Episode 54 - Why can't you work with listings?

**Meeting Summary: Real Estate Listings Strategy**

**Key Takeaways on Listings vs. Buyers**
- **Listings Are Key to Success:**
  - Listings should be the cornerstone of a real estate business because they offer higher efficiency and income potential.
  - A single listing can generate multiple transactions: one listing can result in buyers, referrals, and future leads.
  - The belief that "buyers are easier to work with than sellers" is a common misconception in real estate.

- **Why Focus on Listings?**
  - Listings allow for more control, flexibility, and scalability.
  - Listings lead to higher visibility, brand credibility, and market share.

 **Strategies for Maximizing Listings**
  - Aim for five transactions from each listing using strategies like open houses, circle prospecting, and marketing campaigns.
  - Continue lead generation efforts even 90 days after a sale.

- **Daily Activities for Listing Success:**
  - Prioritize lead generation (calls, networking, open houses, door-knocking).
  - Approach open houses with the intent to generate more listings, not just attract buyers.
  - Door-knocking around listings to find additional sellers.

- **Mindset and Language:**
  - Shift from identifying as a "buyer’s agent" to a "real estate professional."
  - Use language that reflects confidence and a focus on listings.

**Overcoming Fear and Limiting Beliefs**
- **Industry Misguidance:**
  - Many agents are told they aren’t ready for listings early in their careers, leading to hesitation.
  - Fear of not selling the house or pricing it incorrectly holds agents back.

- **Handling Rejection:**
  - Rejection is a natural part of growth; agents must learn from defeats and stay persistent.

**Practical Tips and Scripts**
- **Scripts for Success:**
  - Examples include direct approaches like:
    - "We have buyers interested in this neighborhood; are you considering selling?"
    - "I can bring buyers and help you get more money for your property—can we talk?"
  
- **Lead Generation Through FSBOs:**
  - Knock on doors instead of cold-calling FSBOs.
  - Offer to host open houses or broker opens to build rapport with sellers.

- **Setting Realistic Expectations:**
  - Educate sellers on pricing strategies to avoid overpricing and long market times.
  - Present yourself as a problem-solver who sells homes, not just lists them.

- **Value-Driven Approach:**
  - Focus on demonstrating a strong process that emphasizes price optimization, quick sales, and reduced hassle for the seller.

- **Team and Brokerage Support:**
  - Being part of a supportive brokerage or team can boost confidence and provide valuable resources.

**Motivation and Mindset**
- **Urgency as a Motivator:**
  - Success often comes from operating with a sense of urgency and determination.
  - Creating personal goals or "desperation" (e.g., vision boards) can drive consistent action.
**Conclusion**
- **Be Different by Mastering the Basics:**
  - Avoid overemphasis on marketing gimmicks; focus on mastering fundamental activities.
  - Listings are about delivering value.

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Visit our website to watch replays of our Wednesday "Elevate Business Briefings" at: www.RealEstateAssetAdvisors.org

Download a copy of my book, "If you list, you last!" at www.IfYouListYouLast.com

Transcript

I love what we were talking about in the meeting today, getting agents listings. And why is that? Why should that be the cornerstone of your real estate business? That's where the money's at. Well, and there's, we talked about it earlier. There's that lie in real estate and it's one of those like, y'all had it when we first got into it.

And I don't know, I don't remember where this lie got told to us, but the whole, it's easier to deal with buyers. Then it is to deal with sellers and that's such baloney. It is total baloney. Bob said it earlier. He's like, what are you going to do Saturday night when somebody, if you're operating a listing, you could forward that offer over to your seller, or you could stop, drop, and roll, get in your car, go out and get a lock box, unlock the house, run around a house just from a logistics standpoint.

Yeah. But there's. That's the lie. That's the lie is buyers are easier than listings. So my answer to every problem out there that exists, right? Real estate or otherwise, it's very simple to me, follow the money. So when we go, why do we preach this whole thing about buyers and working with buyers? And you have to do that first before you become a listing agent.

Think about it. If  you didn't work with buyers, you wouldn't have teams.  If you didn't have teams, you wouldn't be buying Zillow leads and all the other crazy lead programs that are out there. Right. And then the truly exceptional agents that had built market share and are very successful at they do, they'd have competition for listings.

