S2 E13: “The Second Highlights Show”

Ren Jones (00:00):
Welcome to Roadmap. How to take three listings a week until you’re ready for more. Each week we interview a great agent who’s consistently taking two, three, four listings each week. And today is the Greatest Scripts Show. We’ve got great scripts. This is going to move fast, so you’re going to need to pay a lot of attention, take a lot of notes, and we’re going to give you copies of the scripts too. Imagine that we’ve never done that. We encourage you to take notes, apply as much of the knowledge as quickly as you can, and then use the copycat principle. If you’re watching on VULCAN7 or at the Lead Gen Facebook group, you’ll have an opportunity to ask questions during the broadcast. Yeah, this will be very interactive folks. Let me introduce my co-host from San Diego, Carley Hathaway. That’s carleyhathaway.com. Hi Carley, how’s the real estate business?

Carley Hathaway (00:50):
Hi, Ren. Hi everybody. Real estate’s great. Definitely can’t complain. We have great price points here, but I’m really looking forward to today’s show to step my game up a little bit.

Ren Jones (01:01):
Good. This will be a lot of fun. So before we get started, I want to remind everyone, we are also simulcasting the show on the private Lead Gen Group Facebook group. They have 51,000, maybe 52,000 members. Go look and find out. So we have a large audience there today as well. We’ll be pausing for a commercial message during the show as a thank-you to Lead Gen folks. And today is all about scripts and we’re going to emphasize expired scripts that you’re going to get a copy of scripts today, and I’m going to give you that in a minute. And you can go to that link and there’ll be several scripts. And then if you are already a VULCAN7 member, you know that on our site we have links to coaching companies that provide scripts, to accountability partners, role-play partners, all that stuff is in there.

(01:47):
If you didn’t know it was in there, it’s in there. You can find whatever you need. And we’re going to give you some simple ones to work with for now. And we’re going to talk about some objection handlers. So when we look at expired listings, we know there’s several things. In some parts of the United States, there are 10, 15, 20 expireds every day, in other parts of the country, there are one or two, or three. The interesting thing is you can make a half million dollars on expireds with in either scenario, and we’re going to talk about how that works. And you have for sale by owners, and there’s some formulas for that too. We talked about that last week that we’re going to chat a little bit about expired listings. So one of the most important things we know is old expireds require the least amount of skill, and there’s at least two listings a month with old expireds.

(02:34):
If you decided to do old expireds only, I don’t care who you are or where you are, you can take two listings a month. You just can. And I would add FSBOs in too, because those folks are friendly if you use the formula and there you’ve got three listings a month right there, and you can live a happy life and just move your price point up to where you’re making three, $400,000 a year and then forget all the rest of this stuff. But if you want to get involved with new expireds, they’re the toughest.

(03:03):
They’re the toughest of the group because a lot of them go off the market and then come back on in 72 hours and they will spit nails at you sometimes. But if you’re willing to get in there and become one of the best of the best of the best, you can take eight, 10, 12 listings a month of new expireds only if you want. But you have to really be good. You can’t take no for an answer, and you got to be really strong in the new expireds. So I wouldn’t ever if you’re newer to this, I wouldn’t start there. I would start at old expireds, add for sale by owners, and then eventually work your way to the newer expireds. Because Carley, you call newer expireds. How friendly are they?

Carley Hathaway (03:46):
I don’t think they have a friendly bone in their body.

Ren Jones (03:51):
How about rejection?

Carley Hathaway (03:52):
Yeah, I mean you get a lot of rejection. So that’s why I was going to ask, why do you think it’s so important to have the script? Why not just I’m a friendly person. Why not just call and try to have a conversation? Why are the scripts so important?

Ren Jones (04:06):
Well, to make it repeatable and duplicatable. If you’re just using it on, I’m a friendly person, I’m a nice person they know you’re a nice person, but all they know is that within about a three-hour period of time, 57 people call them and that’s brutal. And then they decide, well, I’m not going to be very friendly back. Maybe they’ll go away and then somebody drops a little seed there and unlocks a door and then it sails. But you got to get that recipe just right in order to make that.

Carley Hathaway (04:40):
Yeah. Yeah. And I mean, think with the new expireds, the number one objection I always get is, “Oh my God, how’d you get my number? Stop calling me.” How do we overcome that very first initial?

