Hey Realtor...Are you Still Practicing or are you BEING A PROFESSIONAL REALTOR?

10X Real Estate Marketing & Coaching

Hey, there are 10 X real estate warriors. What's up? How are you today? So it is December 9th, big day. We're getting ready for the Saint Nick to come down the chimney. And I just want to reach out, you know today I had an interesting conversation with a young realtor and we were talking about the difference of I do real estate, or I am a professional real estate broker. You know, it's interesting because I, you know, I, the analogy I use with them and I said, you know, you don't want to go to a surgeon that says, you know, I do surgery once in a while. I've practiced surgery. Are you, do you practice it? Are you actually a professional real estate agent or a professional surgeon? I don't want the guy who's practicing on me to be doing that.

So, you know, if you're going to be a professional real estate agent and you're going to do it for a living, do you choose that path and choose to be the professionals step up and actually do the activities that would actually make you a professional realtor? So what are some of the activities that would, would, if somebody saw you from the outside, looking in and saw who you were being, not what you told them you are. So we, you know, were judged by who we are, who we're being and what we represent. The people we're not judged by what we tell people we are or what we do. So if somebody was to watch you from the outside, looking in and you were a professional realtor, what would that look like? You know, you probably have a morning routine where you get up some at a pretty early time you'd be at your desk at a consistent time.

You'd also probably work out in the morning. Do some kind of affirmations, have some sort of a schedule and a plan that you would execute on a daily basis. What we call a plan of action, which, you know, one of my mentors and coaches for many years was woman named Cathy Anderson, who, God, God rest her. You know, God bless her. She still works and she still a coach and a mentor, but, you know, she always beat it into my brain of the acronym plan, P L a N, which is prospect lead follow-up appointments and negotiate. And what she said was, as long as you spend 80% of your time doing one of those four activities in that order, by the way. So you want to prospect first thing in the morning when you have the most energy because prospecting or Julie generation can be challenging.

And it's a lot of rejections. So you want to be as powerful as possible. You want to be standing. So do you have as much energy as possible when you're, when you're actually talking, talking to people you're going to lead gen, you know, after you're prospecting, you're going to F you're going to do lead follow-up, you're going to follow up with leads probably between 11 and 11 and 12. O'clock. You're going to follow up with any hot leads that you've spoken to throughout the day or over the past few days. Typically we have to speak to somebody when you're between five to seven times as the average, I happen to believe that in this kind of an economy, you're probably looking at talking to people more than nine to anywhere between nine and 12 times before their eyes are going to make a buying or selling decision.

So each time that you communicate to them is going to add to that, that, that number. So what is the a in plan in the, in the word plan is appointments. You're going to first, you're going to prospect for an appointment. Then you're going to set an appointment. You're going to have a lead activity. You're going to have a lead. And that leads going to turn into an appointment. And now that you're going to take that appointment, you're gonna go get that listing. You're going to put it on the market and you're gonna start to market it for sound. You're gonna communicate that to the masses, by doing marketing and advertising, you may be a, you may become a open house expert. You may want to do that through social media. You might want to do it through video or texting or, you know, knocking on doors or sending postcards.

However you do it. You're going to communicate that out to the masses that you now have taken a listing, or you're going to be able to, you know, be able to communicate that out. Then once you put that property under contract, you're going to negotiate the deal. And when do we typically negotiate? So again, I should go back. We do our appointments between one o'clock and four o'clock typically. And then I always set appointments. I, when I first started in the business, I said, I said, Tonya, certain appointments between, you know from one o'clock to four o'clock from six o'clock to eight o'clock two nights a week. And on Saturday from nine o'clock until 12 o'clock. Ideally I tried not to work on Sundays when I first got started, but in the beginning, you have to do what you gotta do. People that want to work seven days a week, there is no seven day wonders in our business. They usually get burnt out. Over time, you can actually get yourself to a point where maybe you'll work, you'll have your appointments like I do in the afternoon from one o'clock to four o'clock. And on, on a random occasion, I'll do an appointment in the evening or on a Saturday when somebody isn't available. But for the most part, you can actually set up a schedule where you

