How Maryam Mohavvelaty sold 36 homes in a year prospecting 4 to 5 hours a day

Maryam Mohavvelaty00:00

Prospecting is not easy, especially with all the noises that we have around us right now with the new rules and regulations that’s coming on our way. But I think the only thing that we need to do is to just put your heads down, do your job, make money.

Aaron Wittenstein00:23

Hey, what’s going on everybody? Hi, it’s Aaron Wittenstein, and I’d like to welcome you all to Vulcan7 Roadmap. This is where we interview agents across the country in regards to how to take an additional one, two, three, four, five, just a bunch of listings a week. Okay? And all the way from Las Vegas, we have Maryam.

00:42So all the way from Vegas. So just so y’all know, we have a legit amazing agent here with us today. She’s been in business for five years. That’s right, counting five years. Last year she sold 36 homes. The cool part about that 36 homes, though, two thirds, which is like 20 something, because my math isn’t doing so well today, were expired listings.

01:03All right? Were expired listings. So, Maryam, how are you?

Maryam Mohavvelaty01:07

Good. How are you?

Aaron Wittenstein01:08

I’m doing very well, thank you for asking.

Maryam Mohavvelaty01:09

Thank you for having me here.

Aaron Wittenstein01:11

You’re very welcome. So expired listings, you’re enjoying them, huh?

Maryam Mohavvelaty01:15

Mm-hmm. A lot. Yes.

Aaron Wittenstein01:18

See, this is what I love, is when people come on, they mention expireds, and they just smile from ear to ear, okay?

01:25And I know you’ve had an interesting progression in your business since 2021 to kinda get you to the place you are right now. Would you mind sharing that with me?

Maryam Mohavvelaty01:35

Sure. So I started in 2020, but 2020 I wasn’t very… I mean, because of the COVID and I had a little one, I wasn’t able to work so much.

01:46So the fourth quarter of 2020, I started running Facebook ads, and I was able to convert 14 of those.

Aaron Wittenstein01:55

Oh, wow.

Maryam Mohavvelaty01:55

So I converted 14 Facebook ads. And then the first quarter of 2021, I met a coach that he was all about cold calling and prospecting. I was not comfortable doing so, but then he introduced me to Vulcan7, so I just gave it a shot.

02:11I started with for sale by owners. I did great with for sale by owners. I wasn’t very comfortable doing expireds, but they tell you that if you wanna succeed, just get out of your comfort zone. So I got out of my comfort zone. I started expireds. I messed up so bad at the beginning with the script, but I practiced, kept practicing.

02:34And now I can tell you that two-thirds of my business is coming from expireds, just a few of them coming from for sale by owners, and a small number coming from Facebook ads. Because my focus is on getting expireds listed, just because I see a huge return number ratio with expireds. If I want to hit my goal with 50 listings a year, I’m gonna say that expireds is my number one lead generation to go to.

Aaron Wittenstein03:01

That’s perfect. That’s amazing. So talk me through, so you stopped doing for sale by owners? Or do you still do them a little bit now?

Maryam Mohavvelaty03:08

No, I did not stop for sale by owners. I still call them. So I have between four to five hours prospecting in the morning.

03:17I start around 7:00, like 7:30. I start with text messages. But I spend more time on expireds, follow up with the expireds. But for sale by owners, I call them, and I put them in my follow-up campaign process.

Aaron Wittenstein03:35

Yeah.

Maryam Mohavvelaty03:36

Like last week, I got a listing. I put it on the market.

03:39My new listing last week was a for sale by owner.

Aaron Wittenstein03:44

Just, I don’t wanna gloss over this for a second here, by the way. You just said something that was like, whoa. So you lead generate four to five hours a day?

Maryam Mohavvelaty03:54

Yes.

Aaron Wittenstein03:54

Okay. And everybody, everybody just took a breath, by the way. You know, they’re like, “Whoa, how do you do that?”

04:01So I guess the question is, I’m good for like three, you know what I mean? Like, I lead generate for three, and I’m kind of like, “Okay, I’m good.” What are you doing mentally to get yourself through four to five hours of lead gen? ‘Cause that’s a significant… That’s 20, 25 hours a week right there.

