How To Get 1 New Listing Per Week (Step by Step Process Including Daily Schedule) with Joshua Smith
Summary
TLDRThe 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.
Outlines
😁 Introducing the goal to acquire weekly listings using targeted niches
Joshua introduces the goal of acquiring one new real estate listing each week by targeting specific niches in 2024's market. He explains that he will go through the pros and cons of each niche, tools and equipment to increase efficiency, follow-up processes, scripts, and provide a sample daily schedule.
😊 Detailing the importance of matching messaging with sellers' timelines and psychology
Joshua emphasizes understanding sellers' timelines to know the length and frequency of needed follow-ups per niche in order to maximize conversions. He also stresses knowing their psychology and crafting messaging and tone accordingly to effectively convert them.
😃 Offering a free coaching call for agents struggling with business growth
Joshua offers a free 1-hour coaching call for real estate agents who are struggling to grow their business. He says he will map out exactly what they need to do to reach their goals in the most effective and profitable way.
🙂 Walking through the process to get listings, starting with identifying the right niches
Joshua explains the importance of identifying the best niches to target for listings based on factors like market size, potential limitations, and competitiveness. He details 5 current top niches: FSBOs, expires, absentee owners, pre-foreclosures, and divorces.
🙂 Detailing pain points showing why now is the time to target absentee owners
Joshua breaks down all the increasing expenses and pain points absentee owners are facing, explaining why now presents a big opportunity to target them to sell at or near peak pricing before conditions potentially worsen.
😐 Explaining why pre-foreclosures present growing opportunities
Joshua highlights statistics showing over 3 million homeowners 30+ days behind on payments as costs inflate over 10% yearly despite dismissive claims. He explains why pre-foreclosures, whether equity sales or short sales, present increasing opportunities.
🙂 Comparing needing practice and skill refinement in real estate to his daughter learning to drive
Joshua compares needing real estate practice and skill refinement through taking actions to his daughter learning to drive safely. He encourages persistence despite frustration to become excellent through repetition.
😀 Explaining the importance of timeline and psychology per niche to maximize conversions
Joshua stresses the importance of understanding timelines per niche to know follow-up frequency and psychology to craft messaging for effectiveness. This understanding, along with appointing setting, allows proper handling to maximize conversions.
😉 Demonstrating an effective expired opener keeping them engaged, not defensive
Joshua provides an example expired opening, strategically talking slowly and stuttering to sound concerned yet soft. This makes them actually listen versus getting defensive to facilitate an effective conversation.
😀 Explaining why effective framing and tonality outweigh the actual scripts
Joshua argues effective pre-framing and tonality outweigh scripts themselves since resistance is triggered if they don't actively listen. He demonstrates openers diffusing resistance to ensure appointments can be sold.
😊 Detailing the ability to pivot scripts when conversations go off track
Joshua advocates flexibility versus script attachment since conversations easily go off track. Knowing objectives allows fluid conversations and ability to overcome rejections through pivots.
😊 Recapping main recommendations and tips to acquire listings
Joshua recaps his main tips: identify niches with ample opportunities, understand timelines and psychology, possess strong listing presentations, use a solid CRM system, have a tracking system, and optimize efficiency.
Mindmap
Keywords
💡listings
💡niches
💡lead generation
💡tracking
💡follow-up
💡objectives
💡psychology
💡conversion
💡urgency
💡automation
Highlights
Target the niches with the deepest pain that need to sell, not just want to sell.
Track your data and metrics religiously to identify areas of improvement.
Use a CRM to maximize conversions on the front end, middle, and long game.
Have a world-class listing presentation to avoid flopping at the appointment.
Identify the niche with the highest probability of needing to buy or sell now.
Understand the timeline and psychology of each lead source to craft messaging.
Don't rely on scripts - understand objectives and let conversations flow naturally.
Use pre-framing openers to diffuse sales resistance and facilitate communication.
Tailor messaging for each niche based on their unique situations and objections.
Be prepared to jump between scripts based on how conversations unfold.
Play strategic offense in this market - actively put deals together daily.
Target 500 dials and 50 conversations weekly to acquire 1 new listing.
Use a dialer effectively to be efficient - aim for a 10%+ answer-to-conversation rate.
Schedule time for urgent tasks, prospecting calls, follow-ups, paperwork, appointments.
Implementation efficiency allows you to scale back hours while increasing results.
Transcripts
all right what's up my peeps Joshua
Smith here with another GSD mode podcast
real estate tip where every single week
I come to you delivering different tips
tactics and strategies to help you get
done inside your real estate
business and help you ensure that you
are crushing and dominating your overall
real estate goals so to I'm going to
hear I'm here to talk to you about how
to get one new listing each and every
single week and we're going to go
through a stepbystep process here on
this podcast so I'm breaking down you
know what the best niches are to Target
in 2024 in this current market that
we're in so then that way I'm going to
go through the pros and cons of each so
you know how to identify the best Niche
the best strategy you know to go after
for acquiring these listings then we're
going to go through some tools and
equipments that can just help you be
more effective and efficient and help
you kind of do twice as much in half the
amount of time when we're acquiring
these listings then we're going to go
through follow-up processes we're going
to go through different scripts and
recommendations there on how to convert
these how to have these effective
conversations all the way through I'm
going to go through what my recommended
schedule will be daily so then that way
you have all the information the tools
resources that you need to go out there
make this a reality inside your business
because look this isn't something that's
difficult this isn't something that's
hard this is something that any of you
can go out there and do and do in like a
40-hour work week this doesn't need to
if you get these things refined if you
dial in your strategy you dial in your
process you dial in your skill set you
should if you are good now in the
beginning like how do we get good like
we just keep taking action we might suck
in the beginning might be a little bit
harder might a little look 40h hour work
week maybe in the beginning you're
getting two listings a month you know
but as this gets better then boom you
get to that 40 you know like this will
happen but how we get good is by getting
in the Reps getting in the practice
refining these different things right so
I reason why I'm bringing that up is I
don't want you to get frustrated want to
abandon certain things it's like okay my
daughter right now just got her permit
you know turn 15 I guess 15 and a half
you know right and uh you know just got
her permit so then okay well how are we
getting her good at driving well okay
like we start off hey we're not going to
leave the we're not going to leave the
neighborhood we're just going to go
inside the neighborhood we're just going
to practice your rights practice your
lefts practice use your blinker practice
parking practice those things okay after
we got in a bunch of those reps okay now
let's go during you know off times you
know around you know slower streets you
know we built up okay last night I end
up taking her on the expressway for the
first time you like we're slowly
building these things up and then boom
before you know it she's going to master
that activity just like you and I have
mastered you know that in our own lives
you know our real estate business is is
the same thing so many of us just get so
damn hard and start harp on ourselves so
quickly out of the gate because like
we're not we haven't mastered this stuff
like you will Master it don't give up
don't not stop three feet short of gold
okay so um so we're going to do a deep
dive into these here today now three
quick things that I want to make sure
that you have in place before this and
if you listen to this podcast a lot you
hear me talking about these all the time
or at least these first two all the time
but I want to make sure that you have
the things in place to pull this off
okay number one you got to have your
