S1 E7: How to Operate at High Efficiency

Ren Jones (00:06):
It’s that time. Welcome to Roadmap, how to take three Listings a week until you’re ready for more. Each week we interview a great agent who is consistently taking 2, 3, 4 listings each week. And we have an exciting guest today and we encourage you to take as many notes as you can and to apply as much of this knowledge as you can. So, get something out to write with on your computer or however you’re going to write things down. So, if you have any questions, you can ask those at the end. As we get near the end of the show, there’ll be a great opportunity to ask a lot of questions of our guest. So, first, let me introduce my co-host from San Diego, Carley Hathaway. That’s carleyhathaway.com. Hi, Carley.

Carley Hathaway (00:54):
Hi. Hi everybody. Thanks for tuning in.

Ren Jones (00:56):
How’s real estate business?

Carley Hathaway (00:57):
Real estate business in San Diego is amazing. It’s hot, it’s a seller’s market. Best time to take listings. Yeah.

Ren Jones (01:04):
Good, good, good, good. Well I’m going to go over the Vulcan7 challenge first and then we’ll introduce our guest here in a minute. So, the Vulcan7 challenge, as you know, and Carley, you did it last week. You went to see Hal Swayze and learned a lot up in San Luis Obispo. So, the Vulcan7 challenge is where 12 times a year, once a month you drive four or five hours to another market, shadow somebody who’s doing what you want to do, they’ve got the best of all worlds. They’re taking 2, 3, 4 listings a week. They’re working during the week, they’re off on the weekends, they’re not working late at night, they’re doing all the things you want to do. And then shadow them, get there that evening, have dinner with them, and then get to their office first thing in the morning, spend all morning writing notes, recording what they’re saying, what they’re doing, and go to lunch with them and head back home, get on a plane or drive back home, whatever it may be.

(01:57):
At the end of a year, you’ve got 12 amazing friends and you become one of them. That’s the Vulcan7 challenge. Now, before I introduce our guest, I want to let you know that for the first time were simulcasting with a private Facebook lead gen group on, and so we’re going to have an extra four or 500 people migrating on over the next 10 minutes that’ll migrate on. That’s just the way that works. So, somewhere, I apologize to our guest in advance. It’s as we get about eight or 10 minutes in, we’re going to take a little pause. I’m going to welcome that group, let them know what they’re watching and why. And also I have to do as a thank you for being able to simulcast, do a couple plugs. So, that’s just life and that’s just the way that goes.

(02:45):
But the good news is we’ll have all those people joining us and then there’ll be an opportunity if you want to get involved with their group. They have like 40,000 people all about lead gen. It’s a great group. So, you may want to get involved with that, but we’ll mention that about eight or 10 minutes in. So, our guest, this’ll be a real treat. It’s a treat for me. I’ve known him for a long time. He’s proved by example that you can have the dream life. Take 2, 3, 4 listings a week, work eight to five Monday through Friday, take weekends off, spend time with your family, go get an ice cream cone, take several weeks vacation, invest in the future. He gives back now.

(03:29):
He bought real estate companies and so he has real estate offices and he shares what he knows with his agents. So, they can have a great life. I mean, you look around at real estate agents. They work all the time, they never take any time off. They’re working nights and weekends and they’re barely getting by. And he will share with you some of the recipes, the formulas that make it just so much easier from greater Chicago land. And I hate to tell this to him in advance. You’re not going to hear the applause, but there’s lots of applause because everybody’s on mute. Give a warm welcome to Ron Wexler.

Ron Wexler (04:04):
Yay.

Carley Hathaway (04:05):
Hey, Ron.

Ron Wexler (04:06):
Hello there. How are you?

Carley Hathaway (04:08):
Thank you so much for being on today.

Ron Wexler (04:10):
Yeah, very excited to be

Ren Jones (04:11):
Here. We are glad you’re here.

Carley Hathaway (04:13):
Yeah, we’re excited to have you. We’re really excited to take some of the knowledge that you’ve gained and just use it to our advantage.

Ron Wexler (04:20):
Great.

Ren Jones (04:20):
Yes. I remember an interview that was being done many years ago where they were interviewing him and he was like, well, I’ll leave you at eight in the morning. I work all day and then I get home at five o’clock and I’m selling and he was taking eight, 10 listings a month. And I was like, how does he do that? And I played that recording over and over and over again. I’m like, that’s the win-win here. That is the win-win. And now we see it. So, many people have this thing figured out. So, he’s going to share his ability with time management, his focus, things like that. So, what’s a lot of this has changed though because you’ve done this for 20 years, but all of a sudden now you put it on autopilot.

Ron Wexler (05:03):
When we started talking the other day, it was kind of interesting to me because now we’re talking about what I used to do and until two years ago we were always talking about what we’re doing right now. And although, you still have to follow a schedule, still have to follow a plan, still use scripts and dialogues. I’m just doing it in different avenues right now and my team is still doing, I mean, well we’ll talk about it a little bit, but my team’s doing more business now without me doing those things than I ever did.

Ren Jones (05:29):
There you go. But you got to start somewhere. And that’s a great place to start because when you started you were firing on all cylinders. You had this thing figured out and there are a lot of people on this that are involved with Vulcan7. And then if of course we have the simulcast group, those people are watching and they want to get to where they just take one listing a week, four a month. But you’ve got that formula where you can start in the business and within a year or two you’re making a fabulous income. You’re on the listing side of the business. What are the steps they need to take? What did you do in your first year? What did you do and how’d you get there?

Ron Wexler (06:04):
Well what’s fun about it is that first I did what everyone else did. I grinded. And it was based on how much income do I need. So, it was like I have a wife, three kids, seven, whatever, seven days a week, 24/7, you want me to come to your house at 11:30 at night to list it. No problem. I did what everybody normally does.

Ren Jones (06:23):
Anytime, anywhere, any place.

Ron Wexler (06:25):
Whatever. I remember I was in the office typing my own homes magazine ads once, which will tell you how long ago it was. And the police knocked on the door and they’re like, it’s two o’clock in the morning, what are you doing in there? Oh, we were leaving for vacation the next day and I had to had three listing appointments that day. I had to get them all in the computer, then I had to write the homes magazine ads. I had to. So, it’s I have done it all and I’ve made every mistake probably 10 times more than anyone else. So, we learned from where we screw it up more so than from what we get right.

Ren Jones (06:58):
And then you got it to where it was eight to five, Monday through Monday.

Ron Wexler (07:02):
And so that first started with the word I’m doing with my team, the three offices I’m part of right now. We have 600 agents. And so between those three offices I’m spending a lot of time training and I keep talking about this one word that all of us hate being independent contractors and it’s surrender. And if you remember Ren, we were together in a room with 5,000 people and across the back of the stage and big giant letters, it said surrender. Do you remember that?

Ren Jones (07:33):
There we go. That’s right.

