Okay so so you're you're the seller ring ring ring Hi Listen hello hi is this June uh yeah this is uh June hi this is this is Carol and young hey I'm giving you a call because I Noticed your house come off the market last week and I'm just wondering is it still for sale now? um it's just a bad Mark Oh okay well I have to ask you. so if that sale were to work out for you, where were you moving to? Well I think we were going up north because I wanted to know my family. Okay, that makes perfect sense. Well what a great time of year to sell in your Market because we're High season right now.

So let me ask you a question what stop what is stopping you from moving forward? Well we didn't get the price I wanted um and we have a place to go. Yeah you know I have to tell you I am an expert in this market and I know this market so well. if it's possible I would love to stop by I just care about people in my market and I just want to make sure you're getting the best service possible. and if anyone in my market wants to stall when they can't sell I Want to make sure I'm able to at least show them some other options I'm going to be in the area on Friday or Saturday Absolutely no obligation to you, but would you mind if I just stop by to share with you some things that maybe you were missing just in case it's a possibility.

Oh I guess it wouldn't hurt but I'm not gonna sell, but that's no problem, No commitment, no Friday Look forward to seeing you on Saturday now In Fairness. This is like her third time on the podcast. Hey welcome back to the show! What if I told you I have three experts that will list this year. I'll combine about 500 listings and yes, 500 listings in this environment with low inventory High interest rates and Beyond Uber competitive situations just like you.

So my advice is you buckle up. You start taking some notes because I've got Carolyn Young Who between her energy industry are going to take a combined 260 listings, I've got Kathleen and Scott from their team, we're going to do about 240 listings I think that's 500 on the nose and we want to unpack. Where are they getting these appointments? How are they getting these requirements and then when they're there, what are they doing to win? Beyond Just the obvious what most people can do which is just reduce your fees and give away the farm and listen to obnoxious price so you could walk away from the show with exactly what you need. So Kathleen Welcome to the show thank you I'm so excited to be here.

Yes, how long have you been in the business? Eight years, Eight years And how long have you been listing properties of four years? Okay, so four years. So Scott give us some context because you're running the team. Kathleen is your number one listing agent? How long in the business? Where do you guys work? How many transactions you're gonna do this year? we'll close 500 transactions this year. I've been in the business for 21 years? Okay, and what was that? Where and where's your office? Where you guys are called? Vero Beach Florida Where is Vero Beach East Coast of Florida South Orlando and north of West Palm little Beachside Town Love it, love it, love it.

And just for context, average sales price about 450.7 450. So very relatable for everybody across the board. but some high-end homes that? Oh yeah, okay, Service as well. Karen Young, right just coming off.

Uh, you know, a remarkable year last year. But here we are. it's June As we're filming this, this will be published in July Um, give some people some context how long in the business, how many transactions are you gonna do this year? And you said again, you know 260 combined between you and your team on listings. So yeah, so this year, um, my goal is to hit 600 transactions.

Um, and we currently? Well, we'll end up on about because of what we're pacing this year. We'll go on about 300 listed appointments, we'll list about 270 homes, and we'll sell somewhere in the neighborhood of 240 to 250. Okay, got it. So some people are going to ask the obvious question I Know you have the same you're gonna have 30 or 40 listings that aren't going to sell this year in this market? No, because what? No, this is the thing they're all going to sell And there's some people that things happen right? You know life happens sometimes.

yes and um but there are always. My goal is always like if people are waiting to do something like as I get into October November and December I'll go into January with like 40 listens in my pocket. So I say let's let's now pre-market over the spring So in January February I'm ready to roll Scotty Same question the Isaac As you kind of said hey well you know we're gonna list this many but then I'm gonna sell this year right? and some of them obviously are gonna. some of them won't sell because they expired or like you know, like you said life, life happens.

They take it off the market or what. but we we sell 80 of 85 of the ones that get listed guys. So let's talk about we're talking about. you know, 300 listing appointments I'm guessing somewhere in the same range if you know those 240 properties.

that is a lot of listing appointments that the guy or gal listening right now. but they're trying to figure out how to get like two a month. and if they're already at two a month, they're like how do I get to four a month? So So let's let's have a quick conversation. like if you were nurturing somebody on your team or you were starting over at New Market you knew you needed again two to four listing appointments a month in this crazy crazy Kevin You're first, where where are the listing of pockets coming from and how are you getting them? I am making my making money to who to, um, expires and withdrawals because we do have those right now.

