How Rob Daniel listed 7 to 8 expireds a month, with Shon Kokoszka on follow-up

Rob Daniel00:03

Lead generation will make you money. Lead follow-up makes you the big money. So follow up on all those expireds and get the appointment.

Shon Kokoszka00:11

Yeah, so to underline that and maybe put an exclamation mark behind it, guys, the prospector that moves the most dirt finds the most gold. No doubt about that. So if you want more appointments, and I know you do, you just need to create more conversations.

Loida Velasquez00:42

Welcome back to a brand-new episode of Vulcan7 Coaches and Mentors, where we bring you some of the best in the industry to share with you their tips and strategies so that you can implement in your business immediately. If you haven’t caught up on our previous episodes, make sure to watch them on YouTube or listen to them on your favorite streaming platforms.

01:01Now, with that being said, on today’s episode, we’re gonna be talking about the correct habits so that you can have real estate success. So I’m gonna go ahead and bring on our guests for today. First, we have Shon Kokoszka, and we also have Rob Daniel. So gentlemen, welcome.

Shon Kokoszka01:18

Thank you. Thank you so much for having us, Loida.

01:20Appreciate that.

Loida Velasquez01:21

Yes, absolutely. So we’ll get started first with you, Shon, if you can give us a little bit about your background for everyone that’s listening.

Shon Kokoszka01:27

Yeah, sure. I started in real estate sales when I was 20 years old. Now, that was 33 years ago, so do the math. I’m an old dude. Yet, I have old habits, I have old strategies, and guess what?

01:41They work even in today’s market. There’s no doubt about that. So, with that said, sold over 4,000 homes in my real estate career. I was the co-founder of Keller Williams MAPS Coaching. Grew that to be the largest coaching and training company that real estate has ever seen, with over 100 million in gross revenue.

02:01Now, I also founded a company called KW MAPS Business Training, where we took all of our industry related topics and applied that to other industries. So I coached companies like McDonald’s and Panasonic, FedEx, Sport Clips, T-Mobile, Genentech, Pepsi, GMC, and consulted those people to understand this business methodology that undoubtedly transcends industry type.

02:28So it works for them, it works for me. It’ll definitely work for you, no doubt about that. So, just really excited to be here. In 2016, I left Keller Williams. I became a coach, independent coach with Icon Coaching. Now, Rob Daniel, I want him to come up next because he’s the CEO of our organization. He’s an absolute rock star.

02:51So Rob, why don’t you tell them a little bit about yourself?

Rob Daniel02:54

Well, if you’re an old dude, I’m an older dude. And so I’ve been in the business for 35 years and did real well. I’ll give you the Reader’s Digest very quickly. I had the good fortune of selling 53 houses my first year in the business, and then over 120 houses a year for about six years straight.

03:14And the beautiful part about it is because I agree with Shon, we can talk about AI, we can talk about all the new things that are happening today, but again, some of the things that we grew up on, some of the things that are the foundation of our business, the real estate business, for example, expireds.

03:33I listed seven to eight expireds every single month for seven years straight. I listed four for sale by owners for seven years straight. And then again, as I moved on, I did also join Keller Williams and I was a BOLD coach for them, a speaker. That same thing with Shon, and actually I was trained by Shon whenever I got there to be a BOLD coach and I traveled for about 10 years.

03:57And the nice part about it, they had the first BOLD Coach of the Year award and I got that one, which was really nice, and the second one and the third one. And then I left last year and decided to join with Shon because him and I had had such a great relationship and we just kind of related to each other and join Icon Coaching and be able to just really take it to a whole another level along with you guys at Vulcan7.

04:27So there you go.

Loida Velasquez04:29

That’s awesome. I feel honored, and it’s such a pleasure to be able to have both of you. Usually, I’m just interviewing one coach, but I think with the knowledge of both of you combined, everyone that’s listening, hopefully they’re gonna rewatch this episode and take down a lot of notes.

