How JG Kemp makes 60 contacts a day across 34 hours of prospecting a week

JG Kemp00:00

You gotta do deals. You gotta put yourself out there. You gotta talk to more people. You gotta go for it. I played sports for a very long time. I know about taking risks. You gotta go for it. This is not a business where you cannot not go for it. You know what I mean? At the end of the day, you’re not getting paid until you close, right?

00:23Are you ready to send the ships home? Is this ready to be your lifestyle? This is not something you can come in and out of. This is something where momentum is a real thing. What you do is gonna count 90 days from now. You skip a couple days, believe me, you’re gonna see it. You gotta hit this every day.

00:42How prepared are you to make this a lifestyle?

Aaron Wittenstein00:48

Hey, what’s going on everybody? It’s me, it’s Aaron Wittenstein, and we’re here with Vulcan7 Roadmap. This is where we have agents across the country share all their prospecting tips to help you get an additional two, three, four, just a bunch of listings a week. Okay? Now we have, I gotta say, this is like a prospecting machine, yourself is a prospecting machine.

01:28Mr. JG Kemp from Hartford, Connecticut, next to my old stomping grounds in Westchester, New York. JG, talk to me, my friend. How you doing today?

JG Kemp01:38

Let’s go.

Aaron Wittenstein01:39

There we go, baby. And side note, he’s got one heck of a barber. I think it’s shorter than I have mine.

JG Kemp01:47

Hey, I appreciate that. Truth be told, I just cut myself right now.

Aaron Wittenstein01:50

I won’t tell anybody, no worries.

JG Kemp01:51

I had to be sharp for the camera.

Aaron Wittenstein01:53

Yeah, that’s what I’m talking about, man. That’s what I’m talking about.

JG Kemp01:56

Got to be sharp.

Aaron Wittenstein01:56

Okay. So we were talking in the green room a little bit before this, all right? And how many hours a day do you currently lead generate?

JG Kemp02:06

So my day of lead generation starts at 8:00 to 12:00.

02:11That is the four hours I get in every day. There’s no exception to the calls. Depending on if I go on an appointment or not, I’m prospecting between 4:00 and 7:00 every night.

Aaron Wittenstein02:25

Okay, hold on one sec. Hold on. Okay. So you’re telling me that you do upwards of six to seven hours worth of lead generation time

02:34a day?

JG Kemp02:34

100%. 100%.

02:35Of course, the first four hours is always standing up. I ain’t gonna lie, when it comes to the later three hours, I’m probably sitting down.

Aaron Wittenstein02:45

So that’s like 30 to 35 hours a week worth of lead gen.

JG Kemp02:49

Yep, the goal is 34 hours of prospecting a week.

Aaron Wittenstein02:53

Okay. So how long have you been doing that?

02:59‘Cause that’s a lot. I do like 15 to 20 and that’s significant. How are you able to mentally maintain doing that much prospecting? That’s a lot.

JG Kemp03:09

It is. Repetitious boredom, a lot of stamina. It’s just determination, consistency, hard work, discipline. We gotta do it.

03:20My goal is 60 contacts per day. If I don’t prospect, I’ll start saying to myself, “What else am I gonna be doing?” What else would I be doing right now, right? What could be better than trying to get some money?

Aaron Wittenstein03:37

All right. So you said 60 contacts a day is the goal?

JG Kemp03:40

Yeah. Yep, 60 contacts is the goal.

Aaron Wittenstein03:42

Okay. ‘Cause there’s differing opinions on what a contact is. I have mine, you have yours. What’s your opinion of a contact?

JG Kemp03:53

I gotta mention the address.

Aaron Wittenstein03:55

So can you just do that with me?

JG Kemp03:59

Yeah, sure. So they pick up the phone.

04:03“How you doing? This is JG, Five Star Realty. I’m calling because I’m sure you figured out your property came off the market this morning.”

04:14Boom. “I’m all set,” you know. “Yeah.” That’s a contact.

Aaron Wittenstein04:19

Got it. Okay. I think that’s a quality contact right there.

04:20Like I said, I’m not a big fan in general of hang-ups or wrong numbers and stuff like that.

JG Kemp04:21

That’s a bad contact.

Aaron Wittenstein04:23

I agree with you wholeheartedly, my friend. Wholeheartedly. So, all right. So when you’re dialing, I can’t believe I’m saying this, it’s insane, five to seven hours a day, what does your typical call shift look like?

04:44What’s the eight to 12? What’s a five to seven?

JG Kemp04:47

That’s a great question. And I tell you what, Vulcan7, it’s a great tool, because the thing just keeps ringing. So in my schedule, I have laid out hour by hour what I’m gonna be doing from 8:00 to 12:00.

