Maximize Your CRM and Transform Your Database into a Brand-Building Powerhouse

Greg Langhaim, Owner and CEO of Go Idaho, and CINC's Director of Strategic Partnerships discuss leveraging your CRM for more than just sending homes and holiday messages.

Key Takeaways:

• Embrace Authenticity: Align your brand with your passions. Whether it's a love for the outdoors or a unique hobby, integrating personal interests can make your brand more relatable and memorable.

• Community Building: Greg shared how he created a strong community around his Bigfoot-themed branding. By consistently providing value through local event updates and engaging content, he built trust and recognition in his market.

• Effective Database Management: Keeping your database organized is crucial. Greg likened it to a grocery store—everything should be in its place. This approach helps in efficiently managing leads and ensuring no opportunities slip through the cracks.

• Consistent Communication: Regular communication with leads is key. Greg's strategy includes sending out weekly emails with local happenings and valuable resources, which keeps his audience engaged and responsive.

• Leveraging Technology: Greg uses tools like CINC's auto dialer and personalized text campaigns to maintain consistent follow-up. 

• Staying Motivated: Stay true to your values, keep learning, and don't be afraid to ask for help. CINC is there to lend a hand.

Watch the full video here or read the transcript below. 

Transcript

Greg Langhaim: [00:00:00] Use the platform like your life depends on it. Start digging in deeper. If it's just ah, the lead, go in deeper, schedule some time and just learn a little, go to CINC. You get some nuggets, just even if you get one nugget out of a CINC U. It will change your database and might help you close more deals, but it also might help you just get that aha moment to take it to the next step.

Then you go to another scene and sell the stuff like that. And then just don't be afraid to raise your hand if you have need help at all with this. You have the entire CINC staff who's gonna be, have your back and really help you through as much as they can.

[Intro]

Troy Mixon: Greg, thank you for joining all of us here. Long time CINC client Greg is and in Idaho, I'm sure you're probably cold too. So I have to be careful of how cold, I'm not sure. But yeah, brother, thank you for joining us and I love how. Awesome. You've been not only in our CINC community, but just even outside the community with just trying to [00:01:00] help agents.

One thing we want to try to do this year in 2025 here at CINC is build a better community for you guys, give you guys ample opportunity to not only, connect with each other, but why recreate the wheel when others have done it. Let's share those best practices. So we're all winning and we're all doing this thing together.

And if I ever speak and you can't understand me because I do have that Charleston Twain comes out, folks in the chat, please let us know. Greg's been kind enough to say that he's down for an interactive session with you guys today. So anything he talks about his journey and how he's used the platform, please feel free to ping those questions.

And Greg, I let you, if you don't mind introducing yourself and. Talking to everyone about the journey.

Greg Langhaim: Yeah, man. Appreciate it. And I love seeing where everyone's from. Southern California, Tennessee. And I love it. So we got people from all over, so I hope I deliver something of value for someone on here, but yeah.

So I've been a CINC client since 2013. I started with CINC in Oregon, a little town called Bend, Oregon. [00:02:00] And we made a decision as a family that it was time to maybe leave the hometown and we parachuted into a brand new market here in Boise, Idaho. We didn't know anyone. We didn't, gosh, I didn't have any contacts.

And so I needed a way to get, business and seek for me. CINC was it and so I stuck with CINC and I'll just share some personal stuff because the more authentic I can be, I hope I can relate to someone who may be feeling a little bit this way, but when I first moved here I was so burnt out of real estate, man.

I was so done, I did not want to sell another house and the thought of starting over was really defeating mentally. And I just, I didn't want to do it. And so I sat and I had leads still coming in and I would just let them fall in. And I just thought the system's going to work them for me. If something happens, great.

But I had a team in Oregon. I had my own brokerage in Oregon and I was [00:03:00] burnt out. I just was gone. And we have four kids and we're starting a new school, right? Kids were already, the family was already upset with dad. We were just, my wife and I, we'd been here for a little while now. And I was doing nothing.

I was doing nothing all day. And I was enjoying it, sales

Troy Mixon: guys do have that tendency. Sometimes we, when the opportunity comes, we'll get to it tomorrow. No

Greg Langhaim: biggie. Yeah. And I was laying in bed and my wife had her back to me and she rolled over just bawling her eyes out. And she's this is the first time since I've known you that I don't have confidence in you right now.

I don't think you're going to get us out and we, school supplies were coming and the money was tight and you have that suffocating feeling of no income as being, self employed and I just remembered that image of her or just, I think about that often [00:04:00] and I think about.

What have I done? And it reminded me of all the conversations I had with my grandpa in his trailer and he lived in a trailer and he had all these ideas of things that he wanted to do in life and all this stuff, even at his age, but he never did them. And I just thought, I don't want to ever, I don't want to be my grandpa.

I don't want to be, I love him. I, all that, but there's, I don't want to be 85 laying in my trailer, just thinking about all these things I could have done, all these ideas. And so with my wife saying that she's lost confidence in me, thinking about my grandpa and all of his business ideas, I thought, you know what, Greg, it's time to man up and get to work.

So I did. So I started getting on the phones, calling, people, just proving to myself and to my wife, more than anything, that. She can have confidence in me. I'm gonna take care of her family, like I always [00:05:00] have, and do it. And I don't know if anyone can relate to that, with how that feeling is, but it's very real and very It's just a real feeling.

