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The Real Cost of Not Prospecting · Success Is Not Convenient

• 0:00
  SPEAKER_00: Hello, everybody.
• 0:00
  SPEAKER_00: It's Bernie Gallerani.
• 0:01
  SPEAKER_00: You know, we were having a meeting recently inside of my company regarding lead generation or prospecting.
• 0:08
  SPEAKER_00: You know, prospecting is kind of a dirty word.
• 0:10
  SPEAKER_00: I think people don't really like the word prospecting, and yet we'll call it lead generation so we can feel a little better about ourselves.
• 0:17
  SPEAKER_00: But in the end, it's still prospecting, and that's connecting people.
• 0:20
  SPEAKER_00: One of the things that I learned from the 22 years that I've been in this business, and that we've sold about over 7,000 houses, in that generating opportunities to talk to people is the name of the game.
• 0:32
  SPEAKER_00: And however you're generating that, kudos to you and work those leads really hard.
• 0:37
  SPEAKER_00: When I first started selling in real estate, I just called expireds and buy owners in neighborhoods.
• 0:42
  SPEAKER_00: And that was an interesting way to approach it 22 years ago because we didn't have things like Zillow or Real.com that really provided high-level leads for us at that particular time.
• 0:51
  SPEAKER_00: So the only thing we really had is calling expireds and buy owners.
• 0:56
  SPEAKER_00: And we had to learn, meaning we and other agents who perform this at a high level had to learn to really get our skills together.
• 1:04
  SPEAKER_00: And so my topic that I want to talk with you about today is really why you're not getting your appointments.
• 1:10
  SPEAKER_00: And it's not what you think why you're not getting appointments.
• 1:15
  SPEAKER_00: That's what I want you to think about as we go through this together is why am I not getting appointments?
• 1:20
  SPEAKER_00: Why don't I have a high level of volume?
• 1:22
  SPEAKER_00: Guys, it's really interesting and it's a little bit fun too to talk about.
• 1:26
  SPEAKER_00: Is you know, they always talk about the average agent sells four homes a year.
• 1:30
  SPEAKER_00: That may be true, but I'm not sure if you're aware that 72% last year, 72% of every licensed agent in the United States never even sold a home.
• 1:40
  SPEAKER_00: That's pretty sad, right?
• 1:41
  SPEAKER_00: Can you imagine like having an ability to have a license that you're trained and you have the ability to go out there and earn a tremendous amount of income?
• 1:49
  SPEAKER_00: But yet one of the things that I think all of us brokers and owners forget about for all of you is how are you going to go out and do volume at a really high level, right?
• 1:58
  SPEAKER_00: And why are you not getting the appointments that you feel you deserve to get?
• 2:03
  SPEAKER_00: And the real answer to that question is because you don't know what to say and you don't understand yet the disciplines that are associated with selling and prospecting and lead generating, what you want to call it, at a high level.
• 2:16
  SPEAKER_00: So let me ask you a real question here.
• 2:18
  SPEAKER_00: Are you actually tired, or are you just tired of your own results?
• 2:24
  SPEAKER_00: And what that means is, are you just tired of doing nothing?
• 2:27
  SPEAKER_00: Or are you willing to learn something new, maybe put yourself out there a little bit, make yourself feel a little uncomfortable?
• 2:33
  SPEAKER_00: What do they say?
• 2:34
  SPEAKER_00: It's uncomfortable until it becomes comfortable.
• 2:36
  SPEAKER_00: And that was certainly true for me.
• 2:38
  SPEAKER_00: I was no different than anybody else.
• 2:40
  SPEAKER_00: I didn't really like making a lot of contacts or prospecting at a high level, but I learned to really appreciate it.
• 2:46
  SPEAKER_00: And I learned that it changed my financial picture forever.
• 2:50
  SPEAKER_00: We have to understand that our activity is a connection to the results that we have.
