Do you want to feel more confident on the phone and regularly set more listing appointments? Do what every serious prospector does — find a real estate roleplay partner to practice your scripts and objections. Like any relationship, finding the right person makes all the difference. To help you find the right partner, here’s advice from prospectors earning $250,000 a year or more.
Why Roleplay Your Scripts?
If you’re new to real estate or new to prospecting, it’s important to know what script role-playing is and why it’s important. Greg Harrelson, who sells over 600 homes a year, offers a fantastic answer, “In real estate, we call practicing ‘role-playing.'” He further explains, “A real estate agent must roleplay consistently if they are to improve skills. Any coach would tell you there is a direct correlation between hours practiced and income earned.”
Think about script role-playing the way actors and actresses do about getting movie parts. They get the script, practice it, and come prepared to the audition. Like them, every prospecting call you make or door you knock is “an audition” to get “the part”. How good you sound determines whether or not you get the listing.
Like most things, seeing an idea in action is better than just reading about it. Ricky Carruth, an accomplished prospector shows what effective role-playing looks like. (more…)
Expert prospector Paula Burlison guides you through her process of getting expired listings. She’s currently in the top 1% of 15,000 Las Vegas Valley Realtors®, earning $368,000 in gross commission income, with a 25%-30% chunk of her business directly from expired listings. If you need help prospecting Expired Leads, Paula’s advice will help you.
How did your last prospecting session go? Are you feeling accomplished or discouraged? Either way, one prospecting session doesn’t determine your future, making continual progress does. As Tony Robbins puts it, “Progress equals happiness. Even if you’re not where you want to be yet. If you’re on the road, if you’re improving, if you’re making progress, you’re gonna love it. You’re gonna feel alive.”
When it comes to achieving mastery, Paula Burlison understands almost everything there is to know about prospecting Expired Leads. She’s in the top 1% of Las Vegas Realtors®, a market with 15,000 agents. In such a large metropolitan area, the competition to get expired listings is fierce. So how does she do it? How does she manage to outperform 99% of the agents in her market strongly focusing on expired listings? In an exclusive interview Paula shares 22 ways you can become a more successful prospector, even if you don’t work expireds. (more…)
Successful prospecting sessions start with a positive mindset. So, whether you’re struggling to pick up the phone or highly driven, we’ve got you covered. This article gives you nine books highly effective prospectors read.
Prospecting is mind over matter
Whether you believe you can succeed or not, you’re right. That’s why without believing in your success and a drive to pursue it, prospecting is going to feel more difficult than it ought to.
A key to unlocking your “success beliefs” is to understand the difference between a fixed mindset and a growth mindset. Fixed-minded people believe their abilities are fixed and cannot change. However, growth minded people believe they will continue developing and growing.
Summary: Understanding the principles of persuasive copywriting will help any prospector increase their response rate when dialing leads, writing emails, facebook ads, newsletters, and postcards. However, most agents don’t know what persuasive copy is, let alone how to make it work with their prospecting or marketing. This article will cover what persuasive copywriting is, how it will benefit your business, and six easy ways to use these principles to improve your results.
What is Persuasive Copy and Why it’s Beneficial to Your Business
According to Statista.com, 81% of adult Americans in 2017 used social media regularly. That’s why in addition to your prospecting calls, your emails, ads and other lead generating activities need to be just as good as your phone skills.
There are a few ways to think about “what is” persuasive copy. One way to think about it is as salesmanship in print. But regardless of whether your words are on a page or spoken out loud, your job is to influence a sale. So when you design your messaging to influence your prospects to follow an action you prescribe (that is aligned with their goals) you’ve got persuasive copy! (more…)
New Year’s Resolutions fail without planning. In this article, we’ll share common reasons why resolutions fail and how to pick back up and keep going towards the future you really want.
Why New Year’s Resolutions fail?
We’re a few weeks into the new year. Have you kept your resolutions or are they already a thing of the past, like 2017? Because if you’re like the 90.8% of Americans who give up before they achieve their resolutions, here’s some help and hope you can use to recommit to your resolutions. Let’s look at five glaringly obvious and common reasons. (more…)
Summary: January is the perfect time to door knock. Most people wait until the holidays are over to list their home, and more homes are listed in January than any other month. This presents a once-a-year opportunity to establish more “face-to-face” rapport with homeowners who are just weeks away from choosing an agent to list. To help you take advantage of this opportunity, here are 29 of the most popular “Door Knocking” resources publicly available! (more…)
Need a pick-me-up before you head to the office for your morning prospecting session? Need to stimulate your determination in the middle of the day? This blog covers the top 10-ranked podcasts that top-earning real estate agents love, according to iTunes.
Successful Professionals Are Speaking to You — Are You Listening?
Imagine having access to a top-producing speaker offering guidance wherever, whenever — that’s the power of the podcast. According to iTunes, these are top 10 podcasts highly successful real estate professionals listen to in order to fire them up and empower them with a strong sense of entrepreneurial spirit.
Summary: In this blog, we cover the details of REDX’s massive Cyber Monday event. We’ll walk you through the promotion and what you need to do to access our awesome deals.
Everything You Need To Know About REDX’s Cyber Monday Sale
Once a year, REDX hosts a Cyber Monday promotion that real estate agents all over the nation wait for. Each year, the offer is bigger, better, totally unique, and you only have one day to access the exclusive promotion.
To get ahead of the crowd and prepare for the REDX Cyber Monday sale, here are 3 things you need to know before you pick up the phone Monday morning. (more…)
Summary: In honor of the upcoming holidays, in this blog, we reflect on the time we had the immense pleasure to sit down with top-tier prospectors Paula Burlison, Rocky Wright, and Drew Armstrong and discuss how they reached success as real estate prospectors. During our conversation, the trio gave our team some heartwarming insight on why they’re grateful for their prospecting careers.
The surprising ingredient to your happiness
Thanksgiving is nearly here, and while sellers never really take a break from needing an agent’s help, we encourage the REDX community and other agents to take a moment to pause and reflect on what you’re grateful for, and why your prospecting career is a benefit to your life and the lives of your loved ones.
When you adopt an attitude of gratitude, your work as an agent feels more rewarding. You can motivate yourself to work harder and more enthusiastically when you consider the benefits your career makes possible for you.
At REDX HQ, we hosted an interactive discussion between our team and top-producing prospecting agents Paula Burlison, Rocky Wright, and Drew Armstrong. We took a lot away from the conversation, but above all, we were impacted deeply by the trio’s gratefulness for their career path. (more…)
Successful prospectors Mark Martin, Blair Ballin, Edward Estrada, and Ricky Carruth joined to create the 2018 Battle Plan Panel, hosted by Jason Morris on his Facebook group “Real Estate Agents That REALLY Work”. They met to discuss how to have your best prospecting year ever. If you missed this event, here are the top 10 prospecting ideas from this year’s Battle Plan Panel.
1. Mark Martin on dropping voicemails:
Mark spoke about how he uses voicemails to support his follow-up system.
“We go back and drop mass voicemails to old Expireds once every couple of months,” Mark explains. “We’re able to consistently pull 5-7 listings a month out of that. It’s just a quick message with the same thing I’m talking to them about when I’m calling them. Who I am, what I do, sorry to see their home didn’t sell, I’d love to chat with them about them if they are going to be selling that. I also have a 29-day sale guarantee that I talk to them about.” Mark uses his “29-day promise” so that sellers will compare and contrast that time frame from the 4-6 months they’ve been trying to sell their home, giving them hope that Mark can be the agent who takes care of them.