I got to work, but I didn't want to do things the way I've always done them before. I didn't want to have A rooftop logo that says Greg Langham, real estate, I just thought, I'm in this new market. No one's going to know who I am. Like, how are they going to get behind that? And so that's where Bigfoot kind of came into my logo.

My branding is in the Pacific Northwest and in in the United States, Bigfoot's a thing. I'm not a Bigfoot believer. I'm not like the guy who goes to listen to Bigfoot podcasts. But I knew that Bigfoot was an iconic image that people could recognize right away. And so I thought, man, I'm moving to Idaho.

A lot of people are moving to Idaho, Bigfoot's moving to Idaho. So I just brainstorming go Idaho, like Bigfoot's going to Idaho. And so that's where that branding came into play. And I worked with the guy to get the logo right. But I thought, man, if I can just set myself up [00:06:00] and build a community around my brand and push my leads into my community, I think my chances of conversion will be a lot higher.

And so we started rolling stuff out with the Bigfoot logo and it had nothing to do, this logo has nothing to do with a house. It has no houses, no real estate website. It's just that logo. And people started to get behind that and it started to grow and grow. And so what I started to do was obviously in all my marketing, all my signs, everything was just Bigfoot.

And so when I would call my leads, because they get the email signature from the website, they'd say, Hey, are you the Bigfoot guy? I'm like, Oh yeah. And so we started having these conversations and so I started to brand myself in a way that I never thought of as a realist, a realtor, in this different idea.

And the rally behind it really took off. And so it gave me some autonomy to really reach out. And so I wrapped my Hummer. I wrapped everything in Bigfoot. And so [00:07:00] now, it's so now every, I see every company putting up Bigfoot down here in Idaho. And I'm like, I started that, I was not.

Troy Mixon: I love it. Instantly, I started thinking of, hey, you can't. You can't find the house you want. I found Bigfoot, I can find your house. I instantly, right when I saw it was like, I love the clever play. And don't worry, in Charleston we do, we, we have the swamps. That's where we think Bigfoot's high that, but yeah, , uh, I love that.

And were you already using CINC at the time? Whenever yeah. That switch game. Okay.

Greg Langhaim: Yeah. Yeah. So I was using CINC and just doing the stuff and really just a little all over the place, and then I started going to CINC Uand I started picking up these nuggets at Lance and those guys put out and I started coming back to Boise and I'm just like, I started applying some of those things.

I'm like, wait, this stuff actually works. Wait a second. I don't have to be a mess. Like when I'm calling my leads, maybe I can just follow their steps with the filters and just work those and start having success with all that. So yeah, and then I started sending out mass [00:08:00] emails about hey, local events going on here in Boise.

Here's something that you could check out. Even though I had no idea, maybe I never talked to them. I just still would put out what's happening this weekend in Boise in case they come to town. And are going to have some fun. So I was consistently doing that every single week post email, blasting out the happenings of the weekend and Boise.

And so I started getting responses back via email saying, Hey thanks so much. Have you been sending these Events schedules to me. I really appreciate it. I'll be coming out to Boise in two months. We'd love to connect, I'm just like, wait a second. What? And so we started doing that more and realize wait a second, this conversion process is more than just picking up the phone and doing it's more interactive of what people want.

And so then we started realizing that, okay, aha moment. What if we sent stuff that just was complete value add to them? No, no real benefit to us. Like we're not going to get a contract, but let's meet them where they're at. Let's be the concierge desk for these [00:09:00] leads that we haven't talked to, or we haven't spoken to.

Let's just offer everything we can restaurant guides, even though we haven't talked to them. Boom, here's a restaurant guy. Next time you're in Boise, let us know if we can help stuff like that. Yeah. And really create this. Connection with people that we didn't really have before where we were just dialing and dialing and just hoping to connect to find out so we can update their search criteria.

But when we stepped back from that and said, Hey, how can we help you? What do you need? We wanted to start giving you that information. We started noticing people were very warm to us, very warm to us. And we started to work that way.

Troy Mixon: Awesome. Awesome. And no, I do have on the back. We have February coming up 17th 19th.

I think you were partnering with Tom Ferry to it's three days of thank you. And then you get a ticket. So thanks for that little plug. I don't that team think I didn't forget about him. But I see one of our questions asked Greg. Did you have to worry about? You know any issues with blasting too many emails or [00:10:00] spam, you know was another question Did you run into any issues with that?

Greg Langhaim: I didn't know right? So I just I didn't know and so I just sent out sent out and now i'm more aware of that hey, what's the and so but at the first to just get I wasn't concerned about that I just wanted to connect more than anything. I wanted to offer value so now, because it's, I think it's become more of a hot topic than anything.

It's email deliverability. So yeah, I'm more aware of that now than I was when I moved to Boise about six years ago. So let's put that into context. And I just would just blast email blast. And I still do. I still email blast once a week. I make YouTube videos and so I'll blast my YouTube video out.

Once a week to anyone who has a valid email and it's subscribed to an email and so on and I take out anyone who said F you or don't bother me or I hate realist tours. I take those people out. I send it to everyone else.

Troy Mixon: Yeah, awesome. Awesome. Would there be for other folks that are maybe trying to, grow their brain in their community?

