How Josh Norris gets agents 1 to 3 listing appointments in a free 4-day challenge

Josh Norris00:00

It’s the agents who put in the work and they get the results, and the agents who don’t put in the work, they don’t get the result. It really just shows who wants it more. If you actually want to show up every single day, do you really want to chase after it? Then the good thing about that is, once you have those deals in, you can then start to invest into other systems that can remove back your time.

00:16So as long as you just stay committed early on, build that solid foundation, you can then really scale up from there.

Loida Velasquez00:26

Imagine being able to transform your real estate career in just four days, getting multiple listing appointments, and laying the foundation for a thriving business. If you’re curious as to how all of that is possible, that is exactly what we’re gonna be talking about on today’s show of Vulcan7 Coaches and Mentors.

00:45So with that being said, I’m gonna go ahead and bring on today’s guest, Josh Norris. So Josh, welcome.

Josh Norris00:51

Thank you for having me. I appreciate it.

Loida Velasquez00:54

So for everyone that’s watching that maybe is not too familiar, go ahead and give us a little bit about your background.

Josh Norris00:59

Yeah, so my name’s Josh Norris. I actually come from a marketing and sales background.

01:02So I used to work with a marketing company first out of high school. I never went to college or anything of that nature. I wanted to get right into the career field. Worked with a marketing agency, and most of the companies that we were working with were brokerages. We helped a lot of agents on the marketing side, really helping them out, and that’s when I really understood the industry.

01:19And then over time I decided to branch out on my own, ’cause I got such good results working with them. I was like, “Maybe I can just go start my own company and really help agents.” So that’s where I kinda transformed, moved down that process, and really helped agents over the past four years, and started a company called Lead Boost.

Loida Velasquez01:35

Awesome. So there’s probably someone that’s watching this, and it’s like, how can someone get results in four or five days? So kinda walk us through what it’s like when you work with these agents, how you start, and all of that.

Josh Norris01:46

Yeah, so the first kind of process for us is just really understanding the math.

01:49So the biggest thing when it comes to being an agent is you really have to make the transformation from being a real estate agent into being a business owner. A lot of agents don’t really understand that they’re becoming a business owner, an entrepreneur, and you really need to have that aspect and that approach behind it.

02:03So for us, the first thing is focusing on data. What are the numbers you need to have to hit the goal that you want to have? So if you wanna make $250,000 a year, how many contacts do we need? How many leads do we need? We need to really understand the data, so that way we can actually build a game plan around that to move closer to that goal.

02:20And from what we’ve actually seen over the past couple years is that most agents just haven’t really had that guidance, unfortunately. They don’t know the numbers, so they don’t know if they need to be working two hours a day, or four hours a day, or six hours a day to really get them to that result. So that’s kinda like the first step, is really just making sure we know where they want to go, and actually know the data to get them there as well.

Loida Velasquez02:39

So in your experience with the agents that you have worked with, do they have some type of experience or are they mostly just kind of lost? They know they need to prospect, but they’re like, “I have no idea what to do next and where to go”?

Josh Norris02:50

It’s kind of a mix of both, because over the past couple years…

02:54it seemed a little easier for agents to really make a lot more money. The listings were coming a lot more natural. But now it’s obviously a little bit different. The market, at least in 2024, is a little bit different. So from that, we have had agents who are struggling a bit more.

03:07They had previous years where they were doing six figures or multi six figures, and then now they’re barely cracking six figures. So they’re just really trying to find a solid foundation to help get them back up. So it’s kind of a mix. And we’ve also worked with agents across the US and Canada as well.

03:20So we’re not even just serving the US markets, we’re also doing Canada too. So it really just kind of depends. We have that mix of agents who are brand new, starting out, never had experience, and that’s where we kind of help them really understand, from the jump out the gates, how they can become an agent and really understanding the business model behind it, rather than just going around and shooting in the dark trying to get some deals in.

Loida Velasquez03:41

Yeah, absolutely. And I know you mentioned knowing your numbers in the beginning and trying to figure that out. I know you also go over objection handling and all of that. So can you kind of break down what a schedule looks like for the coaching clients that you have in helping them achieve the goals that they want?

Josh Norris03:58

Yeah, 100%. So the first thing that we do, which is what we talked about a few minutes ago, is more of our one-to-one challenge, at least it’s one-to-one right now. So if you’re watching this, I’m not sure if it’ll still be one-to-one at the moment. But we work with agents a lot for free, one-on-one, just to really help them out.

