How Ron Poindexter made $50,000 in a year asking where sellers move next

Ron Poindexter00:00

You’ve gotta learn your skills better than ever. You should start your day at zero. You need to find a seller, a buyer, or you need a referral. That’s your goal, is to get one of those that day, every single day. You have to start at zero, and you have to have standards. So you have to be willing to say, “Okay, I’m gonna walk away if it comes to this, this, this, or this.

00:18I deserve to make some money.”

Aaron Wittenstein00:28

Hey, what’s going on, everybody? It’s me, it’s Aaron Wittenstein, and I would like to welcome you to Vulcan7 Roadmap. This is where we chat with agents across the country in regards to how to take five, six, seven, eight, nine, just a lot of listings a week, okay? And all the way from Nashville, Tennessee, by way of New Mexico, right?

00:46We have my guy, Ron Poindexter. Ron, how you doing, my friend?

Ron Poindexter00:50

Good, Aaron. Good. I’m glad to be here with Vulcan and you and the roadmap. So I appreciate the opportunity, and how can I help you?

Aaron Wittenstein01:00

Oh, God, that was… There’s a lot of ways you’re gonna help me, but let’s focus on real estate today, okay?

01:04All right.

Ron Poindexter01:04

I’m excited. Yes. I’m excited to be on here and talk some real estate to you.

Aaron Wittenstein01:08

There we go. So you’ve been doing this for a day and a minute, is that correct? You’ve been around the block. Oh my gosh. How long have you been in business for?

Ron Poindexter01:15

Oh my gosh, 34 years. I was first licensed in ’90.

01:19My first full year was ’91, so yeah, about 34 years now. Getting older and older.

Aaron Wittenstein01:25

Well, you look wonderful, just so you know that. You don’t look a day over 29 years in real estate, okay?

Aaron Wittenstein01:34

And see, you eventually look like this after 34, you know what I mean? So, all right, my friend, we were chatting a little bit, and you built your business in New Mexico, correct?

Ron Poindexter01:47

Yeah. I had a good business. I probably sold over 2,000 units throughout that career. So I have a strong sphere of influence and past client business still calling me from New Mexico. So we were talking, and one of the big areas that I won’t let go of is any of that referral business.

02:10So I have a couple great agents in New Mexico that I make sure get those referrals. And then in my script, as you know, if you’re using a Mike Ferry script, is, “So, if you were to move, Aaron, where are you moving to next?”

Aaron Wittenstein02:24

You know what? Here, let’s… ‘Cause I mean, what I found to be extremely interesting here, okay?

02:29And you’re like me, you’re a rebuilder, okay? So you moved from New Mexico. Now you’re in Nashville. Correct? Okay. And you’re rebuilding your business, all right?

Ron Poindexter02:41

Exactly.

Aaron Wittenstein02:43

And you did it just about the same time that I moved from New York to Florida, so we’re kindred spirits here, my friend.

Ron Poindexter02:48

I think we’re brothers from another mother, right?

Aaron Wittenstein02:50

Oh my gosh. Oh my gosh. So talk to me first, but before we end that, ’cause we have something very interesting that we’re gonna talk about here that I love the concept of completely. I think it’s genius. This is where we tell you to wait until the next commercial break,

03:07okay? But talk to me, how has it been building in Tennessee?

Ron Poindexter03:13

Well, I’ve got a whole bunch of new… In Albuquerque, in an hour radius, you had maybe five cities. You had four counties and five cities in an hour radius. It’s such a big state. You could go 30 minutes without seeing a building in one direction.

03:30Here, within the hour radius, we probably have 12, 15 counties and, I don’t know, countless little towns. So that’s what’s difficult out here, is I gotta know exactly which town I’m going to. If you cross a river, you’re in a new town. If you go down a hollow, you’re in a new town or a new county.

03:51So that’s what is taking me some getting used to out here. As far as the real estate game, it’s pretty much the same thing. I’m on the phones in the morning. I prospect, I practice, I prospect. I call it the five Ps, basically. I practice, I prospect, I go preview or I do a high production lunch.

