How Benjamin Bondarevsky gets a lead a day from 100 circle prospecting calls

Benjamin Bondarevsky00:00

Pick up the phone and get uncomfortable. Because until you’re comfortable being uncomfortable, and I think phones is the first thing that breeds that, your listing appointments are gonna be hard, your negotiations are gonna be hard, everything’s gonna be difficult. Do the hardest part of our business, which is talking to people and making a connection and getting somebody to earn the business, and then everything else is easy.

00:26Because you could free fall through a negotiation, through an inspection, through an appraisal. Somebody will help you. But finding that business is something that nobody can help you with. You have to do that on your own.

Aaron Wittenstein00:47

What’s going on, everybody? It’s me, it’s Aaron Wittenstein, and I wanna welcome you to Vulcan 7 Roadmap. This is where we teach you, from agents across the country, how to take an additional two, three, four, 563,000,336 listings a week. All right? And we’ve got here today an agent from Palm Beach, West Palm Beach, one of those two beaches over there.

01:19His name is Benjamin Bondarevsky. Benjamin, how you doing today?

Benjamin Bondarevsky01:21

I’m loving it. We’re at all the beaches. If there’s a beach, we’re there.

Aaron Wittenstein01:25

I’ll be coming to hang out with you, if that’s okay. I gotta make sure I got plenty of sunscreen on the top of the head over there, but we’ll be good to go.

01:33So how’s it going, man? You keeping busy? Life good? What’s going on?

Benjamin Bondarevsky01:37

Life is great. It’s a great start to the year. Keeping busy, trying to get even busier, and just living life and enjoying this awesome ride that we get to do.

Aaron Wittenstein01:47

So I like your little moniker. Okay? But it’s a great word, moniker.

01:51Everybody trying to use that in a sentence today, okay? The unscripted scripter.

Benjamin Bondarevsky01:57

Yeah.

Aaron Wittenstein01:58

I think that’s phenomenal, because you focus a lot of your business on circle prospecting, circle dialing. Is that correct?

Benjamin Bondarevsky02:03

Yeah. I’d say 95% of my focus is purely on circle dialing.

Aaron Wittenstein02:07

And so what happens with that, ’cause it’s the epitome of a cold call.

02:11Like, people have no clue. You call an expired, they kinda have an idea why you’re calling. A FSBO, they kinda have an idea why you’re calling. This one, it’s just kinda calling out of the blue, right?

02:21And you know, the thing is with that, is it’s building that relationship, right?

Benjamin Bondarevsky02:27

I think it’s the truest way of introducing yourself, to basically dictate the conversation whichever way you wanna drive it.

02:35You’re building relationship, you’re making friends, you’re establishing yourself as a realtor where you could be most advantageous to consumers.

Aaron Wittenstein02:46

So, like I said, when you do the circle dialing, okay, I know conversion rates are kinda hit or miss.

02:53Are you a numbers guy at all, or no?

Benjamin Bondarevsky02:55

Oh, I am numbers. I am analytical as can be. And the conversion rates, once I tell you, like, you won’t even believe them.

Aaron Wittenstein03:03

Well, please tell me.

Benjamin Bondarevsky03:05

So I keep it very simple. I kind of got taught the business by one of my best friends and mentors, he’s actually been on Roadmap, his name’s Dan DeMott.

03:16I worked with him for many years when I first got my license, and we looked at it very simple, and I carry that completely to today, of have an attainable goal and be very simple with it. So I don’t go in expecting a result. I go in with, “I need to make 100 calls a day.” Very simple, very attainable goal.

03:34And funny enough, not looking at the result, the result has stayed consistent from the beginning to today, which from the beginning we’ll say is four years now. I’ll make 100 calls. I’ll talk to anywhere between 10 to 15 people, depending on how good the day is, and I’ll walk away every single day with at least plus one lead.

03:53And what I mean by that is, it’s not like, “Hey, Benjamin, here’s my email. Email me once a quarter.” It’s like, “Hey, Benjamin, we have a purpose to talk tomorrow about something in real estate.”