tracking system in place so now we are
going to be tracking per Niche that
you're going after to go out there and
acquire these listings so whether I'm
going after maybe I'm going after
divorces absentee owners and fsbs okay
I'm G to track each one separately and
I'm going to be tracking number of reach
outs number of conversations number of
appointments set number of appointment
conductions number of clients number of
closings that gives me an overall
picture that also allows me to see areas
of improvement inside my business I know
I always be tracking to death on these
so I'm going to leave that out there but
if you're not tracking your data you're
not tracking your numbers you're gonna
have a very difficult time really
mastering and excelling you know um uh
your ability to go out there and acquire
more listings then from there number two
got to have your CRM dialed in look with
with the like if you want to maximize on
this
so let's just say with expired like you
want to get to a point let's just say we
had a
6% appointment or or listing take
conversation to to a listing taken rate
okay most our industry are like half of
1% like terrible numbers but they're
there but and that comes from not having
the right process not having the right
skill set you know but then not having
you know the right Tools in place for
that followup look you got to get very
good at the front end of the game the
middle of the game and the long game so
then let's just I'll just use expires as
an example here you know you're going to
have okay 10% of expired relist in the
first three months okay but 90% relist
four months kind of between that full
year and like twoyear Mark yeah four
month soring that two-year Mark so okay
like I need to get damn good and be able
to keep these contacts in my system and
know okay well what's their situation
again 90% do not relist within the first
90 days it's like hey I want to sell but
I'm sick and tired of making my damn bed
every day man I just need to breathe or
I need to break you know or maybe
they're just got a little discouraged
they just need a time to get those goals
excited again or whatever it may be
there's going to be situational reasons
there's going to be a lot of different
reasons but you're going to get just the
law of averages man you're going to get
some that are immediate you're GNA get
some that are three months some that are
six months some that are 12 months some
that are one year two years three years
five years like for me I don't care yes
in a perfect world we'd all get them now
but that's not the reality of this
situation you want to you want to
maximize on your conversions and you
want to maximize on the amount of
listings maximize conversions you
maximize amount of listings you're going
to get you got to get good at playing
the the front end of the game the mid
game and the long game to maximize these
conversions so because people will will
challenge me on this 6% you know
conversational listing taken rate but
I'm like yeah dude like you're just one
and done you're pounding for that first
week like dude once I get on the phone
with my identified timeline identify
goal set appointment if able or
appropriate if unable or unappropriate
because they know timeline and goal I
never stop following up with them
because I know at some point they're
going to be valid sellers it's like when
people go do open houses and they're
like oh I get these nosy neighbors I'm
like I love nosy neighbors those
are homeowners that live in the area
that I have a chance to get to know that
just saw me during a job interview that
if I if I capture their information
capture value develop that relationship
that Rapport over time the name of the
real estate game is to get people to
know you like you trust you be aware of
what you do for a living follow
frequently keep your message from
frequently your business continues to
grow and expand these are people that
you will acquire over time if you play
the long game the problem that so many
our industry has is so damn shortsighted
they're just looking for the now
immediate quick business the low hanging
fruit they don't know how to play the
mid or long game definitely don't know
how to play the long game you know right
and they have low conversions so if you
want to maximize this we got to play you
know all three games and a CRM allows
you to keep all that together because
you're not going to be able to keep it
together otherwise okay the third
component here is making sure that you
have your listing presentation dialed in
because today I'm going to go through
essentially how to get to the listing
presentation but you don't worry in real
estate we're in a two-step sales process
and this doesn't matter if you're going
for buyer sellers or agent recruits it's
all two-step sales process step number
one you're selling the appointment then
at the appointment that's where you are
selling you and your
services you don't want to put all this
energy and time into getting to the
listing table and then you go out there
and flop that right so you need to make
sure that so just get a world class
listing presentation in place practice
the out of it get amazing at that
right especially when we're going after
cold sources of business these are
people that don't know you from anybody
you know right they're interviewing two
or three other a if you're going head
to-head with somebody like me that's
been doing this for a long time that
sold over 7,000 homes like okay how are
you going to come out there and be
victorious you know real estate is a
zero some game there if they're
interviewing two or three people one of
us is winning and then we got the others
that are losing right so we don't want
to put all this time energy and effort
to get to that point and then flop it
okay so now we're gonna get into you
know again the core things when it comes
to okay how do I start getting the ample
listing presentations that I need so I
can take one listing each and every
single a week but before I jump into
that look if you are a real estate agent
if you are a team leader if you are a
real estate brokerage owner and your
business is not exactly where you want
it to be maybe your business is
declining maybe it's staying stagnant
you know just kind of staying the same
year after year maybe it's growing just
not growing at the pace that you
ultimately want it to grow at it's like
you're operating down here but you know
deep down your full potential is way up
here and you're you're capable of much
greater output and production and things
than you've created and you just do not
know exactly what to do to get from
where you're at to where you want to go
if that is you I invite you to schedule
a 100% free 100% zero pressure Zoom
coaching call with me personally it's
going to be me and you we're going to
spend an hour together on this free zero
pressure Zoom coaching call here's what
we're going to break down where your
business currently at where your 12-
month goals are what your long-term
goals goals and Visions are for your
business what you're currently doing
what your biggest obstacles are then
from there I'm going to map out as your
coach on this free coaching call exactly
what I recommend that you do to get from
where you're at to exactly where it is
that you want want to go in the quickest
most effective efficient profitable
manner possible you have my word on this
that by the end of this free zero
pressure coaching call you will know
exactly what you must do what you must
execute on you're gonna eliminate all
that overwhelm all that you know chaos
that's going on your head right now all
that guess work you're gonna be able to
be like a horse with the blinders on and
know exactly what you must do to get
from where you're at to where it is that
you want to go now full disclosure with
this coaching call this SP about 50
minutes which is more than enough time
going through everything that we need do
to get you dialed in there regardless
like I don't care if you're individual
agent team leader broker owner if you're
you know selling 10 homes a year looking
to get to 30 or if you're a team leader
selling 100 homes looking to get to 500
homes if you're a brokerage Jer with 50
agents looking to scale to a thousand
agents I got your back man I will get
you dialed in done it seen it I know how
to get you from where you're at to where
you want to go and we'll get you dialed
in with that so in that 50 minutes we're
going to get all that handled then the
last 10 minutes yeah I'm going to spend
a few minutes walking through what my
coaching program is what it entails and
look if it's a fit for you cool if if
it's not that's okay too we can still be
friends you have my 100% word that whe
whether you ever do any let's just say
you don't ever do any coaching with me
advanced coaching with me outside of
this free coaching call you will this
will be such a powerful session for you
you'll know exactly what to do to get
from where you're at to where you want
to go you got nothing to lose everything
to gain here you have my word on that