Maryam Mohavvelaty04:19

Right. So first of all, you gotta see where your motivation is. You gotta put your why in front of your eyes every morning, and you wanna see where you wanna be in your business. I wanna be the top agent in my town, in my city, and I wanna be your go-to realtor. And I have a big why, which is my family and my son.

04:44And so I’ve always been bougie. I wanna stay bougie. So if I’m gonna stay bougie, you have to have money. And then, oh, something that really helped me. Every morning I wake up at 4:00, so from 4:00 to 5:00 I work on my mindset. I do meditation, I write down my goals, I write 10 items that I’m so grateful for.

05:10I’m not very religious, but I believe in God, so I write for God. I say, “Thank you for doing this and this and this, and I want this and this and this today.” And then I repeat to myself that I’m the best, I can be the best, I’m a million-dollar listing agent, da, da, all of these things. And then from 4:45 to 5:00, before my daily workout, I read different books that basically help with my mindset.

Aaron Wittenstein05:39

Okay. So you’ve got this on point, basically.

Maryam Mohavvelaty05:45

Yes.

Aaron Wittenstein05:45

And then…

Maryam Mohavvelaty05:46

So I have a schedule. I have a daily schedule that I basically live based on. Every Friday I write down my schedule for the next week and I go off of that schedule.

Aaron Wittenstein05:59

Okay. All right. So let me ask you this then, all right?

06:00So I mean, it sounds like then from 5:00 to 6:00 you exercise, 6:00 to 7:00 I’m assuming your family stuff, right? Like, am I kind of in the right mindset with that?

Maryam Mohavvelaty06:09

No. So 5:00 to 5:30 I do exercise. 5:30 to 6:00 I check my emails and I post some social media story, because I’m still strong at social media, I don’t wanna go away.

06:22I’ve been trying to be omnipresent. And then 6:00 to 6:45 I work on all the trainings that my brokerage is offering. 6:45 to 7:30 I do role play. 7:30, basically I put all the text messages on autopilot. The text messages are sent out to all the expireds for the same day, okay?

06:50And then the emails are gonna be sent out around 8:00, because from 8:00 to 9:00 I have to stay busy with my son. And then 9:00, when I send him to school, I sit down and call. From 9:00 to 12:00 I call expireds, for sale by owners, for rent by owners, old expireds, past off the markets, the FSBOs that never got sold and they’re off the market now.

07:19And I do farming. I have my Facebook leads that I need to work on. I call them. So I prospect basically all my leads.

Aaron Wittenstein07:32

And what do you do in the afternoon? Sleep?

Maryam Mohavvelaty07:34

So no. So normally I try to close my eyes for 10 minutes because I need to just reboot my body, because I wake up at 4:00, so from around 1:00, like, I really cannot breathe anymore.

07:51I need to just close my eyes for 10 minutes. But after that, from 1:00 to 3:00, I still do prospecting. 3:00 to 5:00, I basically work on my… If I need to run ads for my listings, I do that. If I need to train myself on something, I do that. So basically from 3:00 to 5:30, I work on my business, like running ads, educating myself about new technology, and then 5:30 I go home and spend time with my son and my husband.

Aaron Wittenstein08:29

I’m gonna start calling you Maryam the Machine. Is that okay?

Maryam Mohavvelaty08:32

Yeah, I am the machine.

Aaron Wittenstein08:34

You’re the machine, you’re the machine. So how long did it take you to get in that groove, if you will? Because that’s not easy, you know? I run similar, you know, to an extent, but how long did it take you to really get that routine down?

Maryam Mohavvelaty08:50

So I started this routine in 2021. 2021, I decided to be just the number one agent in my business. And so that routine has been going on since 2021. I give myself Sundays off, so I do not work. I just plug off completely on Sundays. I do not respond at all. I do not go show homes at all. That’s why I decided that being a listing agent is the perfect fit for me, because Sunday is my family day.

09:20I’m not going to go show homes at all. And there have been so many times that I had to change the dates, change the timings, but waking up at four o’clock, working till 5:30 has been going on since 2021, when I seriously decided to be a top-notch person in my business.

