# What to Say Now Workbook2020 Jared James Advance

Follow this framework to find as many as
12 transactions per year
for every 100 contacts in your database.

### Pros

• This is easy to understand
• It works quickly
• Your past clients and sphere will love it
• You'll have MANY more conversations

### Cons

• You'll have MANY more conversations
• You'll need a system
•
•

### WARNING:

If you're the kind of person that doesn't believe your relationships are critical to your success, this framework will not work for you. Take a moment right now... look at your life and recognize YOU have the power to make someone's day, YOU have the authority to make it happen, and that YOU are ultimately responsible for creating the quality of life you enjoy. We believe the shortest path to living an extraordinary life is through connecting with others– everything in this workbook is designed to make that happen.

## Opportunity Calculator: DO THE MATH!!

### Step 1: What's your average gross commission income per transaction?

Write this number on a blank sheet of paper. If you don't know, NAR says the average nationally is \$6,000.

How many people know you? This group includes your past clients and sphere of influence, but does not include your leads. EXAMPLE: If you know 250 people, divide 250 by 100. This equals 2.5. Multiply 2.5 by 12. This equals 30, meaning if you have 250 people who know you, there's the potential of 30 transactions per year by following this framework.

### Step 3: Multiply your average gCI per side by number of potential transactions

Following the examples above, we multiply \$6,000 per side by 30 transactions, totaling \$180,000 in potential GCI. Boom!

### FOLLOW THE FAST TRACK FRAMEWORK

41 amazing messages per contact per year!

##### AMAZING EMAIL#1

17 "non-salesy" emails per year.

These should be topical, conversation starting messages about THINGS THAT ARE HAPPENING NOW. By sending a message once every three weeks, you'll demonstrate that you care about your past clients and sphere of influence for more than just business.

Better still, it looks like you wrote it yourself and all replies come directly to your regular inbox.

##### TERRIFIC TEXTS#2

Birthday greetings, transaction anniversaries, quarterly lead harvesting messages, and six holidays of your choice.

That's a total of 12 text messages per year, automatically delivered to the people MOST able to refer you to their friends and family.

Expect replies. Lots of them.

##### VALUABLE VOICEMAILS #3

PRO TIP:
Ringless voicemails work best when they sound organic, so don't worry if you make a mistake!

Try to
SOUND NATURAL!

# Amazing EMAIL EXAMPLE

### What is a  "Non-Salesy" Email?

• Friendly Tone
We naturally speak more conversationally with people we know. Your email should do the same.
• Relevant to the NOW
One of the best ways to create more engagement is by referencing things that trending at the time the message is sent.
• Call to Conversation
By closing a message with questions related to real estate, you can create an opportunity to collect referrals!
• Email Signatures Matter
Use an email signature that clearly states who you are, what you do, and how to reach you.

# Expect Replies

#### This is the ACTUAL response Randall received just 90 MINUTES LATER

• Nearly Instant
You'll know this framework is successful because replies will arrive within minutes of sending your first message.
No matter what they say, take a moment and respond to their response. This is how relationships are maintained.
• Expect Results
This approach has been perfected over ten years and hundreds of millions of messages.

# Terrific Texts and Voicemail Messages

#### For best results, send text and voicemail in combination

NOTE: It's considered impolite to send a mass text at a time when you're not available for replies. Schedule your messages to go out when you have time to engage instantly.

#### Birthday Messaging

Send this text about a week BEFORE their birthday:

Hey {{c.first_name}}!– it's {{u.first_name}} {{u.last_name}}. Am I the first to wish you a Happy Birthday this year? I hope so! Do you have any plans?

And this ringless voicemail drop ON their birthday:

Hey, it's me (your first and last name). Happy Birthday! I just wanted to say hi on your special day. Let's catch up soon! Bye!

#### Transaction Anniversaries

Your past client transaction dates are stored in your MLS or transaction management system. Automate this TEXT message for delivery and expect replies:

Hey {{c.first_name}}– it's {{u.first_name}} {{u.last_name}}.  Happy Home-iversary! How are you?

And automate this ringless voicemail drop:

(Hello/Hey there/Hi/) it's me (your name) and I'm calling because this month is the anniversary of buying your home. Congratulations! I hope you're loving it and I'd love to catch up soon. Call me at (your number). Thanks. Bye!