Aaron Wittenstein04:06

So, and then, if you had to guess, how many days a week are you prospecting right now?

Benjamin Bondarevsky04:13

I’ve actually dialed back. I was doing Monday through Friday. Fridays now I’m kinda treating as, like, an in-house cleanup day where I look at all my numbers and all my leads. So truly right now, like, Monday through Thursday.

Aaron Wittenstein04:26

So what would you say, like, you’re dialing what, like, 200 days out of the year, something like that, probably?

04:32Maybe more, maybe less.

Benjamin Bondarevsky04:33

It’d end up somewhere around there. Like, four times… no, four times 52, what would that be? I’m horrible at math.

Aaron Wittenstein04:42

I’m not taking out the calculator.

Benjamin Bondarevsky04:43

Well, I got it in the background. I’m, like, about to pull out a calc… That’s 208 days.

04:47There you go. 208 days.

Aaron Wittenstein04:49

I was almost right. My guesstimation was almost right. So-

Benjamin Bondarevsky04:52

You were right there.

Aaron Wittenstein04:53

There we go. So let’s round it up to 210 days, ’cause it’s just a nice round number to work with, okay? And you’re adding one quality person at minimum per day. Is that correct?

Benjamin Bondarevsky05:03

Yeah.

Aaron Wittenstein05:03

Okay. So you’re adding 210 people, let’s just say, every year to your database, right?

Benjamin Bondarevsky05:10

Yeah.

Aaron Wittenstein05:10

And then out of that, what percentage of people… I have a number in my mind, but I wanna hear, you know, you’re the guy doing it. Out of the 210, what percentage of people do you feel will transact at some point within a year period of time?

Benjamin Bondarevsky05:22

I’d say in the year period, right, you’re probably looking at, like, one out of every 10 leads.

05:28Somewhere around there. And that part… If you asked me that question two years ago, the pride in me would say, you know, the better closer you are, the better you’re gonna do. But reality, you can only control the effort, you can’t control the result. It’s really up in the wind.

05:46I’d say 1 to 10 is a safe number to bet on. It’s what I bet on my business to basically build my life and know what income I have coming in. But, you know, if it’s more, great. If it’s less, make more calls. But it usually isn’t less than 1 out of 10 will convert into business.

Aaron Wittenstein06:05

Because what I find very interesting is, by calling four hours a day…

06:09I’m sorry, four days a week, two to three hours a day, you’re getting 21 transactions from… And that’s on top of your database and your social media and everything else that you’re doing. That’s a ridic-

Benjamin Bondarevsky06:22

Yeah, before follow-ups, before text message blasts, emails, mailers, whatever. That’s just the sweat equity work, which, in my personal opinion, I don’t care if you’re a new agent or seasoned agent, you gotta pick up the phone every single day.

Aaron Wittenstein06:35

I just find it great. I mean, and when you break it down that simple, 21 transactions times 10 grand on the low end is $210,000 a year. You’re in Palm Beach or West Palm Beach or one of the beaches, as we’ve established.

Benjamin Bondarevsky06:48

It could be a little bit better sometimes.

Aaron Wittenstein06:50

Exactly. Which is just amazing.

06:52And what I’d be curious to hear, since you call yourself the unscripted scripter, okay?

06:57Would you honor me with a role play? Would that be something you’d be open to?

Benjamin Bondarevsky07:02

Yeah, of course. So there’s literally only one part of my script that is scripted, and that’s my intro.

07:08So basically, from my name to telling you the action that goes into the rest of the call is the only part that’s scripted. So let’s just run it free. Hey, good afternoon. May I speak with Aaron?

Aaron Wittenstein07:20

This is. How can I help you?

Benjamin Bondarevsky07:21

Hey, Aaron. Benjamin here with LPT Realty. How you doing?

Aaron Wittenstein07:24

I’m good. How are you?

Benjamin Bondarevsky07:25

I’m excellent.