Okay I am calling old expires and withdrawns that were on the market previously. Yeah, Circle prospecting and uh, past clients in this fear we're doing. Keeping in touch Perfect All you know the touches. Okay with our past clients and doing the Zillow What do you think of the zestimate uh-huh Yes, Yes, yes, yes.

Okay, are you shocked because it sounds like the same exact sources. So let's play a game ready. You're the expired listing. You're making the phone call, ring, ring, ring oh hi.

Carolyn this is Kathleen with compass I was calling to see. um, no, we don't We took it off. Oh I Can appreciate that. What would happen when you were on the market? Yeah, we didn't sell and so we're just gonna hang on and wait until the market improves a little bit.

Okay, and where were you going if you did so? um, we? Well, we had our dream of downsizing, but with these high interest rates and stuff you know I think we're just gonna stay put and let the market calm down. Well if I could take 15 to 20 minutes of your time and show you uh, what the Market's doing and possibly I am um and meet with you just to show you what's going on in our Market because we just sold our neighbor's house down the street. Would that make a difference to you if we could show you what we did over there? Do you have a buyer? No, that's good. Okay, so we're gonna flip it ready.

You're the expired, you're the agent. Thank you ready. This is great. This is great.

Then I have a quick question though if we would write an offer last week, what would you done with it other one you can use? Yeah. all right let's keep going. Okay so so you're you're the seller. Ring ring, ring hi this is hello hi Is this June uh yeah this is Junior says uh June hi this is Carol and young hey I'm giving you a call because I Noticed your house come off the market last week and I'm just wondering is it still for sale? No uh we survives.

It's just a bad word. Oh okay. well I have to ask you. So if that sale were to work out for you, where were you moving to? Well I think we were going up north because someone near my family.

Okay, that makes perfect sense. Well what a great time of year to sell in your Market because we're High season right now. So let me ask you a question. what stop what is stopping you from moving forward? Well, we didn't get the price I wanted um and we have a place to go.

Yeah, you know I Have to tell you I am an expert in this market and I know this market so well if it's possible I would love to stop by I just care about people in my market and I just want to make sure you're getting the best service possible and if anyone in my market wants to sell and they can't sell, I want to make sure I'm able to at least show them some other options I'm going to be in the area on Friday or Saturday absolutely no obligation June But would you mind if I just stop by to share with you some things that maybe you were missing just in case it's a possibility. Oh I guess it wouldn't hurt but I'm not gonna sell. That's no problem, no commitment, no problem. Look forward to seeing you on Saturday then now In Fairness.

This is like her third time on the podcast. so all right. So so the first thing is you're calling Aspires and the Personal Team right now and it's got back me up on this. There's gonna be a lot of people who say there's no experience in my market and yet if you really pay attention, there's expires in every Market.

You know it might be slim pickings, but the biggest issue is going to be how do you stand out right amongst the competition to even get the appointment? It's got an opinion on that the you know what I hear over and over is also being consistent on the follow-up because they'll make the first call one week or another. they can't get the appointment. but I Watched Kathleen for years. Sometimes follow up with people to get the appointment and that consistency.

Uh, we'll get it. Yeah, Is it a scheduled thing for you or is it a CRM thing for you? Is it just because you're a former teacher and you pay attention to details? What is it? Um, I have a schedule and I make my calls in the morning. In fact, if I miss that time slot, it throws me off that it's like 8, 30 to 10 30. I'm not allowed to check my emails, answer my phone sometimes I put the fun and other room and so it's It's very scheduled and calling the same people.

Some of my listings are people that screamed at me and told me that they're sure yeah, that never to call them again. And then yes. and we've listed jobs and you have 16 active listings as we filmed this at right now. Yeah, so and the majority of those are expired.

You know what's wrong listings? Okay, Scott you were saying. and I I Think being empathetic because it's tough right now you know? Um, you know. and I Carolyn you touched on that. Just really being empathetic, hearing, being helpful, being a resource I think that's one of the things I see our team and I'm sure your team guys is demonstrating uh, uh, you know, caring for the client compassion.