Ron Wexler (07:34):
And that’s it. That was the beginning when I started saying, you know what, I think I’m great with scripts and dialogues, but I wonder if these other guys’ scripts and dialogues are better. And I started using them and I set up practice partners for every single day and I started memorizing and practicing and rehearsing and internalizing the scripts. I took language of sales classes, I did everything I could where I was already a pretty good salesperson. I was like, I either want to be a pretty good salesperson, work half as many hours, or I want to be a great salesperson and work half as many hours, but I don’t want to work 70 or 80 hours anymore.

Carley Hathaway (08:04):
What is your typical, when you started doing this and started doing your scripts and really working the programs, what did a typical day look like? You say eight to five. So, can you walk us through a typical day for you?

Ron Wexler (08:16):
Of course the day doesn’t really start when you get to the office, right? So, it was the first thing in the morning I set my alarm for 4:47, which I know after people are going to hit delete now. 4:47. And I worked out, I mean I was on the treadmill, I did, I wore out two treadmills, right? Because I was getting so pudgy because of life I was living. It was one of the first things I was like, what good is it to be unhealthy? So, the first thing is I started working out every single day. I cut all the sugar out of my diet, I just did some things there. So, my work day and I had kids, so it was driving kids to school, it was whatever it was, I was in the office no later than eight o’clock. I walked in eight o’clock. And the first thing I did is I had a practice partner from 8:00 to 8:30. Five days a week. And I did that for probably seven years.

(09:02):
So, again, everybody wants everything tomorrow. Nothing happened in one day. However, my sales started to grow immediately. My conversations got so good because all we did was we practiced expired scripts for sale by owner scripts, spear scripts. And we practiced the listing presentation scripts. We practiced the objections about around price or the objections around commission, the objection, what were the most, one of the things that someone taught us that was real helpful is there’s only four to six objections for any aspect of what you’re doing. There’s only a few ways they can say, I don’t want to list with you. There’s only so many ways they can say your price is too high or your price is too low, your commission’s too high. I don’t like the location of your office. There’s not a lot that they can come up with that you haven’t heard before once you start truly studying it.

(09:53):
So, we became masters of handling those objections. No real estate agent should cringe when a seller says, I want you to cut your commission. That doesn’t even make any sense, because you’re going to hear that over and over and over again. You should be like, hell, this is a softball objection. This is easy. That shouldn’t destroy you. And so I got hardcore about the practice and then I was right on the phones calling the expireds then calling the for sale by owners then. And basically, I’m not saying we do it anymore, but we were start, well actually it was before the do not call and some of our stuff, we were making calls. There was no real rule about what time you can call at that point. So, we were calling at 8:30. Today I don’t believe that’s a good idea. But we were on the phone, we were pounding it out at just right away I called every, and I had, this is before we had a lot of computer systems for it. I had every single expired and I called every expired every day until I reached them.

(10:54):
And that was, so that was between 9:00 and 11:00. And it wasn’t optional. It wasn’t not going to call. And a lot of people are like, well if you didn’t reach them in the morning, you try them in the afternoon or try them at night. I didn’t want to work at night. So, I didn’t want to reach people that were only home at night. So, I was like, I don’t even care. I don’t really care anymore if these guys are only home on Saturday, because I’m never going on another Saturday appointment for the rest of my life. I’m going to be with my family.

Ren Jones (11:19):
So, that rule that the people you called during the day are the same people you can meet with during the day and heck with the rest of them.

Ron Wexler (11:26):
Exactly. And did I start that way? Heck no. Did I work into that? So, you first decide what you have to do to eat and then you can start is you get better. What’s really fun, when I got really hardcore with lead gen and I know Ren, you probably did the same thing where we did the double headset and we had two telephones and we dialed two phones at the same time. Now we’re using auto dialers. We were our own auto dialers. And actually, honestly I think we talked to more people an hour doing it with two phones and a double headset and some of the speed dialers that people are playing with right now. So, basically I would just call two people and if someone answered in my left ear, I would keep dialing people in my right ear. And every time someone answered, I’d put a check mark next to their name. And so I know that I could call that person next and they would answer. And we got 40 to 45 contacts an hour suddenly where we had always been at 12 or 15 or something.

Ren Jones (12:17):
I know, I know.

Carley Hathaway (12:17):
That’s amazing.

Ren Jones (12:19):
Our friend Anne up the road was doing 200 a day up for a while there.

Ron Wexler (12:23):
Yeah, we had fun. We did nine months, a hundred a day for nine months, 500 a week.

Ren Jones (12:30):
That’s a lot of contacts.

Ron Wexler (12:33):
And contact with a human conversation. And one of the fun things that happened during that is this one day I called her and it was only 10 o’clock and I said, I just hung up with person 101 and I said, I want to just go home. I can’t worry, I’ve already talked to a hundred people.

Ren Jones (12:49):
Well that’s the magic time to be calling anyway.

Ron Wexler (12:53):
Well what’s funny is she challenged me, she goes, don’t stop. How many appointments do you have today? I was like, I only have one appointment. She goes, go until five o’clock and see how many you could reach. And I talked to ended up with 225 contacts at one day.

Carley Hathaway (13:06):
Wow, that’s amazing.

Ron Wexler (13:08):
It was really fun. So, part of it is I’ve always made everything a game. We’re just playing.

Ren Jones (13:14):
It feels like that right now.

Ron Wexler (13:16):
It is. Like I’m playing that I’m a coach, I’m playing that I’m an operating partner of an office, I’m playing that I’m a real agent with a big team and it’s like, okay, how do I play the game and who do I need on my team to play this game? And that’s how it is. So, we were playing that, how many contacts today can you make game? And it all starts with activities and then you work on your conversion rate. And I think a lot of agents don’t really get that. You’ve got to talk at the beginning. I was talk … well, I’ll give you an example. The year we did that 100 contacts a day at the end of the year I had 12,000 and some change contacts, about 12,000 contacts. And we closed 120 that year. The next year I had 4,500 contacts and we closed 132.

Carley Hathaway (14:02):
That’s incredible. So, good.

Ron Wexler (14:04):
So, it was a conversion rate, right? But I had to do the activities first and then focus on the conversion. So, that’s your lead gen time. And honestly it’s not optional. And it’s whatever your goal for contacts is, that’s the only goal that you have that matters. And when I got to that mindset, that’s when I could do the schedule that I wanted. I could start living the life that I wanted. I started building the conversion rate. So, I started having the income I wanted. Everything came from that part of it, that initial discipline. And of course that’s the one thing none of the agents want to do.

Ren Jones (14:40):
Everybody wants to pay somebody else to make the calls.

Ron Wexler (14:42):
And everybody wants to have someone else. Well, again, we’ve seen it. This is my 35th year, so I don’t feel like I’m anywhere near that old, but it is.

Ren Jones (14:53):
You were nine? Yes.

Ron Wexler (14:54):
Yeah, I started then. So, no, but people wanted to, they have always, from day one, they wanted to have a mailing. That was a magic mailing. Then when we got the computers, we wanted a magic email, we wanted a magic whatever. That’s incredible. I don’t know if I’m allowed to talk about Vulcan7, but what was awesome about Vulcan is-

Ren Jones (15:15):
Talk about Vulcan7 all you want.

