How James Price set a listing appointment 8 minutes into a team dialing session

James Price00:00

When I entered the industry, I got a lot of pushback when it came to reaching out to clients as far as listing. It was a lot of, “I know you realtors,” and, “I don’t wanna speak to a realtor,” and that kind of thing. And I’m like, “Wow, they don’t even know who I am.” How I wanted to change that is I just didn’t wanna come off as just another realtor.

00:21I wanted to come off as the realtor that can be your friend, the realtor that is loyal, the realtor that you can actually trust, and we can have just a conversation. So it was more of turning a sales pitch into a person.

Aaron Wittenstein00:37

Hey, what’s going on, everybody? It’s me, it’s Aaron Wittenstein, and I would like to welcome you to Vulcan7 Roadmap. This is where we speak to agents across the country to learn how they take an additional, just an additional lot of listings a week, okay? And today we have, from Minneapolis, Minnesota, Mr.

00:58James Price. James, how you doing today?

James Price01:01

I’m good. Thank you for having me.

Aaron Wittenstein01:03

So we were talking a little bit, and you tell me that, like you say, you’re Mr. Nice Guy. Is that correct? Was that the term you used?

James Price01:12

Yes. I’m your nice realtor. I lead with personality, my friend, what can I say?

Aaron Wittenstein01:17

Now, when you say that… Because, I mean, I’m nice, but that’s not like the first thing that I say. You know what I mean? So when you say that, I know there’s more to it. There’s some oomph behind it, you know? Because that was the first thing out of your mouth.

Aaron Wittenstein01:36

When you say Mr. Nice Guy, what do you mean by that?

James Price01:41

So when I entered the industry, I got a lot of pushback when it came to reaching out to clients as far as listing. It was a lot of, “I know you realtors,” and, “I don’t wanna speak to a realtor,” and that kind of thing. And I’m like, wow, they don’t even know who I am, and they already have this level of visceral.

02:03So how I wanted to change that is I just didn’t wanna come off as just another realtor. I wanted to come off as the realtor that can be your friend, the realtor that is loyal, the realtor that you can actually trust, and we can have just a conversation. So it was more of turning a sales pitch into a person.

Aaron Wittenstein02:25

Huh. Okay. So, all right, so when you’re doing this on the phone, for example, okay? ‘Cause I’d like to go two ways on this one. I got an idea in my brain over here, okay? So when you’re doing this on the phone, how does that… Would you be open to doing a quick role play?

James Price02:43

Yeah, let’s go for it. Let’s try it.

Aaron Wittenstein02:45

All right, cool. Well, you wanna work expireds or FSBOs, or what’s our dealership?

James Price02:49

We will go with expireds.

Aaron Wittenstein02:50

Expireds, okay. All right, give me a shout.

James Price02:53

Hi, Aaron. This is James Price. I just wanted to talk to you a little bit about your property on 123 Broadway. Do you have a second?

Aaron Wittenstein03:01

You’re like the 17th agent to call me in the last hour or so. How can I help you?

James Price03:09

Yeah, I completely understand, and I’m not here to sell you on anything or talk to you about selling your property with me. What I’m here to talk to you about is your market value and what the market’s doing, and to see if you would be open to discussing what your potential in real estate is.

03:24What do you mean, what my potential in real estate is? So if I could net you as much money as possible after your sale, if you decide to sell the property, I’d like to talk to you a little bit about that. It looks like you’ve been on the market prior, and so I wanted to talk a little bit about that and see what we can do differently to make your listing a little bit better.

Aaron Wittenstein03:47

Well, I mean, what could we do to make it better? What are you suggesting?

James Price03:55

Well, first let me ask you a quick question. Tell me a little bit about why you think your property expired.

Aaron Wittenstein04:01

You know, I have no idea. I have no idea.

04:06It should’ve sold. Gorgeous house. It’s a gorgeous house. We did all the work and everything on it, and it’s just really nice looking.

James Price04:13

Awesome. Well, it looks like, from what I’ve pulled, the market said one thing and the price said a different thing, so I really wanted to talk to you a little bit about the pricing, and also the marketing plan that you previously had, as opposed to the marketing plan that I would like to discuss with you.

04:29Again, like I said, this is not a sales pitch. This is a conversation just between you and I about what could possibly happen.

Aaron Wittenstein04:37

Sure, I’m game for that.

James Price04:40

Awesome.

Aaron Wittenstein04:41

Okay.

James Price04:43

Should I keep going?

Aaron Wittenstein04:44

No, I think we’re good. I think we’re good.

