S4 E4: Surrounded with Accountability!

Ren Jones (00:00):
Welcome to Roadmap, how to take three listings a week until you’re ready for more. Each week, we interview a great agent who’s consistently taking two, three, four listings a week, sometimes more, sometimes less. 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 the lead gen Facebook group, you’ll have an opportunity to ask questions during the broadcast. Get your questions in early, folks. Let me introduce my cohost from San Diego, Carley Hathaway. That’s carleyhathaway.com. Hi, Carley. How’s the real estate business?

Carley Hathaway (00:41):
Hi, Ron. Hi, everybody. Real estate is amazing. I definitely can’t complain.

Ren Jones (00:47):
Have you made your contacts for today?

Carley Hathaway (00:49):
I’ve made a few, but I’m not to my goal yet. My goal’s 27 a day, so I have another hour or so to go.

Ren Jones (00:54):
You have another hour to go. Yeah, I’ll come down and get you.

Carley Hathaway (00:57):
I know.

Ren Jones (00:58):
Before I introduce our guest today, I want to remind everyone we’re simulcasting the show as well on the private lead gen group on Facebook. They have over 50,000 members. I think it’s 51,000, could be 52. So we have a large audience there today as well. We will 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 the greater Salt Lake area and surrounding cities, Mr. Doug Cary. How are you, Doug?

Doug Cary (01:31):
I’m great, Ren. Thank you.

Ren Jones (01:32):
Good. Welcome to the show.

Doug Cary (01:34):
Thank you. Excited to be here.

Ren Jones (01:36):
We’re excited to have you here. Good deal. Well, we hope to learn a lot. And there are people watching the show that take one listing a month, a half a listing a month, two listings a month, three listings a month, so any ideas you can offer will really make a nice difference, so we appreciate you being here. And then we’re going to open it up for questions and answers later on. So first of all, there are people that they’re going to get off this call after the show, and they’re going to say, “I need to reach him because I have somebody moving to Salt Lake,” or, “I’m moving from Salt Lake to my city,” or wants to buy a second home in Salt Lake. How do they reach you?

Doug Cary (02:15):
They can call me or email me. The cell phone number is 801-450-09997. Email me at doug@dougcary.com.

Ren Jones (02:28):
Great. Or they could go to dougcary.com and find you too and learn about you as well. Is that right?

Doug Cary (02:35):
Correct.

Ren Jones (02:36):
Okay. Doug C-A-R-Y.

Doug Cary (02:39):
That’s right.

Ren Jones (02:39):
Because occasionally, there are other variations of that. Dougcary.com, perfect. Good. Well, folks, here’s your opportunity. Get a second home on Salt Lake, go skiing.

Carley Hathaway (02:50):
Yes.

Doug Cary (02:51):
There we go. Thanks, Ren.

Ren Jones (02:54):
Do you handle any areas where there are ski slopes?

Doug Cary (02:58):
Yeah. I work in a couple areas more Big Cottonwood, Little Cottonwood Canyon areas, or Snowbird and Alta.

Carley Hathaway (03:06):
I like Snowbird.

Doug Cary (03:08):
Also, around Snowbasin, which is up near Ogden.

Carley Hathaway (03:11):
Nice.

Ren Jones (03:12):
So folks, get a second home.

Carley Hathaway (03:14):
Yes. Send your referral to Doug.

Ren Jones (03:17):
There you go. Send your … Yes, send them to Doug and move up there. Good deal. Well, we want to learn about what your day is like.

Carley Hathaway (03:25):
Yeah. So Doug, what’s your goal this year?

Doug Cary (03:28):
Sell 75 homes.

Carley Hathaway (03:30):
Nice. And are you on track?

Doug Cary (03:32):
I’m a little behind.

Carley Hathaway (03:34):
Okay, all right.

Doug Cary (03:35):
But I’m making it up right now.

Carley Hathaway (03:36):
Okay, good. What are you adjusting or changing to make it up?

Doug Cary (03:41):
I’ve increased how many contacts I’m making per day. I was averaging about 35 a day for most of the year, and I’ve bumped that to 43 a day.

