Why Most Real Estate Leads NEVER Convert (And How Top Agents Fix It)

What separates agents who close deals consistently from those who struggle to convert leads?

In this episode of Take It and Run, Kristi Jencks and Kelcie Dowd sit down with Jeremy and Eileen Knight, a successful husband-and-wife real estate team from Austin, Texas. They share the lead conversion strategies, follow-up systems, and communication skills that help them turn online inquiries into real clients.

If you're a real estate agent looking to convert more online leads, improve your follow-up strategy, and build trust with buyers and sellers, this conversation is packed with practical insights you can apply immediately.

Jeremy and Eileen also reveal how consistent content creation on YouTube, objection handling, and understanding client motivation have helped them grow their business and attract more opportunities.

If you’ve ever wondered:

• Why some agents convert leads and others don’t
• How to follow up without feeling pushy
• What to say when a lead says “we’re just looking”
• How YouTube can generate real estate clients
• Why listening is your most powerful sales skill

This episode will give you the mindset and strategies to take action today.

Because that’s what Take It and Run is all about.

If this episode gave you an idea you can implement in your business, don’t just listen — take it and run.

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🎙️ About the Podcast

Take It and Run is the podcast for ambitious professionals—especially real estate agents—who want practical strategies they can implement immediately. Each episode delivers mindset shifts, frameworks, and real-world insights to help you move from thinking about it… to doing it.

Transcript

Kristi Jencks (00:01.336)
Welcome back to Take It and Run. Kelcie and I are so excited for our guests today. In fact, it's been on the schedule for well over a month and I kept checking the calendar. When was I going to have Jeremy and Eileen Knight on the Take It and Run podcast? Very excited that I get to have them here today because they have things that they're gonna teach you about online leads, about lead conversion.

and they do it in some of the best fashion that I've ever seen and they're so humble. In fact, Eileen's not going to tell you this, but she's really nervous because I'm going to make her share, I'm going make her share some of her tips because when she gets a buyer on the phone, they just move with a sense of urgency and they don't take advantage and ghost her.

Jeremy Knight (00:38.648)
you

Kristi Jencks (00:53.804)
They end up buying real estate and that just makes everybody happy. So I'm pretty dang excited to invite them onto the show today. you

Kelcie Dowd (01:03.408)
Yep. just to kind of set the tone. think agents out there know that clients are moving slower right now. They ask more questions. They, they ChatGPT they, they hesitate, they ghost. And when they do reach out, they're paying attention to how you show up, not just to what you say. So in light of all that, we thought like Kristi said, I've no better guests to bring on the take it on.

Take It and Run podcast today, then Eileen and Jeremy Knight. They're realtors and self-proclaimed badass bosses out of Austin, Texas. So.

Kristi Jencks (01:34.19)
you

Jeremy Knight (01:38.584)
Wait, who proclaimed that? Who proclaimed that?

Kelcie Dowd (01:44.06)
I think it's done per Jeremy, so...

Jeremy Knight (01:44.76)
I did not self-proclaim that.

I said, what do you want to put as our title? And you're like, I don't know, badass bosses. I guess I did. I guess I did proclaim that. My bad.

Kelcie Dowd (01:56.188)
You thought I was just gonna ignore that?

Kristi Jencks (01:58.446)
That is so funny! Like, did you forget that you filled out the survey?

Kristi Jencks (02:08.302)
That's good.

Kelcie Dowd (02:09.98)
So you guys have built a strong business as a husband and wife team. you give us just how that tell us how that started?

Jeremy Knight (02:10.348)
My bad. Yeah, OK, there we go.

Jeremy Knight (02:22.712)
Well, it started one night at a meetup with friends. We were all doing like a Benihana style. Eileen was on the other side of the table. I was on the other and sparks flew and now we're here. So did you probably met a little more specific in the business? think for real estate. Okay. Yeah.

Kelcie Dowd (02:44.764)
you

Kristi Jencks (02:46.584)
Kelcie doesn't know what a jokester you are. Yes, talk to us about being in business together. Who became an agent first? When did it make sense for you both to get into the business together?

Jeremy Knight (02:49.036)
Yeah.

Kelcie Dowd (02:50.368)
I peeped up on it.

Jeremy Knight (03:01.453)
Yeah, so I started selling real estate first and what I was doing was just cold calling, like every single day cold calling. At the time, Eileen was selling life insurance, so she was dealing with online sales calls. so people, she was literally sitting there just objection handling all day. after about four months, I had so much business because I was cold calling every day, but I needed help.

