S2 E3: Expansion Team

Ren Jones (00:00):
Welcome to ROADMAP, how to take three listings a week until you’re ready for more. And each week we interview a great agent who’s consistently taking two, three, four listings. And in this case, I think a lot more each week. And we have an exciting guest today. We encourage you to take notes and apply as much of their knowledge as quickly as you can. And then use the copycat principle. Actually, if you’re watching on Vulcan seven or on the lead gen on Facebook, you’ll have an opportunity to ask questions. Before I introduce our guest, let me introduce my co-host from San Diego, Carley Hathaway. That’s carleyhathaway.com. Hey Carley, how are you doing?

Carley Hathaway (00:44):
Hi. I’m doing fabulous. Everything-

Ren Jones (00:48):
How’s real estate?

Carley Hathaway (00:49):
Everything’s amazing in real estate. Prices keep continuing to go up here in San Diego, definitely a seller’s market, and we have beautiful weather, so can’t ask for more.

Ren Jones (00:59):
Good. I know your weather, you had 80 degree weather there last week.

Carley Hathaway (01:06):
Yeah, today it’s 78, so I have no complaints.

Ren Jones (01:09):
Goodness. It’s a wonderful thing. We’re about, I don’t know, 13, 14 degrees. Before I introduce our guests, I want to remind everybody that we were simulcasting the show on the private lead gen group on Facebook. They have 46,000 members now, and so we have a large audience there as well. And we’ll be pausing for a commercial message during the show as a thank you to the lead gen folks. So let me introduce, it’s been six years since we did this last from Ocean City, New Jersey and other markets too, as he’s expanding out. Let me welcome Jeff Quintin.

Jeff Quintin (01:54):
Yes sir.

Ren Jones (01:55):
Hi.

Jeff Quintin (01:55):
Thank you. Hey, Ren, how are you?

Ren Jones (01:57):
Good to see you again.

Jeff Quintin (01:58):
Yeah, great to see you. I appreciate you having me on this webinar today and looking forward to sharing all the things we’ve learned the last couple years.

Ren Jones (02:05):
I know we’re all going to learn a lot, and I’ve seen you on stage a lot over the last few years. So a lot of people on this show know you and then you’re new to some other folks, but you’ve been selling a lot of real estate for a long time and I know a lot of people have learned a lot from some of the things you’ve shared and you’re a good-

Jeff Quintin (02:22):
Appreciate that.

Ren Jones (02:23):
A good give back person so a lot of people have not only hung in the business and probably thrived from some tips and ideas, so hopefully we’ll have a few more on this show.

Jeff Quintin (02:34):
For sure. I used to be the young guy, you know what I mean? But now I’m like the old veteran. So it’s changed. It’s changed a whole bunch, hasn’t it? I mean, yeah. Gosh, I’ve been doing this 25 years now. Can you imagine that?

Ren Jones (02:45):
Oh my gosh. That has rolled right along. That has really rolled right along.

Jeff Quintin (02:48):
It’s crazy.

Ren Jones (02:50):
I know. So we want people to be able to reach you. I know you get a lot of business because a lot of people know you, that comes into your market because they know you and they’re, they’re like, “Well, that would be Jeff Quentin.” What’s the best way for them to reach you?

Jeff Quintin (03:03):
Easiest way is to send an email, Jeff@thequintingroup. So it’s the Quintin group, Q-U-I-N-T-I-N.com or Q-U-N-T-I-N group.com. Jeff@thequintingroup, easiest way to email, you can always get me. You can just Google the name and find me on Facebook and Instagram, Twitter, and everywhere else is far as social.

Ren Jones (03:21):
And they can go to thequentingroup.com to learn a lot about what you’re doing and how you’re doing it and what markets that includes. What markets does that include?

Jeff Quintin (03:30):
So currently right now, I mean, we’re in six different locations along the Jersey Shore of New Jersey, so that’s Cape May and Atlantic County. So there’s six different offices basically we’re throughout that’s kind of just one big markets that are maybe 40 miles from start to finish. And we’ve now expanded into Center City, Philadelphia, cherry Hill, New Jersey, which also it’s the suburbs of Philadelphia and then Wilmington, Delaware. So we’re staying about 60 miles radius of Philadelphia from the primary home market and the secondary vacation resort market as well. So it’s all in that kind of radius areas we’re really concentrating on as far as building out our region number one. Then we’re going to certainly go to region number two and go directly south of New Jersey into North Carolina, South Carolina, Delaware, and also Florida as well.

