Dusty Cole on treating the first expired call as a setup for the next one

Ren Jones00:01

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 a 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.

00:24If 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. Start typing the questions early. As soon as you think of something, write it down. Let me introduce my co-host from San Diego, Carley Hathaway. That’s carleyhathaway.com.

00:44Hi, Carley. How’s the real estate business?

Carley Hathaway00:47

Hi, Ren. The real estate business is fabulous in San Diego, all over California, in fact, so great time to be a listing agent.

Ren Jones00:55

Good. Fantastic, and congratulations on your four listing appointments.

Carley Hathaway00:59

Yay. Thank you so much. I’m really excited.

Ren Jones01:01

Good. That can be really good.

Carley Hathaway01:02

I think so.

Ren Jones01:04

Wonderful. Before I introduce our guest today, I want to remind everyone that we are also simulcasting the show on the private Lead Gen group on Facebook. They have 49,000 members, so we have a large audience there as well today. We’ll be pausing for a commercial message during the show as a thank you to the Lead Gen folks. Let’s welcome our guest today from beautiful Orange Beach in Alabama, Mr. Dusty Cole.

01:32Welcome, Dusty.

Dusty Cole01:33

Thank you for having me.

Ren Jones01:35

Thanks for being here, and what a wonderful place to do real estate business.

Dusty Cole01:41

Definitely. I’m from here, lived here all my life, and it’s a great place to live and do business as you say.

Ren Jones01:47

Yeah. Yeah. Yeah, and you get to meet people that come in especially in February.

Dusty Cole01:56

Oh, I lost you.

Ren Jones01:56

A lot of second homes down there, I gather.

Dusty Cole01:59

Yep. Sorry. I lost you for a minute. Yes, we have a second home market, condo market. We also have just a little bit of, of course, the primary home market also.

Ren Jones02:09

Good. Mobile is over here and Pensacola is over here. You’re right along here in the rim and doing mostly the Alabama shore and a little bit of Florida and then-

Dusty Cole02:18

That’s correct. Yeah. Mobile, Pensacola, we’re down south of that on the coast and also work just across the line in Perdido Key, Florida.

Ren Jones02:26

Great. Great. If someone wants to refer, because that covers a wide area, if they want to refer some business down there, second home, maybe it’s just time to get out of Pittsburgh entirely and get down there, what’s the best way for them to reach you, send you that business?

Dusty Cole02:44

Yeah. Email probably is best, dustycole, D-U-S-T-Y C-O-L-E, @ymail, the letter Y, mail.com, dustycole.com, and find me there also.

Ren Jones02:58

dustycole.com is also a website? Okay.

Dusty Cole03:00

Yeah, it will redirect you to a-

Ren Jones03:06

Okay, and they can look at great pictures of wonderful places and reach out to you as well, so good. Let’s do it, folks. Everybody, sign up for… Get a beautiful home there. That’s wonderful, wonderful, and then fairly new in the business, hey, when did you start?

Dusty Cole03:24

This is my third full-time year, and then I was licensed the year before that when I did double duty with another career, so, yep, third full-time year this year.

Ren Jones03:36

What’s the goal for this year?

Dusty Cole03:38

We have a team. This year, the goal for me personally is a hundred transactions, 600,000 gross commissions, and the team, 1 million gross commissions and 170 transactions.

Ren Jones03:49

170 total or is that a hundred and then that one?

Dusty Cole03:52

Yep, a hundred for me, 70 for the other two agents.

Ren Jones03:54

Gotcha. All right. Okay, a total of 170, so not bad for year three.

Carley Hathaway04:00

Yeah. No kidding. That’s a huge number for only three years in the business. That’s incredible.

04:05Yeah, we’re all trying.

Ren Jones04:06

Where are you finding that business?

Dusty Cole04:08

Well, phone mostly. I’ve been a Vulcan7 user, and I’m a member of the Tom Ferry coaching organization, also coached by Betty Gales.

Ren Jones04:19

Wonderful.