Ren Jones (04:52):
Be one of the first people to call.

Carley Hathaway (04:55):
Okay, so what? Be on the phones at 8:00 AM? 7:55?

Ren Jones (04:58):
Right. I mean, yeah. Well, the law says 8:00 AM to 9:00 PM If you want to follow the law very closely, you’ll find that will keep you safe. But at 8:00 AM they’re not getting as many calls. They may have gotten one or two others and they’re your best shot. So somehow you have to squeeze in all your expired calls in six minutes.

Carley Hathaway (05:18):
Okay. All right.

Ren Jones (05:19):
But it’s just a lot easier because the battle to talk to people that have already received 32 calls, your skill level’s got to go up even higher. It can be done and people that are really good at it do it, but they know what to say. They know exactly what to say. Maybe they apologize in a certain way that, I mean, I remember there’s one that says something like, they’re yelling. I’m like, “I am so sorry. Let me apologize that. What can I do to make that up to you?” Which kind of throws them off and then goes into their pitch.

(05:55):
So there’s so many ways to do this, but we’re going to give you some basics. It’s one of the things you have to… This one’s old as dirt. This is old as dirt with expired. Okay, this is old as dirt, but it works and so you have to use it. I specialize in homes that didn’t sell the first time. I remember one time I lost a listing, I met with them, and then they listed with this newer agent, and I’m like, “Well, why?” And they go, “Well, she specializes in homes that didn’t sell the first time.” And I’m like, “Oh God. I forgot about that one.”

Carley Hathaway (06:30):
Yeah. That’s a good one. And because people really want to know that you have a specialty and if you specialize in ones that have expired, that makes sense.

Ren Jones (06:37):
Right. The other thing is that will help them pause for a moment is, and this is very critical, our team does, or we do, or I do things very differently. They’re not going to listen to anything unless it’s a very different approach. We do things very differently. So you got to get that out fast. You got to slide that in. Just say, “I wanted to touch in because we do things very differently.”

Carley Hathaway (07:05):
Because they obviously-

Ren Jones (07:06):
It’s a good-looking home, you’re almost being mad. What do you think stopped it from selling? You almost have to be like, “Oh my God, how did this thing not sell?” And then they’re like because that’s how they feel. How did this not sell? They’re a little hacked off about that and if you’re just as outraged about it, then there’s a little kinship there. Okay.

Carley Hathaway (07:27):
Right. Yeah. And I appreciate where you say you’re coming from that we do things different because they obviously had a bad experience the last three, six, nine months with the previous agent that didn’t sell it.

Ren Jones (07:37):
Right.. There was a good friend of mine he sells 550 homes a year, believe it or not. 550 homes a year.

Carley Hathaway (07:46):
Oh, only 550. Oh geez.

Ren Jones (07:47):
Yeah. And one of the things he does is he will ask them to come into the office instead of him come to the house. He goes, “We do things very differently. The first thing I’m going to ask you to do is come into our office.” And 96% of them too, so he’ll have eight listing appointments in a day.

Carley Hathaway (08:09):
It’s so interesting. That’s great.

Ren Jones (08:11):
It can be done if you get it all down, you have to get it down. And that people would say, nobody will do that in my market. You’re going to have to let go that anything can be done in your market if you have the right recipe.

Carley Hathaway (08:22):
Yeah.

Ren Jones (08:24):
So those are really important things to point out and then we’re coming into, and depending on when you’re watching this show, and you may be watching this in March, but if you’re watching it in October and November, December in the fall, a lot of them come off the market and then go back on January 15th or whatever. So we have to point out to people that this is the relocation time of the year, and serious, serious buyers are coming in and this is the time you want to make sure and there’s less to choose from.

(08:55):
So it’s a very, very important thing and you might even point out and challenge them. If I sold your home and you closed by in six weeks from now, would that create any kind of a problem for you? Well, that kind of throws when say that. We got it under contracting, it closed in six weeks from now. Would that create any kind of a problem for you? And that will cause them to pause. And then one of my favorite was I would say, “Honestly, Scott, what’s your hesitation to meet with a highly productive team such as ours?” And then they’d be like, whoa. Anyway, let’s look at some scripts. So if you guys will go to and I’ll even put it on the chat, on the people watching on VULCAN7 network, and then we will also type it on the Facebook network.

