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Tips and Advice Every New Real Estate Agent Needs to Know |

Transcript 00:00 – If you’re under five years in the business, 00:01 you wanna a learn how these two did 122 transactions 00:04 the first 3 years in the business? 00:06 Watch the show. 00:07 (rock music) 00:12 Hey, welcome to the Tom Ferry Show. 00:13 Today I’m speaking directly to agents 00:17 that are […]

Transcript

00:00
– If you’re under five years in the business,
00:01
you wanna a learn how these two did 122 transactions
00:04
the first 3 years in the business?
00:06
Watch the show.
00:07
(rock music)
00:12
Hey, welcome to the Tom Ferry Show.
00:13
Today I’m speaking directly to agents
00:17
that are less than 5 years in the business,
00:19
who have the desire to become exceptional.
00:21
So, if you’re watching this right now
00:23
and your desire is to take your business from two or five
00:25
or seven transactions, and get to 87 transactions,
00:29
66 transactions, did I say that right?
00:31
This is what the show is all about.
00:33
So, let’s just start by just some introductions.
00:36
Tell ’em who you are, where you’re from,
00:37
how many homes that they now know,
00:39
and how long in the business.
00:41
– Anne Schreiber , Schreiber Team from San Diego,
00:43
California north county and Last year we sold 63.
00:47
This year, we’re on target for 100.
00:49
– Congratulations.
00:50
Six years in the business?
00:51
– Yes.
00:52
– Unbelievable.
00:53
– Jeremy.
00:53
– Awesome. Jeremy Cady
00:54
I live in Atlanta, Georgia.
00:55
I have a team in Atlanta,
00:56
and I have an expansion team in Jacksonville, Florida.
00:57
We are completing our fourth year,
00:59
and we’re on track to do 120 transactions this year,
01:01
and are smiling and having fun.
01:04
– Alright, so now, as you’re watching this
01:06
I don’t want you to get overwhelmed.
01:08
I asked these two, specifically, to be apart
01:09
of this show to talk about the tactics.
01:12
So, whether you’re watching,
01:14
you could be 20 years in the business
01:15
and looking for a little reset.
01:17
Or, you’re just coming into the real estate
01:19
industry you’re four or five years in.
01:21
How do we really do it right?
01:22
So I want to just start with if you were starting
01:25
over today knowing what you know now,
01:27
what would you have done differently.
01:29
Either one of you.
01:31
– I think for me I hired a coach
01:35
very quickly when we got into the process
01:36
which I believe was probably one
01:37
of the greatest decisions that I made.
01:39
I didn’t even know the magnitude
01:41
of the decision at that point.
01:43
But looking back, I would have stayed very consistent.
01:45
– Consistent with what?
01:47
– My coach and I, we really came up with,
01:49
basically, pillars and business plans
01:51
of where our leads were gonna come from.
01:52
But when and I think a new agent
01:54
can probably relate to this,
01:56
when you don’t see results in 90 days you run this way,
01:58
and then you try to run this way.
02:00
– I tried this and I tried that,
02:01
– Absolutely. – And I tried this.
02:02
– So, to answer that question,
02:04
looking back, I would have stayed extremely consistent
02:05
for a minimum of nine months, maybe a year.
02:08
On levers that we said, whether you’re buying leads,
02:11
whether it’s for sale by owners,
02:12
whether it’s expiress.
02:14
Whatever you’re getting your business from in the plan,
02:16
– Your past clients,
02:17
open houses. – Stay consistent.
02:18
– Knocking on doors.
02:19
Yeah, I don’t care if you freaking out.
02:21
Stay consistent, because it’ll work.
02:21
– This show could stop right
02:23
there if everyone just did that.
02:25
Think about it, in the number of people I talked to,
02:26
I tried this and it didn’t work.
02:28
I knocked on doors once.
02:29
I tried an open house no one showed up.
02:31
Oh no you’ve gotta do it 30, 40, 50, 60, 80 times.
02:34
– Instant gratification society.
02:35
– And then you start to get some data.
02:36
So Anne what would you say?
02:37
Looking back six years ago which was like yesterday.
