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.
What do real estate agents who consistently list FSBOs know that you don’t? Find out by reading these 9 facts masters who prospect for-sale-by-owners understand and apply daily! This article offers you a detailed look inside the mind and business of Jason Morris, a dedicated FSBO prospector who has sold more than 2,000 homes in his career. Based on this interview, you’re about to get a decade’s experience in under 10 minutes.
The evidence is clear, FSBOs need you. According to a 2016 National Association of Realtors study, the typical FSBO home sold for $185,000 compared to $240,000 for agent-assisted home sales. That’s a $55,000 difference — even after a 6% commission, the seller would be $40,600 better off using an agent.
It’s no wonder FSBOs leave money on the table, the same NAR study further finds 18% of sellers have a hard time with “getting the price right”. Almost 1 in 5 FSBOs need help pricing their home.(more…)
Are there immutable prospecting principles that once known and followed help you list more homes? The answer is yes, and from an interview with master implementer John Sullivan who sold 44 homes his first year, this article walks you through a checklist of 9 basic questions that leveraged these principles and slingshot his success. See how many questions you already know and how many you can improve upon.
How do expert listing agents handle the “F-BOMB” and other challenges when prospecting expired listings? Here are 10 expired prospecting tips pulled from an interview with the salty-tongued Blair Ballin. He is a master of turning expired leads into listings, selling over 54 homes in the last 12 months. So if you want your expired prospecting to improve, keep reading because this is for you.
“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…)