(09:42):
If you’ll go to this website, vulcan7.com/scripts, you’ll see five or six scripts in there that you can use. There are plenty of good scripts. Just make sure whatever scripts you are using, ask everyone that has a home for sale owners and expires where they’re moving to, how soon they need to be there. What’s important about moving there? You have to know what they’re trying to accomplish. I run into bad scripts sometimes where they don’t.

(10:13):
The agent is not tuned into that because if they don’t have to move and they don’t have to move right away, it tells you a big story as to what the odds of getting it and how much they’re going to want, and everything else. If they have to move and they have to move right away. We used to say price and motivation, actually, it’s motivation then price. Because if the motivation’s high, the motivation’s real high price will fall in line real quickly. So it’s always true. So anyway, there’s some scripts for people to use and we can talk about that in a minute. We can get into a couple of the specific ones. One of my favorites is the objectivematic and that has gotten a lot of appointments for me. It’s always worked.

Carley Hathaway (10:55):
Yeah.

Ren Jones (10:57):
So the objectivematic, no matter what they say… Well, give me an objection.

Carley Hathaway (11:03):
Oh, I don’t know. I’m sick of having open houses. I want to keep it off the market for a little bit.

Ren Jones (11:09):
Great, Carley. Well, that’s exactly why we need to meet. So no matter what they say, use the objectivematic. That’s exactly why we need to meet.

Carley Hathaway (11:20):
I like it. Well, I think we’re just going to hold off and we’re going to put in some new carpeting.

Ren Jones (11:24):
Well, that’s exactly why we need to meet. What color are you picking? How does your schedule look for tomorrow at four? Would six be better?

Carley Hathaway (11:32):
Four o’clock.

Ren Jones (11:33):
Always go right for the close and always give them two alternate times because if you don’t if you go, or if you ask them to pick a time. You pick the time. How does your schedule look for tomorrow at four? Which notice the wording on that. How does your schedule look tomorrow at four? Or would six be better? I’m not saying I have some time tomorrow at four notice I don’t say that. I say, “How’s your schedule look for tomorrow at four?” Making it about them. They don’t care what time you have available. I mean, let’s be-

Carley Hathaway (12:12):
Yeah.

Ren Jones (12:12):
But you just say, how does your schedule look for tomorrow at four or six PM? What happens when you give them two different choices like that, four or six?

Carley Hathaway (12:17):
They’re going to pick one.

Ren Jones (12:18):
Or you give them the choice of can we meet or not meet? Then they’re going to pick one of those too.

Carley Hathaway (12:23):
Not meet.

Ren Jones (12:24):
But you’ll take the other two. So always give two choices the way the brain works.

Carley Hathaway (12:28):
Right. Right. Yeah.

Ren Jones (12:32):
I’ve got a great… Oh, it’s a terrible script. Should never ever use it.

Carley Hathaway (12:36):
But we’re going to talk about it.

Ren Jones (12:38):
We could have some fun. You want to do that? It’s a terrible script-

Carley Hathaway (12:41):
Going to give me a terrible script?

Ren Jones (12:43):
Just don’t anybody use it.

Carley Hathaway (12:45):
Okay. This is what not to do.

Ren Jones (12:47):
This is just for fun. No, it works. And somebody’s going to write it all down. Oh, I like this and they’re going to use it. So, Carley, we could always meet today at say two o’clock. And at two o’clock you could be shown a proven plan to get your home sold. And Carley, you own the house, right?

Carley Hathaway (13:05):
I do.

Ren Jones (13:07):
And if you’re a hundred percent convinced that our plan will get the whole home sold in record time. If you’re not, actually, if you’re not a hundred percent convinced you can get sold in record time. You wouldn’t have to hire us, would you?

Carley Hathaway (13:20):
No.

Ren Jones (13:21):
Great. I’ll see you at two o’clock. Now, before I come out, a couple questions I wanted to ask you. Before we get together now notice I’m going into the pre-qual script, but notice you never agreed to two o’clock.

Carley Hathaway (13:33):
No, I didn’t.

