Warning Uncensored: In order to help you understand all your options to increase your success, we interview experienced prospectors. That means, although some approaches mentioned maybe more effective than others, they may also be riskier. So rather than censoring this interview, we let you decide what is best for you and don’t endorse any particular approach.
Interview Summary Learn how to turn expired leads into listing appointments by learning from someone who does it every day. In this interview, you’ll learn from Blair Ballin who in the last 12 months (from when this statistic was taken) sold 54 homes.
Jump to topics: Read the topics below and scroll the video to the time listed.
3:19 – Getting over your fear of calling 5:17 – The difference between marketing and prospecting 6:52 – Handling the F-bomb and other negative call experiences 9:27 – What is a vision video and how you can use it to stay motivated 11:20 – Why focusing on your effort is more important than hitting your goals 15:08 – Why discipline and consistency beat talent and skill 15:44 – The call schedule that wins listing appointments 19:15 – Could Saturday be the best day to prospect expireds? 20:55 – A simple formula for setting actionable weekly goals 22:48 – Why you should choose a script that sounds natural 34:13 – A different approach to handling distractions while prospecting 40:43 – The Tony Robbins way to embrace fear 42:28 – 3 ways to improve your prospecting 48:58 – What to do when you don’t want to call expireds 51:14 – The number #1 thing he attributes to his success 53:28 – Coaches and training that have helped Blair reach success
“They came, they listed the house…and then we never heard from them again.” Robert
Sometimes being the agent who makes the sale means being the agent who cares. It can be that simple.
Read on and watch the video to learn how Tammy and Robert listed their home in Henderson, Nevada 3 years straight without selling. Their listing kept expiring, cycling through 3-4 agents all the while, before real estate agent Paula Burlison turned everything around.(more…)
There is a certain enthusiasm in liberty that makes human nature rise above itself, in acts of bravery and heroism. — Alexander Hamilton, “The Farmer Refuted,” February 23, 1775
And so, my fellow Americans, ask not what your country can do for you; ask what you can do for your country. My fellow citizens of the world, ask not what America will do for you, but what together we can do for the freedom of man.
— John F Kennedy, Inauguration Address: January 20, 1961
Overcoming objections can be one of the most difficult things for a prospecting real estate agent. If you’re reading this, you’re probably looking for training on how to successfully navigate objections and set the listing appointment.
We found the nine most common objections and asked REDX’s top producing agents to shed some light on how they resolve the objections and progress the conversation toward a listing appointment. Check out their answers below and click here to download their objection handler scripts.
#1) I need to talk with my spouse…
#2) I’m going to sell FSBO…
#3) I already have an appointment with another agent…
A lot of agents get duped into busying themselves with administrative tasks so they feel like they are working. However, just because you’re running around your office doesn’t mean you’re productively building your business.
As Henry David Thoreau said, “It’s not enough to be busy, so are the ants. The question is, what are we busy about?
Use your time to generate new business and close more homes. How much income do you want to earn this year? Everything you do as a listing agent should reflect the goals you’ve set for your business. Tracking your numbers will give you insight to key performance indicators that align your actions with your goals. (more…)
Do you remember ever being consistently excited about prospecting? How do you feel now thinking about the leads you are prospecting to? Indifferent? Dismayed? Frustrated?
If you feel this way, take heart – there may be a simple fix for you. Invest your time and money into a more effective lead source. Before you make any decisions though, listen to what you peers have to say:
You probably know that prospecting is the most effective way to expand your sphere of influence and generate more business, but the last thing you want to do is pick up the phone and get rejected over and over again.
You may be working your guts out… yet you barely seem to scrape by from month to month. Or perhaps you’re new to the industry and are still trying to figure out this whole prospecting thing.
Knowing what to say and how to say it means getting listing appointments where others couldn’t. The average real estate professional converts a little more than 1 in 5 of their conversations to listing appointments, but a top performing agent (like yourself – an agent who makes over $250,000/year in GCI) converts almost 1 in 3.
The reason for the gap is that top producers have proven, practiced scripts that enable them to:
1) Connect with more homeowners 2) Know what to say to the homeowners.
One powerful way to immediately bump up your prospecting power is to use a dialer. In fact realtors who make $250K or more a year are 94% more likely to use a dialer while prospecting (calling on past clients, center of influence, geographic farm, just listed and just sold leads, expireds, FSBOs, and many others). Without the help of a dialer you will spend way more time manually punching numbers in your phone versus actually connecting with your leads.