How Andrew Alderete took 50 listings in a year with weekday morning expired calls

Andrew Alderete00:00

Pick up the phone and start dialing. Like, that’s it. A plus B equals C. You pick up the phones, you set appointments, you make money. That’s how simple it is. Vulcan7, the data has been unbelievable. I’ve had other people mention different servers and not having the same results and that are being consistent as me, but Vulcan has been a intricate part of the way that things are growing right now.

00:19And so that’s really what I would say is just be consistent and pick up the phone and start dialing.

Aaron Wittenstein00:33

What’s going on, everybody? It’s me, it’s Aaron Wittenstein, and I would like to welcome you all to Vulcan7 Roadmap. This is where we interview agents across the country, specifically today in San Antonio, Texas, and in regards to how to take one, two, three, four, five, six, seven, eight, nine, ten, eleven, twelve listings per week.

00:51Or we could just take how many listings per year, Andrew? How many listings?

Andrew Alderete00:54

50.

Aaron Wittenstein00:55

50.

Andrew Alderete00:56

Yeah, that’s not too bad, right?

Aaron Wittenstein00:57

No, that’s pretty good. I think that’s… what are we… I don’t even know. That’s really good, is the best way to put it right there. So what’s the projection for the rest of the year?

Andrew Alderete01:07

Well, the goal now is 75, just to finish up. So that’s what we’re pushing. But the next one, like right next to it, is 63. So, like, statistically, that I came up with 63, one of my coaches. So now the next thing, I need 13 more listings, so.

Aaron Wittenstein01:23

Well, you’re gonna get 13 listings, man.

01:25Yeah, yeah. Come on. That’s nothing. Fifty? That’s like 13 is what, a quarter of that, give or take, something like that?

Andrew Alderete01:30

Yeah, it could be one month, so.

Aaron Wittenstein01:32

Hey, there we go. All right, so let me ask you this then, all right? Fifty listings taken in a year is absolutely nothing to sneeze at whatsoever.

01:38It’s significant. You’ve done very well. You know this. I will give you pats on the back all day long. Okay? What is the one thing that you’re doing that you attribute most to taking those 50 listings this year? And keep in mind right now, just so everybody knows for context, all right, we’re on September 30th, by the way, of 2024.

01:59Yeah. Just for context, okay?

Andrew Alderete02:00

No, yeah, appreciate that. Yeah, so the biggest thing that I would say is gonna be consistency. Just being on the phones every single day. I had one guy tell me that even a monkey can take a listing as long as they’re on the phones every single day, and so that kinda stuck with me.

02:16And so, yeah, that’s literally it. I mean, just being consistent. Even if you don’t know what to say yet, if you’re not fully confident, being consistent, you’re gonna get something.

Aaron Wittenstein02:25

All right, so consistency. All right? What is consistently… Okay. Well, let’s try that word again. What does consistency look like to you?

Andrew Alderete02:35

That’s being on the phones every morning, Monday through Friday. That’s from 7:30 to 10:30, minimum. So don’t really have too much of a goal as far as contacts go, but if I know that I’m gonna get three hours on the phones, it’s gonna work out for me.

Aaron Wittenstein02:50

All right. So you’re hitting the phone for 15 hours a week, okay?

Andrew Alderete02:53

Yes. Minimum.

Aaron Wittenstein02:54

Minimum. What are your expectations for the 15 hours a week? How many… What’s your leading indicator? What’s the one thing that’s most important to you?

Andrew Alderete03:04

To me is appointments set. So right now, I actually been writing down every single day before I get on the phone, two appointments a day, four listings a week, and then right now for the last quarter, I’m looking for another 45 listings.

Aaron Wittenstein03:16

Okay. So one appointment set a day is your goal. Is that correct?

Andrew Alderete03:21

Two appointments set.

Aaron Wittenstein03:21

Two appointments set a day?

Andrew Alderete03:22

Two appointments set a day. Yes. That’s the goal. That’s the goal. Obviously, it doesn’t always happen, but this morning that actually happened, so that’s always good.