#### Send Quarterly Lead Harvesting Messages

Set appointments, get referrals, find the gold hiding in your database with texts like this:

It's {{u.first_name}}. Do you have a few minutes this week? I could really use your help with something important.

And deliver YOUR actual voice with ringless voicemail drops like this:

(Heyyyyy / Hi / Hello / Heyo) it's me, (your first and last name) and I'm calling because I was just thinking about you the other day. I hope things are going well for you and would love to hear an update from you. Let's talk soon! Call me!

# Too busy? We'll do it all for you.it's that simple.

Send amazing content to the people in your database... even if you hate writing!

## STOP STRESSING OVER EXPENSIVE LEADS AND COMPLICATED SYSTEMS

You can attract profitable clients, who are a joy to work with and truly appreciate you, by doubling down on the relationships with people who are already in your life.

When you started your real estate career, you imagined how amazing it would feel to help people. Visions of smiling clients, joyously embracing one another as you handed them the keys... ha!

Instead, you find yourself on a thrill ride you never imagined. Your business is spiking one day and collapsing the next. It's more stressful than you thought it would be, but it's still a solid choice.

Looking around your office, you're inspired by the success others are having, and yet you continue to operate a business that's full of peaks and valleys.

It doesn't have to be this way.

It's possible to build a business that serves you, even though you're committed to serving others. And you can do it without spending a fortune on leads and complicated systems. How?

By cultivating and nurturing meaningful connections with the people already in your life, like your friends, family, past clients, vendors you refer, and even other real estate agents.

What you need is a FRAMEWORK to organize those relationships and communicate with them over time.

Chirp™ is that framework and it's even easier than you hope it will be...

## Meet chirp™

Your annual communication plan includes 29 to 41 amazing messages per contact per year!

##### EMAIL

Our writers create 17 "non-salesy" emails per year and our technology delivers them for you.

Once every three weeks your past clients and sphere will see that you care about them for more than just business.

Better still, it looks like you wrote it yourself and all replies come directly to your regular inbox.

##### TEXTS

Birthday greetings, transaction anniversaries, quarterly lead harvesting messages, and up to six holidays of your choice.

That's a total of 6 - 12 text messages per year, automatically delivered to the people who are MOST able to refer you to their friends and family.

##### VOICEMAILS

PRO TIP:
Ringless voicemails work best when they sound organic, so don't worry if you make a mistake! Sound NATURAL!

Subscribe annually and get Revaluate FREE !

We'll send your login and guide you through setting up your account. It only takes a few minutes to get started! With Chirp™ you'll get:

###### Simplicity

Chirp™ is easy. Just load a list of your past clients, sphere of influence and other contacts who know you. We'll keep your messaging on target and on time!

###### Replies

Each time you send a message from Chirp™ you should expect replies, often within just a few minutes! That's how you know it's working!

###### Opportunities

Every single person you know has to live somewhere. Chirp™ makes sure your contacts never forget to connect you to anyone they know who is thinking of moving.

###### Massive Return on Investment

Just one average transaction (per NAR, \$6,000 GCI) generated via Chirp™ yields an 1,160% ROI

That means \$1 invested equals \$11.60 returned!

### Here’s what people are saying

Knowing what to do isn't enough — you've got to consistently do it over time. That's why so many people love the messages we create and deliver. They produce REAL conversations that lead to better relationships and more sales.

Randall Martin

Four sides and \$2mm in sales from just one message!

"Not kidding... just got a second response from a client that closed in 2017 that's been talking about moving (I had no idea they had the itch.)

If both these pan out, we're talking between \$1.5MM - \$2MM turnarounds. Not bad for ONE email!"

Cassidy Chau

Agent

My first reply in just 12 minutes!

"I setup 3 contacts to test it, sent an email at 3:57 and got my first reply at 4:10. Amazing!"

Her contact said, "Hey there! Just caught this from you in my gmail! I know it's from a list, but it was cool to see and hope you and the family are doing well!"

Chance Brown

Broker Owner

Win more business and create awesome opportunities!

"This will help us stay in touch with past clients & sphere in a way that will win more business and create awesome opportunities.

I'm delighted to offer this to all my agents!"