04:45I think we’re good. So yeah, you have a different way about you, ’cause normally I don’t go that far in the role play. You’re very pleasant to speak with.

Aaron Wittenstein04:57

You’re very, very, very pleasant to speak with. So have you always been that way, or is it just like-

James Price05:03

Yeah. I’m a firm believer… A lot of people talk about competition. I’m a firm believer in what’s for me is for me. And I’m also a firm believer in resonation, so when I come to you, or a seller, or somebody, with a conversation, I feel like there’s that connection that I can grab ahold of, that we can resonate together, and it’s all about alignment for me for it to work.

05:31So not every person that I talk to is going to be open to it. I’m aware of that. But also the people that are open to it and aware, I always get that appointment and go from there.

Aaron Wittenstein05:45

How do you know when you get that connection with somebody? Like, what’s the-

James Price05:47

Well, I’m gonna be 100% honest. At the end of the day, before I even walk out the door, I meditate.

05:54Like, I have to get in a good mindset. I think that mentality is everything when you’re going into it, and then you gotta stay open. One of the things that I do is I look for the pockets to add value. Now, when it comes to expireds or FSBOs, they already know the game, so they’re not gonna give you their pain points like a lot of us realtors are looking for.

06:21They’re not gonna easily give those to you. So the longer I’m on a conversation with them, the longer I’m hearing some things about what went wrong, what went right. And also I think it’s important to grasp the personality really quick, the energy really quick, the alignment. That all plays into the alignment, because if you’re getting this energy that’s, like, distant, then you’re gonna have to show empathy a little bit more.

06:46If you’re getting somebody that’s excited, then I can bring it more to the sales side, so that I can show how capable I am to sell their property.

Aaron Wittenstein06:57

So you’re really reading into it on the phone call. Because, I mean, a lot of people, they just go in there, they do their thing, they’re in and out, call it a day, bing, bang, boom.

07:09Yes, no, move on, right? So how are… How can I put this? How are you successfully reading the person after having one to two lines of dialogue with them? Because that’s pretty impressive.

James Price07:21

Everything is in the tone and their delivery. So sharp delivery, sharp tone, there’s gonna be a little bit more distance when it comes to connection.

07:37Open delivery, but a little bit skeptical, I can start to build that bridge of a foundation to begin the side of the conversation.

Aaron Wittenstein07:47

Hmm. This is actually really, really interesting.

James Price07:51

Tone is everything.

Aaron Wittenstein07:52

All right. So for example, all right, you get me on the phone like, “Yeah, what do you want?” How are you gonna respond to me?

James Price07:59

Well, to be honest with you, I have not quite mastered that part yet, but I do take a step back and recognize that it’s not about me. And so I just have to bring that pleasant tone to me and to what I’m trying to deliver to that person, so that they don’t feel so attacked.

08:21Because I know, at the end of the day, I get calls. Everybody knows me as a realtor, and my number is literally everywhere, so I get spam calls all the time. That just drives me nuts, right? But for myself, again, I just go back to being that good person, that I walk in those shoes every single day, and I deliver that tone every single time.

08:49And whether they resonate with it, I cannot personally take that on. So I just continue with what I’m doing, and always end the conversation pleasantly. Always.

Aaron Wittenstein09:02

So you basically, you play your game, right?

James Price09:04

Yes.

Aaron Wittenstein09:05

And if they’re not gonna play your game along with you, that just may not be your client.

09:09Am I… Is that what I’m hearing?

James Price09:10

Exactly. Exactly. Exactly.

Aaron Wittenstein09:12

So what you’re saying is, in this business, we have the right to be picky with who we work with.

James Price09:19

Exactly.

09:20Got it. Well, if you think about it, for instance, these two listings, I’ll give you the shirt off my back.

James Price09:26

One of those listings, to add value, I just saw that this guy had so much stuff in his house, and I was like, “Hey, let me get you a dumpster on me.” Like, $600 out of my pocket. Cleaned out his entire home and did everything. This other one I staged with my own money. So when I work with a client, I’m not just saying that I can sell your house. I’m literally adding risk and value.

09:52So if I’m adding risk and value, I do get to choose who I work with.

Aaron Wittenstein09:57

Right. No, I agree. A lot of people, especially nowadays, are like, “I’m gonna get whatever I can get,” you know? And that mindset that you have, it’s an unfortunate mindset, because then you just get stressed, and you’ll lose your hair, and all that crazy stuff happens.