Dusty Cole04:19

Yep, so that’s been very instrumental in that rapid growth that we’ve seen. I mean, we’ve seen tremendous year-over-year growth. I do prospect using Vulcan7 daily, mostly expireds. I will say, because my team is watching me right now, so I have to be straight, until about a month ago, so they’ll hold me accountable and, eventually, I’ll probably explain, we got so busy and we had to level out over the last month, and prospecting has been interrupted. Maybe that explains how we got there.

Ren Jones05:00

You’re going to have to hire for the season-

Dusty Cole05:02

We just hired.

Ren Jones05:03

… to better to keep you on the phones.

Dusty Cole05:06

We did just hire another admin, a transaction coordinator.

Carley Hathaway05:09

Good. Good.

Ren Jones05:10

Fantastic, at the rate you’re going.

Carley Hathaway05:12

Yeah, so you’re working with expireds mostly. Can you talk to us about your daily routine, your schedule, what time you get on the phone, role play, all that kind of stuff? What does a typical Tuesday look for you when you’re not on this show?

Dusty Cole05:28

Yep. I like to be at the office by 8:00 and on the phones from 8:00 to 10:00. Usually, the first hour, new expireds, the second hour, followups is an ideal morning for me.

Carley Hathaway05:41

Nice.

Dusty Cole05:41

We use the Vulcan7 to manage the followups with an assistant, and then we also have Commission CINC, which is another CRM in which we use both. Yep.

Ren Jones05:53

Gotcha.

Carley Hathaway05:53

Nice, and how many hours a day are you doing that? Is it one hour of expireds, one hour of followups or do you break it down like that or…

Dusty Cole06:01

I try to break it down like that. It doesn’t always work perfectly, but two hours a day. It was the discipline for about a year and a half that got me to business overload where we had to regroup and restructure over the last month. Yep.

Carley Hathaway06:18

Good. Good. Do you find staying on that strict routine five days a week helps you or what do you see a difference in?

Dusty Cole06:27

Yeah, most certainly. I mean, I think that’s what separates the people that do that from the rest of the competition to get listings as not everybody is doing it with that type of discipline, very small amount of people. That’s how you win over the year.

Carley Hathaway06:46

Let me ask you this. I like to start the show with this, and then maybe we can get into some more of your process, but can we talk about your mindset a little bit and how you stay on track and how you don’t get discouraged?

Dusty Cole07:00

I think that’s where I’ve improved the most over the last year and a half. Just really getting in and not being very good at it in the beginning and getting off the phone too quickly, so I’ve really gotten to where I’m not really bothered at all. I have fun with it. I just know that on that first phone call that it’s just a very few amount of times I’m going to book a listing appointment and go get the listing, that I’m really just trying to set up the next call a lot of times, so there was two, three, four, five calls. We also have a mail plan that we implement. I also farm heavily, so a lot of these people know my name when I call, which helps a lot.

Carley Hathaway07:40

Good. Good, so, basically, you just try to not let it get to you?

Dusty Cole07:44

Yeah. I mean, I don’t run into a lot of the angry people. I think the misconception in calling these expireds, I just don’t let it bother me and just move on.

Ren Jones07:57

Could it be you’re just really good at it and your approach is so disarming? Is that a possibility? Seriously, is that a possibility? I mean, what was it like when you started?

Dusty Cole08:06

I’m very relaxed with my approach. It’s just basically I just ask them what’s going on with their property. It’s almost like I’m asking for an update, “Hey, what’s just the status,” and they’re usually willing to tell me what the status is, and then I can ask more questions.

Ren Jones08:25

All right. All right, so you’re getting some really good responses. Is that right? Plus, it sounds like you’re working some geographic areas and really getting some name recognition going. You’ve zeroed in-

Dusty Cole08:35

We do. We use mail campaigns like certain farms, and then we have expired-specific mail campaigns that go out systematically.

Ren Jones08:48

Okay. Well, a lot of those expireds, I imagine you have a fair number of people that you’re talking to all over the country that own property there.

Dusty Cole08:55

Yeah, so a lot of them are the second homes. It’s less of that, to be honest. Those don’t expire as much, so as the more primary residents in a little bit. Most of my listings that I’ve gotten their expireds were not the secondary home market to be honest. Those properties, they don’t come off the market as much.

