Bryan Ogletree on beating five agents who all wanted to charge five percent

Ren Jones00:00

It’s that time. Welcome to Roadmap. Got to take three listings a week until you’re ready for more. Each week we interview a great agent who is consistently taking two, three, four listings 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. If you’re watching on Vulcan7 or on the Lead Gen Facebook group, you’ll have an opportunity to ask questions during the broadcast. Get the questions in early folks, type those in early, and we’ll have them ready to go and ask your questions.

00:37My co-host, who’s normally here from San Diego, is on vacation in a wedding, traveling outside the country, so you get just me and our guest. So before I introduce our guest today, I want to remind everyone that we are simulcasting the show also on the private Lead Gen group on Facebook. They have over 50,000 members, so we have a large audience there today as well, and we will be pausing for a commercial message during the show as a thank you to the Lead Gen folks. Let me welcome our guest today from greater Dayton, Ohio, south of Columbus, and doing a little bit of the Columbus market, a little bit of Cincinnati, stay out of here, is Mr. Bryan Ogletree. Welcome, Bryan.

Bryan Ogletree01:27

Thank you, Ren.

Ren Jones01:28

Glad you’re here.

Bryan Ogletree01:29

Thank you. Thanks for the opportunity.

Ren Jones01:31

Good, good, good, good. Now, a lot of people are watching, and they may, after this show is over, or maybe right now, they go you know, I’ve got somebody for Ohio, and I don’t know exactly where Dayton is and he’s working some of the other markets north and south. I better call Bryan. What’s the best way for them to reach you to send you a listing or a buyer referral?

Bryan Ogletree01:53

Actually, a listing or buyer referral, if you would just call my coordinator, and her phone number is (937) 415-6288. Her name’s Amy.

Ren Jones02:04

Okay. And if they-

Bryan Ogletree02:05

That will put-

Ren Jones02:06

Type in Bryan Ogletree in Dayton, they’ll find you as well, right? That’s Bryan-

Bryan Ogletree02:12

That’ll pull me right up-

Ren Jones02:12

With a Y? Pardon?

Bryan Ogletree02:12

Bryan with a Y, that’s correct.

Ren Jones02:13

Okay, and they’ll find you there, and they’ll find websites and things like that and see what you’re doing?

Bryan Ogletree02:17

Correct. Correct.

Ren Jones02:17

And reach out to you through that? Okay. Just don’t want them to miss an opportunity, so remember Bryan-

Bryan Ogletree02:22

I’m by Wright-Patterson Air Force Base, transferring again to Wright-Patterson Air Force Base. That’s very close to our market, about five minutes actually from my office, so it’s a great referral network to be in.

Ren Jones02:31

I’m glad you mentioned that, because that is a big deal. So with the military, with Wright-Patt Air Force Base, that’s a lot of business.

Bryan Ogletree02:38

It is.

Ren Jones02:38

So, he’s the guy.

Bryan Ogletree02:40

That’s it.

Ren Jones02:41

A lot of those. Good. Perfect. Good deal. Well, let’s jump in. Tell what’s the goal for this year?

Bryan Ogletree02:47

Our goal this year is 135 closed transactions, and right now we are tracking for 140, so just a little bit ahead of our schedule, which is great, coming into the summer.

Ren Jones02:57

Nice. You’re a little ahead of the game, so you could end up maybe a little even further ahead on it.

Bryan Ogletree03:02

We could. That’s the stretch goal, will be 150, but we’re looking for 135.

Ren Jones03:08

Good, good, good. What is that in income for when you can like that?

Bryan Ogletree03:10

For our market, we’re a smaller price point, average sale price, $150,000. So that’ll generate about $675,000 in gross income.

Ren Jones03:20

I don’t care where you live, that’s a good life.

Bryan Ogletree03:22

You can make it on $675,000.

Ren Jones03:24

And in Dayton, you’re king of the hill.

Bryan Ogletree03:26

That’s, yeah, we’re near the top, yes.

Ren Jones03:29

That is a great, great, great life. Good. So how does the day start out for you?

Bryan Ogletree03:36

So my day starts out, I’m very regimented in what I do, but my day starts at 7:30 in the morning. Let me back up. I get up at 6:15. I’m in the office by 7:30, and we start practicing and roleplaying from 7:30 until about 8:00, start jumping on the phone 8:00, 8:30.

Ren Jones03:56

Great. Wonderful. And who-

Bryan Ogletree03:57

We’ll run out and go-

Ren Jones03:59

Who are you calling?

Bryan Ogletree04:00

Typically, we start with the expireds, that’s the lowest-hanging fruit. I like to be the first one to call there, but we’ll go expireds, followed by for sale by owner, just listed and just sold, past clients, sphere of influence. Basically anybody that I do business with or send money to, that’s who we like to reach out and ask for that business.

Ren Jones04:19

Nice, nice. So it sounds like you are cultivating some sphere of influences with that.