04:11It really helps us understand what the market is going through right now, just really understand our clients and how we can help them. So for us, again, once we understand that data, we understand the numbers, we then go through sales. It’s a lot about sales. So we go through the whole process on how to handle objections, but also how to prevent them in the first place, what type of questions you need to ask to really get the prospects to open up, to trust you, and really build good rapport.

04:35A lot of agents think, or they’ve been taught usually from what we’ve seen, that building rapport is more of, “How are the kids doing? Where’s your family at?” Things of that nature, and that’s not really rapport building. Rapport building is getting somebody to open up, talk about actual emotions, their actual problems they’re facing, so that you can tie your solution to their problems itself, and ultimately, that’s how you get the agents to actually get more listings.

Loida Velasquez04:56

Yeah. And I’m glad that you just said listings, because I know people are watching this and they’re probably like, “Well, I wanna know, how can I get more listings?” Because especially right now, there might be agents that are trying to transition from being buyer’s agents. They wanna list homes.

05:09They wanna make sure that they get paid. So what are some of the things that you go over?

Josh Norris05:13

Yeah, so for us, it’s all about a solid foundation. So we kind of have an economy-proof system where we really help agents do cold calling, outbound prospecting, things of that nature, so that no matter if the market’s up, the market’s down, interest rates are high, interest rates are low, you can still have a consistent way to get multiple listings a month.

05:28That’s number one. A lot of agents like to get into AI. They like to get into Facebook marketing or hiring ISAs. We also help with all that stuff, ’cause that really helps with scaling your business, but you can’t do that until you have a solid foundation. And that’s the biggest mistake we see with agents when they want to scale or they wanna remove back their time from the business, is that they don’t even have a solid foundation.

05:48If I go to build my house on sand tomorrow, it might last for a week, it might last for a month, whatever it is, but a year from now it’s gonna fall. Versus if I have a really good, solid foundation, now we can build on top of it. So we always start out with building a solid foundation, really helping agents get comfortable talking to prospects, so they know they can just pick up the phone tomorrow and they can get some listings.

Loida Velasquez06:09

Yeah. And I love that you’re saying having that foundation, because many times we hear agents, they want business, they want listings, they want deals, and then they say, “Calling doesn’t work,” or, “I’ve been prospecting and I don’t get any results,” or, “What scripts do you use?” So it comes down to the foundation.

06:24Maybe they don’t have the right foundation because they don’t have the right coach or mentor. So for you, that’s awesome that you do one-on-one with these agents, because now you can really see them specifically, what they’re going through, and how you can help them individually. What are some of the results that you have seen agents getting that are like, “This is awesome”?

Josh Norris06:45

So I’ll talk about my free stuff. I won’t even talk about the paid things we do. So you can just understand, watching this right now, the paid stuff is obviously even better than that. But typically with us, when we’re working with agents even for free, over a four-day period, which we have a four-day challenge that we push agents through.

06:59So with that four-day period, we’re typically seeing about one to three listing appointments as soon as they’re actually implementing the actual information, and that could be during that week process, it could be within that three to four day period. We really see big transformations because, again, a lot of agents don’t understand what to even say when they get on the phone, how to really talk to prospects, how to get them to open up.

07:16So once they can understand the actual process behind that and implement it while still being able to talk to us daily on that end, they really understand that they can see this big transformation in their business. ‘Cause not only are they getting the numbers they need to get up to the listings they wanna hit and to get up to the goal they wanna hit per year, but they’re also getting, how do I actually get prospects to stay on the phone?

07:34How do I get them not to hang up immediately? How do I get them to open up more about the problems they’re facing? Then how do I transition that into asking them for the business? How do I get them to say they wanna work with me, they’re begging to work with me? That is the whole process for it.

07:48So we’ve had some crazy transformations from that. We actually had an agent the other day, again, completely through the free challenge, got a $2.8 million listing by the seventh day. So just crazy, crazy results. Again, I’m not gonna say every single person’s gonna get a $2.8 million listing. It might not happen for everybody.

08:02But with it though, again, when you’re having that one-on-one guidance and you’re really understanding sales and marketing as a whole, you can really transform your business.

Loida Velasquez08:11

So I wanna touch a little bit on mindset, because I’m sure that there’s a lot of agents that get really excited, maybe a $2.8 million listing.

08:18A couple months from now, maybe things have dried up. I mean, how do you keep these agents motivated to continue going if they even struggle with that?

Josh Norris08:26

Yeah, so one of the things that we do even in our actual programs itself is daily accountability. They have my direct number, my business cell. They can go through and text me questions every single day, and I’m also reaching out to the agents as well, making sure they’re accountable.

