Daniel Jimenez gets 80% of his business from expireds with daily script practice

Daniel Jimenez00:00

The most important thing that I do every single morning before I start calling the expireds is I script practice from 7:30 in the morning till about 8:00 o’clock, and then right when 8:00 hits, I start dialing. One more thing, I do have a partner. So every day by 4:00 o’clock we hop on the phone and just go through our day to make sure that we’re doing what we’re supposed to.

00:16And then there is a punishment if our numbers are not there.

Aaron Wittenstein00:28

Hey, 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 on their tips, tactics, and techniques. I like the way that sounds, that sounds pretty good. To take an additional two, three, four, five, six, seven, eight, nine listings a week.

00:44All right? And right now, I don’t think I’ve interviewed anybody from Massachusetts yet. From Lynnfield, Massachusetts. I had to look at the paper, ’cause I thought it was Lynnwood there for a second. And I don’t wanna mess it up. All right? We’ve got Daniel Jimenez. Daniel, what’s up, man? How are you?

Daniel Jimenez00:59

Doing great. How about yourself?

Aaron Wittenstein01:00

I’m doing well. Good. Thank you so much for being here. We really appreciate it. It’s not cold in Massachusetts yet, is it?

Daniel Jimenez01:08

It is very cold, yeah.

Aaron Wittenstein01:10

Oh, just for reference point right now, we’re middle of September, okay?

01:14So how cold is it?

Daniel Jimenez01:16

It’s actually not that cold. It’s about maybe high 60s right now.

Aaron Wittenstein01:22

Oh, that’s not bad. It’s not jackpot cold yet.

Daniel Jimenez01:23

Yeah, it’s not too bad.

Aaron Wittenstein01:24

Not so bad. All right, so Daniel himself, about 80% of his business comes from expired listings, okay? And when we’re chatting here, he’s grown his business drastically over the last two years.

01:35Why don’t you tell… Well, I don’t want to tell. What were you telling me about?

Daniel Jimenez01:41

Basically the most important thing that I do every single morning before I start calling the expireds is I script practice from 7:30 in the morning till about 8:00 o’clock, and then right when 8:00 hits, I start dialing.

Aaron Wittenstein01:51

Got it. So you’re 7:30 to 8:00 o’clock role play, hit the phones 8:00 o’clock, get ready, and you’re ready to rock. Is that right?

Daniel Jimenez02:01

Yeah, basically.

Aaron Wittenstein02:02

So let me ask you this, and I’m gonna put you on the spot here in the beginning, if that’s okay with you. Since you’re a role play guy, would you be open to doing a quick expired role play with me?

Daniel Jimenez02:13

Sure.

Aaron Wittenstein02:14

All right, cool. All right. Yeah, I’m so used to being the agent, it throws me off. I’m not doing the ring ring. So I’ll let you start, okay?

Daniel Jimenez02:21

Okay. Ring ring.

Aaron Wittenstein02:23

Hello.

Daniel Jimenez02:24

Hi, is this Aaron?

Aaron Wittenstein02:25

This is. How can I help you?

Daniel Jimenez02:26

Hey, Aaron, this is Daniel. I’m a local realtor, and I was hoping to ask you a quick question.

02:31Would that be okay?

Aaron Wittenstein02:32

Sure. What do you got?

Daniel Jimenez02:34

Awesome. So I see a property over at 123 Main Street that came off the market this morning, and I imagine that even if you were presented with a great offer, you’re gonna tell me you’re not interested. Am I right?

Aaron Wittenstein02:45

I’m sorry, can you repeat that?

Daniel Jimenez02:46

Yeah. So I saw your property at 123 Main Street come off the market this morning, and I imagine even if you were presented with a great offer, you’re gonna tell me you’re not interested.

02:55Am I right?

Aaron Wittenstein02:56

Well, I mean, what do you mean by a great offer?

Daniel Jimenez02:59

Yeah, so it looks like the property came off for 650. So if 650 was presented to you right now, you’re gonna tell me you’re not interested. Am I right?