07:26Listen, I don’t wanna take up too much of your time. Reason I’m giving you a call, Aaron, I just closed a property in your neighborhood over on E Street. It’s the new highest sale, and I wanna share how that’s gonna affect the value of your property. You got a minute for me?

Aaron Wittenstein07:39

Sure. Yeah. The ranch one, right?

Benjamin Bondarevsky07:43

Yeah, yeah. So we sold one, I’m sure you’re familiar with the area, over on E Street. If I’m looking at the map right, it’s, like, two blocks away from you. You know the street I’m talking about?

Aaron Wittenstein07:51

Yes, I do. Yes, I do.

Benjamin Bondarevsky07:53

Great. So, I had one of my clients hire me to sell that property. We got it out in front of everybody.

07:59Only made it about 15 days on market. I had about 52 showings on that one, and it just closed for $420,000. It’s the new highest sale for this type of property. Just calling the neighbors, see if anybody has questions about the market or curious of value, or anything real estate-wise that me, as a professional, I might be able to help you out with.

Aaron Wittenstein08:19

Um, you know, I don’t think we really need anything right now. You know, like I said, I’m always curious to see what’s going on in the neighborhood, you know?

08:26But yeah, no, I think we’re pretty good for right now though. Thank you.

Benjamin Bondarevsky08:31

Yeah. Listen, I completely understand.

08:32Hey, while I got you on the line, Aaron, can I ask you, we do a free, no obligation market evaluation. It basically just shows you what’s selling in your neighborhood, what it looks like, just so you have that idea in your back pocket of, “Hey, my house looks like this, and it could be worth this.” I find it super useful for homeowners to know the value of their asset.

08:52Is that something you’d want emailed over to you?

Aaron Wittenstein08:54

Yeah. That’s… Sure. That’s fine. I mean, I don’t wanna waste your time and we’re not really looking to do much, but, you know-

Benjamin Bondarevsky09:01

No, listen, it’s not a waste of time at all. It’s actually my job, and I’m more than happy. You know, a lot of agents only care about getting listings, trying to sell your house.

09:11I wanna provide you value, and you tell me where that is. What’s the email that you’re actually gonna pay attention to, Aaron?

Aaron Wittenstein09:17

Uh, Benjamin@bondarevsky.aaron.org. I just wanna make sure I can pronounce your name right the second time.

Benjamin Bondarevsky09:22

Yeah. So listen, we’re gonna send that over to you, Aaron. I do wanna have a brief conversation with you afterwards, just to check if you have any questions.

09:29You want me to call back tomorrow or the day after?

Aaron Wittenstein09:33

I’m around whenever.

Benjamin Bondarevsky09:34

Morning or afternoon, what’s better for you? I don’t wanna bother you too much.

Aaron Wittenstein09:37

Eh, morning sounds fine.

Benjamin Bondarevsky09:38

Perfect. I’ll put you in my calendar for 10:30 tomorrow. I’ll give you a buzz. And hey, when you get that email, if you have questions, call me, text me, send a messenger pigeon, smoke signal, whatever you need.

09:48I’m always available.

Aaron Wittenstein09:49

Thank you very much.

Benjamin Bondarevsky09:50

Of course. That’s how almost every one of those conversations goes, other than the people that actually want to sell, and then those convert in like crazy.

Aaron Wittenstein10:00

You have a heck of a phone voice too. You come off very, very well over the phone.

Benjamin Bondarevsky10:04

And it’s hilarious, ’cause I’m sitting down right now.

10:06I’m 130 pounds, about five, five and a half. Over the phone, I sound like I’m six-two, 200, cut up. Like, I’m a small guy, but I have a big voice.

Aaron Wittenstein10:17

You really do. No, it carries very nicely. I mean, your tonality’s great. Your pacing and your spacing is very good. It’s nice to listen to you speak.

10:24I see part of the reason why people will gravitate to you over the phone. So, all right, so let me ask you this then. So you’ve got me on the phone, you got my information. I’ve allowed you to, one, call me back, and two, send me out some information. What does the rest of your process look like?