everything I do is zero pressure you
know I don't need the business that bad
I'm not going to beg you I'm not going
to hard set it's not my style I'm here
to just pull into value make sure that
you are dialed in in your business now
if this is something you want to take
advantage of I cannot do these forever
so as I'm doing this for this temporary
period of time this is something that
you want to take advantage of go to
www.gdcjobs.com
listing appointment set per week to go
out there and get one listing taken
right and again like I said it depends
on listing skill set but we're talking
about these These are going to be niches
for new business that's in control that
can guarantee that you have your new
business okay so then from there Step
but we got to get to the listing
appointments now assuming that you're
damn good and you got a world- class
listing presentation dial then okay
everything else I'm said like we already
talked about that earlier assuming that
you got that in place you I see so many
that you know YouTube videos or podcasts
out there like oh well you know here's
how to go up there and list X or do X
you know but they give the the most
shallow nuggets and I'm like dude like
that that you know no wonder people have
you know such a difficult time figuring
this stuff out right like I want to make
sure that you know what you got to do to
get this with expectations so again if
you're brand new it might take you you
know if your listing presentation sucks
it might be five listing presentation
set five appointments set to get one
listing taken you know this is why
tracking like I said earlier is so
important I know that not all this stuff
is the fun sexy stuff that we want to do
and hear about but you want to get damn
good at this business these are just the
fundamentals foundations that you have
in business I'm not here to sugarcoat
I'm not here to you know like look
yeah there's some fun parts of this
business and there's parts of that suck
and yeah I get it for most of us
including myself having to put my head
and trackers and Excel
spreadsheets like that sucks I don't
enjoy that but I understand that that's
where the money is truly made in this
business so I do it right okay so now
let's talk about identifying the right
niches this is really really important
this is going to change Market to Market
who knows this could change 12 months
from today you know um um some of these
niches you know some of these niches on
here like absente owners an example
three years ago was not a niche at all
that was clicking hard for us you know
we had an abundance of people buying
these these you know investment units
not selling them just been in the last
two and a half years well it's yeah two
and a half years let's call it not even
two and a half full Years yet um um you
know since uh things started changing
there where rents started coming down
and whole C Revenue started coming down
T eviction started skyrocketing you know
all this crazy inflation that we've been
experiencing you know so okay this is a
new Niche for us that's really started
to explodeed same thing with you know
pre forclosures this is a newer Niche
that we're starting to see not that it
didn't always exist always has all these
niches always exist but meaning to being
at the conversion rates that they're at
you know today but again 12 months from
now they may not exist so you have to
have the ability to identify what is the
best Niche for me to go after to Target
in that given Market you're not going to
have the same you know ideal client or
same Niche for your whole entire career
just ain't going to exist for at least
the vast majority of us right okay so
now we're talking with with listings so
this is a market where we got to Target
and focus on those that need to sell not
those that want to sell there's
abundance of people that want to sell
yeah I want an extra bedroom you I no
longer like my subdivision or my commute
time yeah I want to sell but okay if I
got to go buy at today's prices and I
get locked in a seven or eight percent
rate today and I have to give up my 3%
rate in my current house okay the pain
of buying outweighs the pain of staying
where I'm at so I'm going to stay where
I'm at right that's the that's that's
why listing volume is so damn low and
and you know transaction volume's been
so low over the past couple years you
know because that's just the reality of
the situation right so we need to
identify those that need to sell not
those that want to sell by this I mean
those that have the deepest pain with
their current living situation where the
pain of their current living situation
outweighs the pain of the change now all
five of these niches just pop amazing
right now I'm going to go through them
quickly but I'm going to go through the
pros and cons so you can pick which one
or two you need to go after now for most
of you depending on your Market size
like I'm in Phoenix Metro so Phoenix
Metro is huge you know I could go after
any one of these and and have you know
well over a hundred 100 listings a year
in any one of these niches now maybe if
I'm in a small town you know um because
you're going to have limitations with
fsbos or expire you're going to have
limitations with some of these maybe you
have to do two or three of these you
know it's going to take however many it
takes you know based on your Market size
to make sure that you have enough
conversations on a weekly basis okay so
let's go through the these five niches
okay you got expired so you got fsbos
always have been great always are great
probably always will be great we don't
know their exact pain but we know
they're in enough pain the current
living situation where they've already
raised their hand that hey I want to go
out there and sell so these are great
sources great for for you know now
listings and and again down the road
listings like I talked about earlier but
they're great sources to go after and
get listings from the negative and I'm
going to go after the pros and cons so
you could be prepared for each the
negative of these um is okay you can't
control um depending on the market there
may not be enough for you there may not
be enough flow enough listing flow you
know um uh you know maybe you only have
15 total fsbos in your entire market and
that's just not enough for you to hit
your target numbers okay you're going to
have some you you can have limitations
that's one negative on these expired is
not so much much because you can go back
to two years you know and and have great
returns you know you know with that like
if you gave me on expireds the the
choice of okay Josh you got you and you
you have to pick one you got day one
expires or six-month old expired I'll
pick six-month old all day long right so
you know so we can go back with expired
expires aren't so much of a limitation
that fsbos are you know um um but with
those okay so that's one potential
negative with the these sources you know
the second negative the even bigger
negative
and I don't deem this to be a negative I
just want to make sure that you have
awareness of that all of these negatives
you know each one again has some goods
and kind of things that we just need to
be aware of right is okay depending on
your Market size like in my market with
60,000 agents okay I might have a
hundred agents attacking these same
expired and fsbos you know hardcore so
then from there now is that something
for me to be intimidated about no I just
need to understand that my process and
my skill set has to be different
different unique and Superior of my
competitors because these are going to
be the most saturated space right this
is where you're going to have the most
competition of going after these so then
we just have to be better with our
processes and our strategies and our
skill sets to go out there and standout
right so those would be you know so the
other three just aren't near as as as
competitive so you might decide hey I
want to go after the other three but
again each one has their pros and cons
okay absentee owners so what is an
absentee owner I know most you probably
know this but just in case you don't and
absentee owners okay they own this unit
right they own this house like you know
if you're going after single family
attach like I do meaning four or less
units um they own this piece of property
but they do not reside in it personally
so there's really going to be four kind
of buckets that are that are tied at
tosson with the absentee owners right so
you're going to have your long-term Buy
and Hold investors like your regular you
know landlords that go out there and get
a tenant that's in place for a year or
two you're going to have your short-term
vacation rentals like your airbnbs as an
example you're going to have um
snowbirds or people that this is just a
you know vacation home they come out
there and spend you know couple months
few months out of the year it's not
their primary residence um and then you
get some probates thrown in here too
like once it records you know like maybe
their parents passed away they inherited
the house it's not their primary