04:14Then I perform. I present and I perform, okay? And then I prepare everything and then I power down in the evening. So pretty much that’s my schedule, you know? And that was my schedule back then, except I own my company now, but I owned and I had 45 agents at the peak in Albuquerque.

04:36But pretty much I was a Mike Ferry guy. That’s what I learned all my life, pretty much, and I still use those scripts today with Vulcan7, so.

Aaron Wittenstein04:45

So talk to me. So being in a new market, like I said, I can attest to what you’re saying, right? It’s not so much the selling part, it’s learning how to speak to people the way they wanna be spoken to.

04:58It’s learning the areas. It’s learning the way the market trends go.

05:03Out of that, what do you think has been your biggest challenge, being in a brand new market?

Ron Poindexter05:11

Well, getting used to, there’s a little bit of difference relating… Like, the loyalty factor is real big out here. So you call an expired listing, they’re like, “Well, you know, it is my brother-in-law.”

05:23And so I’ll go in and say, “Look, I understand that, but be honest, do you wanna sell your home, or do you just wanna do your brother-in-law a favor again? So which is better for you?” If I can present you an alternative, a second option, obviously you know that there’s power in getting a second opinion, let’s get together.

05:45And you don’t wanna do the same thing. You know the definition of insanity, don’t you? So if I can show you how we can get your home sold, maybe even if your brother-in-law or your friend or relative, they’ll still be your friend or relative whether you list with me or not, won’t they? So…

Aaron Wittenstein06:02

Oh,

06:03you know what you’re doing.

Ron Poindexter06:03

But the loyalty factor is stronger out here than in New Mexico. So…

Aaron Wittenstein06:07

Oh man, yeah. I can tell you know what to say, and you’ve said it like a bazillion times already.

Ron Poindexter06:13

I get real, Aaron, I get real energy. You gotta have the energy. You gotta be enthusiastic about this business. You’ve gotta bring it, you know?

06:21And I believe I’m a salesman above anything, okay? I believe they hire you to sell their house. They don’t hire you to market their house. They don’t hire you to hold open houses. They hire you to sell it. And that’s what I promise my sellers: I’m 100% committed, Aaron, to getting you the highest sales price in the shortest amount of time with the least amount of problems.

06:45Is that what you want?

Aaron Wittenstein06:48

All right, so let me ask you this, then. Because here’s what’s nice: I talk to a lot of agents, you know what I mean, in general, and you can tell when someone inside and out knows what they’re supposed to say, right? And inside and out, this isn’t even something that you even think about.

07:05It is ingrained in your brain what to say. Am I wrong?

Ron Poindexter07:10

Exactly. You know what? Sometimes it comes out. I think you gotta be quick on your feet, you know? So I’ll be calling, and I don’t research, I don’t spend any time doing that. I’m calling the numbers. I know that I gotta get this call and set the appointment within two minutes or get off the call, or I’m not gonna make my contact goal, okay?

07:29So when I’m calling, a lot of times they’ll say, “Well, it’s not a house.” I’ll say, “Hey, I noticed your house came up on our computer as an expired listing,” and then they’ll say, “Well, it’s not a house. It’s a lot.” I’ll say, “Even better. Even better, Aaron. So when do you plan on interviewing a powerful agent like myself for the job of getting your home sold?”

07:53So, seems to work. I’ve had people go, “Woo, I love your energy.” So…

Aaron Wittenstein07:59

Well, you have to, because if you just go, “Uh, uh.”

Aaron Wittenstein08:05

It just doesn’t work. It just doesn’t work. All right, so you mentioned contacts, okay? So we all know it’s a contact sport, okay?

08:13So I’m just gonna venture to guess that you know your numbers probably inside and out.

08:19Am I wrong?

Ron Poindexter08:20

Pretty close, yeah. Pretty close.

Aaron Wittenstein08:21

What is your contact goal on a daily basis?

Ron Poindexter08:25

It’s 25 contacts.

08:28Do I hit it every day? No. But then that tells me that I’m talking too long, I’m spending too much time in a certain area, you know? But I’ll try to make five expireds first thing, low-hanging fruit, call the expireds in the morning.