Bryan Ogletree04:25

You want to work multiple streams, yeah.

Ren Jones04:26

Yeah. Don’t want to be stuck in first gear or second gear.

Bryan Ogletree04:27

That’s it. That’s it.

Ren Jones04:31

Shift through all the gears.

Bryan Ogletree04:33

Right.

Ren Jones04:34

In your calling, perfect. And I know you do a lot of roleplay. You mentioned roleplaying.

Bryan Ogletree04:39

Yes.

Ren Jones04:41

You’re involved with a lot of groups. In fact, when I search Bryan Ogletree, I kept finding him on different sites saying I’m looking for a roleplay partner for this time, that time.

Bryan Ogletree04:50

Yeah.

Ren Jones04:50

I mean, you are a networker for the accountability and roleplay piece.

Bryan Ogletree04:54

Absolutely. It’s very important too, because with a new partner comes new objections. Sometimes it’s just a little twist on the objections you already know, sometimes it’s presented in a different way. It keeps you on your toes.

Ren Jones05:06

I know, I’ve heard good things. You roleplay with my cousin.

Bryan Ogletree05:08

Yes.

Ren Jones05:09

So I hear powerful objection handlers, so.

Bryan Ogletree05:12

Yes. We practice those every Friday with him.

Ren Jones05:15

Keep sharpening those skills. Good. Wonderful. Now, when I talked to you yesterday, because you have never watched the show.

Bryan Ogletree05:24

Right.

Ren Jones05:25

And I sent you a couple clips, but you couldn’t watch it because, and I want to stop and share this, because this is really good. He said, “I didn’t watch it because I was on a listing presentation until 8:30. I was competing against five other people, and they all wanted to charge 5%.”

Bryan Ogletree05:40

Correct.

Ren Jones05:40

You said you charged …

Bryan Ogletree05:42

6%.

Ren Jones05:43

6%, and you got it, the price.

Bryan Ogletree05:46

Where I wanted it. I was thinking that-

Ren Jones05:49

Everybody else was highballing and cutting their own commissions and highballing the, and you, how do you do that? I mean, can you share a little magic there?

Bryan Ogletree05:56

Sure.

Ren Jones05:56

Because a lot of people want to know, how do you do that? I’m up against five agents. A lot of them just kind of lay down and go I’m dead.

Bryan Ogletree06:04

Right. There’s no skillset when you lay down. And when you’re competing against multiple agents, I think the easiest thing to do is, number one, ask the seller, “Did you let everybody else know that there’s multiple agents coming in here?” And then, of course they said, “Yes, we did.” When you let the client know that, then it’s easy to lay the groundwork and say, “They’re trying to buy your business. They’re telling you a higher price to get you to pick them, try to get them to beat you up for a price reduction later, and that’s not what you’re looking for, is it?”

Ren Jones06:36

So yeah, so actually by asking that question, then they’re more willing to understand that-

Bryan Ogletree06:44

Sure-

Ren Jones06:44

That since they’re not-

Bryan Ogletree06:44

The prices they got may not have been accurate.

Ren Jones06:46

They’re trying to be become the highest bidder, is what that the agents are, and they’re aware of it, and then they realize that person’s weak?

Bryan Ogletree06:53

Mm-hmm. Yes.

Ren Jones06:54

And based on that weakness, they reject them.

Bryan Ogletree06:57

Right. And then the commission side of it, obviously I had five agents that all agreed because this person has two houses to sell, and to get multiple business everybody else said yes. In my listing presentation, we were going over comparables. There was an agent that took a listing at 5%. They offered 2.5%, and it was on the market for six months, when everything else that I showed them was on the market for 45 days or less.

Ren Jones07:27

There you go. It’s all structured into it. What a beautiful thing, and this is a good example to share to the folks out there, because they don’t know what to do in navigating it.

Bryan Ogletree07:35

No.

Ren Jones07:35

And I’ve got to tell you, I’ve been doing this a long time, and it never occurred to me to ask that question, “Did you share with the other agents how many agents they’re competing with?”

Bryan Ogletree07:44

Sure.

Ren Jones07:44

Because it really does illuminate for that seller that it can turn it into a bidding situation.

Bryan Ogletree07:51

Right. Unless they’re cutting the check to buy the house at the price they recommend, it’s not worth the words coming out of their mouth.

Ren Jones07:58

Yeah, there you go. Were you the last one in?

Bryan Ogletree08:00

I was.

Ren Jones08:01

Okay.

Bryan Ogletree08:02

And I made sure of that. They had one other agent they wanted to interview, but I closed them and made sure they signed before I left. We got the listing goes active on the market Monday.

Ren Jones08:11

Now you know, a lot of times they want to hear what you have to say and then let you go and decide just after you’ve left or maybe the next day.

Bryan Ogletree08:17

Sure.