Ren Jones (04:13):
So basically if they have a buyer, a seller that wants to be somewhere in the northeast up that way, they should reach out to you, because you’re starting to cover a lot of ground.

Jeff Quintin (04:24):
Yes, for sure.

Ren Jones (04:26):
It’s not a one city thing anymore and that’s exciting.

Jeff Quintin (04:28):
Yeah, we got agents right now in all different areas so we can service a lot of referrals and take care of them.

Ren Jones (04:35):
Fantastic. Now you’ve built a real business by this being a contact sport, talking to people and you had some routines and I mean, what’s the core of the business? Where’s a lot of the business coming from now?

Jeff Quintin (04:49):
So we have the two different businesses. We have the hub business, which is the home based business we’ll talk about, and then kind of the expansion business, which is a little bit different model because the hub business itself, we’ve been around a long time. So a major portion of that business still comes repeat and referral business and referrals from agents and so forth. So past client center of influence and referrals from that group is about 60% of the business. And we get a large group of that also from all of our business comes from agent referrals as well, mixed in that.

(05:22):
But then we have a large amount of expireds still in our marketplace. So about 23% of our business still comes from expireds. And then the rest of it’s all mixture from buyer sales, internet leads, just listening to calls, doing some development deals when we’re getting the deals on the way out and so forth with developers. So it’s a mixture, but basically past clients and influencer referrals and then expires. So a good portion of our business still has expireds. And even for sale by owners, I mean we didn’t do a ton of for sale by owners last year, but we probably did, I think, I’ll have to take a look again and see the numbers, probably 14 or 15 of them.

Carley Hathaway (05:55):
So 23% of your business comes from expired and FSBOs. How do you reach out to them? What’s kind of your plan with handling those and getting that business?

Jeff Quintin (06:05):
So as far as expireds’ concerned, I mean we’re getting the expireds first thing sent to us in the morning and the accounts as well we’re using those auto-dialers. So we always encourage our agents here to be obviously the first person to call. So they want to make sure they’re calling early and we’re being absolutely fanatical and just relentless on how we follow up. So we’re going to call them, we’re going to text them, we’re going to email them, we’re going to get them on the phone. If we’re going to call them first thing in the morning at noon, late afternoon and then at night. .

Carley Hathaway (06:30):
When you say first thing in the morning, what time’s that? What time do you have to start calling?

Jeff Quintin (06:34):
Typically we’re not going to do anything before eight o’clock. I mean, basically eight o’clock or later. Most of the agents here are… Our routine’s a little bit different, not different, but it’s just what they do is we have a 8:15 huddle call and they’re going to be roleplaying at 8:30. So most of the agents are on the phone at nine o’clock in the morning unless they get to them sooner, but we encourage to be the first and our market’s like some markets, I know some of markets people are calling at seven, 7:30, which is crazy I think. But our market just east coast wakes up later I think the most. So you call somebody before eight o’clock here, they’re going to shoot you it seems like.

Carley Hathaway (07:08):
So you’re having them call around eight or nine and then again if they didn’t get ahold of them at noon?

Jeff Quintin (07:14):
Correct. Yeah, we’re going to have them call first thing in the morning, noon, and then late afternoon and then in the evening before they go home. So our intention is to make sure we get in touch with them.

Carley Hathaway (07:23):
So you’re calling each expired four times a day?

Jeff Quintin (07:26):
For sure. And then once you talk to them we’re going to take them and we’re going obviously follow up with them. Our goal is to get their email address, adopt the email address into our systems. We have an email campaign about eight different emails are going to go out to them, staggered out over the first 18 days, expired. So that’s through our Infusionsoft campaigns. We have another campaign right now that’s pushing out through Agent Legend with different emails, text and voicemails being dropped in their voicemails. So we’re on them pretty good, pretty aggressive.

Carley Hathaway (07:55):
Good. And do you feel like the email campaign does help you get those listing appointments?

Jeff Quintin (08:01):
Oh yeah, for sure. I mean, I just had a client that, it’s interesting now, we didn’t get the appointment, but he just emailed back. In fact yesterday, came back in, said, “I really appreciate all your information. It’s been impressive, blah, blah blah. But my wife already made a commitment to another agent and already signed, but I’m going to keep your information, blah, blah.” I wrote back to him today, I said, “No problem. We’ll do we can to sell the home as well. May I ask, how long did you make a commitment for?” He said, “Six months.” And he just said, “Look, if I don’t get the job done, you’re my next guy.” So it’s triggering those conversations. And what we found is that the expired listings, certainly we’re getting the appointments with the expireds right away, but ultimately a major portion are going to re-list with the same agent. Major portion of them are not going to re-list right now. So that long-term lead follow-up game that we know that 70% of our business is going to come from the follow-up, not so much the initial contact.