02:40
– Well I did the same I joined coaching really quickly
02:43
which had a profound impact mostly financially.
02:45
‘Cause we didn’t have any money.
02:47
We had no money when.
02:48
– Okay speak to that.
02:50
– Well it’s really a super expensive business
02:52
and if you have no money you have to be very creative.
02:54
So at my first summit when I was there
02:56
and you still do this and it still matters.
02:58
You were like here’s your first commission check.
03:00
This amount goes here, this amount goes here,
03:03
this amount goes there.
03:04
– You’ve seen this on the Tom Ferry Show.
03:05
– And when you have savings and you manage your money
03:10
correctly you can make different business decisions.
03:12
You don’t have commission breath,
03:13
you’re not panicked it like drives so many things
03:15
when you have money in the bank.
03:18
You can make better decisions than huh!
03:21
I have to close this deal,
03:23
so that and also organizing your database
03:26
I would have gotten an accountant a lot sooner.
03:28
I would have had a bank account a lot sooner,
03:29
I would have had a credit card
03:30
a lot sooner all for the business.
03:32
– Like business accounts.
03:33
– Yes.
03:34
– Yes.
03:35
– That would have separated it.
03:37
I didn’t separate it from all my business stuff
03:38
for about 18 months and that was a mistake.
03:39
– Let me intervene on both of you really fast.
03:41
I think the vast majority of people
03:42
that get into real estate business
03:44
think they’re getting into selling houses.
03:48
– Yes. – Yes.
03:49
– As if it was like I sell cell phones
03:51
and I sell houses, right?
03:52
People that sell cellphones aren’t running a business.
03:55
They’re a sales person, you walk in
03:57
and you say I want that phone.
03:58
– Punch in punch out.
03:59
– Talk about starting a business.
04:02
Like share with them what does it mean to business.
04:04
What should they be focusing on if they’re watching
04:06
this if they’re not incorporated as an example.
04:09
What should they do?
04:10
– Well you have to have a business plan
04:11
which I was lucky enough to have both you and my sales
04:14
manager ask me to do and when you’re an entrepreneur
04:15
you look at the world differently.
04:20
You wake up and you know you’re unemployed everyday
04:22
and you have to go find business.
04:23
That is very different than I’m gonna go sell.
04:25
So I don’t know if that helps but.
04:28
– Yes so starting with the business plan
04:30
which you got hit kinda two different ways.
04:31
And you’re an entrepreneur, if you don’t kill you don’t eat.
04:34
So running a business, starting from the beginning.
04:38
– I think one of the biggest things that happen
04:39
to me is I was introduced to the network of people
04:43
and one of my favorite sayings says,
04:45
if you sit with winners the conversation different.
04:47
And so from the very beginning I very intentionally
04:52
sought out the help of people that had been
04:54
in the business 15 years, had reinvented themselves.
04:57
Fallen, gone down or whatever and I just gleaned
04:59
knowledge and said how do you do this.
05:02
How do you do that and how do you do this.
05:03
And in this space, I mean real estate agents
05:05
we all like to share, we like to talk.
05:07
We like to go back and forth and the value
05:09
of that allowed me to basically wrap my head around
05:13
that my business is not a hobby.
05:15
This is not a hobby, I mean yeah I can go sell houses.
05:18
You can go sell three or four houses and five houses,
05:20
that can be a hobby, that’s a cool hobby.
05:22
But if you actually want a business,
05:23
you actually want something you can transfer
05:25
to your family or change your family tree
05:27
or have something you feel passionate about.
05:30
It’s gonna have to be business,
05:31
so what is a business, it takes time, it takes a plan.
05:33
But I believe mentors are huge and it changed my world.
05:37
– Having the exposure right.
05:39
– And anyone, any new agent could literally plug
05:41
into any eco system, yours mainly.
05:43
And just say hey, you’ve sold 372 houses can I just come buy
05:47
you coffee for two hours and I’ll wash your car.
05:49
Tell me how you did it.
05:52
– But what if they say no?
05:54
– Then go pick the next one.
05:55
– Thank you very much.
05:57
– ‘Cause we all share.