Aaron Wittenstein03:08

I’ve never heard of that. Okay. I mean, I don’t know. I mean, I guess we would.

Daniel Jimenez03:14

Okay. Awesome. So it sounds like you would still consider offers for your property.

03:17Is that correct?

Aaron Wittenstein03:18

Yeah, I mean, if you’re gonna bring me list price on the property. I mean, do you have a buyer for me?

Daniel Jimenez03:24

I’m not calling because I have a buyer, Aaron, or not one that matches the criteria of your property here, and that will likely change in the coming weeks.

03:31I’m shocked you would ever even wanna sell this house in the first place. I mean, frankly, I think you would benefit financially by holding onto it for the next couple of years. Why not just hold onto it?

Aaron Wittenstein03:45

I’m sorry. I’m side-noting all over. This is very interesting. I’ve never heard this script in my entire life. Wow. Okay. So why buy… Because this is different. You’re throwing me off here, man. You’re totally throwing me… This doesn’t happen very often. Okay. Because we want to buy a bigger house.

Daniel Jimenez04:05

Oh, okay. So it sounds like you wanna sell this house and buy a bigger one, so you’re looking to upsize, correct?

Aaron Wittenstein04:12

Yes.

Daniel Jimenez04:12

Makes perfect sense. And where were you planning on moving to?

Aaron Wittenstein04:16

I thought you were gonna say, “Where were you planning on not moving to?” We’re actually staying local.

04:21We’re gonna be in the… We’re moving from Lynnfield to Linwood.

Daniel Jimenez04:25

Oh, okay. Nice. Linwood is very, very nice. Okay. Well, Aaron, can I make a quick recommendation?

Aaron Wittenstein04:31

Sure.

Daniel Jimenez04:32

Awesome. I don’t know if this makes any sense or not for us to work together, because let’s face it, I’m calling you straight out the blue.

04:39We’ve never met, but would it be completely ridiculous if maybe one day this week or next, we put 20 minutes on the calendar, we meet at your house, and while I’m there I’ll show you exactly what we do to sell homes like yours in your neighborhood. And Aaron, after we get together, you can decide what makes the most sense for you and your family, because you’re not gonna make any decisions unless you’re ultimately confident.

05:00Would you agree?

Aaron Wittenstein05:01

Well, let me ask you this, though. I mean, we had our agent, Mary Lou Smith, who listed our property. Super nice lady. She sold, like, 73 houses of ours. What are you gonna do differently this time around?

Daniel Jimenez05:15

Okay, so it sounds like your friend Mary Lou listed the property, and it didn’t sell, so you’re, I guess, curious what we’re gonna do differently than your other realtor, correct?

Aaron Wittenstein05:24

Yes.

Daniel Jimenez05:25

Makes perfect sense, and that’s exactly… Well, I’m glad you did bring that up, Aaron, because listen, before I do let you go, can I ask you a quick question about that?

Aaron Wittenstein05:35

Sure.

Daniel Jimenez05:36

Awesome, because all of my clients tell me that I do business completely different than any other agent, and you can be the judge of that, because I’m curious, if I show you a plan that resulted in your home selling for the price that you want or more, would you be totally against giving me the opportunity to earn your business?

Aaron Wittenstein05:54

I guess not. I mean, you can come by if you want. I mean, we’re not signing anything, though.

Daniel Jimenez05:58

Of course not. So I’m looking at a calendar here, Aaron, and I have available this afternoon at 1:00. Does that work for you, or tomorrow at 4:00 work best?

Aaron Wittenstein06:06

Sure, you can come by tomorrow at 3:00.

Daniel Jimenez06:08

3:00, perfect. And what is a good email for you so I can send you a quick calendar invitation?

Aaron Wittenstein06:13

Daniel.Aaron.Jimenez.wittenstein.org.

Daniel Jimenez06:17

Perfect. That sounds great. And I’ll give you a call, Aaron, a few hours before we get together just to run a couple questions by you. Would that be okay with you?

Aaron Wittenstein06:24

That’s perfectly fine.

