life. Hopefully all is well good [00:15:00] to see. She says that she uses that for all listings, for instant info. And would it be like, how long have you been doing that, Greg? Would you say that was a tool that maybe you started out using or that a later in life CINC aha moment for yourself or.

Greg Langhaim: Years ago I went to CINC U and they just brushed by it with these virtual business cards. And I thought, and then I started doing that on all our flyers because the price reduction stuff was going so quick, I just couldn't get flyers out. And so we have, yeah, so we've been putting 'em on our flyers for a long time.

Recently. I've just been blowing it up on social media and doing stuff like that, using 'em for that. But yeah, it's been a staple feature for a long time for me. Awesome.

Troy Mixon: Love

Greg Langhaim: it.

Troy Mixon: I know Jessica just asked too, so I'm trying to get to some of the questions when I see 'em. Yeah. For the text responder, how'd you get, how do you get their name, email, et cetera?

'Cause you have the, you get the number. Is that kind of going back into maybe some of the playful. Where you were saying like, Hey, after you get the price off, I don't, you know your campaign. Yeah. Know it's [00:16:00] how you run it. Better than me, but I think Yeah, over under 30 days or whatever.

Greg Langhaim: Yeah. What's over and under on this? Yeah, so we try and get that name and number eventually, but sometimes we just have to go through like other services like forewarned that can backdoor the information that way. If we have someone show up at an open house, like for the drawing, like a a neighbor that comes, we have them register for that drawing.

Just, and then we try and connect the dots that way. But we don't spend a lot of time trying to track down their information at all. Okay. Because we'll find out like, hey, if they want us to come outward to the place for a listing we'll ask 'em for their address. Then we can pull it up that way then it's all good.

Awesome,

Troy Mixon: awesome. And I don't know if it's cool to jump to this now, but I saw in the community a couple weeks back what led me to, Hey, Greg can we borrow some more of your time? And. And a lot of people were giving feedback about some of the magic emails maybe that you've used to, I hate using the word magic sometimes because I'm like, yeah, there is no magic [00:17:00] pill, bullet, whatever analogy.

But it, it created a lot of buzz I know in a couple comments within our Facebook group. I had to ask you about it, right? If you, is there anything there you could share or thoughts around what's been working, this summer for you and some of your clients?

Greg Langhaim: Yeah, so this one thing I always coach, coach realtors on with CINC is, we have the power to mass communicate, right? Mass text and mass email. And I think we get used to, as realtors, we get into this rut of just sending market information, rate information, price drops, builder incentives, stuff like that.

When really these leads who come in and log in, they're just coming to look at the MLS, right? They're not coming to buy a house today. And I think that's the mindset we have to have is we have to switch our mindset to be like, you know what? They're here to look at the MLS. How can I befriend them, get to know them, help them with what they need, and then gradually work that.

But one thing that you have to keep in mind is these leads, we don't know them. We don't know if they follow us on social or anything like [00:18:00] that. So what I train and what we do is every Monday we go in Troy and we give a little smooch, kiss to these leads and we call, we make the first move.

And what I mean by that is like I, in my mind it's like we're dating and so like I'm gonna go in for a kiss even though I don't know them very well. And so what we do is we send a picture of something we did over the weekend of us just in our town, in our city with our family. And we embed that and we put that in the CINC email and we say, Hey, we, and we call the subject line weekend recap and we just say, Hey, hope you had a great weekend.

This weekend was awesome. Went camping. It was so great. I love living in Idaho. Hope you had a great weekend. Bam. Send that out because they have to get to know us People do business with people they know and trust. Yeah. And how can they get to know us if we're just sending rate information market update.

Troy Mixon: Yeah. And sometimes too, Greg, even like sometimes not even the know and you can know [00:19:00] someone 'cause I you just. I just had a little aha. 'cause there's someone in my town who is a friend of mine and like she uses CINC, but I follow her because she gives Great Friday updates. Family, this is what's going on in Mount Pleasant, like our sub area of Charleston.

And it's a great keeps me in tune to her page. It keeps me, to what she's posting because I'm always expecting it. Around that Friday lunchtime Hey, take your kids here. Thanks. You're, you're right too. 'cause it's, it can help, build your brand.