08:38If I don’t see that text later on that day of, “Hey, I called 15 people today,” or, “I called 10 people today,” whatever it is. As long as they’re doing something to move their business forward, I obviously wanna know about that. So I’m having constant communication with my clients just to make sure they’re actually moving forward.

08:51The last thing I wanna do is have somebody go through my programs, go through my challenge, whatever it is, and they don’t actually get good results. So I make sure they are accountable. It’s kind of funny, I always kind of tell agents, sometimes I feel like I want it more than they do. If I could go pick up the phone for you, I promise you I would, but I obviously can’t do that for everybody.

09:09So for me, it’s really making sure I’m also holding them accountable as well. And the biggest thing with that is when you have a good system and you see it working, all you need to do is just see it working once, and you can understand in your brain that, “This system can get me to where I want to go, as long as I put in the work.”

09:25So now it’s more about who actually wants it more, which in my personal opinion, I love that about the real estate game. It’s the agents who put in the work and they get the results, and the agents who don’t put in the work, they don’t get the results. And for me, I love that type of system, because again, it really just shows who wants it more.

09:42If you actually wanna show up every single day, you really wanna chase after it, then the good thing about that is, once you have those deals in, you can then start to invest into other systems that can remove back your time. So as long as you just stay committed early on, build that solid foundation, you can then really scale up from there.

Loida Velasquez09:58

Yeah, that’s one of the reasons that I got into the business, because I knew that there was no limit or no cap. So I say you can make a lot of money in this business, or you can get broke and be broke for a long time and leave. So it’s really up to the agent how much they really want it and how much work they’re willing to put in.

Josh Norris10:16

100%. And then one of the things that we always try to tell agents as well is really just map out what they’re doing on a daily basis. A lot of agents try to say they don’t have time. We’ve even had agents where they go through and they say, “Hey, I wanna do your challenge, but I don’t have time.” I’m like, “There’s no way you don’t have an hour a day for four days straight to transform your business.

10:31If you can’t even do that, then there’s really no hope for you at this point.” There’s something you’re doing on a daily basis that’s not moving you forward closer to your goal. So for us, we always like to try to break down with the agent, what are you doing every single day, and does that directly result in getting you more business?

10:45If it doesn’t, everything like that comes secondary to it. So if we know that picking up the phone is actually gonna get you more leads and turn those leads into listing appointments, turn those listing appointments into listings, then do that for three, four, five hours a day. That should be your main focus every single day, ’cause that actually drives you more business.

11:01If you’re posting social media content all day long, you’ve been doing it for six months and you’ve never gotten a listing from it, then maybe that’s not working. Maybe that should be a secondary action that you do after your prospecting is done. So it’s just really helping agents understand that even when you’re adding in new systems, it doesn’t mean you’re adding in more time.

11:17It’s making your time more efficient, and that’s another way you can also really stay motivated and stay consistent. ‘Cause if we can take an agent from working nine hours a day, move it back to three, four, five hours a day doing this one single thing and it gets them more deals, they’re gonna be way more motivated.

11:32They have more time now available, so that’s another thing we help out as well.

Loida Velasquez11:35

So what would the prospecting look like, let’s say if they do it for three to five hours a day?

Josh Norris11:40

Yeah, that’s typically it for us. So we always tell agents three to five hours hopping on the phone. Again, we always recommend Vulcan7.

11:47Vulcan7’s an amazing platform, amazing data, and that’s the biggest reason why we recommend it, is the data behind it is so powerful. And so again, it’s just going out there with the right framework. So what we really help is helping understand what is the process of really getting a prospect on the phone answering that call, and then turning them into a listing appointment, ’cause that’s the first step.

12:05If you can’t do that, then you can’t close the listing at all. You have to get the listing appointment booked. So for us, it’s really understanding the first five to 10 seconds of the phone call. How do we get that pattern interrupt, get them a little bit wondering why you’re actually calling them?

12:18Every single agent likes to say the same thing every single time. “Hey, it’s Josh from eXp Realty. Just wanted to see if you had that property still on XYZ Street. Are you still wanting to sell it?” “No,” and they hang up the phone. So every single agent’s doing that, so how do we stand out from that to get somebody to actually sit there for a second, really wanna understand what we’re talking about, and really want to open up as well?

12:37That’s typically what we’re telling agents to do.