Daniel Jimenez06:25

Awesome. Thank you so much. Have a great rest of your day.

Aaron Wittenstein06:27

Well, that was interesting.

06:30That was very interesting. So to me it sounds like you’ve run this script before, I mean, often, right?

Daniel Jimenez06:37

Yeah. So I guess the reason why it kind of threw you off a bit is because the whole idea around these scripts is called reverse selling, and it’s kind of to qualify the prospect for us to even want to speak with them.

06:52So if I’m saying, “If you’re presented with a great offer, you’re gonna tell me you’re not interested?” It’s to get the prospect to argue against you that, “Yes, I am interested in selling the property.”

Aaron Wittenstein07:03

Got it. No, it was cool. Like I said, and I’ve heard some of the stuff before.

07:06That one, I think there’s one question that just was like, “What the heck you talking about?” And no, that was very good. And I could tell you’re practiced, which is good because it’s like 7:30 to 8:00, boom, boom, boom.

07:18And then you just pop on ’cause you’re fresh and ready to go, right?

Daniel Jimenez07:21

Yeah, basically.

07:22Get the warmup, yeah.

Aaron Wittenstein07:23

Exactly, get the warmup going. Yeah. So let me ask you this. How many hours are you calling? Three hours a day right now? Or what does that look like?

Daniel Jimenez07:31

Yeah, minimum three hours a day. And if I have no appointments in the afternoon after 12:00, I’ll hop back on the phones.

Aaron Wittenstein07:37

Okay. So you run a typical three-hour call session.

Daniel Jimenez07:40

Minimum.

Aaron Wittenstein07:41

What? Minimum.

07:43Sorry.

07:44But let’s say, I guess what I’m looking at here, let’s say you run a minimum three-hour call session. What are your expectations? What makes that a good day?

Daniel Jimenez07:53

What makes it a good day was, I would say I like to get at least five contacts per hour.

08:01So minimum 20 contacts by… I wouldn’t say 5:00, ’cause usually I’ll have appointments in the afternoon. I guess what would make it a good day is if I get through my 15 contacts before noontime, and I get some… If no listing appointments were booked, at least get some good prospects to put into the pipeline to follow up with.

Aaron Wittenstein08:19

Okay. So you’re breaking it down to just the basics. ‘Cause you know when you speak to 15 people within a three-hour shift, that should probably turn into one lead, right?

Daniel Jimenez08:31

Yeah, basically. Yeah.

Aaron Wittenstein08:32

Okay. And so what do you qualify as a lead?

Daniel Jimenez08:36

Someone that’s looking to make a move either now or potentially within the next couple of months.

08:42Someone that’s shown interest in selling their house, basically.

Aaron Wittenstein08:46

‘Cause I know a lot of people qualify a lead as six months or a year or two years. So what timeframe do you put on a typical lead?

Daniel Jimenez08:53

I would say a lead within the six months or so. If they’re further than six months, I would still follow up with them, just less frequently.

09:03But if they’re within six months, I would be on them.

Aaron Wittenstein09:06

Got it. Okay, cool. And then what do you qualify as a contact?

Daniel Jimenez09:10

Real estate conversations. So if I’m just calling them, asking them about their house, if they say it’s sold, then that’s a contact. Or if I’m pitching to them and I don’t get the listing appointment or I don’t get anywhere, that’s also a contact.

09:23Or if I do get the listing appointment, that’s a contact.

Aaron Wittenstein09:26

Got it.

Daniel Jimenez09:28

Not if I hang up.

Aaron Wittenstein09:29

Yeah, it’s a pitch and a response, right? They can say, “No, we’re not doing anything,” that’s a contact. Yet if they click on you, that is not considered a contact, correct?

Daniel Jimenez09:38

No.

Aaron Wittenstein09:39

Okay, excellent. So no, that… And like I said, that’s a good goal for the day is five contacts an hour, right? Because I won’t get into my numbers, because everybody here probably knows the numbers that I run already with this stuff. Okay, this is not about me, about you here. And then you said part of it as well is that you speak how many different languages?

Daniel Jimenez09:56

Three.