I basically had a conversation that was, quit your job, start selling real estate, and then we can do more. So a couple of years in, I started really focusing on video contents. So YouTube short form, long form contents. And in 2019, I changed what we do for our YouTube channel and kind of actually sat and looked at the metrics, looked at actually how to get business out of it. And from there, we grew.

rapidly. yeah, it started with Eileen selling life insurance and me just telling her to quit her job. And what's great about the way we work, obviously yin and yang for a lot of people. I'm more of the, I guess, the show and Eileen's the dough, right? So we, I spend a lot of time going out and being front-facing, but I hate having to do phone calls and pre-approved buyers and, and all of that. I'd just get me into

in front of a seller, right? You know, in, but Eileen, it was, it's very methodical and can actually convert a lot of those leads that come through and then set the clients up for success. One of the things that I'm sure a lot of agents are seeing is clients falling out of contract right now. So what are the conversations we should be having up front? And Eileen is a really good job of having that conversation up front. So our fallout is really low. And our conversions high when people call or reach out to us. So.

Kristi Jencks (04:54.896)
You know, I, I, you guys may have told me this at some point, but I forgot about your previous history of where you came from, Eileen, in the business. And now as soon as he said that, was like, this makes so much sense that she puts these plans together and the methodical nature of it. You know, how did you, how was it for you?

making that transition and and how do you feel like that objection handling helped you when it came to Jeremy saying hey I want to do this YouTube thing and we're going to you know we're going to get a bunch of online leads did you did you have a plan for that or was it some trial and error?

Jeremy Knight (05:39.8)
When he told me to pretty much, are you saying when he told me to pretty much quit and jump into real estate?

Kristi Jencks (05:45.605)
Yeah, was it a no-brainer for you? Like, sure, this going to sound great.

Jeremy Knight (05:50.93)
Yes, pretty much I was, it was a no brainer. I was calling about 150 people a day, having those conversations. That was my job, just calling people, talking to them about life insurance. was moving from life insurance to real estate made me so happy. Having conversations and telling people, know,

about life insurance and death was just not something that made me excited to do. So having, helping people get into their home, just, I love it. My biggest thing is it's somebody's biggest purchase and helping them through the process. I really like that. So.

Kristi Jencks (06:39.912)
feel like those skills transferred over? So obviously the topic was more fun for sure, but you know what did you take from your previous work experience into now the home buying process that just made sense?

Jeremy Knight (06:54.456)
So from before, just being able to get on the phone, having that experience and bringing it over to real estate, it's the same thing. So still having to make those phone calls, but something that I actually enjoy talking to people about. I'm still going to get the same objections, actually a little bit different objections, but still getting objections is just solving the problem.

Really, that's what an objection is. Somebody's coming and they're wanting something. And basically, you just have to find out what their motivation is and get them to their goal. And that's basically what you need to do for the objection handling. So.

Kristi Jencks (07:41.326)
150 phone calls a day. That's crazy. I mean, most of the time we can't get agents to make 10 calls a day. And you're the phones like that. okay. That, right. my gosh.

Jeremy Knight (07:45.378)
Mm-hmm.

Kelcie Dowd (07:57.53)
I'm talking about death.

Jeremy Knight (08:01.228)
Yeah, you imagine you're gonna die, but your family, they are gonna get rich. sign there.

Kristi Jencks (08:06.958)
Yeah, okay, so.

Kelcie Dowd (08:07.964)
Okay.

Jeremy Knight (08:13.426)
It was not something that, yeah. So talking real estate, again, people want to get into their home. They have objections as far as, rates are too high, other types of objections. But if we can get you a lower rate, is that something that you want to get into now? Just handling those same objections and helping them into their home.

Kelcie Dowd (08:35.636)
Mm-hmm.

Kristi Jencks (08:36.996)
You basically created a playbook for the online leads that you guys have created, right? So Jeremy goes out and makes the videos and finds the topics. I know Jeremy's covered that on a lot of podcasts and a lot of speaking, but Jeremy basically is the content creator, I would say. He goes out, finds the articles, shoots, and he loves it. It's a highlight of his day.

But you're the one that's actually fielding a lot of the questions that are coming in from the buyers. What trends have you seen? Kelcie kind of alluded to the fact that we've seen that buyers are a little more cautious, maybe a little more hesitant to be making a purchase. Have you seen a change in the questions that they're bringing to the table?

Jeremy Knight (09:27.936)
yes, I would say more so now recently are the interest rates. Some people, they're starting to look on the website, but they want to wait. There's some kind of hesitation and it's

Kristi Jencks (09:45.262)
Okay. So, so they're watch, they're finding your guys's YouTube channel and they're registering, right? And then you reach out and they say, we just want to look at the website, but we're not ready to look. Or they have specific questions about rates in particular.

Jeremy Knight (09:48.342)
So those would be the two biggest ones as far as objections versus a few years ago when rates were better.

