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#458685 - 08/10/17 08:03 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! **** [Re: RonnieEmz]
Daniel1234 Offline
Member

Registered: 01/09/16
Posts: 427
Loc: Canada
Originally Posted By: RonnieEmz
Originally Posted By: Daniel1234
Originally Posted By: RonnieEmz

I just started focusing on this ... lead generation is not my problem ... lead conversion is, so I'm going to get face to face with more people earlier in the process ... hopefully this moves the needle in the long run ...


Ronnie - Maybe we can help each other.
I found myself great at converting leads but I seem to have some challenge at finding them.
I am talking about the great leads who are ready to make a move in the next 1-2 months the latest and are not committed to an agent yet.
Are you currently finding a good lead every ~400 contacts or so?


I don't track the lead numbers as carefully ... just call until you find someone who needs your services, and then set an appointment to get together in person and discuss how you can help ... I was not converting as many because I was not closing for the appointment early and often ... now I will close more often, get in front of more people, and take more listings ...


Hey Ronnie - Great!
How do you gauge your productivity on the daily basis?

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#458688 - 08/10/17 09:10 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Daniel1234]
RonnieEmz Online   content
Veteran Member

Registered: 08/20/14
Posts: 596
Loc: NY
Originally Posted By: Daniel1234
Originally Posted By: RonnieEmz
Originally Posted By: Daniel1234
Originally Posted By: RonnieEmz

I just started focusing on this ... lead generation is not my problem ... lead conversion is, so I'm going to get face to face with more people earlier in the process ... hopefully this moves the needle in the long run ...


Ronnie - Maybe we can help each other.
I found myself great at converting leads but I seem to have some challenge at finding them.
I am talking about the great leads who are ready to make a move in the next 1-2 months the latest and are not committed to an agent yet.
Are you currently finding a good lead every ~400 contacts or so?


I don't track the lead numbers as carefully ... just call until you find someone who needs your services, and then set an appointment to get together in person and discuss how you can help ... I was not converting as many because I was not closing for the appointment early and often ... now I will close more often, get in front of more people, and take more listings ...


Hey Ronnie - Great!
How do you gauge your productivity on the daily basis?


I judge my productivity on a yearly basis in terms of dollars ... am I making at least 20% more money then the previous year ... if so great ... if not, I need to take a hard look at my daily activities because they are not moving me in the right direction ...

As far as what I look at daily, I am constantly working my schedule to see how I can get more results out of the same time ... that being said, it's not just about working harder and making more calls ... it's about improving the quality of what you do in and on your business ... the goal is to take listings ... and I know that talking to more people AND being better at what I say to these people AND asking better questions AND closing for the appointment sooner and more often AND presenting a better image over the phone (tonality and energy and confidence) AND .... you get my point ... I could go on forever ... that is the fun part ... so on a daily basis I try to move the needle ever so slightly in the right direction ... hopefully 220 days or so of work later it will make a difference ... been at it about a 1000 ... long way to go still!

Most people want results in 1-2 years ... to make it in this business you have to want results in 5-10 years ... it is my belief that is what prevents most from being successful in this business ... they want all the results without all the time invested ...

Bill Gates - “Most people overestimate what they can do in one year and underestimate what they can do in ten years.”


Edited by RonnieEmz (08/10/17 09:18 AM)

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#458694 - 08/10/17 04:40 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
miracle Offline
Member

Registered: 10/28/14
Posts: 100
Loc: Canada
Awesome quote by Bill Gates - thanks for sharing it, Ronnie!

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#458695 - 08/10/17 05:31 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: miracle]
Mr. Clean Offline
Member

Registered: 04/03/17
Posts: 133
Loc: Western Canada
Originally Posted By: miracle
Mr Clean,

Do you call the same people again, even if they told you the first time that they are not interested in selling?