Ren Jones09:22

I wonder why. What do you attribute that to?

Dusty Cole09:28

The condo market, they just… lower inventory, so they’re-

Ren Jones09:34

Oh, gotcha, so they’re selling, you’re saying?

Dusty Cole09:36

Yeah.

Ren Jones09:37

When they’re owned by an out-of-towner, typically, they’re selling because of the demand and supply for the resort.

Dusty Cole09:41

There’s a different supply-demand dynamic, absolutely.

Ren Jones09:46

Gotcha. Gotcha. All right. That’s fair. Fantastic.

Dusty Cole09:47

Can I ask you this? The first half of your calling is expired, and then you do followups. Can you tell us your process for followups with leads, and do you follow up more with stronger leads, and how often are you touching them and in what ways are you emailing, mailing, calling?

10:03Yep. What we do just specifically with the expireds is, after I talk to them, I dump them into another bucket, wife actually, to filter through. I’ll leave a note as to when I want to call them back, and she will drop them back into my followup bucket on that day that I need to call them back. I’m not sure if that’s the best way, but that’s the way we’ve been doing it. We’ve just started to move those over to Commission CINC lately, the ones I have good conversations with, but, primarily, all the success we’ve had has been right there within Vulcan, and she’ll drop them back into my folder when I tell her in the note when I want to call them back. Now, if I haven’t talked to them, it’s every day, so it’s just until they answer.

Carley Hathaway10:54

Okay. When do you set yourself up to call them next? A day later? A week later? A month later?

Dusty Cole11:00

It depends on the conversation. I mean, if I didn’t reach them, it’s the next day. It depends on what I learned in that conversation is when I called them back.

Carley Hathaway11:12

Okay. Great, and then what about emails? Do you send emails?

Dusty Cole11:16

We don’t really have a systematic email plan, no.

Carley Hathaway11:19

Okay. Okay. Great. Let’s get into your listing appointments. How long does your average listing appointment take?

Dusty Cole11:29

30 to 45 minutes, I’d say.

Carley Hathaway11:31

Nice. Great. Good, and-

Dusty Cole11:34

I do that-

Carley Hathaway11:34

Go ahead.

Dusty Cole11:35

Go ahead.

Carley Hathaway11:36

Do you send a pre-listing packet out?

Dusty Cole11:39

We’ll do that via email. On most occasions, we’ll send out our testimonials. We have a map where we can let them see that we’ve been doing business in their market, in their little area. We send out a marketing plan. We have a document that… It’s just a what-separates-me-from-my-competition kind of a doc. We’ll send that via email for them to review before my arrival. I don’t do a hard packet like some do in the mail. We just do email.

Carley Hathaway12:12

Do you give a list price in there where you want to list it at?

Dusty Cole12:15

Oh, no, definitely not.

Carley Hathaway12:16

No? Okay. It’s still a negotiation?

Dusty Cole12:18

Yeah, so I try not to talk price or commission over the phone or an email if I can help it. I want to get in front of them because I know that, when I get in front of them, I can earn their trust. I can’t do that over the phone or the email.

Ren Jones12:30

All right, so how much do you charge? What do you say?

Dusty Cole12:34

What do I say? Well, I’d say, “I’d really like to speak with you about that in person. I’d really like to show you my value before we start talking about fees,” and most of the time that disarms them, but not always.

Carley Hathaway12:53

Can we do a little role play as if maybe we’re at a listing or it’s a pre-listing appointment and we’re going to argue about commission a little bit?

Dusty Cole13:03

Sure. I can do my best.

Carley Hathaway13:04

Okay. Do you want to be on the phone or do you want to be like it’s a listing appointment?

Dusty Cole13:11

Your call. That’s fine either way.

Carley Hathaway13:13

Okay. How about you’re just calling to confirm our appointment and I’m trying to get commission out of you?

Dusty Cole13:18

Okay. All right.

Carley Hathaway13:20

Okay. Hello?

Dusty Cole13:21

Hello. Hey, this is Dusty Cole, RE/MAX of Orange Beach. Good morning.

