How 21-year-old Kealan Green set 5 listing appointments in one week from expireds

Kealan Green00:00

At the end of the day, it’s such a limiting belief thinking that because you’re younger, people won’t wanna work with you. If you come in and you know exactly what you’re talking about, you have a specific process, and they see you, “Oh, he knows exactly what he’s doing. He’s very educated on the market.

00:15He’s very educated on what he does as a job, his craft.” So if you’re able to portray that, they really don’t care how old you are. If I impress them with what I say and obviously what I’m gonna do, there’s no reason why they wouldn’t list with me. Use the system. The system works. You gotta use the system, one, to take advantage of every feature that it has, and then role play and practice, practice, practice.

00:46You wanna get better, you have to skill up. Just practice, practice, practice, and you’re gonna see the results.

Aaron Wittenstein00:53

Hey, what’s going on, everybody? It’s me, it’s Aaron Wittenstein, and I would like to welcome you all to Vulcan 7 Roadmap. This is where we teach agents across the country, from agents across the country, how to take an additional two, three, four, just a lot of listings a week, okay? And we got a really cool guest here today, by the way, Kealan Green.

01:18Ironically, he’s out of Worcester, Massachusetts, where my parents live. So we were shooting it a little bit about that. So, Kealan, say hello to everybody. My friend, how are you?

Kealan Green01:32

Doing well. How are you?

Aaron Wittenstein01:34

Good. I’m very good. Thank you for asking. So you were sharing a story, and I made you stop because I don’t wanna be surprised like everybody else here.

01:42So can you just share a bit of your story, how you got to where you are right now, and a little bit about what happened with that?

Kealan Green01:49

Yeah, absolutely. So, like Aaron kinda shared, I’m 21 years old. I work as a realtor, and I’ve been doing it for a little over a year now full time.

02:01So I was in school. I played football. Went to college, transferred to UMass Amherst to play football. Broke my leg. I couldn’t really play there, so I wasn’t exactly sure what I wanted to do. I knew that I wanted to get into real estate, so at that point I kinda had to make a decision of, do I continue the track of going to college, and then once I graduate, do I at that point get into real estate?

02:26Or do I kinda just drop it and go all in? And that’s where I made my decision. I used kind of an internship with PWC as an excuse, and then I went all in on real estate as of April of last year. So a little over a year now, I’ve been doing it full time.

Aaron Wittenstein02:44

Very… Two questions. Two questions.

02:45First off, what position did you play?

Kealan Green02:48

I played linebacker.

Aaron Wittenstein02:49

Linebacker. Oh, he got right into that stuff over there. Middle or outside?

Kealan Green02:54

Outside.

Aaron Wittenstein02:54

Outside linebacker, there you go. And, oh, I already forgot. Oh, and you said, just so I wanna rehash this, you are 21 years old and you’ve been in real estate for a year.

03:04Is that correct?

Kealan Green03:05

Correct.

Aaron Wittenstein03:06

Okay. So being so young, ’cause I started when I was really young as well. I wish I was your age. I’m extremely, I don’t wanna say the word jealous, but envious of you, okay? So what gravitated you towards this business?

Kealan Green03:19

So it was kinda funny. I saw somebody… So for the longest time, look, I knew about real estate, but I didn’t want to do it.

03:29I actually wanted to be an orthopedic surgeon ’cause I broke so many bones. The leg was not the first one. So I was set on that until I was about 17. And then I found this guy on Instagram, and he was doing commercial real estate development in Canada. I think it was Ontario. And I was like, “Oh, that’s really cool.”

03:47So I kinda looked into his story a little bit, found out that he got started as a real estate agent and then worked his way up doing residential and then commercial development.

03:56So that’s kinda how I got… It piqued my interest. And then from there I was like, “Okay, well, why not just almost try and take the same path as him?”

04:05Because he was at a point where I wanted to be, and I was like, “Okay, well, if I wanna get to that point, why not just start here and then work my way up?” And then as I got more into what real estate sales was, I was like, “Oh, there’s a lot of opportunity here.” So I’ve kind of focused more on the real estate sales.

04:23Once I got into it, I was like, “Oh, there’s a lot of opportunity. Why not just stay here and make the most out of this while I can, and then I can figure out everything else later on?”

Aaron Wittenstein04:31

Okay. So I’m sure I’m not the first person to tell you this. I would’ve never guessed you’re 21 years old, by the way that you carry yourself, okay?

