Referrals don't just happen. You have to work them.....Ie: prospect and use marketing for them.

Then, when you get them........ Guess what? In a city like ours, GTA you better have a car that you love being in a lot because that's where you wil be.

I get my business within 10 minutes of my home. I am #1 or 2 int office for commish earned. My closest competitor in my office puts 40-45,000 kms per year vs my 20k. Therefore he earns less money per hour worked than I do even if he were to earn $100k more in a year than me.

Referrals will take you all over Tim buck two. Yippee! Exciting! Who wants more pf that torture?!

Lucky, so do you refuse to work the referrals that you get? Or repeat business from your past clients?

Hey lucky, do you work from home or an office?

Lucky,

Cant stress enough how happy to see you back!!

Hunter, as well man..you guys rock!

Here is the honest truth Nj canuck,

lots of those companies are selling magic pills..

if you have been in the business awhile you will get referrals,..

but thats WAITING on business..

I like Joe Stumpf..but how will you pay your bills...
while you wait for referrals..??

there is at least 100 ways to get business..

just beware the magic pill stuff..agents promote..

it seems most agents will do anything to avoid hard work..

for example i seeked this new magic pill called social media and blogging and seo..

so it killed my business...

1900 facabook fans later
400-500 twitter followers
page 1 rankings in google

was killing my business..
All of those things work
farming and referrals and all that..

but it takes awhile..how long 6-12 months at least to see results..

but if you will call fsbo, expireds, and cold calls just listed/just sold..

you can get business and be cashing a check in 90 days..

Even those who would say internet lead generate is the fastest is lying to you..

the average internet lead is 3-6 months out..

and you will spend alot of time on follow up..and spend alot of time driving them around..months even..

I dont know of a quicker, better way to get a check than lucky has...

If you get a motivated seller..put in the mls..it will be sold in 30 days or less...

Okay, no argument here but it is more glamrous and
sexy but with this comes the price. The relo lady
picks me up and then we head to the hotel to pick
up the client and it's great fun but you earn less
money than hoofing it which can be brutal at times
and almost inhuman but it pays well.

(the relocation lady is paid by the client to spend
three days showing them the city, drivers license,
social insurance application and she includes me
as the real estate guy because they also have to
live under a roof, it does get cold here big time)

You guys think I'm lying of course, Price Water House
Coopers has 120,000 employees worlwide. These guys can
jump of the airplane and start working. All the systems
and equipment are standardized worldwide. So people from
Brazil, London, Azerbyjan, Americakazan, Switzerland
can be up and running in no time at all on "special
projects".

SORRY! I QUOTED THE WRONG QUOTE. WAS SUPPOSED TO BE THE QUOTE RE: REFERRALS!

No, that's not what I said. I said you must prospect for referrals or advertise or smooze or buy gifts etc. Etc. Then, chances are they will lead you all over the GTA which is very time consuming. Of course I will take the referrals. I do not throw money away. However, I do not concentrate on that part of the business because it does not get me what I want.

"you receive what you are looking for". And that's no secret! Lol.

My idea and should be everyone's idea, is to "make more money, in less time, with less emery spent.". Thank you Mr Mike Ferry for that quote!

Agree 100%! I can detect immediately the script and I turn on my defensive mode. I hate it!

I receive a lot of calls from SEO companies or online directories, they have the same script and is so annoying!
If someone can just be ORIGINAL without being pushy, at least I would take the time to listen without being defensive or being rude.

I wish Navarac can be my mentor! Do you need an assistant Navarac?

I can't believe Realtors confuse, speaking like a robot and compare it to using a script. They are not the same thing. Is it so hard to see that if you go on 100 listing appointments in a year, that you are using the same canned script more or less over and over and over. Do you really believe you are doing anything different on each of those appointments? Are you not in fact using nothing more than your own little homemade homebrew (probabably not much more than verbal diarrhea) SCRIPT? Only your ego has convinced you, because it's your own, and more than likely the same as every other agent who spews out a 2 hour beat around the bush rapport building snoozefest, you believe in fact......"hey I am smarter than the other professionals in the world! I don't need a script!". No silly. You are using script, only it's yours.

The difference is that truly effective professionals in all walks of life use what's called a planned script or presentation. One that has been studied and proven based on their chosen profession. In our case it's called SALES.

Once again, I have to say that I am one of those who believes that cold calling and door knocking can work for anyone who wants to go that route. I followed a kind of hybrid MF Floyd Wickman cold calling program myself as a new agent (25 years ago) and it worked very well for me.


But as someone who has sold over a hundred of homes from internet over the last couple of years, I have to say that you are wrong about this. Most of the people who contact me are interested in specific homes, about 25% buy the only one I show them. Many have bought and closed within 30-45 days of first contact.

