{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"096: Filling your Buyer Pipeline with Current and Future Clients: Part 1 with Janet Judd","description":"How is your business growing and flowing right now? I hope you have a pipeline full of clients who are looking right now or planning to buy or sell in the next few months. We know, though, that hope is not a strategy. We need better tools than just hope to get our buyer pipelines filled. We know that a whole lot is happening in the real estate industry right now. We will be having several months of focusing on tools you can use to communicate more clearly, to set better expectations, and to create great experiences for you and your clients. February\u2019s guest is Janet Judd. She\u2019s a 2022 ABR\u00ae Hall of Fame recipient, Missouri Real Estate Commissioner, former President of the Missouri Association of REALTORS\u00ae, and she has won a number of awards in the business. She is going to give you real actionable tips to help you fill your buyer pipeline for 2024. As a reminder, this a two-part episode, with the second part coming later this month.    [3:17] Janet is a solo agent in Missouri who has been selling real estate full-time for 38 years. She loves what she does and has a servant\u2019s heart for volunteering.  [5:42] You are the product when you\u2019re meeting clients. They need to know that you\u2019re engaging. You need to be credible and communicate to them the value of doing business with you.  [11:08] Janet discusses an app that let\u2019s you call someone\u2019s voicemail when you can\u2019t chat.  [14:15] For Janet, a pipeline means knowing she will be able to have a buyer close on a property. [15:00] Janet takes the most motivated ones out to show properties. She leads them along the pipeline with frequent contacts and suggestions.  [16:04] Janet has buyers in the pipeline for months. She keeps all her contacts in the loop so they don\u2019t run off with someone else. She gets them under a Buyer Agency Agreement as soon as she can.  [21:05] When buyers know what they want, it\u2019s easier to define and find it. Then you have to hold their hand and make sure they stay patient while you do your job.  [22:00] Janet discusses the CRM she uses. She also keeps a file folder for every contact in the pipeline with notes. She goes through all the folders each day, making contacts as appropriate.  [27:10] Sometimes you lose an opportunity. Ask people who may be a year from buying how often they want you to contact them. Janet discusses how to motivate them. [29:34] Janet invites people to sign a Buyer Agency Agreement at the first meeting. She writes the agreement for a year. It\u2019s a two-way commitment. Don\u2019t disappear from view. [33:15] Janet\u2019s last word: \u201cI really just want you to understand the fact that you\u2019re the product. Help them make that emotional decision to work with you and be excited about the opportunity to work with them and help a dream come true \u2014 the American Dream come true.\u201d [34:02] We will be continuing with great education to help you work more clearly and more intentionally with buyers. Join us every two weeks for new episodes and review the past episodes if you need help with specific topics. Thanks for joining us! Go out there, improve your system, and sell some property!   Tweetables: \u201cI\u2019ve been selling real estate full-time for 38 years. I don\u2019t have a team. I\u2019m a solo agent and I still love what I do and definitely have a servant\u2019s heart for volunteering.\u201d \u2014 Janet Judd \u201cBeing a buyer\u2019s agent, you\u2019ve got to dance the way they want you to dance. It\u2019s on their schedule. When they call, you\u2019ve got to pop up!\u201d \u2014 Janet Judd \u201cHelp buyers to make that emotional decision to work with you; be excited about the opportunity to work with them and help a dream come true \u2014 the American Dream come true.\u201d \u2014 Janet Judd   Guest Links: Janet Judd on LinkedIn NARRPR.com REALTOR\u00ae Property Resource Slydial American Greetings digital cards Top Producer\u00ae NAR Library NAR Resource Links NAR.realtor\/technologyABR\u00ae SRS   Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! crdpodcast@nar.realtor Crdpodcast.REALTOR Learning.REALTOR \u2014 for NAR Online Education Training4RE.com \u2014 List of Classroom Courses from NAR and its affiliates CRD.REALTOR \u2014 List of all courses offered Host Information: Monica Neubauer Speaker\/Podcaster\/REALTOR\u00ae Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica\u2019s Facebook Page: Facebook.com\/Monica.Neubauer Instagram: Instagram.com\/MonicaNeubauerSpeaks Guest Bio Janet Judd Former Police Officer. First female hired by a 55-man department in St. Louis County \u2014 in the early \u201980s. First female elected Class President at the St. Louis Police Academy. That\u2019s why I teach the updated and revamped NAR REALTOR\u00ae Safety Course via Zoom and in-person. 2022 Chair of NAR\u2019s Safety Advisory Council. Presented Safety Topic at the August 2021 Leadership Summit. First Hispanic to be elected President of Missouri REALTORS\u00ae and St. Louis REALTORS\u00ae. Missouri Real Estate Commissioner. 2023 Triple Play Instructor. 6000+ attendees from New York, New Jersey & Pennsylvania. NAR Appointee to the elite Professional Standards Advisory Council. Janet Judd, CRS, CIPS, GRI, ABR, SRES, AHWD, RENE RE\/MAX Results Broker-Associate 2021 President Missouri REALTORS\u00ae 2016 Salesperson of the Year Missouri REALTORS\u00ae 2015 President St. Louis Association of REALTORS\u00ae Hall of Fame Member Realtors\u00ae Political Action Committee RE\/MAX International Hall of Fame St. Louis Magazine 15-year Five-Star Award Recipient For Client Customer Service www.JanetJudd.com ","author_name":"Center for REALTOR\u00ae Development","author_url":"http:\/\/www.CRDpodcast.com","html":"