How Jos Linton took 7 listings in 3 months as a new agent, 3 of them from FRBOs

Jos Linton00:00

This is a position where you have the opportunity to have no ceilings in reference to how much you’re gonna make. And if you’re sitting there focused on a no, then you have already put yourself in a position of a limited belief. So you have to be in a situation where you believe in your heart and in your soul that there is no limits to how much you can make.

00:22And the only way that you’re gonna be able to get to that point is through activity. And the only way that you’re gonna be able to push through activity is to know that, hey, although there’s gonna be some no’s, some hang-ups, some rejections, there’s always somebody out there that’s willing to say yes.

Aaron Wittenstein00:43

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 chat with agents across the country to learn how to take just a lot of listings a week, is the best way to put it. And we got a fun one today by the way. We got a fun one.

01:00Josslyn from Atlanta, Georgia. She’s a brand new agent. Absolutely brand new agent. Like how new? Like, you like January new or like how new?

Jos Linton01:10

Like December-ish.

Aaron Wittenstein01:12

Okay, just for reference purposes, this conversation is happening November 1st of 2024. So she’s almost a year into the business, right?

01:21And with Vulcan7, she has managed to build a massive, massive pipeline of future business. So tell me a little bit about that because everybody wants the now, now, now, while you’re kinda building for the future. Talk to me about that.

Jos Linton01:40

Absolutely. Absolutely. Aaron, thank you so much for inviting me to this particular platform.

01:45I’m so excited to share my story about Vulcan7 because it’s something that I definitely talk about to agents in every brokerage firm that I meet. In reference to my journey, when I started off, coming from corporate and shifting into a space where you’re actually an entrepreneur and you’re owning your own business, there was just a little bit of, exactly what can I do or what can I be in real estate?

02:06So quickly, I identified that I wanted to be a listing agent, quickly. So as I’m going through my training with my brokerage firm and everything, and they’re giving us different areas of how to prospect, one of the things that really set close to my heart was, oh my gosh, so there’s a CRM out there that has all of the leads, and we can actually connect with potential prospects to get these listings.

02:30This gets me closer to the goal of being a listing agent. Well, of course, I was a little hesitant of moving forward with the Vulcan7. But when I heard about the promo and they had this guarantee in place of, you get your thirty days in and you’re able to get that listing appointment, I was like, “You know what?

02:49It is definitely worth a try.” So I was so super excited to get on this platform to try it out and everything to get that listing appointment. I really loved all of the training videos that was provided by Vulcan7. I wanna say that it’s a very user-friendly platform. I have looked at other platforms before, but I wanna say that in reference to the interface, in reference to how things are set up for the agents to actually maneuver through that platform, it was just so user-friendly for me.

03:14But I end up referring it, like I said, basically to about four or five other agents out in the field that are currently using it, and they love it. They love it. Vulcan7 has allowed me, at this point, I have three closings, but what I’m really, really excited about is that I began to become active in Vulcan7 in August.

03:32And here it is that we’re in the month of November, so we’re talking about this very short timeframe, just a few months, and currently I have seven listings that came from Vulcan7. Three of them are lease listings, and four of them are actually resales where clients are like, “Hey, I would love to have you as my agent to come and sell the home.”

03:53So what I enjoy is that with Vulcan7, there’s so many different leads that you can get out of there. You can get the FRBOs, the for rent by owners, and that’s how I was able to get the lease listings. They have the FSBOs. They have the off markets. You could do a neighborhood search. There’s so many things that Vulcan7 can do that I’m just so happy about that I can share about.

04:12And Aaron, I will talk for days, so please cut me off. But I do wanna share one thing about Vulcan7 that’s so cool. In reference to me having the listings, we have the open house on the first week. Well, let me tell you what Vulcan7 has done for me. I’m able to do a neighborhood search around my listing for that open house on the weekend, and I basically call into the neighbors and everything to let them know, “Hey, we have an open house that’s getting ready to come.”