Aaron Wittenstein03:27

All right. Well, let’s say that you set five…

03:29Let’s say you don’t do good, okay? You don’t do well, all right? And you set one appointment a day, five appointments set for the week, okay? How many listings would you anticipate taking based on that number?

Andrew Alderete03:42

With five appointments set, I’m gonna take three at least.

Aaron Wittenstein03:45

Can you walk me through that?

Andrew Alderete03:46

Yeah. So in regards to how? Like, what do you mean-

Aaron Wittenstein03:49

Like, for example, what happens to the other two?

Andrew Alderete03:52

The other two, it’s either I didn’t make connection… Actually, I just had a real fresh wound last week, and so that really came down to where I didn’t identify the person that actually made the decisions.

04:06I thought I was talking to him, and sure enough, it was the wife that I didn’t build rapport with. And I think I obviously just completely forgot to include her in a lot of discussions, and I think that’s what actually ended up doing that. So I’m definitely nowhere perfect. I’m still learning, and that was a real good piece of humble pie last week for sure, that we weren’t able to get that one.

04:29That was a big one, too.

Aaron Wittenstein04:31

How long have you been in the business for?

Andrew Alderete04:33

I’ve been a licensed realtor since 2015.

Aaron Wittenstein04:36

So what is that in years? So like nine years?

Andrew Alderete04:38

Like nine years. Yeah.

Aaron Wittenstein04:39

Nine years. Yeah, nine years. No, those are some great numbers, man. That’s definitely something to be proud of.

04:45So what’s your favorite? Are you an expired guy, a FSBO guy, a circle prospecting guy? What do you enjoy the most?

Andrew Alderete04:51

It’s all expireds. Like, literally all expireds. I know I had mentioned being a realtor since 2015, but it’s been all buyers, and I didn’t actually buy Vulcan until October of last year.

05:03So literally, it’s been since October, I’ve actually been practicing the script role-playing, and then this year it’s just been going off the chain. So-

Aaron Wittenstein05:11

Oh, okay. We need to… Sorry, coach, we need to dig more into this then. Okay. All right. So you worked buyers for seven and a half years.

Andrew Alderete05:20

Yes.

05:21And then obviously you get those calls, “Hey, come list me.”

05:23“I know you,” referrals and all that different stuff like that. So I’ve definitely listed property, but not like this. Not with expireds, not with cold calling.

Aaron Wittenstein05:32

What was with the… Now are you mostly seller based now? Is that the goal?

Andrew Alderete05:38

Yes, sir. Yeah. So the coach that I do have, to get where I wanna get to, that’s exactly what I need to do, just because of time.

05:46There’s not enough time to work with 100 buyers, but there definitely is enough time in a year to work with 100 sellers.

Aaron Wittenstein05:54

All right. So walk me through this then, if you would be so kind. Okay. September you’re working with a bunch of buyers, okay? It sounds like you hired a coach in October, which I assume coaching

06:02is something that’s very helpful, right? Walk me through that change from September, October, that shifted your mind from working with buyers to working with sellers.

Andrew Alderete06:13

Yeah. So obviously, it wasn’t as easy as it was obviously last year. I would typically get a phone call all the time, “Hey, Andrew, I know this person, I know this person,” whatever it might be.

06:25And it kind of dried up a little bit. And so I have four kids under five years old. I have a wife, and so I also have investment properties, too. So I’m like, “Hey, I gotta actually do something now. It’s not gonna always come to me.” And obviously hiring the coach actually made me think about it even more so as a business, and not just something that was handed to me, if you will.

06:51And so sure enough, I was like, “Okay, if I’m actually willing to do this, I actually have to get the skills, I have to get the data, and I have to go ahead and do it full time,” if that makes sense.

07:01And so that’s exactly what happened. I just kind of turned it on. And believe me, October was horrible.

07:07November was ridiculous. And then literally not until this year has it just really started paying off, if that makes sense.