Aaron Wittenstein09:43

So how often would you say you’re running that schedule? ‘Cause, I mean, I would assume you have appointments you’re running in the afternoon. Like how does that work if you get an appointment? Do you kind of just plug and move around, or what does that look like?

Maryam Mohavvelaty09:56

Yeah. So I basically try to put all my appointments after one o’clock.

Aaron Wittenstein10:03

Okay.

Maryam Mohavvelaty10:05

Saturdays I normally leave empty for my open houses, if I don’t have an open house. So basically with the charts that I have, I put my schedule on an Excel sheet, so every time that I fulfill something, I just highlight it.

10:20So the ones that I cannot highlight the same day, I leave for Saturday, especially the phone calls, because I have committed myself to make at least 100, between 100 to 150 phone calls a week. So if that number is not met that week, Saturday I have to sit down. Like, last week I was short 95 calls, so Saturday and Sunday I just sat down and just finished all

10:4795 phone calls. I mean, contacts, not the phone calls, the contacts, like good conversations.

Aaron Wittenstein10:53

Yeah. You’re a machine. Okay. It’s Maryam the Machine. Whoever is making the title for this, by the way, I would love to make it Maryam the Machine. Oh my, that’s, no, it’s really impressive.

11:05And I would assume that other than family, you don’t deviate from the schedule, correct?

Maryam Mohavvelaty11:11

No. Yeah.

Aaron Wittenstein11:12

Okay. What percentage would you say you’re running at this schedule?

Maryam Mohavvelaty11:21

So I’m gonna say 85%.

Aaron Wittenstein11:25

That’s impressive, that’s impressive. And what would take you… ‘Cause I mean, no one can be perfect, you know what I mean?

11:30It’s impossible to be perfect. You’re just not that way. But what 15% would take you away from running your schedule at that high of a level?

Maryam Mohavvelaty11:39

Sometimes some emergencies pop up. Like, I had a client who is a senior, something happened to him, so I had to go take care of him. So that basically was the reason that I was not able to fulfill the schedule that day.

11:52You know, when you’re a mom and a wife, something happens. Sometimes you want to get an appointment, and the appointment says, “Well, I can be there around 12:30. Can you come over there? If not, it has to be next week.” So I want to be the first person at the door, so I move my schedules around. But I wanna make sure that I hit the numbers no matter what, the number of the contacts per week, and the number of the appointments set and appointments met per week.

12:21And what are your goals for those? So for every week, like I said, it has to be 100 to 150. If it’s 100, if I don’t hit 150, I really don’t beat myself up, because I think 100 good contacts a week is not a bad number.

12:38Yeah. So 10 appointments set, 10 appointments met.

Aaron Wittenstein12:43

A week or a month?

Maryam Mohavvelaty12:44

A week. A week.

Aaron Wittenstein12:45

10 appointments. Oh, wow. All right. That’s pretty significant right there. Okay. So… Go ahead.

Maryam Mohavvelaty12:52

So with the appointments met, sometimes I find it very challenging, because you’ve set the appointment, but when it comes to confirming the appointments, the homeowners don’t respond.

Aaron Wittenstein13:03

Right.

Maryam Mohavvelaty13:03

That’s basically the only thing that I cannot be 100% on, because there is another person involved.

Aaron Wittenstein13:12

Yeah. And you can only control what you can control. I mean, just doing the activity, the results will follow, and without the activity, there’s no results to be had.

13:22You know what I mean? I mean, that’s really what this comes down to. All right. So I gotta hear you on the phone. I gotta hear you role play, all right? Are you cool? You said you’d be cool doing that. Would you mind giving me a ring ring?

Maryam Mohavvelaty13:33

Sure. Yeah.

Aaron Wittenstein13:34

All right.

13:35Cool. Give me a ring ring.

Maryam Mohavvelaty13:36

Are you expired or are you… Let’s do, let’s…

Aaron Wittenstein13:39

What do you wanna do? It’s dealer’s choice. What do you wanna do?

Maryam Mohavvelaty13:43

I can do for sale by owner.

Aaron Wittenstein13:46

You know what? We haven’t done a FSBO in a while. Let’s do a FSBO.

Maryam Mohavvelaty13:49

Okay. Ring, ring.