Jeremy Knight (10:13.046)
Right. And so my main thing is the first thing I want to do is find their motivation. Okay, great. Well, I'd love to help you. What prompted you to start looking at homes? And then my biggest thing is just be quiet. Don't say anything. Let them just listen. And they will start telling you everything and let them tell you their motivation.

Why, and then just start asking more questions about their motivation. I'm wanting to downsize. Well, okay, great. Why are you wanting to downsize? my child's moving. You all my kids are out of the house now. I now want to move closer to maybe their college. We don't need as much. So write all that down. You know, make sure you remember that. So when you talk to them next time, you can ask like,

You know, how's your son doing? You know, did he get into that college? Things like that. But number one thing is to find their motivation. I think that the thing that Eileen does really well is most of us as agents, and I have the same problem too, when you get a lead on the phone, it's like, oh, I'm excited. I got to set the hook, right? And then so we get excited to start selling. Like, oh, well, I've worked in this neighborhood. I've worked there. And then we start talking about ourselves.

And that doesn't actually build trust. Like, so I'm on YouTube doing long form content, you build a lot more trust with your audience. So when they call you, they're a little more set to work with you, right? But when they're calling as a lead, it's really important to not oversell yourself and listen because you got to build trust on that call. And the way to build trust is like, like Eileen said, you know, getting all of the information, continuing, repeat back what they said, and then ask the next question. So when you're repeating it back,

they understand you're hearing them. We've had agents and again, my big problem is like, I get all excited. I'll make it like a puppy dog, right? And I'll blow it because I want to sell them everything. We've had agents on our team that just want to give them all the information. Whereas the reason why Eileen is so much more successful with conversion on both phone calls and just everything in general is that she just keeps asking more questions until

Jeremy Knight (12:38.68)
she's got a full picture of what they're looking at. And then it's like, oh, well, you said you were looking for a home in this area, in this area. If I found you that right now in that price range, and that way you don't have to compete in four months when everything's gonna be busier, would that be worth it for you? Okay, well, let's, so, and then going on to the next question. So just to tie that up in a really long bow. Ask a lot of open-ended questions.

Kristi Jencks (13:01.112)
I like it.

Kelcie Dowd (13:04.742)
Yeah.

Kristi Jencks (13:05.042)
you know, I'm, curious, Eileen. My dog is going crazy. It made me lose my train of thought. Okay. You were, he said, asking a lot of, asking a lot of questions. I wanted, I wanted you shared a, you shared in your survey about a lead that hung up on you guys. And then you, you called them back. I was hoping that you would share that experience because a lot of people.

One, are afraid of rejection. And I would say getting hung up on it doesn't always feel good. But could you share with us this experience and what you learned from it and how you applied those skills of asking questions?

Jeremy Knight (13:47.328)
Yeah, absolutely. So Elite had come through. Somebody was on, so basically somebody's on the website, they put their information in and it came through. Gave them a call, like, hey, I'm Eileen with the Knight Group. Click. So like, okay, not sure if we got disconnected, but called back again. Like, hey, this is Eileen with, you know, not sure if we got disconnected. Just wanted to reach out, see how we can help you with your home search.

Kristi Jencks (13:59.918)
What?

Kelcie Dowd (14:04.238)
Man.

Jeremy Knight (14:16.984)
And then he was kind of silent like, well, maybe you saw us on YouTube. He's like, yeah. Okay. I'm just not ready at the moment. Just start asking, digging a little deeper, like, what do you mean you're not ready? You were searching on our, our website. How can we help you? And then he was giving me just an objection after objection, handled the objections and next thing.

Kristi Jencks (14:40.049)
you

Jeremy Knight (14:45.056)
He's under contract within a month.

Kristi Jencks (14:48.894)
my gosh. So when you called, he didn't make the connection that, you know, he obviously watched the video and then was driven to the website, which then created a lead. But when you called, he hadn't made the connection that, this is a real estate agent calling me because I just watched this video.

Jeremy Knight (15:10.904)
Correct. And so he had, I don't know if he thought I was a telemarketer or he just, I just was very nice and very like, you reached out. I'm just trying to help you. And I think that when you let him know you're just trying to help, I think it puts down the guards and then they'll start slowly giving some information. He still was a little hesitant cause he threw a few more objections at me.

Kelcie Dowd (15:16.934)
Thank

Kelcie Dowd (15:32.506)
Yeah.

Jeremy Knight (15:40.588)
but you just overcome those objections. You find the motivation and keep going and just keep asking.

Kelcie Dowd (15:46.844)
Yeah.

Kristi Jencks (15:47.266)
You're so nice, Eileen. So was there a part of you that was like your feelings were hurt and you were not going to call back? Or was it just like, that is it, and you were going to call that guy and he was going to respond to you? What went through your head when it was click?