Carley Hathaway (08:51):
Oh, wow. That’s interesting.

Ren Jones (08:54):
There’s a lot of touches and I heard Infusionsoft in there, so you’ve got a lot of automation going there to touch them in a variety of ways. And I meant to ask this a little earlier, with the setup, how many units are did you do last year? What’s the goal for this year?

Jeff Quintin (09:10):
So last year we ended up between the hub and expansion 213 transactions total. And it’s kind of a ramp up year getting things going and getting going. So our goal this year is 482 and that’s what new agents hired and future agents to be hired in, getting them in production as well. So as we take a look and build this out, we just brought on, signed two agents yesterday, come to the hub, our expansion director, her goal is to bring on three expansion partners per month. We’ve got one so far in expansion this month, we’re meeting with, oh probably she probably has four or five in the pipeline that, so we should hit that goal.

(09:44):
So we’re going to really ramp that up. So it’s going to come from agent account, it’s going to come from… I mean, for example, we’re in discussions with another real estate team that does about 25 million to come on and they do about 75 transactions a year. So we can see through expansion that this can really jump us and get us close to that 400 plus transaction business as a whole. The hub itself is going to be in around the 300 range. And then expansion will be, say that another 180 or so as we continue to build that.

Ren Jones (10:12):
You have some good price points up there.

Jeff Quintin (10:14):
Yeah, I mean it was good. So last year in our hub, our average price range was 406. And then our expansion, it was average price was much lower. I mean, again, we’re in different marketplaces, I think it was around just under 200. So yeah, it was 197 and all locations with everything was 367 for the year as far as to combine the two.

Ren Jones (10:36):
It’s a great price point.

Jeff Quintin (10:37):
It’s not bad. Yeah, it’s good.

Ren Jones (10:40):
Fantastic.

Jeff Quintin (10:45):
Yeah, so that’s our goal. It’s a big goal.

Carley Hathaway (10:47):
So you’re obviously wanting to, yeah. So you’re double your business here and you-

Ren Jones (10:48):
We lost her.

Jeff Quintin (10:48):
I lost you a little bit.

Ren Jones (10:53):
Low bandwidth there Carley.

Carley Hathaway (10:55):
Can you hear me now?

Jeff Quintin (10:56):
Yes.

Ren Jones (10:57):
Yeah.

Carley Hathaway (10:58):
So you just said that you want to be doubling your business this next year. So you’re going to be adding in a lot of new agents. How many do you have on your hub team now currently?

Jeff Quintin (11:08):
So currently at the hub we have, so let me just add this up because I think we got total of, agent wise, excluding the admin staff we have one, two, three, four, so four real agents that are full-time in the business that are up and running. And I got another gal who’s been with me seven months, a new, and a new. So let’s say that one is that total there. So it’s about eight total agents where four of them plus me, five are actually in the business for a longer period of time, three plus years or more.

Carley Hathaway (11:47):
And do they work with buyers and sellers or do you have just selling agents, just buyers agents?

Jeff Quintin (11:54):
Yeah, so I have a listing agent partner specifically that’s taken over the production of what I used to do. So his sole goal is listing side. His goal this year is 113 transactions where it’ll be 100 listings sold to 13 buyer sales. So he’ll do one buyer sale a month, and that’s just from the overflow and from the buyer that I’ll give them and stuff like that, that I would normally work with a past client, like a top 100 or top VIP client. But his goal is to do basically 100 listings sold and that’s just his as one listing agent on the team, and then the rest of them are sales agents. We don’t really have a buyer’s department or buyer specialists and listing specialists.

(12:28):
I encourage everyone to be both. I want them to do both. We certain have agents on our team like Frank, who’s been with me 15 years, his goal this year is 60 transactions, but he’ll do 48 buyer sides and 12 listing sides. He wants to get more on the listing side. He’s got a ton of skill for it, but for years he’s just always been working with buyers. So he’ll be more buyer heavy. So we mix them up.

Carley Hathaway (12:50):
Okay, good.

Ren Jones (12:51):
Yeah, and they lean one way or another.