Aaron Wittenstein07:16

How many months did it take until you took your first listing?

Andrew Alderete07:21

I would say two months. Yeah, maybe two months, an expired listing. Yes, sir.

Aaron Wittenstein07:26

And how many hours did you call in those two months prior?

Andrew Alderete07:31

I would say it was not as consistent. That’s really the biggest thing. It wasn’t as consistent as I am now, but that’s probably because I wasn’t as confident as I am now. But yeah, I would say maybe an hour a day, maybe an hour a day for maybe three days out of the week or something like that.

Aaron Wittenstein07:51

And so it sounds like December or January is when things just kinda-

Andrew Alderete07:56

It just started flowing. Yeah. It just really started flowing.

Aaron Wittenstein08:00

Okay, so let me ask you this ’cause I can’t remember if we answered it. I’m not sure if we alluded to this yet, but what was that moment that you’re like, “You know what?

08:11Game on.” Like, what happened?

Andrew Alderete08:14

I think it was when I actually spent the time to write out my scripts and actually practice by myself. So basically just in this office saying it out loud, and then when it was to a point where I didn’t have to look at my script anymore

08:32and I was actually having a conversation, that’s when I think I was like, wow, I didn’t actually have to think about this.

08:39It came out. And so that’s where I got even more excited, and I was like, I need to get on the phones even more. And then you get one, you get two, and then you get three. You’re like, okay, yeah, this is it, you know? That’s really what came about it.

Aaron Wittenstein08:52

All right. You know I’m gonna put you on the spot now, right?

Andrew Alderete08:54

Let’s do it.

Aaron Wittenstein08:57

All right, here we go, man. Give me a call. I’ll be an exp-

09:00Do we wanna be a fresh brand-new one for the day? Does that sound good?

Andrew Alderete09:03

Yeah, that’s usually the best one. All right. So, ring, ring.

Aaron Wittenstein09:06

Hello?

Andrew Alderete09:07

Yes, may I speak to Aaron?

Aaron Wittenstein09:08

This is. How can I help you?

Andrew Alderete09:10

Aaron, this is Andrew.

09:11I was just calling about 123 Main Street. I saw it came off the market yesterday, and just curious when you plan on interviewing the right agent for the job of selling it.

Aaron Wittenstein09:18

You’re like the 19th realtor to call me today, so I think I’m gonna hold off for a little bit, yeah.

Andrew Alderete09:25

Aaron, 19 is…

09:26That’s what you said, right?

Aaron Wittenstein09:28

Mm-hmm.

Andrew Alderete09:28

Just imagine this. There’s 13,000 agents in San Antonio. Only 19 of us are actually doing our job today.

Aaron Wittenstein09:35

Okay, that’s great. But do you have a buyer for my house?

Andrew Alderete09:39

Oh, no, I don’t have a buyer. I won’t tell you that. But what I will say is that I would love the opportunity to interview for the job, show you exactly what we’re doing to actually sell property in this current market.

09:49Worst case scenario, Aaron, now you have another strong agent’s opinion about why your property didn’t sell, what we’re gonna do to sell your property, and then most importantly, what you’re actually gonna make and how long that’s gonna take. How does that sound, Aaron?

Aaron Wittenstein10:01

Oh, I mean, let me ask you this. So did you show it when it was up for sale, or…

Andrew Alderete10:08

Great question, Aaron, and honestly, I didn’t even know it was for sale, and I mean that with all due respect, but there’s so many houses for sale.

10:15When people hire me to sell their property, that’s all I do is focus on that. And the only reason I even know that your home came off the market was because my assistant put it in front of my desk because it’s in the zip code that I want to sell property in, and that’s why I would love the opportunity to earn your business and show you how we’re actually getting property sold.

10:33Got it. So I have today at 3:00, or would 5:00 work better for you, Aaron?

Aaron Wittenstein10:37

Well, I mean, that all sounds well and good here, okay? But keep in mind that the agent that we had before, it was my mechanic, okay? And I have a very good relationship with my mechanic. And I really think I’m gonna relist with Larry again, so.

