The Art of the Pop-By: How To Generate Leads With Short At-Home Visits

The pop-by is exactly what it sounds like - you “pop by” someone at home. This works great for anyone in your sphere of influence, including current and past clients, referral partners, friends and family, and even prospects you’ve been in contact with.

Key Takeaways:

• Scripted openers and closes have their place, but use the FORD framework to keep your pop-by’s natural and genuine
• Release the need to steer the conversation to real estate. Your past clients and leads know what business you’re in and the conversation will usually naturally go that direction, and even if it doesn’t, that’s OK.
• Use Facebook messages and videos to deliver “digital pop-by’s” but don’t rely on social media as a substitute for high-touch prospecting.

In our latest episode we talk about the beautifully simple, old-school tactic known as the pop-by. Greg inherited his love of the pop-by from his father Terry McDaniel, a 40-year veteran of the business, who masterfully used the pop-by to keep in touch with past clients and sphere of influence to generate referrals.

We talked about the mindset of the pop-by, such as WHO deserves a pop-by, why you should even do them and how to approach them with the confidence of knowing that people honestly want to see you.

Then we shared some specific scripts for breaking the ice, starting conversations and wrapping up your pop-by with powerful questions that add value. We also shared proven ideas for value-add items to bring, and what to leave if no one is home.

We finished by sharing a powerful script called The Carousel, which you can use to generate solid leads off pop-by’s, and how to use personalized messages and videos on Facebook as a “digital pop-by.”

By the end of this episode you’ll be armed with the mindset, scripts and tactics you need to effectively use pop-by’s to generate leads and referrals!

Show Highlights

5:00 Results from October’s high-intensity prospecting program - Greg’s two-step listing process - Using TouchCMA for professional-looking CMA packets and follow-up
8:45 Outsourcing paperwork so you can focus on lead generation - How Jeff Cohn hired a TC as his first hire
11:45 Mindset of a pop-by - What it is and why make it part of your lead gen strategy
15:45 Who deserves a pop-by?
17:35 Scripts for a great pop-by - How to bring value and transition into the FORD script
22:30 Idea: Use Zillow Zestimates print-outs with handwritten notes as leave-behind items
26:37 How to overcome the anxiety of feeling like you have to steer the conversation
28:07 FORD questions are better than scripts for pop-by’s - Script for answering the question, “How’s the market?” -
31:00 How to smoothly exit conversations and leave - 3 script ideas for wrap-up questions that add value
32:00 How to use personalized Facebook messages or Facebook videos as a “digital pop-by”
37:00 The Carousel Script- How to use pop-by’s to generate solid leads - How to introduce yourself to those leads and put them into a follow-up process