Carley Hathaway (12:52):
So let me ask you this. So you say your agents and stuff, you guys get on the phone early, you’re doing practice runs in the morning, getting on the phones by eight or nine. What’s kind of your accountability? How do you guys stay on track? Do you guys set goals? How do you hold everyone accountable?

Jeff Quintin (13:11):
So accountability is really big at our team. The structure that we have, we are without a doubt prospecting based 100%. So when you walk in our office, our environments such where we have standup desks, everyone’s objective, their handlers are in front of them. We have script boards, flip charts on them, it’s all set up. Two phones, auto-dialers, headsets. I mean, this is the headset I’m wearing for this, but normally I have a double dual headset where you actually dial two phones. I mean, so one on this phone and one on this phone. So we’re set up that way. So we’re prospecting based. So our basic schedule for accountability, one, is everyone’s required to be on a huddle call at 8:15 in the morning. And we’re going to talk about three things on the huddle call and everyone dials in remote locations, some people are in the office, some aren’t.

(13:54):
So three things are going to happen. One, we’re going to state what are our goal is for the month, where are we in relation to that goal as far as actual, and then what is our commitments for the day? So we’re going to state out loud to the team and do all the way around round the horn everybody and the agents are going to say, “Well, my goal today is 30 contacts for the day, set two appointments, I’m working on two deals, they’re going to get wrapped up and I’m going to get three reductions.” So they’re going to state that out, for example, on the 8:15 huddle a call. Then at 8:30, part of our standards and requirements is I want everyone always to have minimum five roleplay partners at any time. So everyone must be roleplaying 30 minutes a day for five days.

(14:29):
And that’s kind of standard across the board. So if they don’t have a roleplay partner, then someone else’s team’s going to roleplay with them. So that usually typically in their schedule. Some are doing it earlier at 7:30, but either way, if it’s the standard way, it’s 8:15, then 8:30 roleplay, and then nine o’clock on the phone. Nine o’clock on the phone till basically 12, then three hours prospecting a day make a minimum of 30 contacts. Some are doing 50, our ISAs are doing 50. And here’s the deal, are they always doing 30? No. Are they reporting their numbers? Yes. Are they reporting their numbers wrong? Yes. Am I able to go in the phones and see the lines that they’re calling? Dang, right, we are. So we’re actually going in there now looking at the phone dials and say, okay, anybody that they’ve not had a conversation with more than a minute.

(15:11):
Because we understand and track it, by the time you dial someone and let it ring for three or four times and if they don’t answer and you leave a voicemail and leave a greeting. If they’re doing that, that’s less than a minute. So I can see now on everyone’s phones if they go over a minute or less and see how many actual conversations they’re having each day. And we’re having 411 meetings every week. So we’re sitting down with these agents saying, “Okay, let’s go over your goals and see where they are.” If they’re off goal. All right, well let’s take a look and then we’re going to keep tracking these numbers. So accountability all the way around on tracking the numbers is important.

(15:39):
So a couple other things. If you’re not on the call by 8:18 in the morning in the huddle, if you’re late to the call and it’s tracked, we see who logs in, they have to buy lunch for the whole entire team.

Carley Hathaway (15:49):
I love that.

Jeff Quintin (15:51):
All right. By the end of the day, if you don’t report your numbers, and we have a link that goes directly into CTE, Committed to Excellence is the program we use, they have a link, have to fill in the number of, or not so much dials, but number of contacts, nurtures, appointments set, all that has to be put in there. I get to report every morning and it’s sent to the entire teams so we can see who did what. And if they don’t report their numbers, then the agent doesn’t have admin access for the following day. So if they the contract done, they’re doing it themselves. So a lot of accountability around that. And then each week we’re meeting with them in our 411s discussing their one week goals, one month, and one year goals and keeping them on track in that sense.

Ren Jones (16:32):
It sounds like an exciting culture, if you will and an environment, and you’ve got accountability and your tracking numbers. It kind of reminds me of a football team. You’ve got all this practice, practice, practice, practice, measuring. Everybody’s pulling their own weight, everybody knows what everybody else is doing and you’re winning a lot of games.