Carley Hathaway (15:18):
We love Vulcan7.

Ron Wexler (15:20):
What’s amazing about it, and I’ve been on it from day one. I mean I don’t think you were in business more than 10 minutes before I got it. And what’s amazing about it is the one thing that can change your whole business as you talking to human beings and none of the same agents who wouldn’t go in the computer, pull the expireds, get the phone number and call them. Now you put it in a computer system and on a dialer and all of a sudden they’re doing it. Which cracks me up. I had an assistant that got to the office at seven in the morning and pulled it for sale by owners and they expireds and checked them against the previous and all that. So, by the time I walked in and started dialing at 8:00, 8:30, nine o’clock it was all ready, I didn’t get ready to start making calls at nine o’clock. The phone started. I was dialing by then.

Ren Jones (16:02):
At the very beginning of this you talked about the importance of internalizing those scripts and getting really, really, really, really good at this. I’m already starting to see questions of along on the chat bar along those lines. What do you say when somebody says, I’m going to re-list with the same agent and things like that. What’s the importance of really mastering those scripts? So, when the seller gives you that, which they’re going to do automatically, that you have something to come back and something else to come back and something else to come back. Why is that important?

Ron Wexler (16:34):
Right. So, again, making it a game, I still play baseball. I mean do you show up to the game without a mit and a bat?

Ren Jones (16:44):
Yeah, there you go.

Ron Wexler (16:45):
The script is the tool. The script is literally your tools to be a great real estate agent. It’s not your computer, it’s not any of that because the script is you speaking to a human being that is doing real estate. Everything else is a support for that. The dugout isn’t the baseball game. Your uniform, well uniform’s probably one of your tools if you’re playing like that. But your actual tools are the mit in the bat. And so the script to me is the actual tool. It’s not all the other stuff. And so everyone tries to make the other stuff like the main thing. And that’s why they spend all this time getting ready to get started and thinking about beginning and trying to hire. And my team now does have ISAs and things like that. It took hiring four people to replace what I did on my own.

Carley Hathaway (17:34):
Oh my gosh.

Ren Jones (17:36):
That’s about how that goes. That’s a good reflection of the critical part of skill. You would have to have a half a dozen people to recreate what you’re doing and they still aren’t going to do it as well.

Ron Wexler (17:47):
No. And even we have some really great ones, but let’s face it, no one’s going to have your passion no for what you’re doing. And instead of, that’s not like an egotistical statement, it’s not whatever. It’s just reality. You’re no good agent or great agent is going to replace themselves with one person.

Ren Jones (18:04):
No, no. And even it’s just supplemental. If you hire two or three people, the best thing they can do is become that Jedi with the scripts and then and only then can you train two or three people to at least supplement some of that business.

Ron Wexler (18:20):
Exactly. Yeah. So, don’t be afraid.

Carley Hathaway (18:23):
What’s something that would keep you going? It’s easy to just say, oh, I don’t want to make calls today or I’m not into it. Or I know you’re training these new younger agents coming up. How do you get them to get on the phones every day at 8:00 AM? What did you do and what are you teaching them to do?

Ron Wexler (18:40):
So, for me it was when the third kid was born and we bought a bigger house. And I liked my, I mean, I don’t drink or smoke, I love driving fun cars. And when I met my wife and she had two kids already, I had three cars, a couple of those cars had to go and I had to start changing what I was driving and I want to get back to all my toys. Again, we’re playing the game of life, we’re in the body for a hundred years and then we’re dust. It’s like while I’m here, I’m going to just live the best I can and get the most I possibly can out of it. And so if I know that two hours a day for 20 years has created the life that I have right now, I don’t know any other business where you can do it.

Carley Hathaway (19:22):
You’re right.

Ren Jones (19:22):
Yeah. I don’t know where you can make just shy of a million dollars a year by mastering this and work on Monday through Friday nine to five.

Ron Wexler (19:32):
And do one thing. And so going back to the nine to five, because I know you’ve always gotten a kick out of that. Basically, and again, it was a process. So, I’ll just share a little bit how the process went. So, the first thing was I was like, I want some time off on the weekend. It doesn’t have to be the whole weekend. It wasn’t like suddenly one day I was working 80 hours and the next day I was working 42. So, I found another agent in the office. I said, listen, I will cover anything in your business that has to be done on Saturday. If you’ll cover anything that has to be done in my business on Sunday. So, it’s not like all wasting time stuff, but you know, have to meet with the seller. It’s the only day you can meet with them, you promised somebody in an open house or you put whatever, it’s, I don’t care.

(20:19):
I’ll present your offers. I’ll do whatever it takes. If you’ll give me my life back on Sunday, I’ll give you your life back on Saturday. And so that was the first thing. And then I was like, boy, wouldn’t it be fun to be home to put Trent to bed at least one night a week? How about Wednesday night? And I found somebody, I said, if you’ll cover a hundred percent of my business from five to nine on Wednesday, I’ll cover a hundred percent of your business from five to nine, any other weekday you pick. And so I started lowering it, doing that at first. And then I started to learn the scripts to get people to work with me during the hours I was available. And I didn’t even have to do that deal anymore. I mean literally.

Carley Hathaway (20:55):
That’s great.

Ron Wexler (20:57):
I would say…

Ren Jones (20:58):
Really, you just started the process putting it in smaller and smaller containers and then you just future paste and set it up with the clients where everything just operated in that timeframe.

Ron Wexler (21:09):
And because I was a normal real estate agent and I knew what I wanted, but I didn’t believe it was possible, think about how many of us say, well I’d like to not work nights. And then that junk monkey little voice in our head goes too bad. Go get a real job then. In real estate everybody works at night. And I was like, well okay, now that I’m not working Wednesday nights, I haven’t lost any business. Let’s add Thursday nights. And I just kept backing off and backing off. So, at the beginning, I didn’t trust that there were scripts that would work to get people to work with me during those hours. So, I just created the flexibility by leveraging through someone else having to work those hours. Eventually I was like, nobody else has to work those hours. I know what to say now.

Ren Jones (21:54):
That’s it. So, Linda on here is saying tips for an 18 year old. I’m new to the business. Actually the tips are, Linda, working with people in a limited timeframe and really the only way you can do that is where most of your business is on the listing side of the business. Would that be a fair statement?

Ron Wexler (22:11):
Absolutely. The listing side, so again, what I did with the buy side when I started to really get hardcore about this is the buyers are the ones that have less flexibility usually about looking, although maybe that’s just my limiting belief that both of them have to be available on, they’re both of them available till Saturday at noon. And with sellers, I always felt like I could convince them maybe just because it was for one hour that I could convince the seller easier to be home at 3:30 and I could convince them a buyer to start looking at, if you wanted to be done by five, you’d have to sometimes have to start looking at one, or two. Buyer, it wasn’t as much as it is now or it’s one, you meet them at a house and show it to them. We put them in the car and drove them around for hours or they drove in their car and we drove an our car.