I mean if you think about like and again, we're going to shift away from experience a minute, but you see about the scenario like we put our own the market. We were all excited. we want to move closer to our family. We go through three months, six months.

it doesn't work out. That is a frustrating experience right or so. So I Think you know. Starting out with that empathetic error, if it's genuine and it's real, you know it's going to resonate for more people.

All right. So let's switch gears. What are you doing right now to get listings from your past clients and spirit? You mentioned my favorite all-time campaign, right? So so for the person listening what I've been telling people is, you know whether you like Zillow or not doesn't make a difference. And so those prices are almost always wrong.

So we're actually going to use that to our advantage. So it was a verb for a lot of people. so I say take a screenshot of their home on Zillow the zestimate text it to him and any variation of hey Scott I was thinking about you today, it was on Zillow saw your home I've got my opinion on this price. What do you think? Are you saying something like that? Yeah, because I think we're good.

Thank you. So how many of you sent approximately what kind of response are you getting? Is it working I've spent approximately 50. Okay, and I've gotten most of my responses are we're not selling sure, but thanks for checking in Um, and most of them because I have them on alert and touched uh, annually on what their value has already kind of knows their business I got a homebot as an example or a milestone Some way it is right, right? So so what is working today Beyond that, which sounds like you're just keeping people informed which is always good. What else is working well? Um, just reaching out to them and saying do you know someone coming from service? like if there's a service yeah.

so when I'm having a conversation with them, the catch up. see how their life is going. I used to, um, be afraid to ask for business yes and I kept hearing you say it over and over. Um and so now I'll ask, is there anyone I can help that you know I can help with applying or selling good and so they do then say a lot of times they're like oh yeah because I Scott is there anything more that you want to unpack around past clients and sphere? I'm going to assume they're getting emails, they're getting calls, right, The whole teams.

Yeah, so so so. And the person who's saying yeah, talk about that. Equity reviews what's something that they're not doing Um I I Think so when we're talking with our agents of having them have the equity reviews for their client and and and that opens up opportunity. Whether they may or may not want to sell, that's okay, but they may want to invest yes and so they maybe want to tap.

You know, some of the equity to buy a rental property or buy a second home or vacation home. but you're just being a financial advisor, being a, uh, being a partner of theirs yes, and being part of their life and and it may not be the right time, right yet? But you're being present, you're being there and then you'll You'll know when to check in with them the next time. I Heard a line last week and then I'm going to come to you with like, tactically what else you guys you're doing uh, was to drop past. They are clients of yours and you have a fiduciary responsibility to stay informed.

get you know what I mean Like saying you're like my financial planner from, you know JP Moore Just text me today. hey man, thinking about you just checking in right now I know almost what he wants me to buy more software, invest more stuff. but like he's a he's a dude, he's just checking in. we're staying connected.

What is working tactically right now is email working is test working his phone calls. Working is immense. working to get somebody listens from past lines. So I think there's always a lot that we can do.

and because of the last conference I went to and we shared Care Bear yeah I'm like oh my God so you hired one a couple months ago so shout out exactly yes that was awesome. So but basically we're trying to take all of our clients and make it like a really really good experience for them. Like you know if you're buying the home side unseen you can't get there for two weeks. Guess what? we're gonna let's go by and check on the house for you on day of movies.

so we're making it like really really personable and a lot of people are like I didn't even know agents do this kind of stuff so they'll I said you know hey anybody you have that needs you know this type of service. Keep this in mind. So so asking for referrals unpack. What a Care Bear is and I'm trying to find her.

Uh Channel Yeah Yes yes, five times Yeah. hold on I'm pulling up. Okay so so what is a Care Bear and what do they do? So a Care Bear is basically a client care coordinator and honestly Tom you know I kind of do things and then and installed it I Just hired her and she's helping me build it. but right now as soon as um, one of our sellers go under contract honestly we're doing it with our buyers too.

When they go under contract, she gets the timeline she sees. It's like okay, if it's a quick move. hey, we know you're moving quick Junior movers Is there any work you went on? Can we go set up the contractor? We'll meet them for you. Um on move day? Who's moving you? How's it happening? Oh no, we're covered.