Jeff Quintin (16:52):
Yeah, no, it is similar to that. In fact, I was telling the guys, yesterday in our sales meeting, I said, we’re always talking about practice and one of our agents, she’s a newer agent and so she has an appointment tomorrow and I’m sorry, Thursday to go on a listing appointment. And she’s kind of nervous. She wants maybe someone to go with her and all. And I said, “Well here’s the deal. You got to practice your appointment right now every single day for a few hours. Get in front of someone, have it staged, have it mocked, husband and wife, just like we used to do, used to listen to presentations, you need to study like that.” And I said, “Here’s the deal.” I said, “Everyone’s been watching football lately, right?” And they said, “Yeah.” I said, “Good. Who here knows Tom Brady?” And they said, “Well, I know who he is.”

(17:30):
“Okay, good.” So I asked him, I said, “Do you have an idea how long Tom Brady holds the football during an average time of the game?” So the game typically is an hour long, four 15 minute quarters, but the game is three hours long by time you do your stops and all. So I said, “What’s the average time Tom Brady or any NFL quarterback holds the ball?” And everyone around the room said, “I don’t know, 20 minutes, 30 seconds, whatever.” I said, “Well here’s the deal. The average time is 11 seconds. His presentation, his listing presentation is 11 seconds.” I said, “But Tom Brady, how many hours do you think he practices for that 11 seconds on a Sunday?” “I don’t know.”

(18:11):
“Well, here’s the deal. They practice from six in the morning to five at night, six days a week. They practice over, I don’t know how long that is, but let’s call it 70 hours for an 11 minute listing presentation. So the same thing. You guys got to practice, and by the way, he makes 25 million, he makes a little bit more money than us.”

Carley Hathaway (18:27):
Little bit.

Jeff Quintin (18:28):
Look what he’s doing and look at his activities.

Ren Jones (18:32):
I know how much money you make. I know how money you make, Jeff, he isn’t making that much more than you.

Jeff Quintin (18:38):
But the point is that, yeah, we’re heavily on the skills. We know this is a skills-based business. We’ve got to hammer that in. They got to be practicing to win it.

Carley Hathaway (18:47):
Yeah, that’s a great analogy. I really like that.

Ren Jones (18:50):
That’s fantastic. And that’s what it takes and that’s what it takes is all that roleplay. And so you’re adding in some new markets, but generally speaking, most of your career you’ve been in a resort market, so you have a huge advantage of doing your listing presentations over the phone. And a lot of people don’t understand that they’ll end up with someone who has moved out of town and wants to wait until they drive or fly back to the house to meet with them. Can you explain a little bit about out of town? Because whether you’re in a resort market or not, if you have an out of town seller, how that all plays and a lot at the appointment, how do you send them stuff ahead, how that works?

Jeff Quintin (19:31):
Yeah, so a lot of people say, “Oh, it’s so easy for you guys.” It’s two things. One, sometimes it can be efficient because you’re not actually driving to the appointment, presenting, driving back. I get that, and that’s an advantage. The other advantage is that you’re not sitting in front of them face to face. So it’s easy for them to skirt off the phone or the wife isn’t there, another decision maker. I got to call you back and let me think about it. There’s a lot of that as well where you don’t have that ability to close for the signature physically. So it’s both ways. But our process basically is, let’s just use an example for an expired listing.

(20:02):
So if we’re on a phone with an expired and we get all the way down to the part of the script that, “I’d like to apply for the job of selling your property, are you familiar with what we do?” And they say, “Well, not really, but I’d love to hear what you have to say or whatever.” And instead of saying, okay, I’m available Monday or Tuesday at four, meeting them, a lot of times we’re going to do this step kind of thing and say, well, we’re going to go ahead and prepare a market analysis for you. Would it be okay if we go take a look at the property is our way and get access lockbox, garage code, whatever, if it’s vacant, and then we’re going to go look at it.

(20:27):
Now in our market, we’ve sold a lot of properties, a lot of times we don’t even need to go see it, because maybe it’s cookie cutter or whatever it may be. But ultimately, so we’re going to say, “Okay, we’re going to go ahead and do some research and do a mark analysis and we’re going to send this to you and we’re going to make some suggestions and recommendations to you, and then I’ll follow up with you. Are you available, say today at four o’clock? I’ll go ahead and take a look at the property and prepare this.” “Yeah, I’ll be around.” “Okay, good.”

(20:49):
And then we’re going to go right back and right that time, we’re going to pre-qualify them. If we say right back in the pre-qual script, if what we say makes sense or you feel comfortable, confident we can sell your home, when we talk at four o’clock, are you ready to go ahead and sign an agreement with us and put us to work, let’s say today? And then we’re going to find out if it’s timely or not. But our goal is basically prepare everything ahead of time. Send them that pre-market analysis or send them, sorry, our pre-listing package, send them the market analysis. And what we do is we put in there right now all the pricing and the recommendations and we send that to them ahead of time.