Benjamin Bondarevsky10:39

Yeah, it’s actually very simple. So it’s a hard concept to grasp for a lot of people. I absolutely hate interested leads. Let me explain why. I have had the lowest amount of conversion rate on people that say, “Hey, I want to sell my house,” and you go into it and then something’s weird about it. But having that opening conversation of, listen, almost everybody who actually wants to sell will tell you, “I don’t wanna do anything right now.”

11:06And then when you go soft with, “Hey, let me get you the value. Let me follow up with you.” So we got to that point, you have an appointment with me at 10:30. I’m gonna get off the phone with you. I’m gonna write an email. I’m gonna pull a CMA for you. I’m gonna do it very simple. I’m not gonna tell you the number for your house.

11:24I’m not gonna send you a 20-page report that’s gonna have you scratching your head. I’m gonna go in the MLS. I’m gonna pull an interactive view that looks like Zillow, so it’s very convenient for consumers, and it’s gonna be something simple. “Hey, Aaron, thanks for talking on the phone today. Here’s some of the recent sales for you to preview.

11:39I’ll give you my opinion of pricing tomorrow over the phone. If you have any questions, please give me a call or text me.” Then tomorrow we jump on the phone, “Hey, Aaron, so how does your house compare to these houses?” And you tell me, “Well, I got the nicest kitchen and I got-“

Aaron Wittenstein11:53

Let’s walk…

11:54Let’s walk through this follow-up. I, I-

Benjamin Bondarevsky11:56

Let’s do it. Yeah.

Aaron Wittenstein11:57

Yeah, let’s walk through this. I’d like to do that.

Benjamin Bondarevsky12:00

So, you know, hey Aaron, Benjamin, how you doing?

Aaron Wittenstein12:03

Oh, good, Benjamin. How you doing? Thank you for the information. I appreciate it.

Benjamin Bondarevsky12:06

Of course. That was actually gonna be my first question. Did you get a chance to look over my email?

Aaron Wittenstein12:10

I did, yeah. I mean, but, you know, there’s really no price or anything on it.

Benjamin Bondarevsky12:15

Yeah. So listen, that’s exactly why I like to have this call. You know, I’ve never seen your house, so I can’t tell you 100%, “Hey, I think it’s worth this.” But that being said, did you get a chance to look through the houses that I sent you?

Aaron Wittenstein12:27

I did, yes. I looked through all 343 of them.

Benjamin Bondarevsky12:30

And which ones, if you don’t mind me asking, how’d you feel? Did they look like your house, better than your house, worse than your house? What’s your thoughts?

Aaron Wittenstein12:39

I think we’re in the middle, you know what I mean? I think we’re a little above middle. I would say 6.5 to 7 out of 10.

Benjamin Bondarevsky12:45

Okay, perfect. So that being said, you know, on the low-end spectrum, like I said, I haven’t walked in your house, so if you did nothing to your house at all and you wanna bring it to market, you’re towards somewhere about around 370, 380-ish. The one that we sold, you saw, was almost completely upgraded, went for 420. So I’d say if you have the Taj Mahal of houses in your neighborhood, you’re somewhere in that four and a quarter to 450 range, depending on all that.

13:11But if you don’t mind me asking, I’d like to ask you a direct question, Aaron. What are your plans for the near future with your home?

Aaron Wittenstein13:18

You know, we’re gonna sit tight. My kid graduates from high school in, like, three years, and then at that point we may wanna downsize when he goes off to school, but we haven’t really made a firm decision on that yet.

Benjamin Bondarevsky13:28

Yeah, of course. And where does your kid go to school?

Aaron Wittenstein13:31

Um, he’s going to USC.

Benjamin Bondarevsky13:35

Oh, awesome. So college?

Aaron Wittenstein13:37

Yes.

Benjamin Bondarevsky13:37

Awesome. Are they gonna be staying at home, or are they gonna spread their wings anytime soon?

Aaron Wittenstein13:43

Spreading their wings to California.