04:38I was able to actually get a lead from doing that prospecting through the neighborhood search around that open house for someone who is interested in looking to sell their home in 2025. Just basically me informing them, “There’s an open house that’s getting ready to happen, and if you know anyone in the area that’s looking to buy and sell, this would be a great time because we have buyers in the area.”

04:58And she was like… We sat and we talked, and that all came through the feature of the neighborhood search in Vulcan7. So pretty cool.

Aaron Wittenstein05:06

Well, you’re just taking full advantage of the platform now, aren’t we right now? My gosh, you’re like a big ball of prospecting energy right now. I love it.

05:18I love it because what people don’t realize is with any type of prospecting, there’s so many different areas, right? And you, from what it sounds like, at least from what you’re doing, is you’re tapping into all of them.

05:30And eventually you’re gonna figure out like, “Okay, this is my thing,” right?

05:35And maybe it’s this and this, and it’s just… like what people don’t, and maybe you agree or disagree with me on this. What people don’t realize is there’s so many areas to prospect, right?

Jos Linton05:49

So many. So many areas. So agree with you there. I think when people look at prospecting, they kind of hyper-focus in one area.

05:56But there’s so many different, like you said, areas that you can. And what’s really great about Vulcan7, in addition to that is that there’s an area that provides scripts that are already written for you, right? So you don’t even have to really think about what to say ’cause there’s a baseline that’s available already inside of that program that kind of gives you a start on what that conversation should look like, and you can kind of build off of that.

06:20So even if you’re not familiar with how to have a conversation with someone who’s a for rent by owner and investor, there’s actually a template in there that gives you a baseline of how to have that conversation.

Aaron Wittenstein06:32

Okay. You said script by the way, all right? And scripts make my brain move, just so you know this, all right?

06:37It’s like script, bing. All right? You said you’d be cool with this. Are you open to doing a role play? Cool. Yeah. Okay. What do you wanna do, a FRBO, you wanna do a FSBO, you wanna do expired? What are you in the mood for today?

Jos Linton06:51

Okay. So if you wanna run a script, we could definitely run a script.

06:54Do you want to kind of run a FSBO script?

Aaron Wittenstein06:59

Dealer’s choice. All on you. Whatever you want, I will be the opposite.

Jos Linton07:02

All right. Ring, ring, ring, ring.

Aaron Wittenstein07:04

Hello.

Jos Linton07:05

Hi there. Is this Aaron?

Aaron Wittenstein07:07

Yeah, this is Masters calling.

Jos Linton07:09

Yeah, Aaron, this is Jos. I am a realtor with Keller Williams, and I’m so excited to talk to you today.

07:15Aaron, are you the owner at the house at 123 Main Street?

Aaron Wittenstein07:19

I am. How can I help you?

Jos Linton07:20

Nice. Well, Aaron, listen, I help a lot of for sale by owners get their homes sold, so I wanted to just take a few minutes to talk to you. I got a question for you, Aaron. Are you willing to cooperate with a real estate agent?

07:34Like, if we were able to bring you a pre-qualified buyer willing to pay a price that’s acceptable to you, Aaron, would you be willing to pay a real estate commission?

Aaron Wittenstein07:44

I guess I would. Do you have a buyer or no?

Jos Linton07:47

Oh, well, let me tell you, Aaron, I work with several buyers in the area as well as investors, and so we do have buyers.

07:55What I would need to do in this process is come out to your home and look at it from a buyer’s view, take a couple of notes, and then from there, we can kind of talk about the services that I provide. And then also during that conversation, I’ll be able to bring you a cash offer, and then we can talk about, hey, what are the next steps?

08:11What does it look like for us to work together? Does that sound like something you would be interested in?

Aaron Wittenstein08:15

I mean, here’s what I’ll tell you is, we’ve had a lot of agents call, okay? And I think, like I said, we want to give it another at least three weeks on our own before we start talking to any realtors.