05:59
– Right ’cause so many of us we get stuck in the no
06:00
and I’m like well that’s what’s gonna kill you
06:02
in every area of your business.
06:04
If you get the no and you stop.
06:05
– Why wait five years to make a mistake.
06:06
– Exactly, exactly.
06:07
– Learn from the beginning.
06:09
– Mindset, accountability, all that stuff
06:11
is just gigantic being a business owner.
06:12
And you have to talk with other business owners
06:13
and study success and fill your mind, right.
06:16
With all of how to handle no.
06:18
– So let’s talk about a daily schedule.
06:20
Let’s get really granule, so it’s year one in real estate.
06:25
And how many homes did you sell year one?
06:26
– 61.
06:27
– Okay so 61 and we kinda talk about it,
06:29
I know it drives you nuts, I know.
06:31
Now you gotta remember – It was crazy.
06:33
– He also came from running a business
06:35
and he was used to a certain lifestyle
06:37
which we can talk about in a minute.
06:38
– That’s correct.
06:40
– So Anne how many homes did you sell year one?
06:41
– Five.
06:42
– Five, this is perfect, right perfect.
06:44
– It is.
06:45
– How did do in year two?
06:46
– 15.
06:47
– 15 I think that would be called three x.
06:49
What did you do the next year?
06:50
– 36.
06:52
– Hello that’s called exponential growth.
06:53
– There it is that’s the growth.
06:55
– so let’s talk about maybe at 15 transactions
06:57
and 36 transactions what did your schedule look like
06:59
and what did your schedule look like year one?
07:02
Let’s go ladies first, can you process that real quick?
07:04
– Year one, I don’t think year one
07:06
is anything we would want to replicate.
07:07
– No, so let’s talk about.
07:10
Yeah let’s talk about what we did in 15 transactions and 36?
07:11
– Yeah well I mean you have a schedule,
07:13
you’re running a business, you show up, you get up.
07:14
I am an athlete so I get up, I exercise.
07:18
I fill my mind with something positive,
07:20
even if it’s just reading for five minutes.
07:22
Write everything I’m grateful for,
07:25
send it to my real estate coach.
07:26
And just that act alone, honestly like I can track
07:29
on the dates on my gratitude journal
07:31
when I’m not doing it and what happens with my business.
07:33
So that’s a huge thing for me and then showing up,
07:36
prospecting for an hour, doing all of the things
07:38
that drives business to you first.
07:39
– Okay you just talked about,
07:41
morning routine and prospecting.
07:42
– She did it all.
07:44
– Yeah I mean if everyone watching just shut it off
07:46
and just said I’m gonna do that for the rest of my life.
07:48
They would retire from real estate, they would be just fine.
07:50
So break it down for me,
07:53
who were you prospecting?
07:54
– My sphere initially because that’s all I had.
07:58
‘Cause I didn’t have past clients
08:00
or they had just bought their house.
08:02
– All five of them.
08:03
– Yeah all five of them, so database also Facebook groups.
08:06
I was running a smaller business
08:09
but I was really influential inside Facebook groups
08:11
and that really helped me, so social media was huge.
08:14
Just being of service, servants heart.
08:15
– So talk to us about what you said to people in year two
08:21
and year three, I mean in your sphere.
08:23
Right and you call me, we have contacts,
08:25
kids, life, whatever, you’re an athlete, I’m an athlete.
08:28
Ring, ring, ring, hello?
08:30
– Hey Tom, how are you doing?
08:31
– Is this Anne ?
08:32
– This is Anne Schreiber.
08:34
– Oh my god Anne , how are you?
08:35
– I’m great, how are you?
08:37
– I’m doing outstanding, what’s going on?
08:39
– Well I don’t know if you’ve been seeing online.
08:41
I know we’re friends on Facebook and I’ve made a big change
08:42
for my family and I started a real estate company.
08:46
And we’re selling real estate now,
08:47
I just wanted to be sure you were aware of that.
08:48
– Congratulations!
08:49
– Thank you very much.
08:51
– Okay so I gotta be honest,
08:52
is everyone in San Diego now in real estate?
