How Jessica Summers signed her first listing in under 2 months calling expireds

Jessica Summers00:00

I love doing expireds and I’ve just started dabbling in circle prospecting. I have had such great luck with being that first voice because the contacts are so right on, and I’ll probably cycle through those numbers if they don’t answer maybe three times that morning. Making outbound calls is not an old game.

00:16It still works and the sooner you get started, the sooner you’ll see success.

Aaron Wittenstein00:30

Hey, what’s going on everybody? It’s me, it’s Aaron Wittenstein, and I would like to welcome everyone to Vulcan7 Roadmap. This is where we interview agents across the country and how they’re taking in additional one, two, three, four, five, six, seven, eight, nine, 37 listings a week, all right? We’ve got connected here Jessica Summers from –

Jessica Summers00:49

Hi.

Aaron Wittenstein00:50

Hi, how are you?

Jessica Summers00:51

Good, how are you?

Aaron Wittenstein00:52

I’m doing well, thank you. So you’re from Beaumont, California, is that right?

Jessica Summers00:55

Yes, correct. That’s where my office is.

Aaron Wittenstein00:58

Yes,

00:58you

00:58did. Now where is Beaumont on the California thingy there?

Jessica Summers01:03

Oh, man, it’s kind of on its way to Palm Springs by Yucaipa, but I do a lot of Redlands, Yucaipa, Beaumont, Banning out there off of the 1060.

Aaron Wittenstein01:14

Off of the 1060, everybody got there, you got the 1060. Yes. I remember that. Yes. There’s going to be a quiz after this about the 1060 in Beaumont and everything said about cities here. Okay. So a lot of times we have agents that pop in here that have been doing this for an exorbitant, it’s a good word by the way, exorbitant period of time.

01:31Right. Use that word in your vocabulary today. Okay, exorbitant. And every now and again, we get newer agents to pop on with us that may not have prospected for six, 12, 37 years, okay? So Jessica, how long you been an agent? For about a year now?

Jessica Summers01:47

About a year, yeah.

Aaron Wittenstein01:48

Okay. And over the last two, three, four months, she’s really dove into… are you expired, for sale by owner, circle? What do you enjoy doing the most or what have you had most success with?

Jessica Summers02:00

I

02:01love doing expireds and I’ve just started dabbling in circle prospecting.

Aaron Wittenstein02:05

Got it. So we got expireds, all right?

Jessica Summers02:07

Yes.

Aaron Wittenstein02:07

So I think there’s a lot of agents out there right now that can relate to you –

02:13On the level of, I’m new, what do I do, where do I start, who do I talk to, so on and so

02:19forth.

02:20Yeah. So what got you into the expired game?

Jessica Summers02:25

I like talking to people. I feel comfortable on the phone.

02:29I just didn’t know exactly which route to go. I was told to try a different product, which I did in my early months of doing real estate, and I had no success. Numbers weren’t going through, wrong people were answering, and so I kind of just gave up. I was like, there is no way. And then I had come across a few people that had mentioned Vulcan and I was like, I’m going to try it out because I just know this is what I want to do.

03:00I just knew it. So I picked you guys up maybe two months ago and I have been so happy. I almost get excited to wake up in the morning because I’m excited to see what I’m going to get that day. And I get goosies because I’ve been there, done that with different products and then jumping to you guys, it’s just been amazing.

Aaron Wittenstein03:20

That’s awesome. That’s really good. So like I said, I mean, you’re brand new to this, okay?

Jessica Summers03:24

Brand spanking new.

Aaron Wittenstein03:26

Brand spanking new, which is great because I think we’re going to relate to a couple people here. The seasoned agents forget what it’s like to be brand new.

03:36Like I still remember what it’s like to be brand new with this stuff. And then we have the new agents that are like, should I do it? I don’t know what to do. And then you get someone like yourself that’s very enthusiastic about making these phone calls. So walk me through, what does your typical expired day or prospecting day look like?

