3 out of every 10 people you contact will actually discuss their home with you on the phone, and 1 out of 10 will agree to schedule a listing appointment with you. That's 5 new appointments generated each week. Provided you have a successful listing presentation strategy, at least 1 and hopefully 2 out of these 5 appointments will turn into listings. And to be conservative, let's say 1 out of every 2 listings actually sells.
Let's do the math:
Ten calls a day = five listing appointments a week = two listings a weeks = eight listings a month = four sales a month.
In my office, the average list price is $400,000, so we're talking about $1.6 million in additional sales volume each month. Not bad for one hour a day of phone calls, right?
Now, you do need to know what to say and how to say it, and you need to practice, but all that requires is that you carve out time to work on it with people who can help you perfect your approach. You just have to make the commitment to make things happen.
It's true that I spend a lot of time and effort on my social media outlets, but I also make calls every day to agents in my marketplace. I am not obnoxious (at least I hope not!), but I am persistent, much more so than my laidback online persona. I call people I want to call, but I call. Every single day. And therein lies the difference between those who make it rain and those who don’t.
If you can make a call and procure an appointment, regardless of the outcome, you have already won the battle, because so many in the same position will not even get that far.
So here is my challenge to you: make the time tomorrow to call just 5 residents of homes near one of your office's listings, and tell them you are on a mission to find a great buyer for that house. Ask them if they know anyone who has considered moving into the neighborhood. Then wait and see what happens.
Someone just might answer yes!
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