• 2:56
  SPEAKER_00: So if we want a high level of results, we have to talk to as many people as we can.
• 3:00
  SPEAKER_00: What does that mean?
• 3:02
  SPEAKER_00: Well, since we're in the talking to people business, how many people can you talk to each and every day?
• 3:07
  SPEAKER_00: And that was really one thing that my mentor had shared with me about this whole thing was the more people you can get in front of, the more money you're ultimately going to make in real estate.
• 3:16
  SPEAKER_00: So you say you want more deals and you say you actually want more income, and you say you want more freedom, but your daily actions don't really match the life that you say you want to have.
• 3:27
  SPEAKER_00: That's what's really interesting, is I've met hundreds and hundreds, probably thousands of agents over the years that have complained about their lack of production and or income.
• 3:36
  SPEAKER_00: And when I share this information that I'm about to share with you, most of them turn and run away as fast as they can.
• 3:42
  SPEAKER_00: And so the question I would love to ask all of you guys is why?
• 3:47
  SPEAKER_00: Why, if you absolutely knew that there was a proven method of success, if you were actually given the combination to open the safe with an abundance amount of income, would you be willing to put yourself in a position to be uncomfortable enough to learn something new?
• 4:01
  SPEAKER_00: I said it the way I said it: learn something new.
• 4:04
  SPEAKER_00: Not that you can't do it because you can, you just won't.
• 4:06
  SPEAKER_00: And because learning something new is a challenge for most people.
• 4:11
  SPEAKER_00: See, today we're not talking about just marketing.
• 4:14
  SPEAKER_00: We're really not talking about branding.
• 4:17
  SPEAKER_00: We're really talking about one thing, and that is the one thing that determines whether you make it in this business or you don't make it in this business.
• 4:24
  SPEAKER_00: And that word's called prospecting and lead follow-up.
• 4:29
  SPEAKER_00: Prospecting and lead follow-up, connecting with people, that's the key thing.
• 4:33
  SPEAKER_00: Connecting with people who need your service.
• 4:36
  SPEAKER_00: Here's the truth for most agents that most agents don't even really want to hear.
• 4:40
  SPEAKER_00: Almost half of all the agents never follow up after the very first call.
• 4:46
  SPEAKER_00: Think about that for a minute.
• 4:48
  SPEAKER_00: Over half of every agent never follow up with a lead, but just one time.
• 4:56
  SPEAKER_00: And only about 10% follow up more than three times.
• 4:59
  SPEAKER_00: Now, this is gonna get kind of staggering because as we go through the percentage here of success in the attempts and calling people, you can see why the industry has a 72% fail rate.
• 5:11
  SPEAKER_00: But here's the part that should bother you a little bit more.
• 5:15
  SPEAKER_00: This is the part that's gonna sting a bit.
• 5:17
  SPEAKER_00: 80% of deals, 80% of home sales require five or more follow-ups.
• 5:23
  SPEAKER_00: 80% of the business that's available to you is going to require five or more follow-ups.
• 5:30
  SPEAKER_00: Think about that for a minute.
• 5:32
  SPEAKER_00: So, what does that really mean?
• 5:34
  SPEAKER_00: It means that most agents are quitting right before they get paid.
• 5:38
  SPEAKER_00: Oh, you know how painful that is?
• 5:40
  SPEAKER_00: And what's happening is they're going through the process, one call, two call, three call, maybe four calls, and they're like, oh, that that's really, you know, this is not gonna work.
• 5:48
  SPEAKER_00: This person doesn't want to buy, they're not calling me back, they're not responding.
• 5:52
  SPEAKER_00: Well, it says here through the research that we're doing is that between five and twelve is where the money is.
• 6:00
  SPEAKER_00: Some of you might be going, oh gosh, you know, you're giving me a headache just even thinking about calling somebody that long.
• 6:05
  SPEAKER_00: Well, keep staying tuned because we're gonna make you look at this thing a little bit differently.