## FOUR KEY MESSAGE typeS

Happy Grasshopper has delivered hundreds of millions of messages for real estate professionals.
Chirp™ takes everything we've learned and puts it in one simple system.

1

###### Type 1: Email every three weeks

There's an old truth in business: Consistency Equals Professionalism. With Chirp™, you'll never drop the ball or let a relationship drift away again. Our system will prompt you when it's time to send a new message. Simply login and choose, or set it to automatic and we'll pick a message for you.

2

###### Type 2: Birthday texts and voicemails

For a lot of people, Facebook has erased the ability to make an impact with birthday greetings. With Chirp™, we recommend sending a birthday text a week or more before their birthday, and then we automatically deliver your ringless voicemail birthday message on the big day.

3

###### Type 3: Transaction anniversary texts and voicemails

The anniversary of your client buying or selling a home is a big deal. When Chirp™ makes it effortless to send messaging, there's no excuse for missing this opportunity to make an impact. Every month, we'll remind you of who is having an anniversary and queue messaging for you.

4

###### Type 4: Quarterly lead harvesting messages

Once each quarter, we'll queue a special type of high-response messaging that leads directly to sales opportunity. In fact, you'll learn there's one magic question you can use in conversation, in P.S. lines, in text and in voicemail drops that nearly always produce a positive response.

### Go ANNUAL PLAN AND GET REVALUATE™ FREE!

Revaluate™ is a predictive analytics company that tells you how likely it is that one of your contacts will move. Each of the contacts loaded into Chirp™ will be scored for the likelihood of moving. We'll report this score to you and suggest special messaging. This alone is worth the price of your annual subscription, and it's yours free when you subscribe to the annual plan now!

##### Bonus 1
###### FREE Revaluate

Revaluate™ is a data company that reveals likely movers in your existing database– before they choose an agent or lender.

This means when your most valuable contacts are experiencing events that increase their likelihood to move, such as engagements, graduations, deaths, and divorce–– you'll know and have the right content to reach out to them.

##### Bonus 2
###### FREE Coaching Library

Get exclusive access to our in depth interviews and webinars with industry leaders like Ben Kinney, Jared James, Dianna Kokoszka, Kris Lindahl, Ryan Tollefsen, Don Hobbs, Kristan Cole, Tony Giordano, Ryan Moberly, and many more.

You'll also want to join What to Say Now, our private Facebook group where Happy Grasshopper founder, Dan Stewart, and his staff of professional writers answer all your communication questions in real time.

##### Bonus 3

Chirp™ members who would benefit from upgrading to other Happy Grasshopper services, including custom lead conversion or recruitment content, will get a 100% credit for their Chirp™ purchase when they upgrade to any other Happy Grasshopper account.

All services include our no-questions asked, 30-day money back guarantee.

## About HAPPY GRASSHOPPER,(THE CREATORS OF CHIRP™)

Since 2011, Happy Grasshopper has been serving the real estate community. Over 12,000 agents, 100s of millions of messages, and billions of data points have gone into shaping the messaging inside Chirp™.

### Here’s what people are saying about HAPPY GRASSHOPPER

Bob Little

RE/Max Agent,
Las Vegas

Happy Grasshopper is a Game Changer

"I got a lot of responses, which was a positive sign right away. People were really happy to hear from me. Happy Grasshopper has really helped my business grow, and it's a great way to stay in contact."

Chelsea Peitz

Director of Marketing,
Fidelity Financial

One message and 15 replies! WOW!

"In the first day of using Happy Grasshopper, I'd gotten upwards of 15 replies to one simple little message. I was floored."

Tom Catlin

Keller Williams
Austin, TX

This Agent went from getting silence to getting responses

"They'd write back and tell me what I'd sent was funny and, best of all, that it sounded like me. That's what I really enjoy."

Looking around the real estate technology landscape, many agents feel the fastest way to grow their business is by purchasing leads. Sadly, many spend \$1,000s before realizing that most internet leads today are long-term conversion opportunities. If they're not prepared to nurture every lead over long periods of time, it's almost impossible to make that investment pay, which is why so many use complicated systems to capture, and convert leads.

In contrast, Chirp™ generates opportunities from people who already know you–– for a small fraction of what you'd spend on new leads. Better still, because you already have a relationship with the people in Chirp™, sales cycles tend to be much shorter.