Work when other people are working. And, and ideally,

If you get good at it, what you can do is

You can ask me, like, when I worked in Hudson County, a lot of times, and people worked in Manhattan, lived in Hudson County, I would say, Hey, is it possible to go see your house during the afternoon? And I, I, or I'd say, Hey, you know, I know your unit, unless you change something in it, I've sold like six or seven of those in that same building. Cause most of them were condos. And I would actually say to them, Hey, based on, based on everything we've talked about, knowing that building, why don't I just do this? Why don't I just come meet you at your office at around noon? And we can actually talk about your listing. And and when I come out to see you, if you're confident, comfortable, I can get your home sold, you're going to list your house from the right.

And they'd say, yeah, sure. And they would appreciate, you know, especially guys that are working from eight o'clock at eight o'clock in the morning until nine o'clock at night because they're young and professional, they're in a new job and they're, they're trying to make a name for themselves at their profession. So in some cases, these guys were working 60, 80 hours a week. So what I did was took out the resistance and giving them the opportunity to work with me by saying, you know what, why don't I just come to your house? And that went a long way when I would say, Hey, if you can't, if you know, if you have that crazy of a schedule, I'll just meet you at your office is far easier to do that. And by the way, if I'm coming to them at their office, in most cases, they're going to list the house for sale just because I actually came out to see them in their environment.

That takes a little more energy and a little more, a little more strength to be able to do that. But again, that's just one of those things where if you are a professional realtor, I'm getting a review that again, it's plan P L a N prospect lead follow-up appointments negotiate. So what does it, what does a professional realtor schedule look like? Typically they're getting up at anywhere between six and seven o'clock in the morning, they're doing affirmations there. They're reading a book of, with some kind of a powerful message in it. Some people meditate, some people pray, some people do affirmations, other people write things and write gratitude journals. It just depends on what you're into. The next thing that they're going to do is go work out for a while and getting a motion once your body's in motion and actually has a far, far higher tendency to stay in motion.

Typically you're in the office. I would get the office anywhere between I still do at seven 20 to seven 30 I'm at my desk ready to get going by eight o'clock. I'm actually getting on the phone and starting to talk to call people. In some cases, I'm going to role play with somebody and was just basically practicing on the phone. I'm going to do that from seven 30 to eight. So I forgot to say that. And then at eight o'clock, I'm going to get on the phone and I'm going to start to call the people that have expired or withdrawn. The first one to call them is going to win. If you call an expired and they've already been called by four other people, by the time you call them, they're just off. And you know, the, the later in the day it gets the harder it is to convert those people. So my suggestion is called them as early as possible from nine o'clock a, you know, after nine o'clock, between nine o'clock and 10 o'clock, you might be calling past clients center of influence. You may choose to call just listed, just sold.

Or are you going to do circle prospecting, which is another opportunity once you do that, like I was saying, is that by around 11 o'clock, I like to do lead follow-up from 11 o'clock to 12 o'clock, 12 o'clock to one o'clock. I like to recalibrate myself, take a break, get some lunch, sit quiet for a little while. Maybe listen to something inspirational, watch a YouTube videos, I'm training or something inspirational. And then at one o'clock, if I don't have appointments, usually my appointments are from one o'clock to two o'clock, two o'clock to three o'clock, three o'clock to four o'clock. If I don't have somebody scheduled in that appointment, I'm doing lead follow-up and, or I'm calling another lead source to get business. You know, if you're going to work everyday and your, your boss expects you to be at your desk, if you're a professional, you should probably be putting in seven to eight hours a day at bare minimum.