Carley Hathaway13:25

Hi. How are you?

Dusty Cole13:26

Doing good. I’m just calling to confirm our appointment for this afternoon at three o’clock.

Carley Hathaway13:30

Mm-hmm, yeah, we’re looking forward to meeting with you.

Dusty Cole13:33

Excellent. I’ve done all my homework, and I was just making sure that you were ready for me.

Carley Hathaway13:38

Yeah. Well, I just wanted to actually discuss commissions, because we are going to be interviewing a couple agents and we just really want to go with the one that’s going to give us the best deal, like Redfin does 1%, something like that, to save us money.

Dusty Cole13:52

Sure. I know that’s probably the most important thing to you. I found in my experience, I’m taking a lot of listings in this marketplace, that a conversation goes a lot better whenever we’re face-to-face and I can show you what I’m going to do to earn that commission, so would it be okay with you if we discussed that at my arrival?

Carley Hathaway14:14

I guess, but would you take a cut in the commission because our house is so beautiful, it’s going to be really easy to sell? Would you be open to at least cutting your commission in half?

Dusty Cole14:28

Typically, I find that that is not in your best interest usually. I really think it’s in your best interest if you would allow me just the chance to come in and show you what we do to put the most amount of money in your pocket, because I know that is what you’re most interested in. Right?

Carley Hathaway14:47

Yes.

Dusty Cole14:48

Yeah. Absolutely. I really think, if you’d give me that opportunity, it would be worth our time.

Carley Hathaway14:54

Okay. Sounds good. See you at 4:00.

Dusty Cole14:58

How was that?

Ren Jones15:01

Wonderful. Wonderful. Wonderful.

Carley Hathaway15:03

Yeah, that was good.

Ren Jones15:04

That’s fair. Yeah. Fantastic.

Carley Hathaway15:07

Yeah, I think getting in front of their face and just not giving them the answer is, you’re right, it’s disarming and it breaks their walls down a little bit.

Dusty Cole15:15

I mean there are sometimes when I will, if feel like I’m going to lose the appointment, I use my gut where I will say, “We start at 6%,” I’ll say. Where I like to start is 6%, but that’s like-

Ren Jones15:32

Then you go seven, eight, nine, right?

Dusty Cole15:33

Yeah, and I’ve asked that question. Can you go up from there or down from there? I just try to let them know that’s where I want to be, but they’re not locked in at that. Give me a chance to come talk to you.

Carley Hathaway15:46

That’s great.

Ren Jones15:48

Fantastic.

Carley Hathaway15:49

You’ve only been in the business three years. Are there any tips that you can give for newcomers, because you really have moved fast in your career? Is there any, a couple of tidbits you can give to someone that’s just getting started and just starting out to call expireds?

Dusty Cole16:03

Yeah, I’d probably say just minutiae of the business. The hardest thing to do is to remove your mind from that minutiae daily. That’s the hardest thing. All the deals we have going on, all the little things that seem… Can you guys hear me okay?

Carley Hathaway16:20

Yeah.

Dusty Cole16:21

Okay, so we have the minutiae and all the day-to-day stuff that seems so important. If we can just every morning somehow remove or detach those calls, that’s the most important thing. Over time, it becomes easier because we know those problems are not emergencies.

Ren Jones16:43

How do you do that? Are you physically moving down the hallway? How do you just stay out of the conversations about the current listings and pendings?

Dusty Cole16:53

Well, one thing is, if you get to a point in your business where you can hire an assistant, then that’s a whole… That should be everyone’s goal is to hire an assistant to handle that, but one thing I’ve noticed is, if I come in and right when I open my computer, before I do anything else, I’d dive right into the prospecting and shut down the alerts and the notifications really immediately so that I may not get distracted.

Carley Hathaway17:21

Yeah, like no checking emails till you’re done with your prospecting.

Dusty Cole17:24

Or not even sit down. Sometimes, I would go in the conference room where nobody is with my computer and do it, just drop my bag off, take my computer, stand up and dive right in.

Carley Hathaway17:35

Good for you.

Ren Jones17:36

I think, yeah, that’s a huge piece.