Ren Jones (22:56):
It’s a lot easier on the listing side. I mean, people will go home in the middle of the day to have their teeth cleaned or at 11 in the morning or two in the afternoon. You want them to meet with you to sell their home.

Ron Wexler (23:06):
So, here’s the magic, the first magic script, it was, instead of saying when can we meet or when would you like to meet, it was, what daytime hours do you have available this week for us to sit down together?

Carley Hathaway (23:22):
Perfect.

Ron Wexler (23:22):
What daytime hours. So, I just eliminated weekends and nights in my question, because if I say to you, when are you available? You’re automatically going to say, oh, we get home at six o’clock and blah, blah blah. And when I would ask that question, they’d go, well actually I can shoot home early on Thursday. And my wife, that’s her day off. And all of a sudden the same guy who, if you said, when are you available? Would’ve said seven o’clock on Thursday. He goes, well actually I can get, that’s the day when I’m allowed to leave the office early. And I had a lot of those conversations with people, well what day do you … That’s Ren’s example. You have a Doctor’s appointment, what day do you leave early? Doctor’s not meeting you at seven o’clock at night in his office.

Ren Jones (24:02):
Right. No, not at all.

Ron Wexler (24:04):
Exactly. Never.

Ren Jones (24:04):
And so we’re back to scripts again. What daytime hours, everything’s driven by that script. Sort of like McDonald’s, which is run by 16 year olds. It’s very well run, but it’s the script. It’s not the 16 year olds.

Ron Wexler (24:19):
It’s always the scripts. And I shared this with Ren the other day and I said, the thing that’s really hit me recently, we just bought our third office and I’m coaching teaching language of sales class, which is a blast. I know, I’m sure Ren took it. We all love that class. Take some class and I know you’ve got some take something that teaches you to be amazing at Scripts. I don’t know what, I know people are with different companies and different coaching.

Ren Jones (24:46):
You’re teaching language of sales with Keller Williams, MAPS coaching, is that correct?

Ron Wexler (24:51):
Right.

Ren Jones (24:51):
So, if they want to get involved in that, they could.

Ron Wexler (24:54):
Yeah. They can do it.

Ren Jones (24:55):
They can be with Coldwell Banker and do that, couldn’t they?

Ron Wexler (24:57):
Right. But we have people from all different companies and I just didn’t know if you wanted that mentioned here. So, I was trying to be-

Ren Jones (25:03):
Yeah, you’re doing so much give back for your agents and everybody you’re, I mean, I’ve seen you do so many free talks on helping people with expireds and for sale owners and if you’re doing language of sales, and I’m sure they’d have to pay for that. But if they want to get involved, I think it’s great. What’s your website? Do you have a website they want to or they want to sense they have and so many people, do they have a referral for the Chicago area? How do they reach you, Ron?

Ron Wexler (25:29):
Okay, so a couple things. You can just email me and just do ron@ronwexler.com. I’m glad to answer emails. I’m assuming I’m not getting a thousand of them, so I’m glad to answer some emails if people have specific questions. If you want to look at language of sales, it’s just mapslos.com. So, they can go there and they’ll take them right to that page so they can see what it’s about.

Ren Jones (25:51):
Mapslos.com. Good.

Ron Wexler (25:53):
Yeah, just mapslos.com. And as far as referrals to Chicago, my team, and you’ll love this. All right, here’s the thing. So, three years ago I went on approximately 200 listing appointments, and we closed 150 transactions.

Carley Hathaway (26:09):
That’s awesome.

Ron Wexler (26:11):
So, last year I went on two listing appointments. This is finally getting leverage and we closed 165. This year I’ve gone on zero appointments and we’re right around 190 close for the year.

Carley Hathaway (26:23):
That’s amazing.

Ren Jones (26:26):
And what he’s telling you, he’s down in Costa Rica right now. He’s been there.

Carley Hathaway (26:30):
He’s on the beach right now. He has shorts on under that suit.

Ron Wexler (26:33):
Here’s what’s really great. I’m supposed to be in a class in Austin Monday morning at eight o’clock. The Cubs were playing the Dodgers in Los Angeles at four o’clock on Sunday night. I changed my flight from on Sunday morning. I went to LA, picked up my son, went to the Cubs game, got on the, unfortunately they lost, but went and took my kid to a Cubs game, sat 16 rows up from home plate, had a blast, watched a game, got on the red eye, and I was here for my class at eight o’clock Monday morning.

Carley Hathaway (27:03):
Nice. So, that’s the lifestyle we’re all looking for. Right?

Ron Wexler (27:07):
Right. And I was in Costa Rica last week, I’m going to Joplin to help out this week in New York next week. Here’s the thing. All that is from the one-

Ren Jones (27:16):
Prospecting.

Ron Wexler (27:17):
… of getting incredible at lead gen.

Ren Jones (27:19):
Okay. So, they’re one year in the business, two years in the business, three years in the business. If you want to give them four or five dos and four or five don’ts that they can write down is for this week to move in the right direction. They’re already starting to figure out, everything’s very scripted and people are like, where do I get these scripts and things like that. Well, they can reach out. You’ll help them out.

Carley Hathaway (27:40):
Yeah. Or just look up online. You can find them online easily. Just expired scripts.

Ron Wexler (27:44):
And here’s the thing, you’ll take a basic script from Bold or from something Ren’s doing. I don’t if we’re allowed to mention coaching programs, but there’s plenty of great scripts out there. I honestly would decide, where am I going to be incredible. So, for me, it was the expireds. When I first started I didn’t like talking to my past clients, even though I had a bunch of past clients. I don’t know, I had that thing in my head that you’re bothering them. And for the first five years when I got serious about it, I really just ignored my past clients. And when they came to me, they came to me. Of course, now we know that’s a total massive mistake. I was okay going out and pounding the pavement for brand new people every day. So, I focused 100% on becoming incredible at the expired and FSBO scripts. And that was it.

Carley Hathaway (28:31):
Can we role play and do an expired script together?

Ron Wexler (28:34):
Sure.

Carley Hathaway (28:35):
All right.

Ron Wexler (28:36):
Go ahead. You want me to call you?

Carley Hathaway (28:37):
Yeah, call me.

Ron Wexler (28:39):
All right now I haven’t even done one for a year. So, let’s do it.

Carley Hathaway (28:41):
Oh no, don’t get nervous.

Ron Wexler (28:43):
Ring, ring.

(28:45):
All right. Ring, ring.

Carley Hathaway (28:46):
Hello.

Ron Wexler (28:47):
Hello. Hey, this is Ron Wexler calling from Keller Williams.

Carley Hathaway (28:51):
Oh my God. Another Agent

Ron Wexler (28:54):
I know I’m the millionth agent to call you today.

Carley Hathaway (28:55):
Ugh. Yes.

Ron Wexler (28:57):
Yeah. Have they started circling your house in helicopters yet?

Carley Hathaway (28:59):
Pretty much. You’re like the 10th person that has called today.