Now,  whenever you want a listing, you want it to be you.  It was that thing. We've been programmed.  You've been troghron. What's the deal with that?  Why would I want to train you and become my competition in the marketplace? Please. You're taking money away from me. So the answer to everything is always follow the money.

But the reality of it is to me, it's just a math question now, right? How many transactions let's take 40 hours. I can work with one buyer. Let's say it takes 40 hours beginning to end to close.  I get paid once.  How many listings can I work within the same 40 hours? And the answer is somewhere between four to four times a paycheck is better than one time to paycheck.

But if you doubt the math, just ask yourself, anybody who's listening to this,  In your existing company, in all your past companies, who were the number one earning agents? Buyers agents or listing agents? The answer is never the list, the answer is never the buyers agents.  Why don't we teach that as an industry?

Somebody said listings have babies. Have you ever heard that? Yeah, exactly. One listing will get you at least two buyers. Which you can handle yourself or refer to somebody else's fill name in here. So that's what I teach. We call it five from one. How do we get five transactions from one listing? Now, is five aggressive?

It is.  Would you rather be saying, well, get two from each listing instead of five? What if you screw up and you get three or four? So why not think big? But if you think about it, from the different arenas that you can get business from, right? The open house traffic, the circle prospecting, the doorknob thing, those kinds of things.

And then even afterwards, that you market to that. Now you go back and circle prospect. Hey, you know what? I actually had four people that were interested in buying this neighborhood. Obviously, we could only sell the one house. Uh, have you considered selling,  right? So even if it was three months later, 90 days after you closed the listing, that you were still working that area and that the leads from that open house, if you can get five transactions from every listing, whether it's five listings, five buyers, three, two, two, and three doesn't matter.

Does it, you take the listings, did the buyers, the, or the buyer's agents, the buyers take a referral fee from it? That's the setup of every team on the planning, isn't it? I think it's a limiting belief.  Yes, I agree. That's where I was going to go to Jake. It's what is the fear around getting list? If the house doesn't sell, then the seller's not going to like me, which means I didn't price it.

I didn't market it. There's the old adage and Haley, I come out of this world. We used to be taught that that whole fear of speaking from stages because we want people to like us. We want to be right. And we want to be liked at the end of the day. Right. So the fear around taking that listing is if I don't sell it, the seller's not going to like it.

Versus I've got, there are more op, that we believe it, like it's not true, we believe it. There's more opportunities for me to go out and show the buyer more properties and they get to choose which house they want. It's not my fault,  but it's cheating. But I think it's a limiting belief, that's where I would go with it.

I would go as far as the thing that like, brokerages can to, Allow them to think that they don't have the ability yet to get a listing. Yeah. Well, the first time I got licensed, I would fold it would be at least three years before they would want me to work with a listing. Then. Then you figure out the math and follow the money.

That's because I'm paying you a 30 percent override to take your leads from it.  And so of course you want me doing that. I I'm running around the buyers paying you 30 percent because you generated the lead. It didn't take me long to figure that out. I can do this. Yeah, I got you. Eventually that's, that's why it happens.

There shouldn't be fear in, in, in selling it. I don't want to be, I don't want to be unliked and so I'm fearful with the help and the support that LGI will we bring to the team and what the team brings, that help, it's never going to be that way. You're going to sell the house. So now what are you afraid of?

There's nothing to be afraid of.  Well, Val, I think it's important is people are afraid because they don't know what to say. Right. Right? And if you doubt that, just go into almost any real estate Facebook group and you'll see somebody who's punched in. Does anybody have a good listing presentation they could share?

And you'll literally see hundreds of comments following. Man, why don't you create your own? And people don't because they don't really know necessarily what to say. Most of them just struggle with how am I different?  You can when you're listening presentations, for goodness sakes,  but they're the same as everybody else.

So now, I believe when they go into the house, they're afraid to say these things because they know it's just like everybody else.  And then they go, what about that Haley gal? She sells 300 homes a year. Why, why should I list with you instead of Haley? And they go, Ooh, that's going to be a good question because they haven't thought that out and we haven't, as an industry, we don't train people that way.