Benjamin Bondarevsky13:45

Oh, man, when’s that supposed to be? Is that gonna be in that three years, or is that soon?

Aaron Wittenstein13:48

Yeah, like I said-

13:48in three years is when they’re gonna be doing that, so.

Benjamin Bondarevsky13:51

Oh, awesome. Well, listen, what I’d like to do for you, Aaron, you know, as much as I love selling houses, I like being useful to people more than anything.

Aaron Wittenstein13:58

Good line.

Benjamin Bondarevsky13:59

I’d like to stay in touch with you-

Aaron Wittenstein14:01

Can you repeat, can you repeat the line you just…

14:03I think that was a very good line.

Benjamin Bondarevsky14:05

As much as I love selling houses, I like being useful to people.

Aaron Wittenstein14:09

Good line.

Benjamin Bondarevsky14:10

So, you know, what I could do for you, as long as it’s not gonna be annoying, I have a monthly email that comes out that’ll keep you current with those values. So as it sends out, a couple other things: my recommended vendors list, and you’ll get a couple pieces of local news that we send out that we think is valuable to our clients.

14:28And what I’d do is, the only thing I’d ask you is, if you have any friends or family that are looking to do anything, I’d love the opportunity to see if I can help them. And, you know, when that three years does come, I’d love the opportunity to interview for the job.

Aaron Wittenstein14:40

Sure. Fair enough. Yeah, that sounds fine to me.

Benjamin Bondarevsky14:43

Perfect. And Aaron, just so you tell me, what’s the best way to keep in touch with you? Is it over email? Is it over text? Is it over calls? What’s the best way to reach you?

Aaron Wittenstein14:51

Um, call is… You can call me. It’s fine.

Benjamin Bondarevsky14:53

Perfect. So listen, I’ll stay in touch with you. I’m gonna text you right now. This is your cell, right?

Aaron Wittenstein14:58

Yes.

Benjamin Bondarevsky14:59

I’m gonna text you my business card right now, so you can lock in my phone number. That way you don’t forget when I give you a call. And here’s one more thing. First generation from immigrant parents, they gave me a very American name. I want you to lock me in as Benjamin Franklin in your phone. So anytime you think about me and real estate, I want you to think about the Benjamin Franklins you’re gonna make.

15:19I swear to God, that’s one of my lines.

Aaron Wittenstein15:22

I–

Benjamin Bondarevsky15:22

It works incredibly. And I can literally whip out my ID right now. So, complete tangent, I have two Ukrainian parents. They come to America and they’re like, “All right, Benjamin, great name.” My super Ukrainian last name. They’re like, “How do we make the whole ensemble come together?” Benjamin Franklin Bondarevsky.

15:42Go figure.

Aaron Wittenstein15:42

That’s great. I was not expecting you to say that whatsoever.

Benjamin Bondarevsky15:45

Oh, nobody does. Nobody does. My favorite one is when I whip that out on investor clients, like somebody looking to buy something. I’m like, “I want you to lock that in, and here’s how you’re gonna write my name, Aaron.

15:56Are you ready? So, Benjamin Franklin dollar sign. I want you to think of money when I’m calling you, so that way you pick up the phone for me, okay?” I swear to God, that’s how I talk to my investors. And what do you think? They pick up the phone every time I call them.

Aaron Wittenstein16:12

Just ama- oh man, that’s…

16:14So I mean, here’s what I’ll say, is that I think you’re more scripted than you think you are, ’cause I mean, I think you got the lines that you use that work very well for you. But-

Benjamin Bondarevsky16:29

So it’s more process, and it’s more, I’m myself. So as much as it sounds scripted, I swear to God, like, if me and you went out on a Saturday and we’re just having normal conversation, I talk like this in my normal conversations.

16:44I think about what I’m saying, how I say it, how does it get delivered. I absolutely love speaking, so I really do think about how I talk.

16:53But I try to keep it natural. So I try to keep the simplest box of conversation and then just ping pong off of it, based on what am I getting back from the person talking to me.