(21:20):
So ultimately when we get on the phone with them, they’ve already kind of seen our recommendations and we kind of walk through a little bit, “Hey, did you have a chance to review the market analysis?” “I did.” Or maybe they didn’t. “Take a look at this property. This is one that sold just like yours. Did you see that one?” “I did.” Or, “I didn’t.” “Well, this is where we’re coming from and we go on right into the price a lot of times.” So we can kind of shorten it a little bit. We do have that advantage sometimes, but we’re using email a lot. And then obviously we’re DocuSigning the listing agreements directly to them ahead of time so they can have everything there. And if everything makes sense, go ahead and DocuSign that and sign electronically and submit it back and we’ll go ahead and get started.

(21:55):
But is that all in one day? No, sometimes it’s a two or three day process. We’re going to go ahead and do that research and say, “Okay, we’re going to do this. And are you available today at four?” “No, I’m not.” “Okay, good. Are you available tomorrow at two?” “Yes.” “Okay, good. I’m going to get all this together and then I’ll call and follow up you at two o’clock tomorrow and then we’ll get ahead and present there.”

Ren Jones (22:13):
And I’m sure there are lots, hundreds of, if not thousands of sellers you’ve never met.

Jeff Quintin (22:17):
Oh yeah, for sure.

Ren Jones (22:20):
I want to go into Q and A because we’re working our way to the bottom of the hour. Robert wanted to know, and I know this is changing dramatically real fast, what percentage of your business is vacation home versus primary home. What that is now-

Jeff Quintin (22:35):
In the hub business, it’s about 80% is vacation home. Oh sorry. I’m sorry. No, let me back that up. Probably 75%. Yeah, 75%.

Ren Jones (22:42):
And someone late to the call is asking your markets again. So Ocean City, Maryland is a key, I mean, Ocean City, New Jersey. My apologies, and name a few of those other cities again.

Jeff Quintin (22:56):
Sure. So in southern New Jersey, it’s Atlantic and Cape May County. So if you guys understand where Atlantic City is, it’s the bottom of the state. So we cover from say, Brigantine, or that’s a little bit north, all the way to Cape May, which is all the southern part of New Jersey along the coast. And then we go in about maybe say 30 miles inside of the coast, that takes up two different counties. And then as we move upward towards Philadelphia, we’re in the Cherry Hill market, which covers three different counties. That’s Camden, Gloucester, and Burlington Counties. So there’s three major counties. There’s all suburbs of Philadelphia.

(23:33):
Then we’re in Center City, Philadelphia itself. And then the five surrounding counties outside of that, Blue Bell, Bryn Mawr, Northeast Philly, that whole area. And then also we have a gal in Wilmington, Delaware as well, which Delaware and Philly’s right next to each other. It takes five minutes to go over the bridge, so they’re licensed in both. So we cover kind of that whole 60 mile radius of the Philadelphia market, let’s call it, and then down to what we call the Jersey Shore, which is the, that’s where everyone goes to vacation.

Ren Jones (23:59):
Good. So send him some business, everybody. And Carley, if you can look at Facebook questions because I can’t see those for some reason, but I-

Carley Hathaway (24:07):
Okay.

Ren Jones (24:08):
Yeah, I see the other ones here. How many expired listings? Matt wants to know how many expired listings you have on average in your area each day? Question I guess if it’s 23% of your business, there’s a fair number.

Jeff Quintin (24:22):
Yeah, there’s a fair number. So today, I have to go back and see and look exactly the numbers, but I would say today we probably had between both counties, both sides, let’s call it at the hub, probably 30 or 40, in that range.

Ren Jones (24:36):
30 or 40 so that’s a good chunk, but you’re working a little broader area. So Matt, what you want to do is broaden your area too.

Jeff Quintin (24:45):
Yeah, I mean here’s the deal, for us in our marketplace, and again the secondary home resort markets, these are these little islands. So Ocean City where I live and one of the primary markets I’m in is only seven miles long by one mile wide. There’s only about 1,600 sides each year that are here. So for me to get past, say 10% market share in this market, it’s tough because you have 350 brokers, 19 different offices and it’s tough. Unless I’m going to grow this team to be competing with another agency, which is 75 agents. So for us to gain market share, it’s tough for us in this area. So I had to become very much extroverted and go outside of this. And then for us to do 400 transactions, I really have to expand. That’s how I’m going to other marketplaces. So it’s forcing me to go there.