08:44FSBOs after that. Try to make five contacts in for sale by owners. Then I’ll do 15 contacts in different areas. So I’ll call my sphere, I’ll call my current clients. I’ll call just listed, just solds. I use a script looking for inventory: “Aaron, do you know why I’m calling your house today?”

Aaron Wittenstein09:01

“No.”

Ron Poindexter09:02

“Because your area is very hot.

09:05It’s on fire right now. So if I could show you where you might get the most for your money, I mean, the most for your house ever, would you talk to me today at 3:00 or 4:00 tomorrow? Would that be something you might think about, moving, if I can show you how much your house is worth?”

Aaron Wittenstein09:22

“I mean, I guess so.”

Ron Poindexter09:25

“Well, fantastic. Is today at 3:00 or tomorrow at 4:00 better for you?”

Aaron Wittenstein09:29

“3 o’clock sounds great.”

Ron Poindexter09:31

“Fantastic. I’ll see you at 3:00.” So then I would go into a quick qualifying script, you know? But that’s just a looking for inventory. The reason I’m calling the area is ’cause it’s a hot area, isn’t it, Aaron?

Aaron Wittenstein09:42

Oh, yeah.

Ron Poindexter09:44

I mean…

Aaron Wittenstein09:44

Oh, yeah. No, I think it’s a great script. I definitely, definitely like that. So all right, so here’s the thing that I found to be interesting when we were talking, you know what I’m talking about, so let’s do this. Let’s role play this out real quick.

09:58Let’s do a quick basic role play. I won’t give you much feedback or much guff, if you will. And then we’ll isolate once we’ve hit the area. Does that sound good?

Ron Poindexter10:10

Sure. What do you wanna role play?

Aaron Wittenstein10:12

Whatever. I’m an expired. I’m an expired.

Ron Poindexter10:14

All right. All right, ring, ring.

Aaron Wittenstein10:16

Hello?

Ron Poindexter10:17

Hello. Is this Aaron?

Aaron Wittenstein10:18

This is.

Ron Poindexter10:19

Aaron, Ron Poindexter, Ron Poindexter Real Estate. Listen, I noticed your house came up on my computer as an expired listing, and I was just calling to see, when do you plan on interviewing the right agent this time, Aaron, for the job of getting this home sold?

Aaron Wittenstein10:35

You know what?

10:37I think we’re not sure what we wanna do right now.

Ron Poindexter10:42

Fantastic. You’re not sure where you’re going or what you wanna do. If you did sell, where would you go to next?

Aaron Wittenstein10:47

We were actually gonna be moving to San Jose, California.

Ron Poindexter10:50

San Jose? That’s exciting. So tell me about that. I love San Jose. I know a great agent in San Jose.

10:57His name is Craig Gorman. Okay? He’s a great agent. I’d love to get you with him. We can have a three-way call today at 3:00 or tomorrow at 4:00 when we get together. Which is good for you?

Aaron Wittenstein11:08

Tomorrow at 3:00 sounds great.

Ron Poindexter11:11

Great. Who are you working with? Are you working with anybody in San Jose?

Aaron Wittenstein11:14

Not yet. I mean, we’ve been looking around on the internet websites and stuff like that, but we’re not really committed to anybody yet, so.

Ron Poindexter11:20

Fantastic. Like I said, I know a great agent. We’ll get him on the three-way call. So how soon do you plan on getting to San Jose?

Aaron Wittenstein11:27

We’d like to be there within the next 90 days.

Ron Poindexter11:30

And why didn’t your home sell, Aaron?

Aaron Wittenstein11:33

All right, time out. So what you just did there, okay, is you went the extra step in regards to getting that potential referral,

11:47’cause here’s what I find to be interesting: not a lot of people do that. All right? They hear they’re moving here, they’re moving there, they just bypass that completely. All right?

11:56But you have made that a focus of your business. Is that correct?

Ron Poindexter12:00

Yes. Yes. That’s your foot in the door, Aaron.