Kelcie Dowd (15:51.42)
you

Jeremy Knight (16:08.28)
It's yeah, you get the click like like you some of those you really don't want to go through it. It's frustrating but you just have to psychers just Okay, maybe it was an accident. We don't know just keep going and then Just kind of set the tone like hey, you know, maybe it wasn't if it was an accident You don't want to you still it's a lead they put their information and they still need help. So still try and help

Kelcie Dowd (16:37.719)
That's humility right there.

Kristi Jencks (16:38.004)
Yeah, I got to be honest. Yeah, she's super humble. I'll be honest. I don't know that I would have been like, that person just hung up on me. I'm going to call them back. Maybe if I was like, my kids didn't do their chores and I'm like super already angry for the day, I'll be like, no, you didn't just hang up on me. But I love how you're just like, maybe it was a mistake. Maybe we got disconnected. Maybe they were digging out their driveway of ice and you just like picked up the phone.

Kelcie Dowd (16:54.925)
I'm

Kristi Jencks (17:05.918)
Like where does that resiliency from making phone calls come from? Because Jeremy said he doesn't like to make phone calls.

Jeremy Knight (17:15.018)
It's, think, just making so many phone calls and it was tough for me to make my first phone call. And it's one of those, you just have to keep going, consistency. And the more you do it, the more it just becomes immune, things like that. You just get immune to it and you just have to keep going. I want to say the first few times that

Kristi Jencks (17:38.394)
Mm-hmm.

Jeremy Knight (17:44.856)
Probably the first week that I was making phone calls, was very difficult and tough and probably the same reaction that you had like, what? They hung up on me? Like, no. But as you're just doing it more and more, you just keep going.

Kristi Jencks (18:03.24)
I'm like, I know you've trained several agents on this. We talked about this on your guys's Agent Tactics show. But, you know, what would you recommend for an agent that feels like they don't have good conversion with online leads in general, let alone YouTube? You know, what should they be reading? What should they be watching? What classes should they attend?

Jeremy Knight (18:24.656)
I like the Phil Jones stuff that is out. think knowing what to say is incredibly helpful. mean, the reality is the best way to have, to start making conversations is script practicing or practicing with a partner. think that's one of the things that we do a lot is, or did a lot was script practice. am not, I mean, look, I was very successful calling Expires with Drawns. One of my favorite ones,

Kristi Jencks (18:36.718)
You you

Jeremy Knight (18:54.06)
the story was he was like, you're the 75th realtor to call. I'm like, awesome. I'm so glad I called 75 is my favorite number. Hey, so let me ask you about the home. Right. And that guy like he was like, what? Like, you know what? Shut up. Just come over. And I literally listed, sold that house. They've been good friends. They've sent us like he always tells his friends, 75 or whatever number I said, know. I think like to like you have to have motivation to want to sell or to actually want to

have business and you got to have goals in order to do those things. So if you're, you know, not making any money and you're looking at making a phone call that could make money versus just sitting in, you know, getting worried about making the phone call. Well, getting worried about making the phone call isn't going to put money in your bank account. So you better at least do something. You know, I, I wish more agents were just so dedicated making calls and putting in the effort. A lot of us think do a video on social media. People will call me.

The challenge is when people call you, you still gotta pre-qualify, you still gotta sell that lead, you still have to have that conversation. So if you just wanna get in front of the camera and make videos, you still gotta do their half of that coin or find somebody that can do the other half of that.

Kristi Jencks (20:09.026)
Yeah, Eileen's taken though, in case you're listening. She's not for hire.

Jeremy Knight (20:13.208)
Yes, yes, yes. I did that Beyonce song.

Kristi Jencks (20:16.802)
So.

Kelcie Dowd (20:20.206)
Hahaha

Kristi Jencks (20:20.846)
Exactly, from Benny Hanna to Beyonce. So here's here's one thing that I hope is coming through is that. And she is not she is very humble, Eileen is very humble, but you're just basically doing some basic things consistently. It sounds like so you tell me if I'm missing something, it sounds like you have an open mind and you're asking questions.

Jeremy Knight (20:22.272)
Yeah. Yeah.

Kelcie Dowd (20:24.092)
You

Kristi Jencks (20:48.12)
But you also have a path in mind. So one thing that Eileen would always say is she's like, I'm always shocked that the, you know, when we're on a coaching call, she'll be like, I'm just shocked how many agents don't have a plan. They show people homes before they have a plan. So you're asking questions. What's your plan? Right? Like, do you have a checklist that you follow or, I mean, I know you've been doing this for a while, so it's probably ingrained. That script is ingrained in you.

But where should agents start?