• 6:09
  SPEAKER_00: See, you think you're losing because the lead really wasn't good.
• 6:14
  SPEAKER_00: And that's not the case at all.
• 6:15
  SPEAKER_00: The market is tough and people are unresponsive.
• 6:18
  SPEAKER_00: No, that's not it at all.
• 6:20
  SPEAKER_00: You're losing because you disappeared.
• 6:23
  SPEAKER_00: You left before it actually could be fruitful for you.
• 6:27
  SPEAKER_00: See, the deal didn't die, you did.
• 6:30
  SPEAKER_00: The deal didn't go away, you did.
• 6:32
  SPEAKER_00: As a real estate agent, and I know you can relate to this a little bit.
• 6:35
  SPEAKER_00: How many times did you talk to somebody a couple of times and then you found out they actually are working with somebody else now?
• 6:41
  SPEAKER_00: Right?
• 6:42
  SPEAKER_00: One of the things that I learned selling real estate for the last 22 years is people will work with you if they feel connected with you.
• 6:49
  SPEAKER_00: And some of us get upset, we hear it all the time, right?
• 6:51
  SPEAKER_00: We see all those little funny things on social media where they're like, oh, wait, you worked with them and then they end up working with somebody else and they're pulling their hair out.
• 6:58
  SPEAKER_00: Well, the question you have to ask yourself is why did they do that?
• 7:02
  SPEAKER_00: Right?
• 7:03
  SPEAKER_00: So we're gonna talk a little bit of reality here.
• 7:05
  SPEAKER_00: And the average lead converts at about one to three percent.
• 7:10
  SPEAKER_00: Wow, that's crazy.
• 7:11
  SPEAKER_00: Now we'll say this to you.
• 7:12
  SPEAKER_00: We convert here at our company between 10 and 12%.
• 7:16
  SPEAKER_00: So we can give you, and I can give you, I should say, some ideas of what that really means.
• 7:20
  SPEAKER_00: So when we look at the average conversion rate in the nation, it converts between one and three percent.
• 7:25
  SPEAKER_00: And what does this mean?
• 7:26
  SPEAKER_00: It says out of a hundred people, maybe one to three will do something with you.
• 7:31
  SPEAKER_00: We'll actually say 10 to 12 percent of the people will do something with you.
• 7:36
  SPEAKER_00: So when you call 10 people and say prospecting doesn't work, you're not wrong.
• 7:42
  SPEAKER_00: You're just not doing enough work to cause it to be right because you're not following up on enough.
• 7:49
  SPEAKER_00: See, most deals happen between the fifth and twelfth contact.
• 7:53
  SPEAKER_00: Think about that.
• 7:54
  SPEAKER_00: If you'd make one call and you hang up and they don't call you back, you're like, Well, they're not interested, you make two calls, you make three calls, the yeses come after five.
• 8:04
  SPEAKER_00: I I learned this years ago, and I found this to be true, and I won't go as much as 12, but if you work and you call them seven times or you close seven times for an appointment, after the seventh time, they can't say no to you.
• 8:17
  SPEAKER_00: And I have found that to be true.
• 8:18
  SPEAKER_00: They'll usually can't say no on probably three or four, five or six with really tough ones.
• 8:23
  SPEAKER_00: But by the time you get to the seventh one, there's not really much more they can say other than great, come on over for an appointment or let's get together.
• 8:30
  SPEAKER_00: So it's not the first call that's the problem.
• 8:33
  SPEAKER_00: It's not the second call that's just the problem.
• 8:36
  SPEAKER_00: It's the fifth and sixth and seventh and eighth and ninth and ten that actually get you paid.
• 8:41
  SPEAKER_00: That's the one where they actually feel like they're building a relationship with you because you're doing your job.
• 8:47
  SPEAKER_00: Here's the one that should change everything for you.