Which, I love the Bigfoot Sasquatch brand that you've got. But, and just even, I think sometimes we take for granted with Yeah, we know people we just expect that we will be in front of them, because they know us well. But that's a case in point where, she was actually even in my wedding like that close, and I literally stayed like, in front of her Instagram for her what's to come weekend Friday for families, et.

Greg Langhaim: It just, it humanizes everything, right? People, they want to be, everyone wants to be [00:20:00] anonymous right now. They don't wanna be tracked. They don't wanna, but they're starving for that connection. But they're only ready for it when they feel like they know you and trust you. And so these Monday emails that we send out.

It's a way for us to build trust with these people. And Troy, it's mind blowing the emails we get back from our leads who just share stuff that I would never even tell anyone, yeah. But they just, they open up and they're like, you're their guy or you're their gal. Yeah, this was great.

I did, I just trained this agent on this and she's in Lake Tahoe. I'm not sure if she's on this or not. She sent out her first email and she got a response and she was so excited, and she set an appointment for this August 9th and 10th of a lead that she's been trying to get ahold of but wasn't connecting.

But this one email of her having lunch over the lake at Lake Tahoe resonated with this client and felt like she could reach out. So we have to humanize this experience, and I know a lot of people send emails and [00:21:00] newsletters al already, and I think that's awesome. But if you're not doing anything, try humanizing it.

And if you're too embarrassed to do a selfie or a date night selfie with a spouse or whatever. I have an agent who is afraid to do a selfie. They not because of what they look like, but they just are self-conscious. Yeah. And so they'll take a picture of them, like walking their dog on a trail doing like the leash view or a pickleball racket.

If they're playing pickleball. Like you can still do stuff without being open to who you are, but you have to start opening yourself up so that leads can get to know you and feel like they trust you. Especially if they're relocating to another state, they wanna go with someone they know. So that's one email man.

The second email, you the second email you already touched on, and we send this on Fridays. It's a weekend update or a weekend events email. And we just list everything, like five things that are happening in Idaho this weekend and right now's rodeo season. So there's a lot of rodeos going on.

There's a fair but we go, y'all got rodeos

Troy Mixon: in [00:22:00] Idaho now.

Greg Langhaim: That just threw me for, dude we go beyond, I, like we have dairy days here in Idaho. And dude, this is where you get your cow. If you own a cow, you paint your cow and you parade the cow down the street and then like the kids all like judge to see whose cow was painted and decorated the most.

It's wild dude. But anyways, so we do the events email just to keep people up to speed of what's happening because emotion is high when it comes to moving, relocating outta state into a new state. We wanna paint a picture of what it could be like if people are living here. And it also builds you, builds authority for yourself.

They're like, man, dude, Troy's sending me this stuff. Like he's connected. I love his Monday emails. Looks like he has a great family. He sucks at golf, whatnot. Just, oh, I just kidding. I was no great golfer. I feel like I could connect with Troy. I'm gonna reach out to him and tell him our plans.

Yeah. And [00:23:00] this is all in the works, dude, with the text responders. The calls that we're making, the texts that we're sending, now we're connecting even deeper with the personal emails from us weekend events. And now we're like really creating, and the people who just are mean, we don't wanna work with them.

We just know we're not gonna be a good fit. And so it weed them out naturally. So those are like the two emails that just are gold for us when it comes to connecting with our database. We're not trying to sell everyone a house, dude. We're just looking for the 30 people who wanna buy or sell in 2025, and then we'll worry about next year, when next year hits.

Troy Mixon: Yeah. Being someone's resource, I feel like that's no matter, I lost our in sales. I've been in this industry now for about 13, 14 years, and that's what people forget. Like it's everyone's biggest, it's they just want to have a resource, and it's like you'll get the sale if you're just the resource, right?

But then so often they'll either make a sale and forget about 'em or they'll, whenever. They'll just [00:24:00] get focused, whether that is too focused on new leads or I've even seen folks where they're too focused on their sphere and they don't do their, correct touches if they have new leads coming in from different sources, et cetera.

Greg Langhaim: Yeah and always someone, they always ask, people always ask me like, who do I send these mass emails to? And I send it to everyone in my database from a brand new lead if they just came in, okay, and it's a Friday all the way to a past client who we've closed, everyone gets the same email.