Aaron Wittenstein17:04

No, like I said, it’s very challenging to build a rapport over the phone. It’s easier to do belly to belly, you get in the door, but this is a different animal right here. And I just find you’re a natural talker, and it’s not a smooth talker, you’re just a natural talker where you’re going to connect with people.

17:24Now, is that something… I’m gonna venture to guess it’s natural, yet, like, due to practice. Like, do you practice often, or what does that look like?

Benjamin Bondarevsky17:33

So it’s funny. Since I got into real estate, the practice has dropped off, like, almost completely after I kind of got into my rhythm.

17:40I’d say that and… The way I’m going to say this is gonna sound worse than it actually is. I’m gonna say that I got brutalized by my first sales job, and it kind of put me in, like, nothing can happen in real estate that I’ve never heard, never seen, or experienced, or nobody could say anything to me that’s gonna throw me off.

18:00My first real job outside of high school, I went into the car business. I was in the car business for, like, a year and a half. I gravitated towards the internet department, which, think about the last time you were buying a car. You don’t care what the guy has to say. His deals are probably BS. You’re just like, “Simple, dude.

18:18I want the white black, this car. Give me the number. If it’s not what I wanna hear, I’m not gonna show up. I’m not coming to test drive anything.” So when you’re used to a business where everything getting thrown at you is negative, it’s impossible to lose in a business like ours, because you’re just playing a numbers game.

18:33Somebody’s gonna wanna do something, and I’m just trying to find that one person that wants to do something. So I’m going into everything like, as if I’m going into a boxing match with Mike Tyson. Like, I know I’m gonna get beat up. I know somebody’s gonna throw fast punches, and I just gotta be ready to roll with it.

Aaron Wittenstein18:49

No, and like I said, it’s good, and you’re very natural and comfortable, you know? And that’s good. So I mean, like, I would assume you have the system in place. So let me ask you, what’s the next step of your system that you use once you’ve actually established that they’re allowing you to reconnect with them down the road?

19:11What does that look like?

Benjamin Bondarevsky19:13

Yeah. So my process in general is super simple. I make my dials 9:00 to 11:00. From 9:00 to 11:00, I’m on a specific list, just running that one track of, “Hey, here’s what’s going on.” From 11:00 to, like, 12:00 is when I’m doing all my evaluations. So I’ll jump on the MLS, very simple. MLS on one window, property appraiser on the other. What do I have?

19:37What is the MLS showing me that’s similar? I pull those exact things. I comp out very, very particularly. I do it like I got taught when I got into the wholesale business. And I’ll tell you this, I’ve missed maybe two appraisals, three appraisals in my whole career. Very simple. How many bedrooms?

19:56Square foot? That’s exactly what I send the client. You know, they’re gonna roll off of emotion. I keep it very simple, so that it leads me to have that emotional conversation with them. I don’t put a number in the email, because I wanna work that conversation with the seller, because I don’t know what’s going on in that house.

20:14There could be something that could completely sway the value. And I’ll shoot myself in the foot if I go, “Okay, I sold the highest sale house. Your house is only worth 420,000.” And I don’t know that this guy has impact windows and a steel roof and a pool that’s not on property appraiser. And I’m like, now I sent the guy the number.

20:32He’s never gonna pick up the phone to me, because he thinks I don’t know what I’m doing.

20:37I’d rather leave that ball of, “Hey, we’re gonna do this together.” From there, it’s super simple. You ask that question of, what do you want to do? And this is the car sales coming out completely. So you walk in, you pick the car that you want.

20:54I’m coming to you with numbers. I give you that number. I tell you it’s gonna be $400 a month, and I shut up. The same thing. We talked about value, and I go, “Hey, Aaron, so that being said, what are your plans for your property?” And then I shut up and I let you talk, and I listen to everything you say, and I work off of that.

21:10And that’s exactly why I told you I’m scared of interested leads, because they didn’t openly stop and go, “Here’s what’s going on. Here’s this, here’s that.” I might be interested in selling. Oh man, what’s the might? How do we drag that out? But hey, we’ve established value. You’ve talked to me.