Ren Jones08:17

How do you circumvent that?

Bryan Ogletree08:20

So, I mean, they honestly had said that We want to think about it tonight and we’ll call you tomorrow. And I said, “And I can appreciate that, but since three minds are better than two, let’s think about it together.” And I said, “Do you feel that I have the skillset in order to be able to sell your home?” and they said, “Yes.” And I said, “Would you agree that I have the best marketing plan of anybody you’ve interviewed?” And they said, “Yes.” I said, “So all we need to do now is simply sign the contract, so I can get you what you want when you want. Wouldn’t that be great?”

Ren Jones08:47

So, let me get this straight. So the canned presentation, because that’s a canned presentation.

Bryan Ogletree08:52

Yes.

Ren Jones08:53

Beat out the other five people.

Bryan Ogletree08:54

Absolutely. Funny how that works, isn’t it?

Ren Jones08:57

I know. And a lot of people are like, “Oh, I would never use a canned presentation.

Bryan Ogletree09:01

Yeah. No.

Ren Jones09:01

And like, get over it, you know? But-

Bryan Ogletree09:04

Once you’ve used it over and over and over again, it becomes smoother than any conversation you could wing it with.

Ren Jones09:10

Yeah, exactly. Right. Yeah. There’s just a lot more certainty and predictability when you use something that’s proven, versus what you think, it’s are you talking something-

Bryan Ogletree09:21

Yeah. Don’t say what you think they want to hear, just tell them the truth.

Ren Jones09:27

So how many hours are you on the phone in the morning, typically, or a number?

Bryan Ogletree09:30

About, typically, two-and-a-half hours a day on the phones.

Ren Jones09:32

How many?

Bryan Ogletree09:33

Two and a half.

Ren Jones09:34

Two-and-a-half hours. Okay, gotcha. So 8:00 to 10:30, roughly?

Bryan Ogletree09:38

I personally do 25 contacts per day. I know it takes me about 47 contacts to set a listing appointment, so it’s imperative that I go on at least three appointments a week. I like to go on four. That puts me on track of two to three listings taken per a week. I don’t care who you are or where you are, but if you take two or three listings a week, you’re going to be just fine.

Ren Jones10:00

I know, I know. It’s a great life. So you talk to a lot of people, and as we know with for sale by owners and with expireds and whatnot, a lot of times you’ll set an appointment with somebody, and in doing your due diligence in the comps, and in further conversation with them, you realize this is going to be a waste of my time coming out here.

Bryan Ogletree10:23

Sure.

Ren Jones10:24

And a lot of agents are like, “Well, it’s the only appointment I’ve had in weeks, and I’m just going to try to convince them,” but so what does that look like? For every 10 that you set, how many do you go on?

Bryan Ogletree10:36

For every 10 that I set, I’ll probably go on eight or nine of them. From the eight or nine, we’ll take six or seven.

Ren Jones10:42

Okay, and okay, perfect. That’s a great set of numbers there. And then pre-qualifying?

Bryan Ogletree10:48

Yes. You want to know what their motivation is going in the door, because no matter what price that they want or what they’re trying to accomplish, it always comes back to the motivation. Why are they moving? And you want to explore that and exploit that as much as you can, not necessarily in a negative light, but you need to know why they’re moving, because the importance of their move is going to dictate how fast they’re willing to sell or what they’re willing to accept for their property. If it’s a job transfer, they have to be in San Diego, say, by next month? They’re highly motivated. They’re going to sell. If they just want to test the market because they heard it’s a hot market right now, and they want to see if they can get what they would like to get out of the house, that may not be a listing that you want to take.

Ren Jones11:29

Okay, fair enough. So you’re asking all those questions, and then-

Bryan Ogletree11:31

In advance.

Ren Jones11:35

I mean, so many agents do their pre-qualifying once they get there. Of course, that can work against you, like will both decision makers be there?

Bryan Ogletree11:43

Sure, sure.

Ren Jones11:44

I mean, there’s a lot of things you need to find out ahead.

Bryan Ogletree11:48

Yeah. You want to make sure both decision makers are there. You want as much knowledge going in the door, so you can tailor your presentation to their needs.

Ren Jones11:55

And there’s something about if what I say makes sense and blah blah, do you-

Bryan Ogletree12:00

Are you comfortable now?

Ren Jones12:02

Find out are they planning to list when you come out?

Bryan Ogletree12:04

Sure, or are you just coming out there to tell them how to stage, paint, and decorate their house, so they can interview other agents to get the price that they want?

Ren Jones12:11

Right. Okay, perfect. Now, there’s some agents that are watching this that say, “I do a two-step presentation and that’s much more powerful, because I’ve got two chances to get this thing.”

Bryan Ogletree12:23

Sure.

Ren Jones12:23

What say you?