What would be that first [00:11:00] step you would suggest that they take in doing so? Is it just? Being like that resource or is it brand specific? If you had to say like partner before the horse or, yeah, what would

Greg Langhaim: you say? I think, and I talked to realtors across the country who asked me about branding.

And I say, first of all, like for me, Bigfoot is adventure. I love the outdoors. I love adventure. Like I, I just love that stuff. To me, that kind of works. And so when I talk to, when I talk to realtors, I say, first and foremost, figure out what's in your heart. What do you love to do? What is it that you love?

And I'll tell a quick story of a gal that I was helping her brand down in South, South part of the United States. And she was just so frustrated, so burnt out. And she's dude, I just, I don't have any joy in selling real estate. I'm successful. But I, if I don't take another listing, I'm not like.

I just don't have it anymore. And so I said, Hey, let's do some homework, some, figure out what you love. And she came back and she's you [00:12:00] know what and this was like, I was so blown away at first. She's the passion I have is end of horse. Hair or end of life care for horses.

She's that is just, I just think that horses should be in a field and die naturally, instead of being put down. And I'm like, Whoa, like that was out of left field. I like, okay. And so I started working with her on maybe reposition herself and coming up with some verbiage and a logo or something that, that was centered around that.

And all of a sudden she got so ignited with this idea of branding her real estate team and her real estate company as the go to for equestrian because she has a care of this force and the and she started partnering with vets and she started doing all this and so she's built this team and this brand now.

That started with the idea of, I really want to just help people or help horses out, end their life peacefully and naturally [00:13:00] to it's really spun into this whole thing where she is just like the go to person to list any horse property, the go to person to find any property for horses. So she was just taking whatever she could.

And I think that's why she was burnt out, but she wasn't doing what was aligned with her heart and with her passion. Another gal I worked with, they do Olympic training in another, I think it's like in Florida or something. And there's like this hill that's perfect where a lot of Olympians fly into to train on this hill.

And same deal. She realized that she was an athlete in high school. She was a runner. She did track. She set the record and she got lost in the minutia of, we got to call. You got to talk to X amount of people. You got to do all that stuff, which is important. But it took away from what was in her heart.

And so we rebranded her in a way that she could really start going down like the athletics. And so she started working in more of the athletics, started connecting with high schools, and started being the go to realtor, and sponsoring track events and being a little bit [00:14:00] more than she ever thought she was.

And she wasn't even involved with that stuff before she wanted to be just on the side. But now she embraced it and really built this community. And so with these P2 examples, which are polar opposite, we started having them build their private Facebook groups that she could start inviting groups of people into and started inviting her leads into.

So her leads from CINC has started getting pushed into her private Facebook groups, where now she was the mayor of this group that she controlled all the content. She controlled the messaging. She was the only realtor and they were the only realtors allowed in it. She let her lending partners in who partnered with CINC.

And she also would start sharing properties from her CINC platform into the private Facebook group. So if you don't have a private Facebook group, you should get one because that alone will just allow you to start marketing yourself in a whole

Troy Mixon: different. Awesome. Also, I just saw Stephanie just come in and she's, got a private mom's group.

I am a mama's boy, [00:15:00] so I can definitely appreciate that. Uh, that's awesome. That's even something on my side. I think you sell anything that, really putting your brand and having a group, because it, like you said, it helps you grow your brand, but it also helps you get in a genuine way to the masses without having to send it to a bunch of folks or things like that.

And I know you mentioned YouTube. I've had talked to a couple of clients that's obsessed growing some YouTube channels. And I think they might do some advertising on their own that kind of, some more branding there. Last night, I watched your YouTube up to now cause I know you hit a subscriber mark recently.

That's pretty big. Didn't you?

Greg Langhaim: Yeah, we had it. We just hit over a million views and we're at, yeah. So it's pretty, pretty awesome for guy just, talking about real estate in a small city

Troy Mixon: here. No. It's, it just shows that, and that's added information that you can reuse.

You can, always, context for folks in setting that. Cause I know we have so many awesome clients on the phone. What would be, cause you help other clients and you're like, is there a common theme that you hear? I like how you said passion, people trying to find their passion again.[00:16:00]

Is there maybe some ahas that you commonly hear when talking to other agents that they're not using at CINC that they might could share to help grow that or to help just. their business in general, whether it be certain tags or certain, segments, whatever it is any kind of overall theme or is everyone pretty much different?

And it depends on the struggle

Greg Langhaim: for that individual. No, I think if I'm just thinking about like the people I talk with, talk to across the country and in Canada who have CINC, I think the biggest thing when I help them out with their database or anything is just it's a little unorganized.

Organizing a database by just having, I try and teach I teach my team. I'm an active user in CINC. I still get on the phones. We still do that. I have seven agents with me. But I I keep my CINC database organized like a grocery store. So like when I go into a grocery store, I want to go down the bread aisle and I just want to see bread.

I don't want to see, chips. I don't want to see fruit in that aisle. I just am going down the bread. That's I think the biggest takeaway that I help [00:17:00] agents really understand is once your database is organized really cleanly with the right labels the right pipeline status, you will start to see CINC system really start pushing all those hot leads and those good leads right up into your.

Platform to start working deals. And it helps relieve a lot of that stress and anxiety of I've got so many leads, I don't know who I should be calling. I don't, when you organize it and apply the proper labels and kick off the auto tracks for bad phone number or wrong info. That CINC has built, you start to have peace of mind and can just focus on.