05:09So I’ll start out with expired, canceled, for sale by owner, for rent by owner. I’ll go to follow-up, and then a gym, and so on and so forth.

05:19So 8:00 to 9:00 I’m expired, canceled. 9:00 to 10:00 I’m on for sale by owner. 10:00 to 11:00 I’m for rent by owner. 11:00 to 12:00 I’m follow-up.

Aaron Wittenstein05:32

So with an expired and canceled, let’s say you don’t get enough throughout the day, are you calling the same ones like two or three times?

05:40Or are you walking down a path of today, tomorrow, yesterday, so on and so forth?

JG Kemp05:45

Good question, right? It’s all a feel. It’s kinda like fishing. If you don’t get a bite in the first 10 minutes, you’re switching spots. You know what I’m saying? So if I’m doing that day, and that day is not giving me, so we’re roughly getting about 10 an hour.

05:58So if I’m not at 8:00 to 8:30 with five contacts, in my mind I’m switching up where do I wanna go next. Do I wanna go the day before? The day before that? Do I wanna start at the first of the month? Do I wanna go back to last year? I kinda make a decision on where I wanna go from there.

Aaron Wittenstein06:13

So it’s like a system, but it’s more of like a gut feeling system, where if you’re not seeing the results, you’re like, “You know what?

06:23It’s 30 minutes, I’ve talked to two people, I’m out. It’s time to go somewhere else.”

JG Kemp06:28

Yeah, I’m gone, 100%. Now, the main objective is to get an appointment. But when you’re not getting appointments, it’s the contacts. So I gotta get contacts in order to get appointments.

06:41So if my contacts aren’t where they’re supposed to be every half hour, I’m switching up and I’m gone. I’m going somewhere else.

Aaron Wittenstein06:48

So, all right. I think nowadays a lot of people struggle ’cause they automatically think, “No appointment, no success. No appointment, no success,” right? And I do that myself.

06:59I’m not gonna say that I don’t. So let’s just say it’s a four-hour session, your early shift.

07:08What do you expect to see as being a successful day?

JG Kemp07:12

So on average, if I’m not hitting the 40 in four hours, I’m hitting somewhere around that 30. And throughout the day, through my phone ringing and whatever other prospecting I do, I get up to that 60.

07:27You see what I’m saying? So basically, four hours is getting me between 30 to 40 contacts.

Aaron Wittenstein07:34

So your goal, and you’ve had a successful day, when you’ve basically hit 10 contacts an hour.

07:40That’s the way you look at it?

JG Kemp07:41

That is success.

07:4340 contacts in four hours, I’m a happy guy.

Aaron Wittenstein07:45

Look at that smile. All right. You know what? Forget it. Let’s go with the seven-hour day. Let’s say that you have seven hours and you hit

07:5860 to 70 contacts, okay?

08:00What is your anticipated end game goal from doing that? What is the appointment ratio or lead ratio, or listings taken ratio look like?

JG Kemp08:11

34 contacts in a week. So basically every 10 contacts, I’m taking one lead.

08:19That’s my goal. Does it happen all the time? No, but that’s the goal. All right? And it’s funny you should say appointment, contact appointment, because over the last few months I’ve been trying to figure something out, and that’s I’ve been taking a lot of listings without even going on an appointment.

08:39Never meeting the owner, never step a foot in the house. Getting the deal, and I’m off to the next, because after that, my assistant, my transaction coordinator, they got the file. So all I’m basically doing is feedback, follow-up, and offers.

Aaron Wittenstein08:54

Okay. So walk me through that. I’m assuming you’re doing virtual appointments to people that are not-

JG Kemp08:59

I’m not even doing that.

09:00It’s all over the phone. I’ve been taking a lot, and believe me, I’ve been trying to figure this out. I’ve had discussions with some of my people in Mastermind and some other of my friends. I’ve been trying to figure out how is this getting done. A majority of my listings have been taken without going on an appointment.

Aaron Wittenstein09:21

I like that.

09:22I like that.

JG Kemp09:23

So that’s how I’m able to do more prospecting at night.

Aaron Wittenstein09:26

Okay, so here’s what people are gonna ask, okay? Because they’re gonna be like, “Okay, you’re taking listings over the phone.

09:33How are you doing this?”

JG Kemp09:35

What I’m thinking it is, what I’m pretty much narrowing down what it is, is people make decisions based off emotion, right?

09:47Don’t matter how analytical you are, don’t matter what your skills are, what your stats are. At the end of the day, they’re gonna make a decision on how they feel. So I get that a lot. “Something about you. I don’t pick up the phone for a lot of realtors, but when I did, something got me to stay on the phone with you.