Ron Wexler (29:02):
You know what, I have to work with these people every day. How do you think I feel? Yeah, I was calling because I saw your listing expired and I know we got together and figured out how to get the most money out of your house. You won’t have to have anybody else calling anymore. We can get your house sold. Are you still interested in getting your home sold?

Carley Hathaway (29:21):
I mean, yes and no. Honestly, my agent’s good. I don’t know that she’s worked hard for me. I don’t know that I’d want to just abandon her.

Ron Wexler (29:28):
Okay. All right, great. So, if we sold your house, where would you be moving to?

Carley Hathaway (29:32):
Moving to Colorado.

Ron Wexler (29:34):
Colorado. Excellent. What’s in Colorado?

Carley Hathaway (29:36):
Oh, I love the snow.

Ron Wexler (29:37):
The snow?

Carley Hathaway (29:38):
I don’t get any of that in California. I miss it. I miss seasons.

Ron Wexler (29:42):
Okay. So, you want to get to Colorado, you just, you’re tired of California?

Carley Hathaway (29:47):
Yeah.

Ron Wexler (29:48):
All right. So, let me ask you this. If we got your house back in the market right now and found you a buyer at your price in the next three to five weeks, would that work for you?

Carley Hathaway (29:58):
I mean, of course.

Ron Wexler (30:00):
Okay. So, what’s more important? Are you really worried about your friend or are you really concerned about making this move and not being here through the winter when you could be in Colorado skiing and enjoying the snow?

Carley Hathaway (30:13):
I mean, I want to be in Colorado.

Ron Wexler (30:15):
Okay. All right. So, I saw you were asking 240,999 for your house. Is that right?

Carley Hathaway (30:19):
Yes.

Ron Wexler (30:20):
Where did you guys pick that price?

Carley Hathaway (30:22):
I don’t really know. Oh, she just said that was what it would sell for, and I was like, oh.

Ron Wexler (30:29):
All right. All right, great. Well, one of the things you’re going to love is our team gets, we call it absolute top dollar for our sellers. That’s our focus. Would that be okay with you?

Carley Hathaway (30:35):
I mean, that sounds great.

Ron Wexler (30:37):
All right. Do you have some time this afternoon about two o’clock for us to get together? We’re going to need about 25 to 30 minutes for us to look at your home and figure out what we have to do to get it sold and get you moved.

Carley Hathaway (30:49):
I mean, I could make that work. What do I tell my other real estate agent?

Ron Wexler (30:53):
Well, I mean if it came up as expired already, so I mean, were they supposed to put it back in the market or what? I mean, they’ve already kind of abandoned you. You’re not sold right now.

Carley Hathaway (31:03):
Yeah, you’re right. I mean, I guess it wouldn’t hurt to just meet.

Ron Wexler (31:07):
Yeah, why don’t we just get together? Don’t worry about the other agent right now. We might decide not to work together, right?

Carley Hathaway (31:11):
That’s true. Can you do 7:00 pm tonight instead?

Ron Wexler (31:15):
Seven I’m totally booked tonight. How important is it for you to get this home sold?

Carley Hathaway (31:21):
It’s important. It’s a top priority.

Ron Wexler (31:23):
Can you be home today at two o’clock?

Carley Hathaway (31:27):
Yeah, I can make that work.

Ron Wexler (31:28):
All right, perfect. I promise we’ll make it quick and painless and I think you’re going to love what we have to say. Let me ask one other thing. Do you have an email address where I can just send you a little preliminary information that you could look at before we meet?

Carley Hathaway (31:40):
Yeah, sure.

Ron Wexler (31:41):
Okay. So, blah blah, blah. And that’s what I would do.

Carley Hathaway (31:43):
That was great.

Ren Jones (35:50):
One of the things I was really impressed with your role play of moving her from 7:00 PM to 2:00 PM And one of the things I know is you have almost a hundred percent success with that. You’ve done it so much because you were home with the family and Trent and everybody, you were at home at five o’clock, so either you mastered that or you starved.

Ron Wexler (36:18):
Yeah. Well the game that we played, what was really fun is the game that I used to play was I don’t leave the office at five, I’m at home at five. And you mentioned this one friend Anne, she used to call me and go, it’d be like 4:52. And she goes, where are you right now? Because she didn’t believe I was getting home at five. And she called me on the phone and go, come on. Seriously, I’m pulling in my garage right now. Dinner’s on the table. My wife and kids are waiting for me.

Ren Jones (36:43):
That was the game. That was the game. She was one of your accountability partners?

Ron Wexler (36:48):
She was a strong accountability partner. So, having accountability partners is real important. Creating accountability with your family is real important. Saying to your kid, I’m never going to miss another baseball game. Say to your kid, you can go to any college you want to in the world. Because when I’m working, I’m working.

Ren Jones (37:06):
Yeah. Hold that thought right there. You said that or I found it. I think I told you, I found it written down that lot of people, the reason agents work at nights and weekends is because they don’t do what they’re supposed to do from nine to five.

Ron Wexler (37:19):
So, they feel guilty. When they’re at work they feel guilty because they’re not home with their family. And when they’re home with their family, they feel guilty because they really didn’t do what they were supposed to when they were at work. And I used to walk out the door of that office with no guilt whatsoever. I felt everything I was supposed to do today I did. And again, going with sports. At the end of the game, like that Cubs game the other night, it was one to one going into the bottom of the ninth inning. And people are saying, well the Cubs didn’t do that well. I’m like, they held the other team the one run the entire game. It all fell apart in the bottom of the ninth inning. But the bottom line is they played actually an incredible baseball game. They didn’t have any offense.

(37:58):
I mean, ultimately you don’t win a lot of baseball games scoring one run. And so for us, it’s the same thing. You’re not going to do well calling one seller. You’re not going to do well talking to three people a week. You talk to 20 to 25 people every single day for the next three years. You will change your entire trajectory of your life, your family, you’ll change everything. And what most people do is they do 25 for a week, two weeks, three weeks. I tried it, it doesn’t work. Believe me, I tried it. I did a hundred a day for nine months and I ended up, think about it, I talked to 12,000 people and we ended up with 120 closed transactions and probably 30 of those were past clients. So, out of 12,000 people, 90 said yes, go do those numbers. That’s pretty poor.

Carley Hathaway (38:46):
What would you say the minimum contacts new agents should try to reach per day?

Ron Wexler (38:51):
I think if you’re new, you have nothing else to do. If you want to really-

Ren Jones (38:54):
Good point.

Carley Hathaway (38:54):
That’s true.

Ron Wexler (38:57):
If you’re brand new or you’re in a business and you’re not hitting your goals, what are you doing all day? Go talk to human beings. And that’s kind of what I was doing when I was doing that hundred. It was three to five hours every day. And I didn’t care because I was like, what else really matters? And I started leveraging out other stuff so I didn’t have to do it. I was like, my job is prospect, list, negotiate. And at the beginning show, and then I stopped the show part and I just started hiring buyers agents at the beginning again, I just referred any buyer that wasn’t AAA plus do it nine to five Monday through Friday and buy a house almost positively for sure when we get there, I would refer them to somebody and take a referral fee.