Jos Linton08:27

I totally understand, and I respect that, Aaron. I would love to get in line to talk to you as one of the realtors for hire. Aaron, can you help me understand, as you’re interviewing these agents, these different realtors, can you help me understand what is the criteria that you have in making a decision?

Aaron Wittenstein08:45

We haven’t really thought that far yet.

Jos Linton08:48

No worries, because I wanna make sure that when I come to you, Aaron, I wanna come prepared, ’cause when I come, I’m asking for your business. So I wanted to make sure if there’s something that stands out to you that you’re like, “Hey, I need my realtor to do X, Y, Z,” I wanna be prepared for that.

09:01So Aaron, let me ask you this question because this is a beautiful home. I’ve looked at it online. It looks like it’s priced really, really great. Can you kinda help me understand what kind of feedback are you receiving from the market?

Aaron Wittenstein09:14

I don’t know. I mean, we’ve had three showings, and we’ve had 350 zillion agents call.

09:19So we really haven’t received any feedback. We had one person that came through that made an offer, but it was way too low, and we just… we want our money, so we only get to sell it once.

Jos Linton09:29

No, I totally understand. Aaron, can you help me understand what is way too low to you?

Aaron Wittenstein09:35

Anything below asking price.

Jos Linton09:37

Okay. So right now, I see that you currently have it listed at 450,000. So they came below that 450, and that’s not what you’re willing to accept.

Aaron Wittenstein09:44

No, definitely not.

Jos Linton09:45

Okay. Understood. Okay. Well, then I definitely have that. Well, like I said, I’m looking at the home, I’m looking at the price point and everything.

09:51I feel like this is something we could definitely move forward with. I would love to talk to you. I’ll be in your area in Alpharetta tomorrow between 1:00 to 3:00, and then I’ll be back there again on Monday from 4:00 to 6:00. What time is good for you?

Aaron Wittenstein10:07

You can come over on Tuesday.

Jos Linton10:10

Tuesday? Okay. So Tuesday, if we do it on Tuesday, it would have to be another afternoon appointment from 4:00 to 6:00.

10:16Does that sound like that would work for you?

Aaron Wittenstein10:18

Of course it does.

Jos Linton10:19

Okay, perfect. And so Aaron, let’s just make sure that we have all the right people at the table to have this conversation. Is there anyone else that’s on this deed that I need to be aware of to include in this conversation? Because we don’t wanna bypass any of the important decision-makers once we proceed.

Aaron Wittenstein10:34

No, just me.

Jos Linton10:35

Just you? You’re the only person on the deed?

Aaron Wittenstein10:37

Mm-hmm.

Jos Linton10:38

Okay, perfect. To prepare for the meeting, I am gonna send you some information about my company, about who I am. Let me just confirm the email address that I have on file. So it’s your first name, aaron.wittenstein@gmail.com, just to confirm.

10:53Is that correct?

Aaron Wittenstein10:54

Yep.

Jos Linton10:55

All right, perfect. So what I’ll do is I’ll send you a calendar invite for Tuesday between 4:00 to 6:00. I’ll send it to your email address. Please confirm it. If I don’t receive a confirmation by Monday, then I’m gonna assume that you’re not able to make the appointment. I do ask that you be respectful of my time as I am respectful of yours.

11:13If you can’t, just let me know that you’re unable to make it. Okay?

Aaron Wittenstein11:17

Okay.

Jos Linton11:18

All right. Wonderful. Aaron, listen, it was really a pleasure talking to you today. I look forward to our meeting. I am very confident that we’re gonna leave that meeting with being able to have a strategy in place to accomplish some of those real estate goals you have in mind.

Aaron Wittenstein11:30

Okay, let me ask you a question, okay?

11:33Where did this insane confidence come from? Oh my gosh. Because here’s the thing is, for being someone in the business for less than a year, you radiate confidence.

Jos Linton11:50

Thank you, Aaron. Don’t make me blush.

Aaron Wittenstein11:52

No, blush away. You’ve earned the right to blush. But like, is that just something that is who you are? Have you built that in from past business experience? Like, where did that come from? Because it’s pretty awesome.