10:03I don’t know what it is.” So what I’m thinking it is, is just the fact that I’m able to sound like your friend, your brother, your cousin, somebody that you know. I’m not sounding like a cheesy salesperson, so I think that’s one.

Aaron Wittenstein10:18

Hmm.

JG Kemp10:18

I think two is the confidence, right? Somebody told me I have a radio voice.

10:23I really don’t notice. But it’s gotta be something with the confidence. Now, there could be an X factor in there. Maybe they’re going to Google or whatever the case may be, looking me up in between there. Who knows? I don’t know. But I also think that the main reason after that is the pre-listing package that I’m sending them.

10:50Well, I’ll give you a good example. Say it’s a for sale by owner, and say I convince them that they should possibly look into the idea of teaming up with an agent. I will send them over my package explaining why they should team up with an agent. I will follow up with them by the end of the week and ask them did they look at that package.

11:14If they looked at that package and they’re open to talk, at that point I’m convincing them. I’ve already done most of the convincing. Now it’s just the belief that I can do it, right? There’s four things why people are gonna use you as a realtor. They’re gonna wanna make sure you’re getting their house sold, what are you gonna do to get it sold, how much you’re gonna get it sold for, and how long you’re gonna take.

11:33I’ve answered that all in the package. So now it’s just the confidence and the emotion, do you like me? Right? So I add a little bit of comedy in there, make them get comfortable, and, boom, I’m getting a listing.

Aaron Wittenstein11:52

So here’s what I’m gonna say, and like I said, I speak with a lot of agents across the country, a lot, okay?

11:59And your confidence that you radiate is second to none, okay? So I don’t know if you know that.

JG Kemp12:03

I don’t, and that’s the thing I’m trying to figure out. People tell me that, though.

Aaron Wittenstein12:09

Word of advice. Don’t try and figure it out. It’s just who you are and what you do based upon the success that you’ve had, right?

JG Kemp12:19

I appreciate that.

Aaron Wittenstein12:20

You’re very welcome. It’s just, you exude confidence. And I would think that comes from your past success, correct?

JG Kemp12:28

100%.

Aaron Wittenstein12:28

So when you have past success and you know that you’re good at what you do-

12:32it just comes off. So here’s what I’ll ask you then, okay?

12:38Because I think there’s a lot of people that come up… We’ve all had it. We’ve had a bad day. We’ve had a bad three days. We’ve had a bad week. We’ve had a bad month, right?

12:49I’m gonna venture to guess that happens to you, but it’s sweat off your back, right?

JG Kemp12:54

It’s sweat off my back, man.

12:55We gotta keep going. A big thing that goes into this is, like, the book “Think Rich, Grow Rich,” is you gotta have a lot of faith. You gotta be spiritual with this, man. You gotta believe. You gotta send the ships home. It’s what we do. We gotta get it done. There’s no check at the end of the week.

13:12I got families to take care of.

13:15You know?

Aaron Wittenstein13:15

So let me ask you this then. A lot of people struggle with this. They struggle with having the comfortability and, as you said, the faith to have it. Because I’m gonna venture to guess that you know that you’re going to succeed no matter what.

13:34“I’m going to.” Right?

JG Kemp13:35

Yeah, no matter what.

Aaron Wittenstein13:36

Okay. Were you always that way? Or is this something-

JG Kemp13:40

So again, this is crazy, because in this business you do a lot of personal development. You do a lot of digging deep and seeing what makes you tick, right? Because we’re in sales, we gotta figure this thing out.

13:57And I did look into that. Where did I get confidence at? And I think it’s a few things. I was overweight at one point in my life. A lot of people gave me a lot of rejection. I did music for a long time. A lot of people gave me a lot of rejection. Try to give somebody a free CD, see what they do with it.

14:20So now it’s just like, I don’t care if somebody tells me no. I’m just like, “Next.” I know it’s a numbers game. I know I just gotta get you to like me, because once you get to like me and give me that ear, I’m gonna close you, because I know what I’m talking about. And I hate to come across sounding too…

14:38I don’t wanna sound arrogant-

Aaron Wittenstein14:39

You don’t.

JG Kemp14:39

or nothing like that.

Aaron Wittenstein14:41

You don’t.

JG Kemp14:42

I just know, because I’ve been doing this long enough, who we are dealing with, with other realtors, the competition. I’m confident in my skill. I’m confident in my coaching. So the rejection doesn’t bother me.

14:56I shouldn’t say that. It might bother me for a second.

Aaron Wittenstein15:01

Right off the shoulder, right?