And the real estate business is probably far more than that. But again, and you know, when you're calling to up with people, how do you know when you've called too many times? You know, the process I've always been subscribed to was the three, three, three rule. Do you call them three times? You email them three times and you text them three times. If you can't get them in the morning, you do it in the afternoon. And if you can't get them in the afternoon, you do it in the evening. And you alternate those different strategies for different times of the day. Don't do them all at the same time every day and say, okay, I called the guy three times at eight o'clock in the morning on three days in a row. Now call him in the afternoon, Coleman the evening, because you want it, let's say that person works nights or works.

You want to have give yourself the best possible chance of getting in touch with them. And, Oh, by the way, if you've got to do a little diligence to go find them or go find their phone number and you can go as far as, Hey, you know, I'll give you a little tip. When I used to work with people on wall street and I couldn't find their phone number for their house, what I would do is I'd figure out that on LinkedIn, that guy worked at bear Stearns. And what I would do is at seven 30 in the morning or seven 15 in the morning, I would actually call the bear Stearns switchboard and say, Hey, is Mr. Jones there? They'd say, Oh yeah, sure. Hold on. What's interesting is they would transfer me to his direct extension. And what's interesting is even if that guy had an assistant more than likely that assistant wasn't there until nine o'clock or eight 30.

So if you're calling that guy and the, and there you're getting transferred from the switchboard, more than likely the guy's going to pick it up. And when he picks it up, you're going to say to them, Hey, and he's going to say, Oh my God, how'd you find this number? You say, you know what? As aggressive as I am to find you, could you imagine how hard I'm going to work to sell your home? So people that are not ready to sell their home, find the aggression and find aggressive agents in knowing what the good news is. You're going to filter those people out, because if they're annoyed by you, then just move on and find somebody who isn't. But if you call somebody to truly wants to sell their house and you call them at eight o'clock in the morning and say, Hey, I know you've been trying to sell your house.

I know it's frustrating. I know you didn't sell it over the past six months, but I have a solution for you. And I have a plan to get your home sold the next 30 days. When can I meet with you today today for tomorrow at five, which one works better for you? If you're willing to do that, you're going to get more business. It boggles my mind to think that when I talked to one of my vendors, it's a guy named Wren Jones who was a friend of mine and coach and mentor for probably 20 years. Now, he's also the owner of, he was the founder of Vulcan seven, which is a dialing system that we're going to talk about on our summit. When he actually told me that only 4% of our industry is willing to be confrontational and to call people on the phone. I was actually dumbfounded. I mean, I've made an entire career out of calling people on a telephone. And quite honestly, I mean, that's my chosen path. And it makes

Everything else easier because if you can close somebody on the telephone, when you go to see them in person, your closing ratio increases by 30 to 40, even 50% because your body language just increases your

Ability to close. So, you know, find what your chosen path is.

We're going to be doing our real estate summit, which is the 10 X real estate warrior summit that 2021, it's going to be a hundred percent virtual for three days, January 26th, 27th, 28th. We're going to have some of the world's best speakers, trainers, mentors, coaches, guys like Ren Jones. People like Nick Natan, who is a 16, 16 time Emmy award winner producer, who's going to teach you about celebrity branding. We're going to have guys like Abe, Abe, SOF, who is, you know, been in the business five years. He does 150 transactions by himself with like one assistant and he's not working an eight day week. So if want to find out more about how these experts and what we call 10 X, top guns are doing their business without killing themselves. Tune in, sign up for the 10 X real estate warrior nation, by the way, happy, Merry Christmas.

It's going to be free again. I'm going to tell you it's free. If you want to find out more about that, or if you want to get a heads up before anybody else go sign up on our 10 X real estate warrior nations Facebook group, it's a private group. Just go in there and tell us you're a realtor and we'll let you in. We're, we're trying to keep the spammers out of it. But we are looking to help you to become, go from being an ordinary agent, to being an extraordinary 10 X real estate warrior. I wish you the best if I don't speak to you between now and the holidays, I wish you the best have a great holiday. And I look forward to changing your life for you. Thanks.