Class Overview In this class, Bob Latigona teaches real estate agents how to use pop-bys as a simple, personal, and memorable way to strengthen relationships with their sphere, past clients, Top 25 contacts, referral partners, local business owners, neighbors, and open house contacts. Agents will learn that a pop-by is not about the item; it is about the relationship. This class focuses on choosing the right people, selecting thoughtful and appropriate items, including a handwritten note, delivering the pop-by in a professional way, following up with warmth, and tracking every touch in the CRM so pop-bys become part of a consistent relationship-based prospecting system.
What You Will Learn
- Why a pop-by is not a gift strategy, but a relationship strategy
- How pop-bys fit into the overall prospecting system after handwritten notes
- Why the item matters less than the personal touch, handwritten note, and follow-up
- Who should receive pop-bys, including past clients, Top 25 contacts, referral sources, referral partners, neighbors, and local business owners
- When to use pop-bys, including seasonal touches, thank-you moments, home anniversaries, open houses, market update responses, and home equity conversations
- What types of pop-by items are simple, thoughtful, affordable, and appropriate
- What to say at the door so the visit feels warm, brief, and low-pressure
- How to follow up, log the touch in your CRM, and schedule the next relationship touch
Class Recording Watch the full Chapter 7 training session below. This class explains how to use pop-bys as a thoughtful, relationship-based prospecting tool that helps agents show up personally, stay visible, and become more memorable with the people who already know and trust them. Agents will learn how to choose the right recipients, prepare a simple pop-by item, include a handwritten note, deliver it professionally, follow up with a warm message, and track every touch in the CRM.
Class Resources Use the resources below to review the class, complete the workbook, and put the training into action. Download Chapter 7 Workbook
Action Steps Complete these steps after watching the class:
- Choose five people from your sphere, past clients, Top 25 contacts, referral partners, local business owners, or reconnection list.
- Choose one simple, thoughtful, and appropriate pop-by item.
- Write a short handwritten note for each person.
- Prepare each pop-by with the item, note, business card, QR card, market update, or resource when appropriate.
- Deliver the pop-bys in person when possible, keeping the visit short, warm, professional, and low-pressure.
- If the person is not home, leave the item only when it is safe, permitted, and appropriate.
- Send a brief follow-up text the same day or within 24 hours when appropriate.
- Log each pop-by in your CRM with the date, recipient, reason, item, note, response, and next follow-up date.
- Review your results at the end of the week and plan your next round of relationship touches.
Action Steps
Back to Chapter 6 Back to Summer of Prospecting Go to Chapter 8