08:54
– Well it wasn’t then but maybe.
08:55
But you know me, we’ve had a good history together.
08:59
You know that everything I go after
09:00
I go after with a 1000% and I just want
09:02
to be your trusted advisor in real estate.
09:04
I’ve invested a lot of time, energy and money
09:07
and coached by one of the top coaching company
09:10
in the world for real estate.
09:13
– Such a powerful note there.
09:15
– And I’m exposed to all kinds of information
09:19
that could be of great use to you whether
09:23
you want to refinance your home,
09:27
or you’re looking into what you wAnne a renovate.
09:28
I meet and see clients every single day
09:29
and if you’re thinking about doing a kitchen remodel
09:32
you wAnne a talk to a real estate agent before you do that.
09:34
– I gotta stop, if you’re watching this right now.
09:37
If that was in year two and she’s coming out of the gate.
09:39
You can hear her passion, you can hear her confidence.
09:42
And obviously you’ve been doing this now
09:43
for an illustrious six years but when you say those
09:47
kinds of things it fires up the person on the other end.
09:50
What was some of the objections you got early?
09:54
– Okay thanks.
09:56
– Yeah, ’cause they don’t know you,
09:58
right because they don’t have a need at this time.
10:01
They’re not rejecting you they just
10:02
don’t need your service at this time.
10:04
How did that “rejection” make you feel?
10:06
– Well then I felt very rejected
10:09
and I felt it was personal and my coach would say to me,
10:11
“What are you hallucinating now Anne ?”
10:14
And now I know, now you know I have a lot to offer.
10:18
I am going inside homes every single day.
10:21
– I like that passion!
10:22
– Yeah, yeah, yeah.
10:24
– I help people make decisions every single day.
10:25
You can make a really big, wrong expensive turn.
10:27
– Yes.
10:28
– In a lot of different things.
10:29
Whether you’re buying a new home construction
10:31
without the consults of a real estate agent.
10:33
Doing upgrades, whatever you’re doing, getting a loan.
10:35
And it would be really unwise not to speak
10:38
with someone that’s in that industry everyday.
10:39
If I wanted to go learn how to rock climb,
10:41
I wouldn’t try to go do it on my own.
10:43
– Yeah you’re not gonna cut your own hair.
10:44
– No.
10:46
– So I think again if you’re watching this right now,
10:48
both Jeremy and I are sitting here
10:49
and we’re going yeah, right.
10:51
– That’s good energy absolutely.
10:52
– See when you’re new to the business,
10:53
if you come across like a new agent, it’s okay.
10:56
You just won’t be an agent for long.
10:58
Right, you have to have a swagger, a bravado, a confidence.
11:01
– You know how to say it.
11:03
– 61 transactions what did your schedule look like?
11:05
– Schedule definitely have a morning routine.
11:08
That’s probably very cliche sounding.
11:09
– It is but it’s okay, so for the ones
11:11
that don’t understand it, what does it mean?
11:13
I believe if you win the morning you win the day.
11:15
And I didn’t know that at the beginning
11:17
but I absolutely mathematically saw that play out.
11:19
That if I won the morning,
11:21
if I had a morning routine.
11:23
I mean I don’t think a morning routine
11:25
has to be specific to anybody.
11:27
– [Tom] No.
11:28
– I mean some people like to read,
11:29
some people like to jump up and down,
11:30
some people like to swim but your intentionally
11:32
saying I’m gonna win the morning.
11:32
And you’re intentionally saying I’m not gonna
11:34
do morning appointments and I’m not gonna
11:36
be a desperate real estate agent.
11:37
I’m gonna control my life and I’m gonna control my schedule.
11:40
But one thing my coach said in the beginning
11:41
which is really interesting and I probably
11:43
thought about this more than any.
11:45
Is we sat down and he said,
11:47
“Design the business based upon what you’re best at.”
11:49
And so yeah new agents watching this
11:51
there’s a plethora of different kinds of people
11:53
that are going to enter this space.
11:56
And so yeah we sold 61 houses our first year
11:58
but that was a very calculated plan.
12:00
Like we really knew how to get there.