residence but it's now on their name so
those are going to be the four four
niches in there now depending on your
Market you know this can vary but for
most of us the biggest bucket is going
to be investors that own these units you
know right um so we have to have
awareness of that but if we look out the
pain today they're all experiencing a
lot of pain which is cost all the whole
cost of real estate is just skyrocketing
so even if they paid cash for these you
got taxes going up you got insurance
going up you got HOAs going up you got
let's just say on the tenant side
because a lot of these are going to be
landlords okay tenant evictions up 50
plus percent from prepandemic levels
then we got rents coming down like in my
market rents are down eight%
year-over-year you know so we got you
know ten eviction skyrocketing we got
rents coming down and all their hold
costs going up and up and up so if they
want to sell at or close to Peak pricing
now is an opportune time to do so now if
there is one negative with absentee
owners um it's going to be that okay
like these longer term buy and holds
yeah hey I want to sell but I got a
tenant place until the end of August you
know so okay I'm gonna have some of that
right now the short-term vacation
rentals snowbirds probates right those
will be you know usually quicker sales
you know um but the long-term buy and
holds if you have a lot of those in your
area like my market we have a ton
of in like Phoenix is just a very
investor heavy Market you know um so
that becomes common place and that like
okay what's the headache there okay I
just gotta make sure in my CRM to task
it out to call them to stay in touch
with them so then when that tenant's out
in August I gain and get get that
business okay now we got pre forclosures
right why is this a great Niche right
now about 3% of all mortgages throughout
the United States got about 85 million
mortgages 12 million helocs about 3% of
those are currently in 30 plus day
default status and this is growing
monthly
cost of inflation going up 10% plus
every single year now you like oh Josh
that's not true I heard C government say
it was three and a half percent okay
choose to believe that you can choose to
believe that but I know that that's not
the case right I'm this in a podcast
about that you know right but life is
going up and gonna continue to go up for
a long time to come do not listen to
what they tell us listen to what their
actions are when we look at all the
social programs being added right the
increased deficit and spinning and
monetization of debt all the
geopolitical moves happening everything
taking place right now is massively
highly inflationary I hope I'm wrong on
that I hope to God for a massive
deflationary crash I just don't see it
coming yeah right um so anyway though as
life is going up and up and up even
though because people are like oh well
these people AR going to lose their
properties they got these 30-year fixed
you know mortgages at 3% rate okay but
then like okay let's just say for you
yourself you got a 30% year rate your
mortgagees like your payment is going up
every year Insurance taxes right and and
those are going up fast in a lot of
areas but then from there every time you
go to the grocery store it's not it's
the it's like there's a point in time
where when people have to choose between
putting food on the table for their
family or paying their mortgage payment
which one are they going to choose right
so this is just a continued I all I know
right now is you got about three million
homeowners that are currently 30 plus
stays behind on their mortgage payment
you got one out of six homeowners right
now that can't even afford Utility
payments you got 25,000 daily Auto repos
every single day you know right like
is ugly out there for you know
unless you're making a ton of money
and you're in the top I don't know 5% of
income earners like it's tough
out there for most right so okay this a
a place and a time for us to go help
people in our community that are in a
tough spot that need to sell need to
sell fast otherwise a bad situation is
going to get a hell a lot worse so this
is a great Niche now what's the negative
here okay about 50% of these are going
to be Equity sales at least as of right
now the other 50% are going to be what's
called a short sale okay you got to know
how to process short sell short sales
can take four to five months on average
you know right it's a different beast
but you got to know how to do it a
positive is it's not on most agents
Radars if I go do a post on social media
right now about you know uh
pre-foreclosures increasing I just get a
bunch of realtor hate oh no man Market's
strong economy strong I'm like
hey look I'm not saying that the you
know Market's going to crash or the
economy's G like we don't need it to for
people to experience hardships I'm not
saying it's not going to crash I'm
saying I don't have a crystal ball I
have no clue and you don't have a clue
either none of us do you know right um
uh but with that I just know that okay
this is something that's increasing
month over month this is something I'm
personally scaling up massively right
now my business and gonna continue to
scale up in my business you know it's
it's a a you know great opportunity to
go after okay so then from there now we
got divorces this is the fifth Niche
right now
divorces so great Niche people that need
to sell now this is always a good Niche
you know but then from
there um during economic tough
challenging times these increase that
much more so they're you know just
skyrocketing right now so this is you
know you just have a lot more people
that are going through divorce right now
than normal right so it's a great Niche
to go after and again not these last
three so absentee owners your
pre-foreclosure divorce is not nearly as
saturated you know is is expires and
fsbos you know so you're not gonna have
the same amount of agent competition
going after them okay what is the
negative of divorces there's a negative
it's okay I kind of in most cases not
always but most cases I got to do
everything twice because they're kind of
they're button heads you know they're
not typically uh uh you know getting
along extremely well so it's like okay
I'm prepared for that two listing
presentations you know every time I got
to get something signed or have an
update I got to do it separately you
know they're going through a tough
challenging time in their relationship
we got to know that we got to be
prepared for that you know so again each
one kind of has their pros and cons but
they're all great you know right and
they all convert extremely great if you
have the right process and the right
skill set okay so you just need to
identify you know which Niche or niches
that you are going to go after and that
you are going to Target you know and
again if your Market's bigger like in my
market and if you're in a bigger Metro
with let's just say you half a million
plus people okay you could probably just
pick one of these to go out there and
get a listing a week right depends on
Market size and how many of these are
available for you you know um okay so
then from there last thing that I'll say
here before I get into the other points
is this Market that we are in here in
2024 because I get asked this question a
lot oh Josh I want to go after divorces
should I just get in with the divorce
attorneys okay so I'm gonna answer that
and you know I'm not gonna I'm not going
to discourage you from trying to get
with divorce attorneys yeah like look
I'm GNA go out there and do that stuff
too however I'm not going to rely on
that in this type this this type of a
market with transaction W being so low
this is a market about strategic offense
Strat strategic meaning okay we got to
be very smart targeting those that have
the highest probability of needing to
buy or sell in our current market with
the current economic climate that we're
in which we just went over those offense
meaning I'm not waiting for to come
to me I am doing what I can do that's in
my control where I can put deals
together each and every day so am I
developing relationss with bankruptcy
attorneys and and you know for to send
me you know short sales or or
pre-foreclosures or divorce attorneys
for divorces sure but that's kind of
like a secondary side hustle thing right
like I'm going and getting the damn
divorce list and I'm calling the people
going through the divorce directly
because that's 100% in my control you
got to play strategic offense in this
market don't wait for to come to
you and come on your lap so what are you
doing each and every day to go put these
deals together personally when it comes
to that okay so then a couple things
here I'm going to talk about you know
numbers and then we'll get into process
skill set some different things all
right so for now with any of these five
niches now this is going to you know
determine on how good your process is
that but assuming that you got the right
process and you got the right skill set
assuming those things are in place like
assuming you're good and you don't suck