Jeremy Knight (21:21.368)
I think you're right. A lot of this has, it's all a process. so putting the system and the process in place. So it first started with script practicing. So. think we use like Tom Ferry scripts. We've used old Keller Williams scripts. I Yeah. I mean, look, yeah, exactly. Now you have chat GPT to.

Kristi Jencks (21:40.416)
That was before AI, right? Before you'd have to actually find a human to practice on.

Jeremy Knight (21:48.63)
But I mean, I've done the chat CPT, write me scripts, things, and they don't really, they're not that great. But I mean, look, there's so many ways that there's so many different scripts out there too. You just have to search scripts and work, go to YouTube, find people that are like have a script or have shot video they've uploaded where they're doing the objection handling. I think the biggest part too is just having the objection handlers down. Both. So, you know, have that down before you're making the phone calls.

Kristi Jencks (22:12.538)
See, and I was going to go ahead, Dailene.

Jeremy Knight (22:17.656)
Have that so you've said that script at least a hundred times so that way when you're actually saying that script, it sounds so natural that people don't know that it's a script and they're going to dodge you off that script. You have to know to get them back on your script. So the person asking the questions controls the flow. So make sure after you're listening and repeating back, you're bringing them back in.

and asking the right questions on how you want it to go and flow. Yeah, Sharon, Sharon Shavatsa has got a good if this then that, right? So, you ask the question, if it's one of these two ways, is the response, here's the two ways to go, right? So, if this then that is probably a really good one too.

Kristi Jencks (23:05.164)
I think the word that you've used and I wrote it down in my notes, the word that I've heard you use is you set expectations. And I think that's why so few of your deals fall out. And when, and you get commitment, right? Cause this is one of the things that I noticed early on with you guys is that you weren't having a lot of people waste your time and ghost you because you identified the questions to ask upfront. feel like a lot of agents,

over complicate this process or they avoid it altogether? Is that something that you've seen with agents where they just avoid some of these expectations like getting pre-approved and only working with one agent or something like that?

Jeremy Knight (23:50.68)
Absolutely.

Jeremy Knight (23:55.532)
I think you learn from experience and knowing when people ask you a ton of questions, you have to give them little tidbits, but you have to put them back into the right questions. Part of my process is setting an appointment. So I get enough information, give them enough information of value, like little, like, I can help you. I just helped a client get a great interest rate. When we meet, we can go over that in more detail. So use...

give them little tidbits about when we meet, when we meet, and just keep repeating that. So that way when you do ask for the appointment, they're more likely to set the appointment. so you get enough information and then set my part of my process is setting an appointment.

that way when we're at the appointment, we're talking about, and even before we meet, we're talking, making sure that they're pre-approved and like you had mentioned, setting the expectation. So part of the questions is making sure that pre-approved and making sure they're not going to be a tire kicker.

Kristi Jencks (25:15.646)
Yeah, I think that's where a lot of agents go wrong is that they're not setting the correct expectations and that is either why they're falling out of contract, right? Or they're wasting the agent's time and then the agent gets burnt out. am curious, how long do you guys, how long do some of these people take to transact? You mentioned the one person earlier that hung up on you, but then you got them back on.

Jeremy Knight (25:15.692)
some.

Kristi Jencks (25:44.418)
Here's why I'm asking. I have found that a lot of agents who are generating leads online from the content that you guys have and similar, you know, other forms of content is that sometimes these people are top of the funnel and they really are asking questions and it's not that they're, they want to waste your time, but they're early on in the process.

Do you find that that by the time they hit the website and you call them that they're ready to go or do you have to follow up and nurture them for when they are booking a trip to Austin if they're relocating or if they're gonna sell and buy? How long does that process usually take for you guys?

Jeremy Knight (26:23.416)
So, my biggest thing is when I have somebody, the lead on the phone, you get as much information, build a rapport, the biggest thing, get their motivation, you know, why are they moving? And then from there, set the appointment. So, I always let people know, because one of the objections I get, we're a year out, we're two years out.

I let them know, okay, great. Well, I like to meet with you ahead of time to make sure we get ducks in a row. So when we meet, I'd rather get in front of them and put a plan in place. So maybe they have to sell their house wherever they're at and before they have to buy. Well, there's things that I need to know ahead of time. Well, do you need the funds in order to buy your home? What if we get you a brand new home and it takes a year and a half to build? So there's things where you can get them into a home a lot sooner.

and under contract a lot sooner. So my main thing, get in front of them, set the appointment and get in front of them as soon as you can. One thing, so to answer that question too, is I would say generally a lot of the people that we have come through say, I'd say a good mix are, need to buy right now. So there are people that from conversation to transaction, you're talking two, three weeks maybe, right? But the ones that generally say they're longer,

Kristi Jencks (27:41.633)
Okay.