Carley Hathaway17:39

Yeah, definitely. It looks like we have a lot of questions, Ren.

Ren Jones17:42

Yeah, they’re starting to line up here. Good. Let’s see. What are your thoughts about calling older expireds? Old expireds for a lot of people that are newer in the game is probably… I was talking about this the other day. It is probably the easiest way to build business because they’re friendly, nobody’s calling them and the skill level required is not as high, so a lot of people win out of the gate, but how you approach them is a little different because they expired six, 12, 18 months ago. How do you begin the call with an old expired?

Dusty Cole18:23

You can just ask if the property is sold. Don’t worry too much if it is already sold. Now, I would have my assistant check that data list for properties that is currently listed. Not in the world if we do ring one of those, but if you have an assistant, just have them check that the day before, try to pull all those out, but just don’t try to check every note. Just go down the list and call, and the script would be, “Do you still own such and such property or did you ever sell it?”

Ren Jones18:52

Okay, and I found that works, too. You’re just, “What happened to this?” and they tell their story and then, from there, you’re in rapport and you can-

Dusty Cole19:02

They just tell you. It’s really not that hard.

Ren Jones19:07

Those old expireds are gold. Michael Axelrad wants to know what your average selling price is. What price ranges are you typically working?

Dusty Cole19:15

Yep, good question. My average last year was 200,000 which is a little lower than our average in our marketplace. Most of my sales were not the vacation homes last year. It was the primary market because of what I told you. 25% of my sales were expireds last year. I sold some lots and stuff that pulled it down a little bit.

Ren Jones19:42

Okay, so a couple of hundred thousand in the-

Dusty Cole19:45

The average in our marketplace is 275 to 300.

Ren Jones19:49

Good. Good. Good. Good, and then April, she said something about expired mail campaign, but I don’t think you do that. Right?

Dusty Cole19:56

I do. I do a hard mail campaign, but not email.

Ren Jones19:58

Oh, hard… oh, expired… Oh, got it. Got it. Got it, the hard campaign.

Carley Hathaway20:02

What do you include-

Ren Jones20:03

We want to know how that’s working for you. I mean, what do you send them?

Dusty Cole20:07

It actually works well for me. I’ve heard a lot of people that I’ve talked to that they rarely get calls off that, but I do all the time. It’s seven pieces, a mixture of letters, personal notes and postcards. We just have those seven pieces lined out. When I call them, in the notes, I’ll say, “Start mail campaign,” and then they will start that the next day and start putting out the mail.

Ren Jones20:33

You’re getting a yield from them. Well, you must have quite the recipe with that because we don’t hear that that often. If you’re able to do it, yeah, don’t stop.

Dusty Cole20:42

Yeah. People call off that. Yeah, I don’t know if it’s just not as many people doing it here or what, but it works.

Carley Hathaway20:50

Yeah. Good. What do you say in the personal note, for example, on an expired?

Dusty Cole20:56

That might be a question for Heather. I’m not sure what it says.

Carley Hathaway20:58

Yeah. Okay. No worries. Okay.

Ren Jones21:08

Good. Well, now I’ve kind of knocked out all the key questions. Yep, come on, questions, folks, questions.

Carley Hathaway21:18

Okay. Dusty, in the beginning you said you have to get rid of all the chatter and you’re trying to get on the phones and, in the beginning, it’s harder to just say, okay, if these people aren’t… If the call is not going well, how did you shake it off in the beginning?

Dusty Cole21:34

I had just something I just thought of because I had a conversation goal every day. Working with Betty Gales in the very beginning, that was probably the most important piece is trying to strive to have a real conversation with a certain number of people every day. I was doing that daily, but I think another thing is, once you have a few huge wins, so that one time you do call, you book the appointment immediately, you go get the listing and you sell it within a week, you do it a few times, and the bad phone calls don’t matter as much.

Carley Hathaway22:11

Yeah, I agree with you.

Dusty Cole22:16

That happens.

Ren Jones22:16

All right, so now we got a bunch coming in. Let’s see. What’s the best time to call an expired? It’s good to remind people of this one.