you know right at these things right um
um okay here's the numbers that it's
going to take on a weekly basis 500
dials 50 conversations one listing taken
that's where that's the target you
should be hitting so then okay if I
divide that up Monday through Friday
that's a 100 dials 10 conversations per
day now if I use a dialer I should be
able to do that in two hours a day right
if I'm using a now if you're using a you
know triple line dialer cool you know or
I'm just saying if you're using a single
line dialer Mojo Arch agent a bunch of
them out there the key there is whether
you're using a dialer or not is making
sure that you are getting a 10% or
greater answer to conversation
rate you need to hit that Target this is
why tracking is imperative why tracking
is important you know I talk to people
all the time they're like well man I'm
hitting the D you know I'm hitting the
phones three and a half hours a day and
I'm only getting you know a listing a
month I'm like man we got some problems
there you know right then come to
discover that they got a 2% you know
dial the combo
rate okay now we got flag to spam you
know well we got to overcome those
issues right so we got to make sure that
you're at 10% or greater dial the
conversation rate then from there like
if you're if I'm calling from my cell
phone you know it can be hard to get in
25 dials an hour but if I jump into Mojo
Arch agent or or you know good dialer
okay I can easily do 50 dials an hour
and then have making sure I'm having my
five conversations an hour so then okay
Monday through Friday 100 convers or 100
dials 10 conversations you know right um
now what here here's the thing when
people so so just get get a good dialer
in place you can use your phone if you
have to just understand it's not a
matter if it's a matter when you're
gonna get flag to spam question I always
ask people is okay so on your cell phone
you know how when you get phone calls
and you look down it says potential spam
what do you do with those calls now I've
never had anybody that's like oh I
answer them you right everybody's like
they kind of giggle yeah I I ignore them
send the voicemail sometimes block them
you know right I'm like okay it's just a
matter of time before you if you're
dialing from a landline or a a you know
dialer that's built into your CRM you
know like like if you're using something
that is is not
a dialer with great anti-spam Tech built
in you know more you're going to if
you're not intentional with this you're
going to wind up a Spam and you're going
to have low dial the combo rates right
so we got make sure that you're at those
kpis right and I'm just talking from an
efficiency standpoint because to me I
want to do as M I want to get as much
results and as much output and as little
possible time possible you know like
yeah I enjoy working but I don't enjoy
working 247 you know right like you know
there's just a smarter way to do this
there's an easier way to do it
right versus the hard way okay so so
that's that there okay the next thing is
whichever one of these that you choose I
want you to
understand and and identify timeline in
Psychology per lead source so timeline
is going to allow you to identify how
long and how frequent you must follow up
with that given Niche to maximize
conversions psychology allows you to
know what's going on in their mind based
on that Source in understanding human
behavior so you know how to craft your
messaging in your tone to go out there
and convert them so you can do the like
you can be targeting these people all
day long but if you don't have if you're
not calling them with the right
frequency the right times you know um
and you're saying the wrong and the
wrong ways you can have low conversions
and I talk to agents every single day
that reach out to me for help on these
free coaching calls now we're able to
get it buttoned up on these coaching
calls and get them fixed get them dialed
in you know these free coaching calls
that I offer you guys here you know um
you know but like it's kind of like you
know I used to be in the gym business
before I got into real estate and i' see
people do it all the time that would
come in they'd be showing up every day
and they'd be working out in there but
like they just never got results so okay
maybe their diet was off maybe they just
didn't know how to you know work out
adequately you know right um uh there's
just little different tweaks that make a
world of difference with this stuff
right um so we got to understand
timelines so we know how long and how
frequent to follow up and then we got to
understand it psychology I'll just give
an example here let's just say I'm going
after a for sale by owner right okay I
know the number one reason that a for
sale by owner is not listing with an
agent and listing on their own is not
because of commissions that's reason
number two reason number one is they
truly believe they do not need us they
truly believe they can do every bit is
good of a job on their own um um and
they don't need us right that's number
one number two is commissions but number
one they believe in their mind that they
can't they can't um they don't need us
okay well then from there you know I'm
intelligent enough and then I guess I've
just done this long enough and I've
studied enough human behavior and human
psychology to know know that belief
systems cannot be changed by you talking
at them so you calling them up tell them
how they're going to fail you know call
them up H did you know only 8% of fible
sell successfully on their own you know
92% don't sell those that do sell sell
for x% lower than the agent listed all
you're telling them is look you're an
idiot for listing your home on your own
and not using me that's all that's
that's how they're perceiving it how
they're hearing it now you can do that
and and go out there and have low
conversions and like if it's a numbers
game and you just want to pound the
phones all day every day and have a
ton of resistance you know okay fine you
know right um uh but if you want to get
good at this stuff this is where we got
to match our messaging with what's going
on and where they're at and I know and
understand again belief systems can only
be changed through personal like
personal self-discovery so go take a
hardcore Trump supporter go take a
hardcore Biden supporter like okay I'm
gonna lock you guys in a room you got an
hour to talk each other switching
parties okay they're probably coming out
the room in a fist fight with
with how polarized politics is today you
go go go get a I know a Hindu and a
Christian
and that okay go go in this room now
these are true the true Hindu and a true
Christian you not right like somebody
that truly believes that in in their
religion right so okay you go lock them
in a room out to like there like
nothing's gonna happen there right
belief systems are only changed to
internal P personal self-discovery so I
know and understand with the fsbo that's
usually going to be between eight you
know eight weeks on the front end side
usually 12 weeks on the long end of the
side before they get to that point where
it's like this is more difficult
than I thought more challenging than I
thought maybe I was wrong maybe I need
to reconsider this maybe I need to think
about hiring a real estate agent okay so
what do I do I make sure that I have
enough long enough follow-up frequency
and position myself as a resource so
once they get to that point boom I've
already been helping them I've already
got the relationship I'm falling up with
them weekly you know right so then when
they get to that point bam they're just
thinking of me man maybe I was wrong
maybe I do need to sit down with Joshua
Smith right that's where we want to get
them so this is where understanding
timeline allows us to know how long and
how frequent to follow up to maximize
conversions psychology of what's going
on that lead Source allows us to know
again how to craft our messaging how to
craft our tone how to craft our delivery
you know all of that with the lead
source so you got to understand timeline
and psychology per lead Source now this
leads me into the next step here which
is understanding the scripts now I am
not this is going to sound a little
little off little hypocritical if you
will because I have scripts for
everything you know like if you look at
my script book here for my my when I say
script book this is my internal playbook
for my agents it's like man I got
scripts for every little thing in our
business is like here's what to do when
to do it what to say where to say it how
to say it in every scenario and
situation you know but I do that because
when I'm taking brand new agents fresh
out of school and plugging them into my
team I want need them to be making 20
grand a month after splits you know
within their first six months so I need
to remove the guess work but as soon as
possible I want them to understand the
Frameworks and that the objective of
everything that we do and when we do it
and why we're doing it so then they
don't have to operate off of scripts
number one when you're operating off of
