Freddie Sahar: Unlocking More Deals from Your Database

The HyperFast Agent Podcast

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4M ago 26:42

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In this episode of the "Hyperfast Agent Show" podcast, Dan Lesniak introduces a segment from the 2023 Hyperfast Agent Summit held in Arlington, Virginia. The focus is on leveraging the potential of real estate agents' existing databases to unlock more deals and revenue. Database expert Freddie Sahar shares insights on database lead management and avoiding dependence on external lead sources like Zillow Flex. The episode emphasizes adapting to market shifts and highlights five key opportunities within agents' databases:

**Average Contact Attempts:** Understanding and increasing the frequency of contact with leads through calls, emails, and texts. A balance among these modes is crucial for effective communication and lead conversion.

**Lead Follow-Up Procedures:** Establishing clear, written standards for lead follow-up is essential. Agents should be guided on how to effectively engage with new leads and the importance of consistent, multi-modal follow-up.

**Database and Lead Management:** Ensuring effective management of the database to track and respond to lead follow-up lapses. Assigning responsibility for this task is vital for maintaining database health and maximizing lead conversion.

**Agent Pipeline Management:** Balancing the number of leads an agent can effectively handle, typically around 100 leads. Regular audits and meetings help maintain focus and prevent overload.

**Listening to Agent Calls:** Monitoring and providing feedback on agents' calls to improve their communication skills and lead handling techniques. This practice helps in identifying areas for improvement and encouraging better engagement with clients.

The podcast underscores the importance of effective database management, structured follow-up procedures, and continuous agent training and support for success in the real estate industry.

Join Freddie as he discusses:

**Maximizing Database Potential**: Emphasizing the importance of effectively utilizing the existing database to uncover hidden opportunities for more deals and revenue.

**Strategic Lead Follow-Up**: Highlighting the need for establishing clear, written standards for lead follow-up, including the balance of calls, emails, and texts to engage leads effectively.

**Agent Pipeline and Call Management**: Stressing the management of agent lead pipelines to avoid overload and the significance of listening to and providing feedback on agents' calls to improve their communication and lead handling skills.

QUOTES TO SHARE

**On Database Potential**: "We all have a database that has more deals in it, more dollars in it than we're currently getting." - Freddie Sahar

**On Lead Follow-Up**: "If we're not giving [agents] the ability to know how to follow up with leads, we're setting them up to fail to make these average 25 contact attempts." - Freddie Sahar

**On Call Management and Feedback**: "Listening to these calls and improving our agents' communication skills and their confidence on the phone at the foundational level will increase all of these other four opportunities' success that we've talked about today." - Freddie Sahar

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**Average Contact Attempts:** Understanding and increasing the frequency of contact with leads through calls, emails, and texts. A balance among these modes is crucial for effective communication and lead conversion.

**Lead Follow-Up Procedures:** Establishing clear, written standards for lead follow-up is essential. Agents should be guided on how to effectively engage with new leads and the importance of consistent, multi-modal follow-up.

**Database and Lead Management:** Ensuring effective management of the database to track and respond to lead follow-up lapses. Assigning responsibility for this task is vital for maintaining database health and maximizing lead conversion.

**Agent Pipeline Management:** Balancing the number of leads an agent can effectively handle, typically around 100 leads. Regular audits and meetings help maintain focus and prevent overload.

**Listening to Agent Calls:** Monitoring and providing feedback on agents' calls to improve their communication skills and lead handling techniques. This practice helps in identifying areas for improvement and encouraging better engagement with clients.