10:19And…

James Price10:19

Well, let me tell you, I think that the only level of anxiety that I do have is the job isn’t over until it’s over. I can put your house up on the market, but it’s not over until it’s sold. And so there’s not a moment off, from that first phone call to the closing table.

James Price10:45

So that’s kind of where that’s at. But I will say this. The only platform that I’ve ever used is Vulcan7, and I got there by way of a listing coach, and it worked for me because it taught me how to maneuver in my business when it comes to tones and understanding. Because these are clients that are quick on their feet.

11:12They’re not somebody that has never put their house on the market or bought a house. They’re not like your newbies. And so I needed to be aware of those type of situations and prepared for them, if you will.

Aaron Wittenstein11:27

Exactly, because you gotta prepare. You know what I mean? Preparation is such a big part of it.

11:33So I wanna touch back on something that you said a few minutes ago. You said you meditate every day.

James Price11:43

I do.

Aaron Wittenstein11:43

And, um, I’ve tried. Look, look at this face.

James Price11:48

You’re not the first person to tell me that.

Aaron Wittenstein11:50

Yeah. I’ve tried. I’ve tried. So that puts you in your right mind.

11:55Is that what I’m hearing? Is that correct?

James Price11:56

Yes. It’s my time to center myself. Let me tell you, when I first came into this business, everybody knew how to do this business. You get this script, this person, this person here. Everybody knew how to do this business, and it was like noise. And then, when I would make the call, I would have all that noise in my head.

12:20And so I can’t really hear the client. I’m trying to figure out who the client is so that I can connect and things of that nature. So I needed to find a quiet space, and it’s worked for me. And what I do is, every single morning I take 15 to 20 minutes and I just enter, like, a quiet space where I don’t allow my thoughts to run.

12:41And I just center myself with, if you will, my higher power. Some people call it God or whatever they call it, but it’s just me and my higher power, and it’s just a quiet zone. And once I’m done with that 15 to 20 minutes, I feel like I can actually hear the conversation. I can actually maneuver my day in a way that it makes sense, and everything flows freely.

13:06Because confusion is the worst place to be when it comes to being in this industry.

Aaron Wittenstein13:15

That’s interesting. So every day, 15 or 20 minutes, this, that, or the other, you do that. So is there anything else, any other… I don’t know if ritual is the right word, but any other thing that you have on the schedule that you do like that, to be able to get yourself to that place you need to be?

James Price13:36

I do have a circle of two friends that keep me, if you will, grounded. I’m human, we’re all human. I do have those moments where it’s like, someone just cursed me out and they have no clue who I am, then I get off the phone and I’m like, “What is this?” You know? So I think you have to have a close-knit group of people or persons to say, “Hey, step out of yourself.

14:01We don’t know who this person is. They’re entitled to whatever they are feeling, especially if they’re an expired or a FSBO and they’ve had these experiences that we don’t even know about.” So those things, like I said, that hasn’t been an overnight process for me. But the meditating and getting in that quiet space does allow me to understand that this journey is not about me.

Aaron Wittenstein14:32

Right. It’s about helping others, you know what I mean? And I said this on a previous roadmap, by the way, and I’ll say it again. So here’s what I wrote, James, I think you’ll appreciate this. “Remember, people don’t sell for fun. They usually have a life-changing reason. I’m here to fix their problems.

14:49Don’t leave them with another weak agent. Do all you have to do to help.”

14:54And that right there, I’m gonna put your face right next to it, okay? Just because that’s the exact vibe that I got from you, the more-

15:02the more that I hear you speak.

James Price15:03

Yeah. You know, you’re there to help.

15:06I hear a lot of agents say, “I want to give you the easiest experience ever,” or something of that nature, or, “Make it as smooth as possible.” For me, I’m not guaranteeing that. I’m just guaranteeing that you’re going to be okay, that you’re gonna be calm.

15:25Like, this whole process, we’re working together, you know what I’m doing from start to finish, and hey, I’m here for you regardless of anything. Any time of day, I’m literally here for you. I will give you the shirt off of my back. The only thing that I ask from you is good communication, good resonation, alignment at all times.

Aaron Wittenstein15:47

All right. So when you say good communication, what does that, in a perfect world, look like for you and your client?

James Price15:58

I think that is twofold, because I wanna make sure that every time I’m talking with a client, we’re in a good space. For me, I don’t bring any negative work energy, whatever, to any conversation with a client. How I met them, it’s kind of like this weird marriage or relationship, like when you meet somebody and it’s like seven months down the line.

16:30You’re not in that to know about your true colors after seven months, right? Give me the true colors in the very beginning, and let’s keep a consistent line of that communication. It’s funny, because one of my seller clients, it was early morning and I was having my coffee, and he goes, “Hey.”