Dusty Cole22:23

Yeah, 8:00 AM. I never call before 8:00 AM, but I start at 8:00 and go all the way to 10:00. I mean, you can do afternoons as well. If you don’t have appointments in the afternoon, what else you got to do? Call more.

Ren Jones22:38

Can you comment on a call you make to an expired at eight o’clock versus one that you make at 8:25? You notice a difference, don’t you?

Dusty Cole22:48

I don’t.

Ren Jones22:49

You don’t? Okay.

Dusty Cole22:50

I don’t, no.

Ren Jones22:52

A lot of markets, by then, they’ve gotten the seventh, ninth, 12th call, but maybe-

Dusty Cole22:56

I’m sorry. Yeah. The new expireds, yes, by 8:30, they’ve received a few more calls. Still, rarely am I getting the list on the first call anyway, so it doesn’t bother me really. It’s all part of the plan to call more than once.

Ren Jones23:15

When you get really good at it, and you’re getting good at it, there’s nothing that’s going to…

Dusty Cole23:22

Hand on me objections and whatnot.

Ren Jones23:24

Yeah. Now, you didn’t mention doing a lot of for-sale-by-owners, but they exist in every market. Are you at doing any at all?

Dusty Cole23:35

Not really, not by plan or by… not with any intentionality really. I prefer the expireds. I prefer the mindset of an expired over a for-sale-by-owner. I would actually prefer to circle prospect before I call for-sale-by-owners. If I run out of expireds to call, I will call a building or a neighborhood around a listing or something.

Ren Jones23:58

Gotcha. All right. What do you say to an expired who says, “We’re making some renovations and then we’re going to put it back on the market, oh, in a couple of months from now?” What do you say?

Dusty Cole24:08

Okay. I would still try to get that appointment. I would say, “Great.” First, I would say, “Do you have an agent? Have chosen your next agent? I’m going in that direction, but would it be okay if I stop by to see the house and to meet you, shake your hand and go from there just in case I may have buyers that may fit your home?” I always just try to see if I can get the appointment even if they’re not going to list for six months.

Ren Jones24:42

Gotcha. Okay. Jim Wicklund wants to know… Jim gets people on the phone and he finds that they are rushing to get him off the phone. He wants to know what some good ways are to stop people from hurrying him off the phone. What would you tell him?

Dusty Cole24:58

Yeah. I mean, I think a question you can ask is, “If you can sell your home, would you? Are you still interested in selling? If I could sell your home for what you wanted to sell it for, would you be interested in speaking with me?”

Ren Jones25:12

Okay, and they’ll take pause on that one for sure.

Dusty Cole25:15

Yeah, but, for me, I don’t try to be the perfect objection handler and try to advance every conversation. Maybe that’s a rookie in me, I don’t know, but I think I’m going to call him back again and just keep that level of approach with him. Yeah.

Ren Jones25:35

Good. Good. Good. Good. Eric wants to know… Eric, the answer is yes. Yeah, he writes, “Which one would you prefer, old expireds or brand new expireds?” Yes, Eric.

Dusty Cole25:47

Yeah, all of the above. What I love about Vulcan is you build this huge bulk of them over time, and so all the new ones become old and you have this huge bank of… so both, yeah.

Ren Jones26:06

A couple of people want to know how often do you take a no before you put them in your followup bucket? How many nos?

Dusty Cole26:14

Oh, well…

Ren Jones26:19

It depends on the no?

Dusty Cole26:20

Yeah. Yeah. It depends. I mean, there are some people I don’t want to work with.

Carley Hathaway26:21

Good for you. Isn’t that a nice privilege to have?

Dusty Cole26:28

Yeah. I mean I don’t get too worked up over somebody who doesn’t want to work with me. I believe there’s an infinite amount of prospects, so I don’t try to bulldog my way into every home.

Carley Hathaway26:43

Yeah. Good for you.

Ren Jones26:44

Good. Michael Axelrad wants to know what do you do if the seller is unreasonable in pricing?