04:43So with that being said, first let’s talk about expireds. So Shon, obviously you have seen the changes and a lot of things happening with expireds, so what are some of the strategies that you usually teach your agents to get more listings that way?

Shon Kokoszka05:00

Well, before we get into that, let’s talk first about the most important thing, which is why do listings expire?

05:08There’s only one reason, you guys. There’s only one reason. It’s because it’s overpriced. We get this, right? I mean, I’ve sold homes that back up to eight-lane highways and 50 decibels in the backyard. You can’t even have a conversation back there, yet we sold them because we priced them appropriately. We priced them appropriately.

05:28So if you’re having a challenge getting a listing sold, remember, only one reason. Now, one of the strategies I would encourage you to engage with is after the listing contract is signed, simply say, “If we have five showings without a single offer, or if we go two weeks without a single showing…” No, just set the expectation.

05:47“We’re going to reach out to you. I want you to expect a phone call from me expecting for me to ask you for a price reduction.” And actually, I wouldn’t say price reduction, I would say price improvement, okay? Price improvement. So let’s first kind of lock that back door, if you will. You get them in the front door, you work so hard to take the listing, and then it expires.

06:09Ouch. That sucks. Nobody likes that. So what you need to do is set the appropriate expectation. Now, as you reach out to expired listings, well, it’s simply a matter of positioning yourself to be front of mind, to own that business. Now, Rob, I’ll turn it over to you, and I want you to talk about some of the scripts, the dialogues that you use to list so many expired listings.

Rob Daniel06:34

Yeah, you know something, Shon, the biggest thing is the lead generation part, picking up the phone and making it happen. I mean, a lot of us are just kind of a little bit scared of expireds because they think they’re gonna eat us or they don’t like us. And by the way, they don’t really like us right now.

06:53Why? Because they didn’t sell their house. And you’ve gotta get over that. Whenever they give you the objection because… One of the scripts that I use and have always used, “Hi, how you doing? My name is Rob Daniel. You know, I saw your house come off the market, and I was just giving you a call to see if you have any intentions of going with another real estate agent.”

07:12And no matter what they say, because one of the first things, “I hate all you real estate agents,” I can appreciate that. “I’m going for sale by owner.” I can appreciate that. “I’m doing this.” I can appreciate that. You just agree with them. “But let me ask you this. If you had sold with that other real estate agent, where are you moving to next?”

07:32You see, they wanna tell you. They wanna tell you where they’re going next, and that’s their happy place. So take them out of the situation they’re in and put them into their happy place. “Well, I’m gonna move. I’m going to California.” “Ooh, what a wonderful place.” “I’m going to Florida.” “Ooh, what a wonderful place.”

07:53“I’m going to Fargo, North Dakota.” “Ooh, what a cold, wonderful place.” But again, every place is wonderful, right? Because that’s where they’re going. And you stay with it, and I’m gonna give you this tip here. Keep them in their happy place, and bam, when the defense is down, get the appointment. Get the appointment to go talk to them.

08:17They’ll try to bring you back to talk about the realtor. Don’t talk about them. They’re gonna try to bring you back to talk about the house and why it didn’t sell. Don’t talk about it. Keep them in their happy place, get the appointment, and then all of you talkers, get off the phone. All of you that wanna say something else, get off the phone because they’re gonna take you somewhere where you don’t.

08:39And I’ll say one other thing about expireds real quick. Follow up, follow up, follow up when you call them. Follow up, follow up, follow up when you call them. Call them the first time, call them back the second time. Leave a message the second time. “Hi, this is Rob. I saw your house come off the market. I was just giving you a call to see if you have any intentions of going with another real estate agent.

09:00Hey, listen, give me a call.” Here’s what I always said, “Give me a call, and if you don’t call me, don’t worry, I’ll call you back.” Always say that at the very end. “Hey, if you don’t call me, I’ll call you. Don’t worry about it.” And then later on, you do another voicing.