Ren Jones (13:36):
It’s a terrible script.

Carley Hathaway (13:37):
Yeah. Because I’m still like, wait, when? What’s happening?

Ren Jones (13:40):
How did I end up agreeing to two o’clock? I know. I always get such a kick out of it. So there’s a friend of mine that shared that with me and so every time I see him, I say, “And you own the house, right?” Because that’s in the script. So it’s just a nice little chuckle. But to be honest, we have to, scripts are very, very, very powerful and they’re very effective. And you’ll get to where it’s so repeatable and duplicatable if they have to sell and they have to sell quickly. If they go, “Well, we’re moving to Orlando.” “Well, how soon do you have to be in Orlando?” “Well, we have plenty of time. We want to retire down there.” “What takes you down there?” “Well, we’ve got some friends down there and they’re down there and I think we want to go there. There’s a couple other areas we’re looking at.” “And so what would happen if you didn’t sell it this summer?” “Well, we would just try again next summer.” “Okay, well here.”

(14:32):
Throw it in the trash. They don’t have to sell right away and they’re going to talk to 27 agents. They’re going to want high prices. It ain’t going to happen. It’s bad news. So if they have to sell right away, be on it. Now, one of the things I noticed, and I don’t know where I wrote it down, but you can’t be okay with people just putting you off or being that nice person. And this is a struggle for a lot of people out there. A lot of you’re like, you want to be this nice person, don’t want anybody, don’t want to sound pushy and whatnot, you won’t close them two or three times. Because you want to be a nice person, you’re just not going to close them two or three times. Now they want to be led and they think you’re just a nice person, but you’re too nice to be selling their house.

(15:20):
One of the things you’re doing is demonstrating how strong you are if they hire you. That’s the nice thing we’re selling. So you close them two or three times and just say, “What you’re seeing is how I will be representing your home to get you to Chicago.” So we’re demonstrating that, and it’s very, very important to do that is to show them what you’re made of and what they would be hiring. It’s a wonderful gift. If you’re this nice person, they’re going to be like, “Oh my God.” They’re going to be saying stupid things like, well, the house is 550, but bring me 500 I’ll work it out. Giving away the money. Being a nice person is not an attribute, folks. You guys are being too nice and you’re not closing them. So close, close, close, close. Remember the old, what was it, seven pennies rule. Now some people only use five pennies-

Carley Hathaway (16:11):
You have to go five nil?

Ren Jones (16:14):
They’re shortchanged. Yeah. Every time you get a no, you push a penny forward, you close seven times.

Carley Hathaway (16:19):
Yeah. Yeah.

Ren Jones (16:22):
Rolling.

Carley Hathaway (16:22):
One objection that I get, and there’s a plane going over, but one objection that I get a lot is that they don’t live in the home. So when I go to say, “Oh, where are you moving?” They’re not moving. So-

Ren Jones (16:35):
Great. Who’s in the home-

Carley Hathaway (16:36):
Fumble-

Ren Jones (16:37):
Who’s in the home? Who’s in the home?

Carley Hathaway (16:38):
So it usually was renters, but it’s vacant, so they want to sell it.

Ren Jones (16:42):
Oh, I am so glad we’re talking. Oh, I am. So yeah, you want 850 for the home, right?

Carley Hathaway (16:51):
Yes. I would love 850.

Ren Jones (16:53):
All right, and what’s your rent payment? I mean, no, what’s your mortgage payment right now?

Carley Hathaway (17:00):
4,000?

Ren Jones (17:00):
Now I want you to tell me you, it’s all paid in full, so it can take all the time you want.

Carley Hathaway (17:05):
Okay. Oh no, it’s paid in full. I don’t have a mortgage. I’m just collecting rent on it, but I’m just going to test out the market and try to sell it.

Ren Jones (17:11):
Okay, so Carley, may I share with you a couple thoughts because this is about money, okay? You’ve got an $800,000 house. If you took $800,000 and put it in an investment, and there are a lot of investment yielding 5% out there. There just are 5% and there’s some mutual funds that go higher and all kinds of wonderful investments. But let’s say you’re only making 5%. What’s 5% a year on 800,000? That’s $40,000 a year. Okay, so let’s say it sits vacant for another six months. That’s $20,000 just in the next six months. What about your property taxes?