Bob, do you think that  there's also a number of, and I don't know the answer to this, I've never researched it, or maybe I should research this, but  how many aid have gone on one or two listing appointments and gotten rejected and they quit? So I would guess that the majority  you're right. I'd never seen a study on that, but that'd be a good one, but I'm going to guess it's the majority. 

Cause Oh, what do we do as humans? We avoid pain. You do that twice and you go, okay, I'm not doing that one. I heard I look hurt.  Whereas that's the only way you get better, right? Is you gotta go, you gotta go have some defeats and some losses. You get better with.  If you're with a great team, then you should be armed and dangerous when you walk into that presentation.

And if you're not given that confidence in those skill sets, in that marketing presentation, then yes, you should create your own. But there should be, you should have some backbone  within your team and your brokerage. It gives you some leverage. If there's some, could be some marketing things that you can point to within your brokerage, when your team that, Hey, these, this is who I'm associating,  much bigger than me, right?

It's not, is this what we do and what our team does and what my team is going to be for you. And I think. If they're armed that way, then they have a much better chance of winning. And then they're not going to have that fear of loss as much. And ultimately that is the key is to be around somebody who's A, willing to teach, right?

So think about it. When I first joined, I won't even say what company, they got a big red logo. And it was all about stay away from these big hitters. I don't even talk to that. They won't even talk to you. They were the ones that carried all the listings. Those were the ones I wanted to talk to.  So part of it is being around a group of people that are going to do that.

And the second thing that I would tell you is, you need to make listings about the process, not the person. Because the minute it's about the person. Haley may sell 300, Jake may sell 500 homes. That conversation just goes to, yeah, but I interviewed these people and they sold 300 and 500 homes. Why you instead of them?

You have to have an answer for that. And so when you can take it away from the process, here's a dirty little secret. I see so many agents, they have listing presentations and they, they've got pictures of them and their family and the kids and the dog and the whatever.  And at the end of the day, folks, people sell in their house.

Do not care about that. They only want three things. In my experience, I asked price most amount of money fast. And eliminate my hassles and headaches.  And if you can do that and you can demonstrate that your process  does those things, you're going to win way more than you're going to lose so that they're no longer asking you how long you've been doing this or how many homes you've sold.

If your process is so solid  that you've covered all the bases. They don't ask that. There's two things I want to go back to here that we, we, all of this is true.  100%. And there's two things I want to go back to. One is we glazed by it and I made a face. I want to be different  as a real estate professional, or it doesn't matter.

I don't care what your industry is that. Furration for individuality is what I'm going to call it in this. I'm going to go hard on this. So,  Heather, what sets me apart as a real estate professional and people always go to marketing on this and they're to Bob's point, I got a picture of my family and my dogs and the house and the lifestyle and all that's great. 

And we know what's all super rock stars apart from the others. It's practice, it's knowing what to say, it's that practice, it's the script practice, and it's surrounding yourself with those people that are going to lift you up, and that are going to get you in the right place. So it's in that desperation to set yourself apart as an agent, you're actually lumping yourself right in with that bottom 20%.

Because they're all trying to set themselves apart and you guys are so busy trying to set yourselves apart. You're not doing the basic activities that you get you the business. It's talking about that. What are the basic activities? Maybe somebody is watching this, an agent, maybe they've all they've ever done is work buyers because that's, they were programmed and they, Oh, okay.

I want to be a listing agent. What should I do? Haley, you. You've worked with hundreds of great listing agents in your career. What, what sets them apart? What do they do differently? They, they go in with the confidence knowing that they are there to sell the house and not just list the house. And a lot of agents go in thinking, I'm going to get a listing and they're going to take it for whatever.

And even if it sits on there for 60 days, they're like, I have a listing. They're even saying how bad that looks, both on both ends for the seller and or the buyers. But I think it's, I think it's  again, being programmed either by a traditional team saying, I am the rainmaker. So where I get the listings, you are the buyer's agent. 

It's going in with some form of confidence. And that's taught. And I think to Haley's point, here's one of the biggest things that I find with agents, and this absolutely drives me nuts. It's been like this for 30 years. Always have hated it. You take any listing at any price and you work on coming down. 

That to me is the absolute dumbest thing that I've ever heard. And here's why. So we do some research. We want to target specific areas because they have high turnover, right? We want to build market share in those areas. So here's how it works. People drive by your sign for the next six months, see that the house didn't sell, People take and go and get a different listing agent, lower the price to what I told them in the first place.