Aaron Wittenstein13:50

Hello.

Maryam Mohavvelaty13:51

Hi, is this Aaron?

Aaron Wittenstein13:52

This is. How can I help you?

Maryam Mohavvelaty13:54

Hi, Aaron. This is Maryam. I’m a local realtor. I apologize I’m calling early in the morning, but I was actually calling about your Zillow ad. I’ve just noticed that you’re putting your home on the market for sale. Is that right? Yeah, we do have it for sale by owner right now. Do you have a buyer?

14:10Awesome. Awesome. You know what? I don’t know yet, because I just saw your ad, but your house looks very lovely, and I know that neighborhood. That neighborhood, actually, homes sell very quickly. May I ask you one quick question? What made you sell your home? Because looking at the pictures right now, your home is phenomenal.

Aaron Wittenstein14:29

You know, we just need a change.

Maryam Mohavvelaty14:31

Okay. Yeah, yeah. Are you moving out of the state, or are you basically upsizing or downsizing?

Aaron Wittenstein14:37

No, I mean, it’s just maybe a different neighborhood, you know, for the kids.

Maryam Mohavvelaty14:41

Okay. All right. All right, awesome. Like I said, I just saw your ad, and I am so interested in coming to take a look.

14:49Would you be available if I can stop by today very quickly, between 2:00 to 3:00?

Aaron Wittenstein14:55

Well, here’s what I’ll tell you. You know, we’re not listing with an agent, you know what I mean? So that’s not something we’re gonna do. I mean, if you have a buyer, you’re more than welcome to come through.

15:02You know, that’s fine.

Maryam Mohavvelaty15:04

You know what, Aaron? I actually didn’t call you to ask for your listing. I’m actually not interested in listing your home. However, the whole reason that I reach out to homeowners is because I am so specialized in selling homes that basically homeowners cannot sell by themselves, or their first agent was not able to sell.

15:25However, I work with a lot of buyers and sellers, and I normally come and look at the homes that hit the market recently, and like I said, I know your neighborhood very well. I have sold multiple homes in your neighborhood, and I still have buyers that might be interested in homes like yours.

15:42So are you available today around 2:30, or would 4:00 work better for you?

Aaron Wittenstein15:47

I work like all the time. I don’t know, like, tomorrow at like 10:30.

Maryam Mohavvelaty15:56

Tomorrow, 10:30. So basically my mornings are a little bit packed up with my business. But how about this? What time do you come back home tonight after work?

Aaron Wittenstein16:09

I come back at like 4:00.

Maryam Mohavvelaty16:11

4:00? Okay. Do you think we can meet around 5:30? Yeah, you can stop by for five min- Between 5:00 to 6:00? Yeah, you can stop by for five minutes. That’s fine. And like I said, I’m gonna stop by very quickly, very shortly. And okay, so I’m gonna plan on 5:30 today. And what’s the best email so I can send you my contact information and my resume, so you know who’s coming to your door?

Aaron Wittenstein16:35

Maryam at maryamthemachine.biz.

Maryam Mohavvelaty16:39

Okay. Awesome. Awesome. And Aaron, one last question. So I know you said that you’re not working with any agents, and I think you shouldn’t, because you just started selling your home on your own. And in my opinion, I think you should give yourself 30 days. And to be honest with you, I don’t really think that you need an agent to get your home sold, because your house is lovely.

17:01It has whatever it takes for a buyer to put an offer on your house. But worst case scenario, down the road, if you do not see the offer you want or you do not see the success you want, would you be open to interviewing agents, like strong agents like me, who basically are pioneers in these kinds of neighborhoods, to just give them a shot, interview with them, see what they have to say?

Aaron Wittenstein17:25

I can’t think that far ahead right now, you know, to be honest with you. But who knows? I don’t know.

Maryam Mohavvelaty17:30

Okay. Yeah. No, like I say, it’s very early. So if you don’t mind, when I’m done looking at your home, I’m just gonna leave with you my for sale by owner backup plan. Take a look at it, keep it in your back pocket, and if you ever need me, I’m there for you.

Aaron Wittenstein17:44

Sounds good. See you then.