Andrew Alderete10:51

Well, good, Aaron, and I appreciate you sharing that. You know, it’s just really rare for someone with such a great home in the great location that you’re in to relist with the same agent after spending four, I think, what, five months on the market?

Aaron Wittenstein11:04

Mm-hmm.

Andrew Alderete11:04

Now, let me ask you, how important is it for you to actually sell this property?

Aaron Wittenstein11:08

Well, I mean, no, we definitely wanna get it sold, you know what I mean? And it’s a shame that it didn’t sell already. But I mean, what would you do differently than every other agent out there?

Andrew Alderete11:16

That’s a great question, Aaron, and that’s why I’d love to meet with you so I can show you in detail.

11:21Because as of right now, I’m just a voice over the phone. But let me show you the facts, let me show you the data and show you how we’re actually getting properties like yours sold in this current market in about 30, 45 days. And let me ask you, Aaron, do you even have another home to go to? I mean, if we sold it that quickly, are we gonna leave you homeless?

Aaron Wittenstein11:38

No, no, no, no. We have a home somewhere not in the state.

Andrew Alderete11:43

Oh, wow, okay. Gotcha. So literally to get there, you just need to sell the property, right?

Aaron Wittenstein11:47

Exactly. Exactly. Exactly.

Andrew Alderete11:48

Gotcha. And so if we’re able to do this here in 30, 45 days, is that gonna cause an issue for you?

Aaron Wittenstein11:54

No, but how much do you charge?

Andrew Alderete11:56

Great question, Aaron. Again, that’s really what it’s gonna come down to when I see your property, because I need to know what I’m actually getting myself into. And I will be straightforward with you, Aaron. I don’t take every listing. I need to see exactly the condition of the property, identify why it didn’t sell, and then give you a strategic plan as to what we’re gonna do to sell the property.

12:14And our commission is flexible, so I don’t actually have a copy/paste for each home. You would agree every home, every location, every price point is different, right, Aaron?

Aaron Wittenstein12:24

Oh, yeah. Definitely. Definitely.

Andrew Alderete12:26

Awesome. Well, good. So I have a 3:00, or would a 5:00 work better for you, Aaron?

Aaron Wittenstein12:29

I can do 4:00.

Andrew Alderete12:30

Awesome, let’s do 4:00.

12:32It should only take about 15 to 25 minutes. Is that okay?

Aaron Wittenstein12:34

Sounds fair.

Andrew Alderete12:35

Awesome. And are you the only decision-maker, Aaron?

Aaron Wittenstein12:38

No, my wife, she’ll be there.

Andrew Alderete12:41

Awesome. Perfect. Couple other questions before I let you go, and we can meet today at 4:00 with you and your wife. Do you own this house outright, or do you have a balance on it?

Aaron Wittenstein12:50

We owe $300.

Andrew Alderete12:53

$300, okay. You’re almost there. Awesome, great. And as far as pricing goes, when we go back on the market, what price were you thinking about going back on?

Aaron Wittenstein12:59

We’ll talk about that when you come over.

Andrew Alderete13:01

Totally get it, and I’m just trying to gauge your expectations. And for example, the reason why I’m asking, Aaron, is because I had another client said the same thing, and then he said, “Hey, you know what?

13:10We want $3 million.” And I knew right off the bat that thing would only sell for a million dollars. That’s an appointment that I do not wanna go onto, and I don’t wanna waste your time. So Aaron, what price were you thinking about going back on the market?

Aaron Wittenstein13:21

Yeah. I have to talk with my wife.

Andrew Alderete13:23

Perfect. We’ll put the research together, and we’ll come together as a team to figure out the best price to actually get it sold this time.

13:29And last question, Aaron, most important question, what is important to you when hiring the next agent for the job of selling it?

Aaron Wittenstein13:36

To get me as much money as possible.

Andrew Alderete13:38

Perfect. I’m the guy. We’ll see you today at 4:00. Thank you very much.