12:04Right then, I may not get the listing. You may tell me, “Hey, we’ve already listed.” “Great, Aaron. So who are you working with in San Jose?” See, now I’m focused on getting that referral, okay? “I know a great agent out there.” And right off the bat I said Craig’s name, because I know him out there.

12:21But if I didn’t, I would just go on to Vulcan, I would find somebody who works the area, we would talk, I would get them ready to do a three-way call when I go and meet you at 3:00 or 4:00. And we could do that over the phone, actually, if I didn’t get the listing, so.

Aaron Wittenstein12:37

Let’s see. Out in the audience, raise your hand if that’s something you regularly do.

12:42And I’m gonna assume not many people raised their hand as to something they regularly do. So with doing that, has that been a focus that you’ve had for a long time? Is that something newer? Talk to me about that.

Ron Poindexter12:54

Well, I’ve always kinda done that, you know? Because I was always a member of… I really believe in these groups, like Roadmap.

13:03I believe in getting with the groups to watch you, because I’m just a single broker now. But even when I had my office, if you prospect with other people, then it’s an accountability deal. And I do a lot better with a lot more accountability. So it keeps me from getting complacent, now especially.

13:22That’s why I’m with these groups. So.

Aaron Wittenstein13:25

So all right. So here’s the part that I found even more kind of mind-shattering here. Within the last, like, year, how much money have you made from just taking that additional step?

Ron Poindexter13:37

Oh, probably $50,000.

Aaron Wittenstein13:40

$50,000?

Ron Poindexter13:40

Yes.

Aaron Wittenstein13:41

Okay. What Ron just said is he makes an additional 50 grand in referral fees, okay?

13:47That’s anywhere from referring, what, eight to 15 referrals. And that’s money you don’t have to work for, okay? I mean…

Ron Poindexter13:56

I love getting those checks. I do follow up with them, make sure they contact them, make sure everything’s going good, because I wanna keep those people happy.

14:05The people that I refer out, I make sure that they follow up, and that’s why I say let’s get on a three-way call, Aaron, because I know if I get them on the line… Or if they get me on the line, I tell other people, “Call me. I’ll help you get your listing.”

14:23So we’re gonna do a roadmap from San Jose to Nashville, okay? And I’m only gonna build you up so that you can get that listing. So get me on the line. Call me, and I’ll help you get that listing. You know, Aaron’s the only guy I would list with in Florida right now. Where are you in Florida?

Aaron Wittenstein14:41

I’m in Lakewood Ranch, Southwest Florida.

Ron Poindexter14:43

Lakewood Ranch. So Aaron’s the only guy I would list with in Lakewood Ranch. You’ve really picked a good agent. So while he’s working on your listing there, I’m gonna work on getting your buy out here, and you’ve heard that you make your money on your buy, correct? You’ve heard that. Okay. So if Aaron has to reduce or adjust the price there, we can make it up out here.

15:04Sound good?

Aaron Wittenstein15:05

Yeah, 100%. All right. So if you guys don’t realize what he’s doing, okay, he’s working on getting a third party endorsement as well. All right? ‘Cause what happens is, let’s say for example I refer a contractor to somebody, okay? And that contractor knocks it out of the park and does a good job.

15:26What does that do? That builds your what?

Ron Poindexter15:28

Yeah. It builds your rep.

Aaron Wittenstein15:30

It builds your rep, it builds your credibility. So what he’s doing, I love it so much. He’s getting in touch with a good person he likes, knows, and respects. By making them look good, he’s making himself look good.

15:44He’s making mailbox money off of this. Then on top of that, he’s potentially earning a listing. Love it. Done.

Ron Poindexter15:52

Exactly. You can’t miss the opportunities. You know? So, Aaron, like on an expired listing… What I’ll do, I had a broker friend of mine out here when I first came out.

16:05He’s got a big team and everything, and I knew him through Mike Ferry. And so I would get on his calls and I would harass him, just kind of ask him questions and this and that, and keep that energy going on his calls. Well, what he started calling me was a super broker. You know? “You’re a super broker.

16:20You’re on this.” So that kind of stuck, and that’s kind of what I work into my scripts. So if you say something like, “You’re the 10th person who’s called me today,” so play that with me.