Troy Mixon: Okay, cool, cool. Yeah that's a good one to know. Yeah. 'cause yeah, 'cause I guess you're still like, 'cause your focus is always being that expert in, your community around the events. I did not know people that this Friday that he did a re or what's the call email that just I can see that it works.

Greg Langhaim: Yeah, man. Good deal. Good deal. Good deal. Yeah, it's really, it's so powerful, dude. It really is. It just humanizes it. People they connect and that's the most important thing is just building these connections because the referrals that you get from people is just it's beyond, it's so rewarding. That's why [00:25:00] you have, that's why CINC is such a high ROI is because we can leverage so much. Off this platform, not just with the emails and our leads that are coming in, but through the text responders doing things outside of, doing scavenger hunts for our town, our community all running off of CINC.

It is crazy. There's nothing, you don't need another database. Everyone has 18 different databases. It's crazy like this. Once you know the syn and how to work it, dude, it is just money.

Troy Mixon: Appreciate that. Yeah, no, it's true. And would you say, would you put all that under some of the database mindset or that some of the things that you've had to coach some folks with or through?

Yeah. And what they think about their database and how to approach it. If you could share some of that with folks.

Greg Langhaim: Yeah, absolutely. So like the database mindset, I talk to a lot of people who are just so discouraged, man, honestly they don't even wanna log in because they don't know where to go and they don't know.

They know they need to call their leads. They [00:26:00] know they need to be in their system, but it's just a slog sometimes, as we know, we get burnout and sometimes it's like trying to work these leads and carry them up a mountain just to have 'em tell us they have a realtor or they're not interested or whatever.

Troy Mixon: Yeah,

Greg Langhaim: so the mindset shift that I have had that has been a complete game changer for me is I think of these people as just referrals. I think of 'em as referrals that CINC gave me. And so I connect with them. In a way that is just Greg. I connect with them how I connect with any, like a referral from a friend of mine.

I treat 'em the same way. I don't look at them as different, I don't treat them different. And we're talking

Troy Mixon: new leads like someone who signed up on your website, right? Yeah. Yeah. Okay. Okay, cool. Yeah,

Greg Langhaim: absolutely. Yeah. Yeah. So they get hit up and, and I'm just real with 'em, hey, it's Greg in Boise. I saw you're looking at houses here. I was just curious to know how Idaho came on your radar. I'd love to connect with you, yeah. I'm one who leaves voicemails. I think people have [00:27:00] to hear my voice, so I do leave a voicemail. I also send a text message because dude, text is like the key for me because 98% of people open up text messages and 90% of 'em are read within the first.

Three minutes. So for us, I want, and if we're on a call right now and I'm, and someone's calling me because I just registered on website, I'm not gonna be able to pick up the phone. But I might be able to glance at a text and say, oh, this is Greg in Idaho. I saw that. Okay, I can text you back when I'm off this call.

Something like that. But it, I'm going off a different direction, but get back to the mindset. The mindset is just these people I'm gonna be the referral. I'm gonna be their concierge desk. I'm gonna here to help them, and I'm here to weed out who I don't wanna work with. That's the biggest key for us, is to try and figure out and weed out people who just aren't gonna be a good.

Okay.

Troy Mixon: And couple questions. I know someone I just saw did someone ask are you using ai the AI within SY platform? Are you a non AI user? [00:28:00] Nothing can be held against you, Greg. Nothing can be held against you, not by me. Orlando might say something.

Greg Langhaim: Orlando, oh my God.

Troy Mixon: Albert might say something.

Greg Langhaim: No, dude I'm, unfortunately I'm not. We handle the text communication. We text, first of all, we never text out of our personal phone. Everything is done through the CINC telephone number. So all of our, and we use a CINC dialer. We are dialers and CINC number users. All texting comes from a CINC number. All of our dials come from our CINC number and and the dialer we use on a regular basis. Yeah. Cool.

Troy Mixon: And yeah, see Alyssa saying CINC chain, not leave a voicemail. I would say, one, one size doesn't always fit All right. Yeah. We've I've been at competitors for instance, right? Of, CINC and, it's, the one thing that's true is a system. You've gotta use it to how it's made for you. And find one that's made for you too. 'cause there is, there are a lot of, systems out there that can do a lot of similar things, but it's like, what is one that's going to be, used for you to track it and see if [00:29:00] it's successful for, how you want to work as well as, representing your brand.