Ren Jones (39:33):
Buyers take time. Listing take skill. But there’s a mindset piece. Your newer agent, it’s so easy for us to say, well just spend all your time prospecting three to five hours. Easy for us to say there’s a mindset. How would you help them overcome that? They’re new in the business, newer in this whole process, or maybe they’ve been in the business and they realize, hey, if I’m going to make four, five, 600,000 a year or more, I’ve got to figure this prospecting thing out. How do you get their head in that game, Ron? How do you do it?

Ron Wexler (40:03):
So, we know that there’s different behavioral styles. And my behavioral style, someone handed me a phone book and said, just call everybody. And I just started dialing and everybody in the whole office just stopped and was like, oh my God, he’s really doing it right. Because most people never would. So, I think it’s a blessing and a mess sometimes, but my behavioral style is I not having any scripts or anything. I would get on the phone and dial. I wanted to-

Ren Jones (40:27):
You’re so shy.

Ron Wexler (40:28):
And I just wasn’t, if you said no to me, I didn’t care. And if you said yes to me, I kind of also didn’t care. I just wanted to find people that I could work with. And so if your behavioral style is the 95% of people who, when someone says no to you, you’re destroyed. That’s the mindset part you have to work on.

Ren Jones (40:49):
So, what do they do? What do they do?

Ron Wexler (40:52):
I think you have to read a lot. I think you have to get away from the people in the office who are like, oh, I tried expireds once and it was terrible and someone yelled at me back in 1992, so I’ve never called one since. You go around. I think the gift, you’ve got an incredible networking group. Some of these Facebook pages have some incredible networking groups or people who are actually doing it by the prospecting practice partners every morning. We were doing it. We were absolutely doing it. And not everybody that I practiced with was a type A personality. And so it helped them. So, there’s two sayings I always think about. One is I’d rather tame a lion than teach a lamb to kill. Right?

Carley Hathaway (41:35):
I like that. I like that one.

Ron Wexler (41:38):
And so it was easier to take someone like me who just would say anything and then teach me skills than it is to take someone who at their cellular level, they’re afraid to make a contact and get them to act like a lion. And Tony , one of my business partners, a really good friend, one of my favorite people on the planet is my coach for years. And he is not a type A personality. He learned to act like one. If you ask people, they think he is. So, what he did is he said, someone with that behavioral style, you have to get incredible at the skills and then you’ll be comfortable taking the calls.

Ren Jones (42:16):
We’re back to the beginning of the call. This is all about the script and the skills and internalizing that.

Ron Wexler (42:22):
Yeah, if I know what to say, I’m cool. I’ll make the phone call and say it. For me I didn’t really care if I knew what to say or not, I just did it. However, normal people, if they have that, all you have to do is get really great at the scripts and then you won’t worry about it. And work on your mindset. Read. I don’t know what books you guys tell people read but Think and Grow Rich. How to Win Friends and Influence People. What to Say When you Talk to Yourself. I mean those are the kind of books. Just read. I probably read, I don’t know, 30 books a year or something. I read a lot and I just never stop. And those books I go back and read over and over again.

Ren Jones (43:03):
Well, a lot of them need to read the script books. Natalie Carol says, “I find it very hard to get people to answer the phone. What would you say I can do about that?” She’s not getting enough people to answer the phone. I’m not sure what she’s doing or who she’s calling.

Ron Wexler (43:16):
If they don’t answer, don’t talk to them. First of all. No, I think you have to find better quality numbers. Or maybe you have to be dialing more or dialing faster. And that’s why we all went to the double phones and double headsets and using things like the dialer you guys have and other dialers is you might just have to dial more numbers or you might have to find some different source of numbers or some other way to generate business. Because I know-

Ren Jones (43:44):
And if you would take the Vulcan7 challenge, and I don’t know where you are, Natalie, what part of the world, but if you would find somebody that’s doing it that’s in a nearby market and go figure it out because they’re doing it.

Ron Wexler (43:58):
There’s people out. So, my team is in this little corner space in our office and the ISAs are right outside my door and the ceiling, the wall doesn’t go to the ceiling. So, I hear everything they’re saying and they’re on the phone dialing and I can hear when they’re going through a period where nobody’s answered. So, sometimes they’ll get four or five in a row in a 10 minute period and all of a sudden they will dial for 10 minutes and not one person answers the phone. And so you just have to dial the phone if you’re doing it by phone, which that’s the only way I was good. I didn’t like doing open houses or door knocking. It seemed like a waste of time.

Ren Jones (44:33):
You weren’t a door knocker. Okay.

Carley Hathaway (44:34):
And you built this amazing business just on calling. Do you email, do you send postcards? Do you do any other type of marketing?

Ron Wexler (44:44):
I literally did none of that until five years ago. My entire mailing budget would be like … but one point, I was doing a ton of mailings before I discovered doing this, because I was like everyone else, I was like, well what do I do to eat? And I would go through 13,000. I mean I literally bought envelopes 13,000 a month and did my whole neighborhood in those areas. And it’s still paying off today, because I pounded these people every month for 10 years or something. Once I learned the lead gen scripts and everything, I stopped almost all the mailings. My team, now that I’m not running my team, they’re starting to do things with email. We started doing radio. I mean things that I never did before.

Ren Jones (45:21):
Yeah, yeah. Well you can put a little gravy on the Turkey because you get the Turkey figured out. So, yeah, all that’s gravy. That’s wonderful.

Ron Wexler (45:28):
Well when you think about it, I was making five to 600,000 doing 150 deals a year and spending almost nothing on marketing. Now people are making a million and they’re keeping a hundred thousand of it.

Ren Jones (45:44):
Oh, I know. It’s a dirty little secret out there. The ego wants that recognition and they’ll barely make a living, but they’re selling a lot of, they’re like an Exxon station. They’re only making a penny a gallon, but they’re doing a lot of gallons.

Carley Hathaway (45:58):
They have billboards and-

Ren Jones (46:00):
It’s crazy. It’s crazy. Do you drop off a pre-listing package? Matthew wants to know.

Ron Wexler (46:05):
Okay, we did a pre-listing pack. At one point I had an assistant that any expired I didn’t reach, they would go drop off an expired pack or a FSBO pack. Honestly, it was just making the phone calls. So, we did do a pre-list pack, but it has to be, you don’t want to spend a lot of time talking about you. So, for people who have taken a class like Bold or I know there’s a lot of basic classes. I think Century 20 was a two one class or something. I’m sure they give you what you should put in there. To me, I would just put in some letters from people that say how wonderful you are that you succeeded. Especially ones that were like, I was listed with so-and-so for six months and Ron sold my house in five days. Put a few of those letters in there.

Ren Jones (46:46):
Gotcha.

Ron Wexler (46:47):
You pre-list, but-

Ren Jones (46:48):
So, you’re not doing one?

Ron Wexler (46:50):
Not really.

Ren Jones (46:51):
Okay, so you’re not sending a pre-listing packet. Okay.