The National Association of REALTORS® tells us the average commission per side in a real estate transaction is \$6,000. While yours may be higher or lower, you should know there are between 2 and 12 transactions per year for every 100 contacts in your database.

Right now, at this very moment, there are likely people in your life who are thinking about moving. Wouldn't you like them to move with you? Let's go find them with Chirp™!

Many of our members get responses within just a few minutes of their first send. All you have to do is choose a monthly or annual account and setup your account.

##### MONTHLY Plan

\$47 per month, renews monthly

30-day Money Back Guarantee

\$

47

• 17 emails
• 6 to 12 text messages
• 6 to 12 ringless voicemail drops

up to 250 contacts per year

##### ANNUAL plan

Includes FREE Revaluate™!
30-day Money Back Guarantee

\$

470

Everything in the monthly plan plus:

• FREE Revaluate™
• Two-months FREE
• FREE Coaching Library

## 100% Satisfaction Guarantee for 30-Days

If for any reason you're not completely and totally satisfied with Chirp™, just tell us and we'll refund 100% of your investment–– no questions asked!

### Don’t wait! Look at what current members have to say about chirp™

100% of the people you know have to live somewhere...
100% of those people know other people...
100% of them want great service, for themselves and people they care about...

With Chirp™, you can be the agent they insist on.

Randall Martin

Four sides and \$2mm in sales from just one message!

"Not kidding... just got a second response from a client that closed in 2017 that's been talking about moving (I had no idea they had the itch.)

If both these pan out, we're talking between \$1.5MM - \$2MM turnarounds. Not bad for ONE email!"

Cassidy Chau

Agent

My first reply in just 12 minutes!

"I setup 3 contacts to test it, sent an email at 3:57 and got my first reply at 4:10. Amazing!"

Her contact said, "Hey there! Just caught this from you in my gmail! I know it's from a list, but it was cool to see and hope you and the family are doing well!"

Chance Brown

Broker Owner

Win more business and create awesome opportunities!

"This will help us stay in touch with past clients & sphere in a way that will win more business and create awesome opportunities.

I'm delighted to offer this to all my agents!"

#### What is Chirp™?

Chirp™ is designed as an automated nurture system for your sphere of influence and past clients ONLY utilizing our trademarked Annual Communication Plan format. Chirp™ keeps you top of mind by utilizing email, text messaging, and ringless voicemails to help you generate more referrals and repeat business.

#### What is included in Chirp™?

Nurture up to 250 clients using a set schedule:
17 emails per year (approximately every 3 weeks) and
6-12 text messages and 6-12 voicemail drops per year.

#### When do text messages and voicemails get sent?

Text messages and voicemail drops are sent every 3 months as a quarterly check in, one on the contact's birthday, one on the transaction anniversary, and up to 6 specific holidays that you select.

#### Can i send additional emails/texts/voicemails?

Our Chirp™ product does not allow for sending additional emails, text messages, or voicemail drops. If you wish to send more often than the Chirp™ package allows, you would need to upgrade your account to our Nurture or Convert packages. See pricing here

If you have more than 250 contacts that are true sphere and past clients, then you probably need to move up into one of our larger plans that gives you more flexibility. See our other plans here

#### What Info do I need To Have For my contacts?

Our system only requires an email address to add a contact, but since this system is designed specifically for your sphere of influence and past clients ONLY, you should be able to add much more information. Name, cell phone number, birthday, and transaction anniversary dates can all be added to the system for highly personalized touches.

#### Can I send handwritten cards through Chirp™?

Yes you can! Handwritten cards are an ala carte purchase for all of our account types, including Chirp™. They are an amazing way to make an impression on your Sphere of Influence and past clients!

#### What results should I expect from Chirp™?

Results vary depending on how engaged you are with your contacts. On average, our clients generate between 2 and 12 transactions per year for every 100 contacts they communicate with regularly through our system.

##### MONTHLY Plan

\$47 per month, renews monthly

30-day Money Back Guarantee

\$

47

• 17 emails
• 6 to 12 text messages
• 6 to 12 ringless voicemail drops

up to 250 contacts per year

##### ANNUAL plan

Includes FREE Revaluate™!
30-day Money Back Guarantee

\$

470

Everything in the monthly plan plus:

• FREE Revaluate™
• Two-months FREE
• FREE Coaching Library