That's great. Well the first weekend we want to send something out for on Saturday for lunch or something like we're just making it a very personable experience. So uh, shout out to Lisa Munoz right now to find her. So if you're if you're listening to this great podcast seriously I did I interviewed on the podcast it was amazing.

Her I wanted to get her Instagram account which is find your Austin So I I don't want to miss quote the numbers but she basically said hey last year we got like 97 referrals right directly from Care Bear Care Bear is a part-time person who used to be a transaction coordinator for and it's she was like you know she's just not too big of a personality I think her Secret Sauce is going To be like, loving on her clients, gives her a small budget and and you just do those little things so that's starting to pay off. Oh, it's awesome. Okay, so let's let's switch gears. We're in an Uber competitive environment.

There are people that will do nefarious things to win those things every single day in every market around the world. My question for the three of you is what do you do first and foremost to prep yourself and then what do you do to prep the client So when you walk in, however, you do it, there's just a degree of separation from the very beginning, if in fact, you're competing on that listing. Imagine if you could sit down over the course of three days with 82 different agents and team leaders who combined sold more than 6 000 homes in the last 12 months where they broke down in detail how they generate a steady flow of listings in this market. Everything from the marketing they use the checklist to get it done and organize and be consistent, the scripts and dialogues, the follow-up strategies, the tools and more to implement them.

That is my promise of this year's success. Summit In this environment, you can no longer be asking yourself how instead you've got to find plays that work and simply run them Race to Tomferry.com Book your reservation, make sure that you absolutely position yourself Above and Beyond in your Marketplace truly becoming the market of one. So you want to go first, What do you do to prep yourself and what do you do if anything, to prepare the client before you get there. So a lot has to do with who I'm going to see if it's expire in the past clients or someone that we circled Iowa and they're interviewing.

but in this market I It's fair to say that everybody's interviewing several agents I don't even you know everyone is so um so I always. For me, ask how many people you're interviewing uh what number am I because um, and I and I know I will tell you why because I want to be last to be honest. but if it's okay, if you're a person, I'm personally going to press harder to get the listing then right? Um, we have a very high closure ratio on them. But for me, um I ask because if they tell me oh no I have two people coming over I have no more time until Saturday morning I say okay, but I'll tell them a little bit, ask them a lot of questions they know I really care about their house and I'll be very thorough.

I'll send an email out with a pre-listing package I Said you gotta check out some stuff on our team but you have to make me a promise. Do I know you're going to get excited about a couple people, maybe one two people that you talk to but do not sign before I come. It'll be a big mistake if you don't give me the opportunity to share. If you don't choose me, it's no problem.

but wait till I get there because if you don't they'll call. I Just signed with the last agent. She was great. Yeah, so that way they kind of have an obligation to that right? Um, and most of them will stick with it.

And of course, if you go first, you tell them there's no need to talk to anybody. I'll give you one little adjustment. You're a master at scratches. Hey, can you do me a favor? Yes, people say yes and they have nice.

Could you give me all of your money right? Like just when you you know when you have a little Rapport and you're saying hey, we're going to meet on Saturday so we have enough Rapport that I can say it's got. Can you do me a favor? Yes, Hey, just promise me that you'll wait to meet with me before you choose your age. Can you do me a favor? No. Pride I Mean we live in a world of this.

Sort of like I'm doing you service. you're willing to. you know you've been appreciated to me to say yes, right? So I would add that in, just watch the adjustments. Do me a favor.

So if you send a pre-listing package, yeah, tell us what's in your pre-listing package, So we have our marketing book digitally. we have I do bon bon videos. So and because if it's inspired him with John like it, kind of get to know me a little through that video. So stop, stop there.

What do you say in the Bonbon video? Introduce myself, let them know what's Below in the email. We have some digital marketing so we'll send the video so they can kind of look at that beforehand and they can formulate what questions they may have for us when we're there. and then we also have because we're a team and they're You know, there aren't a lot of big teams in Vero Beach and so I send um, an admin introduction video where they put together a video about as far as support of all the support they get in advance tomorrow. that's what we've done beforehand.

