Hello SW Region Leaders & Associates,

Stop Saying “Just Checking In”

How many times have you reached out to a lead and typed, “Just checking in”?

It feels harmless, but that one phrase may be the reason your message gets ignored.

When a lead sees “just checking in,” they may assume there’s nothing new to share, you need something from them, or your message sounds like every other follow-up they receive.

Instead, shift the conversation by bringing value first.

Try the OFQ Framework: Opening, Fact, Question.

✅ Opening: Set the context and remind them why you’re reaching out.
✅ Fact: Share something useful they didn’t know before.
✅ Question: Invite them into a conversation.

Instead of:

“Hey, just checking in. Are you still thinking about buying?”

Try:

“Hey, Sarah! A few new homes just came on the market in your area this week, and two are within the price range we discussed. Have you had a chance to see them?”

Here are a few ways to use OFQ in your follow-up conversations:

🏡 New Listings
“Three homes just hit the market in your neighborhood this week. Did you happen to see those?”

📉 Market Updates
“Interest rates shifted this week, which may impact your buying power. Has your lender had a chance to update you?”

📊 Inventory Changes
“Inventory in your price range has increased over the last month, giving buyers more options. Does that feel like good news for your search?”

💡This Week’s Challenge

Catch yourself before you type “Just checking in.”

Instead, use the OFQ Framework:

✅ Opening to set the context
✅ Fact to share something valuable
✅ Question to invite a response

This week, rewrite three follow-up texts or calls using OFQ. Notice how the conversation changes when you lead with value instead of a generic check-in.

Hello SW Region Leaders & Associates,

Stop Posting. Start Conversations.

Social media isn’t just about staying visible. It’s about creating opportunities to connect.

Instead of posting and hoping someone reaches out, create content that invites people to engage. A simple question, poll, or market insight can spark conversations with buyers and sellers who are already following you.

Above are five Instagram Story ideas you can start using this week to turn your social media into a lead generation tool.

Remember: Conversations create appointments. Appointments create opportunities.

This Week’s Challenge

Post one conversation-starting Instagram Story this week using one of the examples above.

Then commit to responding to every reply within 24 hours. Your goal isn’t just engagement. It’s to start meaningful conversations that lead to real opportunities.

Your next client is probably already following you. Give them a reason to start the conversation.

If this tip helps, feel free to reply. We’d love to hear how it worked for you.

Hello SW Region Leaders & Associates,

This week’s coaching tip is inspired by an example shared by Byron Lazine and focuses on a small shift that can completely change your conversations with sellers and prospects.

Stop Defaulting to “I’m Just Following Up”

Instead of using “just following up” as your opener, shift your approach to be more intentional and value-driven.

Here’s an example of what to say when calling an expired:

“I don’t know if you’ve seen this, but nationally, single-family inventory just went net negative. We’re seeing that same trend here locally. Sellers on the market right now have more leverage than when your home was listed before.

If that leverage could get you closer to your number, would it make sense to go back on the market in the next 30 days?”

This Week’s Challenge

Before your next follow-up call, text, or email, replace “I’m just following up” with the three-step formula above and see how the conversation changes.

Hello SW Region Leaders & Associates,

One of the biggest challenges agents face with video marketing isn’t creating the video itself. It’s deciding what to talk about.

The good news? You don’t need to reinvent the wheel.

Some of the most successful real estate videos focus on local knowledge, community insights, growth trends, and lifestyle topics that potential buyers and sellers are already searching for online.

Whether you’re creating YouTube videos, Instagram Reels, Facebook content, or short-form videos, these ideas can help you showcase your expertise, position yourself as a local resource, and stay consistent with your content strategy.