Aaron Wittenstein16:33

You’re the 10th person to call me today.

Ron Poindexter16:36

Man, I understand, but those are regular agents, Aaron. I’m a super broker.

16:40Do you know the difference?

Aaron Wittenstein16:41

I don’t know. No.

Ron Poindexter16:43

Ouch. What would be the best time so I can show you the difference? Today at 3:00 or tomorrow at 4:00? So I’m gonna close you, Aaron. I’m gonna close you on that script three or four or five times. Okay? I’m gonna constantly be closing you for that appointment. You see what I mean?

Aaron Wittenstein17:00

Okay, so can we do this? Can we have some fun? Can we have some fun? Is that cool?

Ron Poindexter17:04

Sure. Sure.

Aaron Wittenstein17:06

Can I give you three objections? Because it seems like you have just a good answer for every one of them. All right, let’s see here. What will you do different than all the other agents?

Ron Poindexter17:16

Well, that’s a great question, Aaron. That’ll be the first thing. I’m gonna write that down, ’cause that’ll be the first thing I show you when we get together today at 3:00, or I have 4:00 tomorrow. Which is better for you?

Aaron Wittenstein17:26

Perfect. How much do you charge?

Ron Poindexter17:29

Oh, that’s an excellent question. But what I really hear you saying is how much you’re gonna walk away with, Aaron.

17:34So when I meet with you, we’re gonna talk about your net out, because, see, it really doesn’t matter what I sell the house for. What matters is what you walk away with, isn’t it? That’s what matters.

Aaron Wittenstein17:45

So do you have a buyer for my home?

Ron Poindexter17:48

You know, I haven’t seen your home yet, Aaron, but when I get together at 3:00 or 4:00, we’ll go over a list of techniques that I use to get the buyers.

17:57If I have a buyer for your house, I reserve my buyers for my listings first, then my company, okay? You can understand that, can’t you?

Aaron Wittenstein18:06

All right, last one. We’re going for a shot here. All right. We are going to go for sale by owner.

Ron Poindexter18:12

Ouch. So when I meet with you, I’d love to meet with you and just show you why that wouldn’t be a good idea.

18:19Maybe that’ll cost you thousands of dollars, and if I can show you that the average realtor in your area sells for 16% more for the same house than you’re gonna sell for as a for sale by owner, would that be something you’d wanna know about?

Aaron Wittenstein18:33

Yes.

18:34That was good. Okay.

Ron Poindexter18:35

Aaron, do this. Do this. This is what I’ll tell for sale by owners.

18:40Okay, that’s your market. Now hold your hands clear out here as far as they can. That’s my market, because I’m a full-time professional realtor. Now go back like this. That’s your method of marketing, the hope and pray method. Okay? I have hundreds of techniques that I use to get you the highest sales price in the shortest amount of time.

19:02Now, is that what you want?

Aaron Wittenstein19:04

Oh, yeah.

Ron Poindexter19:05

Fantastic. Is three or four better for you?

Aaron Wittenstein19:09

Three. Dude, it’s the energy. I mean, I don’t know where you get it from, but I don’t know what kind of coffee you’re drinking, but I need to be drinking that coffee. Whatever Nashvillian coffee you’re drinking, I need some of that.

19:23I definitely need… No, that was great. And I mean, but here’s the thing, everybody, what you gotta keep in mind: Ron’s been doing this for infinity and a day. But he’s practicing. I mean, in the most loving way possible, but you have probably practiced more than anybody ever to get that good.

19:41Am I wrong?

Ron Poindexter19:43

Yeah. You’re not wrong. I practice all the time. I practice before I go on, I chant my scripts, and sometimes I don’t get them in the right order, or my tongue gets tied, or my throat gets dry. But I think having the energy and enthusiasm, bring it to you on the call.