Jos Linton12:08

Thank you so much. I receive that compliment, thank you. I wanna say a piece of it is in the DNA, but I wanna also say another piece of it comes from having excellent training from these Fortune 100 companies that I worked with for the over 20 years.

12:25And like I said, I’ve done corporate sales. And so coming into an environment where you’re having to talk to the CISOs and the CTOs and the CEOs, you better come in there knowing what you’re talking about. What? Look, you better know. Don’t come in there talking to somebody in IT and don’t have the confidence to make them believe and know what you’re saying is true.

12:47So I think I’ve been trained.

Aaron Wittenstein12:50

Yeah. Well, so let me ask you this then, because you have a lot of newer people that are coming in that don’t have the corporate background, okay? That are very timid, shy, overwhelmed, stuff like that. So what pieces of advice would you give from your corporate background that you had to help radiate into the real estate industry for some of these new agents?

Jos Linton13:13

No, absolutely. That’s such a great question. What I can share is…

13:22This is a position where you have the opportunity to have no ceilings in reference to how much you’re gonna make. And if you’re sitting there focused on a no, then you have already put yourself in a position of a limited belief. So you have to be in a situation where you believe in your heart and in your soul that there is no limits to how much you can make, and the only way that you’re gonna be able to get to that point is through activity.

13:53And the only way that you’re gonna be able to push through activity is to know that, hey, although there’s gonna be some noes, some hang-ups, some rejections, there’s always somebody out there that’s willing to say yes. And all you need is that one yes on that phone call. In the state of Georgia, probably a home sells on an average between 375 or so.

14:12That’s a commission check for $8,000. And so would you be willing to continue to dial and to continue to have the activity and get 100 nos just so you can get that one yes, so you can get that $8,000 check? I am. I want a whole bunch of those.

Aaron Wittenstein14:29

And I think you’re gonna get ’em, by the way. I mean, I just, it’s…

14:32You’re gonna get, it’s not even one, you know what I mean? Like, you’re at it, which is, it’s just that-

Jos Linton14:37

But if you have that thought process, Aaron, like if you’re thinking like, “Hey, no matter what, I can make as much money as I can. I just gotta look past the nos.”

14:47That’s how I look at it.

Aaron Wittenstein14:49

Well, because I mean, if you take it every $8,000 a check, right? How many yeses does it take? How many nos does it take to get to a yes? You divide that by that, and it’s like every single no is worth like, someone says no, like, “Okay, thanks. You just made me $150.” I appreciate it. “You made me $150.

15:04Thank you very much.” Thanks. Thanks. You know? It’s the go for no concept. If anyone’s ever read that book… No, and that makes a lot of sense because, at least in this business, once you gain that confidence level, okay, does it get shook every now and then?

15:24Yes, it does. Okay? I’m not gonna… I’ve been doing this forever. You get shook. It happens. But once you have that, you can always go back to that, right? And it comes down to action and practice and mindset and everything that you just explained, right?

Jos Linton15:37

Absolutely. Absolutely. And here’s the thing, right?

15:40Vulcan7 has so many leads inside of it. Even if you make a phone call and you don’t say it exactly right on that one phone call, that’s okay, ’cause there’s another phone call right behind it. And so I don’t want anyone to feel discouraged making these calls, ’cause there’s so many of those calls that are out there that even if you wasn’t able to say it perfectly on that particular call, you have the next opportunity to do so.

16:13My recommendation to everyone is that at least 15 minutes before you actually do your outbound dials, pull your scripts up. Pull them up, right? And at least say them as fast as you can five times, right? ‘Cause this is where we’re getting ready to create that muscle memory. So 15 minutes before you do those outbound calls, just start running through those scripts, saying them as fast as you can.

16:36Do it five times. Record yourself. I do that sometimes. I’ll record myself over the phone and, as I’m driving around, I’ll listen to myself saying the scripts and everything. And so just practice the scripts, and once you practice them, they’re gonna become a natural conversation and you won’t feel so nervous.