Carley Hathaway (25:30):
We have a question here asking what’s the order in prospecting? Do you do expireds first, then FSBOs or what do you like to start with, or what do you have your agents start with?

Jeff Quintin (25:44):
So it’s a mixture. Depends on how heavy the expireds are for the day. Certainly some of the agents are going to call the expireds first, which obviously that’s the first thing we call going to be on them. But after that happens or in the mix, we want them to call past client’s center of influence first. That’s going to get them in momentum. It’s going to talk to someone who likes them, trusts them. It’s going to boost their confidence right off the beginning. So call the people that you know first, that’s going to get you going. And then you can jump in right into obvious expires, for sale by owners, and go to the old expires or old for sale owners have been around for a while. We get more business in our old expires than we do in the new. So we get a tremendous amount of that because of the lead follow-up time.

(26:19):
So right now, for example, many of the expireds that we’re calling are the ones from September through December. These are the people that were expired off the market that said, well I’m not going to… Fall market right now, I got a lot going on, holiday seasons here, blah, blah, blah. Call me after the first of the year. Well that’s who we’re concentrating on, all those people who expired in September through December because they’re most likely to come back on the market now. So calling the old expireds is a big business. But if you looked at and said, okay, look, let’s say there 30 contacts for the morning, say 10 an hour. So let’s say you do a three to four past client center of influence, three to four new expireds, three to four for sale by owners and three to four old expireds all inside of that. If you took a look at that, you’re going to get 10 contacts and you’re going to be able to mix it up in certain ways to be able to go back and forth and then just repeat it for the next two hours.

Carley Hathaway (27:03):
I think that’s a really good idea. I like that idea of them calling past clients first just to get in a good mindset. I haven’t heard that and I think that’s a really good idea because it’s easy to get beat up, beat up, beat up on the phones And starting out the day with a friendly voice is kind of nice.

Jeff Quintin (27:19):
For sure, and that’s who we recommend. So our agents have a printout or actually they’re able to go in and print it out, a list of their calls each day with their center of influence and past clients. Now by the way, we’re changing the word past client to forever clients.

Carley Hathaway (27:34):
Oh good.

Ren Jones (27:35):
Nice.

Jeff Quintin (27:35):
Right. Not that they’d be forever clients.

Ren Jones (27:37):
They become current clients. They’re all current clients too.

Jeff Quintin (27:40):
Right, exactly. So they have a way to go in and now print them out. So for example, I don’t know if you can see this, but here’s a printout. This is from top producer of just daily calls. So this says January 6th through the 13th. This is last couple days of different calls that printed out. And inside here we have, for example, this first one, this just says Jeff’s top 100. So this is the million dollar club. So inside of our people, our past clients center of influence, we also segment who they are. Top 100, million club. Million dollar club are people that own a home that’s worth over a million bucks. The top 100 club is people that we’ve done business with prior and know we can get a referral from, our top people. So they’re able to take this list and auto-dial it or whatever, but we have to call them each day and have a list to call first that will boost their confidence.

Carley Hathaway (28:28):
I think that’s a great idea. Someone’s asking what scripts do they use for expired listings?

Jeff Quintin (28:34):
An expired script.

Carley Hathaway (28:37):
That makes sense.

Jeff Quintin (28:40):
So the major scripts that I grew up with and Ren grew up with and that we all work for was the Mike Ferry scripts. But we’re also using the MAP scripts at KW as well, which are very similar. So that’s the scripts that we use typically.

Carley Hathaway (28:54):
Okay.

Ren Jones (28:54):
Fantastic. Christopher Phillips on Facebook said, how do you filter your leads? I know you’re calling expired first and then there’s a certain order to that. Do you call everything or do you limit, I guess, where do you draw the boundaries on that, or you just call everything?

Jeff Quintin (29:11):
So we call everything, but here’s two things we look at and if you remember we talked about in the beginning here, when we’re calling expireds, even if we can’t get the appointment or them, one of the things we’re always going to shoot for is understand that we’re in the database building business. So when we’re talking to any client with an expired or anyone, one of the things we’re always going to want to do is find out can we do business with them in the future and get referrals. And if there’s a conversation there or dialogue we feel comfortable with, we’re going to make sure we’re going to request and get their email address. Get their email address, we’re going to put them in our system and we’re going to drip on them through our long-term drip campaigns. We have them there. So very first thing we do is if we get the expireds, we have a research done for one of our VAs each day that delivers the expireds to us, goes into our databases, TopProducer, Infusionsoft, and pulls in any other additional phone numbers that we can find.