JG Kemp15:05

Yeah, appreciate it.

Aaron Wittenstein15:06

No, you’re not arrogant. There’s a fine line between arrogant and confidence, and you know this as well as I do.

15:19And your confidence, it exudes, I don’t know if that’s the right word.

15:23You exude confidence, is the best way to put it. So how do you suggest other agents get to that level? Because it takes time and effort and personal development. How do they get there?

JG Kemp15:37

You gotta do deals. You gotta put yourself out there.

15:40You gotta talk to more people. You gotta go for it. I played sports for a very long time. I know about taking risks. You gotta go for it. This is not a business where you cannot not go for it. You know what I mean? At the end of the day, you’re not getting paid until you close, right?

16:02And you’re really not getting paid till you cash a check. So what are you here for? What are you here for? You’re basically wasting time unless you got money like that. I’m not trying to waste time. I know what can get done. Like again, in my coaching, they always say if I don’t go get the deal, guess who else is gonna get it?

16:29One of those realtors that are doing a crappy job, that are making us look bad as an industry. So why not me? Why not me first? So I’m hitting that horn first. I want them to be the first ones I talk to. So if I’m the first one I talk to, I’m also the one to set the tone for what a real realtor, what a real agent, what a real broker’s supposed to be.

Aaron Wittenstein16:54

Would you mind doing a bit of a role play with me?

16:59Is that something you’d be okay with? All right, cool. And I’m a little difficult. I’ve been known to be difficult, so give me a ring.

JG Kemp17:08

Ring, ring.

Aaron Wittenstein17:09

Hello.

JG Kemp17:10

Yes, this is JG. I’m looking for Mr. Aaron.

Aaron Wittenstein17:13

This is. May I ask who’s calling? May I ask how can I help you?

JG Kemp17:17

Yes, Mr. Aaron.

17:18My name’s JG, Five Star Realty. I’m calling because I’m sure you figured out your property came off the market today.

Aaron Wittenstein17:24

Yeah, you’re like the 17th one to call me today.

JG Kemp17:27

And I appreciate your time, sincerely. I was wondering, when do you wanna choose the right agent to get the job of selling your home done?

Aaron Wittenstein17:34

You know, I gotta tell you, based on the experience that we had before, I’m pretty sure that we’re just gonna take it off the market for a bit and then get back at it. What’s your number? I can give you a call back.

JG Kemp17:48

And I get that, and I appreciate that. Again, I appreciate your time.

17:51I know you’re probably busy, phone calling a blur. I’m curious, what do you think stopped your home from selling?

Aaron Wittenstein17:57

I mean, you… Did you show it when it was available?

JG Kemp18:00

I didn’t. And unfortunately, that’s exactly why I’m calling, actually. Because if I had any questions from any of the buyers that I got, I wanna make sure I got the offers.

18:09Okay. So what do you think stopped your home from selling?

Aaron Wittenstein18:12

I don’t know. I mean, it backs up to one of those electrical things.

JG Kemp18:19

Really? Electrical things. Was that what the feedback was like?

Aaron Wittenstein18:23

Yeah. No one wants it backed to a transformer. That’s it.

JG Kemp18:27

Okay. So any showings?

Aaron Wittenstein18:29

I mean, we had, like, 13 showings.

JG Kemp18:32

13 showings. Any offers?

Aaron Wittenstein18:34

One really bad offer.

JG Kemp18:35

A really bad offer. So I see the house has been on the market for about six months now. When did you receive that offer, Mr. Aaron?

Aaron Wittenstein18:43

Like, three months ago.

JG Kemp18:44

Three months ago, huh? Wow. And how far from the sell price was it?

Aaron Wittenstein18:48

Far enough. Like I said, if you wanna give me a call back at some point, you seem nice enough, you’re more than welcome to give me a call back in a couple of…

18:57Give me a call back in, like, three weeks.

JG Kemp18:59

I’ll tell you what, Mr. Aaron. Let’s do this. If I can get you an offer in the next two weeks, right? Close you in the next five to six, and believe me, I don’t mind, would you be opposed to seeing what I’m doing differently in this market to get your property sold?

Aaron Wittenstein19:16

I mean, what are you gonna do differently?

JG Kemp19:18

Well, the only thing I can do different is get your property sold, and that’s exactly why I’m calling. I got today at 4 or 5 o’clock. How far apart, so-

Aaron Wittenstein19:27

Yeah, that’s fine. Five o’clock. Okay. So here’s what I loved about what you did right there, what I saw before that when you were speaking to me.

19:38You’re louder, and you took it down a notch when you were… Do you notice you do that?

JG Kemp19:46

No.