16:55I think people start doing the scripts, they feel like a robot ’cause they’re trying to read them line for line. Those scripts are not created for that reason. That’s not the purpose of it. It’s only to have a baseline of what to have a conversation about, right? So my advice to everybody is practice the scripts.

17:12Practice.

Aaron Wittenstein17:12

Okay. Do me a favor, ’cause my next question was going to be-

17:15is give me one piece of advice for a brand new agent. So can you just repeat what you just said in a nutshell? Because you beat me to the punch, by the way. So thank you for doing that. Now I get to look crazy.

17:27Oh my gosh. But what’s one piece of advice, take it back a second, that you would give to a brand new agent?

Jos Linton17:31

Oh my gosh. My advice would absolutely be practice your scripts. Do not be scared of the scripts. I know that as agents, there’s so many…

17:41There’s a thousand things that we can do, but my advice to you is to really, really become one with the scripts. Before you get on your calls, before you do your outbound prospecting, take about 15 minutes and just say those scripts real fast five times. Take the time to actually record the scripts.

18:02Sometimes I just get on my phone and I’ll record myself saying the script, and as I’m driving around, I’ll listen to it. But become very familiar with it, but don’t be so familiar that you’re saying it word for word, line for line. Because when we’re reading scripts, sometimes we’re not active listeners, and then we miss the important details to be able to actually get that listing appointment.

18:21That script is really used as a framework or a base or a foundation, so look at it from that standpoint. But that would be my advice. Practice your scripts. People wanna talk to you. Please don’t think for one second there’s not one person out there that wants to have a conversation with you about real estate.

18:38You just gotta find that one person, and you can do that through Vulcan7.

Aaron Wittenstein18:42

All right, let’s wrap this up in a bow here. What are your final words for Vulcan7 Nation?

Jos Linton18:49

Vulcan7 Nation. Okay. Listen, family. Listen, I am really here to tell you to do not give up on this program, on this software. It is going to take your business to the next level.

19:032025, I have a goal of making $350,000, and I’m really, really excited because based on my pipeline, it looks like I’m moving in the right direction, okay? So I’m just here to tell you, do not give up on this program. You’re gonna have days that it may not be great. You might even have a week that’s not great, but guess what?

19:19The next week might be even better, so hang in there. Stick with the program, make your calls, and then at the end of the day, let’s all make some money, family. That’s why we here.

Aaron Wittenstein19:29

There we go, baby. There we go. All right, Jos. Let’s say someone is an agent somewhere in Minneapolis, Minnesota, has someone that’s moving to Atlanta, Georgia.

19:38How does one get in touch with you for said referral?

Jos Linton19:40

Absolutely. So listen, Atlanta, Georgia, I am your homegirl in the A, but I also deal with all of the surrounding areas. What you’ll know about me is that I’m actually a native of Atlanta, so I know Atlanta. I know the neighborhoods, I know the streets, I know the schools.

19:55You can definitely contact me. My information is that I am a part of the Carr Group at Keller Williams First Atlanta. My email is info@joslinton.com, so info@J-O-S-L-I-N-T-O-N.com. And then like I said, if you wanna find me on the web, you can just type in Jos Linton, and it’ll automatically take you to my website.

20:18And so, like I said, this has really been great, Aaron. I appreciate it. I really enjoyed this conversation with you, and I hope everyone that’s seeing this particular call, I hope that you actually take advantage of this program. I’m telling you, it’s a game changer.

Aaron Wittenstein20:33

There we go. Jos, this was amazing.

20:35Thank you so much for being here today. I genuinely, genuinely appreciate it. Thank you.

Jos Linton20:39

You’re welcome.

Aaron Wittenstein20:40

Thank you, thank you, thank you. And I want everybody to do two things. Remember, go make some money, and don’t forget to what? Trust the process. Y’all take care now. Be good.