Aaron Wittenstein09:58

And what languages do you speak?

Daniel Jimenez09:59

It’s English, Spanish, and Portuguese.

Aaron Wittenstein10:02

Now, how often does speaking another language come as a benefit in your business?

Daniel Jimenez10:07

I think it helps a lot because here in the Boston area, there’s many Hispanics, so a good amount of these expireds are Hispanic, so I’m able to talk to them in a way that other agents might not be able to.

10:21And also Portuguese, not that many, though they do come up. This year alone I took a million dollar listing just because I was able to talk to them in Portuguese.

Aaron Wittenstein10:30

Oh, that’s great. So basically what you’re saying is we all need to go out there, get Rosetta Stone, and learn a second language, right?

Daniel Jimenez10:35

Yeah. Or Duolingo maybe, no.

Aaron Wittenstein10:38

So, all right, I think it’s important to get that 7:30 to 8:00 out of the way and then the 8:00 to 11:00, but what does your day typically look like prior to that? What’s your morning routine? Are you one of these people that’s up at 4:30, 5:00 in the morning?

10:54Or what does that look like?

Daniel Jimenez10:55

Not at 4:00 or 5:00 in the morning, no. I typically wake up at 6:00 in the morning. I have just a morning shake, like a protein shake, as a breakfast, I guess. Then I’ll just maybe meditate a little bit, pray, and then I will just head up to the office around 7:00.

11:16At 7:00 o’clock I’m driving to the office.

Aaron Wittenstein11:18

Got it. So, and I think that’s super important because, like for me, what I do, I get my intentions out of the way for the day, and the gratitude. You know what I mean? Whether it’s pray… You gotta teach me how to meditate. That I have absolutely no clue.

11:30How long do you meditate for?

Daniel Jimenez11:33

Not very long. Maybe 10 minutes. So this is something that I’ve taken up, not too recently, but I wanna say somewhat recently. I haven’t been doing it for too long, and I’m learning. I’m learning myself.

Aaron Wittenstein11:48

All right. So I think this would be something interesting to walk people through because a lot of people hear about meditating and they think, “Ah,” type of thing.

11:57But when you’re doing it, would you be able to walk us through a little bit about what that process looks like?

Daniel Jimenez12:03

Oh, it’s just gratitude. I put on some soft music and I just go through what I’m grateful for, stuff like that basically.

12:15I think it’s important to speak out or write out things that you’re grateful for every single day.

Aaron Wittenstein12:23

Oh, yeah. How many things do you typically write out for the day? Is that…

Daniel Jimenez12:27

Like five.

Aaron Wittenstein12:28

Five?

Daniel Jimenez12:29

Yeah.

Aaron Wittenstein12:29

Can I ask what you’re grateful for, for today?

Daniel Jimenez12:32

Today I wanna say another day of life, which is amazing. I wanna say grateful for the opportunity to be on this Roadmap interview. Grateful for new clients, new leads that I’ve spoken to this morning. Stuff like that, yeah.

Aaron Wittenstein12:50

It’s amazing what happens when you come from a place of gratitude, especially first off when you walk in.

12:56And I suggest to anybody, first thing I would… I should have a board right over there, my gratitude board. And the moment that I walk into the office first thing in the morning, it’s always my wife, my kids, or my kids, my wife, and I rotate. And then I write three additional things that I’m grateful for right there.

13:09So are you pretty much specifically an expired guy? Do you do for sale by owners?

13:14Do you do dialing?

Daniel Jimenez13:15

Yeah, I do a lot of circle prospecting also. And I do for sale by owners also, just not as much as expireds. Mostly I’m heavily expired, and I wanna say circle prospecting also.

Aaron Wittenstein13:27

Got it. So when you say circle prospecting, are we talking just calling around a neighborhood? Just listed, just sold? Open houses? What’s your more strategic, if you will?

Daniel Jimenez13:39

So recently I’ve been doing just seeing a property that just sold or went under agreement,

13:45and I’m just calling around that property, yeah.

