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.

Outlines

00:00

😁 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.

05:01

😊 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.

10:04

😃 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.

15:05

🙂 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.

20:06

🙂 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.

25:07

😐 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.

30:09

🙂 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.

35:10

😀 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.

40:11

😉 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.

45:13

😀 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.

50:15

😊 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.

55:15

😊 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.

Keywords

💡listings

Listings refer to properties for sale that real estate agents represent on behalf of the seller. Getting listings is crucial for agents to generate business and income. The video focuses on strategies to get at least one new listing per week.

💡niches

In real estate, a niche refers to a specific category of clients an agent specializes in, such as divorcees or investors. The video recommends identifying the best niches to target to reliably get weekly listings.

💡lead generation

Lead generation means producing promising contacts to turn into clients. Things like online ads and calling expired listings help drive leads.

💡tracking

Tracking refers to closely monitoring marketing metrics like calls made, appointments set, deals closed, etc. Tracking is vital to optimize lead generation and conversions.

💡follow-up

Following up consistently over time with leads via things like calls, mailers, etc. is key. The video stresses playing the "long game" to maximize conversions.

💡objectives

Having clear objectives for each sales conversation optimizes results. A key goal is identifying client timeline and goals to inform follow-up.

💡psychology

Understanding leads' mindsets and motivations allows properly framing conversations to be non-salesy and keep them engaged.

💡conversion

Conversion means turning a lead into a client. Good processes and psychology maximize conversion rates.

💡urgency

Certain niches like divorcees and pre-foreclosures have inherent urgency to sell fast. This makes them promising targets.

💡automation

Automated lead calling and task tracking via CRMs, dialers, etc. makes lead generation more efficient.

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