12:03
– You knew who you were going after,
12:04
what you had to say, what you had to send.
12:06
– And then golden thing and I think anyone watching this,
12:10
when you design your business plan
12:11
and you say this is what I’m gonna do,
12:14
this is how long it’s gonna take to get there.
12:15
What changed my business is I knew my daily number.
12:17
It completely changed my business.
12:20
So what’s a daily number, I knew that a certain
12:23
conversation would lead to a contract,
12:25
I know a certain contract would lead to a certain closing.
12:27
And mathematically would repeat to my goal.
12:30
And that’s really simple totally mathematical.
12:32
– Totally basic, that’s a business plan.
12:33
– Yeah so you drill back to your daily number
12:35
and I don’t care if you’re one day in the business
12:37
or a hundred years in the business.
12:38
I think that principle remains of knowing
12:40
that number because then it’s just math.
12:42
– We have clients today that, I was just with Tom Toole.
12:45
Every 17 conversations I have a closing
12:47
and you go to the person next to him
12:50
every 63 conversation I get a closing.
12:52
So we know the business is math
12:55
and you can watch previous Tom Ferry
12:56
shows to get the exact formula.
12:58
You made very calculated decisions in terms
13:01
of who you were going to go after.
13:02
– Absolutely.
13:04
– Anne was calling her sphere and working
13:05
those relationships what did you do?
13:07
– When we set up the business plan,
13:09
in order to do the amount I wanted to do
13:11
we knew we had to at least have four pillar.
13:13
We’d have four income sources.
13:15
So we picked expires, we picked for sale by owner,
13:17
open houses and I didn’t have sphere
13:19
which was really weird because I was in a brand new market.
13:23
So I was going cold turkey which arguably
13:24
I think taught me a really interesting skill
13:27
of being able to have some really ugly rejections.
13:30
– Yes.
13:31
– But knowing.
13:32
– Yeah think about no sphere.
13:34
– Yeah no sphere but knowing that we needed
13:36
at least four pillars and so take that understanding
13:38
and then compare it to someone that gets in the business
13:42
and just wets the finger and say I’m gonna sell a house.
13:45
Take that scenario which is that, that’s two worlds.
13:47
– 100%
13:49
– And that’s like two trajectories.
13:51
– Okay so let’s talk, so you had very specific.
13:53
I mean you demonstrated your skills.
13:56
It’s clear if you’re gonna go
13:58
expiress and for sale by owners
13:59
and open houses as an example.
14:00
Those are very specific skills,
14:02
how do the two of you develop the skill
14:04
and then I wAnne a talk specifically about the listing
14:07
presentation as well but skill.
14:10
How did you develop these skills?
14:11
– Role playing.
14:13
– Practice and role playing.
14:14
– But no one likes to do that.
14:16
I got into real estate because I want freedom.
14:17
– That’s a recorded people.
14:19
– You have to role play.
14:20
– Yeah.
14:21
– You have too.
14:23
– I don’t have to role play, talk to them.
14:25
– What happens is you practice on your customers.
14:26
– Bingo.
14:28
– That’s what happens is you role play on the people
14:29
that you so desperately need a transaction from.
14:31
You role play on them so back off that.
14:33
– [Tom] That’s expensive.
14:35
– It’s the worst that you can do.
14:37
Role play with people that are willing to say,
14:38
hey that was a terrible, you said that terrible.
14:40
‘Cause what does pipe say 96% or 94% is how you say it.
14:42
– The way you move your body
14:43
– What’s your energy? – And your tonality.
14:46
Versus the word seven percent.
14:48
– Correct so drilling that back down
14:49
that’s a business plan and that’s a key piece of it.
14:51
– So how much starting at the beginning,
14:53
how much did, they can download scripts from my site
14:56
from a myriad of just go to Google and type
14:58
real estate scripts something will show up, I don’t care.
15:01
How much time did you spend practicing?
15:04
How much time did you spend practicing
15:05
in the beginning and maybe today?
15:07
– I didn’t spend as much time as I should have
15:09
in the beginning and I still don’t.