Now Jake's got his sign up, two weeks later, he's got a under contract. Am I ever going to build market share in a neighborhood doing that? I would rather say no to the listing, because what Haley said in there is a slogan, guys. I actually don't list houses, I sell them. And if all you want is somebody to list it, then I could recommend five or ten other agents to you, But if you want somebody to sell it, we could talk about that because I'm firstly, I'm not putting my sign out there at whatever crazy price you want.

Just so I can say, I have a listing for the people in the neighborhood get to drive by for six months ago.  What are pucks? He can't sell that house. And here comes the next agent that listed at the price that it should have been, and suddenly they're the hero. Does that make any sense to anybody? She's wrong,  but that's what we teach in the business.

And we're not teaching, we are teaching our agents this, but agents are not being taught this in other areas is it's wasting the seller's money. It's wasting your money. If you're going to go in and you're going to spend all this time and money on photographs and all of these scenes to list this, to just list this house, you're not going to get a return on that.

And your sellers aren't going to get their money. Or you're, you haven't gone in and already done a price change it with a standard, let's put that if we don't have this many showings in the first two weeks, we are automatically reducing this on this date to this price and then it will get sold. So then, so let's go back to where Scott was going with daily activities.

of where, what are they? Haley started out with the going with the confidence and it is, it's a mindset and it's a language shift. So the first thing you want to do, if you're labeling yourself as a buyer's agent, that in of itself is already a troublemaker  because you're in the mindset, I'm a buyer's agent.

So all of a sudden you go out and you talk to a seller, you're limiting yourself. You're a real estate professional. That's your title. You're a real estate professional. So when you're going out there, you have to change the language. Now, I have a big heart for open houses. I know Bob's got a big heart for open houses.

So I'm going to use that as the example of  what that looks like.  You don't go to an open house and sit in an open house and hope for buyers. Like, you don't. And people are like, but that's exactly what I did last Saturday. There was a time I used to do that because I hadn't been taught better. I hadn't been told different. 

We go to open houses to generate listing. That's the point. Open houses. The point of an open house is to generate more listings. Buyers are byproducts. Like think fishing, buyers are bycatch. You can cast your net out there all you want to and buyers are bycatch. I'm going fishing for, I'm going fishing for listings.

So if I'm going to have a listing in a neighborhood, I'm going to go doorknock 20, 20 around it, 5, 5 left, 10 across, 20 doors. And I'm going to say, Hey, we got a ton of buyers for this house. We've only got the one listing. Who do you know in the neighborhood that wants to sell this? Tons of people want to move in.

And you ask the questions about the listings, but daily activities is we can go to, we can use the dirty four letter word, which is lead generation. That everybody goes, ah, I don't want to be, do lead generation. If you're not doing that, you don't have a real estate.  It's a thing you have to do. I have fought against it.

I'll own that all day. And yet it's a thing you got to do. You've got to go out and do it, whatever that is. If it's phone calls, if it's phone calls to your database, if it's sitting at Starbucks with a sign that says I'm a realtor asking me a question, if it is door knocking, if it is networking, if it is and on and on, Create, you're trying to create people.

You want to have real estate conversations every day, and you have to ask for the business for a daily activities, the thing that makes you different from the other people is that you show up and treat it like a job. You just have to, that's part of what it is. If you get into this and we've all been in the, we're going to use the old word.

We've all been recruiters and I got another space. I want to apologize to the universe for. We've all been recruiters at one point in that space, it's all about us as a recruiter, but it's about me. You need to come with me. I used to tell people  when they came in, I had a, a redundance because you got the two normal questions.

One was how long will it be before I get a check? Always the question we got asked with new agents. How long would it be? What's the standard answer? We all know it. We know it off the top of our heads. Yep. It's 98. It's 98. Somehow the industry told us it's 90 days from now. That is crap.  It's absolute crap.

But what we did is we threw a label on them. We threw a label on them and said, You won't get a paycheck for 90 days. So guess what they did? They didn't go out and work for the next 60s to 70 days, knowing they wouldn't get a paycheck. So I will own that, and everybody I ever told that to, I am sorry. I will say it publicly.