Because I, I love how when we first met, that was your, your. Kind of thing when you move, to the new area, it was like, boom. Yeah. Like I'm starting this new brand and this is gonna be me. And that was, it was cool to have that conviction, but also it was what you were comfortable with.

So you were able to shine more, in my opinion. And I think that, that, that goes a long way for anyone selling anything. As long as they can, represent themselves that it comes through.

Greg Langhaim: And that's the beauty of CINC. It, this platform allows you to utilize it. Just what fits you.

So for me, it's one thing, it might not be the same for everyone, but I'm true to myself and I'm gonna work my business. How I know it feels good to me and I just encourage everyone to do it because that's how you're gonna be the most successful is what's in your heart and how you go.

So yeah, we tracking it too. We can

Troy Mixon: always track it, right? Track. That's what's the beautiful thing about CRM. It's see what's working, what's in your market, what's what works specifically, for yourself. 'cause I always say that, ads or [00:30:00] visitors on websites, people underestimate.

How, even if something seems the same, like it can be a different ex experience, whether that be area, whether that be who's visiting it, it's, it really is vital for everyone to monitor their stats and see, make sure that we're outperforming. Did we hit the potato?

Did we, that was one that we even mentioned last time. Did we somewhat hit the potato? I, I dunno about, because I know that was. We mentioned it last time we were together on a webinar. You mentioned it in passing, I know we teased the how a potato can lead to big deals. You care to enlighten me to how that can happen because I like french fries, but I don't know how else it'll work.

Greg Langhaim: I first have to give a shout to Megan 'cause she gave me this idea. So I'll credit to her for this idea. But what, so when we connect with leads, so say we send out a Monday email a weekend we can recap what we did and we connect with a lead and we make this good connection. And sometimes, like Troy, we've had a good [00:31:00] connection from day one, yeah. And I feel I should have done this, but now I'm thinking maybe I should anyways, but like I would ask you for your address because we have a good connection, good conversation. Same thing with our leads. When we get a good lead and we're connecting with them on the phone or email, we ask them for their address and we ask them if we can send them just a thank you from Idaho and what after the back and forth of, no, you don't need to send me anything.

I'm like listen, I'm going to FedEx on Friday. I'd love to drop something off in your mail. And so what we do is we send them a raw Idaho potato. And it says this is gonna be, this will be the, this is the best Idaho potato you'll ever taste. I look forward to sharing that potato with you when you move to Idaho.

All the best, Greg bro. Talk about an impact that those freaking golden spuds have. It's unreal. I gonna say people get those and they are [00:32:00] blown away. What it does, and we don't haw potatoes to everyone, right? We're just looking for those people that make contact. But what happens is they now have this complete connection with us.

It's almost like a preemptive pop by to a lead that we connect with. It's just our way of saying thank you and just standing out a lot different than any other realtor they may be in con correspondence with. So we mail them up, we FedEx a potato out to their front door, they get it. They're blown away.

But it completes the cycle of, oh my gosh, this guy's sending me. Great properties I'm interested in. I love getting his Monday weekend recap emails. He knows what's happening in his market on the weekends, and this, he just sent me a random potato, like he's our guy. It locks us in and what happens is we'll get calls.

That say, Hey man you're Bill and Susie's realtor in Idaho. They told us we have to go through you. Here's our plans. We're moving to Idaho. We're looking for [00:33:00] this, and this, and wondering if you have time to help us. And we're like, who's billing? We look 'em up in CINC and sure enough they have the potato label because that's someone we mailed a potato to.

So we're generating referrals off of this. We call it Golden Spud because it is our golden nugget to get referrals before we've even. Shook hands with these leads in our database. Yeah. Yeah. So I've challenged everyone to think about what's in your market that you can send in advance to those leads that you connect with.

Don't make anything. Don't send anything that'll melt or, rot or, okay, they're on vacation or whatever. But start thinking about things that you can send to start separating yourself, because right now the market's a little soft. There's buyers have a lot of choices right now.

But they're also hesitant. You want to be that guy or that gal when it comes to representing them. So these potatoes, dude they're money. They're money. They

Troy Mixon: Now, would you say your market is predominantly [00:34:00] second home or someone may be retiring or doesn't really matter? It can be like, you could it, they can be in Boise and you're gonna get, Yeah.