09:20“Hey, I’m a man of my word. I was just giving you a call.” So follow up, follow up. Always remember this, and I’ll turn it back over to you. Lead generation will make you money. Lead follow-up makes you the big money. So follow up on all those expireds and get the appointment. You got this.

Shon Kokoszka09:41

Yeah.

09:41So to underline that and maybe put an exclamation mark behind it, guys, the prospector that moves the most dirt finds the most gold. No doubt about that. So if you want more appointments, and I know you do, you just need to create more conversations. If you want more contracts, and again, I know you do, you need more appointments.

09:59When’s the last time you signed a contract without an appointment? It just doesn’t happen, right? It can happen, don’t get me wrong. Yet, if you want more money, you need more contracts. If you want more contracts, you need more appointments. If you want more appointments, you just simply need to create more conversations, and that’s what Vulcan7 does.

10:17They give you the data. Everything starts with list building. So once you get these expireds, the script is really, really simple. It’s not hard. It’s… You can’t say the right thing to the wrong person. You can’t say the wrong thing to the right person. We get that. So, “Hello. Thank you for taking my call.”

10:33I would encourage you to always thank them for taking your call. See, people don’t answer their phones like they used to, so when they do, give them a big thank you. What that does is it creates that reciprocity to where they feel that they need to hear you out. “Yeah, this is Shon Kokoszka with eXp Realty.

10:49Your house has shown up in our database as a home that did not sell. Let me ask, why do you think your home didn’t sell during the original listing period? Now, since I specialize in houses that didn’t sell the first time around, I’m calling to see when we can get together, just 15 minutes, so I can show you how to get your house sold for top dollar.

11:14Do weekdays or weekends generally work best for you?” I mean, guys, it’s a direct ask, and I think people in our society today, they appreciate this direct approach. I think you would all agree. All right. So there’s five common objections that you’re gonna experience when calling expired listings.

11:33Number one, “I’m gonna stay with the same agent.” Wow. Number two, “I’m gonna sell it myself. I’m gonna go for sale by owner.” Number three, “I’m taking it off the market. We decided not to move.” Number four, “I’ve already found another agent.” Number five, “Where were you when my house was on the market? I mean, you didn’t show my house.”

11:57So with these five common objections, and guys, what I wanna do is I wanna give you access to the objection handlers that have been proven, time tested, to get you that appointment. Now remember, the goal of the initial appointment is simply to set an appointment. That’s it. I mean, like Rob said, don’t get into this, don’t get into that.

12:16Just focus on getting the appointment set, and when you do, then you can get that at bat. You can get that face-to-face appointment and give them your listing presentation.

Loida Velasquez12:27

So as we continue talking about expireds and everything that Rob mentioned, that you, Shon, just mentioned, I usually get the question from agents that are saying, “You know, I’m calling expireds, but sometimes I feel hesitant to continue asking questions because I feel like I’m bothering or I’m bugging.

12:45How can I continue the conversation going?” What are some techniques that maybe you can share?

Shon Kokoszka12:50

Well, my input would be, first and foremost, why are you so judgmental? I mean, seriously. Shouldn’t it be up to them? Shouldn’t it be up to them whether or not you’re bothering them?

Rob Daniel13:01

You know, that’s… Shon, can I interrupt there and just say one thing?

13:06You know, don’t put your beliefs on everybody else. Don’t put your thinking on everybody else. And that’s all I wanna say. I’m sorry, Shon, for interrupting you on that one.

Shon Kokoszka13:17

No, no, you’re 100% spot on, Rob. So thank you for knocking that right on the head. For sure. I mean, that was exactly what these people need to hear is that we tend to prejudge the situation.

13:29Oh, I’m bothering them. Really? Are you? I want you to imagine just for a moment this is a widower who if she doesn’t sell this property, is gonna lose it. She’s gonna lose all of her equity. She’s gonna be destitute, broke, just living on the streets, essentially. And you’re afraid to make that call because you’re prejudging the situation?

