How To Get 1 New Listing Per Week (Step by Step Process Including Daily Schedule) with Joshua Smith

Summary

The speaker outlines a step-by-step process for real estate agents to acquire one new property listing per week. He recommends identifying distressed sellers in niches like divorces, pre-foreclosures, or absentee owners in order to find motivated sellers. Other key tips include having an efficient tracking system, an organized CRM, and a polished listing presentation. The speaker stresses the importance of custom scripts and follow-up sequences tailored to the psychology and timelines of each niche. He provides an example daily schedule focused on lead generation and appointments during the weekdays to achieve the weekly listing goal.

Takeaways

• 😊 You can get 1 new listing each week by targeting the right niches, having an effective process, and refining your skills
• 📈 Track your outreach efforts extensively to analyze areas for improvement and conversion rates
• 💡 Understand timeline and psychology per lead source to maximize conversions
• 📞 Use a dialer and aim for 10+ conversations per 100 dials for efficiency
• 🗣 Craft your messaging based on the mindset of each niche; don't just rely on scripts
• 🤝 The objective is to identify timeline and goals, then set appointments when appropriate
• 🏠 Target niches like expireds, FSBOs, absentee owners, pre-foreclosures and divorces
• ⏰ Recommended schedule: Prospect 8-10am, follow up 10-12pm, showings/meetings after noon
• 😊 With practice over time, you can get this down to a profitable 40 hour work week
• 👍 Book a free coaching call if you need help getting your business on track

Q & A

What are the best niches to target for real estate agents in 2024 according to the speaker?

The best niches to target in 2024 according to the speaker are: expired listings, for-sale-by-owners (FSBOs), absentee owners, pre-foreclosures, and divorces.

What is the main goal of the initial conversation when reaching out to a lead source?

The main goal of the initial conversation is to identify the lead's timeline, identify their goals, and set an appointment if appropriate. This allows you to establish the proper follow-up protocol.

What is the recommendation for the number of weekly dials, conversations, and listings taken to get 1 new listing per week?

The recommendation is 500 dials, 50 conversations, and 1 listing taken per week. This breaks down to 100 dials and 10 conversations per day from Monday to Friday.

What is the importance of tracking data and metrics in real estate?

Tracking data and metrics is critical to mastering and excelling in real estate. It provides visibility into areas needing improvement and helps agents refine their processes to maximize conversions.

What is the two-step sales process mentioned?

The two-step sales process is: 1) Selling the appointment, and 2) Selling your services at the appointment. You first need to sell the value of an appointment before pitching your services.

What is the importance of having a CRM system in place?

Having a CRM system in place allows you to effectively nurture leads over time. Since most sellers re-list between 3 months and 2 years after initially trying, CRM helps maximize long-term conversions through organized follow-ups.

What is the purpose of using a 'pre-frame' when making initial outreach?

The purpose of using a pre-frame is to keep leads engaged in active listening mode rather than passive mode. This reduces sales resistance for a more effective conversation.

What is the reason that scripts should not be overly relied upon?

Scripts should not be overly relied upon because conversations frequently go off-script. Understanding objectives allows fluid navigation of conversations as they unfold.

What is the recommendation for someone struggling with their real estate business?

The speaker recommends booking a free 1-hour coaching call with him. He will provide tailored recommendations to get your business from where it's at currently to where you want it to be.

What daily schedule does the speaker recommend for real estate agents?

The recommended schedule is: 7-8 AM prep, 8-10 AM prospecting calls, 10-10:30 AM misc. follow-ups, 10:30-12 paperwork, 12+ PM appointments/showings/listings.