CASE STUDY:

Struggling Agent Generates $300,000 In Commissions Prospecting FSBOs

Agent Profile

Name

Steve Matthews

Market

Denver, CO

Favorite lead types

FSBOs, Builders, Sphere of Influence

$300K
Annual GCI
35
Annual transactions
65%
Business from prospecting
6
Listings in first month with REDX
4
Years using REDX
obstacles icon

A Rough Start

I received terrible advice when I was a new agent: “You gotta put out flags, send postcards, and give away pumpkins.” After six months of wasting tons of money and getting no results, I knew I needed to do something different, but I didn’t know what that was.

Finding The Missing Piece

In my search for that “missing piece”, I moved offices and ended up three doors down from a team who’d set four to five appointments each day. Their prospecting-heavy strategy produced consistent results, so seeing the opportunity, I started to do what they did.

puzzel icon

What It Took

I got REDX and called all the FSBOs even though I was terrified of calling and had no idea what to say. People would give me their first objection, and I would stutter and stammer and hang up on them. I was just horrible. But I didn’t give up — sucking at my job motivated me to get better. My calls drastically improved as I used scripts in the conversations. Soon I started overcoming objections and setting listing appointments — I even listed six in the first month using REDX.

Consistent Success

Joining a team/brokerage that helped motivate me to prospect was a huge key to my success. As I prospected, I overcame the “feast or famine” roller coaster that most of my colleagues are in. After three years of consistently prospecting with REDX leads and training from a coach, I started making over $300,000/year.

success icon
obstacles icon

A Rough Start

I received terrible advice when I was a new agent: “You gotta put out flags, send postcards, and give away pumpkins.” After six months of wasting tons of money and getting no results, I knew I needed to do something different, but I didn’t know what that was.

puzzel icon

Finding The Missing Piece

In my search for that “missing piece”, I moved offices and ended up three doors down from a team who’d set four to five appointments each day. Their prospecting-heavy strategy produced consistent results, so seeing the opportunity, I started to do what they did.

What It Took

I got REDX and called all the FSBOs even though I was terrified of calling and had no idea what to say. People would give me their first objection, and I would stutter and stammer and hang up on them. I was just horrible. But I didn’t give up — sucking at my job motivated me to get better. My calls drastically improved as I used scripts in the conversations. Soon I started overcoming objections and setting listing appointments — I even listed six in the first month using REDX.

success icon

Consistent Success

Joining a team/brokerage that helped motivate me to prospect was a huge key to my success. As I prospected, I overcame the “feast or famine” roller coaster that most of my colleagues are in. After three years of consistently prospecting with REDX leads and training from a coach, I started making over $300,000/year.

Steve's REDX Setup

“I believe that anyone can get good at prospecting and make $200,000-300,000 per year. If you’re a Realtor┬« and you don’t have REDX, you’re not a Realtor┬«.”
– Steve Matthews

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