Paula Burlison is currently in the top one percent of Las Vegas Valley Realtors®, with over a quarter of her business directly from expired listings. She earns over $350,000 a year in gross commission income, and is here to share her strategies for successfully prospecting expired leads. Listen as Paula discusses her daily routine, her tactics for dealing with anger and fear, the top tools she uses while prospecting, and much more.
In order to help you understand all your options to increase your success, we interview experienced prospectors. That means, although some approaches mentioned may be more effective than others, they may also be more risky. So rather than censor this interview, we let you decide what is best for you and don’t endorse any particular approach.
Jump to topics: Read the topics below and scroll the video to the time listed.
• 3:45 – Your new low-tech, easy-to-follow monthly plan
• 10:00 – A daily routine for better prospecting you can start doing right away
• 11:55 – Paula Burlison’s Lead Stack™ and why Expireds always come first
• 13:15 – “Selling hope” instead of selling houses and to keep Expireds on the phone
• 16:10 – Paula’s simple tactic for dealing with their anger and your fear
• 18:10 – What you shouldn’t say to the prospect if you want to make an appointment
• 21:48 – How to cure the “I-don’t-feel-like-its” and other ways to get over your prospecting slump
• 23:10 – Practicing methods that make prospecting without fear easy for you
• 25:25 – The biggest red flag you need to pay attention to when listening to your recorded calls
• 28:33 – Paula prefers these scripts for prospecting Expireds
• 33:40 – The key to creating trust and not falling into the trap most agents do
• 36:00 – The “18-Point Plan of Action” and what you need to know to make your own
• 38:52 – A surprising tool that you can use with your accountability partner(s)
• 42:00 – Paula reveals the most valuable thing you sell (hint: it’s not listings)
• 45:00 – Handling an angry seller as effectively as possible
• 48:00 – What you have to do if you’re looking to succeed at a high level
• 52:10 – The #1 thing you can do right now to be a better prospector
• 58:00 – What Paula attributes her success to in one word
REDX offers real estate professionals a complete all-in-one prospecting platform for generating listing appointments. The platform includes seller leads, a dialer with up to three lines, and a lead management tool that makes follow up simple. Call (800) 731-7339 option 1 to learn more about prospecting FSBOs, Expireds, FRBOs, Pre Foreclosures, GeoLeads, and our Storm Multiline Dialer or visit www.theredx.com