20:00Because, see, they only hear, they don’t see me moving. They don’t see me talking and squinting. They just hear it on the phone. So if you’re coming across and you think you’re top-notch on your energy, take it up a level, because what they’re hearing is not that. Okay? So then when you get with them, Aaron, I’ve gone on presentations where I do the…

20:24I perform, okay? That’s what it is. So you go out, you talk the net out. You don’t talk sales price, you talk walkaway price. “After everybody’s gotten their pay, this is what you’re gonna walk away with in 30 days. Is that gonna be a big problem for you?” See? And if you go and you do your script, bam, bam, bam, bam, bam, sign the contract, and then you’re out the door.

20:47I keep it to 20 minutes, and there’s a reason for that. I’ve had people call me while I’m going down the street, left the house, signed, everything’s happy: “What did we sign? What are we selling for?” They don’t even know what we sold it for. But it doesn’t matter, because my focus is get you the money that you need.

Ron Poindexter21:04

Okay? It’s the net out. And I talk to agents all the time, and they get into these pricing objections, and it’s because in their mind, they’re causing it. I think most objections, the agent causes it. Okay? It’s because what the seller is seeing is causing them to slow down, hold it, cause an objection.

21:32Okay? So if you’re getting a lot of objections, you gotta work on your listing presentation. Okay? If you’re smooth and good with your listing presentation… I’ve had people jump up and high-five me, you know? I mean, because that’s what you want. You want them to focus on what they’re gonna net, how you’re gonna get there, and…

21:52So I show them three things in my pre-listing package, okay? One is my plan of action, how I’m gonna get you the money, Aaron. Number two is the net out. I send that prior to going out with the pre-listing package. Okay? And number three is I do a frequently asked questions, but it’s really the top 10 objections and my answers to that.

22:16So when I get to the house, I’ve sent it to them, and I’ll ask you, “Aaron, did you have a moment to read the pre-listing package that I sent you?” And 99% of the time they say, “No, I really haven’t looked at it. We saw you got it, but we didn’t look at it.” So that’s what I know. So I’ll say, “Well, great.

22:35I just happen to have one. While I’m looking at the house through the eyes of a buyer, if you’ll read these three pages, I can answer any questions while I’m looking at the house.” Okay? I don’t want them to take me through the house, because they’re gonna sell me on the house.

22:52They’re gonna sell me on their price. So I’m gonna look at the house through the eyes of a buyer. When I come back, first thing I ask is, “Did you read the questions? Okay, are you okay with the price?” That’s a walkaway figure, what I think you’re gonna get in your pocket after everybody’s paid. “So if I can walk you with $500,000, Aaron, is that gonna be a big problem for you?”

23:17And you say, “No.”

Aaron Wittenstein23:19

No.

Ron Poindexter23:20

What they say is, “That’s after everybody gets paid, your fee and everything?” “Yes.” “Okay.” So then I say, “Do you have any other questions for me?” They already had my answers, so they say, “No.” “Fantastic. All we need to do now is simply sign the contract so I can get you what you want in the time you want it.

23:41Won’t that be great, Aaron?”

Aaron Wittenstein23:44

You make it seem so easy. You make it seem so easy. How, what do they say? It’s not difficult. It’s easy, but not difficult. It’s easy, but not difficult, right?

Ron Poindexter23:58

It’s mental. So it’s all in your mind. So you’re so scared. I mean, most agents are very scared of pricing. They go in and they’re intimidated a little bit, they’re scared. But a seller can sense that, Aaron. You know that. A seller could smell that all the way down the street.

24:16They’ll smell a weak agent, okay? But if you go in strong and say, “Aaron, I’m so excited to be here and talk to you about getting your house on the market and getting it sold this time. So I have one question I need to start with before we go to the kitchen table here. I’m 100% committed to getting you the highest sales price in the shortest amount of time with the least amount of problems.

24:39Now, is that what you want?”

24:42And I’m shaking my head, right?

24:44And you say, “Yes, of course.” Right?

Aaron Wittenstein24:49

So Ron, let me ask you this, okay? So you got a brand new agent walking past your door. They knock, knock, knock, knock, and they’re like, “Ron, I hear you’re amazing. What is one piece of advice that you could give me?”