Ron Wexler (46:53):
No.

Ren Jones (46:53):
You’re getting to the house and listing it.

Carley Hathaway (46:55):
And how long is your average listing appointment?

Ron Wexler (47:00):
I was down to about 35 to 45 minutes. At one point we were doing a 15 minute listing appointment and I mean we all did, Ren. Do you remember that?

Ren Jones (47:10):
Yeah.

Ron Wexler (47:11):
But the problem was it was such like we were running them over with a truck and they did sign and everything and we left so many unanswered questions that you would spend that other half an hour just answering all the questions that you should have answered when you met with them and when you were building rapport and having that first conversation. So, at some point I just was like, I know I can do a three minute listing appointment, a eight minute. I mean, I did it, I did it all the time and it just created so much extra work after the fact. I was like, if it’s a half hour to 45 minutes and I can cover everything that’s important, I’m fine with that.

Ren Jones (47:45):
So, you just run a little longer. Okay.

Ron Wexler (47:47):
Yeah. Just go a little longer.

Ren Jones (47:48):
It saves you some time up front. They feel more reassured. Good. Good, good, good. I don’t have any other key questions that we haven’t covered earlier on here, but I know the Q&A will pick up, so hopefully we’ll add a few more.

Ron Wexler (48:03):
Yeah. So, back to the other thing on mindset, you just have to decide.

Ren Jones (48:07):
Well, you had accountability. I mean, Anne was an accountability partner. I know you had several others. You knew you had role play partners, which in a way is an accountability partner.

Ron Wexler (48:15):
Absolutely. I had a bunch of them.

Ren Jones (48:16):
Surrounding yourself with people. What is it? I won’t go to the gym, but I’ll go to the gym if somebody’s waiting for me there.

Ron Wexler (48:22):
And that’s what I do now. I have a 6:00 AM Friday workout guy. I would blow off every Friday if I didn’t know he was going to be there. Friday’s a terrible day to go work out.

Carley Hathaway (48:35):
Accountability is key, especially when it’s too easy to just blow these things off.

Ron Wexler (48:39):
Right, exactly. And so go back to that. Why are you doing it in the first place? I knew what cars I wanted to drive. I knew what vacations I wanted to take. I do that Cubs camp every year in January where we go down to Arizona and play baseball and use all the Cubs Spring training facilities. It’s $5,000 for to go play baseball for a week. I couldn’t do that if I didn’t have, again, everything got paid for by becoming great at the scripts and dialogues. Look at a lot of the classes that have the best results, almost all of them are very heavy on scripts and dialogues.

Ren Jones (49:12):
Yes they are. I mean the gas in the engine is to control that process and lead to a repeatable and duplicatable outcome. It says, can you tell us how you do your listing presentation? What’s-

Carley Hathaway (49:25):
What’s the order?

Ren Jones (49:25):
Let’s get a sense of that.

Ron Wexler (49:28):
It was a very basic you start out with three questions that qualified whether you should even be there or not. So, do you absolutely have to sell your home? I don’t even remember now. God, it’s been, what was the three questions? Do you absolutely have to sell your home? Will you price your home to sell? Do you want me to handle the sale for you?

Ren Jones (49:51):
Okay. That’s what you used for 20 in the last few decades?

Ron Wexler (49:56):
Here’s the thing. Every listing presentation has those three questions in some form.

Ren Jones (50:02):
Yeah, in some form. Yeah.

Ron Wexler (50:02):
And what a lot of people do is they don’t even get to, do you want me to handle it for you until they vomit it all over them for an hour about how wonderful they are and they’re marketing plans and there’s this, and Keller Williams is amazing, Remax is amazing. Whatever. They just vomit all that garbage over them. And if you ask them right up front, sometimes when I say, do you want me to handle a sale for you? What do people say? Well actually my brother’s a real estate agent, but someone told me, because you sell a lot of houses, I should at least see what price. Or you were so pushy on the phone, I just couldn’t really say no to you. So, I’m glad you’re here, but my brother-

Ren Jones (50:34):
At least know where you stand before you get started.

Ron Wexler (50:37):
Yeah.

Ren Jones (50:38):
And that directness. So, you have a very direct approach.

Ron Wexler (50:42):
Yeah. So, you have to ask those. I don’t care how you ask them and I don’t care when you ask them, but if you want to cut your listing presentation by a lot, that’s how you do it. Do you absolutely have to sell your house? Well, we don’t care if we sell until next year. Why would you ask that question somewhere down the line at the end of meeting somebody? Don’t you think you kind of want to know that right at the first moment when you meet them. If they say, no, we just need a price for our insurance.

(51:08):
We’re not really that interested in selling unless we can get this price. Great. What price is that? We want a million dollars. The house next door just sold for 150,000. Call me back in like 800 years. This house will be worth a million. So, you’ve got to, no matter how you do it, if you would just start with those three things, you will cut your time. And there’s a way to ask them gently. I’ve never been a real gentle person, so I was okay just being a very direct

Ren Jones (51:37):
And enthusiastic.

Ron Wexler (51:38):
So, instead of saying, do you absolutely have to sell your home. You might have to play around with, well, when it sells, where are you going? Well what happens if you don’t sell it? Can you stay here. If you want to dance around it, there’s still ways to ask it. Get those pieces of information within the first three minutes that you’re in that house and you’ll know if you even want to stay.

Ren Jones (52:00):
There you go. So, Jeanette is asking when you, if you call an expired and they say, we’ve just decided not to sell. Jeanette wants to know how you follow them.

Ron Wexler (52:12):
Great. So, Ren, just roleplay it with me. Ring ring.

Ren Jones (52:17):
Hello.

Ron Wexler (52:18):
Hi, it’s Ron Wexler calling from Keller Williams Real Estate. I saw the listing on your home, it expired and I was just wondering when you plan-

Ren Jones (52:22):
Yeah, yeah, we’ve decided not to sell. We’re just-

Ron Wexler (52:26):
Oh, you decided not to sell at all?

Ren Jones (52:28):
Yes.

Ron Wexler (52:28):
Oh, that’s too bad. If you had sold it, where would you have moved to?

Ren Jones (52:32):
We were going to Butte, Montana.

Ron Wexler (52:34):
Oh, Butte, Montana. What’s in Butte, Montana.

Ren Jones (52:37):
Well we were just going to buy a place up there, but that place, somebody else bought that. So, we’re back to square one.

Ron Wexler (52:44):
Oh. So, you lost the one you wanted?

Ren Jones (52:45):
Yeah.

Ron Wexler (52:46):
So, what would happen if you did sell? When did you lose the one that you wanted? Was that just now or was that a while ago?

Ren Jones (52:52):
Well, we just sort of waited to see what happened, but about a week ago.

Ron Wexler (52:57):
So, if your house had sold yesterday, what would you have done?

Ren Jones (53:00):
That’s an interesting question. I don’t know what we would’ve done. We sort of forgot about the fact that it was on the market, because it’d been on the market a long time and we really haven’t had a lot of activity. I kind of forgot about it.