(29:59):
So if there’s a cell phone number in there or an email address in there, let’s say the wife, the brother, whatever notes we have, they’re going to go in there and pull that information in as well. Get that data, send it over. When that comes over, if they’re already in our database, they’ve already been dripped on and we already talked to them previously, then we’re going to call them first. So we’re look going to look through and scan through and say, who do I know already in here that’s already expired and we’re going to call them first, because we know that they already, our brand recognition or maybe the conversation’s already been had.

Ren Jones (30:26):
Low hanging fruit.

Jeff Quintin (30:27):
Yeah, we’re going to look at that first. So that’s number one. Number two, I like to always call the ones of the higher price point first. So I’m going to look at and say, okay, if there’s a million dollar listing or $300,000 one and one expired, I want to go to the one that’s going to the highest price range first and go through there. That’s my goal.

Ren Jones (30:45):
And you have the qualifications for that as well.

Jeff Quintin (30:49):
Yeah. And then also ultimately there’s somebody just on our team that says, I have a standard, I don’t want to deal with it in less than 250,000. That’s ultimately where in our market we have sometimes, depend on where it is, but might say, I don’t want to call them then. So we actually break down our expireds each day in two different areas. Kind of like the Atlantic County market, which typically is going to be that $250,000 or less market and then the shore point market, which is going to be typically higher so-

Ren Jones (31:13):
Do you have a minimum commissioned amount? If somebody says, you’ve handled all our family’s business, I have this $180,000 house. Do you say you have a minimum commission that you-

Jeff Quintin (31:25):
We don’t have that, but it’s something we’re going to implement. In fact, we think we’re going to start to implement a $4,500 flat fee minimum commission. So if we list something for 75,000, 100,000, it’s kind of like 4,500 flat across-

Ren Jones (31:37):
On one side or whatever.

Jeff Quintin (31:39):
On one side, exactly, there. I guess it’ll be on the total. So if it’s 6%-

Ren Jones (31:45):
Okay, got you. No, no, if someone lists a property for 75,000, I hope that is 3%, or… No one side I guess would be, you’re right. So that’s what we’re going to probably implement. But as far as a past client, if they have something for 180,000 or 150,000 or 100,000 and they call us up and it’s over the phone kind of thing and real easy. But we listed short, but most of the time our hub business is not going to go after a lot of stuff less than 250.

(32:09):
Got you. Perfect. Well, and you don’t have to, you’ve got thousands of people that are well aware of you and you have a great reputation there, so you can afford to be a little choosy. This has been really good, Jeff and I know people have taken a lot of notes and learned a lot of stuff and hopefully we won’t wait another six years before we do this. And I’ll see you at some of the upcoming events over the next month or two, I’m sure.

Jeff Quintin (32:37):
Yes, sir.

Ren Jones (32:38):
I’m sure we’ll get to see you. I need to sell some soap here real quick. I want to thank the lead gen Facebook group. That’s Aaron Wittenstein if you want to get involved with them, they have 46,000 members. Just go to facebook.com/groups/gotobjections. And Aaron runs a little program called expiredmasteryelite.com. And finally, if you have done your job, like Jeff, you spent all morning looking for business and you’ve set a lot of appointments, got some hot leads and things like that, what you need to do is go to the freezer right now and get out some delicious Graeter’s mint chocolate chip. Buy it in your market, go to graeters.com somewhere right up the street in Ocean City, New Jersey, and Atlantic City, and Cape May, and all through there and Philadelphia, you can buy it.

Jeff Quintin (33:32):
I love it. That’s awesome.

Ren Jones (33:33):
We’ll see you next time, Jeff, and we’ll see you at some of the upcoming events.

Jeff Quintin (33:37):
See, you at the family reunion.

Ren Jones (33:39):
Yep. We’ll do it again.

Carley Hathaway (33:40):
Thank you so much, Jeff.

Jeff Quintin (33:41):
Thanks, Carley. Thanks guys.

Carley Hathaway (33:42):
Have a great day.

Jeff Quintin (33:43):
Yes, you too. Thank you.

Ren Jones (33:44):
Great day, everybody. See everybody on the next show next week.