Aaron Wittenstein13:41

That’s good. You’re so happy. I love it. You’re so happy.

13:46And it’s just that, that radiates through, you know what I mean?

Andrew Alderete13:50

I appreciate that. Thank you so much.

Aaron Wittenstein13:51

I mean, you’re ear to ear, man, you know? Which is-

Andrew Alderete13:55

It’s exciting, man. It is. It’s been fun.

Aaron Wittenstein13:57

Yeah. And it’s just nice to see, and you can feel it in your voice when you’re talking to people, okay?

14:02Cool, cool. At least that’s from my experience. And I thought, like I said, what was nice is you had an answer for everything that I had to say. And it wasn’t a answer. It was an answer, right? And so no, that was a very, very good job. Now how often do you role-play on a regular basis?

Andrew Alderete14:19

Every day. Yeah. So 6:00… I have a role-play group at 6:00 in the morning, and we go from 6:00 to 7:00. And then I have a couple people that just jump on right before I get on the phones, right at 7:30 or 7:45.

Aaron Wittenstein14:30

So let me… So you’re role-playing every day. You’re on the phones every day. You’re doing everything you need to do.

14:36And people wonder, “How do I take 50 listings in a year?”

Andrew Alderete14:40

Boom. Boom.

Aaron Wittenstein14:41

It’s right there. That’s the… And you said you have four children under five?

Andrew Alderete14:47

Four children under five. I have the greatest wife ever that takes care of them, you know. And so we actually have the, what is it called?

14:55The Vulcan stop sign right in front here, so that they already know, hey, when dad’s in there, he’s working. And our goal is always to go to Hawaii every year, so they know, hey, dad needs a contract so we can go to Hawaii. That’s it.

Aaron Wittenstein15:10

And you work from home?

Andrew Alderete15:13

From home, yeah.

Aaron Wittenstein15:14

Oh, man, that’s amazing. Okay. I don’t know how you do it. I got three kids, and I cannot work from home. That’s my wife.

Andrew Alderete15:20

I get no credit for that.

Aaron Wittenstein15:21

Oh, you’re a smart man. Andrew’s wife, you better watch this over here, okay? And I’m sure he tells you every single day. All right? So, all right. So, with that, with all the…

15:30You got a lot. I mean, it sounds you have a lot on your plate, you know what I mean, is the best way to put it. Okay? So I understand your wife does a lot, but I’m assuming you do a lot as well yourself. So how do you manage it? Like, what’s your key? Because a lot of people have children in real estate.

15:44Like, how do you manage it all?

Andrew Alderete15:46

Schedule. Schedule, schedule, schedule. That’s the biggest thing. Every hour needs to be accounted for, and basically stick to the schedule. And so my son knows after this meeting right now we’re gonna go outside and gonna go play a little bit of baseball, and then I gotta eat some lunch, and then we have two appointments later on today.

16:05So that’s just really managing our time and being accountable when we’re not meeting those time requirements. That’s really helped out the scheduling.

Aaron Wittenstein16:15

Do you have one of those color-coordinated calendars?

Andrew Alderete16:19

No, I have a huge desk calendar right here ’cause I’m, like, really old school.

16:24But my assistant now is putting everything color coordinated in the calendar. So I’m starting to learn to look at that actually.

Aaron Wittenstein16:34

That’s amazing. And see, what I love, too, what you said was, is you get the children involved, right?

16:40Like, I do that with my kids.

16:41They know what they want, and it’s like every time Daddy does this, we get closer to this. So I think getting your children involved, and I would assume your oldest is five, right?

Andrew Alderete16:52

Yes.

Aaron Wittenstein16:52

So he’s… Who’s your best accountability partner, just out of curiosity?

Andrew Alderete16:56

Best accountability partner, I would say actually it’s gonna be him and then also the daughter right underneath. She knows whenever I’m on the phone too, she’s like, “That’s another contract. Get it, Dad. Get it.” You know? So it’s just really exciting to see, but that is a very strong point that I was taught, was that I need to get my wife, my kids involved so that we all understand the reasons why I have to work, so that we can enjoy something later on.