scripts you're gonna sound saly PL plus
what you getting your scripts you go
online you print out these scripts okay
now you just sound like everybody else
you gonna have lowlevel conversions I
was talking to a dude the other day that
I mean he had you know I mean very very
very lowl conversions but it was just
the same damn script that everybody else
uses same sound like the same
telemarketing s
pitch that I hit from everybody else you
know right so you got to understand
human behavior and human behavior to the
consumer wants the information they W
need to make their best informed
decision but they want to do that in a
safe non- pushy non- pressure non salesy
environment the second that they feel as
if they are being sold you trigger the
crop portion of the brain they go into
fight or flight mode they're looking to
do exactly that just fight or flight
that's where you get those real quick
you know like U just objection shutdowns
right you so it's not just just about
having unique scripting right but then
from there it's about having unique tone
like you don't want to just it's not
about just not sounding like all the
other freaking Realtors out there and
all the other the gurus tell
you you like I had to get to a point
where like I just threw all my real
estate scripts this was years ago but I
just threw them all out the window and I
just started studying human behavior
human psychology Robert Shield's work
Michael Oliver's work natural
selling you know um um and just figuring
out these Frameworks like I understand
and know objective number one of that
initial conversation is to identify
timeline identify goal set appointment
if able or appropriate if unable or not
appropriate then because I know their
timeline and goal now I'm able then you
know to know what my next best followup
protocol is to convert those at the
highest possible level right and then
when I understand what's going on in the
mindset of that particular so I'm going
to give you like let's say let's say so
I can give an example here let's say an
expired okay what do most people have oh
hey is this is this so and so this is is
or this is Joshua Smith XYZ real estate
you know and whatever script that
they're going in with right like
whatever any you know script you
print off online they all kind of sound
the same you just want to see if you
know you still have you know the same
goal possibly selling your property if
you still have some interest selling
your proper like they just get right to
it they sound like everybody else and
what do they get you know they get the
hard shutdowns oh no we we said to hold
off you're the 20th agent to call me
today you know right okay so timeline
and psychology of an expired okay
timeline is I understand that only 10 %
are relisting out of the gate 90% are
relisting between three months and or
four months that two-year Mark so I'm
going to have a long and a followup
protocol with them so okay my my initial
timeline until I get them on the phone I
call this my time no time frame
established call tasking you know uh uh
I call my no tasking drip because it's
in my CR I just click a button and it
just tells me who to call when to call
right so it's going to task me to call
them day one every other day for the
first 14 days every 21 days for the
first year now that only exists until we
have a conversation I've identified
their goal identified their timeline set
the appointment if able or appropriate
if unable or not appropriate now because
I know their timeline and I know their
goal now it's going to go into six
months or less 6 to 12 months or 12 plus
months out each one of those has a
different fault frequency you know as
they should as it gets closer want to
set that up and then once they're six
months out that's where I start getting
very aggressive at going in for the
appointment set when I say very
aggressive I'm aggressive with frequency
never aggressive with people I
understand that being aggressive and
push with people is the least most
ineffective possible way to go out there
and sell right now so then okay so that
we talked about timeline with an expired
now I understand psychology what's going
on in expired head there's three things
going on I call it the triple whammy gut
punch okay number one their their home
was just rejected by the marketplace
boom gut punch number one number two
they had real estate goals that they
were excited about getting met that
become unmet boom that's gut punch
number two number
three um they had this real estate agent
that promised them they could get the
job done the agent let them down didn't
get the job done that's gut punch number
three triple Whammy gut punch right so
here's what I need to get them to
believe I need to get them to understand
this and believe this not just speaking
at them with this but I need to get them
to understand and believe this through
my messaging whether it's through my you
know letter campaign that I sent out
that's highly successful whether it's
through my phones you right this is what
my messaging is g to match right I need
to get them to understand that hey your
house wasn't a problem got a beautiful
home your house wasn't a problem number
two hey your real estate goals 100% can
still be met you know the problem is
that unfortunately you made the mistake
of hiring the wrong real estate
professional the good job is I can get
the job done okay so I'm going to lead
through I'm going to walk you through
why this is so powerful right so we got
to understand tonality and what I call
pre-f framing so before I actually get
into the even the actual scripting I'm
gonna have a pre-frame
opener to to just because like look I
don't care how good your scripting is
how good your pitch how good your offer
how good your services are if they are
not listening to you you're never going
to have success with it so remember if
you trigger sales resistance they go in
the Croc portion of the brain you
trigger fight or flight mode they're
looking to just fight or flight we've
all been in situations where somebody's
talking to us we're not even listening
to the damn words coming out of their
mouth we're just thinking about what are
we going to say to get the out of
this conversation right like we've all
been there that's called passive
lisening we need to keep them out of
passive lisening keep them in active
lisening so actually listen to what we
have to say now but again we got to
understand psychology of each now my
Approach the pre-f framing and tonality
is the same per lead source but the
actual opener the words that are coming
out of my mouth are different on each of
these niches right so let's just say
it's an expired like I said remember I
got to get them to understand they have
a beautiful home the home isn't a
problem number two their goals can still
be met number three the mistake that
they made is unfortunately that they
they're they hire the wrong realtor I
can get the job done and then just
remember this because I'll walk you
through this objective regardless of
Niche you know whatever the source is
objective of conversation number one
identify timeline identify goals set
appointment if able or appropriate if
unable or appropriate because we know
goal and timeline that then dictates our
follow-up protocol so we can maximize
conversions so I'm reaching out to this
expired I'm gonna talk very slow you're
gonna see here how I kind of stutter how
I sound confused a little concerned you
know but soft you know kind of a neutral
concerned confused tone but I'm doing
this because I don't want to sound it's
not just like sounding like any other
realtor we don't want to sound like the
other Realtors we also don't want to
sound like any other sales experience
they ever had and we need to get them we
need to convey the message that we want
to convey with them so my pre-frame
opener and preframe is again to keep
them out of passive listening mode to
keep them in active listening mode so I
can have an effective conversation so
let's just say you know spire's name is
Susan so I'm reaching out to Susan hey
is this is this Susan yeah this is Susan
hey Susan this is just Joshua Smith here
with XYZ real estate I wanted to I want
to see if you could help me out with
something really fast you know I'm on
the MLS right now and I'm looking at
looking at your home on 123 West Main
Street and it looks like looks like
maybe for some reason you're you're
sorry I just that up okay I'm
gonna start that over I was I was
thinking ahead here I I was in my own
passive listening mode okay so hey so
I'm gonna start that over hey is this is
this Susan yeah this is Susan hey Susan
this is just Joshua Smith who with XYZ
real estate I wanted to want to see if
you could help me out with something
really fast you know I'm on the MLS
right now looking at your property at
123 West Main Street it looks like looks
like maybe you had your home recently
listed for sale and it looks like maybe
for some reason it it didn't sell for
some reason and like I said I'm on the
MLS right now and I'm looking at all
your all your photos and I'm looking at