Jessica Summers03:59

Well, I do have my little morning routine, but by the time I sit down, it’s probably at like 7:30. I will go through the fresh expireds and canceled, get rid of the withdrawns, and then I will start calling at 8:00 and make calls till about 10:00. I do like to take some classes throughout the day to help my skill level kind of get there because I’m still learning.

04:28I take a break from like 12 to two and then I’ll probably jump back on around three to about five to get those people getting off of work. And that’s where I’ve been kind of throwing in the circle prospecting. But the expireds, you want to be their first voice and I have had such great luck with being that first voice because the contacts are so right on.

04:51And I’ll probably cycle through those numbers if they don’t answer maybe three times that morning.

Aaron Wittenstein04:56

Okay. So one thing you kind of glossed over a little bit, you said I got my little morning routine. Okay. Yes. What does your little morning routine look like?

Jessica Summers05:03

I like to wake up at five. I like to get a little exercise in from about 5:30 to 6:30.

05:10I do like to do my affirmations and read my Bible before I start work. And then I just write out what I wanna do for the day, the numbers I wanna hit. I highlight how many expireds I wanna talk to, how many circles I wanna talk to, and get my coffee and start going.

Aaron Wittenstein05:28

So, all right, this is one thing that I always struggle with, I’ll be honest with you here, is when it comes down to doing affirmations, okay?

05:33You said you do affirmations.

Jessica Summers05:36

I do.

Aaron Wittenstein05:36

Are you open to sharing one or two of them?

Jessica Summers05:40

I am. So in the 30 minutes of affirmations, I will either listen to motivational podcasts or sit and write out, and I will write out, you can do it, you will make it, because before you sit down to do the calls, you do get, what do they say, the call reluctance a little bit.

05:59I still kind of get that, but when I remind myself, like, you can do it, you’ll be okay, it kinda helps me make that first dial. And that first dial is always the hardest.

Aaron Wittenstein06:09

All right. So let me ask you this, I mean, since you’ve likely said this 73 times already that you’re newer to this, okay. Yes. Do you remember your first call?

Jessica Summers06:19

Oh my gosh, that just gave me chills. When I hear other agents on your show as well, because I listen to it, they’ve had so much success because they’ve been doing it for so long. So I really do hope that I reach those newcomers. It’s almost hard to stay in the game because you’re hearing all these successes and you’re here not making any.

06:45My first call, I almost didn’t want to do it, but I just pressed dial and I was like, “Here we go.” And I do remember the first pickup, I couldn’t believe they picked up and I was like, “Uh, uh, uh,” and it lasted like that for probably like two weeks, but I was like, “You can do it, just keep going.”

07:07And yeah, the affirmations started to kick in, but now when somebody answers, I don’t even really read the script anymore. I just kind of know what I’m gonna say and it’s just more comfortable. It’s like, just hang in there, it’s gonna be hard for two, three, four weeks, but once you get going, now it’s just what I do and I just love it.

Aaron Wittenstein07:29

All right. And that’s amazing by the way, okay? You’re welcome. I remember my first call, I’m like, I click.

07:36And that was like 13 years, I mean, no, not how long, 13, so whatever that is, 12, 11, 12 years ago, that I’ve –

07:42That I’ve been making these phone calls.

07:44All right, so the affirmations I know definitely help, okay?

Jessica Summers07:48

Yeah.

Aaron Wittenstein07:48

But being someone new and speaking to people that are new, all right, what do you think, call reluctance, because I mean, that’s the thing. I mean –

Jessica Summers07:58

Yeah, it is a thing.

Aaron Wittenstein07:59

Calling people out of the blue is not natural, okay?

08:03It doesn’t just come, like, I’m gonna make some phone calls here, you know?

Jessica Summers08:07

Yeah, no, not at all.

Aaron Wittenstein08:07

Who am I gonna call? People that are gonna yell at me, hang up the phone at me and tell me to go, you know? So how did you break through that?