Ron Poindexter25:02

Well, I would say, whatever you say, say it with confidence. Okay? So whatever you tell the sellers or the buyers, or if you’re on a listing presentation, you gotta say it with confidence. And you also gotta know when you’re calling an expired or a FSBO or anything, anything they say is exactly the reason we need to get together today at 3:00 or 4:00, which is better for you.

25:27See, whatever they say is the reason we need to get together.

Aaron Wittenstein25:29

All right, my friend, let’s wrap this up in a nice little bow, okay?

Ron Poindexter25:32

All right. I hope I didn’t talk your ear off, but…

Aaron Wittenstein25:34

No. You know? Let me tell you something. Your energy is intoxicating. I absolutely love it. Okay? I absolutely love it.

25:40And your knowledge is second to none. So please, thank you. No, I know that I’m speaking on behalf of Vulcan7 Nation here and Roadmap people, that they’re gonna appreciate this really well. But wrap it up in a bow, okay? What are your final last words for Vulcan7 Nation?

Ron Poindexter25:59

Well, I think the real estate market is gonna get harder, so you’ve gotta learn your skills better than ever. I think that a lot of the easy business is gonna be gone. We’re gonna see short sales again. We’re gonna see people, when you have the kind of debt that they’re into, you’re gonna see that you’re gonna have to be a solution.

26:19Okay? The easy days, open houses don’t work. Quit that thinking. Get that traditional stuff out of your mind and start prospecting and proactively finding clients. Clients, referrals. Every day you should start your day at zero. You need to find a seller, a buyer, or you need a referral, right?

26:41So that’s your goal, is to get one of those that day, every single day. It doesn’t matter what you did post-COVID, or even myself, a long time, I’ve had all kinds of awards. I spent that money. I need to get a new client every single day. You have to start at zero, and you have to have standards.

27:01You know? So you have to be willing to say, “Okay, I’m gonna walk away if it comes to this, this, this, or this. I deserve to make some money, so I’m not gonna cut the commission down so far I’m paying them.” Here’s another thing, Aaron. I don’t understand how agents, like, they take an expired listing, for example, and they say, “Well, we gotta get new pictures and new…”

27:26I don’t. I call the old listing agent and I say, “Hey, you got some great pictures. I wanna use them. You can’t use them anymore, so I’d like your permission. I’d like your permission to use those photos, Aaron. You mind if I use them?” And what do you say?

Aaron Wittenstein27:43

Sure.

Ron Poindexter27:44

Sure. ‘Cause here’s what I’ll do: I’ll return the favor to you someday.

27:48Now then, a lot of them will say, “Well, I paid for those. I’d like to get reimbursed.” Hey, not a problem. When I close this house, I’ll reimburse you maybe half of the cost of the pictures, okay? That way we both paid for it, but I’m not gonna do it until we close. Sound good? And if we don’t close, you’re out.

28:06Or you can pull every picture off every website that’s attached to your name, because you can’t advertise that house anymore, it’s mine. Sound good?

Aaron Wittenstein28:19

All right, Ron. So let’s say we got someone moving to New Mexico or someone moving to Nashville, all right? I see your name is up in that top right corner with the phone number, but just in case our eyes are really small and we can’t see,

28:30what is the best way to get in touch with you for that referral?

Ron Poindexter28:33

Well, you can call me directly, 615-995-0505, or ron@ronpoindexter.com. I mean, it’s simple. Ron@ronpoindexter. It doesn’t get easier than that.

Aaron Wittenstein28:44

Remember Poindexter. Doesn’t get easier than that.

Ron Poindexter28:45

Doesn’t get easier.

Aaron Wittenstein28:46

No. All right, my friend, this was great.

28:48This was a masterclass right here on what to do within like a 30-minute time period. So I wanna say thank you so much, my friend. This was great. Handshake. Handshake. Hey, handshake. Thank you very much. And I just remind everybody in Vulcan7 Nation, remember, go make some money, and don’t forget to, boom, trust the process.

29:04Y’all take care now. Be good, all right?

Ron Poindexter29:06

All right. Thanks, Aaron.

29:07Have a great day.

Aaron Wittenstein29:08

You too.