all your property information and you
have you have such a beautiful home I'm
just I'm just curious why do you why do
you feel your home didn't
sell right that's such a great you know
here here's why it's a strong opener
right is again it's sounding different
I'm talking slow I'm stuttering I know
that sounds so unorthodox but it keeps
them actually listening to what you're
having to say but again remember I need
to get them to believe and understand
that their house wasn't a problem it's
like my expired letter and I've been
sending this expired letter out for
almost you know I don't know 18 years 17
years now since I've refined it and and
you know it's had a lot of revisions
over the years this thing's made me
Millions over my real estate career
right so it's it's just kicks ass and it
works now it's taken me a lot of
split tests and refining it to get it to
work you know but okay they open up the
letter big picture of the front of their
house then above that picture it says
sometimes even the finest to homes do
not always sell okay so what I'm doing
there with that opener so this is an
example of a phone opener and I'll go
into an opener that I use for like fsbos
and and divorces too all the time um but
it gets them to start opening up and the
more that they vent the more that you
know you got them again the whole part
of the pre-frame opening is to have a
highly effective good conversation where
conversing together not against they're
not shutting you down so and look
sometimes they'll go through and vent
sometime a lot of times more often than
not it's just kind of a yeah we don't
really know you know we we we were
hoping it would would you know get sold
but for some reason didn't sell hey I
understand that too and look again you
have a beautiful home I'm I'm a little
shocked it didn't sell myself and you
know just out of curiosity what were you
what were you looking at moving to
because remember now I need to
transition into goal and timeline so
maybe they're like oh we were looking at
moving to X Y what's what's an X oh
family you know whatever so I'm just
kind of you know having a good
conversation like you're talking to a
neighbor you know right so it's just
just out of curiosity what were you what
were you looking at moving to oh we're
looking at relocating to you know
Sarasota Florida oh great well what's in
Florida oh we have some family there we
think about retiring okay that sounds
awesome that sounds great um you know
just just out of curiosity it looks like
looks like you were trying to get there
sooner than than later is that still the
overall goal or is that maybe possibly
changed so then now I'm going to get in
a timeline yeah right right now the most
common objection you get expired
especially in today's day and age is oh
we decide to hold off that's okay so I
gota I gotta deep down I gotta dive in
right people like oh we decided to wait
and that's usually where most agents
shut down then all a sudden two weeks
later you go on the market and you see
that's relist with somebody else that
has a higher level skill set you know so
then this is where it's always together
never again so yeah we decided to hold
off yeah no worries at all I totally
understand that and you know what's
what's causing you to want to you know
possibly hold
off well you know with prices Within
interest rates okay that's an easy
objection to overcome but I got to know
if that is the true objection you know
because sometimes objections aren't
objection sometimes it's reality
situation maybe they're like hey we just
we're going to retire but with the
economy we decided to not retire we're
going to stay put keep working for two
more years to you know fund our
retirement account that much more at
that point our social security kicks in
when we get the highest level of Social
Security you know um so we just you know
okay well that that no longer is an
objection that's a reality of situation
now I just need to make sure that I stay
in touch with them so then I can get
that business when it comes okay an
example of a pre-frame opener because I
want you guys to understand this because
it's so damn important because again the
script itself isn't that
important it's it's about how we deliver
it you know it's not so much what we say
it's how we say it because again I don't
care how how good your scripting is how
good your pitch is how good your offer
is if they are not listening if they
don't feel comfortable with you if
you're unable to unpack their true root
core objection or concerns like none of
it is is relevant in the first place
like it's just you're going to convert
out of like you and I can have the same
exact scripts right but I can have the
right pre-frame and the right tone and
know the right way to ask the right
questions know the right delivery the
right pausing and go out there and get
Forex the results and conversions that
you're getting even though we have the
same script right this is really
important okay so one that I use very
frequently fsbos or like divorces
something like this you know um so hey
is this is this Susan yeah this Susan
hey sus this is just Joshua Smith here
at XYZ real estate hey I got something
got something I want to run past you
really fast you know just in case it
might be something that possibly works
for and if not no worries at all just
let me know and again no problem at all
but I just wanna just want to run it
past you just in case it's something
that you might be interested in now the
reason why that is a good powerful
preframe is because they' already given
them permission that it's okay to say no
so it's like okay I know we're talking
about sellers here but because a lot of
you have worked with so many buyers I'll
give an example here okay buyers what do
they they always have this immediate
shutdown of oh I'm just browsing so
again remember objective of conversation
number one is to identify timeline
identify goal set appointment if able or
appropriate if unable appropriate
because I know timeline and goal now I'm
able to establish you know what that
followup is going forward so I found the
best way to overcome these you objective
these quick shutdowns is Do What I Call
pre-frame mirroring where I'm mirroring
their language and I'm including it my
you know my pre-frame my openers if you
will um so then it's just a non-issue so
I know they're going to say oh we're not
we're just browsing we're not looking so
I just lead with that you know hey I
know that you're probably just browsing
you know not looking to make a move now
or any time at all and the you know the
near future you know so just just
hypothetically speaking I mean if you
were to make a make a possible move in
the future I mean what would you say
your best guesstimate is on Twin that
might possibly be you know within six
months one year two years three years
again just hypothetically speaking what
would you say what would you say best
guesses on when that might possibly be
oh probably one to two years okay great
you know now I can transition into goal
you know from that but now I got
timeline right so that is the you know
that that's just examples again of pre-f
framing making sure that we're we're
diffusing that sales resistance right um
but you do got to make sure like again
so this is where scripting does come in
like the script that I'm going to
utilize for a divorce is different than
an absentee owner is different than
expire because they all have different
scenarios and situations like a fsbo you
know right um okay I know that they're
listing their home because because they
believe that they don't need me so we
have you know I've got three different
pitches for
fsbos um you know we have we I do have a
bottomline upfront script that I go in
with to try to get their listing
immediately but I understand initially
I'm G to get turned down way more than
not on that you know right because I
gotta give them that 10 to you know 10
to 12 weeks so that eight to 12 week
time frame you right so then we have a a
a you know a a switch in that script so
as soon like I'm already anticipating
the no you know right so then boom we
position ourselves immediately as that
resource and then now we have a weekly
resource followup um we also have a a
strategy that we go out with just
offering the free resource free
resources a free resource kit and then
stay in touch with before that when time
comes we also have an openhouse strategy
right that I love doing um 38% of those
that we do open hous on we end up
getting the listings right so it's a
great way to go in and and like because
like when I said I like doing them
because I we do a lot of open hous as a
team you know yeah we're going after all
these niches for listings but but we
also do a lot for the buy side of the
business too you know because when
you're wanting to close you know two
plus homes daily you know as a team
collectively like you got to do a lot of
you know right um to go out there
and do that so you know we have some a
few different strategies that we're
doing you know uh uh uh with these you
know that we're going after but each of