Carley Hathaway (17:52):
They’re high.

Ren Jones (17:53):
Well, how much are they? Give me a number. $3,000 for six-

Carley Hathaway (18:01):
7,000.

Ren Jones (18:04):
Okay, so $3,000 over in the next six months, and then there’s utilities and insurance and everything else. So would it be fair to say another $6,000 over the next six months for utilities? And what about wear and tear and maintenance and the hot water heater goes out and all the other stuff? So we put another $3,000 for that just in. So over the next six months, that’s $32,000 out of the Bank of Carley that has left the bank of Carley 32,000. The carrying cost. I mean, it’s costing you five to $6,000 a month having it sit there. Okay.

Carley Hathaway (18:41):
That’s true. Yeah.

Ren Jones (18:42):
Plus the risk if your insurance company, homeowner’s insurance finds out it’s sitting vacant. I’m glad we’re talking. Let’s do this. I don’t mind doing this. I can come out, take a look at the home, tell you how much it’ll bring in today’s market, how long it’ll take, and what it is I’ve done to get so many homes under contract within a few short week’s time, right in your neighborhood. How about tomorrow at four or would six be better?

Carley Hathaway (19:06):
Four would be better.

Ren Jones (19:07):
Four would be better. Okay. Let’s go into question and answer now because that’s what it takes to get this job. Okay, question folks. Questions. Questions. Facebook or VULCAN7 Network. Let’s talk about it because you guys deserve to add two listings a month to your business. You do. You deserve it. Everything points to doing it except for feeling rejection or at which is normal. And you can skip right past that and just go ahead and list property. Go ahead. Questions folks? Type one in either network. We have no questions.

Carley Hathaway (19:45):
Okay, so my question’s this, how do I overcome the rejection? So I know it’s easy to say, oh, next, whatever, but I’ve been on the phone for 45 minutes. I’m just getting beat up. I don’t want to call anymore. I just want to go to these-

Ren Jones (19:59):
I don’t blame you. Okay. All right. So what will happen over time? It’s feel the pain and move forward. And what happens over time is you get good at anticipating this, and being able to… I got to where I had very little rejection because you could almost tell with tonality. Tonality’s a big key in solving that. With tonality, you want to sound like either them or their brother or their sister or their mother. You want to use the tribal tone of however they are and you also want to fit their personality style. So say hello.

Carley Hathaway (20:38):
Hello.

Ren Jones (20:41):
That’s so generic. I don’t know if I’m doing… I would answer back. I’d go, hello, is this Carley?

Carley Hathaway (20:48):
Yes it is.

Ren Jones (20:49):
Hi Carley, how are you? But I’m going to mirror and match you, okay? People have a hard time being rude to themselves or their own tribe, so that helps. There’s such, and as you’re role-playing with other people, you’re going to get all that. And over time, you just have to believe you’ll get so good that you can get on the phone, go through and energy will do it too. Once you get their personality, you get in rapport, your energy will carry it and they will be excited they’re talking to you. Not always. Okay, the questions are all starting to pour in too. Go ahead. Say that again.

Carley Hathaway (21:23):
But if I’m high energy, which I always am and I’m really upbeat and positive, but they’re not, I want to mirror and match them but then do I want to bring them back up?

Ren Jones (21:32):
Right. See, that may be where it’s called pacing and leading. So if I’m walking down the street with you, Carley, and you’re right here and I’m moving way past you, you’re going to go, “What the hell?” But you’re going to pace with me. You’re going to pace, you’re going to walk along the same rate of speed, and then you’re going to start going a little faster, okay? And I’m going to follow correct?

Carley Hathaway (21:52):
Correct.

Ren Jones (21:53):
Just normal. It’s called pacing and leading. So you pace with them and then you lead with them through energy and enthusiasm. You gradually start getting a little more, they don’t know why they’re feeling positive, but they will follow along with you and they take-

Carley Hathaway (22:05):
Okay.

Ren Jones (22:06):
…place. Okay.

Carley Hathaway (22:07):
That makes sense. Yeah.

