Don't understand why people are still talking about Froy. He has been missing in action for 1-2 years. Not sure about his true numbers but his discipline is real and he outproduces me and most of his critics. The lesson to learn from Froy story is....how proctive and profitable would you or I be if we stuck to a productive active marketing SCHEDULE like he did. This part of the story is real and all that matters. The seminars that I have been to where he was present, he was hardly mentioned, and he had nothing to do with the material and selling the seminar.

This is what someone on another thread said was Froy's daily discipline:

As a "door knocker", Froy's prowess is simple, focused, and disciplined. Here's what he did:

1. Bring a Ream of Flyers (500) with you. There's nothing special about the flyer. The key is to get the entire ream out, daily... 3hours, 9am - Noon. Lunch. 1pm - 4pm. Then back to the office for listing presentations.

2. The door knocking technique is to very quickly, get to the front door. Knock briskly 3 - 5 times. DROP FLYER ON THE DOOR STOOP, turn and leave... quickly walking to the next home even BEFORE the door gets answered.

3. As you approach the next property, look over your shoulder at the previous door. Hold up your stack of flyers in hand, pointing to the stack as if asking from afar "did you see the flyer, do you want me to come back".

4. Only if the previous homeowner motions you to COME BACK, do you go back to the home. Occaisionally, you DO get motioned back. Quickly assess their need, then set an appointment for owner to come to your office.

5. If the owner is UNCOOPERATIVE or NOT INTERESTED in any way, drop them right then and there because you'll get other leads that very day!

6. Whatever you do, KEEP IT MOVING! Get your ream out! It's a NUMBERS GAME. Make those 500 flyers work for you! Keep it moving, keep on pushing! The numbers add up - daily!

Agents who have shadowed Froy while door knocking, complain of feet hurting, and fatigue from Froy's breakneck speed in hitting doors.

7. I've seen the man and spoken to the man in person! He's real. His team is 4 members. Him, his wife, and two assisants. When cold calling on the phone, his only goal is to find a seller who wants to sell NOW, and who has no agent.

Froy sends out 10 pre-listing packages PER DAY, with typed-up listing agreements to sellers, PER DAY! Out of 10, he gets back 4 signed ones. Then repeat the next day. Keep repeating, and the numbers add up.

Anyone willing to work hard can get wildly, successful."

Knocking on 500 doors (i.e attempts) in a 6 hour period of time is certainly humanly possible in big city market. Who cares if Froy exists or not, by following a daily schedule like this, how can you not be successful?

Door knocking works really good. I did it on and off for a few years. It's a lot more effevtive than the phones. They get the face to face contact plus a marketing piece plus when thet are not home, you leave a flyer which is also working for you. I remember one day from doorknocking I picked up two listings around the corner from eachother. They were identical models, listed them about 1 week after I knocked them, the same night, one after the other. Both because I left the marketing piece so they were able to call me back.
doorknocking

I create a newsletter for my farms in 8.5 x 11 inch format and have it professionally printed in high gloss. Then I send it bulk mail with no envelope. They have to read it if they are the slightest bit interested in neighborhood market happenings. The key is writing good content, making the newsletter gorgeous, and sending it religiously every month, plus a few more special proprietary things that are part of my farming technique. Everyone needs to develop the proprietary extras for themselves, and these should not be shared with anyone in or out of your office.

Of course, you have to back up the prospecting with a compelling and dynamic listing presentation. Prospecting gets you in the door, the LP gets you out the door with the listing. In short you have to do things for your clients that no other agent is doing. Coming up with these things is an individual art form, you need to figure out what these things are for yourself. And again, they are a trade secret to you. Most agents: "I am wonderful, my company is wonderful, I live in the area and my kids go to the same school as yours, I put your home on the Internet better than the other agents do, I take better pictures", and so forth. All rubbish pretty much, with most agents all giving this same pitch plus or minus. With this pitch, the only real difference is the color of your suit pretty much. And you have to depend on chemistry to get the listing, which is random.

You have to do much better. When you walk out of the listing presentation, you should be absolutely certain and absolutely confident that no other agent who was called in can TOUCH what you plan to do for the client. You will still lose a few on personality issues, but not many. In fact, your pitch and your service should be so good that they completely overwhelm any chemistry issues, including better chemistry between the client and your competition.

And by the way, this type of service and LP means NEVER having to reduce your commission, unless you choose to in the case of a double deal or for other reasons. I really could care less what my competition charges. I don't reduce, and after my LP, my potential client knows exactly what he is losing by choosing my lower priced competitor. They usually choose me and my higher fee because it's the only way to get what I offer.

I have to admit, you have me very curious as to what these proprietary Marketing steps might be. Can you gives us some clues? It's my experience there Is little that is new under the sun in selling real estate but it all depends on what the competition is offering. Do theses special steps add to you expenses? Are they strictly seviced based? You are right, most Listing presentations are focused on pictures. My comments from many of my potential sellers is that I am very professional, very qualified and I am serious about my business and yet some still list with the discounters and their friends or relatives because truth be told, our market is SO HOT with few listings an TOO many agents that it doesn't matter who they list with because it is sold in 1 week and over asking many times.

LOL - I tried and I just couldn't do it - I mean 'read' this entire thread - jeez.

Just curious though - I believe someone said:

Am I the only person that is/was confused by this?? I'm not sure if I want this person on my team or figuring out my commission - LOL

Frankly - I always had a better response rate then that 3-4% - but a response rate doesn't mean converting it into a commission either

Entertaining article about a Mike Ferry seminar - author claims to meet Froy Candelario: http://www.themorningnews.org/archives/profiles/ferry_tale.php

calling lucky!

just wondering how you were doing. wanted to see how your goals are going so far this year. let us know. this thread was a good one and i would hate to see it die!

Hey Estate! How's the year going?

Been out of focus for a little while when it comes to this Forum courtesy of a little bit of surgery. Haven't even been back to the gym yet.
Looked at my contact #'s this morning. As of end of June I was just shy of 13,000 contacts so far.
In june I had several 200 contact days. (I know you wanted to try this)
I feel my momentum is beginning to explode.
The database postcards are starting to work now and payoff too.
Will post a summary soon,it's almost 1 am....need some sleep!

Welcome back Lucky, this thread is alive again.

All markets are different. We don't have excessive speculation in Toronto and not too many NINJA loans.
The market is softer, I call this NORMAL and BALANCED. Prices have stopped going higher,which I love but really good well priced product is hard to find. I still had multiple offers on 2 of my listings last week. This is a beautifull market for me. Weak agents say the sky is falling, sellers want to deal with a pro and not a part-timer and because agents are pouting, loose buyers comr directly to me and my listings. I am SWAMPED! Five Listing Appointments set this week, 5 buyer showings, 2 offers so far.
Interests rates are at historical lows, homeowners who bought from 2009 and further back all have a good gross profit. Everything is roses.
Just because a pessimist, drama queen/king gets something in print somehow.....does not mean it' s Gospel.

For all you math majors out there he means forget real economics. And why not... everything is manipulated and fabricated anyway. Ride the train while you can and swagger like Romans.

an agent makes the market for their sales

we CHOOSE TO

fail or succeed.

some choose to complain and they fail.

others choose to crunch and they dominate

it comes down to choice