Jeremy Knight (27:52.32)
more ability you have to set that meeting up front early, go through the process like Eileen said. The reality is they may transact, even if they have stuff going on, they may end up transacting sooner because now they've got the itch, right? They've actually had a full conversation what the process is. Depending on their motivation, they're already starting to do some of the actions to buy a house or to sell a house, whatever it is.

but you've had that conversation, you set that appointment so far early that it actually starts rolling the ball. There's a lot of people say, I'm five months out and I don't have an under contract three weeks later. So.

Kristi Jencks (28:27.468)
Yeah, she definitely should run a master class. OK, Kelcie, know I took us all over the place. I didn't even look at your notes. I apologize. So you can get us back on track and then cut that out and get us back on track.

Kelcie Dowd (28:40.496)
No, I really liked it. I really, really did. So let's talk about YouTube for a second. You kind of like, you just mentioned that you do long-term or long-form video and stuff like that. can, Jeremy, can you share like with the audience how your YouTube channel started? What's made you stick with it? And how did you know it was working?

Jeremy Knight (29:07.904)
I didn't know what was working for a while. You know, I was just creating content. I wasn't super consistent. I didn't have a idea of what my audience was looking for. So I've done a few things to know what my audience is looking for. Now I usually put out surveys, asking a question. If nobody's responding to it, then nobody cares about it. If people get really engaged in it and give a lot of feedback, now I've got a lot of feedback for the video. So I started kind of going that way. I looked at

basically four pillars of content that I could make in, you know, so who are the clients I'm going after? A lot of them moving here are looking for new construction homes. Okay. So that's going to be a, one of the topic. A lot of people moving here when I don't know which part of town to go to. Okay. So that's going to be a topic. Okay. the overall market conditions, what's happening in market. People want to know that. and then what's driving.

people to move to Austin. talking about different companies that are moving here, different things. I built four pillars based on what people were mostly looking for when they were looking at, you know, moving to Austin specifically. and then it's kind of changed over time, but those are the four things. So I'd say if anybody that's trying to figure out what they're doing, number one, figure out how you're going to be super consistent with it because you can put five videos out, not get anything. And then

you you stop doing it. The reality is once you're four or five months in, now consumers actually have a book, like many people love to go on like to Netflix and they just started Stranger Things now when it's in the last season because they have five seasons to watch now, right? Or six seasons. But it's the same thing for YouTube. One video isn't enough.

Kristi Jencks (30:50.712)
Good point.

Jeremy Knight (30:55.576)
proof yet for somebody, it's five or six videos before somebody starts to actually trust you and listen to you too. So that's the beauty of why I stuck with YouTube is because when you make long form content, people trust you, they listen to you. There's so many times people will call Eileen and be like, we already know where we wanna be, we wanna know what's going on here. We just need to know which is gonna be the best house for us, let's the appointment and we're good to go. And so you've actually already taken a lot of the work.

when you can actually just give people a lot more information upfront. So that's why I like the long form content, but you know, we've got super, we've been super successful with the Instagram content and the short content. just depends on what fits you.

Kristi Jencks (31:33.954)
You said survey as are you talking about like story surveys or something more?

Jeremy Knight (31:39.094)
Yeah, so I'll put a, I'll just put like a statement out like, you know.

Did you know the four counties people are moving to or the four areas in Austin people are moving to are this? They're not even looking at these. And so just putting out something like that and then get people, see people actually even respond to that, right? You know, new construction, know, what was the worst part of your new construction and see, you know, what people respond to because then too, again, you have something that if that is a topic that people really resonate with, okay, I know that's going to be a good video for me. And then

you create the video, but you can say, asked this question and here's how Stephanie R responded.

Kelcie Dowd (32:23.258)
Are you mainly relying on like surveying your, are you mainly relying on surveying your, your followers to figure out what kind of content you want to do? Are you doing any kind of like research throughout your week? How does your, what's your strategy look like to stay consistent, especially in the beginning when you're not having that immediate response?

Jeremy Knight (32:23.544)
I don't know any Stephanie artists, I don't know why I Stephanie artist.

Jeremy Knight (32:39.992)
Well, so yeah, so

Yeah, no. So when you come up with the four pillars that fit your content, so now I know, the first week of the month, I'm always going to talk about new construction. The second week of the month, I'm always going to talk about different suburbs and places to live in Austin. The third one, I'm going to talk about the market updates. And then the fourth one, I'm going to talk about businesses and companies moving here. So I already know what my next week's video is going to be, but that's where I'll like, let me pick a subset of this topic and put, or...

Hey, know, realtor.com said the market is this. Do you agree and see what bunch of realtors responded with to write orders people in general? So I should put that on Facebook or put it on, you know, put on Instagram and the stories too. So I'm always asking different questions and trying to, and that way too, people are engaging right with, with your other social media. So you just use your other social medias, your stories to get people to actually give you what they want to hear what's on their mind.