Ren Jones (22:10):
Okay. One thing I struggle with is a warm lead that gives me a lot but won’t set the appointment. Do you go through the effort of following up with the CMR or some other mailer or just continue to the next call? The thing is, with the conversation, you have to keep going back to what they’re trying to accomplish. I know you want to move to Orlando in the next year or two. Well, that sounds pitiful. You’re going to throw it away because you’re going to realize we’re not getting anything down here. But if they say, “You’ve been transferred to Amsterdam, your wife is already over there in the new job and you need to get over there. You and your daughter are still back here in wherever you are. Let’s get this.” Let’s keep closing with their motivation. If the motivation’s low, throw it away.

(22:56):
Okay. Where can I find good scripts for out-of-state owners? Out-of-state owners are gold. I mean, they just like, they’re going to say, “How’s everything back in Raleigh?” I don’t know that you need a good script other than the opener. Just say, “I’m your representative here in Raleigh in our neighborhood.” Whatever their neighborhood is, or the name of the street. Right here on Golden Glen Way. I’m your representative for Golden Glen Way. I just want to gift you a weather report. And they’ll be like, haha. I mean, out-of-state owners are gold and they’re friendly. Do you list the property at the first visit after your first call? Yes. One step, Alan. Absolutely. One-step listing presentation wherever you can. Dennis says, “Should I call an expired back that cursed me out on the phone or try door knocking them or toss the lead in the trash?”

(23:48):
Depends on do they have to move. I don’t know how far you got. If they just yelled at you, hung up, they don’t know who you are called back. Use a different phone and they aren’t writing your number down. Yes. Those have been some of my best called 30 expireds yesterday. Could care less about the rejection. I can’t feel anything anymore. However, they hang up before I can even get a question at screaming and hanging up. It can be. It can be. There are a couple that way that happen from, but you can again, tonality and mirror and match and just say, whoa, whoa. You know what? Wait, wait. One more question. A lot of times you can do, wait, wait, wait. One more question. Wait, wait, wait. One more question. And then here’s the question. Ready? Okay.

(24:34):
If they go, “Hi, this is Ren Jones with blah blah realty.” And then they go unless they’ve hung up. If they start yelling, go, “Wait, wait, wait. One more question.” “What?” “It was such a good-looking home. What do you think stopped it from selling? I mean, I am shocked.” All right. Now you’ll be surprised how well that works. Andrea, you can’t do a hundred percent of them, but congratulations for calling 30 yesterday. Keep improving. Get your role plays. Shadow other people. Shadow other people that are taking 2 a day. Harry Rostran says, “Objection, I decided not to sell because interest rates are high right now or I want to wait until the market gets better and sell at a higher price.” Just say, “Yeah, Harry, just feel, felt, found.” First, you want to find out where they were moving to.

(25:26):
What’s important about moving there? You always want to close with what’s important about moving to wherever they’re moving to. The deep reason that they’re moving there. The deep reason that they’re moving there that’s what you want to close them with. And then just say, if we had a crystal ball, I don’t know if it’s going to go up to three, four, five, six, seven, eight, nine, 10, 11 like last time, or whether it would actually go down, which would be interesting if it actually the rates did go down, or if the prices will go higher or if they’ll flatten out. I don’t know. But let’s talk about why you’re going there. If the motivation to go there is so high, they aren’t going to wait. It sounds like his motivation may or may not or that may be a how-to-get-you off the phone thing. So carry it a little far. Neil Kimmel, good to hear from you, Neil. Objection. We’re going to lease it out for six months. Okay. And then I would say, “Neil, who could blame you?”

(26:22):
And then just say, and then I would go into it’s such a good looking home because that’s a reflex now right out of the gate, Neil, you know that. It’s such a good-looking home. What do you think stopped it from selling? If you knew that this time you could put it on the market and you would go under contract in about three and a half weeks from now and it would close a month after that, would you do it? Yeah, but I don’t see how. Great, I’m glad we’re talking. How does your schedule look for tomorrow at four? Would six be better? You’re not going to get them all. Neil.

(26:48):
Some of them are already in the process of leasing it out, but you got to find out why. I don’t blame them. So anyway, let’s see. Harry, Neil, Christo. Let’s see. Am I hurting myself setting the appointment three days out? My calendar isn’t available the same day or next, I might find myself calling on a Tuesday and setting for Friday. Am I sabotaging myself? Well, with expireds with a fresh expired, let’s put it that way. With a fresh expired if you had the ability to do it in 24, 48 hours, that would help. But three days isn’t killing you. Just keep doing what you’re doing. If that’s what you have to work with, that’s what you have to work with.