21:29This is the second time we’re talking. We’re friends now. Talk to me like I’m your best friend. What do you wanna do? And can I or can I not be useful to you right now? And then just work off of that.

Aaron Wittenstein21:39

Makes sense. Makes sense. So let me ask you this. I mean, it seems like you’ve got a very interesting system, which I love.

21:45I’ve never heard this before, okay? And when it comes to what you do, like, when it comes to production and stuff, what are you most proud of, in general?

Benjamin Bondarevsky21:55

If it had to be one thing, I really think it’s the fact that I could truly pull, like, a deal out of thin air.

22:01Like, my favorite thing is getting a call by, like, one of my investors and being like, “Hey, I have a 1031 exchange, and I didn’t call you, and I have 10 days to find something.” And you’re like, “Oh my God, let me find you a deal.” And you’re just calling everybody like, “Hey, I got a buyer. And I know people are telling you that they have buyers.

22:18My buyer will show up to your house in an hour.” And that… I’ve had so many people that have called me like that. I’ve had agents that have challenged me, that had 1031 exchanges of their own, that are like, “I couldn’t find anything. How are you gonna find something?” And then you find them a deal, and they stack equity into it.

22:35And then I’m working on my pride and ego, but then every time I pass that agent, I’ll be like, “Hey, so how’s that equity? You like that?” I’m just like, “You like that money?” But I think that’s the thing. It’s that, and then truly the fact that I’m not scared to pick up the phone. I don’t care what day it is, what the weather’s like, who’s the president, who’s at war.

22:57It doesn’t matter. We’re calling people and we’re making money, because somebody has to do something in real estate.

Aaron Wittenstein23:02

Got it. All right. So, you’re sitting in your office, a new agent knocks on your door and says, “Benjamin, give me one piece of advice.” What’s that one piece of advice?

Benjamin Bondarevsky23:12

Pick up the phone and get uncomfortable. Because until you’re comfortable being uncomfortable, and I think phones is the first thing that breeds that, your listing appointments are gonna be hard, your negotiations are gonna be hard, everything’s gonna be difficult.

23:27Do the hardest part of our business, which is talking to people and making a connection and getting somebody to earn the business, and then everything else is easy. Because you could free fall through a negotiation, through an inspection, through an appraisal.

23:45Somebody will help you. But finding that business is something that nobody can help you with. You have to do that on your own.

Aaron Wittenstein23:51

Got it. All right, my friend, we’re wrapping up over here today. What are your final last words for everybody in Vulcan 7 Roadmap land over here?

Benjamin Bondarevsky24:01

Um, don’t overthink it. Work hard.

24:04Figure out what makes you happy and what you want to do. Lean in on it. Whenever you feel like you’re getting stuck, or somebody’s telling you, like, “Hey, consider getting a real job,” this, that, and the other, don’t listen to them, ’cause I had a lot of people that told me that and I stuck through it, and I’m the happiest I’ve ever been in my life just by pushing through.

24:23So just keep it simple, work hard, don’t overthink the small things, and just crush it.

Aaron Wittenstein24:27

There we go. All right, my friend. So someone’s coming out your way, Palm Beach, West Palm Beach, wherever they’re coming to, whatever beaches, and they have a referral for you. What is the best way for them to get in touch with you?

Benjamin Bondarevsky24:39

Instagram, benjamin.bondarevsky. That’s my Instagram. If you DM me on there, I will DM you. If you follow me, you will see me post every day about real estate and working out and shooting guns and being awesome, and I like to share that world.

24:56But DM me on Instagram and I’ll be there.

Aaron Wittenstein24:58

Beautiful. All right, my friend, thank you very much for your time.

25:02This was great. I learned something today as well. And tell Vulcan 7 land goodbye.

Benjamin Bondarevsky25:07

It is awesome. Thanks for watching the Roadmap.

Aaron Wittenstein25:09

All right, guys. Everybody take care. Thank you.