Bryan Ogletree12:25

If you do a two-step presentation, you run the risk of looking like you don’t know what you’re doing. If you show up at the property and you’re not prepared, and you have to go home to do your comps and do your research. You can tell them, “I just wanted to look at the house first,” but I will tell you that the professional agents know the market well enough coming in the door they can recommend a price or feel comfortable recommending a price while they’re there.

Ren Jones12:45

Okay. Perfect. And then outside of the listing that you went on last night, what’s the typical duration of time, from the time you walk in the door to having a contract signed and walking out?

Bryan Ogletree13:00

My listing appointments are typically 45 minutes or less.

Ren Jones13:03

45 minutes or less? And a lot of people are like, “Well, I don’t know how that could be.”

Bryan Ogletree13:08

When you ask the questions and you get the pre-qualification done, which I like to do before I go out on the appointment, it’s much easier and a quicker and more efficient process.

Ren Jones13:16

And then you’re sending them something about your marketing ahead, or do you explain all that?

Bryan Ogletree13:21

Correct. So they’re getting a copy of my marketing plan in advance, and they’re getting comps in advance. They’re going to know exactly what I’m going to do to get their home sold.

Ren Jones13:30

So you’re eliminating an entire hour of time by-

Bryan Ogletree13:33

Absolutely.

Ren Jones13:34

All that pre-qualifying?

Bryan Ogletree13:36

Yes.

Ren Jones13:36

And then they start thinking I’m listing with this guy, before you even get there?

Bryan Ogletree13:40

Or they’re not listing with me, but they’re coming up with objections that they’re going to give me before I come out.

Ren Jones13:46

Yeah, and then you’ll cancel the appointment there? Yeah.

Bryan Ogletree13:49

We’ll go over the price. That’ll be the first thing we talk about. If it’s commission, that’s the first thing we’re going to talk about. So it allows me to be better prepared for our appointment.

Ren Jones13:56

Okay, perfect. And then, because they get your marketing material, they already know what you’re going to do, and so it gets down to just price and terms?

Bryan Ogletree14:07

Correct.

Ren Jones14:08

Okay, so that makes a shorter pre … So in effect, you could go on three a day, couldn’t you?

Bryan Ogletree14:13

Could, yep.

Ren Jones14:13

Okay. Have you-

Bryan Ogletree14:13

I’ve actually-

Ren Jones14:16

Gone on three a day?

Bryan Ogletree14:18

Since the retreat, I’ve looked at my schedule, and we’ve tightened it up. We’re going on, I’ve left two appointments per day in my schedule now, so it gives me more time to do some more prospecting, some better pre-qualifying.

Ren Jones14:28

So you have like 10 slots a week, Monday through Friday?

Bryan Ogletree14:30

10, 12.

Ren Jones14:31

10 to 12 slots? Oh, so you’re running into Saturday or something?

Bryan Ogletree14:35

If I absolutely have to. My wife and kids get to sleep in on Saturday morning, so I’ll come into the office and run an appointment at 11:00 on Saturday morning if necessary.

Ren Jones14:45

Okay. All right.

Bryan Ogletree14:46

But I’m done by 1:00 on Saturday. I work four-and-a-half days through the week and a half a day on Saturday.

Ren Jones14:51

Okay, gotcha. All right. And then, and good deal. Well, and that’s working. That’s working very, very well. Now, you’re masterminding with a lot of people.

Bryan Ogletree15:02

Yeah.

Ren Jones15:03

You have a lot of friends that are doing more than you.

Bryan Ogletree15:05

Yeah.

Ren Jones15:05

What do you see that they’re doing that you want, and how are you going to get there?

Bryan Ogletree15:09

So it’s basically self-accountability, outlining my goals. I mean, hanging on my wall right next to me, I’ve got my goals for the year. My schedule’s on my wall as well. So I need to know I can always reference my goals of what I need to achieve. As I walk out of my office door, I’ve got the number of listings remaining that I need to take for the year. That’s to keep me accountable, keep me inspired to I know what I need to list, because I know what my ratios are to sell, and that’s going to help me to achieve my goals for the year.

Ren Jones15:40

Perfect, okay. Because, I mean, you could take this really big. I mean, of course 140, 150 transactions is big now, but I mean, in your market, it’s pretty doable to go to 300, 400, 500.

Bryan Ogletree15:51

It is doable. I mean, the top agent in my market’s closing 300 deals a year. So they have 17 agents on their team to do 300. I’m doing 150. I just hired my first buyer’s agent two weeks ago, three weeks ago. We’re going to do, like I said, almost 150 with two people.

Ren Jones16:09

17 people doing 300?

Bryan Ogletree16:11

Yes.

Ren Jones16:13

No, that’s an office, Bryan.

Bryan Ogletree16:15

That’s an office, any office. Yes. Yeah. But Barbara Cochran says she’s the best, I don’t know.

Ren Jones16:22

Oh, is that the person in your market? Okay. Yeah, I don’t, good deal. Maybe we should do a little roleplay.

