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#460313 - 01/10/18 02:20 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! **** [Re: Lucky Leonardo]
Trouble Online   content
Member

Registered: 02/15/16
Posts: 298
Loc: GTA Ontario
Lucky, you are so right! I've spent one year calling on this area, and you know the demographics. My goal this year is to switch and add new areas to call in. It's too brutal.
Here's to a more productive territory.

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#460314 - 01/10/18 03:16 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Trouble]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 2021
Loc: CA
Originally Posted By: Trouble
Lucky, you are so right! I've spent one year calling on this area, and you know the demographics. My goal this year is to switch and add new areas to call in. It's too brutal.
Here's to a more productive territory.


Good girl. Do it now!

I call 7 different demographic areas. I often wonder if Iím spread too thin. But so far I appreciate the variety. It keeps me consistent.

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#460319 - 01/10/18 10:46 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Mr. Clean Online   content
Member

Registered: 04/03/17
Posts: 167
Loc: Western Canada
Question for Lucky, Ronnie, Estatereal, and any of the other telephone prospectors in this forum with at least a few years under your belt:

How much have you focused on memorizing and internalizing scripts?

I have called back leads a month after speaking with them and theyíve listed with someone else, And thought hmm maybe I should be talking with my leads longer on the phone, running through full 10 line scripts that coaches like mike ferry suggest. Gives me more opportunity to reveal there motivation. And then close close close, and respond to their objections for meeting with more scripts.

But then part of me also thinks well Iím going to waste more time meeting with people because I forced it, and running through lengthy scripts on the phone with people who arenít serious, maybe I should just dial more numbers and keep looking for the people who quickly reveal their motivation and readily want to meet.

What do you guys think? Is their value in learning these scripts so that I have a response to every objection? ďI have a realtor in mindĒ ďIím selling in 2 months but donít want to meet you yetĒ etc.

It seems like the coaches want us to argue till weíre blue in the face with every lead spitting out line after line to keep them on the phone. I kind of have a hard time doing this because I think weíll if they donít want to talk to me.. booking a meeting is probably wasting my time. Although Iíve noticed this seems more important to do with expireds because they are getting bombarded, compared to neighbourhood calling they generally donít have as many defenses up.

Also if anybody has any great scripts they use, please share. Iíve been looking through mike ferryís, Kevin wards, and realestatetrainer.comís. I could be wrong, but I feel like some of these scripts treat the sellers like dummies, and it might work if you are dealing with working class people in $200k homes.. but I donít think some of these lines and tactics are going to go over well with educated sellers in million dollar homes.. as prices go up seller expectations go up and the balance of power between seller and realtor seems to shift. If I had such high standards, boundaries, and bosses people around like mike ferry does I donít think many would go for it! But please correct me if Iím wrong Iím curious what others have found especially in markets similar to Vancouver


Edited by Mr. Clean (01/10/18 10:55 PM)

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#460322 - 01/11/18 06:16 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Mr. Clean]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 2021
Loc: CA
My recommendation is to make a hell of a lot more contacts as well as continuously work
On scripts & dialogues.

If you really truly want to make MORE, you have to do more of everything and continuously upgrade everything. This includes scripts, dialogues & and mail outs.

The truth is most agents donít really truly want to make more money. They give lip service start & stop, quit & start but thatís about it.

Through massive massive action in calling, you will refine everything and tweek everything out of frustration. If agents truly wanted more, everyone here would dominate the Mojo contest forever. It should be everyoneís goal here to be in the top 10.

Every lead you lose, every appointment you screw up, will frustrate you to find a solution but it takes massive action to see success in everything.


I

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#460334 - 01/11/18 02:02 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
estatereal Online   content
Major Contributor

Registered: 01/27/07
Posts: 3126
Loc: LAND OF THE FREE!
imo...

the less words you use to get an appointment hte better....once you can book an appt...get the f off the phone....i have a mission, book an appt.....i keep teh conversation as short as possible once i get hwat i need...reason.....real relationship builds best in person.....and to ask them teh same questions in person makes me an idiot....i know id be liek "didnt he ask me the same questions on the phone" if someone did it to me...

...i follow the golden rule.....

and the reality is that you gotta be different than your competition....

they tell me all the time that they have talked to x number of agents and think they have one selected........so you gotta find out what made them select that person....and let them know if you can beat that...if you can, tell them how and ask for an appt.....

think of an introduction...if someone has a 40 second introducting to tell me their name, they already lost me.....i dont need a half minute to have you introduce yourself and tell me something i already know and i have heard 20 times this morning.



"hi, my name is john smith and i'm with xyz realty. i noticed you home is off of the market and wondered if you were still interested in selling?

so, now...lets disect that.....you went through that intro before finding out if you have the homeowner on the phone.....many agnets do.....bottom line, just refine, test, refine more test more....get it down and use it...track it and repeat...

if htey have an objection that you hear over and over, see what you can do to overcome it...you should have a specific answer for that specific objection tht you have used 100 times before.