04:39And I know there’s a lot of agents that watch this, and agents across the country that are younger. How have you found the way to make it not an issue, is the best way to put it?

Kealan Green04:53

What, being younger?

Aaron Wittenstein04:54

Being younger, yeah. Yeah.

Kealan Green04:56

So initially I had that. At the end of the day, it’s such a limiting belief thinking that because you’re younger, this and that, people won’t wanna work with you. Whatever the case may be, you can come up with a million excuses in your head as to why someone shouldn’t work with you because you’re young. But at the end of the day, they really don’t care, and I kind of realized that as I began to educate myself, that people really don’t care how old you are. If you come in and you know exactly what you’re talking about, you have a specific process, and they see you, “Oh, he knows exactly what he’s doing.

05:25He’s very educated on the market. He’s very educated on what he does as a job, his craft.” So if you’re able to portray that, they really don’t care how old you are. I mean, sure, I have a beard, makes me look a little bit older, but people know I’m young. Everybody that I’ve been on appointments with, they all know I’m young, but it doesn’t really change the fact that if I impress them with what I say and obviously what I’m gonna do, there’s no reason why they wouldn’t list with me or work with me if I’m representing them on the buyer side.

Aaron Wittenstein05:52

Well, I think what you said is very important, because it just doesn’t go for age or youth or being older or younger. It’s that you need to educate yourself and you need to know what you’re talking about. Because when you can speak the language of what the people are trying to get, that’s when you’re gonna see, you know what I mean, the desired result, right?

Kealan Green06:13

Of course. Of course.

Aaron Wittenstein06:14

So what do you like? You enjoy expireds, you enjoy for sale by owners, circle prospecting? What’s your thing?

Kealan Green06:22

So I primarily built it up… I tried to do for sale by owners. I still do for sale by owners. It’s just, in my specific market, they’re really hard to come by.

06:32Like, I’m in Worcester, and I’ve noticed, using Vulcan, a lot of the for sale by owners that I get are further out. For whatever reason, people in my market, they don’t like being for sale by owner, so they’re kind of hard to come by. So I’ve primarily focused on expireds, and then I do like circle prospecting, just listed, just sold calls, things of that nature.

Aaron Wittenstein06:52

Okay. I know I’m gonna put you on the spot here, and I hope it’s okay, because I’m an expired guy myself, and I always like to hear what my expired people have to say. Would you be open and amenable to a role play? Is that something you’d be okay with?

Kealan Green07:04

Yeah, sure.

Aaron Wittenstein07:04

All right.

Kealan Green07:05

That’s not a problem.

Aaron Wittenstein07:05

Cool. Give me a ring, ring.

Kealan Green07:09

Ring, ring.

Aaron Wittenstein07:10

Hello.

Kealan Green07:11

Aaron?

Aaron Wittenstein07:11

Uh, yeah?

Kealan Green07:13

Yeah. Aaron, this is Kealan Green. I was giving you a call about the property you have for sale here on 123 Main Street.

Aaron Wittenstein07:22

Mm-hmm.

Kealan Green07:22

Yeah. The reason for my call, I noticed that your home actually came off the market this morning as an expired listing.

07:30I was giving you a call, Aaron, obviously, simply to find out when you plan on interviewing agents again for the job of really just getting your home sold.

Aaron Wittenstein07:37

You know, I think we’re gonna give it a break for, like, three months or so, and you can give me a call back then if you like.

Kealan Green07:44

Yeah. Absolutely. I’d be more than happy to do that.

07:46I’ll write that down right here, three months from now. And if you don’t mind me asking, I mean, you have a really nice home. Is there any reason in particular you were even considering selling this in the first place?

Aaron Wittenstein07:57

Yeah. I mean, we just wanted to kinda get out of dodge a little bit. And, I mean, did you show it when it was available, or…?

Kealan Green08:06

Yeah. That’s a great question. And to be completely honest, I actually didn’t see that your property was on the market. I just now saw it briefly, and I actually didn’t get a call from your previous agent. I mean, if you don’t mind me asking, how did you happen to pick the previous agent that you listed with?

Aaron Wittenstein08:21

He was my cousin.

Kealan Green08:23

Gotcha. Gotcha. And were you very happy with the level of offers that you were receiving on the home?