So that's one little aha or takeaway that I've noticed in working with other CINC clients and helping them get their database a little bit buttoned up. I think the other thing that I hear a lot, and I touched on this earlier is just. The look, just the passion for real estate and doing deals. It's so it's such a bummer right now because so many people have lost that because we see so many people, so many coaches, so many [00:18:00] influencers posting certain things on Instagram or in coaching, private Facebook groups, or in real estate, Facebook groups.

About their success because they called a hundred leads a day. They triple dialed and they set four appointments, and so you, if you're not into that, or if it's not working for you, it's, it can be defeating. And so people have lost that. Passion for helping people buy and sell and do an amazing transaction and that passion when you have that passion, whether it's a mom's group or, investment group or anything, you start to notice that the doors start blowing wide open in networking groups in other business avenues, you can start, it's so much easier to go in and ask to highlight a business if they have, if you're doing something there, they see your social presence.

Transcribed They'll want to contribute to your group because of what you're doing or the cause or whatever it is. And it's a great way for you to then raffle off, things in your group by using a text system. Hey, text a gift card to that number to get some partial leads going to help that conversion process.

[00:19:00] And that's what it's all about is just organizing, finding the passion. Putting them in that little mousetrap that you've created through your brand, your logo, and just keep humming and keep working them with the database and with the platform and setting those reminders. Oh my gosh.

The reminders that we have in CINC, how many, you know, past do reminders or we set reminders and forget it. So I think also treating those reminders that pop up to do as brand new leads, it will help you tremendously in the conversion.

Troy Mixon: Cool. Is there when you have new seven agents, is there a way for, like one of folks saying how to get better organized?

Is there like a couple of tips that we can share to make sure their database is better organized or at least rules that you follow, either whether you're teaching someone or you and your team to how you really set that organization in your database?

Greg Langhaim: Yeah. So if you are unorganized right now and you are just like, man, I want to get a little bit more organized with let's say my labels, and label these people.

What we have is and I believe Lance [00:20:00] is the one, Lance Simpson. If you don't, if you haven't been to CINC U and met Lance, you need to meet Lance. He is

Troy Mixon: the

Greg Langhaim: Goat for all this stuff. But the label system. So basically we would just jot down, what are the common themes we have for people who aren't interested or are no longer moving or have an agent, we just create a folder inside our label system.

That's maybe lost opportunity or not interested. And we have in that folder, we have a subset of labels based off of the top responses that we get. So we have that organized. So we know that, Hey, if someone says they have an agent, we'll like, okay, we mark them and then we move on to the next person.

And so we do that with different things like our referral partners, our vendors, we have labels. So if we can refer or organize that way. If we have clients who are needing inspections or whatever, we, we can just do it that way. So I would say just keep mental notes if you're unorganized, what are some top things that you hear people tell you when you're talking with your leads?

And most likely it's they already bought a home, [00:21:00] they're not interested, they're just browsing, or they are realtor or leave me alone. I would just start with that and work that. And as you work the database a little bit more regularly, I think you'll start to feel less overwhelmed. Any rules,

Troy Mixon: any rules with your agents that you set up for that?

So that they get in creating just. Better habits when they come on, or when they first started with you?

Greg Langhaim: Yeah first of all, I don't let them create any labels. Like they, they can, so the labels I have in there are the ones that we use. So I don't let them adjust anything because we'll get so many different labels going on.

So that's rule number one. Rule number two is they have to spend a minimum of one hour a day in the database minimum to, to. Have their leads turned on for them as a team. I look for them to shoot for 50 dials out of the database every single day. And we have a requirement that one warm handoff per week to our lending partners who helps us with CINC and who's awesome, so [00:22:00] those are the big main rules, but as far as the training to SOPs, a standard operating procedures, that's something I do with them on an individual basis when they onboard with us at our group. And then we just track that. So I have created on my operation side, just a label that I can flag when I go in and audit their leads for the week, I can just create labels.

And so that's our create that flag, put that flag label on their leads. So if I have questions, or if they did something wrong, I can. Reference that and we coach them throughout that. Yes, exactly. But do you meet with them weekly, bi weekly to coach them? So we're all, yeah, so I run a virtual team.

They're all here local, but we're all in different areas. And so we meet every other week in person at a coffee shop and in a grocery store. It's meh, but we do zoom meetings every other week, then we're not virtual.

Troy Mixon: Nice.

Greg Langhaim: Or that we're not in person.

Troy Mixon: Yeah. Yep. I did see someone asked if you mind sharing your labels?

Would that be something that you'd be up for? Yeah, happy to. Happy to. Yep. [00:23:00] Absolutely. Cool. I see I see some other questions I haven't gotten from Mitch. What would be do you use any other tools like with the AI or the Home app, but any of you, any of those tools you want to share or use or against?

Greg Langhaim: No, I think there's a place for it. So I'm a, I don't use the AI right off the bat. So I, I use my own, I built my own auto track for new leads that coming in. Just, we've just found for us, it's just. The messaging is a little bit more tight and it kind of matches. And when we get, when they get a text message, that's random.

So we've just created a little backstop and I just have it for the new leads because like I said, we can't have those P1 sit in there more than 24 hours. That's just, if that's the, that's a coaching call with me with one of my agents. But I understand that we're. Agents are busy, we're showing house running kids.