Not sure what you mean. 99/100 people tell me they aren't selling, if I didn't call them again pretty soon I'd have to be getting numbers from Toronto lol

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#458697 - 08/10/17 09:46 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Mr. Clean]
Trouble Offline
Member

Registered: 02/14/16
Posts: 259
Loc: GTA Ontario
Originally Posted By: Mr. Clean
Originally Posted By: miracle
Mr Clean,

Do you call the same people again, even if they told you the first time that they are not interested in selling?


Not sure what you mean. 99/100 people tell me they aren't selling, if I didn't call them again pretty soon I'd have to be getting numbers from Toronto lol




I believe Lucky said he works with 50-60,000 phone numbers. I'm using 50,000. Probably 50% don't speak English in my mktplace, during the day calling. Might be slightly different in the evening or Saturday's.

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#458702 - 08/11/17 03:49 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: RonnieEmz]
Daniel1234 Offline
Member

Registered: 01/09/16
Posts: 427
Loc: Canada
Originally Posted By: RonnieEmz

Bill Gates - “Most people overestimate what they can do in one year and underestimate what they can do in ten years.”


While for most and majority of people this works, I wonder how come Tony Robbins jumped from 30k to 1 mil a year in less than 2 years. An incredible example.

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#458704 - 08/11/17 03:59 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Daniel1234 Offline
Member

Registered: 01/09/16
Posts: 427
Loc: Canada
Lol Grand Cardone is everywhere online, youtube, ads everywhere, you name it.
Just came across one of his videos and he's saying that his dad died when he was 10 and his dad was like a God for him up until he died. He would teach by example, I believe he was a sales guy too, a stock broker or so.
Interestingly to see what happened in Cardone's early life, Tony Robbins was chased by his mom with a knife in her hand when he was 14 I believe, then he left home, Mike Ferry came from a troubled family, his parents fought all the time and he left home when he was 18 and never went back....

Can you see the pattern? smile

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#458705 - 08/11/17 04:01 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Daniel1234 Offline
Member

Registered: 01/09/16
Posts: 427
Loc: Canada
Here is a good one.
Are you going to do the same things today as you did yesterday?
Good, because you are going to get the same results you got yesterday, nothing more.
Sounds obvious to me...:)

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#458706 - 08/11/17 05:32 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Trouble]
Mr. Clean Offline
Member

Registered: 04/03/17
Posts: 133
Loc: Western Canada
Originally Posted By: Trouble
Originally Posted By: Mr. Clean
Originally Posted By: miracle
Mr Clean,

Do you call the same people again, even if they told you the first time that they are not interested in selling?


Not sure what you mean. 99/100 people tell me they aren't selling, if I didn't call them again pretty soon I'd have to be getting numbers from Toronto lol


I believe Lucky said he works with 50-60,000 phone numbers. I'm using 50,000. Probably 50% don't speak English in my mktplace, during the day calling. Might be slightly different in the evening or Saturday's.


Right now I have 28,000 numbers in my database, after I have taken out all the rentals, realtors, a-holes, and non-English speaking.

I haven’t been Mojoing very much this last month. Went on vacation for a week, plus a couple long weekend trip and general summer complacency. and then trying to figure out how to sctually sell real estate in addition to prospecting lol, plus staying on top of lead follow up (which is always my priority before generating new leads, don’t know if that’s good or not), learning how to call expires, and doing market evaluations and improving my listing presentation.

But yesterday I realized the calls I make now are going to start determining my January and February. When I started I decieded to write off this year as learning and not worry about production. I already hit my tiny target, but next year I am shooting big and I need to start prospecting for next year NOW!


Edited by Mr. Clean (08/11/17 06:19 AM)

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#458744 - 08/12/17 03:47 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Z06Fanatic Online   content
Member

Registered: 08/06/16
Posts: 251
Loc: US
Question regarding followup - say you speak to an older lady who says shes to going to move in the upcoming months - she won't nail down an exact time but you take the lead....what I'd do in this situation is send her my card with a written letter, and then call her the next month...say you call the next month and get a voicemail - do you just leave a voicemail/maybe send a mailer and then call back the following month? This is sort of what I've been doing - just wondering if I should more aggressive....