16:56He calls me and he goes, “Hey, James. How’s it going?” I’m like, “Good. It’s going good.” He goes, “Oh, you don’t sound so happy.” And I was like, “What? What are you talking about? I am super happy. I literally just cracked my eyes open, so that’s probably what you’re hearing.” But I’m giving them the same James every single time that they call.

17:13So I’m looking for that same them as well. And at the end of the day, remembering that we’re just human. Simple.

Aaron Wittenstein17:20

See, if I could end it right now, I would end it. I wanna end it on that sentence, but I can’t end it on that sentence.

17:34No. We’re all human, and I think that’s so… At the beginning, end, and the middle of the day, we’re all human. All right, so let me ask you this, James. You have a brand new agent, walks past your door. “James, I’m brand new. What is one piece of advice that you have for me?”

17:51What would that piece of advice be?

James Price17:53

Never put yourself out there until you’re absolutely ready and have learned as much as you can. And also, you’re gonna have to watch people that are super successful. In the very, very beginning of my career, another agent told me to watch Brandon Mulrenan’s videos, and he swears by Vulcan7.

18:18And I was like, “What is this Vulcan7? Who are you?” You know, I got in his listing program, and I immediately subscribed to Vulcan7. So it’s paying attention to the people that are universal. And when I mean universal, they literally can work with absolutely anybody and get the job done, and they have a great success rate.

18:41Those are the people that you wanna model your business off of. Not totally, because I’m a firm believer that what Brandon or someone else does will not work for me to the T. I have to bring James to the table. But those pieces that I’ve learned along the way have helped. And I gotta tell this story, ’cause this is funny, ’cause I’m on one of the top producing teams here in Minnesota, and my teammates and I, we got together to do some Vulcan7 calls.

19:14We were the only three, four that have Vulcan7. And before any of us started calling, they were like, “James, you know, just make sure that you do this. Da, da, da, da, da.” Within

James Price19:30

eight minutes of dialing, I got a listing appointment, and I was the only person out of that whole team. These are people that have been in the game much longer than me, and I remember walking away like, “Wow, James, it was interesting to watch people give you this advice.” And they’re great people.

19:52I love them, and they still give me advice to this day that’s priceless, and I take it. But when I’m going into dialing or anything of that nature, I do remember the things that my listing coach taught me, and I also take a look at the Vulcan7 scripts as I’m doing it.

20:16‘Cause it’s a weird match, in that I go from James to, if there’s an objection, I do look at that script to kind of dial it back in to meet that objection’s needs. So it was a really interesting thing. Confidence is also the key to the whole madness, right, too.

20:38Again, you can listen to everybody, but I like to bring myself to the table. I’ve been trained in this, and if you’re a new agent, before you put yourself out there, know what you’re doing. Because for me, just going through the schooling and taking the test was not enough. It’s a whole world. And the last thing I’ll say is, always stay humble.

21:03Don’t ever feel like you know everything, because people read that. I’ve had lenders come up to me and say, “James, because you’re a new agent, I almost told that client to run away from you, but you seem like a good guy, and you know what you’re talking about.” And I was like, “Wow, this is great.” And I say this good guy thing as if it’s like a character, but it’s natural for me.

21:33Whether you’re a real estate client, a seller, buyer, whatever, or a friend or my best friend of 15 years, I’m that person that’s gonna give you that authentic, transparent nature.

Aaron Wittenstein21:47

Perfect. All right, my friend, let’s wrap this up in a nice little bow here, okay?

21:52What is your final words for Vulcan7 Nation?

James Price21:56

Listen, Vulcan7 Nation, it works. That platform works so well, from the designing of my folders to my callbacks, my follow-up system. It works. But be ready for it. Be ready for it. It’s an adrenaline roll that you’ll always remember. And I’ve been with them, and I’m gonna stay with them.

Aaron Wittenstein22:24

There we go, baby. All right. So, James, someone’s moving to Minneapolis, Minnesota.

22:29And they need, like, the best agent in the world, okay? Or the most… What’s the word? The most relaxed agent in the world, okay? How do they get in touch with you?

James Price22:42

All right. Well, you can get in touch with me by calling 612-229-3256, or email me at james@tkhomesmn.com.

Aaron Wittenstein22:49

Beautiful. All right, my friend, I wanna say thank you so much for being here. This was absolutely amazing. Don’t forget, by the way, trust the process, and go make some money. You guys take care of yourselves. See you next week.