• 8:50
  SPEAKER_00: Up to 70% of your appointments come from follow-up.
• 8:55
  SPEAKER_00: So let's do the math on this.
• 8:57
  SPEAKER_00: If you're only calling one person one time and you're selling 10 homes a year, if you called those leads between five and 12 times, we'll just say five to seven times, you're gonna sell 70% more business.
• 9:10
  SPEAKER_00: So, for example, if you sell 10, you're gonna sell seven more.
• 9:13
  SPEAKER_00: That's 17 transactions.
• 9:16
  SPEAKER_00: 17 or more.
• 9:18
  SPEAKER_00: What would you do if you had that kind of opportunity where you could sell seven more homes with the same exact lead source that you have?
• 9:25
  SPEAKER_00: It's not the lead that's the problem, it's you.
• 9:28
  SPEAKER_00: You're the problem.
• 9:29
  SPEAKER_00: It's not new leads, it's following up on the leads that you have.
• 9:33
  SPEAKER_00: Your database is not dead, your follow-up is dead.
• 9:38
  SPEAKER_00: If your follow-up is the problem.
• 9:40
  SPEAKER_00: And if you come to the realization that I'm at fault for the fact that my business isn't doing what I'm supposed to be doing with my business, see if we all know this, why don't agents do it?
• 9:51
  SPEAKER_00: If we all knew this was the reason, why don't agents actually participate at a higher level?
• 9:56
  SPEAKER_00: And here's what it is they have a massive issue with fear and rejection.
• 10:00
  SPEAKER_00: Too many agents are out there wanting to be liked.
• 10:02
  SPEAKER_00: I think a lot of people out there wanting to be liked.
• 10:04
  SPEAKER_00: Be effective, help people.
• 10:06
  SPEAKER_00: Being liked always isn't it, but being respected is more important.
• 10:10
  SPEAKER_00: People tell themselves, well, they don't really want to hear from me, and if I they didn't pick up the first time, they're not interested.
• 10:16
  SPEAKER_00: But that's not true.
• 10:17
  SPEAKER_00: They might be very interested.
• 10:19
  SPEAKER_00: They might just be busy when you call them.
• 10:21
  SPEAKER_00: They just don't know you yet.
• 10:23
  SPEAKER_00: And that's really the relationship part of it.
• 10:25
  SPEAKER_00: They don't know you, so why would they pick up?
• 10:27
  SPEAKER_00: Keep calling them, they'll eventually pick up.
• 10:30
  SPEAKER_00: This has happened to me for 22 years.
• 10:32
  SPEAKER_00: I've learned in the 22 years that not everybody picks up on the third, fourth call.
• 10:36
  SPEAKER_00: Sometimes I gotta call them five, six, seven times.
• 10:39
  SPEAKER_00: And for those of you guys are saying, well, I just don't want to bother them, you're a salesperson.
• 10:44
  SPEAKER_00: That's what you are.
• 10:44
  SPEAKER_00: You're just a salesperson.
• 10:46
  SPEAKER_00: And salespeople continue to keep doing what it is they do in order to help the client get what they want.
• 10:51
  SPEAKER_00: You are addicted to immediate results.
• 10:53
  SPEAKER_00: That's the problem, is you want something right now, and prospecting doesn't pay today.
• 10:58
  SPEAKER_00: So you totally avoid it.
• 10:59
  SPEAKER_00: You're like, well, wait a minute, if I prospect, they say no, I can't help them.
• 11:03
  SPEAKER_00: That is not true because the statistics show that 70% will say yes after the fifth contact.
• 11:10
  SPEAKER_00: See, here's the thing: you check your emails and you scroll and you stay busy, but are you really productive?
• 11:15
  SPEAKER_00: You'll go, hey, listen, I'm I'm busy all day long.
• 11:17
  SPEAKER_00: I don't know if I have time to prospect and lead generate for a long period of time.
