Talk About it Tuesday 6-2-26
Prospecting and Community
30 min Video: https://youtu.be/pWeaZGGWmEU
Notes:
Talk About it Tuesday 6-2-26 Meeting
Resources: https://familyfirstrealtyinc.com/talk-about-it-tuesday-6-2-26/
Key Outcomes
The team discussed community engagement and prospecting strategies as core business development tools, emphasizing relationship-building over volume. Multiple agents shared successful examples of repeat business from consistent client touchpoints, with consensus that agents who persist through slow markets gain market share as competitors exit.
Decisions Made
- Virtual open houses will be piloted starting with Chris’s Franklin properties on Friday 11am-2pm, with team members encouraged to engage online to boost visibility https://www.facebook.com/share/18reTVUU4o/
- Banner program expansion approved: Franklin High School graduate banners increased from 50-60 to 83 banners with capacity for future growth at two additional downtown locations
Community Initiatives Highlighted
- Franklin High School graduate banners (year 6): 83 banners displayed on Main Street downtown, started during COVID when seniors couldn’t walk across stage; generates significant parent engagement and business visibility https://youtu.be/yXzJO4_-FZ0
- Free headshot event Thursday at Franklin office with Brittany (local photographer/Christine’s client): Free for company agents, $40 for community members, normally $50; available 10am-noon https://www.facebook.com/share/p/1BBKcByPqB/
- Chris exploring Norfolk Ministries (8 years involvement) and SPCA volunteer work as community engagement channels that align with personal values while building local presence
Prospecting Strategies Shared
- Amber’s CRM success: Automated monthly email through Total Expert CRM to 20 contacts resulted in $665,000 listing when client replied about December move; demonstrates value of consistent touchpoints
- Title Toolkit for prospecting: Provides property owner details, mailing addresses, and email addresses for $0.15 each; enables neighborhood-specific campaigns with detailed comp data (email Jeremy Williams at Shaheen Law Firm to get started.)
- NextDoor.com platform: Business advertising available for $90/month with daily ad placement; Chris recommends using video content and personality to build local recognition
- Rinse and repeat principle: Send postcards in waves (120 addresses), follow up weekly, then door-knock after months of mail presence; consistency over time wins over one-time mass outreach
Agent Success Examples
- Angela’s referral chain: Single relocation client 10 years ago has generated 4 transactions (2 purchases for client, 1 purchase for client’s mother, now listing)
- Christine’s church/client connection: Photographer Brittany is both church member and repeat client (sold previous house, sold current house on Robin Hood Road, bought current home)
- Amber’s PTA investment: 8 years of “blood, sweat, and tears” yielded 2 direct clients, but one client generated 3 high-value transactions including most expensive listing
Market Context & Philosophy
- Matt Rathbun newsletter excerpt shared: Wall Street Journal reports agents quitting in year 4 of slow market; Rathbun argues this creates opportunity for agents who persist—”markets reward agents who keep showing up when conditions are ugly”
- Key principle: “Call past clients before they need you, not after”; treat slower pace as time to fix systems and build database habits
- Quality over quantity: Better to have 5 people bringing multiple transactions each than 300 unresponsive CRM contacts
Action Items
- Christine: Schedule Angela and Amber for Thursday headshot appointments with Brittany (Amber wants latest available time slot)
- All agents: Join Chris’s 2 virtual open house Friday 11am-2pm to engage and boost visibility (created in Facebook Office Page – please engage)
- Mary: Schedule open house at Tidal Bay property (weekend after next); ensure open house details entered in MLS for syndication to Homes.com 6/13/26
- Amber: Send out Matt Rathbun newsletter excerpt with meeting notes; research REIN CRM drip email tool for team use (see above)
- Chris: Conduct property walkthrough with Lisa Taylor, establish listing terms including commission structure and photography fees before signing any agreements
- Amber: Support Cesar with investor offer writing (he’s looking at Virginia Beach properties; team recommends expanding to Chesapeake for better value)
Announcements
- Shaheen 6-week lead generation class starting: Covers AI tools and one-contact-at-a-time prospecting; Jeremy sent email 3 weeks ago
- Title Toolkit access available: Free through Shaheen partnership (expensive outside); requires signed disclosure form and login through Shaheen link
- Continuing education update: New rollover rule allows unused CE hours to carry forward; Shaheen Lunch & Learn provides 5-6 hours of CE credit
Thank you all for participating and engaging in our relationships and our business. Have a great week.