Because the reality is in this particular business, how long before you get a paycheck, I could get a paycheck tomorrow.  I can pull a cash buyer, I can pull a cash seller, I can do a wholesale deal, we can get stuff closed overnight. There's great ways with which to do it. Understand that real estate has the ability to create revenue as fast as you want it to do  it.

I've changed that conversation to  real estate can change your life in 90 days. It's your activity, not just supplement a paycheck. Yes. Yeah. It's not waiting on a paycheck. It can literally change your life for 90 days. If you jump into it and you do everything that you're told to do. And here's the thing, folks, is we've talked about buyers cause the, just the way Jake said it, cause he's right.

He didn't say, Hey, I need more leads. I need more leads. I need more leads. We associate leads with buyers. The words we use matter actually, right? So stop saying I need more leads. Say I need more listings. Darn, I can show you where to go get some of those today. So it's a question I ask, especially when I do live things, is, Hey, how many of you guys find listings where people are raising their hands saying, Come list me right now.

And for me, it's, yeah, they're called Fizz Bros and Expires. They're everywhere. So, Retraining's around that, Bob. We're,  You and I have gotten pretty close to breaking off, bringing some of my favorite people, because, He's just so raw and he listen. You gotta get desperate. And if you're desperate,  and I used to do trainings where I would travel and I'd say, okay, how many of you have seen that you can get a listing before the end of the week and raise your hand?

And there might be  a few there. You, if there was 40 people in the room, there would be two or three hands go up.  And I say, okay, this is the market you live in. At two or three, I guarantee you. You can drop me out of an umbrella around the parachute. Hey, if it's an umbrella, I'd probably crash and die. So that wouldn't work.

That it flew on the light tide. You can promise, Scott, that's not a good, you dropped me out of any city in the, in the United States,  and you said, Scott, you gotta have a listing in that city by Friday. I know I could do it. No piece of cake because I've been desperate before and I know how to do it. And I guarantee you anyone else could.

If I said, if you have kids, and I said, someone is gonna take your kids this week and you're never gonna see them again unless you have a listing by Friday.  How many of you would have a listing by Friday? The hand in the room goes up. It's every hand. Not all of them. Some of them are like, Maybe you might catch people going out on a vacation.

They don't have kids. The hand didn't go up because everyone was like,  Or they hate their kids. Can you say the same thing about a buyer? Can I find a buyer, Ready, willing, and able,  By Friday? Which is easier? Find the listing or find a buyer? Listing. All that.  Cause honestly, Scott and I use the same analogy, drop me out of a thing.

I don't even say wait till Friday. I'll have one by that afternoon. And go back to, and everybody remembers this time, right? There was,  everybody remembers paycheck to paycheck. Everybody remembers paycheck to paycheck. And yet something would break, something would bust, something would go wrong. And you needed 200 bucks tomorrow,  200 bucks tomorrow in order to get the thing repaired, whatever.

I got a flat. I need new tires. I need new whatever. And there is literally a 1. 50 left in your checking account, but you'd get it done. You would find a way to get it done. I've heard another speaker talk about, you need to go be a drug addict. Like, you need to get to the point of being a drug addict. It's a little on the extreme side, but think about the same concept.

They're in a space of desperate. They will find a way every time to get it. Every single time. And, and Scott's right. That's where so many real estate professionals fall short. They've got a, a spouse with a huge, big fat income, or they had a, some sort of other revenue stream that this is,  don't have to do the thing.

But if you get to the desperate space in that, man, you can absolutely make some massive impact in this space. Yeah. Then you have to live in that. Right. You have to get, you have to turn that brain on.  I desperately have to have,  and I'm looking at my vision board right now with a picture of my helicopter that I desperately have to have, and I'm going to get that helicopter, right?

So I'm desperate for that helicopter. Do I need an helicopter? No, but desperate to have it, right? And so now I am motivated beyond what I normally would be because I created that vision, that desperation. And I think that's something we have to learn.  Let's face it, we're programmed to have a job and a paycheck, right?

We show up and we get paid. And I know this is Bob's wheels are turning on that one because we talk about this all the time. It's like, how do you get agents to get desperate?  Today,  on something. Do the money making activity now. Today, not tomorrow. Tomorrow never comes. You've got three hours. Go get a listing. 