• 11:20
  SPEAKER_00: I think that the priorities are all mixed up.
• 11:23
  SPEAKER_00: Let's just be honest with ourselves.
• 11:25
  SPEAKER_00: If you just stayed very focused on a morning schedule of prospecting and lead generating for two or three hours a day, we could solve this problem and mainly solve the financial problem.
• 11:36
  SPEAKER_00: I know we'll solve the growth problem, but we'll certainly solve the financial problem in this process.
• 11:42
  SPEAKER_00: Let's call this what it is.
• 11:43
  SPEAKER_00: You're not that busy.
• 11:45
  SPEAKER_00: And you agents out there listening to this are hearing me, and you may not like it, but you're not that busy.
• 11:51
  SPEAKER_00: You're avoiding the work that actually pays you.
• 11:54
  SPEAKER_00: You're avoiding it, and it's deliberate on your part because you don't want to feel comfortable.
• 11:59
  SPEAKER_00: You don't believe in all of the numbers.
• 12:01
  SPEAKER_00: Well, if you don't believe in the numbers, I can tell you the numbers never lie.
• 12:04
  SPEAKER_00: The numbers will always show you.
• 12:06
  SPEAKER_00: And if you show me that you've made a ton of phone calls and haven't made any money, I'm gonna tell you you have a skill problem.
• 12:11
  SPEAKER_00: And if you think you have a great skill, but you aren't making a whole bunch of money, you have a contact problem.
• 12:16
  SPEAKER_00: You have a getting in front of people problem.
• 12:19
  SPEAKER_00: So you think if I call 20 people, I should get a deal.
• 12:22
  SPEAKER_00: That's not how it works.
• 12:24
  SPEAKER_00: You might need a hundred contacts, you might need 200 conversations.
• 12:29
  SPEAKER_00: That's part of the game.
• 12:30
  SPEAKER_00: That's the part you have to figure out for yourself.
• 12:32
  SPEAKER_00: Do you have to make a hundred contacts?
• 12:33
  SPEAKER_00: Do you have to have 200 conversations or 200 contacts?
• 12:36
  SPEAKER_00: I'm not sure.
• 12:38
  SPEAKER_00: This is not a motivation problem.
• 12:40
  SPEAKER_00: This is a misunderstanding of the game you're playing.
• 12:44
  SPEAKER_00: Yes, I said that.
• 12:46
  SPEAKER_00: You're playing a game.
• 12:48
  SPEAKER_00: And most of you who are out there today are losing that game of real estate at a high level.
• 12:54
  SPEAKER_00: I understand this is a tough conversation.
• 12:56
  SPEAKER_00: This is a tough one for most people to grasp.
• 12:58
  SPEAKER_00: And I've I've had it a million times with people, and they don't like what I have to say at times.
• 13:03
  SPEAKER_00: But let's make this pretty simple for you.
• 13:05
  SPEAKER_00: If you want consistent business, you need consistent action all the time.
• 13:10
  SPEAKER_00: You need to have what they call a daily standard, a minimum of two to three hours and lead generation time, lead gen time, two to three hours, same time every single day.
• 13:20
  SPEAKER_00: Maybe it's from eight o'clock in the morning till 10 or 8 to 11 or 9 to 11 or 9 to 12, whatever it is for you.
• 13:27
  SPEAKER_00: You need to have a minimum of 20 to 40 real conversations each and every day.
• 13:31
  SPEAKER_00: Guys, I would make 50 to 100 calls or contacts per day when I first started.
• 13:37
  SPEAKER_00: I would make between 900 and 1,000 dials.
• 13:40
  SPEAKER_00: Yeah, it's a little bit rough at times, staying committed, but then I was building that business to making 25 to 30 calls and then setting two or three appointments every single day.
• 13:50
  SPEAKER_00: Once you call these people and talk to them, you got to have a really good follow-up schedule every single day.
• 13:56
  SPEAKER_00: Put a time block in your follow-up time.