15:11
If I’m gonna be 100% honest and just listening to him
15:13
and I wasn’t as strategic, I had little kids,
15:16
I didn’t have any money, I mean there was a lot
15:18
of other barriers but I could have sold a lot more.
15:20
And I still could sell a lot more if I spent more time
15:22
on that and it is totally my cross to bear.
15:25
I’ll be just a hundred percent honest,
15:26
but I do listen when I hear people.
15:29
Where I’m like ugh, it’s like a verbal ninja move,
15:32
then I record it and I listen to it.
15:34
I’m just somebody if I had an outline,
15:36
you have to have your objections and then your train
15:39
of thought basically that’s gonna split off of that.
15:42
So if it’s this objection, this objection,
15:44
this objection or this objection.
15:45
How am I gonna handle it based
15:47
on the personality in front of me.
15:49
– Bingo.
15:50
That sounds pretty calculated.
15:51
– Well it is but I’m like 10% in honestly.
15:53
I’m upping my game this year.
15:57
– Okay this was made public on The Tom Ferry Show,
16:02
so here we go.
16:04
So role playing and listen we live in a world today
16:08
where the vast majority of people are going to relate
16:11
to what you just said.
16:13
And they’re gonna look at Jeremy and go ah, ah, ah, right.
16:15
But here’s the thing right,
16:17
so they both got there, one got there in year one.
16:21
One got there in year five, right.
16:24
– Yeah.
16:25
– And skills matter, right.
16:27
What you say matters, confidence matters.
16:29
You have so much natural bravado and charisma
16:32
and likability, right, he and I just lack that.
16:35
So you’re gonna win in that game,
16:37
right we have to work on this.
16:39
– She sold six houses in San Diego now,
16:41
right, I think it’s working.
16:42
– Yeah I think that they would
16:43
both like to switch average sales,
16:45
well maybe you don’t want to switch to his sales price.
16:47
– Talk about the listening presentation
16:48
’cause the vast majority of agents they’re told this myth.
16:50
Let buyers finance your listing learning curve.
16:54
And they think they can go out with buyers
16:56
and not with these skills and most of them think
16:58
taking a listing is kinda scary.
17:00
What would be some hacks or tricks or tips
17:02
that you would recommend to our listeners
17:04
for them to up their listing presentation?
17:06
Whether it’s what shows up before they get there?
17:08
What they do while they’re there?
17:10
What they leave behind?
17:11
What have you found, ’cause let’s assume they all have one.
17:14
But what are some things that you’ve done
17:15
that have made it special and unique so you win more?
17:18
– Well it’s hard when you first starting,
17:21
but once you have listings, if you’re doing your job right
17:24
some personality types really like data.
17:26
So I pull my list to sell ratio,
17:28
I pull my cancellations and expires compared
17:31
to other people and that’s really all that’s gonna
17:34
speak to one personality type.
17:35
So one of the coaches I had would say you have your
17:39
magic bag of things that you pull out for whatever you need.
17:42
– Felix the cat, remember Felix the cat.
17:44
Some of you have to Google that.
17:46
– We like Felix.
17:47
– Right, yeah the bag of tricks.
17:49
– The bag of tricks.
17:50
– So for the high analytical you’re bringing data.
17:52
– Yeah it’s all about knowing the person sitting
17:55
in front of you and what kinds of questions they’re asking
17:58
and what they’re personality type is in trying to present
18:00
in a manner that is reflective of those eyeballs.
18:06
Which is really hard when you first start.
18:08
So I think it’s mostly about asking the right questions.
18:11
That’s how I got off to a good start
18:13
I think ’cause I asked a lot of questions
18:15
and then I would repeat their answers.
18:18
So Mr. Seller, Mr. Ferry you’ve mentioned
18:21
that you want to be gone and.
18:23
– She goes right into the role play.
18:25
– You mentioned that you want to sell your home
18:27
for the most amount of money in the shortest amount of time
18:29
without any hassles and I want to give you all
18:31
three of those but if you have to prioritize
18:32
them how might you do that?
18:35
– I deal with some hassles if I got
18:36
the most amount of money.
18:37
– Okay and that tells you right away like how you’re
18:40
gonna prioritize what you’re gonna give back to them.