Maryam Mohavvelaty17:45

Awesome. Awesome. I’ll see you today at 5:30, and I’m going to text and email you my contact information so you know who I am. Great. Looking forward to meeting with you.

Aaron Wittenstein17:53

Thank you. Bye. You protected your prospecting time. You guys see what I did there? I wanted to see if she was gonna say yes.

17:59You passed the test. Congratulations. You’re very welcome. No, that was great. And you know, you’re just… I don’t wanna say slick, slick isn’t the right word. You’re very graceful with the way that you speak. What I love listening to is you’re not pushy whatsoever, and tasteful.

18:17That’s the word. You’re very tasteful.

Maryam Mohavvelaty18:20

I speak very fast, and I think that’s one of my big problems, so I’m trying to slow down. It’s hard.

18:26But it’s so difficult for me to slow down when I talk.

Aaron Wittenstein18:28

It’s so hard. Believe me, it is so difficult. I try my best. All right. So let me ask you this.

18:36So you’re in the office, all right? And a brand new agent pops by the office and says, “Maryam, I hear you’re an amazing agent. What is one piece of advice you have for me?”

Maryam Mohavvelaty18:49

So with my previous brokerages, for some reason everybody knew me. And my previous broker called me a weirdo, because he was like, “I haven’t seen anybody calling for sale by owners and expireds like you.

19:06You are different.” I’m like, “Well, thank you. I’ll take it as a compliment.” So a lot of brand new agents came to me and asked me what should we do? And I told them, “You know what? The easiest, the fastest, the cheapest way is call for sale by owners.” You can go to the MLS, but it’s so difficult to find the phone numbers, because the phone numbers are all over the place.

19:27So basically you need some platforms like Vulcan7 or other platforms that provide phone numbers.

Aaron Wittenstein19:33

Perfect. All right.

Maryam Mohavvelaty19:33

That’s what I highly recommend.

Aaron Wittenstein19:35

It’s a great, great recommendation. I totally agree with you. I totally agree with you. All right, so let’s wrap this up in a nice little bow, okay?

19:41Okay. As I always say. So give me one final word or final statement or whatever you wanna do for Vulcan7 Nation. What’s the last thing on your mind?

Maryam Mohavvelaty19:53

Prospecting is not easy, especially with all the noises that we have around us right now with the new rules and regulations that’s coming on our way.

20:02But I think the only thing that we need to do is to just put your heads down, do your job, make money.

Aaron Wittenstein20:11

That’s what I’m talking about. It’s head down, head down, head down, head down, head down. All right, so someone’s moving from somewhere, not in Vegas, to Vegas. Let us know what areas specifically you cover, and if we could just get a way to get in touch with you for all those agent referrals.

20:26What is that?

Maryam Mohavvelaty20:28

So I cover the whole valley. Las Vegas, the whole Las Vegas, North Las Vegas, Las Vegas Center, Summerlin, Henderson, Pahrump. I am actually having a listing coming up next week in Pahrump. Boulder City, I just made a video about Boulder City, and I put it on my YouTube. It got a lot of views.

20:45So I cover the whole valley. I do not cover Reno, Carson City, because it’s so far from us, from Las Vegas. But basically, when you look at the map, Las Vegas, North Las Vegas, Henderson, Pahrump, all their surrounding areas. Mesquite.

Aaron Wittenstein21:02

Perfect. And how does one get in touch with you for all those referrals?

Maryam Mohavvelaty21:07

So they can basically go to my YouTube channel, go to my Instagram or Facebook, or you’re more than welcome to share my phone number with them.

Aaron Wittenstein21:19

Go ahead.

Maryam Mohavvelaty21:20

Yeah, it’s 702-504-6939. And for all my social media, just search my name, Maryam Mohavvelaty.

21:27It will pop up. I have a very strong Google page, so you can find me easily.

Aaron Wittenstein21:32

There we go. Well, I wanna thank you so much for being here. This was great. Thank you. Thank you very much.

Maryam Mohavvelaty21:38

You’re welcome. Thank you for your time.

Aaron Wittenstein21:39

You’re very welcome. And just remember everybody, go make some money.

21:42Don’t forget to boom right there, trust the process. Everybody take care of yourselves. Thank you again, and have a great one, guys.