(27:38):
Mandar, what do you do when an expired hangs up on you? Do you call them immediately? No. How many follow-ups are required before I scratch off the lead from your… I’d give it a shot, but I don’t think I would call them back right away. We got disconnected. But you might get away with that in certain cases, but I’d try back for darn sure to so you can get the information you need. Always trying. Wait, wait, wait. One more question. Just wait, wait, wait. Such a good-looking home. What do you think stopped it from selling? For new agents who can’t really afford VULCAN7 or other lead databases? You can afford it if it’s a return on investment. I haven’t even read the rest of this question. You can if it’s an ROI, if you’re not taking one or two or three listings a month from it, no, you can’t afford it because then it’s an expense.

(28:21):
It’s not supposed to be an expense. Call old expires with it. Call for sale by owners with it. Start at the shallow end of the pool so every month you have a couple listings from it. Otherwise, it’s an expense and I would say get into another business if you’re not willing to do that. And don’t be just the nice person. Push through and become that person that’s going to help them. They need your help. I have great script business plan energy and training, but how did you begin without going out and getting business? Don’t take no for an answer Jasmine and keep it up. I know you’ll do great.

(28:57):
Bart Byers call me in six months. Neil is that they say, call me in six months, but tell me more about that. Or you might just say… They may say, well, “I’m taking it off the market for blank months.” Just say, “Okay, so you’re thinking about taking it off the market for six months or for a few months. Great. What’s important about taking it off the market?” I mean, you got to figure out where people are coming from. And you can’t just knee jerk and go, well, you’re missing an opportunity because then you’re mowing them over without listening to why they think that. Find out what’s important about, let them give you an explanation back so you know where they’re coming from. Because otherwise you’re shooting and you may miss because you think it’s this, but what’s that word? A-S-S-U-M-E.

(29:38):
There we go. What are the best hours to cold call FSBOs or expireds? Edgar Freeness. They are not cold calls. They have a home for sale and no agent. The best hours are 8:00 AM to 9:00 PM. I would start at 8:00 AM. Alan, reference to storyteller, the video platform that everybody gets for free. Any suggestions of what topics to touch on? Well, there’s a lot of topics to touch on there and it can be used for your active listings, your pending listings, your past clients. I’m not sure. It can be a helpful marketing tool for sale by owners so they can see how professional you are and send a professional message. It can be the same with expires. Bart Byers, I really messed that one up. What should I sell now? I’m not waiting until next year. Next year? Go get another listing. I’m not sure what that means.

(30:31):
Facebook. Mandar on Facebook says, “What do you do if an expired calls me back later in the day when I don’t remember the phone number associated with the address because I need to look at my sheet? What’s your inbound call script when you don’t even know their name?” Oh, they call you back later in the day. What I used to do is carry around a little three-by-five card and I had the phone number and I had their last name on it, and it just had the phone number and last name. So the phone number came in, I’d match it and then I’d go, “Oh, Mr. Brown. Yeah. Yeah, your home.” All the expireds and, “Yeah, your home came off the market. Yeah. I was wondering, are you still accepting offers on the property?” Which is a great question to ask. “Are you still accepting offers on the property?” Ask everybody if you think they’re going to hang up on you, “Are you still accepting offers on the property?”

(31:22):
Objection. What would they say when they already have an agent to list with? I think they’re lying to you. Just work through it. Work through it. Just say, “So you’ve got an agent in mind,” and everybody does. You probably have two or three friends that are agents. Great now and then keep going and make your case. Pam been in the business a few years, but not have a busy track record with lots of business. Not sure how to convince them I have a plan that will work. You have to convince yourself first if you believe it and I had a business partner one time and I said, “We have a pretty good program for getting your home sold.” And she goes, “Pretty good? It’s the best.” You really have to believe that they need your services and you’re going to work hard.