13:48Don’t do that. No. What you’re doing, you’re bringing them a gift. You really are. You’re bringing them the gift of your talent. And when you look at it that way, then that whole call reluctance thing, it kind of goes away, and that’s what we wanna see happen. See, the number of conversations leads to the number of appointments.

14:05The number of appointments leads to the number of contracts. Number of contracts leads to the bank account balance that you desire to have. So why are you holding yourself back? Just stop it. That’s all I’ll say. Just stop it.

Rob Daniel14:17

You know something, Shon? You know the reason a lot of realtors don’t call is because they don’t like to be called.

14:27A lot of people don’t door knock because they don’t like to be door knocked. But again, that’s what I keep saying. Don’t put your belief on everybody else. We need to call them because there are those people, like you said, that need our help, and sometimes they don’t even know who to call. You call enough of them, you’re gonna find those people that say, “Oh my gosh, thank you so much for calling me.

14:51Here’s what’s happened in my life.”

Shon Kokoszka14:54

No doubt, no doubt. See, I specialize in homes that didn’t sell the first time around. Even the best homes don’t sell the first time around. It just takes a new marketing approach, a new strategy, like I use, to get them sold for top dollar in the shortest amount of time.

15:08So tell me, when is the best time we can get together? Is it mornings or afternoons? I mean, it’s really that simple, you guys. It doesn’t have to be complicated. And so what if they hang up on you? So what if they call you a jerk? It doesn’t matter. It’s a numbers game. I mean, the more conversations you create, the more money you’re gonna make.

15:25So let’s just imagine for a moment that you need to make 100 calls, 100 dials to create, say, 20 live conversations. Now, out of those 20 live conversations, let’s say that one person says yes. Just one. And you make, I don’t know, $10,000 on that one transaction. For the 100 dials you made, every one of those dials was worth $100.

15:50You guys get this. So if that person’s a jerk and they told you to piss off and go away and don’t ever call me again, that’s okay. Just simply think every conversation has a monetary value. So when they tell you to piss off and go away, don’t ever call me again, I hate realtors, you’re a jerk, and they slam the phone down, just say, “Hey, thanks for the $100.”

16:13Because that’s what you made during that call that was maybe a little bit disruptive, okay? That’s what you made.

Rob Daniel16:20

But you know, Shon, I’ve always had the attitude they have every right if they wanna hang up on us ’cause they didn’t ask us to call. They have every right if they wanna say a few words to us, beep, beep, beep, and hang up, right?

16:35They have every right because they didn’t ask us to call. And so I’m okay with that, and everybody has to be okay with that. Here’s what I would say, my last part here. When I came into the business my first year, I decided I was going on 100 expireds or call 100 or door knock 100 expireds before I ever gave up.

16:59Before I ever gave up. And I did, and that’s how I really became an expert with expireds. You know, mastered expireds ’cause I determined 100. And I just say that to everybody. Give it a shot, 100. Not three. Not three. Give it, and then say, “Oh, it doesn’t work for me.” Do 100 and I promise you, somewhere around the 30th or 40th time you’ll start learning how to handle them and get the appointment.

17:29But don’t give up on ’em.

Loida Velasquez17:32

I can tell, from my personal experience, for me it was a shift in my mindset, kind of like what you guys are mentioning. Instead of thinking that I was bothering the expired, I was telling myself, “You know what? Someone needs my help. I need to get to that homeowner that needs to make this move, something happen, and if I don’t call them, there’s gonna be another agent that might not deliver the same service, so I need to get to them first.”

17:54And going back to what you just said, Rob, of people cussing you out and beep, beep, beep. For me, I laughed and I said, “Perfect. I’m getting closer to that person that actually needs me. I’m glad I got this one out of the way.” “I’m not gonna listen to them. I need to move on.”

18:10There’s no point in listening to people that are just not even appreciating or maybe they don’t realize that they actually do need another agent to help them.

Rob Daniel18:17

We take it too personal. We take this stuff too personal. It’s a business. You know, it really is. And we take it too personal.