So the number one? Yeah. and then everyone's while I will, uh, put in like a lifestyle video of a home that's comparable to theirs that we've done because we always do the lifestyle videos on the houses. Yeah, so we're trying to get them to uh, like us and kind of get wild ahead of time. Yes, that way we can sit down with them and talk more about what their needs are and you know how can we help them and and whether they look at it or not.

We hope that they do, and most of the time they do. But then we can really get into their current situation and then if there's anything about the marketing, then we can drill down into it during the listing appointment. Do any you pay attention to personality types when you're when you're shocking these prospects, so like if they're like a high D right? right? they're probably not going to watch a four-minute lifestyle video. But but they might, they might look and go.

How many homes do they sell And okay, right? So so how do you? how do you adjust or do you adjust your pre-listing package and then we're gonna get into the appointment in a minute before if you identify this person's the highest or a high C or a high I and they're just like oh my God I'm just so excited are we gave me that? We're really, you know what do you guys do Ah oh I'm sorry. go ahead. So I I Basically always talk to them before I send anything out right? So when you're talking to someone, you can tell if they're to the point. Yeah, if they're super analytical I send the same package no matter what.

Okay, but I I know if I'm talking to a real ID I'm gonna say hey, I'm sending some information over. try to take a look at it. If not, we'll cover around when we get there. Yeah, take a look at it.

Yeah, yeah. some of them, you know, Yes, but it's okay. at least you have a professional email out and you have the appointments right? Good I Like taking advantage of when we're at the listing and this may not be what everyone does, but I like them showing me around the house I'm I'm seeing around the house I'm seeing the things but what I'm doing during that time I'm learning what their needs are and what kind of people they are, what what their personality type is and what their hot buttons are. very very um some conversation.

Yes, very subtle and that way I know how to address all of their needs during you know, when we're setting down right? Um I wish we ran into more High D's but we we I don't run into very you know ideas in our Market what's the one question you ask when you're looking through the house that maybe isn't so obvious that you ask about the houses or or you just ask? um I I mean for me the only thing that like I always when I walk through the house I never and I have people tell me this that they'll go through the house and point out problems like that's not for the listing appointments. Are you going to paint this? I don't say anything I just have a notepad and I take notes as I'm going through and I compliment the things that are great I'm not asking anything else until I get to the appointment, we sign it and then I'm going to ask because if I can, if I'm in the right modality with the client and I do like a high D I wouldn't ask this question but the other ones I was like what's your favorite room in this house yeah and like and have them tell me about it and then we're creating a relationship indirectly. you know right away. So okay, so let's let's switch gears I Want to know you're in the middle of your presentation.

You are clearly competing with someone Kathy What do you do to win? Well we, um, we try to cover such a former teacher. she was a teacher for a long time and all phenomenal real estate agent. So you're looking at your nose if you grab your notes, get them up close and tell us what do you do to win in that Uber competitive situation Carolina coming to you next I Think what we we do. we have the laminated cards which I got from Caroline but if they're gonna gloss over, that's not what they want.

but we talk about you know our Zillow referral partnership the Google pay-per-click what kind of money that we're spending? Um but really I think gaining Rapport at the beginning and getting to know their needs and then going into everything they want to know like pricing, the pricing, strategies, market, and just having everything there probably bringing everything to the table and some of it you won't use and some of it you will being over prepared. So when you lose, why do you lose? um well we had okay sometimes it's commission yeah yeah the uh we just had one I mean if it's okay we just had one that we lost and uh we went on it together and I you know we we talk about the the listing appointment afterwards and found out what you know what went wrong or how we felt when and um I was misunderstanding their question about Commission because we have a you know uh six percent of if there was a code broken five percent or not and he had like a question basically asking how did he get five I didn't understand that yeah so I basically repeated what it was and so uh so we missed it on commission we would have we would have done it at the five percent in this this case right we just just missed it so that was so it was a listening thing. yes sort of the pressure that's on Earth but the thing we learned I'm like next time if you see where I'm stumbling you know or I miss something vice versa. just say are you looking for a five percent commission? That's what we'll do.

Yeah yeah okay so if we lose we lose over commission. so I'm gonna go to Carolyn with you pressure cooker moment go to Truth. Hey you know a lot of Agents we've met with all seem to sell a lot of houses. all have big personalities like you all seem to do a lot of marketing.