• 13:58
  SPEAKER_00: Not when you feel like it, but every single day.
• 14:02
  SPEAKER_00: I always love agents when they talk about like, well, I'm really busy, I can't make my calls today.
• 14:06
  SPEAKER_00: No, the reason you're really busy is because you made your calls consistently before.
• 14:10
  SPEAKER_00: And what happens is if you don't stay consistent in that, whatever it takes.
• 14:13
  SPEAKER_00: You guys want to know more about this?
• 14:14
  SPEAKER_00: Let me know.
• 14:15
  SPEAKER_00: I'd love to hear your comments.
• 14:16
  SPEAKER_00: Please uh hit me up and I'd love to share with you some of the things of the schedule that I had that will assure you, will totally ensure you that you'll have success.
• 14:25
  SPEAKER_00: 100%.
• 14:26
  SPEAKER_00: But you're not going to do it your way.
• 14:27
  SPEAKER_00: You're going to do it the way that it's supposed to be done.
• 14:30
  SPEAKER_00: And you have to do that every single day, day in and day out, at least five days a week.
• 14:36
  SPEAKER_00: Because the agents winning right now, they're not more talented than you.
• 14:41
  SPEAKER_00: They are just more consistent than you.
• 14:44
  SPEAKER_00: They don't negotiate with themselves, you do.
• 14:47
  SPEAKER_00: And that's the thing.
• 14:48
  SPEAKER_00: Top producers who understand this don't negotiate with themselves.
• 14:53
  SPEAKER_00: The challenge that we have here is you're doing that constantly.
• 14:56
  SPEAKER_00: Now, fair enough.
• 14:57
  SPEAKER_00: You might say, well, Bernie, I never heard this message before.
• 14:59
  SPEAKER_00: How do I get started?
• 15:00
  SPEAKER_00: Hit me up.
• 15:01
  SPEAKER_00: I'd like to share with you what you have to do to get started.
• 15:03
  SPEAKER_00: I don't care.
• 15:04
  SPEAKER_00: I'm not holding anything back.
• 15:05
  SPEAKER_00: I'll teach you everything that I learned over the last 22 years to sell at a high level.
• 15:10
  SPEAKER_00: I had personally about 1,600 listings that I sold during the time I was selling at a high level.
• 15:15
  SPEAKER_00: My company today sells over seven, has sold over 7,000 homes.
• 15:19
  SPEAKER_00: I'll show you exactly what you need to do to be successful at a high level.
• 15:23
  SPEAKER_00: And here's how you take control starting right now.
• 15:27
  SPEAKER_00: Track only what matters.
• 15:28
  SPEAKER_00: I'm going to tell you what these are.
• 15:29
  SPEAKER_00: You may not like them, but these are the things you have to track every single day.
• 15:33
  SPEAKER_00: And these are every single day tracking Monday through Friday.
• 15:36
  SPEAKER_00: You have to stay committed to the level of contacts you're going to make.
• 15:39
  SPEAKER_00: How many people are you going to talk to every single day?
• 15:42
  SPEAKER_00: We're in a conversation game.
• 15:43
  SPEAKER_00: We're in a people game.
• 15:45
  SPEAKER_00: We're in a people relationship business.
• 15:46
  SPEAKER_00: And those people were trying to build relationships, have buyers or have homes to sell, and they're buyers that want to buy homes.
• 15:53
  SPEAKER_00: You got to have good conversations every single day.
• 15:56
  SPEAKER_00: You got to set appointments.
• 15:57
  SPEAKER_00: Hopefully, if you control the controllables, you'll set appointments every single day.
• 16:02
  SPEAKER_00: And guess what happens?
• 16:03
  SPEAKER_00: You're going to have a lot of closings.
• 16:05
  SPEAKER_00: You're going to be making a lot of money.
• 16:06
  SPEAKER_00: And that's it.