18:25It’s not personal. They have the right to do what they do. If we were door knocking and they slammed the door in our face, so many realtors quit at that time when we don’t even know what was going on with them whenever we did call them or door knock them. And by the way, let me say this.

18:46If somebody slams and they were just jerks, and they slammed the door in your face or they hang up, listen, they went on to lunch and didn’t give you another thought. They went on about their business and didn’t give you another thought. If you’re all jacked up and messed up, and you quit and all this, then you let them control your life.

19:10They went on to lunch and didn’t give you another thought.

Loida Velasquez19:16

Yes, I love that because I hear agents, even when it comes to follow-up, they say, “Oh, well, they’re gonna bring up the conversation.” I’m like, “They probably don’t even remember the conversation that you last had with them, so just reach out.

19:28What’s the worst that can happen?” They’re like, “No thanks.”

Rob Daniel19:30

Hey, I got this. I used to call them early in the morning, and the ones that would cuss me out and hang up, I always called them back at 10:00 o’clock. And here’s all I said, “Hi, how you doing? This is Rob Daniel. I know I interrupted your breakfast this morning, and I do apologize.

19:47Are you still mad?” That’s all you have to ask. “Are you still mad?” And half of them would laugh like you guys and say, “Oh, no, come on over.” And the other half would cuss me out again and hang up. You call them back in two weeks. “Hey, I called you two weeks ago. Are you still mad?” I mean, never give up.

Loida Velasquez20:07

Absolutely. So I wanna talk about follow-up, and we’ll throw it back to you, Shon, because follow-up, a lot of agents, sometimes that’s where they miss opportunities. They get them the first time, and then they just fizzle out. So what would a proper follow-up look like for an expired?

Shon Kokoszka20:24

I think Rob just nailed it right on the head.

20:26You can’t say the right thing to the wrong person. You can’t say the wrong thing to the right person, right? So it’s just a matter of showing up. And yet, Top Producer in coordination with Five Street did a case study for all of us. And now by the way, these are leads that these agents paid for, an average of $12 per lead, and the average attempts to follow up was just 1.2 times.

20:51I mean, with their voice over IP, with their app, they could tell how many times the agent attempted to follow up with the lead that they provided to them, 1.2 times, and then they just threw it in the trash can. Now, in the same case study, it suggests that if you attempt to reach a prospect six times for six days in a row, well, your chances of converting that to a commission check increases by, hear this, 900%.

21:15900%. So the fortune is in the follow-up. The prospector that moves the most dirt finds the veins of gold. We get this, right? So you just need to move the dirt. You have to get through those people who beep, beep, beep, hang up on you, whatever. You have to get through those people, and then you’re gonna find the person who’s ready, willing, and able to engage your services.

21:39Then it’s a matter of unique value proposition. I mean, what makes you stand out beyond every other agent out there? Why would I engage with you? Here’s the question for you guys. If I were to buy a home in your market area, why would I choose you? If I were to list my house for sale in your market area, why would I choose you?

21:59And coming up with that unique value proposition, your elevator pitch, I think is critically important to be able to differentiate yourself from everybody else, to be able to stand out amongst the crowd of other agents, right? So follow up, follow up, follow up. Just make the phone calls. And Rob, I think you hit the nail on the head, no doubt about that.

22:19Any other thoughts from you, Rob, on…

Rob Daniel22:21

I was just a crazy person. That’s why I was able to list seven or eight every month because… Okay, so I had a system, and the first seven days, you did six, I did seven days, business days. But here’s what I did, and I know I was crazy. I called them.

22:41If I didn’t get ahold of them, I called them five times a day. I called them at 8:00, 10:00, 12:15, 4:00, and 7:00. I left two messages, one at 10:00 and one at 4:00, and I did that for seven days straight. I promised them I would call them back. And by the way, 12:15. 12:15, not 12 o’clock. You do 12:15 ’cause if you’re gonna call them for lunch, you gotta give them time to get to their house for lunch because they usually are living close to where they live.