Dusty Cole26:53

Yeah, so I still try to get the appointment because I have found that once the seller trusts me, okay, so once I get in the home and I develop the rapport and they trust me, then I will get there real… I’m just a sales guy. I don’t trust you when you’re on the phone. I’m not going to tell you when I’m going to sell because you’re the enemy, but once I’m their home and they trust me, usually, I can get it within one price reduction mostly. I’ll take a listing with a plan to at least reduce it one time and we can sell it.

Carley Hathaway27:28

You discuss that you will take it, but we will come back at a price reduction-

Dusty Cole27:36

Yeah, if I think we’re one level-

Carley Hathaway27:37

… at the listing appointment?

Dusty Cole27:39

Yeah. If I think we’re one level too high, I will tell them, “I think we’re one price reduction away.” In our marketplace, after 30 days, we could… Other marketplaces, it’s like three to seven days or something. In our marketplace, if we haven’t gotten a receptible offer in 30 days, then we need to do a price reduction, “Would that be okay?” and I nod my head.

Carley Hathaway28:01

Good.

Dusty Cole28:01

Yep, and they would say, “Yeah.”

Ren Jones28:04

It all boils down to do they have to move and do they have to move soon, and then there’s your-

Dusty Cole28:09

That’s exactly it, finding that motivation.

Ren Jones28:12

Yeah. If it’s no and no, then maybe it’s no.

Dusty Cole28:16

That’s right, and maybe I don’t want to work with them.

Ren Jones28:21

Here’s an interesting question from Kristen Henry, and there are like 200 answers to this, but if we can get a glimpse. In Vulcan7, you can set up folders and you can tag things and you can set up campaigns and things like that. She just wants to know if you have some basics on how you’re throwing things into different lead followup folders, some ideas.

Dusty Cole28:47

Yeah. We tried it at one stage where we had each part of the mail plan in a different folder, and that didn’t work for us, so we’ve just simplified it. I have a new lead folder and a followup folder, and Heather has a followup folder that she goes into every day where she mines through what she needs to do and then she puts it back into my folder. That’s as simple as we do it. I think they can overthink it a little bit. Just call.

Carley Hathaway29:17

Someone from Facebook is asking what is your followup script over the phone?

Dusty Cole29:23

I’ve talked to them once before, so I would just say, “I’m checking in about your house on 123 Main Street. I know we spoke before,” because they probably won’t remember me. “We spoke last week, last Wednesday in the afternoon. I was just calling to see if anything’s changed with the status of that property. Are you still interested in selling it?” It’s just another check-in. I’m not really trying to ask the perfect question. I’m just checking in with them and then they’ll give me something to work on. Does that make sense?

Carley Hathaway30:02

Yeah. Yeah. Yeah. You broke up a little bit, but I think we got the gist of it.

Ren Jones30:06

I think we did. Mark on Facebook, he wants to know, and it’s an interesting answer that you’re probably going to give him because he’s looking for a formula like what’s your followup timeframe for expireds like day one to day 30, and really, with expireds, you want to follow up, but you want to close because they don’t last long. Do you have a little strategy for how you play that game?

Dusty Cole30:34

Well, if I don’t reach them, of course, I’m calling them every day. For me, it’s depending on what that conversation is like, so if I can hear the motivation, like you said earlier, if there is a motivation and I can ask the right questions, but to hear it, I mean, is there a job change, was there a death in the family? Is there a divorce? If I get to hear some of that, I’m going to call them back much sooner than… But also the one I say I’m going to list in the spring and we’re talking in the fall, we get that a lot, I call them back in a week.

Ren Jones31:10

Yeah. Too many agents get into this check-in mode and check-in mode, and really you have to close hard and not really let those things go the way out. You’re just going to check in until a more stronger agent steals them from you. That’s all.

Dusty Cole31:25

Yeah. Go for the appointment.

Ren Jones31:27

Yeah, just get in front of them if they have to move, they have to move soon. Eric, yes, that’s true. He’s saying, “Do you try to stay away from talking negative about the previous agent?” Always.

Carley Hathaway31:37

Yeah. Yeah.

Dusty Cole31:42

Yeah, nothing to be gained from that.

Ren Jones31:43

Yeah. Yeah. Is it bad to be aggressive? Scott Henson, “Is it bad to be aggressive?”