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#460335 - 01/11/18 02:06 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
estatereal Online   content
Major Contributor

Registered: 01/27/07
Posts: 3126
Loc: LAND OF THE FREE!
most people dont spend enought time on the phone.....i spend most of my work day on the phone....so far this year, i have worked every day since the 2nd of jan.....

as of yesterday
yesterday was the 10th
i had 11 appointments booked...
so, 1 more appt booked than days so far since working this year

today is the 11th....i need to book another appt today to stay ahead of it...

i have massive, massive, massive pileups of leads.....making me work 7 days a week (typically i work 5 days a week and take calls from leads outside of my work hours, but dont initiate the call unless i have it on my schedule).

i make it when i can...and i dont stop cause a certain hour of the day has hit...im solidifying my year right now.......

i need to get 1 more appt today to keep ahead of track because i know that as the year continues, it gets harder...this time of the year (first quarter) is always highest number of appointments booked eveyr year.....so i want to knock out as much as i can....

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#460339 - 01/11/18 04:05 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: estatereal]
RonnieEmz Offline
Veteran Member

Registered: 08/20/14
Posts: 619
Loc: NY
Originally Posted By: estatereal
imo...

the less words you use to get an appointment hte better....once you can book an appt...get the f off the phone....i have a mission, book an appt.....i keep teh conversation as short as possible once i get hwat i need...reason.....real relationship builds best in person.....and to ask them teh same questions in person makes me an idiot....i know id be liek "didnt he ask me the same questions on the phone" if someone did it to me...

...i follow the golden rule.....

and the reality is that you gotta be different than your competition....

they tell me all the time that they have talked to x number of agents and think they have one selected........so you gotta find out what made them select that person....and let them know if you can beat that...if you can, tell them how and ask for an appt.....

think of an introduction...if someone has a 40 second introducting to tell me their name, they already lost me.....i dont need a half minute to have you introduce yourself and tell me something i already know and i have heard 20 times this morning.



"hi, my name is john smith and i'm with xyz realty. i noticed you home is off of the market and wondered if you were still interested in selling?

so, now...lets disect that.....you went through that intro before finding out if you have the homeowner on the phone.....many agnets do.....bottom line, just refine, test, refine more test more....get it down and use it...track it and repeat...

if htey have an objection that you hear over and over, see what you can do to overcome it...you should have a specific answer for that specific objection tht you have used 100 times before.



How many hours do you work on the weekends?

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#460340 - 01/11/18 04:32 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 2021
Loc: CA
Hey! Whatever happened to Daniel?!

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#460342 - 01/11/18 08:06 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: RonnieEmz]
estatereal Online   content
Major Contributor

Registered: 01/27/07
Posts: 3126
Loc: LAND OF THE FREE!
Originally Posted By: RonnieEmz
Originally Posted By: estatereal
imo...

the less words you use to get an appointment hte better....once you can book an appt...get the f off the phone....i have a mission, book an appt.....i keep teh conversation as short as possible once i get hwat i need...reason.....real relationship builds best in person.....and to ask them teh same questions in person makes me an idiot....i know id be liek "didnt he ask me the same questions on the phone" if someone did it to me...

...i follow the golden rule.....

and the reality is that you gotta be different than your competition....

they tell me all the time that they have talked to x number of agents and think they have one selected........so you gotta find out what made them select that person....and let them know if you can beat that...if you can, tell them how and ask for an appt.....

think of an introduction...if someone has a 40 second introducting to tell me their name, they already lost me.....i dont need a half minute to have you introduce yourself and tell me something i already know and i have heard 20 times this morning.



"hi, my name is john smith and i'm with xyz realty. i noticed you home is off of the market and wondered if you were still interested in selling?

so, now...lets disect that.....you went through that intro before finding out if you have the homeowner on the phone.....many agnets do.....bottom line, just refine, test, refine more test more....get it down and use it...track it and repeat...

if htey have an objection that you hear over and over, see what you can do to overcome it...you should have a specific answer for that specific objection tht you have used 100 times before.



How many hours do you work on the weekends?



2 hours on sat and two hours on sun...really just overflow from lead follow up during the week.......the first month of the year is really heavy on lead follow up for me

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#460344 - 01/11/18 09:06 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Trouble Online   content
Member

Registered: 02/15/16
Posts: 298
Loc: GTA Ontario
daniel told me he took some personal time off, but he'll be back at it this month.
hope so, he's a good prospector.

estatereal....good for you to do some follow ups on weekends. Im calling on saturdays too. trying to get more calls in.

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#460346 - 01/12/18 08:15 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 2021
Loc: CA
Ive heard of some agents/business people who work hard 7 full days a week and then vacation every quarter.

Donít need to conform to the rat race....