Kelcie Dowd (33:18.236)
Mm.

Kristi Jencks (33:42.318)
I know that you've played around with doing more than one video a week from what you just said with your buckets. you, is your suggestion that they do one a week and stay within those? do you ever, if you're gonna be looking at those communities when you get together with Bryce, do you knock out two or three videos and not have to shoot for a couple of weeks?

Jeremy Knight (34:01.751)
Yeah.

Yeah, I mean, we try to batch content when we can. Right. So that's something we always try to do. You know, if there's two neighborhoods next to each other, we'll shoot one video there, shoot another video. And then if I have to do any, you know...

old voiceover saying, hey, this was what we talked about in the video last week, but since we've made this video, this new information came out, right? So you can always add that into the other video later, like a month later. So you can do stuff like that.

Kristi Jencks (34:32.558)
Okay, this just occurred to me and I've never asked Eileen this. Do you watch his videos? Like, do you need to know some of the stuff that he's saying? Like, did someone ever say, well, Jeremy said, da, da, da, da, and you're like, what is that about? Has that ever happened?

Jeremy Knight (34:48.158)
She knows that she's gonna end up rolling her eyes if she watches my content, so she doesn't even watch it. She's like, I can't believe you said that. I watch some, but I don't watch all.

Kelcie Dowd (34:54.115)
Yeah.

Kristi Jencks (34:56.942)
I love it. She's converting all the leads and she's not even watching. That is awesome.

Jeremy Knight (35:05.4)
To be fair, some of the videos I tell him about my experiences and like the communities that I'm going to and so he'll base the video off of that.

Kristi Jencks (35:09.87)
Kelcie Dowd (35:11.452)
Mm.

Kristi Jencks (35:18.497)
Because see, I would think that you've got the boots on the ground. You know the questions that people are asking you when you've got them on the phone and some of the concerns that they have. So do you ever feed that back to him? I mean, you mentioned that you share the communities and what your experiences are. are you ever like, hey, I need you to do a video on this because I've had to answer this 16 times this week?

Jeremy Knight (35:40.056)
Oh yeah, there's times that I get something and I let them know like, hey, this just happened. You should do a video on it or this keeps happening over and over again. Yeah, but then I'm like, hey, did you watch my market update video about what's happening in the market and what was going on with rates? Oh, I had no idea rates went down a quarter point yesterday. Okay, well, thanks for watching the videos that I work hard to make. I feel like he's talking to people. Yeah, that's true.

Kelcie Dowd (35:59.67)
Hahaha

Kelcie Dowd (36:05.916)
you

Kristi Jencks (36:09.082)
It's okay, it's in all fairness, Merrill doesn't watch any of my videos either and every once in a while he'll be like, did you know? And I was like, I literally just did a video on that last week. And he's like, oh you did? Oh wow.

Kelcie Dowd (36:17.564)
Okay.

Jeremy Knight (36:18.433)
Yeah.

Yeah, that happens a lot.

Kristi Jencks (36:21.646)
Yeah, Meryl is Eileen. And I'm more on Jeremy's, what did you say? That you're just like a golden retriever? So, okay, well, let's wrap this up. Kelcie, what's our take it and run question for them? so here it is. What's one thing...

Kelcie Dowd (36:25.852)
You

Jeremy Knight (36:32.822)
Yeah, I'm so, yeah. there's another puppy. hi.

Kelcie Dowd (36:36.511)
Hahaha

Kristi Jencks (36:47.912)
that you feel that our audience should take and run with that you shared. And I want one for each of you. So I want Eileen from the lead conversion. If there was only one thing that an agent who wants to be better at converting leads when making phone calls, what could they do? And then, Jeremy, you tackle it from consistency in YouTube.

Jeremy Knight (37:10.242)
So on a consistency from YouTube standpoint, the thing is you have to actually do the math on how much you're losing when you don't do content, right? Because if you're not putting out a video, that, are you not working at all anymore? So do the math on how much it's gonna cost you not to do a video, not the cost to do the video, but how much it's cost you not to do the video.

That's one way to say super consistent because if you go, okay, for every video, I can say I'm getting $100,000 in return on that one video, but I only do one video, that's only $100,000 in return. If I do four, that's $400,000 in return on average and commission. So figure out the math of what it's going to take for you not to do a video and then move from there because then you'll be super consistent, trust me.

Kelcie Dowd (38:06.748)
Mm-hmm.

Kristi Jencks (38:07.0)
that little bit of pain. he's like, make the pain obvious. So Eileen, what would you tell an agent that the one thing, if they just did this one thing, they would convert better when they're making their phone calls?