Dusty Cole31:48

It’s not bad to be aggressive, but I kind of call knowing when to go in for the kill. I think, over time, you got to know when to go in for the kill.

Ren Jones31:57

Well, we’re in a unique situation. We’re modeling, we’re demonstrating what we’re selling to them as a listing agent is we’re going to be aggressive in getting your home sold, so why not?

Dusty Cole32:10

Yeah, so I think it’s how you want to be branded in the community, too. It’s a pretty small community here. It is not my nature and brand to be. I am known as aggressive and outgoing in my marketing approach, but I don’t want to be known as the sales guy that’s calling you, hounding you to get an appointment. I want to be known as the skilled market expert who takes enough time to get on the phone every day. It’s a fine line for me. Does that make sense?

Carley Hathaway32:43

Yeah, it does, so you want to be-

Dusty Cole32:44

I want them to appreciate my effort. That’s what I want them to do.

Carley Hathaway32:47

Yeah. Yeah, so I’m guessing customer service means a lot to you.

Dusty Cole32:52

It does, and word of mouth and whatnot.

Carley Hathaway32:54

How much of your business comes from referrals?

Dusty Cole32:58

The way my business last year was 25% expireds, 30% farming, and another 30% past clients and sphere, and the rest of it was internet and client calls and stuff like that.

Ren Jones33:13

Where’d that sphere come from? You haven’t been selling that long. Did it come from a previous life?

Dusty Cole33:20

I have a history. Our family has been in business in this community for a long time, so I did work those relationships.

Ren Jones33:29

Ah, okay, so you carried it over. Oh, nice.

Dusty Cole33:34

I leverage that, absolutely, and then I use Facebook to engage with those people pretty heavily.

Ren Jones33:41

Great.

Carley Hathaway33:43

How often do you touch your sphere?

Dusty Cole33:47

I mean, all my past clients, I try to touch quarterly at a minimum with a phone call, but I think Facebook is amazing for being able to stay in front of them without even trying. I’m into Facebook groups also. I’ve been growing Facebook a while.

Carley Hathaway34:05

Good. Good.

Ren Jones34:05

Good deal. Bart, buyers, I’m going to answer your question for you. Bart wants to know what marketing do you do to find buyers. You take lots of listings and make them homeless and, when they’re homeless, there you go.

Dusty Cole34:20

I have found that, of course, sellers become buyers.

Ren Jones34:23

That’s it. That’s it. You take a listing. Get it sold. They have nowhere to live. Now you make your own. I want to read a couple little things because we have to close out. If everybody that’s watching on Vulcan7, if they want to get involved with the Lead Gen Facebook group where we simulcast, they’re at facebook.com/groups/gotobjections, and I want to thank Aaron Wittenstein who runs that group. He runs a program called expiredmasteryelite.com. Finally, if you’re watching on Facebook and you’re not yet involved with Vulcan7, make sure to sign up at vulcan7.com/leadgen for a special deal.

35:07Now, I have a secret that Dusty isn’t sharing, but it is his secret, I promise. What happens is, after he has spent all this time calling people and setting appointments, he rewards himself. They have a little freezer in the back of his office, and he goes and gets some delicious Graeter’s mint chocolate chip, and that inspires him to do it again the next day, so look for a store near you.

Carley Hathaway35:35

Thank you so much for joining us, Dusty. It was a great interview. I think we all got a lot of takeaways from this. Thank you so much for being here.

Ren Jones35:43

Thanks. We appreciate it very much, and I hope everybody gets a second home down in Orange Beach or least goes down and says hi.

Dusty Cole35:50

Thank you. See you guys.

Ren Jones35:52

Yeah.

Carley Hathaway35:52

Bye. Thank you.

Ren Jones35:53

Thank you so much. We appreciate everything. I think there are a lot of good points here today, and there are some good questions. We’ll do it all again next week, folks. Don’t miss it.

36:06Bye, Carley.

Carley Hathaway36:06

Bye.

Ren Jones36:06

You look sunny there as always.

Carley Hathaway36:13

Yes.

36:13