Why should we lose with you? So I I Guess once you do the listing presentation, you don't get that question right? That's what I think you don't Yeah, humans do. But but so this is our thing. If you get that question, you did not give enough value in the beginning. So so when I go I have the you know I have those two slides and so I'm always so excited about the opportunity to work with them and share what I'm doing.

yes and I lay so much out that if they look at me and say well, we have to decide who we're gonna choose. I'm like am I missing something here like I don't know what else you know, what else are you looking for right? So but there is. You know through contacts to the person maybe you know wasn't at the summer last year and has never heard you on one of my podcast before in 2020. How many listening? Above This did you I know that was a couple years ago? but just so so just to like if you put it context of everything when I started coaching with you about six years ago I was listing about 12 homes a year? Yes.

and then when I went all in on Expires which and then my big year before I really started growing the team. Um I went on 210 weight mass in the list of 197 by myself. Yeah, so but but I would say for people that say because I know when I first started doing it Tom Honestly, my listening presentation was your 18 points that you have on the website right? That was my list and presentation with a generic folder right? That's what I did. but so was I as good in the beginning? No.

But if you go on more like if you're a new agent and you want two listens in life, do listing presentations to your mother, your brother, or yourself in the mirror. Just keep doing it until you get it. Yeah, because sometimes you just go and they just they're just ready to sign. and you don't have to call Aspires call and you don't have listings.

Call around a house that just sold in your in your office. You can call around that listing like there's always people to call like yes, it's just you know it's not that hard to get across. Caroline on the listing presentation I Find that I the internalizing that like the ages of super internalizing because you in order to practice it, you have to internalize it. and if they internalize it then it's just second nature in presenting it because then that's all you're doing is presenting it and it's like fun.

Yes, it's not stressful. Yes, if you want to copy Karen If they want a copy of your slides, sure, just shoot me an email or go to uh Carolyn Young Team um on Instagram send a message and I'm happy to send it out. It's not a problem, get several thousand of those requests. But but what's cool about this and again knowing the story because you know, um, our gal up in Canada Jackie stood up one day from New York City and she was like I just laminated all these slides.

So basically she took like just for you. Think about this. listening. She took everything that she would present as a degree of separation as a service to her client, as a way that she attracts buyers is the way that she stages as the way that she does her transactions, the way she does client care, the way she does communication and she converted into like 35 laminated slides and then she pushes them in front of the client and says I'm gonna do this I'm gonna do this I'm gonna do this I'm gonna do this and obviously I'm doing the fast version of that.

You took that thing. put it on steroids, you are indeed it. I Spread it up all over the table and I loved when you like dropped everything and during. But you know in all fairness, for anybody starting out or anybody that's experience the number one question when you walk into a listing and you sit down with someone, the number one question is thank you so much for having me over.

Tell me what are you hoping to achieve before our meeting today because if they say I want to know your commission, you better lay out your value. Yeah they say you know, um you know when can you get the photos or how are you doing, how are you different than other agents or you know our Market's real real competitive because we have everything has 5 10 15 contracts on it and you know it's crazy. So it's real competitive so you just have to know what they want so you know what to deliver. I Like asking an opening question like that as well and mine's a little different.

it's just you know, let me know any any questions you may have like I hate going through the whole presentation and they've got a burning question. What's most important to you? Yeah, what do you guys want to accomplish tonight, right? I Think that's the key. So so Kathleen as we wrap this up, um, you've been a real estate agent for eight years. How long were you a teacher? 24 years, 24 years.

And what did I say if you walked in that teachers are great real estate because they can manage 26 to 30 kids obviously. Endless amounts of details. Kindergartners I'm like I knew you were gonna kill it. Yeah, and parents right? Um, eight years in the business, four years as a buyer's agent now transitioning to a listing agent.

Give us one thing you had to do in the very beginning to transition from a buyer's agent to a listing agent that made you successful Today, as mine said, tell us it was my mindset I felt like I couldn't do it and as soon as I just jumped in and did it and I am a teacher so I studied I studied Caroline I studied yeah, your podcast and once I just had it in my mindset I came from a place of service rather than this is a presentation because I used to just throw up on people and talk about myself yes and and now asking questions, being curious and coming from a place to help them especially the experience and in your uh, your schedule I saw you like nine-day change your schedule and the uh, her morning routine really starts the night routine. Yes and so that was a game changer tour and then it was fun when we first very first uh for ages that are out there that have ever been on a dialer, threw on a dialer on expires and she's like this is crazy. She's nervous at first. this is crazy.