Jeremy Knight (38:25.834)
One thing.

Jeremy Knight (38:30.968)
I guess there's kind of two. One, listen. Make sure you're listening to the, I think some people just talk way too much. If you would just actually listen to what that person is wanting and so you can help them solve their problem. So listen and then find their motivation. why are they, it's not about buying and selling a house. It's helping them get to somewhere else and find that motivation so you can help.

Kristi Jencks (38:59.214)
I like that. I guess we'll allow you to have two things. I I'm just kidding. You guys are awesome. OK, should we take them through rapid fire? You're to have to do a bunch of editing on this one because I'm all over the place. I apologize, Kelcie.

Kelcie Dowd (39:10.683)
Yeah, sure.

Kelcie Dowd (39:16.188)
That's okay. No, it's all good. Okay, whichever, whoever wants to answer, just elbow each other. I don't know what you want to do over there, but,

Jeremy Knight (39:27.486)
I'll get my elbows together.

Kelcie Dowd (39:29.756)
What do you focus on when a client feels unsure or hesitant?

Jeremy Knight (39:41.944)
Okay, that's your elbow.

Jeremy Knight (39:48.408)
So when they're hesitant, you go back to their motivation. And that's why it's so important to get their motivation because if there's an issue or something's going on, if you go back to their motivation, then that helps.

Kelcie Dowd (40:02.949)
Absolutely.

Kristi Jencks (40:04.654)
actually almost said it and I was like, Kristi shut up. She just said, just listen. I almost said motivation. That's me. I talk too much. So, OK, what do you feel? Right, what do you feel is the fastest way to lose to lose a lead's trust?

Kelcie Dowd (40:07.962)
I know.

You really want to bring her on a trivia night

Jeremy Knight (40:27.864)
To give them information that you don't actually know the full information behind. We had an agent that just left our team and there was a lot of answering questions without having the full information. If you don't know, just say, I'll get that information for you. Or looking at the details of a property, like rushing to go sell a home without actually looking through the seller's disclosure.

looking through everything, making sure it's even the right house for them. Geez, mean, you know, if they're putting an offer on a 1905 house, but they say they want to live close to downtown and a nice home with a good view and you're writing an offer on a 1905 house in the outside of town, like you're probably putting them under contract in the room.

Kelcie Dowd (41:18.076)
Mm-hmm.

Kristi Jencks (41:19.847)
What do you think is more important, consistency or creativity when it comes to your YouTube channel?

Jeremy Knight (41:27.138)
Definitely consistency, I'm not creative at all.

Kristi Jencks (41:31.302)
I don't believe that. Really? I feel like every time you, well, you make me laugh all the time. So maybe, maybe your comedic value is what I find creative.

Jeremy Knight (41:34.868)
I am not creative at all. Yeah.

Jeremy Knight (41:43.904)
I'm, yeah, I'm an illusion by making you laugh,

Kristi Jencks (41:49.422)
Okay, well, we appreciate you guys being here and breaking down some of the pieces to converting online leads and just having more confidence. And it sounds like you better just pick up the phone until it no longer is painful. And then you'll kind of have that breakthrough. So if people want to find you, send you a referral, where's the best place for them to connect with you guys?

Kelcie Dowd (41:49.435)
Thank

Jeremy Knight (42:14.264)
Usually the best place on Instagram at the real Jeremy Knight at the real Eileen Knight one of those two I'll know she probably doesn't look at her messages. I do so

Kristi Jencks (42:24.91)
That's fair. So, okay.

Kelcie Dowd (42:28.377)
So if you want to talk to Eileen, say, hey Jeremy, show this to Eileen.

Jeremy Knight (42:32.556)
Yeah. Say, Hey Jeremy, can I talk to Eileen? Exactly. And then I'll reach out. Yeah. Can Eileen talk?

Kelcie Dowd (42:35.547)
Is Eileen home? Okay

Kelcie Dowd (42:44.141)
Awesome. Well, thanks so much, guys. It was a really pleasure having you on here today. So just for the listeners in the room, the short takeaways that just make sure you remember is success comes from repetition. So whether that's consistency on YouTube or it's picking up the phone, it's practicing your objection handlers, that's where success comes from. There's no magic button. And confidence comes from preparation. Confidence on the phone, talking to the leads, knowing the answer, or at least knowing to say.

I want to give you the full answer. Give me a moment to do some digging. And also in front of the camera, you you don't have to be perfect, but you don't have to wing it either. And trust comes from showing up when others don't. So the theme definitely is consistency and we're super thankful for Eileen and Jeremy for coming on today. So everything that they shared, go take it and run with it.

Kristi Jencks (43:42.766)
Thanks guys.

Jeremy Knight (43:44.418)
Thank you.