the scripting is slightly different but
here's why I don't also like to attach
to scripts is you got to be aild a
script jump let's just say I'm going to
go in and start leading with that opener
that I just gave you on the expired and
maybe I'm the 30th one that they talked
to that day
and they just shut me down as soon as I
introduced myself hey this is just
Joshua Smith with XYZ real estate and
they just shut me down yeah we are not
selling you the 30th realtor to call me
to I'm sick of you guys call me sick of
you're trying to sell me you know right
can now I can jum I can transition that
over to my survey script right which is
oh hey yeah no worries at all I totally
get that and just you know I'm not here
to sell you anything sounds like you've
had a lot of Realtors you know calling
you today and begging you to to list
with them um and just so you know I've
got nothing to sell you here you know so
I'm able to transition I'm not going to
go into my survey script right now but
I'm able to transition that into my
survey script right where I'm not
selling anything but it's still leading
the process and still leads to us
getting listings right so you know
things the reason why I don't like you
know to to attach to scripts too heavily
is because things go off scripts so damn
fast this is why I like to understand
the overall objectives you know right so
then I can navigate those conversations
if I know that the overall objective is
to identify timeline identify goals set
appointment if able or appropriate if
unable or appropriate now because I know
go timeline then now I know the next
fall protocol right now I can let that
conversation kind of flow like water and
go where it goes right and because it's
about having effective conversations
remember it's a two-step sales process
step number one we need to sell the
appointment and step number two we then
we're selling our services on the
appointment so I'm just trying to sell
the value of the appointment why that's
a benefit to them and how I can navigate
because I know the objective of those
conversations okay so lastly let's go
through the sample schedule so very
simple let's just say okay I know all of
you have different constraints so you
can change out these hours so just say 7
am. to 88 AM okay be getting in the
office knock it out any you know urgent
emails any urgent matters that you have
to do and prepping for my for my calls
you know right so that'd be 7 AM to 8 am
so any you know maybe I gotta update
some leads that came in the night for my
CRM gotta fire off a couple urgent
emails that I you know need to get done
you know might be you know 30 minutes of
urgent that gives me in 30 minutes
to get all my call prep data ready so I
can start then from 800 am to 10: am to
be on that dialer to make sure between 8
AM and 10 amm which is when I recommend
to do these dials you know um 8 am. to
10 a.m. I'm getting in my 100 dials 10
conversation so I can get out there and
get my one listing taken a week then
let's just say 10: am to 10:30 am
miscellaneously fall like past clients F
influence you know other miscellaneous
sign call leads that have come in you
know there's going to be other lead
fault they have to do um then from there
let's just say 10:30 to noon is your
client updates emails paperwork all the
essential non- moneymaking activities
that we have to go out there and do then
noon on is going to be what I call
pounding the pavement time so noon on is
going to be listing presentations buyer
consultations showing properties right
um if you're not doing any of those
things okay you can do more prospecting
more Legion or you're working on the
business working on systems processes
you just need to realize that look if
you're sticking to the schedule very
quickly you know you're going to be
stacking three or four listing
presentations a week so you're going to
be busy with prepping for them
presenting on them right putting deals
together putting office together so
that's why even though that 7 to noon
schedule that's why it very quickly adds
on you know goes from like a you know
7:00 am to 45 PM you know um and and and
you know with that nice thing about
being heavy on the listing side is okay
in the weekends unless you want to but
you're not having to go out there and
you know show all these properties and
you know so listings or or weekends can
you know be bought back a little bit um
um you know with that just kind of
Fielding agent calls and and you know
Fielding offers and and you know not to
say like guess one of these things with
really real estate like we're always
working you when I take vacation there
might be like 90 minutes throughout that
day where i'm firing off emails you know
that's just you know hey you and I we
chose to to a profession where we are
helping people buy and sell the biggest
financial asset of their lives so we
have it's a big responsibility we got to
take that responsibility on I'm okay
with the fact that never truly have a
day off you know but I'm also okay with
the fact I don't know any other business
that you can go out in 40 hours a week
you know being in a College Dropout like
myself go take a twoe crash course where
you can start making 40 G's a month you
know or more depending on what your
average commission is you know in a 40
50 hour week work week Max you right but
we get this down to 40 hour work weeks
and then from there depends on what
Niche is that you're going after so like
okay like I love absentee owners it's my
favorite niche in this market um for a
lot of reasons but one of the reasons is
okay they're not usually even living in
the they're not living in the property
they're usually not living in the area
so most my listing presentations are
over Zoom or over the phone I try to do
as many of my listing presentations over
Zoom as possible you know so it just
makes this more efficient you know so
then how drive all around town for these
you know right so there's ways that you
can Implement in
efficiencies um where you can you know
scale back your your hour allocation you
know into this all right so this overall
I know we're going long here on on time
but this overall is my plan my
recommendation you know uh top tips
there um is for is giving you a high
level overview yeah of course you got a
lot to dial in here a lot of skill sets
to master a lot of things doesn't take
long though like with a new coaching
client like d you give me 30 days with
them you know like if they choose to you
know I can have them um at or close to a
run rate where they're popping a listing
a week right like this do doesn't take
forever you know um um but you gotta you
know but at least now you know and have
an idea of what you need to focus on and
what you need to start dialing in to get
this stuff together so I'm just GNA end
it with this I know I said this at the
beginning but I just want to hit it here
in case you need my help look if you if
your business is down or if it's
stagnant or maybe it's growing just not
growing at the pace that you want it to
grow at you just do not know exactly
what you need to do to get from where
you're at to where it is that you want
to go I highly encourage and invite you
to schedule a 100% free Zoom coaching
call with me personally being one hour
long Zoom coaching call with you and I
talk about where your business is at
what your 12- month goals are what your
long-term goals and Visions are for your
business what your current biggest
sticking points are inside your business
what you're currently doing I'm going to
map out based on your specific business
your specific situation exactly what you
must do exactly what I recommend that
you must do to get from where you're at
to where you want to go in the quickest
most effective efficient profit manner
possible now dude if you again if you
have kidney confusion if you do not know
exactly what you need to do then book
this damn call you know it's like look
I'm here to help you but if you don't
reach out then I can't help you but I
promise you I will get you dialed in I
got your back the I typically charge $
th000 an hour for these calls I'm doing
them for a limited time for free these
aren't going to be something I can do
forever you know I'm trying to do them
right now because I know that a lot of
people are struggling there's a lot of
confusion you there's so much
information out there even team leaders
broke run there's so much freaking
confusion out there right now so I'm
just trying to hook up all my amazing
GSD mode peeps that has supported me
over the years this is a way for me to
say thank you and give back to you I got
your back I will get you dialed in but
if you don't book it I can't help you
but I promise I can help you if you book
it if you show up we will get you dialed
in now if you schedule this it's going
to be a video afterwards to watch just a
you know it's a quick video to just make
sure that you're prep prepped for the
call so we can maximize the time out of
that call so if you want to schedule
this go to
www.gdcjobs.com
zooom call www.gdcjobs.com
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