23:10But I did call. But then if I didn’t get them within seven days, I put them in another system where I called them once every single month. Once a month, once a month, once a month, and just calling. And here’s the only thing I said, “Hi, this is Rob. I’m just giving you a call to see if anything changed.

23:30Has anything changed?” And that’s all you have to say sometimes, “Has anything changed?” And because sometimes things change in their life.

Shon Kokoszka23:40

I think we want to talk a little bit about standards and habits today as well, right? The challenge is when you first start into this, guys, it’s not a habit.

23:50Think about the last time you had a New Year’s resolution. “Okay, I’m gonna go to the gym five days a week,” right? And the first week, guess what? You did it. You went five days a week. It felt so good. Then the next week, life kind of got in the way, didn’t it? And you went maybe three times.

24:06Then the next week you went once and six months later you haven’t been to the gym in three months. That’s how it works, right? Is that we have not formed the habit. Now, many of you have heard the expression that it takes 21 days to form a habit, no doubt. And yet, when I was collaborating with Gary Keller and Jay Papasan in the writing of the book The One Thing, we could find zero evidence that it was 21 days to form a habit.

24:33Zero. It was coined by Napoleon Hill so many years ago, yet 21 days is nowhere close to the amount of time required to form a habit. So what we did uncover is the research by Megan Oaten, out of University College of London in Australia, and her research suggests that it takes an average of 66 days to form a habit.

24:5766 days. So 21 days is less than a third of the amount of time required to form the habit. Charles Duhigg, we also uncovered his research. He’s the author of The Power of Habit, right? And with that said, guys, it’s 66 days of sustained discipline.

25:20Now, I want you to imagine an L-shaped graph, okay? Now, the vertical line represents the amount of discipline required to sustain the activity, and then the horizontal part of the graph represents the number of days. So you can imagine what this curve looks like, right? And when you first start something, it requires an incredible amount of discipline.

25:39I mean, you have to just really push yourself to do this day in and day out. Yet as the time goes on, the graph starts to come down and it starts to narrow out. Now, what Megan Oaten was looking for was the point of what I now call automaticity, to where when you wake up, you know exactly what you’re gonna do and how you’re gonna do it.

26:00You’ve already built your list the day before. You know who you’re gonna call, what you’re gonna say, how you’re gonna say it, and then, of course, it’s about saying it to enough people. Yet the graph comes down like this. What she was looking for was that point of automaticity, which is when you first start, it’s 95% discipline, 5% habit.

26:19Yet over time, it drops and it inverses, and it’s 95% habit and 5% discipline. See, when I think of this… And I’m gonna tell a quick story that I’ve told many times because it’s one of my favorite stories. It’s one of my key epiphanies in my life where my wife and I, by the way, are high school sweethearts, okay?

26:39We met in the seventh grade, and we started dating when we were 16 years old and married at 21, had our first child at 28, and now we have three beautiful kids and coming up on 32 years of marriage, okay? So with that said, we’re 17 years old. We decide we’re gonna go see a movie.

26:57It’s a Friday night, and we invite her older sister, who’s four years older, and her sister’s new boyfriend. I hadn’t met this guy yet, yet we invited them to go to a movie. So I agreed I would drive, and I pull up to the house to pick them up, and this guy comes out of the house, and I gotta tell you, this dude was built.

27:16I mean, he had muscle on muscle. I’m telling you, this guy was like a professional bodybuilder, like 7% body fat, just totally shredded, totally ripped. And so I’m 17 years old, though. I wanna look like him, yeah? I mean, I wish I did, but I don’t. Yet I got to know him. His name was Paul. I said, “Hey, Paul, how often do you go to the gym?”

27:38He said, “Every day.” I said, “Every day? Like even Sundays?” He said, “Yeah.” I said, “Well, how long is your workout?” He said, “Well, at least two hours.” I was like, “Oh my God, two hours every day? You gotta be kidding me.” I said, “Paul, how do you do it?” He looked at me like I was crazy, and this was the epiphany, you guys. He said, “Shon, it’s just something I do.” So you get the point.