So please consider promoting your idea for success without tearing down the competition, and calling them liars.

I know the strict 100% Mike Ferry system works wonderfully for certain personality types who apply the program. There are also lot of people who tried it and just couldn't make it work, just like there are a lot of people who can't make money with online leads.

Lucky! that's great to hear that, because I would love to know what do you respond to FSBO's that object with the following?

-Will you cut your commission?

-I can negotiate very well the price too, I'm not overpricing my property. I can get and pay for a professional CMA. My real estate attorney can handle the paperwork. I can pay a $500 to put my home on the MLS. So I don't need to pay double commission, only to the agent who brings a buyer. So please tell me: why I really need a listing agent like you that asks for 3% commission?

Would like to know what would you respond and different from the typical answers!!

Okay, cold calls cats it's Friday last day
of having to do this. I have been consistant
all week long while servicing 6 active files.
My main concern here is to be consistant which
is not one of my strong points unlike my German
wife, so I'm just pretending to be like a German
soldier who is on a neverending March.

I'm friggen tired.

Good luck with your last day of calls.


Deepsea,

I don't know anything about Floyd Wickman,
what does he make you do each day? You mentioned
earlier that you were enroled in two of his programs.

Floyd had a cold calling/ listing presentation/ objection handling training program that was a softer approach than MF. You can youtube him and see a sample cold call. More warm and fuzzy. Like I said, I used some of his stuff and some of Mikes. My opening line was "You are probably going to hate this call, but I am a Realtor calling to see if you want to sell your house" Since people want to disagree with everything you say the typical response started with, "No, I don't hate this call..."

What he had you do every day was cold call for three hours 5 days a week.

Anyelina,

there will be some scenarios in which a fsbo will not see the value in your service... i'm sure the response lucky would use would not be a "magic pill" response that would make a seller like this one, want to sign a listing agreement. very few FSBO's know about flat fee mls in my area so I have yet to run into one. there are probably a few rebutles you could come up with to handle a situation like this but i doubt they would be very effective, only because in your scenario, the seller appears to be of the mindset that "he does not need your service". the only way a seller like this would be persuaded otherwise would be if he failed in the attempt. But if he is "Priced to sell" in the MLS... he will get offers... Remember... 2% of fsbos sell, a seller like this may be one of those 2% lol

Deepsea,

Thanks for the information, I had done a number of searches
on google and couldn't find out how many hours a day he
recommended that one prospects for. I had been using
"sweathogs" in my search.

My sister who has been in sales for two decades use's
your non sales aproach type script and does very
well with them (I think she dreams up a new one up each
month so she doesnt' go mad, she is on the phone all
day long unless she has a appointment, her appointments
take her to Hong Kong, Singapore, India,Israel, New York)
Obviously she cant drive to them. She is in the commercial diamond industry.

I watched the video of Floyd making a call and liked his style a lot, maybe Floyd had better parents than Mike Ferry. I'm
surprised I have no info on this guy as I have a bookshelf
full of books on this subject. It's always good to have
options.


MetroD,

Did you get all your calls in this week.? Sounds like you
know your stuff when it comes to FSBO. How long
have you been in the game for.?

Anyelina,
Some responses:
1. A listing agent can help you research the competition and compare the homes that actually sold so you can see if your buyer can possibly get an appraisal to let their loan close.
2. A listing agent can inform you of the laws of disclosure, what you have to disclose and what you don't, to help insure that you won't get sued by the buyer.
3. A listing agent can help you decide what kind of improvements will bring a return on your investment, which repairs must be done, and which repairs can be skipped.
4. A listing agent can help you investigate the financing that the buyer imagines using, and can warn you about the potential pitfalls of FHA, VA, and various other loan options.
5. A listing agent can meet the buyers, screen them, and prevent you from having to meet strangers in your home.
6. A listing agent has rapports with other agents and can frequently find people who might have a buyer for your property that wouldn't necessarily find it on their own. (Agent's caravans etc)
7. A Listing agent will bring in the agents who are reluctant to support the discount brokerage model and will always put the home listed by the discount broker last on the list of homes to show.
8. A listing agent will show the property while you are at work.
9. A listing agent will frequently be able to load the listing onto a wide variety of internet sites that you may not be aware of, for maximum exposure.
10. A listing agent will keep the buyer from picking up on subtle signals that betray your desire to sell, and encourage the buyer to make low offers.
11. The buyers know when it's a FSBO or a discount Broker listed property that the seller is not paying the full commission so they expect the price of the house to be discounted accordingly.
12. A listing agent frequently has relationships with repair people that can take care of things that come up in an inspection at reasonable rates.
13. A listing agent knows how to contest a low appraisal and win.
14. A listing agent will know how to negotiate to help you get top dollar. It is not as simple as it seems.