Bryan Ogletree16:31

Okay. You want to do a just listed?

Ren Jones16:33

You want to do just listed? Okay, that would be great.

Bryan Ogletree16:35

Let’s maybe do, so-

Ren Jones16:37

Pardon?

Bryan Ogletree16:38

I said maybe something a little bit different than most people are used to hearing?

Ren Jones16:41

Yeah, let’s do that. Let’s do a just listed.

Bryan Ogletree16:46

Okay. Get to, so, okay, ring, ring.

Ren Jones16:48

Hello?

Bryan Ogletree16:48

Hello, this is Bryan Ogletree with Remax, and I was calling today because we just listed a home for sale in your neighborhood over on Hunter Field that’s a four bedroom, two-and-a-half bath, two story. We listed at $245,000, and I was just wondering who do you know that would like to move into your area? This is a great opportunity.

Ren Jones17:07

I can’t think of anybody.

Bryan Ogletree17:09

Okay. Well I appreciate you taking the time to think about that. Tell me, when do you plan on moving?

Ren Jones17:15

No, we’re not going anywhere.

Bryan Ogletree17:18

Not going anywhere? Terrific.

Ren Jones17:19

No. Well, I like this neighborhood.

Bryan Ogletree17:22

It’s a great neighborhood. Just out of curiosity, how long have you lived at this address?

Ren Jones17:27

We’ve been here 10 years.

Bryan Ogletree17:28

10 years? Good for you. And where did you move from?

Ren Jones17:31

Chicago.

Bryan Ogletree17:32

Chicago? Great. And how did you happen to pick this area?

Ren Jones17:37

Well, it was a job transfer.

Bryan Ogletree17:40

Job transfer? Excellent. Well, hypothetically, if you were to move, where would you go to next?

Ren Jones17:46

Well, we would probably, we’ve been talking about Orlando for a while.

Bryan Ogletree17:51

Orlando?

Ren Jones17:51

Mm-hmm.

Bryan Ogletree17:53

Great. And when would that be?

Ren Jones17:54

Well, actually, that is strange that you would call. We’re giving that a hard look right now.

Bryan Ogletree17:59

A hard look right now? Okay. So would you say maybe in the next three months that you may be looking to go to Orlando?

Ren Jones18:05

Well, we’ve got family down there. We just got back from there, and it would be really nice to be down near family, because there’s nothing keeping us here. The snow is not keeping us here, that’s for darn sure.

Bryan Ogletree18:16

Sure, sure. So let me ask you this, if I can get your home sold, say, in the next 60 to 90 days, and get you into Orlando before that snow starts flying up here in Ohio again, would that be worth 15 minutes of your time?

Ren Jones18:28

I don’t know. Do you know how much the homes are selling for here in Willow Springs?

Bryan Ogletree18:34

Well, I do know how much homes are selling for in Willow Springs, and I think that the fact that you say that justifies us getting together for about 15 minutes so we can discuss how I can get you the most amount of money in the shortest amount of time with the least amount of complications. Wouldn’t that be great?

Ren Jones18:49

Yeah, that’d be great, Bryan. Okay, yeah, let’s do that. Why don’t you come over and talk to us?

Bryan Ogletree18:53

Okay.

Ren Jones18:55

I just think this is a fluke that you were calling, because we’d been thinking about it.

Bryan Ogletree18:59

Sure, sure. Would you have time, let’s say, Friday at 3:30, or would 5:30 work better for you?

Ren Jones19:05

3:30’s good.

Bryan Ogletree19:06

3:30’s good? Okay. And will your wife be there as well?

Ren Jones19:08

Yes.

Bryan Ogletree19:08

Okay. Well, just to let you know, I’m going to have a few more questions, and I’m going to do some initial research on your property, and I’d like to give you a call back just to ask you a couple more questions so I can be better prepared for our time together.

Ren Jones19:18

Oh, that’d be fine. Yeah, that’s fine. Call anytime. I’m pretty available.

Bryan Ogletree19:22

Perfect. Well, I appreciate your time and you have a great day.

Ren Jones19:25

Okay, so we’re starting to get some questions, and I’m going to go through some of the ones that are on here. And a couple people said, are commenting, that they’ve heard this script before, and one of them is attributing it to Kevin Ward, whoever that is.

Bryan Ogletree19:47

Sure.

Ren Jones19:47

That’s a trainer. There are a lot of trainers out there, and a lot of these scripts get, yeah.

Bryan Ogletree19:52

Who comes up with a script is not as important as that you use the same one every time, because you’re going to be most comfortable with that. So it’s not-

Ren Jones19:59

Does it, I mean, so this is the one you use? How much business do you get using this?

Bryan Ogletree20:04

Just solds, probably 10% of my business.

Ren Jones20:06

10% of your business? So you’re getting at one to two transactions a month from this?