Ron Wexler (53:10):
All right. The last five houses I sold four of them had been with other agents and we sold them within three weeks and they had been out with other agents anywhere from four to six months. If I could get your home back in the market right now and find you a buyer in the next three to five weeks, would that work for you?

Ren Jones (53:28):
And so Jeanette, what happens is a lot of them say, we’ve decided not to sell and it’s a lie.

Ron Wexler (53:37):
It’s almost always a lie.

Ren Jones (53:39):
Ron will go away, but really I’d like to sell.

Ron Wexler (53:42):
Right. So, the question is-

Ren Jones (53:44):
Kept working on, he kept going.

Ron Wexler (53:46):
Right. Who’s better at scripts, them or you?

Ren Jones (53:49):
That’s good.

Ron Wexler (53:49):
Their script was really good.

Ren Jones (53:51):
I have all my, I’m a seller and I’ve been practicing. Yeah.

Ron Wexler (53:54):
Well you know what, it’s funny. But that script with an expired, they have practiced because they’ve said it. The first guy they called, they had a conversation with the second guy, they had a little conversation, but they were a little bit annoyed. The third guy who called, they were like, I’m not going to sell. And they just wanted them out of their life. The 21st person that called, it’s like, I’m not selling my house. Click.

Ren Jones (54:13):
And Janette, that’s the answer to this because that’s what it is. You’ve just got to work through these things to get the whole story. We can’t assume things or take it at the surface answer. There’s a deeper story and then there’s the second story and the third story.

Ron Wexler (54:29):
So, all right, so do you want a magic trick to that?

Ren Jones (54:31):
Yeah.

Carley Hathaway (54:31):
Yes.

Ron Wexler (54:31):
Okay. So, this is, and this isn’t … you still have to have everything else. You still have to do everything else we said. When you call whatever tone they have and whatever word they use when they answer the phone, repeat the exact word in the exact rate of speech and the exact tone that they used.

Ren Jones (54:52):
Oh my god, we were doing this today. You’re right on the money, Ron.

Carley Hathaway (54:56):
Yeah. To mimic them.

Ren Jones (54:58):
You go, hello. You go, hello.

Ron Wexler (54:59):
Right. If you went back and looked at this-

Ren Jones (55:02):
It works.

Ron Wexler (55:03):
Of course. Yeah. Well because you’re on their side and so the role play we just did, you were kind of frustrated and if you went back and listened my tonality, I joined you in that frustration. Most agents are super cheery. It’s like when they’re having a rotten day and you answer funny, you go, hello. You’re like, hi, we’re selling blah, blah, blah. You hate that person instantly.

Carley Hathaway (55:25):
Very true.

Ron Wexler (55:26):
Go with them where they are.

Carley Hathaway (55:29):
And get on their level.

Ron Wexler (55:30):
If for the next 30 days, all you did this, don’t do anything else. For next 30 days if all you did was every time someone answered a phone, you mirrored and matched their tone, rate of speech and kind of their underlying emotions and stayed with that the first three or four sentences of your conversation, your sales will go up. I guarantee it. I’m not saying it’s all you should do. I’m saying how simple it can be when you start moving towards mastery on things like scripts.

Ren Jones (56:00):
Give me that website again because you’re teaching the language of sales for us. Maps.

Ron Wexler (56:05):
It’s mapslos. So, maps language of sales.

Ren Jones (56:12):
Mapslos.com. And they would get you as their teacher.

Ron Wexler (56:14):
Yeah. And I think the next one launches in January and we pretty much sell out. I mean it’s a pretty cool class.

Ren Jones (56:21):
There we go. Cool. That’s exciting.

Ron Wexler (56:23):
Because you think about it, Ren, you and I took that class probably 20 years ago and I took it three times. I mean I took it over and over again because it was so powerful. And when Diana asked me if I wanted to do it, I jumped all over and I was like, that’s my favorite. It’s still, even when I was coaching other programs, I was like, that’s still my favorite coaching program.

Ren Jones (56:42):
It’s amazing. There all the little nuances. That’s exciting. This has been a real treat, Ron, and I’m going to do, I want to thank you. We’ve learned a lot and there are going to be a lot of people that watch this on replay on both the Vulcan7 view. People get an automatic replay link. We have the simulcast going on right now on the lead gen site and I need to do some credits right now if I may, Ron.

Ron Wexler (57:08):
Thank you.

Ren Jones (57:10):
I’m going to, so first, if you’re watching on Aaron Wittenstein’s lead gen site and you want to get every seven days, watch someone who’s taking 2, 3, 4 listings a week. Get involved with Vulcan7.com. And if you’re doing it with through them, do it. Go to Vulcan7.com/leadgen and you’ll get a special price. If I also want to thank Aaron for rebroadcasting this.

(57:37):
If a lot of our folks want to get involved with the lead gen group, you can go to facebook.com/groups/gotoobjections. Facebook.com/groups/gotoobjections. And then also I promised Aaron I would mention his expired Mastery Elite program, which is expiredmasteryelite.com where he teaches a lot of expired techniques. So, a lot of us will be watching this on replay and I’m glad everybody’s involved and I look forward to next week. Every seven days we have somebody great like Ron, who is living the great life having his cake and eat it too.

Carley Hathaway (58:22):
Yes.

Ren Jones (58:23):
And making a great income and then having plenty of time to enjoy life. So, I want to thank everybody. Somebody writes it, Don goes. Ron, go Cubs.

Carley Hathaway (58:35):
Oh, go Yankees.

Ron Wexler (58:38):
There’s saying go Yankees. I love that.

Carley Hathaway (58:40):
Thank you so much for taking the time out. I think you have been one of our favorite guests so far and I think we all really learned a lot from you today. I can’t wait to re-watch it and get more out of it.

Ron Wexler (58:51):
If I can do a last thought.

Ren Jones (58:53):
Yeah. Go ahead.

Ron Wexler (58:54):
It doesn’t have to be expired or FSBOs. Get passionate about some aspect of lead generation and become incredible at it.

Ren Jones (59:02):
Yeah

Ron Wexler (59:04):
Doesn’t matter.

Ren Jones (59:04):
Influence.

Ron Wexler (59:05):
Door knocking, open houses.

Ren Jones (59:07):
Talk to somebody.

Ron Wexler (59:09):
Doesn’t matter. Just go talk to enough people every day to get the life that you want to have and become good at those conversations so you don’t have to have as many of them.

Ren Jones (59:17):
Real estate’s a contact sport.

Ron Wexler (59:19):
Yes.

Carley Hathaway (59:20):
It is.

Ren Jones (59:20):
Good. We’ll see

Carley Hathaway (59:22):
Simple. Not easy.

Ren Jones (59:23):
Make sure to get your Graeters mint chocolate chip. You’ve done four or five hours of prospecting. It’s time for a treat.

Ron Wexler (59:29):
Go get them.

Carley Hathaway (59:32):
Thank you so much everybody. Thank you for joining us.

Ren Jones (59:39):
See you next week.