(32:08):
Don’t you believe you’ll work hard for them and be strong? People want to be led, Pam. People want to be led. When you decide that, then it will happen, and then work your butt off. Good. All righty. And thanks for the question, Pam. That was great. It’ll help a lot of other people. Bart, how can we create value and needs from for sale by owners to use agents? If they have to move and they have to move right away? Number one, that’s perfect because think about the people that are calling FSBOs. They don’t qualify well financially or they’re looking for a deal. Well, that’s not helping them. They need out-of-towners, well-qualified people looking for a nice house and they’re going to… Those come through agents and they know that.

(32:48):
So all you have to do is show up professionally, ask a lot of questions, and help them. And safety is a big factor. Safety is a huge factor. Type in for sale by owner on Google and put safety. The value of safety, and you’ll find a nice long list. Andrea says, “Wait, wait, wait. One more question. Is it worth the risk calling DNCs? Because I find the number most accurate number and I always get the owner.” Depends on what you say, Andrea. Be careful there. You follow the law. Always obey the law. What else? I guess that’s it. We are at the end of the list Carley.

Carley Hathaway (33:20):
I have one question. So what’s the difference between your opening line and the script when it’s an old expired as opposed to a new expired?

Ren Jones (33:29):
Oh, oh, oh, great. I’m glad you said that. So the most important thing is nobody wants to be data mind. If you’re calling an old expired. If you’re calling an old expired you don’t want to say, I noticed in the computer. I noticed my system. I see here. You want to make it sound like you remember it. So I would call and say, “Mr. Brown, you had a house for sale. Gosh, I want to say it was about five or six months ago on a cul-de-sac, that beautiful ranch home. Did you ever sell that?” Okay, now you’re going to have a great conversation, okay-

Carley Hathaway (34:03):
Yeah. Because they assume that you’ve seen it or you remember it.

Ren Jones (34:06):
Remember it, yeah. And then you’ll have great conversations. I mean, you’ll think you died and gone to heaven because you’ll pick up two sales a month calling old expireds because these are friendly calls after-

Carley Hathaway (34:21):
They really are. They really are.

Ren Jones (34:21):
…they are friendly calls.

Carley Hathaway (34:23):
Yeah. Yeah.

Ren Jones (34:24):
I mean, it’s a six-digit income the easy way, folks. It just is. Let’s do one more. Conway says, “Any ideas, lady interviewed several realtors and called me back. She said she was going to hire me and list next week, then her son died who was 25. I have been sympathetic and nice and don’t know how to move her forward.” Any ideas? Yeah, just be very respectful but touch in.

Carley Hathaway (34:49):
That’s a tough one. You have to be careful.

Ren Jones (34:52):
Yes. And maybe a little handwritten note and get that delivered over there and just and I know that’s tough. That’s tough. But this is a unique situation and it’ll never happen again in your career. So anyway, I want to thank everybody for being here. We have to sell a little soap or is it ice cream? That’s right.

Carley Hathaway (35:11):
Ice cream.

Ren Jones (35:14):
Pardon. There we go. If you’re watching on VULCAN7, you want to be involved with the Lead Gen Facebook group. They are at facebook.com/groups/gotobjections. And I want to thank Aaron Wittenstein, who runs the group. He runs a program called expiredmasteryelite.com. And finally, if you’re watching on Facebook and you’re not yet involved with VULCAN7, make sure to sign up at vulcanseven.com/leadgen for a special deal. Then the secret of the show, you want to take a lot of expired listings. You want to take a lot of for sale by owners, just listed, just sold, past clients and sphere every time get on the phone, talk to 30, 40 people every day.

(35:55):
And then at lunchtime, as you leave in the morning, all morning look for business. All afternoon, eat delicious Graeter’s mint chocolate chip ice cream. The only one for taking listings. Any of the other flavors are for working with buyers, don’t want to do that. Okay. If the listing takes a little time to sell, dig a hole in the front yard, bury it upside down and the listing will sell just like that. It’s got magic. It’s got magic. See you guys next week. Oh, we have an exciting guest next week. An exciting guest. You don’t want to miss it.

Carley Hathaway (36:29):
Awesome. Thank you so much everyone for tuning in. Ren, thank you so much. Great information. I’m going to re-watch this like 17 times.

Ren Jones (36:35):
Good. Seventeen’s a good number.