Bryan Ogletree20:12

One is fair.

Ren Jones20:13

But at least one?

Bryan Ogletree20:15

Yeah.

Ren Jones20:16

Okay. And then, Luke Walker wants to know, how often do you get brushed off, cut off, from that kind of call?

Bryan Ogletree20:20

All the time. This is a rejection-based business. You’re going to get told no way more than you’re going to get told yes.

Ren Jones20:26

How do you handle it when they get a little cranky?

Bryan Ogletree20:30

It happens. You just, you brush it off. The best thing you do is ask another question. If they want to continue to brush you off, then it’s probably not going to work. And that’s okay, because I know for every 46 people to tell me no, that next one’s going to tell me yes, and that yes equals $5,000.

Ren Jones20:49

So yeah, and I know, Bryan, I do know a lot of agents that do just listed, just sold, as a big piece of their business, and they get at least two listings a month off of it.

Bryan Ogletree21:00

Sure.

Ren Jones21:00

So you’re giving it just a small portion of your time.

Bryan Ogletree21:03

Sure.

Ren Jones21:03

Because you probably have a pretty big database by now?

Bryan Ogletree21:07

I do. I’ve got 700 people in my database, a little over 700. Your database should be giving you about, about 10% of your database should be giving you a deal a year. So I know that my first 70, 71, deals are coming out of my database, which is great. I’ll get some business off of the listings that I take, so that’s going to generate some business there as well, and I add to it with the prospecting, so.

Ren Jones21:29

So expireds, for sale by owners, your database, is going to bring you roughly half of your business?

Bryan Ogletree21:34

Yeah.

Ren Jones21:34

And then just listed, just sold?

Bryan Ogletree21:37

Yeah.

Ren Jones21:38

And some …

Bryan Ogletree21:39

Some for sale by owners.

Ren Jones21:41

Oh yeah, right, exactly, for sale by owners. Perfect. Well, let me go into some of the Q&A here. We’ve got a number of questions popping up. Where do you find roleplay partners? Rick Schnick wants to know where do you find roleplay partners?

Bryan Ogletree21:54

So, I usually get my roleplay partners from the events that I go to, because we’re so committed to roleplaying, and I go quarterly to an event. I change my roleplay partners generally quarterly, to replace some of the older ones with newer ones.

Ren Jones22:10

Okay, so you’re going to events? And a lot of agents, some of them never do anything besides their local thing, and you need to roleplay with people outside of your market.

Bryan Ogletree22:20

Absolutely.

Ren Jones22:21

Right. Because-

Bryan Ogletree22:21

Yeah, because they’re going to give you objections you may not be used to hearing, that may be a common objection in one area that you don’t hear in the other, but …

Ren Jones22:29

It’s okay, yeah. But it’s better. They’re going to be more candid. They don’t want to give away their secrets if you’re in their backyard.

Bryan Ogletree22:35

That’s it. That’s it.

Ren Jones22:36

So folks, go to events. A lot of your franchises have great events, and they have coaching and training, and get involved and find roleplay partners. That’s great. And you can go online, on Vulcan7. We have links to roleplay partners from different coaching organizations on there.

Bryan Ogletree22:54

And that’s a great place to get them, is to go to those forums and find people like-minded that want to do what you’re doing or try to accomplish what you’re trying to accomplish.

Ren Jones23:00

Right. So if you go to our site, you can find links that’ll take you to roleplay partners for, I think, four or five different coaching companies, so that should work. Marianne Thomas wants to know you mentioned you start the day by calling people, including just listed, just sold. How and what do you do with the, oh, I think we covered it pretty much, how and what do you do with those calls to them, I think. Dan Hendricks wants to know what do you do and what will you do to recommend to protect a positive mindset? Do you spend daily time with affirmations? Now, everybody’s different. Some people, that’s not a big factor. Other people, they need to be in the right frame of mind, and they need to work at it.

Bryan Ogletree23:37

Sure, sure.

Ren Jones23:37

What say you?

Bryan Ogletree23:39

So, positive affirmations are a great thing. Remind yourself that you are a great listing agent. Come up with four or five, six, 10 affirmations that are positive, that they’re going to reflect positively on you, recite those before you get on the phone. You have a bad call with somebody, it’s inevitable that it’s going to happen. Stop what you’re doing, repeat your affirmations. Or call a client, if you’re having a bad day on the phones, call one of your best clients.

Ren Jones24:04

Mom.

Bryan Ogletree24:05

They’re going to cheer you up.

Ren Jones24:05

Hello, mom?

Bryan Ogletree24:07

Yeah.

Ren Jones24:08

When do you plan on listing?

Bryan Ogletree24:09

You did such a great job. Just to remind you that you are a great agent and you are doing a good job. So, it’s inevitable that you’re going to get somebody that’s angry, and it just happens, but you’ve got to brush it off and …

Ren Jones24:20

And it takes practice. Betsy Carvahal wants to know, do you pre-qualify during the initial call or when? Now on our roleplay, you didn’t. Are there circumstances where you go straight into the roleplay, I mean, into the pre-qual?