Because here's the thing, real estate's actually a really simple business. You don't hear that very often. I didn't say it was easy, but I did say it was simple. So drop me out of an airplane, right? With a parachute, preferably.  And that day I'll have a listing. Where am I going to go? I'm going to go to Fizbo's cancels expires.

I'm going to find one.  Then I'm going to actually have a prepared presentation because I'll have a process,  right? I mean, I did a class for my other group, like my coaching students this afternoon or this morning, whatever it was. And we talked about working with investors and flippers. You guys want to set up a great business?

Write this down. This is how simple this is go find 10 flippers  who do five houses a year And start working with them. There's your 50 transactions a year.  Problem is, you don't understand. No, I understand. What you're thinking is, yeah, but I don't have anything of value to offer them. Guess what? We do. We teach our agents what that value is.

So if I said, hey, Haley, if I could help you  three to four more homes this year,  provide you access to cash so that you could Accumulate them a little quicker and we could sell them faster for more money. Would you want to have cough? Yes 100 flippers in your area to go. Okay, bob. I don't know 100 flippers Okay, they have these things called title companies in most places They'll get your list I could point you to 10 different resources to go get a list and go and start meeting with them And guess what if you have a process that you could deliver that because we can  You'll get flippers working with you.

And so I just have one of the largest independent flippers that I've ever met was on my class today.  I asked her, how many flippers traditionally hire an agent to sell their listings? Used for Clint. All of them. They're using agents. They're just not using you. And the reason they're not using you  'cause you don't have anything valuable to offer.

So if you're listening to this, here's what I'm gonna tell you. You need to figure out in business, all business, I don't even care what business you're in.  Figure out what value you bring to the relationship. Why should they work with you and only you  on the leaders?  You're just a commodity.  What we through at LGI is we de commoditize real estate agents.

D. Come on. Good word. Life fucking part, right? We're all the same. Everybody goes. Hey, they're all the same There's a million and a half of them because truth is we pretty much are all the city What is it that makes you different if I do a little work instead of flip five houses a year? I can help you flip seven you get more money with them.

I could get you access to capital I got you out of the process. We got it done really quick.  I actually have something to talk to you about that makes sense Yeah  And in the process to work with a flipper  It's just here's why we should work together and figure out. I know I got a brother in law. Okay, cool next  because I promise unless you're in a really tiny town Really tiny town  you can find thousands and thousands of flippers. 

No, they're out there I'm gonna get I'm gonna give the audience one more for everybody. It's like I think you guys are full of crap I don't think you could take a listing in a day for all those people that think that You're wrong, plain and simple. And so, so here's another, here's where I would, so Bob's right.

First place I'm going to go for sale by owners. We call them FSBOs. You guys have heard of F S D O and apostrophe S for sale by owners. It's vernacular for sale by owners. I am going to go door knock. I'm going to go physically knock. I'm not going to call that for sale by owner. Cause every other idiot has already called them.

I'm going to go knock on their house and I'm going to ask them what they need to get their house sold. I'm going to show up. And I'm going to go, hey man, would it help you if I did an open house this weekend? Would it help you if I did a broker open house on Thursday? Brought all the brokers over here with their buyers and showed this to you.

And once they agree to the open house, I now know they're willing to work with an agent. And now I'm going to door knock every conceivable house my little feet can march to within a distance. Say, hey, we've got a great open house this weekend over here and I'm helping them do that. I'm going to show up and throw a parade, all short of that, in front of their house, that particular for sale by owner is going to go, Yeah, that's how I want an agent to show up.

That's what I want them to do. And now, I can get that listing. I can do that again and again, because everybody else that's out there just dialing for dollars. And are there great people with amazing scripts that can call for sale by hours? Yes, sure there are. You guys are great. I am not going to do it. I am going to be different, not going to be just show up as a different person.

I'm just going to go knock on the door. I'm going to talk to him like a real person. I'm going to have the conversation. I'm going to get in the, I'm going to get in the relationship with that seller. What's the reason they chose to do it for sale by owner. We got to make so much money. It gets a right here.

Great. If I can make you that much money working with me so that you have somebody working for you in a fiduciary, would you go ahead and list the house with me? Yeah, you've done all this other stuff for free, why wouldn't I want to do that? Awesome, sign here, press hard, there's three copies. That's how I'm going to march down that road.