Loida Velasquez12:40

So I know that we talked about a challenge, and you briefly mentioned it in the beginning. Tell us a little bit more, because I think that this is awesome. Everything that you have already said the past couple minutes is great. So for everyone that’s watching, you might need to rewind it and just write down what Josh has said.

12:54But tell us about this challenge.

Josh Norris12:56

Yeah, so we have a four-day challenge. It’s called the Quick to List Four-Day Challenge. And again, like I said earlier, right now it’s completely for free. We’re working one-to-one with you. So when I say one-to-one, it’s directly me for an hour straight for four days. We typically take about five to six agents on per week, ’cause it’s just the time basis on my end.

13:12I have to manage my clients that are actually paying us as well, and also helping the ones for free with this as well. But so what we do is we go through a four-day challenge. Day one, again, is really just the goal setting, understanding your numbers, understanding your situation so we can understand what you’ve done before, what type of pain points you have.

13:28What do you really struggle with the most? We really wanna understand your situation. That’s why we do it one-to-one right now. And then day two is more focusing on the actual cold calling itself. We’re gonna be teaching you the scripts and frameworks that we use, but also on top of that, helping you understand why we phrase the stuff that we do.

13:46So for example, if we have a certain question that we’re asking a prospect, you know why we’re asking that question. We’re not just telling you to ask that question. That’s the biggest thing with agents, is that they just get a script. They find one on YouTube, they find one online, some random PDF. They try it out, and guess what?

14:0150,000 other agents have also tried that script as well. The reason why it doesn’t work is because they don’t understand the reason why it works on the back end. They don’t understand the process of why we’re asking the certain questions, why we’re phrasing things a certain way. So for us, we actually show them a script that we actually update every two weeks.

14:17But on top of that as well, we’re helping them understand the process behind it so they can come up with their own unique script and continue to move on from there. Day three is more about lead generation and more advanced sales tactics. So we might actually go over things like objection handling, how to prevent them in the first place, and things of that nature, so when you’re on the phone, everything seems natural.

14:36It’s a very smooth and easy conversation. And then day four, this is our favorite day, is because we actually go over scaling opportunities. This is where you buy back your time. This is where you really become the business owner that we talked about earlier, making that transition from being an agent and moving over to a business owner.

14:50So that’s where we start going over advanced strategies to actually scale up, hire a team underneath you, the whole nine yards as well.

Loida Velasquez14:57

And I think that last stage is really important, because many times agents get into this business and it’s just a one-man show for many, many years, when you can start leveraging, putting your money to work.

15:08So I think that that is an extremely important thing that agents need to know. So all of that sounds great for your challenge that’s happening. I know there’s probably someone that’s watching that’s like, “Well, you know what? I’m doing this part-time. Do you think that I can actually succeed?”

15:22Or do you take on agents in this challenge that are part-time?

Josh Norris15:27

We do, but you have to be really committed. That’s the biggest thing. So we actually had an agent on the other day, he’s actually a firefighter right now doing six figures already as a firefighter, but he wants to really go down the route of being a real estate agent.

15:38He knows he can make more, but also he knows that over time he could buy back more of his time. Right now being a firefighter, it’s obviously a pretty dangerous profession. But also with that, he has a family, he has a wife, he has children, so he obviously wants to spend more time with them.

15:51And being a real estate agent can allow you to do that. But I even told him the first day of the challenge when he signed up for it, I was like, “Dude, here’s the thing you have to understand, is that you’re gonna have to put in work for six months, maybe eight months, whatever it is. Really double down.

16:05Your schedule’s gonna be even more crammed than it already is. But then once you have that good solid foundation, you can make the transition into being a full-time agent. And then from there, again, use the scaling strategies to buy back your time.” That’s the whole thing. So if you are somebody who’s doing it part-time, you still can succeed, but we always have to say right up front, you have to be willing to put in even more work.

16:24That’s the biggest thing about it.

Loida Velasquez16:26

Yes, absolutely. So for anyone that is interested in your challenge or even connecting with you, where can we find you?

Josh Norris16:33

Yeah, they can just go to lead-boost.com and they can see the challenge from there. You’ll be good to go. That’s the biggest thing I just wanna promote.

16:40We wanna help as many agents as possible, obviously for free. So we’d like you to go there as well. Just go to www.lead-boost.com and you can sign up for the challenge.

Loida Velasquez16:49

Awesome. Well, Josh, thank you so much for doing this interview. I know that you dropped a lot of gems, and hopefully we have a lot of agents reaching out to you and tripling and quadrupling their business

16:59in a span of four or five days.

17:02Thank you again, Josh. Of course. Take care.