Bryan Ogletree24:33

I didn’t do it for the sake of time with you today.

Ren Jones24:36

Right.

Bryan Ogletree24:36

But if the conversation’s going smoothly and it seems that they have time, I’ll go right into pre-qual. If they’re short, they’re at work, I call them on their lunch break for whatever reason. I’ll call them to follow up.

Ren Jones24:49

Okay, good. All right, so it just depends. And I’m going to choose, oh, Ida Russell. This is a good topic, because a lot of people when they’re calling just listed, just sold, a lot of them think I can only call around my listing that I listed or my listing that I sold.

Bryan Ogletree25:08

No.

Ren Jones25:09

And she said, can you only use the home that you sold or mentioned homes that have sold in the neighborhood? I mean?

Bryan Ogletree25:17

No. If I’m trying to break into a new neighborhood, or break into a neighborhood that I’ve not worked in previously, I’ll look for a company listing, my company listing, and then just reference, “We just sold. We just sold.”

Ren Jones25:30

Right. Right. And I know people that are with a little one-horse company, and they don’t have many listings, and they want to call through it. I mean, folks, this is a co-op thing. You’re in MLS, and they’re saying, “Sell my listing and we’ll give you half of our commission.”

Bryan Ogletree25:45

That’s correct.

Ren Jones25:46

You can do that. You can call around, “Betsy and Daniel Smith are trying to get their home sold, and I was wondering who you know that would like to move into our area?”

Bryan Ogletree25:53

Right.

Ren Jones25:53

You could call and say that.

Bryan Ogletree25:55

Right, or-

Ren Jones25:56

And you call around on other companies’ listings and sales.

Bryan Ogletree25:59

Here’s one thing that I should’ve-

Ren Jones26:00

Don’t worry about it. Only one out of 300 are going to go, “Is that your listing?” They aren’t going to, and they don’t care.

Bryan Ogletree26:05

No, they don’t, no. But with just listed, one thing that I like to do, I picked this up from a roleplay partner, when you’re doing the just-listed calls, let them know, “This is the one opportunity you get to pick your neighbor.”

Ren Jones26:17

Yeah, there you go. Yeah, just say-

Bryan Ogletree26:19

Right, or “Who do you know that’d like to move into your neighborhood?”

Ren Jones26:19

Yeah, “Here’s an opportunity to pick your neighbor.” I know, and that’s when they tell you about their, “Have you talked to so-and-so next door?” “No, is he think about selling?” “No, but we wish he would.”

Bryan Ogletree26:28

Sure, sure.

Ren Jones26:32

Let’s see. Remae wants to know if you can tell a little bit about lead follow up, how often and in what ways do you follow up? And that’s a good point, because a lot of agents are following up in very passive ways that don’t get the attention it needs. They’ll mail a postcard or something like that. And so how do you follow up, how often, and what does that look like?

Bryan Ogletree26:56

For me, what it looks like is it goes into a folder. And you’ve got to keep in mind, as great as you are maybe, they’re not going to remember you. So a lot of times you have to, or they’re getting bombarded with other agents, especially with for sale by owners and expireds. So they kind of forget. You get lost in the mix, so to speak. So you’ve got to be the hungry dog on the back of the meat truck, so to speak. You’ve got to be willing to follow up with them and call them if it’s daily, if it’s weekly. If they tell you I’m going to be ready next week, call them in three days. If they tell you next month, call them in 15 days, because what you-

Ren Jones27:28

So you cut the time in half?

Bryan Ogletree27:29

I cut the time in half.

Ren Jones27:29

Okay.

Bryan Ogletree27:30

Absolutely.

Ren Jones27:31

Right. I mean, a lot of people tell us that the lead follow up is where all the money’s made.

Bryan Ogletree27:35

Correct. Yeah. I’ve probably lost more money than I’ve made by not following up in a timely manner.

Ren Jones27:41

Ouch, I know. And then you drive by and see the sign.

Bryan Ogletree27:44

See somebody else’s sign that you interviewed with and didn’t get it, because you didn’t follow up.

Ren Jones27:47

Or you don’t close hard enough. Are you a good closer? Are you a strong closer?

Bryan Ogletree27:50

Correct.

Ren Jones27:50

We have a lot of people that chat with people, but they don’t close.

Bryan Ogletree27:54

If you can close early and often, then do it. If you can turn around and-

Ren Jones27:56

You’re a good closer?

Bryan Ogletree27:58

Absolutely.

Ren Jones27:59

How do you stand in the tension of when you know should close hard and you’re afraid of being pushy?

Bryan Ogletree28:04

It comes with practice and, I think, questions.

Ren Jones28:10

Using questions? Okay.