Jessica Summers08:15

I remember when that first happened, one time I sat down to do my session and the first person was like, “Quit calling me,” and hung up, I was like, “I can’t do this.

08:28I can’t do this.” It’s like you’re getting beat up over and over and over. But I feel like you just have to kind of take yourself out of that one scenario, and it is what it is, like, who cares, next? That’s kind of what’s gotten me to continue doing it.

Aaron Wittenstein08:45

So what you’re saying is it comes with practice and time, right?

Jessica Summers08:49

Oh, just do it. Yeah, and I have had some coaching, and you could be told, “This is gonna happen, this is what you should do, and this is how you deal with it,” but I’m also one that will just keep doing what I wanna do until I understand that, and I had always been told, just keep doing it, you’ll get there, you’ll get there, you’ll get there.

09:13So yeah, just keeping with it and just pressing, learning, what is it, learning in the making or doing as in the learn? Well, you know the saying.

Aaron Wittenstein09:22

Something, the learning is in the doing.

Jessica Summers09:23

Yeah, that one, it really is.

Aaron Wittenstein09:25

I think it sounds perfect. Because the beautiful part about it is, with the dialer, you don’t even have to think about it, right?

09:34You click a button and it just, no thinking, no next person here, right?

Jessica Summers09:40

I couldn’t believe it when I first started it too, because even in the other program, it was not even like that. But yeah, here it’s like, okay, if they don’t answer for three rings, then on to the next contact, and you give so many numbers. I used to think that the first number, second number was the correct one, but sometimes I’m realizing I’m getting to the third or fourth and that’s the correct person as well.

10:03So all you do is just skip each one, makes it go by fast.

Aaron Wittenstein10:08

So how long did it take you to get used to using the… because there’s a lot of people like, “Oh, what’s a dialer? How do I use it?” How long did it take to get used to using the dialer?

Jessica Summers10:17

Easiest thing I’ve ever done. I logged on, I mean, I took your guys’ Take 52 101 and 102 or 201 classes.

10:29And then if I did have a question, there’s that little guy in the corner here where I can just be like, “Hey, how do I do this?” And the responses are so fast. I was on the same day and it was actually extremely simple. I couldn’t believe it.

Aaron Wittenstein10:45

Well, I mean, plus, you have a personality for this.

10:48You have a very good phone voice, you know what I mean?

Jessica Summers10:52

Thank you.

Aaron Wittenstein10:53

You’re very welcome. So when it comes down to speaking to people in general, what have you found out that really, really works for you?

Jessica Summers11:01

Speaking to people in general, like over the phone?

Aaron Wittenstein11:04

Yeah, over the phone, what really has been working for you that you’ve noticed?

Jessica Summers11:08

Well, I naturally am an empath. So when I’m speaking –

Aaron Wittenstein11:12

What?

Jessica Summers11:13

An empath, like I understand people.

Aaron Wittenstein11:16

Okay, got it. Okay.

Jessica Summers11:17

I can put myself in their shoes, and I can listen and take it in. That’s been really helpful because once you get past that first awkward hello and you get them talking, for me, I’ve noticed if I just let them talk and hear them out and understand them, repeat back to them, okay, so what I’m hearing is you were pretty frustrated with your last agent, that has actually taken me very far because now I’m building a relationship with somebody that I haven’t even met yet, but just hearing each other communicate, you kind of build a relationship and that’s how I’ve been making my pipeline because like we’ve said, I’m kind of new.

12:00So I haven’t gotten those like, “Yeah, come here today. Let’s make an appointment,” but I do have the pipeline where I text and call weekly and you get to know somebody off of the first 30 seconds of making that phone call.

Aaron Wittenstein12:13

So what you’re saying is you’re actively listening to people.

Jessica Summers12:16

Yes.

Aaron Wittenstein12:17

And what we don’t realize is so important is that so much of us, and Jesse would probably agree with me on this, we like to talk.

12:24As a human being, we like to talk, we like to cut people off, we like to speak, and we like to just hear our voices.