Below are 12 video ideas you can customize for your market and start creating this week:

 12 Video Ideas to Inspire Your Next Post

• These {CITY/AREA} Suburbs Are About to EXPLODE in {YEAR}
• {CITY/AREA}’s ${PROJECT VALUE} Makeover: {NUMBER} Projects No One Is Talking About!
• I’ve Lived in {CITY/AREA} for Almost a Decade… My Honest Thoughts
• NEWEST Developments Coming to {CITY/AREA} Airport
• The Most Underrated Area of {CITY/AREA} Explained ({NEIGHBORHOOD/AREA})
• These {NUMBER} Projects Will Transform {CITY/AREA} Forever
• {NUMBER} Reasons Why I Love Living in {CITY/AREA} in {YEAR}
• {CITY/AREA}’s Insane Mega Projects That Will Transform the Region
• Why People Are Moving to {CITY/AREA} (Amazing Homes for Less)
• Why People Are Quietly Leaving {CITY/AREA} for {CITY/AREA}
• The Real Reason This Area of {CITY/AREA} Is Becoming Popular Again
• If I Were Moving to {CITY/AREA} in {YEAR}, Here’s Where I’d Start Looking

 Coaching Takeaway: Choose one topic from this list, personalize it for your market, and record it this week. Don’t overthink it. The agents who consistently create content are often the ones who stay top of mind.

Hello SW Region Leaders & Associates,

This week’s Coaching Resource introduces a simple but powerful self-assessment tool designed to help you evaluate and strengthen your client experience from first conversation to closing.

The Buyer and Seller Value Wheels break the real estate process into 10 clear stages so you can quickly identify where your strengths are and where clients may be experiencing gaps.

Before you use it, here’s how to get the most value from this exercise:

• Rate each stage honestly from 1 (needs work) to 10 (exceptional)
• Focus on the client experience, not just task completion
• Identify where low scores may be impacting consistency or communication
• Choose one area to improve this week

Use this resource as a guide to evaluate your current process and set intentional growth goals.

Small gaps in your process create big gaps in your client experience.
Improving one stage can elevate the entire journey.

Clarity creates confidence. Confidence creates momentum.

Use this resource this week to strengthen how you deliver value across every stage of the client experience.

Hello SW Region Leaders & Associates,

This week’s Coaching Resource is built to help you create more clarity, structure, and confidence in every client conversation.

Before you use it, a few quick reminders:

• Use it early to set clear expectations
• Make it your own so it sounds natural when you say it
• Focus on clarity, not perfection
• Slow the conversation down so clients can process and respond

Use this script as a guide in your next client conversation.

 The Leadership & Clarity Conversation

Hi [Name], I wanted to take a few minutes to walk you through what this process could look like for you and make sure everything feels clear from the start.

What I’ve found is that when clients understand what’s ahead and what to expect, the process feels smoother and decisions become much easier to make.

Based on what you’ve shared so far, my goal is to help remove any guesswork and keep things moving without unnecessary delays.

One thing that sets my process apart is that I stay ahead of potential challenges and communicate early, so nothing catches you off guard.

I also like to look at the bigger picture—not just the next step—but how this decision supports your long-term goals and timing.

From here, the best next step would be to take a closer look at your options and build a simple plan that keeps everything organized and predictable.

Would it make sense to set aside a few minutes to go through that together?

Stay focused and lead with clarity.

Clarity creates confidence. Confidence creates momentum.

Use this resource this week to strengthen how you lead client conversations and elevate the experience you deliver.
If this tip helps, feel free to hit reply. We’d love your thoughts. 

Credit: Adapted from Rich Rector’s OP Weekly Insights

Hey Southwest Region!

Most agents who learn about the ZMA strategy say they’ll try it “sometime.”

Amy didn’t.

She sent 10 messages that same day.

Within minutes, the conversations started rolling in.

 Real Example in Action

Here’s how to do it today:

Step 1: Pull 10 to 25 contacts
SOI, past clients, sphere, sellers. Anyone with a phone number or address.

Step 2: Pull their home value
Use Zillow. Look up their address. Capture the current estimate and the equity shift since purchase.

Step 3: Send the message immediately
Personalize it with their address and numbers. No overthinking. No delay.

This is the rule that changes everything:

Send it from your personal phone or personal email.

Not your CRM. Not automation. Not “later.”

Real message. Real person. Real opportunity.

You don’t need a bigger list.
You don’t need a new system.
You need to start with 10 texts today.

Credit: Inspired by Jimmy Mackin, real estate marketing strategist.