Question 1

Should you leave a voicemail on the first call?

Accepted Answer

Engler does not. Her view is that agents all sound the same and any message, however vague, gives away who is calling. She tries again later the same day, and only considers a message after the second or third attempt.

Question 2

How do you prepare before prospecting?

Accepted Answer

Her team is up at 6:00 or 6:30 to go through the data first: who they want to speak with, why, and what they know about the property. Only once that is organised do they start running the list.

Question 3

How is a FSBO different from an expired?

Accepted Answer

An expired seller has already decided at some point that working with an agent could be a good thing. A for sale by owner may never have used one. Engler plans two to three months to convert a FSBO, against a much shorter path on an expired.

Question 4

When do most agents lose the listing?

Accepted Answer

After the third or fourth attempt. Engler’s point is that this is the moment the seller is almost there, so all the earlier work is wasted by stopping. She follows the initial call with a preview appointment and then something personal.

Question 5

How do you compete with the biggest agents in your market?

Accepted Answer

Engler does not pretend to match them on size. She tells sellers she is up at six, that this is her livelihood, and asks only for the chance to lay it out in person so they can decide. Her argument is that a genuine personality is itself the differentiator.