28:04It’s just something I do. He’s brought this activity of going to the gym for two hours every day to the point of automaticity. It’s a habit. And guess what? Paul gets to look the way Paul looks because of the habit. It’s a part of his, I don’t know, his self-image. Yet, guys, how about you? I mean, what is that habit?

28:26What is that activity that if you just did that every single day, your business could look like Paul’s body looked? You with me? What is that habit? And to me, it’s setting a standard, a minimum of 10 live conversations every single day. And when you do that, guys, your business is gonna change in the next 90 days in such a powerful way.

28:49You’re gonna have more business than you’ve ever had before. You’re gonna have more money in your bank account than you’ve ever had before, and that’s what I wanna see for each and every one of you. Yet, it’s a matter of identifying the activity or activities that you wanna build habits around. So there’s just a handful of things, just five things that are gonna move the needle for your net income, your net worth, your ability to retire from real estate.

29:13Just five things. Number one, practice. Practice. Now, many of you think, “Well, practice makes perfect.” Get that stuff out of your head. That doesn’t work. Now, practice makes you better. There is no such thing as perfect, okay? So practice makes you better. Now, repetition is not the mother of all skills, as people say.

29:34It’s about evaluated repetition. So after every practice and role-play session, you’re gonna ask yourself, “How would I rate that on a scale from zero to 10?” Let’s say it’s an eight. “Okay, what could I do to make it a 10? If it’s a 10, what could I do to make it a 15?” So it’s about evaluated repetition. See, the archer who misses the bullseye turns and looks for fault within themselves, right?

29:58I mean, it’s never the bullseye’s fault if you miss the target. So if you missed to the left last time, well, guess what? You better aim to the right the next time, and I want you to view your practice like that. Is that while we’re striving for perfection, just recognize that it just makes you better.

30:15That’s all. So if you don’t have a script and role-play partner and accountability buddy, I would encourage you to reach out to somebody. Get somebody engaged where you could every single morning just touch base. It’s not a long call. It’s a short call, yet 15 minutes where you’re gonna practice your lead follow-up, your expireds, your for sale by owners, your door-knocking scripts, your open house strategies.

30:36You’re gonna talk through these things because clarity is the goal here. In absence of clarity, we have complexity, and complexity to me is the enemy of clarity. And if we have mist in our minds, it becomes the fog within our production, okay? So number one, practice, practice, practice. And I don’t care if you’re a 35-year veteran like Rob, okay?

30:58Practice isn’t something we did, it’s something that we do consistently to sharpen our skills. Number two. Once you know what to say and how to say it, then it’s about saying it to enough people. So number two is lead generation, and this is where Vulcan7 really comes in and they give you the data that you need in order to make those conversations happen.

31:18They do the list building for you, and everything starts with list building, okay? Number three is lead follow-up and conversion. Now, to me, these three things are AM tasks. You do it first thing in the morning. Let’s say from 8:30 in the morning till noon, all you do is focus on those three things, which means that you’re not gonna have final walkthroughs in the AM hours.

31:42You’re not gonna have closings. You’re not gonna have home inspections. You’re gonna focus on your priority. Now, with that said, I think the mistake a lot of agents make is that the first thing they do is they open their email inbox. That’s a challenge because your priority does not exist in your email inbox.

32:01It just doesn’t. Once you open that inbox, you’ve made the conscious decision to begin managing everybody else’s priorities instead of your own. Your priority, well, there’s three things. Practice first. Now, by the way, there’s a common misconception with the book The One Thing, is that it’s just one thing.

32:23Now, nothing is further from the truth, gang. It’s not just one thing, yet it is one thing at a time. Success is sequential, it’s not simultaneous. So one thing at a time. So you’re gonna start with practice. You’re gonna have a time block for that. Then you’re gonna focus on lead generation. You’ll have a time block for that.