Aaron Wittenstein08:30

Mm. We got one offer that was $153,000 under asking price. Other than that, no.

Kealan Green08:36

Wow. Wow. I mean, let me ask you this. You said that… obviously, the goal is to still sell the property.

08:42Is that something that’s still a priority for you, or would you be okay with waiting six months, a year, two years to get the property sold?

Aaron Wittenstein08:49

Well, like I said, three months is kinda what we’d be looking at at this point. I mean, if you have a buyer, you’re more than welcome to bring them with. Do you have a buyer for the home, potentially?

Kealan Green08:58

Yeah, that’s a great question. We work with a lot of buyers and sellers here in the area, obviously, just because we do so much business. And at the same time, I don’t want to insult your intelligence and tell you that I have a buyer at this present moment, because honestly, if anybody calling you did, this conversation wouldn’t even be happening.

09:14You’d have an offer on the table. I mean, let me ask you this. If I could show you a way where it was virtually guaranteed that you could still get this home sold in the timeframe that you were looking for, and for a relatively good price, you think that’d even be worth 10 to 15 minutes of your time?

Aaron Wittenstein09:30

Uh, how can you guarantee that, though?

Kealan Green09:31

No, of course, and just by you asking that demonstrates why we should get together. That way I could show you exactly what we would do to really get your property sold. So, I mean, I’m looking at my schedule here. I’m gonna be in your area today and tomorrow. You think 3:00 or 5:00 would be better for you, Aaron?

Aaron Wittenstein09:48

I’m just gonna give it to you right now. That was a great line right there, by the way. I like that a lot. Your pausing is second… You know that, right? Like, your pausing is second to none when you’re speaking.

Kealan Green10:00

I appreciate that.

Aaron Wittenstein10:01

Yeah. It’s pretty impressive. The cadence that you use is just, like… and your voice sounds amazing.

10:08So what type of success are you seeing right now with the expireds?

Kealan Green10:13

So a lot of times, obviously, the market’s really hot right now, so the tough thing is the expireds that do come up, I would say a good portion of them just aren’t really motivated. So the success that I’ve really had was finding people, kind of weeding people out of, “Okay, I’m having these conversations,” but a lot of them aren’t motivated.

10:33But every so often I’ll find people that are really just frustrated with the process, and finding the people that actually need my help. And I think that by getting these skills over the phone, I’m able to determine whether or not these people actually need my help, and set appointments based on that.

10:47So it’s been going well. It’s kind of weeding out a lot of people who aren’t actually really motivated.

Aaron Wittenstein10:54

So, I mean, if you had, like, your perfect week, you sit down and you look at your perfect week, how many appointments constitute, like, a really good week for you?

Kealan Green11:05

So the first week of June, June 1st… you know how obviously a lot of people expire the first day of the month? I set five appointments the first week.

Aaron Wittenstein11:15

That’s pretty good.

Kealan Green11:16

Just expireds, yeah. Just expireds, and I think one was a canceled, but yeah.

Aaron Wittenstein11:21

So if you’re setting five appointments, at that point, have you been on all of them, or are you still going on them? What does that look like?

Kealan Green11:28

So one of them I went on… See, I’m losing track of time. All my days mesh together at this point. Three days ago, I went on the appointment. And I took one of them, so that was a guy who expired the 1st. He interviewed, like, five different agents. And I ended up taking that listing the same day.

11:49And then I have one more that I went on, and I kinda got there and they weren’t super clear on their timeframe. I kinda had to make that decision. I pre-qualified them. It was kind of a business decision. It was like, okay, I know that they’re going to sell. I don’t know if their timeframe is, like, they’re gonna sign on the spot.

12:09I didn’t get them to sign, but that one’s gonna be really good, ’cause they have to buy and sell. They’re not interviewing any other agents. And then the other three that I have coming up, those are today and then two tomorrow.

Aaron Wittenstein12:21

All right. You gotta message me when we’re all done with this thing to let me know how they came.

12:26Can you do that?

Kealan Green12:27

100%.

Aaron Wittenstein12:27

I’m excited. No, that’s a really good week. You know, figure one out of two. You set three, one’s gonna cancel, and then you list one out of two on a bad day. Five appointments should take you two to three listings. That’s really, really, really good.

12:39So how many hours a day right now are you dialing? Are you putting in a typical three-hour session, extra than that? What does that look like?