And so we have those auto texts come in that I've set up for the team just to, if you use a baseball analogy, just to be our backstop in case [00:24:00] we can't get to those right away.

Troy Mixon: Okay. Yeah, so they don't sit in 24 hours. What about those that maybe you never got an interaction? Do you have any rules of engagement to share with the team?

Or do they go to one person? If let's say, Troy signs up and he just never, never joined, never. Gave an interaction to anyone on your team. Any best practices that you've seen work for you guys?

Greg Langhaim: So we run the pond account. So first of all, like all my lead are my team members.

They're only allowed to have 50 leads in their bucket at a time. And I got this from Lance that CINC U. I think this is how he runs his team. But it's At first it was just round robin. Like I didn't care. Like they just would go. And then we just had deals falling through the cracks left and right.

And I'm like, this is a mess. What's happening. These leads are coming through, but they're already buying. And so my agents get so tired of trying to follow up when they're busy working. And so when Lance suggested that, Hey man, like you guys really should have about 50 to 60 agents per [00:25:00] or leads per agent.

I had that conversation and at first I had agents leave me. They said, no way. We joined your team because we want leads we're out. And then I had agents who were just like, Oh man, like that sucks. Like I'm never going to do anything and my business and goals and all that stuff. But the agents that stuck around their conversion started going through the roof because they were only focused on 50 leads at a time they didn't have.

300 or 400 that are trying to filter through. So with their leads and our pond, the pond hosts, those people that if we've made 10 to 12 really solid attempts with calls, text message, we've set up their custom search, so they're getting the right properties based off like where they looked around and price point, if we'd done all that.

And they're still not connecting with us. Plus, they're getting a weekly email from me for my YouTube video, a restaurant guide or happenings this week. And they're still not interacting. I give my agents permission to request them to get moved over to the pond to let the pond do the heavy lifting, keep sending the property [00:26:00] alerts, getting the email blast.

But my agents are focused on 15 to 20 hot leads that are going to be transacting in the next zero to 90 days. That's it. Okay. And so if they have someone in their pocket, in their bucket, That is four years out or three years out, man, they're not going to want to keep following up with them and keep that spot filled in their bucket or in their personal bucket for someone who's, they want someone who's a little bit more warmer.

And so there's a lot of back and forth that we're transferring leads in and out of, because even in the pond is not a garbage can for the leaves. A pond is really where that long term nurturing can really be a benefit. And if I have an agent who is transferring seven leads out of their 50, so now they're down to 43, they'll go into the pond and start looking to see who's been the most active, who haven't we talked with in a while.

And they'll move them over into their bucket to be at 50 and really start working them interactively. So that's a long answer for your question of, what point do we, but we give them 10 to 12 real solid, like college tries to get some [00:27:00] interaction before we move them over into our pond.

Troy Mixon: Beautiful, beautiful. Love it. Love it. Because that's also the thing, I've been in the industry for 13, 14 years, myself on the tech side. And, we all forget there's plenty of ways to to do it, right? And it's always nice to get them from here and there and for everyone to create, their own to what works for them.

And I, assume the obvious though I do love when we laugh of hey, we don't just send, you don't just send the searches, right? I just you don't just do that. But that is important as far as them coming back. Let's see if we put any other. When people are overwhelmed I see one comment of me trying to multitask.

My wife says I'm not very good at it. What do you, any advice for, maybe they have too many leads. You have any rules for how many leads someone is going to, should receive out of your team or advice you maybe give others to focus on when, trying to get more organized altogether with either their team or database.

Greg Langhaim: Yeah. So again, I go back to just keeping 50 leads in for each age, [00:28:00] everything. So and that really forces them to really have to make a decision of how aggressive do they want to follow up with this person. So it's really, yeah. So again, it is like at first when you first try and implement this, like it's almost like.

Your agents or even you feel like they're not going to close anything like that's not enough, but realizing that, CINC's going to keep pushing those Google Facebook leads into your, whatever lead source you have going on with CINC, they're going to still push that. So it's just going to force everyone to really implement.

If you're a team leader, implement your strategy. And your standard operating procedure for the lead flow. And if you're a solo agent, you're just onboarding all these leads. It's really going to force you to say, okay, who are my top 50 that I really want to work with? Who are my good? And then just have to, create a label or get something to filter that out.

So you're not overwhelmed completely with seeing 16, 000 leads in your database and you have no one helping you. But that's probably a deeper call and deeper message with that one person who's feeling that way. But yeah,

Troy Mixon: yeah, I was gonna say when we certainly, that's what we're here for.

We can [00:29:00] share emails to, what we want to continue to add and try to find value any ways we can guys for their other topics that you would like to have covered or. Anything that you would love to maybe learn more on. We can certainly either schedule other calls or maybe have some more great account manager teams reach out to, discuss, one off topics for you guys.

I know some I saw my boy Waylon also mentioned that how. Any certain text campaigns you've seen super success with? Yeah,

Greg Langhaim: there's one that we just, I just did with, I was on a call with another CINC client up in Canada earlier today, and we just sent out a text to about 200 of our leads while we were on the call together.

And it was just, because the weekend's coming up and just said Hey, first name. This is, agent first name in your favorite city. I had my, or I had an appointment cancel on me for this weekend. So I have some availability. Would you like to grab coffee or look at some properties?