17:23So that has been super helpful.

Aaron Wittenstein17:26

So let me ask you this: so you got the kids, okay? And you want the kids to buy into the process, right? Like, what does that conversation look like with your five-year-old?

Andrew Alderete17:36

Sure. Yeah. So, well, like I said, for the last four years, we’ve been able to go to Hawaii.

17:40We really love Hawaii. I feel like that’s gonna be my next home. And so they’ve all experienced Hawaii already, my parents, my family, and everything like that. So that’s really kind of what we’ve told them, is that as long as I can get my 11 months of work in, we can spend a month in Hawaii, no problem.

17:59So that’s not going to the beach during the summer, that’s not going to this or that during work time. But just really our goal is if daddy can get to work, if you can leave daddy alone until 12, we can get to Hawaii for Christmas and New Year’s.

Aaron Wittenstein18:16

Oh, that’s amazing, man. No, that’s great. And like I said, just having the family, the whole part of it, especially with such a young family, to get them to buy in now with this age, you have the greatest accountability partner you will ever have in your entire life. This goes for everybody that’s listening to me.

18:31Get the family involved. Get them to buy in. And like I said, yeah, I think that’s super important. Okay. So let me ask you this, my friend. So someone walks across your desk, all right? And they knock on your door, do something like that, and they’re like, “Andrew, I’m a brand new agent.

18:49What is the one piece of advice that you could give me that would bring my business to the next level?”

Andrew Alderete18:54

That’s a great question. And what I would say is, I would actually ask them, “Do you want to be a pro or do you wanna be an amateur?” And then obviously everybody wants to say, yeah, they wanna be a pro.

19:07And I was like, “Okay, pros practice until they can’t get it wrong. Amateurs practice till they can get it right.” And that would-

Aaron Wittenstein19:15

Repeat that. Repeat that.

Andrew Alderete19:16

Yeah. I said, “Pros practice until they can’t get it wrong, and amateurs practice until they can get it right.” So I think that is a loaded statement right there, but literally that’s exactly what I would tell anybody that’s interested in coming and becoming a new agent is, “If you’re not willing to practice, especially for the amount of money that we make, if you’re not willing to practice and be a professional, you’re gonna be gone within 12 months,” especially in this market.

Aaron Wittenstein19:42

I love that line. I absolutely love that line. That’s really, really good. All right, so let’s tie this up in a nice little bow here. We’ve jam-packed a ton of information into a very short… I don’t wanna leave everybody with their mind totally blown, just partially blown here, okay?

19:58So wrap this up in a pretty package. What is your final words for Vulcan7 Nation?

Andrew Alderete20:06

Final words is pick up the phone and start dialing. Like, that’s it. A plus B equals C. You pick up the phones, you set appointments, you make money. That’s how simple it is. Vulcan7, the data has been unbelievable.

20:20I’ve had other people mention different servers and not having the same results and that are being consistent as me, but Vulcan has been a intricate part of the way that things are growing right now. And so that’s really what I would say is just be consistent and pick up the phone and start dialing.

Aaron Wittenstein20:39

All right, my friend, let’s say somebody has a referral, okay, for San Antonio, Texas. How does one get in touch with you and pass along that referral your way?

Andrew Alderete20:48

Yeah. So 210-551-2316, that’s my personal phone number. And so I would love any referrals here in San Antonio or the surrounding areas. San Antonio is growing so fast, and it’s just been exciting to be a part of, so I’d love that if anybody had anybody in San Antonio.

Aaron Wittenstein21:08

Beautiful. All right, brother, I wanna say I learned a lot today. Thank you very much. Hang on a little bit after. And otherwise, Vulcan7 Nation, I just wanna say, Andrew, thank you so much for being here. Everybody, do me a favor. Go make some money, and don’t forget to what? Trust the process. Y’all take care of yourself.

21:22Be well, okay?