It's like being at the batting cages. Don't make excuses, just pick up the phone you know I love that price too. The thing happens, make contact right? Yeah, yeah. so so Scott Hardest part about transitioning from being the top listing agent on the team and same partial question for you to now hand you over the reins and saying Kathleen you go on the appointments.

What was the hardest part to ask you over? um it started with my mindset uh but then I I learned I talked to a bunch of people and they told me these complicated ways of doing it. Yeah, I had 20 or so impending and I'm like on a Tuesday I'm not doing it and then that forced the action and then as soon as I got a lead I don't care if they're my past client they only be for 10 years then I would give it over to Kathleen or Jason or another team member that's on the team with an intelligent handoff from the client. very very smooth and I would even if they were super close with me I'd be with them. yeah and then like talk the agent up and then where the things that I do and the background to support them and so just doing it.

Blind Faith and and just kind of Burden what's it called burning the boat? Yeah, so it was and now now I can do more living vicariously through them than I could all by myself for sure scale myself and it comes out of listing appointments if we. you know if it's a good fit and that's really nice to see the team part of the team that really are a true team right? And it's not just me saying we're a team. Yes, right? I Love the the sales component of it. So I don't think I'll ever be out on the sales side? Yes, All right, the person that has two to four listing appointments a month right now they want to go to eight to ten.

What do they have to do? Pick up the phone I Know getting memes with people like you know Tom Perry keeps tell me to pick up the photos and then they show themselves like dancing around the office instead. Please don't do that or do it. It's kind of funny. Make sure you tag it.

So what does it means? Real estate is a becoming more and more competitive. Yes. And you're not going to sit there and wait for the low-hanging fruit to fall on your lap. You have Got to Pick up the phone.

I Don't care if you want to call your friends, your clients, if you want a circle dial, if you want to call expireds if you want to call. but if you don't call people, you're not going to get appointments. Yeah, I Want to steal something you and I were talking about a while back ago when uh, if someone is has a 200 000 a year job they have to come to work right? I Can't just say I don't feel good today, right? I Don't feel like making money? You're building my software Plus Or the worst is that people will say and I hear this from new agents even on the team when they start is I Tried and it didn't work. You did what you made 20 calls and you didn't get a listing.

So now make you know 500 and tell me how it works out so it's more more to get better. So people dramatically underestimate the volume of work right? The velocity that you have to create the momentum you have to create the amount of work you have to do to achieve the things you want to achieve right. You can't make calls two days a week and complain that you're not being successful and notice a cold call I Mean you could. You could call around.

let's see some sales, but I wouldn't even call that cold I'm doing a value add to the service agent about your neighbor. They just got four hours on their property, right? Oh my goodness, You know this means your home value Like that. That is a service call in the community versus like a straight cold calling. Yes.

Anyway, the point is, work effort trumps everything in this environment, right? Absolutely right? So we gotta wrap. Kathleen You're snapping your finger there. Talk to us, do the hard things first. so do your calls first.

Yeah, that. otherwise you'll avoid it to this and you put it in your schedule and that's clearly worked out. How many homes you gonna sell this year? 70 70. You realize how good that is? Oh, it's not as good as last year.

But yeah, Oh, all right. In Fairness. We're sitting here in 2023. real estate's only about two things: cycles and population right.

Population growth continues to boom. We're always going to be fine, but we're just in a high interest rate, low inventory environment. So if you're slightly off and selling 70 homes in a year complaining, someone on this podcast wants to punch you, someone's like I'm gonna sell seven, you're selling 70. I'm gonna smack her.

All right. Okay, so what did you receive from this? What did you hear? What did you get? Follow every one of them, they're all going to be on Instagram You can see it all. If you're listening to this. Um, hey, leave us a comment.

Let us know what you think. Who else do you want us to interview? What else can we continue to deliver you more value? Thanks so much for watching and listening listening here. I'll see you foreign, foreign.