Aaron Wittenstein13:49

See, people, it’s funny, it’s a very easy phone call, isn’t it?

Daniel Jimenez13:54

Yeah. No, it’s much easier than expireds, of course, yeah.

Aaron Wittenstein13:57

And the people are like, “What do I say? I don’t know what to say. What do I say?”

14:01So would you do one more role play with me? Would you honor me with one more role play?

Daniel Jimenez14:06

Sure, yeah.

Aaron Wittenstein14:07

All right, cool. We’re on a roll here with role plays, all right? So let’s say the… What do you wanna do, just listed or just sold?

Daniel Jimenez14:13

We can just do just sold.

Aaron Wittenstein14:15

All right. Give me a shout.

Daniel Jimenez14:17

Okay. Ring, ring.

Aaron Wittenstein14:18

Hello?

Daniel Jimenez14:19

Hi, is this Aaron?

Aaron Wittenstein14:20

This is.

Daniel Jimenez14:21

Hey, Aaron. This is Danny. I’m a local realtor, and I was hoping to ask you a quick question. Would that be okay?

Aaron Wittenstein14:27

Sure.

Daniel Jimenez14:28

Awesome. So I’m calling because of a home that just sold. You know the one over there on 123 Main Street? I’m sure you saw that one, right?

Aaron Wittenstein14:35

Yeah, the Smith’s place.

Daniel Jimenez14:38

Of course, yes, the Smith’s place. So that property had a ton of buyer interest, and some people missed out on that house, and they really wanna be in a home just like yours. So I just didn’t know, Aaron, if you had any potential plans on making a move in the future.

Aaron Wittenstein14:52

We thought about it maybe in a year or two.

14:55Or actually, two years when my daughter graduates from high school.

Daniel Jimenez14:59

Oh, okay. So once your daughter graduates from high school you guys are planning to make a move?

Aaron Wittenstein15:04

Yes.

Daniel Jimenez15:04

Makes sense. So if you do end up selling, I mean, are you planning to stay local or would you end up relocating altogether?

Aaron Wittenstein15:11

We’re kind of up in the air with that right now.

Daniel Jimenez15:15

Oh, okay, so you’re not exactly sure where you would move to once you sell?

Aaron Wittenstein15:18

Yeah, I mean, it all depends on the kids. We got one in college, and if he wants to come home, and then her going to high school, Sarah graduating, so yeah, I’m just totally up in the air right now.

Daniel Jimenez15:29

Makes perfect sense. And you have no idea where you will move to?

Aaron Wittenstein15:33

No, like I said, it’s a little too early right now. I mean, the wife would love to move to Boulder, Colorado. But I would like to stay here. So I just really don’t know.

Daniel Jimenez15:46

Makes perfect sense, yeah. So Boulder, Colorado could be an option for you guys down the line, correct?

Aaron Wittenstein15:51

Mm-hmm.

Daniel Jimenez15:51

Makes sense. And I’m calling you straight out the blue, Aaron, but I am curious. I’m not sure if you have an agent or not, but would you be opposed to the idea of potentially interviewing me when the time comes to sell?

Aaron Wittenstein16:05

No, I mean, you can stay in touch with us. That’s fine.

Daniel Jimenez16:08

Perfect. Here’s what I’m gonna do, Aaron.

16:09I’ll email you a copy of my resume and my marketing plan of action so you can get an idea of who I am and how we do business. Would that be fair?

Aaron Wittenstein16:17

Sure.

Daniel Jimenez16:18

Awesome. What’s the best email for you?

Aaron Wittenstein16:19

aaron@aaron.com.

Daniel Jimenez16:21

Perfect. Now, before I let you go, Aaron, can I make a quick recommendation?

Aaron Wittenstein16:25

Sure.

Daniel Jimenez16:26

Awesome. Even though you’re not doing anything right now, if you want, I would be happy to stop by one day, and you can show me your house.

16:34And when I’m there, I’ll share with you a strategy that I’m using to get your home sold for a price that works for you or more, and then you can decide if working together in the future makes sense or not. Is that something you would be opposed to?