Kealan Green12:45

So what I try to do now is I really try and just focus on prospecting as much as I can, because I think that I’ve known it’s been a priority in the past, but I haven’t 100% committed to doing, like, the three, four hours a day.

12:57I’d still do it five, six days a week, but I just wouldn’t make it my priority. I would let things come up and be like, “Oh, I have to go do this thing during this time.” But in the past probably month or so, I’ve been consistent three to four hours a day. So I’ll do 8:00 AM to 11:00 AM, and then I’ll do my follow-up, and then I have role play calls at 11:30 to 12:00, and then some coaching calls and stuff.

13:22And then I’ll hop back on the phones if I have, like, an hour in the afternoon, or, like, an hour or two again in the evening. So I’m usually, on the low end, three hours. On the high end, probably, like, five hours.

Aaron Wittenstein13:32

Well, it’s crazy. It’s like you go do that, you commit to the process, you focus, and you set five appointments, right?

Kealan Green13:38

Oh, yeah. Yeah. It works. It’s daunting, but it works.

Aaron Wittenstein13:42

It’s called repetitious boredom, my friend, is the best way to put it. All right. So this is one thing I wanna bring it back to, to the role play, okay? Because I totally forgot to ask this. So when you said my name, you kinda had a thing that you did there.

13:58At the very beginning, yeah. I’m bringing it back. I’m sorry, I forgot that I made a note of it here, and I didn’t make mention of it afterwards. For repeating it back, what he did, he was like, “Kealan?”

14:14And just paused right there. So what’s the logic and reasoning behind doing that?

Kealan Green14:18

So initially, I say that because I want it to incite curiosity. So I’ll be like, “Aaron?” Or I kinda do a mixture of, like, “Is this Aaron?” or “Aaron?” But either way, it’s to try and incite curiosity, to be like, “Who’s calling me right now?”

14:35Like, “Hello? Who is this? Who’s calling me?” So it kinda engages them initially off the jump.

Aaron Wittenstein14:42

I’m gonna assume that you get a pretty decent response from doing that, right?

Kealan Green14:46

Yeah. Yeah, definitely.

Aaron Wittenstein14:46

You say, “Oh, yeah, that’s…”

Kealan Green14:48

If it’s the actual right number, yeah. They’re always like, “Uh, how can I help you?

14:52Hello? Who is this?”

Aaron Wittenstein14:54

No, that’s a good… I may actually attempt that and steal that, by the way. I like the way that sounds. So, all right, so you’re lead genning from 8:00 to 11:00, you’re doing your follow-up from, like, 11:00 to 12:00, and then after, you’re doing some role play kinda mixed in the middle there, then you’re going on appointments.

15:10Does that sound like a pretty typical day?

Kealan Green15:12

Yeah. Yeah, I try to set my appointments usually between, like, at the very earliest, like, 2:00. I try and do, like, administrative stuff around the lunch, early afternoon time, and then ideally, like, a 3:00 to 6:00 or a 3:00 to 7:00 is the appointment window.

Aaron Wittenstein15:28

No, that definitely, definitely works. So, like, do you have a morning routine that you go through every day to get you ready? What does that look like?

Kealan Green15:37

Yeah. So it’s not for everybody. I found a guy really early on… he was doing a lot of production, and I was like, “Let me just copy his schedule.”

15:47So he was getting up at 4:30, going to the gym for 5:00, and then usually, like, shower and be out by 6:30 or so. And so that’s kinda my thing. I’ll get up in the morning and usually pray. I like to read the Bible first thing in the morning for a little while, then I’ll just get ready and go right to the gym.

16:10Then I’ll hit the gym for an hour, hour 15. I try to be super efficient with that. Then shower right at the gym, drive to the office, do a little bit of script work, then I’ll get into role play, then I’ll get right into my calls.

Aaron Wittenstein16:23

So you’re very… I mean, and I would assume the football and the athletics really got you regimented.

16:29Is that right?

Kealan Green16:30

Yeah. Yeah, a routine was kinda already in my thing. It was just shifting the routine around. I just brought it earlier in the morning. But essentially, with football, I would have morning workouts and stuff, so it kinda worked.

Aaron Wittenstein16:42

So what happens… I just wanna see how you answer this one.

16:47Let’s say a kink gets thrown, like your alarm doesn’t go off in the morning. Then what happens to the day?