Edited by Lucky Leonardo (01/12/18 08:22 AM)

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#460347 - 01/12/18 08:45 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: estatereal]
RonnieEmz Offline
Veteran Member

Registered: 08/20/14
Posts: 619
Loc: NY
Originally Posted By: estatereal
Originally Posted By: RonnieEmz
Originally Posted By: estatereal
imo...

the less words you use to get an appointment hte better....once you can book an appt...get the f off the phone....i have a mission, book an appt.....i keep teh conversation as short as possible once i get hwat i need...reason.....real relationship builds best in person.....and to ask them teh same questions in person makes me an idiot....i know id be liek "didnt he ask me the same questions on the phone" if someone did it to me...

...i follow the golden rule.....

and the reality is that you gotta be different than your competition....

they tell me all the time that they have talked to x number of agents and think they have one selected........so you gotta find out what made them select that person....and let them know if you can beat that...if you can, tell them how and ask for an appt.....

think of an introduction...if someone has a 40 second introducting to tell me their name, they already lost me.....i dont need a half minute to have you introduce yourself and tell me something i already know and i have heard 20 times this morning.



"hi, my name is john smith and i'm with xyz realty. i noticed you home is off of the market and wondered if you were still interested in selling?

so, now...lets disect that.....you went through that intro before finding out if you have the homeowner on the phone.....many agnets do.....bottom line, just refine, test, refine more test more....get it down and use it...track it and repeat...

if htey have an objection that you hear over and over, see what you can do to overcome it...you should have a specific answer for that specific objection tht you have used 100 times before.



How many hours do you work on the weekends?



2 hours on sat and two hours on sun...really just overflow from lead follow up during the week.......the first month of the year is really heavy on lead follow up for me


Thank you ... that seems like a good business practice ... I did that in the past, and then got sidetracked after starting a family ... have to get back to that asap

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#460354 - 01/12/18 07:52 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: RonnieEmz]
estatereal Online   content
Major Contributor

Registered: 01/27/07
Posts: 3126
Loc: LAND OF THE FREE!
Originally Posted By: RonnieEmz
Originally Posted By: estatereal
Originally Posted By: RonnieEmz
Originally Posted By: estatereal
imo...

the less words you use to get an appointment hte better....once you can book an appt...get the f off the phone....i have a mission, book an appt.....i keep teh conversation as short as possible once i get hwat i need...reason.....real relationship builds best in person.....and to ask them teh same questions in person makes me an idiot....i know id be liek "didnt he ask me the same questions on the phone" if someone did it to me...

...i follow the golden rule.....

and the reality is that you gotta be different than your competition....

they tell me all the time that they have talked to x number of agents and think they have one selected........so you gotta find out what made them select that person....and let them know if you can beat that...if you can, tell them how and ask for an appt.....

think of an introduction...if someone has a 40 second introducting to tell me their name, they already lost me.....i dont need a half minute to have you introduce yourself and tell me something i already know and i have heard 20 times this morning.



"hi, my name is john smith and i'm with xyz realty. i noticed you home is off of the market and wondered if you were still interested in selling?

so, now...lets disect that.....you went through that intro before finding out if you have the homeowner on the phone.....many agnets do.....bottom line, just refine, test, refine more test more....get it down and use it...track it and repeat...

if htey have an objection that you hear over and over, see what you can do to overcome it...you should have a specific answer for that specific objection tht you have used 100 times before.



How many hours do you work on the weekends?



2 hours on sat and two hours on sun...really just overflow from lead follow up during the week.......the first month of the year is really heavy on lead follow up for me


Thank you ... that seems like a good business practice ... I did that in the past, and then got sidetracked after starting a family ... have to get back to that asap


I get it. I too have young kids.
7 month old and 22 month old.
I do my 2 hour calling on sat and sun while they nap from 1-3.

My wife is also a rock star.....she stays home with the kids so I can focus on making money for us. I mainly play with them whenever I'm not working. But because she doesn't work I dont have to worry about things like getting them to daycare etc...doctors....etc..she takes care of all of that...I just have to work...tbh I think I have the easy job..

Truth is though I go in from 10 -6 m-f and my phone only rings from leads and not clients so when someone is calli g me back after hours its usually to book an appt or they wouldn't have called because my conversations r pretty straight forward.


Edited by estatereal (01/12/18 07:56 PM)

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#460366 - 01/14/18 09:38 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 2021
Loc: CA
Motivation to feed the rest of your life!


Discover Feed Your Mind With Success (Motivational Speeches) by Fearless Motivation on Deezer


http://www.deezer.com/album/42571561


Edited by Lucky Leonardo (01/14/18 09:40 AM)

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#460375 - 01/15/18 01:32 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Ricky Roma Offline
Junior Member

Registered: 10/16/16
Posts: 3
Loc: New Jersey
I really think that general antipathy toward telemarketers is getting so bad that it is counterproductive for real estate agents to be randomly calling people, bothering them, and decreasing the quality of their lives. Telemarketers are hated, not just disliked. I don't think a lot of you doing this are failing at this because you are doing it wrong. I think it is because you are doing it right. Society is changing on telemarketers, and it won't be long before people are going to only allow calls from whitelisted sources. This was always a bad way to be a human and a bad way to do business. But it is getting worse.

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