32:42Then you’re gonna focus on lead follow-up. Those three things in the AM hours of the day are gonna change your world. Just focus on it. Now, many people say, “Well, yeah, to time block from 8:30 to 12:00, I don’t have that discipline.” You don’t yet, and that’s okay because it’s about habit formation. It’s gonna take an average of 66 days of discipline to get you to form the habit.

33:06I totally get that. So anybody can do anything for 25 minutes. So imagine from 8:30 till 8:45, you’re gonna do your practice. Then to 8:45, you’re gonna go for 25 minutes where you’re gonna focus solely on lead generation. Maybe it’s expired listings. Then you’re gonna take a five-minute break, go get a cup of coffee, go take your dog for a quick walk, and then five minutes later, for 25 minutes, you’re gonna call for sale by owners.

33:36Then you’re gonna take a five-minute break, and for 25 minutes you’re gonna call your sphere of influence. Then you’re gonna take a five-minute break, and then for 25 minutes you’re gonna do your lead follow-up. You’re gonna focus on conversion. Anybody can do anything for 25 minutes, okay? And as you focus on discipline, the habit begins to form.

33:55I mean, how do you think these agents that I’ve had the opportunity to coach are closing over 8,000 transactions per year? It’s because they started in the I do it phase, then we shift to the we do it phase, then they get to the they do it phase. But yet it starts with you. It starts with your habits and how you’re gonna approach this business.

34:15So the first three things, practice, lead generation, lead follow-up. That leads to the PM tasks, which is going on appointments and then negotiating contracts. Guys, I don’t care what you do after 12 o’clock. I mean, seriously, go sit on the couch and watch Netflix. Do whatever you want. Yet the simple point is that if you did that from 8:30 to 12 o’clock every day, you won’t have time to watch Netflix because your schedule’s gonna be filled with more appointments and more contracts to negotiate.

Loida Velasquez34:44

So just like you mentioned, you’re coaching these agents, so tell us about your coaching program and how agents can reach out.

34:51For all of the agents that are listening and they’re thinking, “You know, I love what Rob and Shon have mentioned. I want to learn more about the coaching that they’re doing.” Can you tell us a little bit more about the coaching? Where can they find you and all of that?

Rob Daniel35:04

Well, yeah. Absolutely. Well, I appreciate that.

35:05Well, first of all, you can reach me, and I can get it out to our other coaches, at rob@iconcoaching.com, rob@iconcoaching.com. We have a wonderful coaching program, a mentor program. We have a mastermind program. And so we have everything for you from A to Z with Icon Coaching, and I can say this to you.

35:35We have a track record that is above many others. So make sure that you reach out to us just to inquire. You know, just to inquire. Matter of fact, I’ll tell you the first five that reaches out, we’ll give you a 30-minute free coaching call. And so why don’t you do that?

35:57The first five that reaches out at rob@iconcoaching.com, we will give you free coaching call for 30 minutes. So do that for us. But that’s where you can reach us, and I could tell you it’ll be a wonderful time. You can also go to iconcoaching.com. That’s I-C-O-N coaching.com.

Shon Kokoszka36:16

There’s a resources tab, and guys, there are hundreds of documents, scripts, dialogues, videos, webinars, mastermind sessions, replays that you can watch there. Guys, see, your business, your production, your net worth, it’s gonna grow to the extent that you personally grow. So I encourage you to go to iconcoaching.com.

36:38Click on the resources tab. You can also sign up for a free coaching session there. So check it out when you get a chance, and thank you for having us on today, Loida.

Rob Daniel36:49

Yeah. Thank you.

Loida Velasquez36:50

Yeah, absolutely. Appreciate it. And we’re gonna make sure to have all of the links in the description box below. So with that being said, gentlemen, thank you so much for today, for all of the knowledge that you dropped.

36:59I’m sure we’re gonna have to do this again, talk about for sale by owners. And for those of you that are watching, watch the replay, listen to what Rob and Shon said because it was fire. So thank you once again. We’ll see you on the next one. Bye.

Shon Kokoszka37:12

Bye bye. Thanks. Bye bye.