Like a potato. Yeah. Even if

Greg Langhaim: they're in. Even if they're listing their house and we make a connection with them, okay. A genuine good connection with them, we'll send them a potato and they're still blown away, okay. But our market, I think is more relocation. People trying to get out of more expensive states like California, Arizona, Oregon, Washington.

Yeah.

Troy Mixon: Because I'll just think for Charleston just being here. If you would change it, if it was, would you go something? Yeah. I like that. I coach. You don't tell him. You don't tell him, right? You don't tell 'em send, no. Yeah. No,

Greg Langhaim: I coach a realtor in Salt Lake and she sends, he sends a little jar of honey because that's the beehive state. I have people in Florida, I coach and they send sand, they send oranges. Yeah. Memphis they do barbecue sauce, a little thing of barbecue sauce. So there's all sort sorts of different things. Yeah. What's unique to your market that can really be a differentiator.

[00:35:00] And if I'm in Idaho and I'm coming to Charleston and you send me something that represents, I'm gonna be like, what? No way. It'd be really cool.

Troy Mixon: For sure. I'm like, the state snack is bold peanuts, but I don't even know if half this call will be like, wait, what?

That's cool, man. That's I was wondering how that was gonna be a thing. I'm like, I don't, I didn't wanna ask you before. 'cause I wanted to get it fresh just like everyone else. I'm like, how's he gonna spin this?

Greg Langhaim: Yeah. It's a game changer dude. It really is. It just, again, it humanizes you. It shows a little humor, just shows a little thoughtfulness, a little care.

And that's what people want when they're trying to look at homes online. And there's a realtor on the other end trying to connect. Yeah, they want to work with someone who's real. You know that anonymous starts to go away. They start coming outta the woodworks and start and really wants, they want to connect with you.

And I love it when they're like, do you have time to work with us? That shows that you're doing something right and we don't wanna, [00:36:00] we don't want to chase leads all day. We're not into that. We want them chasing us a little bit. So these are ways that help us.

Troy Mixon: Yeah, and I love it too 'cause not the CINC pitch, but, Orlando, one of our, main leaders in the company is in the chat giving people links giving numbers to talk to real people, and we're in an office in Atlanta, some of us are remote the Charleston.

But I like, it really is a separator for, some of the companies I came from, competitors where like they just didn't have that level of service, and yeah. I know. It can be a lot guys to. Maybe next time we can, we'll think of maybe a PowerPoint to give some pictures as well.

But it can be still a lot to take in. We're, we'll be sending everyone a reporting so that everyone has it as well as Greg's active in our social community. But Greg, any other ways besides the CINC owners community that folks can get in touch with you or.

Greg Langhaim: Yeah they can email me at greg@goidahonow.com, just greg@goidahonow.com. That's probably the best way to get in touch with me and get on a schedule for a call or anything like that, that I can help out. Like [00:37:00] that you just, I think Troy, what CINC has is what we try and emulate is.

That concierge desk approach, like I've never been able to not get something through to CINC or tech support or anything like that. Orlando, everyone is so helpful, yourself, so helpful and genuine and that's what I think is a differentiator for CINC. And so that's all we're trying to do is emulate that.

And with our leads, because you find people who have the good hearts and people who care, and that's what we're looking for. And that's who's always gonna be the best deal. And those are the friends that you're gonna have after the sale and who you're gonna take whitewater rafting or paddle boarding or whatever.

Yeah. Or those clients. And that's what we want. So concierge desk mindset, referral type mindset, humanizing it. Just being who you are is gonna be just the most powerful thing that you can do. Yep. Awesome. Awesome. Yeah.

Troy Mixon: Greg, can you give the email again? I was gonna type it in the chat.

Greg Langhaim: Oh sure.

Greg, [00:38:00] at Go Idaho now.com.

Troy Mixon: Greg, thank you so much for doing this. We're, or, look out for another email coming. We've got our friend Tom Ferry meeting with our CEO Alvaro trying to give you guys more of, these thought leaders like Greg, to, to what we can do to just add more value to, make sure you guys are using the tools, but also the resources that.

We wanna be able to provide you that you can use and hopefully continue our long partnership. Yep. You got it man. Thanks Troy. Yes sir. Be good. See ya.