Question mark. Send. Boom. Oh my gosh. It was like, [00:30:00] she started getting text responses. Hey not there yet, but coming out in two weeks, another response was like, I'd love to, what properties do you want to show me? It's just what? So she set an appointment. Right then and there, someone's Hey, do you have my, the right email address?

So she's able to update contact information. That's one that works really well because it's no, it's non threatening and it's like just acknowledging that you're human. Hey, I had an appointment canceled. I got some availability blocked out for you for showing houses or whatever. So I'd love to meet you if you're in town.

Easy, easy text to send out. So that's one that is just super, super slick and works. Awesome. Awesome. Appreciate that. Another point that I, one of the questions, sorry, Troy that I get asked all the time is do I have an ISA dialer? Do I have someone dialing for me in the Philippines or And I don't, I have, my agents are responsible if I'm giving them leads, they are calling for one hour in that database, they're making their 50 dials, they report that, [00:31:00] and we have tried ISAs, we've tried, and what I have found to be the best for conversion is because if by miracle someone does pick up the phone and you actually have a conversation with them, They're going to want to ask you about your market.

You're going to want to be knowledgeable about these different properties in different areas, because their questions might be, especially if you're in a relocation market, they have no idea. Maybe they may have known someone who moved there. And so we've found that just having your agents be responsible to be one dialing for us it's been very effective.

Troy Mixon: Cool. I saw a good question. One, one said, how do you manage upon multiple agents? Paul in the same leads. Who's right for the lead is signed into their bucket. Any best practices around that? I'm sorry what was that question? I think they were just, whenever signing, do you have any that are calling multiple leads when you're running the Pond account?

Like how to basically avoid any ohs or gotcha laters when assigning, signing to certain agents.

Greg Langhaim: Yeah, [00:32:00] so the way we do it is we just round robin, as the leads come in, they all get round robin, so nothing, we don't have the speed to lead, or anything, or I think it was Switchboard Sarah, we don't do that.

They just come into the agent's bucket, they work them. If we are in the Pond account, we may be calling multiple people at the same time in that pond account and we might cross shoelace or cross pollinate because when you put a lead over into the pond account, we basically are calling from the go Idaho real estate team.

We're not calling from Sarah's personal phone. We're not calling. So this is Hey. And if they pick up we'll like, Oh my gosh, I just talked to Greg from your office. He's got me all squirreled away. Perfect. That's great. So now I can go back to Greg. If I'm Scott, I can say, Hey, Greg, I just talked to one of your leads.

Are you handling them? Is that cool? So we don't worry about any of that stuff. We actually hope that it happens because one, they picked up the phone and answered [00:33:00] to, it's great that they remembered who we were. We don't worry about that again. My agents are really focused on just finding those 15 to 20 people Who are working and that, that pond, it's man, at some point they got moved to the pond, either agent a just decided it wasn't worth their time or they just were a long term nurture, but it's fair game in that pond.

And they all know it.

Troy Mixon: Awesome. Awesome. Love it. Let's see, what am I not asking my man why, while I got him? I was stuck when you said working with someone in Canada. One shocking fact I always give people is my grandfather was Canadian. Whenever they hear the accent, they never expect it. The website, now lead gen, how many lead, new leads do you have coming in a month?

Are you mainly being six years?

Greg Langhaim: So we just, someone just asked me that and we're, I just ran yesterday from January today. We're right around 97 leads that flopped into our platform. So that's where we're at. I think I saw a question in the chat about, non answer or yeah.

My issue is that non answer is unfollowed. So I just set the expectation with my [00:34:00] team that even though I still require the dials, the 50 dials per day, I know, and they know because I've drilled it in their head that we're probably not going to talk to them. That's just the reality. I don't, I do not answer my phone if I don't recognize the number and if it goes to voicemail, I look at what it said and then I just delete it.

I, and that's the same thing for real estate. If they, we just go with the expectation that they're not going to answer. So we do have some operation if we're working our P2s and we just call them because our new lead yesterday, we're in the P2s again. We're going to call them again.

This time we might send a text message followup that says, Hey, just tried to reach out to you. Is there a good time to chat? So we're not, we really go with the, we do not want to bother them. We don't want to harass them. We just want to offer that because we're going to keep calling them for the next 14 days.

As long as they're in that P2 filter, they're going to hear from us. And then sometimes we do leave a voicemail. I use a CINC auto dialer. I highly [00:35:00] recommend it because it's just so much more efficient. It pauses for you to enter the notes, all that stuff. It just keeps it. And then as a team lead.

It shows you a report. I think around 2 37 a. m. I get the report of how many dials every person made and how many contacts so It's a good check and balance with your team. I highly recommend it But so with the voicemail I don't do a ring list I just let it ring and then I pre record the voicemail.

It says hey, this is greg and boise I was hoping to connect with you I saw that you came in, I've sent you a text, few emails. Want to make sure you got the property I emailed yesterday. That would look good. I'll go ahead and shoot you a text and hopefully we could connect that way. Let me know. So then that voicemail gets dropped and then I send a text, Hey, this is Greg and Boise just left your voicemail.

Let me know. So it's just really like proficient, just. And short and sweet and it gets curiosity for them to be like, wait a second. He sent me a property. I'm not seeing it. Maybe it went into my spam folder. And so then they reached out and call back. Cool. Love it.