12:31And when you listen to others, which is what you’re doing, you’re actively listening, and then you’re repeating, you’re reaffirming what they’re saying, there’s massive value in that, right?

Jessica Summers12:42

Yeah, they feel heard.

Aaron Wittenstein12:44

No, definitely. We just want to feel heard, people, you know what I mean?

12:52That’s what this whole thing comes down to here. I don’t wanna get into scripting or role play or anything like that, but what is your first line that you use?

Jessica Summers13:01

When somebody answers, I think… Hi, my name is Jessica. I’m a realtor. Before you hang up on me, I just was hoping I could ask you a quick question. Would that be okay?

Aaron Wittenstein13:14

It’s so easy.

Jessica Summers13:15

It’s so easy, and sometimes the floodgates just open, just by saying that. And because I get their permission to talk, and then I’ll say, “Okay, I appreciate it.

13:26I’ve seen that the property had come off the market, and I’m sure you’ve gotten a billion calls. I understand it’s frustrating.” So I kind of hit the point before they tell me.

Aaron Wittenstein13:37

Right. So you’re kind of nipping it in the bud ahead of time is basically what’s happening?

Jessica Summers13:41

Right. So they don’t come at me like, “I’ve gotten a billion calls.”

13:44Like, I already know, and I’m gonna tell you you’ve gotten a billion calls before you yell at me about it.

Aaron Wittenstein13:50

So how many people do you need to speak with? Let’s say you talk to 10 people, right? How many people are pleasant to speak with?

Jessica Summers14:00

You know what?

14:04Probably 80% of them. I –

Aaron Wittenstein14:08

Oh, did you hear what you just said?

Jessica Summers14:09

Yeah.

Aaron Wittenstein14:11

Everybody. She just said, I’m sorry, I totally cut you off there. 80. Okay. I’ll let you continue. I’m sorry. Go ahead.

Jessica Summers14:17

No, no, you’re okay. But when I first started, I don’t know if I just got bad luck with the first day or two where I got those hangups.

14:28I mean, and they were angry. But since, and maybe it’s my skill level, because I am getting a little bit better with time, I maybe have like two a day that are unpleasant, but most of them, even if they’re the wrong number and they’re not the actual home seller, we’ll have a small conversation. I’ll be like, “Hey, you know what, while I have you on the phone, you’re not thinking of selling or buying a property, are you?”

14:53And they laugh. Yeah, it’s been good.

Aaron Wittenstein14:59

No, because I think, I know what happens is one person gets one bad phone call where they just go off on them, right? And they’re like, “Oh my God, I can’t do this anymore.”

Jessica Summers15:07

I’m never doing that again.

Aaron Wittenstein15:08

Yeah. It’s so bad, but it’s one, I mean, for me calling, it’s one out of 50, and it’s like, you know what, you may have just caught someone at a bad time and a bad day, you know?

15:21And you were just there, and that’s okay, you know what I mean? So from your experience, you’re not finding that people are typically miserable human beings, is what I’m hearing, right?

Jessica Summers15:33

No. No, not at all. I mean, I would be frustrated if I were getting 50 calls that morning as well.

15:43So that goes back to just being empathetic and understanding it’s not me that’s pissing them off, it’s their phone ringing for an hour, that’s frustrating. And you have to understand that.

Aaron Wittenstein15:55

So you have to get what they’re going through, okay?

15:59But then again, you also have to keep in mind that people don’t sell real estate because they’re bored, right?

16:06They don’t be like, “Hey, guess what? I’m putting my house on the market today.” They usually have a reason, a life-changing reason, a job transfer, divorce, a new kid, empty nester, new job. There’s usually a reason why people sell, and it’s our job to make sure that they’re taken care of by a good agent and not the same person that’s going to take advantage of the time.

16:27Am I right or am I wrong?

Jessica Summers16:28

That’s right.

Aaron Wittenstein16:29

Exactly, exactly, exactly. So typical day, what’s the goal? How many contacts are you gonna hit a day?