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#458745 - 08/12/17 03:57 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Z06Fanatic Online   content
Member

Registered: 08/06/16
Posts: 251
Loc: US
I also think finding 1-2 month leads via cold calling is not ideal unless you dominate a specific neighborhood and you have sign/brand recognition......we've heard the sales figures that most business is done on the 5th-12th contact(or something like that) - how can you have 5-12 contacts if someone is so close to listing? I think of this sort of like advertising - the first time or two you see a TV ad you don't think much of it, but when you see it constantly over time your subconscious starts to believe it and trust it.....sure rapport can be built to make each contact much more impactful, but its still going to take multiple contacts to convert.

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#458748 - 08/12/17 08:08 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
miracle Offline
Member

Registered: 10/28/14
Posts: 100
Loc: Canada
Z06 Fantastic - You should be more aggressive. If the lady does not pick up the phone, you should call her again at least a few times a week until you get a hold of her.

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#458751 - 08/13/17 11:25 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Z06Fanatic]
gitmonee Offline
Veteran Member

Registered: 10/23/13
Posts: 588
Loc: LA California
Originally Posted By: Z06Fanatic
I also think finding 1-2 month leads via cold calling is not ideal unless you dominate a specific neighborhood and you have sign/brand recognition......we've heard the sales figures that most business is done on the 5th-12th contact(or something like that) - how can you have 5-12 contacts if someone is so close to listing?


That's just an average. You can have a contract with 2 contacts, or as many as 24. The numbers are all over the place, not a hard rule.

Leave a message. You want her to hear your name as often as possible.

Most owners don't know which agent dominates the neighborhood. Most people don't really pay attention to real estate.
if they hear your name enough on the answering machine, they might think you dominate.

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#458753 - 08/14/17 01:29 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: gitmonee]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 1985
Loc: CA
Originally Posted By: gitmonee
Originally Posted By: Z06Fanatic
I also think finding 1-2 month leads via cold calling is not ideal unless you dominate a specific neighborhood and you have sign/brand recognition......we've heard the sales figures that most business is done on the 5th-12th contact(or something like that) - how can you have 5-12 contacts if someone is so close to listing?


That's just an average. You can have a contract with 2 contacts, or as many as 24. The numbers are all over the place, not a hard rule.

Leave a message. You want her to hear your name as often as possible.

Most owners don't know which agent dominates the neighborhood. Most people don't really pay attention to real estate.
if they hear your name enough on the answering machine, they might think you dominate.



This exactly.

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#458754 - 08/14/17 03:58 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Z06Fanatic]
Daniel1234 Offline
Member

Registered: 01/09/16
Posts: 427
Loc: Canada
Originally Posted By: Z06Fanatic
I also think finding 1-2 month leads via cold calling is not ideal unless you dominate a specific neighborhood and you have sign/brand recognition......we've heard the sales figures that most business is done on the 5th-12th contact(or something like that) - how can you have 5-12 contacts if someone is so close to listing? I think of this sort of like advertising - the first time or two you see a TV ad you don't think much of it, but when you see it constantly over time your subconscious starts to believe it and trust it.....sure rapport can be built to make each contact much more impactful, but its still going to take multiple contacts to convert.


I got contracts signed on the first contact, well the second, first being the initial call. Others I got on the 2nd or 3rd follow up. I haven't closed many deals in my career, like Lucky, but I am telling from my experience.
I also had contracts signed after 16 follow ups, typically after 20 follow ups I get fed up and drop the lead.

Everything depends on:
- how motivated the lead is
- how professionally you present yourself on the phone / first contact
- how badly you want the listing - literally, if you know what I mean

You pretty much need to meet all 3 above as far as I figured.

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