Troy Mixon: Love it. [00:36:00] Oh, let's see.

Let's see. You asked a question about the voicemails though. There's some wondering, how you do that. Any video texting within your group or? We

Greg Langhaim: don't. If I do record my videos via, Or in YouTube I'll just put the URL into in a text message and send that out or put it in the email.

So we do that. But one thing I do in my text, if I'm sending out an initial text message that I haven't connected, and they're in my P2 filter. I always put a Calendly link in for them to book with me a 15 minute zoom call because sometimes that works. And after post COVID, zoom's become more of a natural practice.

And so it's sometimes it's easier for people and they feel more comfortable doing it at home and, with their spouse next to them, they're not going to get caught off guard with a gotcha question or they feel like they're going to get that. So I always put that say, Hey, if it's easier, let's go ahead and just hop on a 15 minute zoom.

Here's why Kelly grabbed some time and let's chat and people do. It's surprising people do.

Troy Mixon: Yeah, no, I love that. I love [00:37:00] that. I even like how, being a follower of your social media too. We I feel like we share the same philosophy of whenever you're in sales, it's like you have one life, right?

So it's like you share it, everything's out in the open. And that's how people, to me, that's how you really done a good job of building that community, building that trust with folks and your willingness just to help people. So that's, that, that's awesome that you've done that.

And how many CINC how many deals a year, CINC deals a year? Do you think you guys close? Is it per agent? Do you, so yeah. Yeah,

Greg Langhaim: what's awesome and it's very trackable is if you have, if you're in your system for a minimum one hour doing 50 dials and just working your database, hitting those reminders, you should be doing bare minimum 15 to 20 deals per year, just out of the CINC stuff, the Google leads, the Facebook leads that CINC's thrown into your account.

You should be doing that. And so that's the benchmark that you can set for yourself with those CINC deals and your platform. So just take, 20 times the average sales price, get it by your [00:38:00] average commission, two to 3%, whatever it is, that's what you should be grossing just off your CINC platform.

And then when you start adding things on top of that. You start doing putting in your past kind of, you start adding referrals, all that stuff, you really start to see your business explode. And if you're just a solo agent right now, and you have the solo scene platform, that's a good idea for you to start thinking about is man, I'm doing 15 deals out of this platform and I can put more money into spending.

I wonder if it's. Going to be worth it to bring on another agent and then have them do 15 deals. And so now your team has done 30 deals, in the following year. That's awesome. So now you can start scaling as a team leader, but that's real good indicator. If you're in that database every single day.

And I don't monitor like when my agents get in the database because we have lives. But so if some, it works better before. They have to go pick up their kids from school. They can focus in for a good two solid hours in their database without [00:39:00] distractions. Some go in later in the afternoon when it's a little bit more quiet.

All the kids are at their sports and they can focus. So I don't, monitor Hey, you got to be in your database at 9am making phone calls. I don't roll that way. And I certainly wouldn't expect my team to roll that way. But I do expect them to do the things that I've set forth in the platform for them to accomplish.

If they even want, if they want to stay on the team and get leads. I do think, though, and I made a mistake early on, full transparency. That I thought that this was the end all be all for my agents. Like I owed it to them, to have success based off of what they were doing. And I realized that they're, you can't motivate, agents to a certain point, but if you give them the tools and the parameters to work and you hold yourself to that.

Then you're going to be successful and your agents are going to be successful. But also understand that they're 1099 contractors, man. They will go every which way. So you as a team leader have to be true to your own principles and yours [00:40:00] operating procedures inside CINC in order to keep that team CINCed up to really have success in the platform.

Troy Mixon: I might have to steal that one have marketing. Next time we do

Greg Langhaim: it, it'll be CINCed up with Troy and Greg.

Troy Mixon: Man, marketing is this easy. But I'll I'd like how I know some others asking some good questions about is there any like biggest changes that you made, I see with your auto tracks that made the biggest difference. That was one of the questions I don't know if I'm asking that right.

So I'm like, glance them over. Go ahead.

Greg Langhaim: No, I was just going to say we we'll run an auto track or like our text responder, like for a good, three weeks. And then we'll throw it in a chat GPT. We use chat GPT like crazy for messaging and stuff, and say, Hey tweak this to give us three different text messages that kind of looked like this, but Have a higher or like may generate a greater response, and then so we'll I'll track that and put that in there.

So [00:41:00] I'm messaging them up, mixing them up and switching up the messaging just to find the right sweet spot. And also, I think it helps the and I don't know. I'm no back in guy, but I don't know if changing the bird like I've heard and maybe Troy, you can speak to this. But I've heard that if you just have the same text message constantly going out.

Does that hurt the deliverability? It's why I like AI.

Troy Mixon: But, that's why I asked the question earlier. Especially, CINC specifically because our team has done a great job of enhancing it on the best version possible and it can switch up language, which does help because it's not repetitive.

It's not the same. But and I think Danielle even shared some of those stats in the group that we could probably reshare because it might have been in a comment section somewhere that I don't know if everyone saw. But yeah, it does affect it, right? Because that's how they police. Is it spam?

Is it the same message? A lot of times we don't even realize it, but just in regular talk, even if we're regular, texting my wife would probably argue I'm a little different because my spelling is that bad at times. That is never the same, but our [00:42:00] speech patterns can be such the same that it might flag it just because of you just type, you literally are typing it, but you're still sending the same, information.