Jessica Summers16:34

I hit about 20 to 25.

Aaron Wittenstein16:37

Perfect.

Jessica Summers16:37

Yeah, which takes me about three to four hours.

Aaron Wittenstein16:40

Okay, good, good. And you said you did take your listing, is that correct?

Jessica Summers16:45

I did. This weekend was the first one. It was a Friday call and I made the appointment for Saturday, and we signed on Saturday. So that was really fun, in about less than two months, you know?

Aaron Wittenstein17:00

Was that a slam dunk or was that… as I say slam dunk, like call one day, list the next day, or was it a process?

Jessica Summers17:08

No, that was my first slam dunk.

Aaron Wittenstein17:10

Okay, cool. The slam dunk.

Jessica Summers17:12

I was like, this is so fun. And then I’m gonna do it again, you know? So that little snowball is starting to be created for me, so I’m excited.

Aaron Wittenstein17:22

And like I said, you’re doing great. The attitude alone is worth its weight in gold, you know?

17:29Just because you have a nice way about you, but you can tell that, you’re welcome, you enjoy what you’re doing. You see that you’re helping people, right?

17:41And you’re able to secure the business, right?

Jessica Summers17:44

Yeah.

Aaron Wittenstein17:44

So let me ask you this. So you’ve got a brand new agent that walks past your door, newer than you, we’re talking like two weeks, okay, or even a day.

17:51They’re like, Jessica, I hear you’re doing amazing things. What is one piece of advice that you could give me as a new agent?

Jessica Summers17:57

Start making calls right now. I’m not even kidding. I wish I would have started this before, and when you first get your license, everybody knows, it’s like, oh, this is gonna be easy, da-da-da, people are gonna just use me because now I have my license.

18:15And now we all know that’s not the case. And I had tried different avenues. Luckily, I’m in a brokerage where I was capable of doing open houses for other agents as well, and that’s kinda how I got a little bit of a database. But I mean, I’ve done door knocking. I’ve done mailers. When they click on the mailers, I’ll go door knock them.

18:37Like, I am super persistent, but I didn’t have that one thing that I was doing every single day, and this just is it. I couldn’t be happier with my decision, but if I would’ve started this two weeks into the business, I wouldn’t be here a year later saying I’m a brand new agent with no business.

18:59That would be busy.

Aaron Wittenstein19:01

You’re doing it. You’re gonna be great, and I think you are great already. You’re in the process of becoming great. Okay.

19:09Is the best way to put it. All right, let’s tie this up in a nice little bow, all right? Give me one final thought for Vulcan7 Nation.

19:16What do you got for me?

Jessica Summers19:19

Oh, man, one final thought. Again, if I were watching this and I was confused as to which route to go, I would say making outbound calls is not an old game. It still works. And the sooner you get started, the sooner you’ll see success, for sure.

Aaron Wittenstein19:39

Perfect. Perfect. That’s good. I mean, it’s short and simple.

19:41It doesn’t get much easier than that. All right, Jessica. So let’s say if someone is moving to Beaumont, California or anywhere up to 610, how does one get in touch with you for all of these referrals?

Jessica Summers19:51

You call me at 951-255-6169. Yep, or you can email me at jessicasummersrealtor@gmail.com.

Aaron Wittenstein20:03

Fair enough,

Jessica Summers20:03

fair enough. And it’s the 60 and the 10.

Aaron Wittenstein20:06

60 and the 10. All right. I’m sorry. I tried to remember. My memory isn’t what it used to be, okay?

Jessica Summers20:11

No, it’s okay. It happens.

Aaron Wittenstein20:12

Awesome. Well, Jessica, thank you so much for being here today. I genuinely appreciate it.

Jessica Summers20:15

Thank you for having me.

Aaron Wittenstein20:16

You’re very welcome.

20:17Now with Vulcan7 Nation, I want you all to remember two things. Number one, go make some money and don’t forget to boom, trust the process. Y’all take care now. Be well.