Question 1

How do you front load the real estate year?

Accepted Answer

Kari Kohler starts in November. She made heavy volumes of calls through November and December so that January began strong, having been burned by slow starts in the past. She also plans to keep going through May, June and July rather than stopping once the business arrives.

Question 2

How do you stay accountable to prospecting every day?

Accepted Answer

Kohler is on a daily Google Hangout with other agents who are, in her words, animals on the phone. She listens to them prospect as though they were in the same room. She adds a mastermind call on Tuesdays and a coaching call on Wednesdays, so someone is always riding her.

Question 3

What should you listen to before prospecting?

Accepted Answer

Kohler plays motivational speakers for the hour she spends getting ready and getting the family sorted, then another fifteen minutes in the car. She names Les Brown, because he makes her laugh, and Grant Cardone, because the message is simple enough to set her on the right track.

Question 4

Should you watch the news before making calls?

Accepted Answer

Kohler does not. She keeps no television on the first two floors of her house, so the news is not part of the morning at all. That hour goes to motivational audio instead, which she credits with the positivity she carries into the calls.

Question 5

When should you schedule listing appointments?

Accepted Answer

Kohler keeps appointments to late afternoon or early evening, which protects the morning for role play and prospecting. The pattern lets her run the same routine every day regardless of what the appointment calendar looks like.