Bryan Ogletree28:11

Using questions, yeah. Don’t-

Ren Jones28:12

You can’t go wrong there. Questions don’t sound pushy.

Bryan Ogletree28:15

No. When you tell somebody they need to sign the contract, versus asking them to sign the listing agreement, that’s the difference between a good closer and one that may …

Ren Jones28:25

It’s a beautiful thing. So the magic is in the questions, and that takes a lot of practice.

Bryan Ogletree28:29

It does.

Ren Jones28:31

Leading, closing with questions.

Bryan Ogletree28:32

Right.

Ren Jones28:34

And Rick Schneck. Hey Rick, I love you. Does Vulcan7 provide the numbers to surrounding homeowners of a listing or sold? Well, we have two sources. We have Cole, that’s a darling of the industry, and they have regular, good rates. We have Vulcan7 Neighborhood Search, which is expensive, but we almost want to call that everybody answers, because you call 100 of them, and most of those people say hello. So it’s a little more expensive, but the rate is super high. So thank you, Rick, and I had to answer that one. Elena Krosnopolaskia, I apologize for stepping on your name, Elena. What do you bring on your listing presentations?

Bryan Ogletree29:15

Obviously, I’ve got a copy of the comps that they have, so we can go over those together. They have my marketing plan. And what it is specifically, if you don’t have a marketing plan, write out what it is you’re going to do to get their home sold, from the minute you order photography to who you’re prospecting to sell their property. Let them know the steps you’re taking, because that adds value.

Ren Jones29:35

Perfect.

Bryan Ogletree29:36

Most agents are very weak. They show up with maybe a company flyer, a couple of actives, a couple folds, and that’s about it, but bring something of value to show them that you’re actually working for that 3% commission.

Ren Jones29:50

Yeah. There’s your one chance, and if it’s a short presentation, it’s going to feel powerful.

Bryan Ogletree29:54

Right. And don’t forget to bring the contract. You want to bring the listing contract.

Ren Jones29:59

It’s amazing agents will either forget or they don’t fill it out. I mean, go ahead, fill it out ahead. What is the rule? Have it laying out on the table at the very beginning with a couple pens laying nearby, so they’re used to seeing it on the table.

Bryan Ogletree30:13

Yeah, and the commission already filled out, so you don’t have to worry about negotiating that. It’s already hard written in the contract.

Ren Jones30:17

Yeah. Yeah, have it type set in. Yeah. And then instead of just whipping it out the last minute, “Hey, I’ve got this contract,” and and then they’re like, “Ah!”

Bryan Ogletree30:24

Right. Right.

Ren Jones30:26

I mean, if it’s laying out there the whole time.

Bryan Ogletree30:28

Sure. Sure.

Ren Jones30:28

It’s real easy then. And then just lift the table up and tilt it and let it roll towards them. No. Yeah, Jeremy Marquez says ABC, Always Be closing. Great. This has been great, Bryan. This has been a wonderful, wonderful, wonderful, rich with ideas and thoughts that are going to help a lot of folks out here that are stuck at taking one to two listings a month, and they want to get to eight, 10 a month.

Bryan Ogletree30:55

Sure.

Ren Jones30:56

So I appreciate that.

Bryan Ogletree30:56

Yeah.

Ren Jones30:57

And hopefully we can send some folks to Dayton.

Bryan Ogletree31:00

There we go.

Ren Jones31:01

Pardon?

Bryan Ogletree31:01

I said absolutely.

Ren Jones31:03

Good. Thank you again, and I look forward to seeing you again real soon. Oh, I’ve got to read my little diddy. If you’re watching on Vulcan7, and you want to get involved with the Lead Gen Facebook group, they have over 50,000 members. They are at facebook.com/groups/gotobjections. I also want to thank Aaron who runs the group. He’s a real give-back guy. He has a program called expiredmasteryelite.com. And finally, if you’re watching on Facebook, and you are not yet involved with Vulcan7, make sure to sign up at vulcan7.com/leadgen for a special deal. And most important, Bryan Ogletree’s big secret. You want to know how he does it? A lot of it’s in what you heard today, but there’s one secret he’s not telling you. After he’s made his calls, after two-and-a-half, three hours of calls, he goes and gets some delicious Graeters mint chocolate chip.

Bryan Ogletree31:57

That’s the good ice cream right there.

Ren Jones32:00

Yeah, and you have the stores in your area.

Bryan Ogletree32:02

I do.

Ren Jones32:02

So this is the only flavor.

Bryan Ogletree32:06

You need that because you’re-

Ren Jones32:07

For the listing agents. If you get the other flavors, those are working for buyers. And if your listing is not selling, dig a hole in the front yard, bury it upside down, and the listing will sell. Make sure to get yours today. Thanks everybody.

Bryan Ogletree32:18

Thanks, Ren.

Ren Jones32:19

We’ll see you next week.

32:19