But, that is, a good call out. Years, six years. That's. I'm gonna, I'm gonna need a hoodie next time I see you, though, because I do the hoodie. It'd be great to be repping it out in that, on that ice for me today. What would you say would be because number one, thank you, first and foremost, I know we've got 10 minutes left.

Can't, Appreciate you always been willing to help out everybody, such, a wonderful person. So thank you for that. What see some, I know some people thought times a day, personally myself, I've seen that differ from, I always say not even just places, but the type of person, that individual is and who their sphere itself is.

I've seen that change up and people always have to. Have you seen in your area or, clients you've worked with a specific, time of day that's really worked?

Greg Langhaim: No we really haven't. I think it's just whatever works for your schedule that you can really focus and [00:43:00] block out all the noise and just really get into your database and work it.

I think that's going to be your best practice. I know people get so caught up in like a certain time, we've tried it and for us and our team and our market, it's just. There isn't no specific time or place, it's just getting in. One thing I do, sorry, I will say, Sunday afternoons, I get a lot of responses.

Or whatever, because I think, I'm just sitting there watching football or whatever, and so sometimes I'll send out a quick text. Hey, and I get a lot of responses on Sundays, so if there's a specific day, but I don't like to work Sunday, I bust my butt Monday through Friday so that I can, yeah, so if someone's looking like they have time try reaching out on a Sunday.

Troy Mixon: I like that. And with I know the expectations, like one thing you mentioned that my experience for all these years in our space, the having all the leads in one place really is. You know, when I see teams that just always crush it or just are an [00:44:00] individual agent. He's always done. They're not afraid to just have all their leads together, right?

So there's no one's getting lost in the fold there. You ever get any hesitation from agents? Maybe joining your team to add their database? I know I've had some folks. They're like Troy, how do I get my I just, one broker Troy, how do I get my agents to add their leads? They won't add it.

I'm like, at the end of the day, some I can't help them trust you, or, but I don't know if there's any tips or tricks with that, or if you ever see any issues with

Greg Langhaim: that. I, yeah, that, it does, come up when we're onboarding an agent or two, and they're like, eh, they're a little hesitant, but I think shortly after they're working their platform, and I'm sending, I'm saying, hey, I want everyone to send a text out to their spear past clients for this happy hour event that we're doing, and giving those responses by the end of the week, they were like, wait, how do I do that for my data?

So I'm like, dude, I don't know. That's why you need to get your database into the system because you'll be able to automate and make those contacts and you'll be able to set the reminders. So there's an autopilot that you're talking consistently to your past clients. No I just, [00:45:00] I really emphasize that these are their leads.

I have a label that's just Agent Billy's leads, or sphere do not touch Greg. Whatever. It's gonna make them feel like. Okay. And and I don't want 'em if they leave the team and some, they will eventually there you go. And I get 'em outta my system and I don't, yeah.

So I just am. Pretty straight up as I can be with them, but there are, yeah.

Troy Mixon: Yeah. It's some of those you'd be surprised over the years, how many times you get asked that question. I'm just like, at some point, like it's gotta be, it makes me nervous for those people.

I'm like should I be asking these questions? Oh, but but love it. Any, parting wisdom for some of the folks out there.

Greg Langhaim: I would just say this one, if it was helpful, leave it in the chat. I want to know if this was helpful, if this was good. Second, I think you got to stay true to who you are.

Stay true to who that, if you're someone who loves horses, if you're someone who loves a certain type of dog, man, [00:46:00] start building your brand around that. In your heart, because the business will start to come so much easier and it's going to blow the doors wide open in other ways that you would never expect.

I run another completely different Go Idaho Instagram that is just Outdoor Adventure in Idaho. And we, the companies that reach out to us, they're offering my team free stays in tiny homes, we go whitewater rafting, so all because of this. Logo and pushing within my heart out there. And what I love is it always bleeds back into real estate and deals and networking.

So now I can have my. Raft guy say, Hey Greg, I'd love to send your clients, a deal. So now I can offer in a mass email into my CINC database, Hey, whitewater rafting deal, courtesy of this. Here's the special code for your discount. So whatever that is in your heart, I think that's what you have to follow in real estate.

And then just build off of that and use the [00:47:00] platform like your life depends on it. Start digging in deeper. If it's just ah, you know the lead. Go in deeper, schedule some time and just learn, go to CINCU, get some nuggets. Just even if you get one nugget out of a CINCU, it will change your database and it might help you close more deals, but it also might help you just get that aha moment to take it to the next step.

Then you go to another CINCU and stuff like that. And then just don't be afraid to raise your hand if you have need help at all with this. You have the entire CINC staff who's going to be have your back and really help you through as much as they can.

Troy Mixon: Awesome. Awesome. Thank you. Thank you.

That's a great, hopefully. My job, I'm newer here for the folks that don't know me. I'm third month in. Director of Partnerships here for SING. I've been in the industry for a long time and, really excited to, showcase great clients like Greg. So if there's ever, any information you feel like you're an expert in and would love to share the group, always, let me know.

And excited to really [00:48:00] build up our community and, flex our muscle to all start kicking some butt together. Love it. Love it. Love it. Thank you, Greg. Hope to see you soon, brother. You got it. Take care.