18:43
– Yes and also maybe pricing, pricing options, right.
18:46
Are we gonna create a bidding war
18:49
or are we gonna put it at the highest
18:51
possible price and hope and pray.
18:52
So I like that personality types is super big.
18:54
Is their anything else that you show or deliver
18:58
at an appointment that you’re just like oh that’s
19:01
what’s getting them right now.
19:02
I don’t mean getting them in a bad,
19:04
I mean that’s what gets people excited, right.
19:06
Jeremy you go and them come back, what about yourself?
19:09
– Can we talk about the failure ratio in real estate?
19:12
– Sure, please.
19:14
– Is that a bad thing to talk about on the Tom Ferry show?
19:16
– I talk about it all the time.
19:17
– So as a new agent, what they say 87% fail
19:19
in the first five years and for me I believe
19:22
the reason for that but what I saw was real estate agents
19:25
think they’re gonna show houses in their nice cars
19:27
but they forget that they’re sales people.
19:30
– Yes.
19:31
– And if you’re not a sales person
19:33
and don’t hone your skills and actually have a sales process
19:35
not a, I don’t wAnne a talk about cars.
19:38
But you can’t be cheese but you are a sales person.
19:40
You have to sell a product, whether you’re selling you,
19:42
you’re selling your past sales.
19:44
You’re selling your family, what you’ve done
19:47
in the community, you’re selling.
19:48
And so I knew that going in the business
19:50
and so how I did it is I found a listening presentation
19:52
that I liked from an agent in Texas I believe.
19:54
And I had my coach call the agent and say how much money
19:58
you’re going to have to pay you to give me the
20:00
Adobe PDF version and he said just email to me.
20:03
And I clicked and changed my logo and put my pictures
20:06
in and three days later I had a listening presentation.
20:09
– We call that R and D, Rip-off and Duplicate.
20:12
– But it didn’t cost me a dime
20:13
but the cool thing was is I actually had a now
20:15
24 page document and I looked pretty swag.
20:18
And we had not sold a house,
20:20
I had not sold a single house but we were going
20:23
in and saying hey myself, my team and my brokerage
20:26
and my city ’cause I had no past sales.
20:28
I had to add my brokerage in the mix.
20:30
– Yup of course.
20:31
– We sold 77 homes.
20:33
– Key distinction for a brand new agent.
20:34
– Yeah I mean if you have no past sales,
20:36
you have to tell the truth but you can bring
20:38
your brokerage in and say hey,
20:40
we have the highest producing team brokerage.
20:41
We had 77 closings in March,
20:43
Mr and Mrs. Seller how does that make you feel?
20:44
We’re really doing great things in your community
20:46
by the way this is how we get those results.
20:48
– And when you list your home with me
20:50
I’m gonna put the power of this team to work for you.
20:51
– Absolutely but if you don’t have a listing presentation
20:53
if you haven’t practiced, if you haven’t role played
20:54
and you have a little swagger, you’re selling yourself.
20:56
And if you don’t learn how to sell yourself 87% catch you.
21:00
– Oh yeah.
21:01
– That’s a huge statistic.
21:02
– That’s a big number, it’s 90% failure rate
21:04
in all small businesses after 10 years.
21:06
So 87% in real estate is not a shocker
21:09
especially concerning most people go in saying
21:11
well I just like people in houses.
21:13
Versus wait a minute this is the person’s most expensive
21:17
asset, I have a fiduciary responsibility to be really good.
21:20
The way you were saying, there’s a million mistakes
21:24
you can make along the way and I want to protect you.
21:26
You’re a friend I wanna a take care of you.
21:28
So any other hacks on listening presentation.
21:30
– I don’t know that it’s like a great catchy hack
21:34
but I think what you said, really matters in terms
21:38
of you saw something you liked and you knew
21:40
you could sell that and so you went to get that.
21:42
So it doesn’t really matter I don’t think,
21:45
it’s just having the confidence behind it.
21:46
My sales manager and my coach said you’re an information
21:50
broker, you need to know your market better than anyone
21:52
else and when you have that you’re not as worried.