• 16:07
  SPEAKER_00: That's totally it.
• 16:08
  SPEAKER_00: That's all you have to do constantly.
• 16:10
  SPEAKER_00: Contacts, conversations, really work on your appointments that you want to set every day and your closings.
• 16:16
  SPEAKER_00: That's it.
• 16:17
  SPEAKER_00: People are like, well, that's real estate.
• 16:19
  SPEAKER_00: That's it.
• 16:19
  SPEAKER_00: I can tell you, it's so simple.
• 16:22
  SPEAKER_00: My first year I sold 40 homes.
• 16:23
  SPEAKER_00: My next year I sold 58.
• 16:25
  SPEAKER_00: Then I sold 82, and then I sold 108 in my fourth year.
• 16:28
  SPEAKER_00: Here's my thing for you everybody can do it, but you have to time block prospecting.
• 16:33
  SPEAKER_00: You have to make prospecting the key.
• 16:36
  SPEAKER_00: It is the most important thing you can do.
• 16:38
  SPEAKER_00: Morning hours, making more money, spending time making money through prospecting efforts.
• 16:44
  SPEAKER_00: Not administrative work.
• 16:46
  SPEAKER_00: That's not your job.
• 16:47
  SPEAKER_00: Not catching up on with friends and family, not catching up on emails.
• 16:51
  SPEAKER_00: Hey, I got to do this during this time.
• 16:53
  SPEAKER_00: If you block out, you know, I heard this years ago when I started and through the coaching service that I was involved in.
• 16:58
  SPEAKER_00: They said, listen, if we can get you from 8 a.m.
• 17:01
  SPEAKER_00: to 12 noon, 8 a.m.
• 17:02
  SPEAKER_00: to 12 noon, and you do exactly what you're supposed to do, that we teach you how to do, we can make you rich.
• 17:07
  SPEAKER_00: We can make you a multimillionaire if you work from 8 to noon.
• 17:10
  SPEAKER_00: Who can't do that?
• 17:12
  SPEAKER_00: Raise your hand and put them and just tell me, call me and say, hey, listen, Bernie, I can't do that.
• 17:17
  SPEAKER_00: Why?
• 17:18
  SPEAKER_00: Why can't you give me four hours?
• 17:20
  SPEAKER_00: Four hours for yourself, your family, for your future, for all the dreams.
• 17:24
  SPEAKER_00: Four hours.
• 17:24
  SPEAKER_00: That's all I did from 8 to noon, 8 to noon, 8 to noon, 8 to noon, making a lot of money building a fantastic business working from 8 to noon.
• 17:35
  SPEAKER_00: Build a massive follow-up system, a flawless follow-up system.
• 17:41
  SPEAKER_00: Every lead gets a call.
• 17:42
  SPEAKER_00: Every lead gets a text.
• 17:44
  SPEAKER_00: Every lead gets an email.
• 17:46
  SPEAKER_00: Do whatever you can.
• 17:47
  SPEAKER_00: I should call it my shock and all campaign.
• 17:48
  SPEAKER_00: Calls, texts, emails, and knocking on doors.
• 17:51
  SPEAKER_00: Shock and all.
• 17:52
  SPEAKER_00: By the way, I'd even send a postcard out in the mail.
• 17:54
  SPEAKER_00: They can't get away from me.
• 17:55
  SPEAKER_00: I'd call them four or five, six times.
• 17:57
  SPEAKER_00: I keep their numbers and little five by three by five cards in my pocket while I'm driving around.
• 18:02
  SPEAKER_00: I would call them.
• 18:02
  SPEAKER_00: Nowadays we have all these computers on our phone, so we can do that on our phone today.
• 18:06
  SPEAKER_00: You have to have a minimum of eight to 12 touches for every lead.
• 18:10
  SPEAKER_00: Eight to twelve.
• 18:11
  SPEAKER_00: Some are going to pick up on the first one and say hello to you, and you can set an appointment.