Aaron Wittenstein16:46

If you want. It’s a bit premature. Right now, I don’t wanna waste your time.

Daniel Jimenez16:50

Makes perfect sense. Okay. So let’s go ahead. I’ll email you the copy of the resume, and then we’ll stay in touch. Would that be okay with you, Aaron?

Aaron Wittenstein16:56

Sounds good.

Daniel Jimenez16:57

Awesome. Thanks so much, and you have a great day.

Aaron Wittenstein16:58

You’re welcome. Dude, your repeat and reaffirm game is absolutely amazing. You know that, right?

Daniel Jimenez17:05

I think it’s very important to do that.

Aaron Wittenstein17:08

Yeah, ’cause everything I say, you repeat, you reaffirm, you repeat, you reaffirm. Is that something that you do instinctually, or have you taught yourself how to do that?

Daniel Jimenez17:17

It’s where I practice in, basically.

17:20Yeah. So I just had to make myself learn to do that.

Aaron Wittenstein17:24

So this goes for everybody who’s watching this, by the way. I would watch it again with the two role plays and just watch how good he is at repeating and reaffirming because that’s so important. Because what it does is it validates them. It validates the… Right? And I’m gonna let… What’s your opinion on it?

Daniel Jimenez17:40

Yeah, I feel like once you do that, it makes the sellers feel like you heard what they were saying, basically. So I think it’s very important. Of course it validates-

Aaron Wittenstein17:51

Exactly. See, we’re like this, man. We’re on the same page.

17:55All right. Daniel, so let’s say that you hear a knock on your door.

18:01It’s a brand new agent comes by, knock on your door, knock, knock, knock, knock, knock. And they come to you like, “Daniel, I hear you’re really, really good at this expired and circle prospecting and all this stuff in real estate. What is one piece of advice that you could give for me as a new agent?”

Daniel Jimenez18:17

One piece of advice I would say, I think it’s very important to script practice to get your scripts down and then prospect. I think prospecting is huge for newer agents.

Aaron Wittenstein18:29

I like it short, sweet, and to the point right there. You guys heard that.

18:32I mean, that’s it.

18:34That’s the crux of it, is you practice and you do. You practice and you do. You practice and you do. That’s really it. All right, my friend-

Daniel Jimenez18:41

One more thing. I do have an accountability partner. So every day by 4:00, we hop on the phone and just go through our day to make sure that we’re doing what we’re supposed to.

18:50And then there is a punishment if our numbers are not there.

Aaron Wittenstein18:56

What’s the punishment? Everybody’s wondering what the…

Daniel Jimenez18:56

Yeah. Well, it’s just something to embarrass us. Basically, part of the punishment is to just post on our Facebook group for our brokerage. Just say, “Oh, I didn’t hit my contacts for the day.”

19:11Just putting it out there publicly to our brokerage, so people know that we didn’t do our job today, but tomorrow we’re gonna do our job.

Aaron Wittenstein19:20

Nothing like a good old public shaming right there. It helps everybody. Nothing like a good old public shaming.

19:25All right, my friend, let’s wrap this up in a bow here. What are your final words for wonderful Vulcan7 Nation?

Daniel Jimenez19:33

I think I love using Vulcan7. I think that’s what I’ve been using for the past couple of years, and it’s helped my business grow a lot. It’s been awesome.

19:45And nothing much, just keep dialing. Get at least 15, 20 contacts a day. Three hours minimum per day, and you’ll be in good shape.

Aaron Wittenstein19:56

There we go, baby. All right, my friend. So let’s say theoretically someone is coming from Boulder, Colorado, and they wanna move to Lynnfield, Massachusetts.

20:04How does one get in touch with you?

Daniel Jimenez20:05

So you can call or text me at 617-416-8025. And all over Boston we service.

Aaron Wittenstein20:15

Beautiful. Beautiful, beautiful. All right, everybody. So I just wanna thank everybody for being here. As always, watch out for all the Vulcan7 Roadmap episodes. Don’t forget, go make some money and trust the process.

20:26Y’all take care. Be well.