Kealan Green16:53

It kind of messes up my whole day, if I’m being completely honest. Like, I’ll work around it, but usually I just won’t be able to go to the gym. Like, I’ve gotten my sleep schedule really good.

17:07That’s what I focused on early on, ’cause I was like, “Okay, I wanna be as efficient as possible, so I just have to make my sleep as efficient as possible.” So that’s kinda what I focused on, and I got a really good sleep schedule, and my body kinda wakes me up. I keep an alarm just in case, but even if my alarm doesn’t wake me up, which I’ve had happen a few times, I’ll still wake up maybe, like, 20, 30 minutes later

17:27at latest. So I’m not too thrown off my schedule, but I might just say, “Okay, I have to treat today as a rest day,” or I’ll try and get there later on if I can, and then I’ll just go in to work earlier and get, like, some administrative stuff done earlier, so then I have more time later to hit the gym.

Aaron Wittenstein17:42

All right, so you’re up at 4:30.

17:43What time are you going to bed?

Kealan Green17:45

Usually, I’m usually in bed… I try to be asleep by 9:30. Like, I’m in bed 9:00, try to be asleep by 9:30, ’cause I’ve tried to get less than that, and over an extended period of time, it doesn’t work out. It’s not good. My body… I need seven hours.

17:59That’s just me personally.

Aaron Wittenstein18:01

I’m right there. I need seven myself, otherwise I’m a disaster in the morning. All right. So, like I said, you’re a newer agent, okay? You’re having a lot of success right now, which is amazing. But let’s say that a brand new agent comes walking down the… the corridor, I don’t know what I’m saying that word for.

18:22Walking down the hallway, that’s what I’m looking for here. Knocks on your door. He’s like, “Kealan, Kealan, Kealan, I’ve heard you’ve been absolutely crushing it. You said five appointments in a week. What is one piece of advice that you have for me?”

Kealan Green18:35

Whatever you’re gonna do… Like, everything works.

18:37I would just say that you can cold call, you can door knock, whatever your case may be. I prefer cold calling. It’s what I’ve built my business off of. But you just have to take action. Like, you have to do it, and you have to be really consistent with it. I think the consistency thing is the biggest part.

18:52Like, if you’re gonna cold call, set whatever you realistically can set and commit to. If it’s an hour, if it’s two hours, if it’s three hours, set it in there and don’t let anything interrupt it. Just commit to it and just take action on it, and don’t let anything interrupt it.

19:07And if you do that over, like, an extended period of time and you’re consistent, you’re gonna see the results. And it just depends from there on volume. Even if you’re not really skilled, I mean, you’re gonna come across people that are like, “Come over and list my house eventually.” You know what I mean?

Aaron Wittenstein19:21

So what you’re saying is get into action with whatever it is.

19:25Yeah. Just get into action. Of course. All right, my friend, this is where our journey comes to a close here in a few minutes. What is one last piece, final word that you could give Vulcan7 Nation here?

Kealan Green19:37

I would say, obviously, use the system. The system works. You gotta use the system, one, to take advantage of every feature that it has, and then role play and practice, practice, practice.

19:47You wanna get better, you have to skill up. Just practice, practice, practice, and you’re gonna see the results. And if people wanna role play with me, you can message me, whatever you wanna do. I’m down to role play with people and practice. But you gotta practice to get better. That’s the only thing.

Aaron Wittenstein20:04

Wise words. Wise words. Okay. So let’s say someone from Tulsa, Oklahoma, an agent out that way, has a referral for Worcester, Massachusetts, or someone wants to role play with you and get in touch with you. What is the best way to get in touch with you, Kealan?

Kealan Green20:19

So you could message me on Instagram. It’s Sold by Kealan. Or you could just text me on my phone number.

20:25It’s 774-214-6114. Either way, I’ll respond right away. Usually text is faster, though.

Aaron Wittenstein20:29

Fair enough, man. Well, I wanna say thank you so much for being here. Continued success. Like I said, you’re a real estate baby within one year. It’s absolutely amazing, and it just goes to show you that when you don’t have any limiting beliefs around what you do, age doesn’t make a difference whatsoever.

20:50It makes no difference whatsoever. So keep up the good work, and I wanna thank everyone that came to hang out with us today at Vulcan 7 Roadmap. And do me a favor, go make some money. Take care.