You're, you're dating yourself, Jake.  I am dating myself. I really, I wondered if anybody was going to pick that one up, right? The rest of the carbon copy land. Are you going to Fats Me The Opera next? I'll, I'll, yep, exactly, you're going to hear that dial tone. I'll date myself too, because I would call my database. 

My database, because absolutely every time you go into your database, the ones you haven't called in forever. And you're like, I don't want to call him. Inevitably, you'll get two listings by the end of the day. If you hit that  guarantee.  And I'm going to text. I'm not going to do cold calls. I don't do cold calls.

Don't teach cold calling. I'm going to just text to Fizbo. It's going to go something like this. Hey, Haley, my name's Bob. I'm a local agent. I was had some questions on your house, but it looks like it's under contract already. No, no. What?  Yeah. No, it's still available.  Are you maybe negotiating with a couple of buyers? 

No. Why did I do that, folks? Because it's totally different than what everybody else did. And I got them on the defensive. No, what the heck are you talking about? While I got them on the defensive, I threw the other one, maybe you're negotiating with a couple of buyers. Because five minutes down the conversation, it could be, well, I do have a couple of people that are interested.

And I just put that away from you. Now I just send the third text,  Hey, in all honesty, I don't have a buyer right this minute, but if in the next 10 days I could get 4, 5, 6, maybe even 10 people competing to buy your house and giving them the ability to offer you more money, would you be open to a conversation around that?

I'm not paid a realtor. I didn't ask you that question yet. I just said, would you be open to that conversation? Agree. Great. Hey, can I call you in two minutes? I need some information on your house. Call him up. Hey Jake, it looks like three bedrooms, two baths, point two hundred square feet, blah, blah, blah, blah.

Does that sound about right? Yeah. Is there anybody else on title other than you? Yeah, me and my wife. Hey, great. You know what? Can we jump back? I'm going to need four or five to six hours to do a little bit of research on the neighborhood and what's going on. And make sure that your house would be a viable candidate for that.

And then we could jump on Zoom maybe five o'clock tonight, walk you through what that would look like and see if any of this makes sense for you guys. Now I just do a Zoom listing presentation because what a share of them. I'm going to make sense. Okay.  So here's what the audience needs to understand right here with all of this, and we're, we're heading up against time too.

These are not off the cuff responses. What Bob is talking about with his texts are scripts, and they're practiced. He knows how they're going to respond and which way to go once they respond. You practice them. So this is where in your daily activities to go take more listings,  We don't practice on customers.

We don't practice on clients. Practice on each other  better. Like just get better. You want to truly set yourself apart. You want to be in that top 20 percent and you want to be on that top, you want to be on top agent nation. You want to be part of that stuff.  You get better. You have to practice the skills.

So, so Scott, John Haley, what do you got? What can you leave us with? Here  is the script that got me 27 listings in one month. You ready? Fire. Hey Jake, Scott Lewis here. Hey man, we got a listing right down the street under contract and I've got some extra buyers right now that are interested on that street.

Have you thought about selling your house? We talked about selling it in the spring. Awesome. When can we get together? Let's wait till after the election. Okay, can I pin 2 a. m. for November the 28th? Yeah, I'm cool with that. Alright, November the 28th, and how about 7 p. m., does that work for you? 7 p. m. works good, Scott.

I'll be there with my listing presentation and sign, we'll sell your house. I'll see you there. Awesome. And, and, Scott, how's it, you haven't done that script in, it's been about a minute since you've done it. That was a long time ago. So many times it was so easy and I just sat on Mojo and when somebody picked up the phone, I'm like, and I love cold calls.

I'm a freak. I don't, I'm not really, I'm not going to call the people I know. Screw that. I'm going to call people that don't,  I'm like, that's fun, right? I'm going to get those people. And you take any street you live on. You can take any street in the United States. Hey, we got a listing right down the street under contra.

Do you have a listing? Yeah, we do. I'm a part of the National Association of Real Estate. We just had a listing right down the street for units under contra. You ready to sell? Because I got buyers. Do we have buyers? Absolutely. Easy. But you have to get in the right mindset. I love working with you guys.

You guys rock.