21:56
Well the first couple times you are
21:58
until you’re like wait I really know this and I know
22:00
it better than half the agents I’m talking to.
22:02
– Yes.
22:03
– Confidence just goes through the roof.
22:04
– So then you have passion, like you can really mess
22:06
up here, like you need me and you don’t feel that
22:09
until you feel it and so the only way to get
22:12
that is to go and see a ton of property
22:14
and have a lot of conversations.
22:16
And pick whatever you’re gonna like.
22:17
It doesn’t really matter what it is just
22:19
as long as you got passion behind it right.
22:22
– Right, I’ve seen that a thousand times with agents,
22:25
they’re like you know what it is right now staging.
22:28
Oh my God I’ve got this and you see them light up
22:31
and I’m like staging’s been around for 20 years.
22:34
But they just found a stager.
22:36
– And they sold it.
22:38
– I have this video app that absolutely makes your home.
22:41
– And people disconnect to it.
22:43
– Exactly, so you gotta find something
22:45
you’re passionate about selling.
22:47
And if your presentation doesn’t get you fired up
22:49
it’s not gonna get the clients fired up, right.
22:50
– That should be a tweet.
22:52
– Exactly, we need to tweet that.
22:53
Looking at the social media queen.
22:56
All right, so any closing thoughts.
22:58
You know my hope is that a hundred thousand new agents
23:01
watch this in the next 35, 40 days.
23:04
– It’s an awesome industry.
23:05
– There’s so many people watching this
23:07
so what’s the one sort of closing thought
23:09
about what they can do, some motivation,
23:12
mindset, whatever you want to share, wish them well.
23:15
– If he can do it I can do it.
23:18
I just didn’t decide to do it the right way
23:21
but I’m still here and I have an opportunity
23:24
to go for next year and if they can do it you can do it.
23:27
That really is all it is, you have to have a big why.
23:29
I had a huge why you know.
23:31
– Speak to that.
23:33
– Well when you don’t have any money
23:35
and you have to go be your own miracle for your family
23:37
you just do period and you need something.
23:40
You need a reason why you’re doing this
23:42
and why you’re gonna go hustle ’cause it is relentless
23:44
and it does break you down unbelievably.
23:46
You have to be tough and resilient and bounce back
23:49
up really fast and you have to have people around
23:51
you, like you that will help you.
23:54
And that you’re pouring into your mind every single day
23:57
and I would also say fight for your culture.
23:59
That was a big thing my coach was really,
24:02
it took me awhile to see that until
24:04
I let some people off of the team that didn’t belong.
24:08
And then I really saw like this can really oh wow
24:10
this can really happen, it’s not just special for them.
24:13
It’s not just special for them,
24:14
they just fought for their culture.
24:15
And that’s kinda further down the line
24:18
but fight for your own culture first and then
24:19
the people you bring into your universe.
24:21
– And fight for your family right?
24:22
– Yes exactly.
24:23
– Closing thoughts?
24:24
– I think the parting thought I would have is what
24:25
a terrible thing it would be in my opinion
24:28
to have a listening presentation.
24:29
To put all this energy into it,
24:31
create a business plans and then miss I think the most
24:32
the most important step and that’s to be extremely genuine.
24:36
– [Tom] Yeah.
24:37
– You have to be so genuine with people,
24:39
if you don’t care about people and don’t have commission
24:41
breadth if you’re a new agent.
24:43
Just put it aside, if you can be genuine
24:45
all of the other stuff that you have comes alive.
24:47
Your listening presentation comes alive,
24:49
who you are, what you’re doing.
24:51
If you care about them truly from the heart you’ll win.
24:53
– Can’t say it any better than that, you guys were amazing.
24:56
Thank you so much for watching,
24:57
remember always your strategy matters and now
24:59
more than ever your passion rules.
25:00
And if you know someone that is less than five years
25:03
in the business forward this to them immediately.
25:05
And they will know that you love them.
25:07
All right see you guys soon.
25:09
Hey it’s coach Tom Ferry,
25:11
have you been considering hiring a coach?
25:13
If so click the link below and check out what we do.
25:16
(instrumental music)

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