• 18:15
  SPEAKER_00: Some are going to take five contacts.
• 18:17
  SPEAKER_00: Others are going to take seven, eight, nine, ten, whatever it takes.
• 18:21
  SPEAKER_00: Train your skills daily.
• 18:23
  SPEAKER_00: Work on all your skills, your role play scripts, practice all the objection handlers, right?
• 18:28
  SPEAKER_00: Do all of those things so you can better your skill level because confidence doesn't come from thinking about it.
• 18:35
  SPEAKER_00: Having this conversation with you is one thing.
• 18:37
  SPEAKER_00: Taking action and thinking about it is another.
• 18:40
  SPEAKER_00: It starts with a thought, it starts with the level of motivation and desire, but it has to become source sort of a reality in action.
• 18:46
  SPEAKER_00: It comes from actually just doing the work.
• 18:50
  SPEAKER_00: You got to do the work.
• 18:51
  SPEAKER_00: There's no way you can escape doing the work.
• 18:53
  SPEAKER_00: No one's going to really do it for you.
• 18:54
  SPEAKER_00: I can just tell you that right now.
• 18:56
  SPEAKER_00: So let me leave you with this before we leave today, guys, because I want everyone to get this.
• 19:00
  SPEAKER_00: The average agent makes a call and gets no answer and then moves on.
• 19:04
  SPEAKER_00: That's not this message today.
• 19:06
  SPEAKER_00: Right?
• 19:07
  SPEAKER_00: The top agents, the ones that are successful, the ones selling 50, 80, 100 houses a year and more, these agents, they call again and again and again and again and again.
• 19:20
  SPEAKER_00: Not because they're special, but because they understand something you might not yet see.
• 19:26
  SPEAKER_00: The money is not in the first call, it's in the follow-up calls.
• 19:31
  SPEAKER_00: It's in the follow-up.
• 19:33
  SPEAKER_00: So the question is not, does prospecting work?
• 19:37
  SPEAKER_00: Of course it works.
• 19:38
  SPEAKER_00: That's why we're preaching it.
• 19:40
  SPEAKER_00: It's worked for hundreds and hundreds of people that I know, making multi-millions of dollars a year.
• 19:45
  SPEAKER_00: Here's the question: is will you stay consistent long enough for it to work for you?
• 19:50
  SPEAKER_00: Can you do that?
• 19:51
  SPEAKER_00: Because right now, there are people in your database who will buy from you right now, who will sell and who will choose an agent at some point here in the near future, is it going to be you?
• 20:04
  SPEAKER_00: I don't know if it's going to be you because I'm not sure you're going to actually call them.
• 20:07
  SPEAKER_00: Not because you weren't good enough, because you are good enough.
• 20:10
  SPEAKER_00: You are absolutely good enough.
• 20:12
  SPEAKER_00: But because you don't stay in the game, you quit too early.
• 20:17
  SPEAKER_00: Guys, I know this is a tough one and a hard one for most people to hear, but let me tell you, if I didn't live this experience myself and know hundreds and hundreds and hundreds of realtors who treat their business the same way around this great country of ours, who have made tens of millions of dollars by following up on leads and making a dedicated time.
• 20:36
  SPEAKER_00: This is important work we're doing.
• 20:38
  SPEAKER_00: You deserve it, your family deserves it, your kids deserve it, your your grandkids deserve it.
• 20:44
  SPEAKER_00: You can make enough money and make a big enough impact in your industry that you could impact people moving forward, your extended family even.
• 20:52
  SPEAKER_00: Do the right thing, learn the skill, develop the discipline it takes in order to work at a high level and you watch how this changes for you and your family.
• 21:00
  SPEAKER_00: Guys, thank you for listening.
• 21:02
  SPEAKER_00: I hope this message hit you well today.
• 21:04
  SPEAKER_00: And I hope everybody has a great day.