Aaron Wittenstein19:46

Well, you do that. So you took it down a notch because you noticed how I was speaking.

JG Kemp19:52

Oh, my tonality.

Aaron Wittenstein19:52

Yes, your tonality. You were very calm, cool, and collected is the best way to put it.

20:00And I appreciated that, because I think a lot of people, they don’t know what to say and they just…

JG Kemp20:07

They do. And I hear that a lot in role-playing. I try to role-play 10 times a week, the maximum 12, and I role-play with a lot of people from across the country. One thing that I’ve noticed, especially being from the East Coast, a lot of people speak fast.

20:30I ran across this lady, she’s out of Florida, and she speaks slow and elegantly, and what I noticed with her is that you gotta really listen. She almost demanded-

20:44you to listen just by her pronunciation. So when I speak fast, I speak fast, but then I slow down just so you can hear what I’m really trying to say.

20:55But then I speed up, because the average person hears at 26 words per minute, and nobody has any time anymore. So I kind of speed it up or slow it down.

Aaron Wittenstein21:07

Interesting. ‘Cause I talk fast, if you can’t tell. I talk very fast.

JG Kemp21:10

Yeah. You seem from up north.

Aaron Wittenstein21:13

Yeah, it’s the Chicago, New York in me, man.

JG Kemp21:15

Hey, nothing wrong with that.

Aaron Wittenstein21:17

No, not at all. All right, JG, a new agent’s walking across your office, knock on the door, and they’re like, “JG, I hear you’re amazing. What one piece of advice do you have for me?”

JG Kemp21:32

Oh, wow.

21:37I said it earlier, are you ready to send the ships home? Is this ready to be your lifestyle? This is not something you can come in and out of. This is something now where momentum is a real thing. What you do is gonna count 90 days from now. You skip a couple days, believe me, you’re gonna see it.

21:55You gotta hit this every day. Maybe take a day off, a couple days off. Real estate, if you’re really in it, you’re not really gonna have any days off.

22:05I don’t care what you say. You’re gonna get a phone call you’re gonna have to tend to. They’re not gonna wanna speak to your assistant or so on and so forth.

22:11So what I would tell them is, how prepared are you to make this a lifestyle?

Aaron Wittenstein22:17

Lifestyle.

JG Kemp22:17

Right? You’re in this for life. You’re married to this.

Aaron Wittenstein22:21

Make it a lifestyle. I like that.

22:23We need to make a t-shirt. Yeah, that’s what I’m talking about.

22:27We need to make a real estate lifestyle t-shirt.

JG Kemp22:30

We already got the coffee cups.

Aaron Wittenstein22:32

You and me, we’ll make t-shirts together with bald guys on it and everything.

22:38All right, my friend. We’re gonna wrap this up in a nice little bow here, okay?

22:43So why don’t you give me, what are your final last words for everybody in Vulcan7 Nation?

JG Kemp22:49

Well, Vulcan7 Nation is great, man. I met so many great people, important people, people I felt so blessed that, I can’t believe you’re talking to me, that type of thing. I think my biggest thing I would say for the Vulcan7 community is just that, man.

23:09Get involved. Be part of the community. You got people here that are really, really successful and are offering their hand to help you out. I’m not even going into the type of production that I do, but you’ll scratch your head if you really knew.

23:29Now you got me. And here I am taking free role plays, posting every month to take on a role play, and then I’m calling a role play and they’re not even picking up the phone.

Aaron Wittenstein23:42

So let me ask you this, just to piggyback on what you said. When it comes to production, what are you most proud of?

JG Kemp23:51

I think it’s the confidence and the faith that I just know that I’m gonna find the next deal. I’m a hunter. I love the feeling of signing somebody up. If I don’t have that feeling, it’s like, what am I doing? So it’s not the checks.

24:11It’s not the number of listings. It’s the next deal.

24:15I’m always chasing the next deal.

Aaron Wittenstein24:17

There we go. All right, my friend. So someone from Boise, Idaho is moving to Hartford, Connecticut, and they need an amazing real estate agent. How does one get in touch with you?

JG Kemp24:33

Hey, yo. JG Kemp, Five Star Realty, Hartford, Connecticut.

24:38860-573-0277. That is 860-573-0277. Jayson, J-A-Y-S-O-N, @fivestarsmail. Google me.

Aaron Wittenstein24:48

There we go. All right, my friend. Thank you so much for being here today. This is great. You’re very welcome. And Vulcan7 Nation, once again, watch out for us. We got amazing agents that we speak with across the country.

25:05Always. And do me a favor, my friend. Go make some money. Take care of yourselves. Be well, okay?

JG Kemp25:08

Take care.