Are You Too Nice To Work With Middle Of Funnel Leads?-with Barry Jenkins -EP 154

On this episode of the Lab Coat Agents Podcast, Jeff talks to Barry Jenkins about middle funnel leads. If you aren’t familiar with middle funnel leads or don’t know what to do with them today is the time to learn. Barry is the CMO of Better Homes and Gardens based out of Virginia Beach. His team sells over 900 units per year. He is also the head realtor for Ylopo, which teaches lead strategies to agents. He also wrote a book called, ‘Too Nice For Sales’. You don’t want to miss this.  Episode Highlights: What are the middle of the funnel leads? What do you do with them? Barry is going to teach about them today. Have you heard of Ylopo?  Tooniceforsales.com is a really cool resource for agents. Make sure to check it out! Barry shares his background and journey in his career. He struggled a lot  Barry explains what he has done with Ylopo and how it connects to the content of his book, ‘Too Nice For Sales’; The kindle and audible versions are available. The printed version should be available on Amazon on March 5th. Who doesn’t want an abundance of sales? Barry explains how he had learned to scale a business off of the bottom of the funnel leads. How are you going to be successful in the next 5-10 years with online lead generation? Barry has insights and advice for you. Jeff asks Barry to explain how he has said he learned how to sell unethically and how he has evolved from there. Barry shares his story from 2008 when the market crashed and he had to get another job to support his family and how he had some miserable experiences that lead to a crisis moment of learning what worked and how he wanted to live his life. Your desire to help people regardless of how they react to you should be your motivation.  Teaching nice people how to have uncomfortable conversations helps them to not be useless. There are problems with the classic pushy sales pitches. What are better ways to handle resistance? Barry shares common rejections when you call a lead and misunderstandings that agents have about it. A recent study said that 92% of all New Year’s resolutions fail by January 28th. Why is that? How does that apply to real estate? Make customers feel amazing about their objection and act like they need you by asking really good questions. How do you build an authentic reputation? Empower your customers by making everything super easy for them and not waiting for them to get ready. Barry talks about how he learned to speak with eloquence and impact. He created a course that goes through each chapter of his book that leads to success in question asking. Recording calls that agents have with clients and going back to listen to them is so critical. Why? Jeff and Barry discuss how to find success in this area. Use Facebook groups, join them, follow them, and look for the people who are asking questions. Build community to build business. Jeff asks Barry to share practical strategy for engaging with the leads in a pool where a lot of people aren’t swimming- the ones that are “not quite ready”. Barry shares about the training that he offers and how to connect with him.   3 Key Points: The middle of the funnel leads deserves your attention. Barry has a passion to help folks realize there is a lot more money out there than they think.  Sales strategies can go in a lot of different directions and understanding what is ethical and what your passion is so key. Creating a false sense of urgency does work but there is a better way to help people.  Putting your own interest second and having an authentic conversation with customers goes a long way. How you handle tension and evaluate what the right decision is for a client should outweigh just wanting to be nice and it is better for everyone in the long run. Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Barry Jenkins Too Nice For Sales | Ylopo 2022 Success Summit | https://buyingva.com | text the word “nice” to 757-780-1241 to get added to his community | Chime (Sponsor) RedX (Sponsor)