Carley Hathaway (03:52):
That’s amazing. You have great stamina I think on the phone. Huh?

Doug Cary (03:57):
I have to switch it up a lot to get that.

Carley Hathaway (04:00):
Okay, all right.

Ren Jones (04:01):
Going from 35 to 43, what’s timeframe for that?

Doug Cary (04:06):
I try and get it in before noon. Oftentimes, I’m making a little bit more prospecting whether I’m door knocking later in the day, or getting back on the phone.

Ren Jones (04:16):
All right, so a lot of times, sometimes you hit 43 before lunchtime.

Doug Cary (04:20):
Mm-hmm.

Carley Hathaway (04:20):
Wow.

Ren Jones (04:21):
Okay. And sometimes you don’t.

Doug Cary (04:23):
Sometimes I don’t.

Ren Jones (04:24):
So it’s somewhere right in that range. I mean, if you hit 75, or maybe you do stretch and hit 80, what’s that look like for you? I mean, what kind of income is that for a real estate agent in your market?

Doug Cary (04:37):
That’s $650,000.

Carley Hathaway (04:40):
We like that number.

Ren Jones (04:42):
That’s a good living, and you’re not even in a high tax state.

Doug Cary (04:46):
It’s a good living.

Carley Hathaway (04:48):
If you’re really hitting that many contacts, what time are you starting to get on the phone in the mornings?

Doug Cary (04:55):
So I start calling about 8:10, and then I do a role play at 8:30, from 8:30 to 9:00.

Ren Jones (05:01):
Got you.

Doug Cary (05:04):
And then from 9:00 until noon.

Carley Hathaway (05:07):
Okay, good, good. And who are your first calls right at 8:10?

Doug Cary (05:10):
Expireds, which we don’t have many. But first, I’m calling expireds and I’m calling for sale by owners, and I’m calling through some a little bit older, maybe the last couple weeks of for sale by owners and expireds. And then after that, do you want me to go through all of them?

Carley Hathaway (05:29):
Yeah, let’s go through all of them.

Ren Jones (05:31):
Yeah, how do you stack the deck?

Doug Cary (05:33):
Okay. So then I’ll call my database, my past clients and my center of influence. I call 15 of those a day. And then I’ll get on, whether I’m calling just listed or just sold, or absentees. And that usually fills up the rest of the day.

Ren Jones (05:53):
That does it. Okay, good.

Carley Hathaway (05:55):
And then if you didn’t reach your goal, you said then you go door knocking if you don’t have listing appointments.

Doug Cary (05:59):
Either door knocking around a new listing, or a new sale, or I’ll get back on the phone and try and catch some people later in the day that I didn’t catch in the morning.

Carley Hathaway (06:11):
Well, I think you have a pretty tight routine, which I think is really key, which we talk about every week. But I mean, it obviously helps you out.

Ren Jones (06:18):
So this is Monday through Friday?

Doug Cary (06:21):
Yes.

Ren Jones (06:21):
So you enjoy the weekends, or are you a seven day wonder?

Doug Cary (06:25):
No, I rarely work on the weekends.

Ren Jones (06:28):
Folks, pay attention, rarely, rarely, rarely. And I know some of you out there can’t say that.

Carley Hathaway (06:36):
I can’t.

Doug Cary (06:38):
If I can set a good listing appointment on a Saturday, and I know I’m open, I’ll go and take it.

Carley Hathaway (06:44):
So if it’s a sure thing, you’re saying.

Doug Cary (06:46):
Yeah.

Carley Hathaway (06:47):
Okay, so I’m guessing you pre-qual pretty aggressively.

Doug Cary (06:50):
Yeah. If it’s on Saturday, I need to know I’m going to take it.

Carley Hathaway (06:55):
It’s essentially already signed.

Doug Cary (06:56):
Yes.

Carley Hathaway (06:57):
Okay, good. I like it.

Ren Jones (06:59):
Good deal, good.

Carley Hathaway (07:00):
And then as far as role play, do you have different role play partners every day? Do you mix it up? What does that look like?

Doug Cary (07:08):
I mix it up. I’m in a role play group, and so I role play with the same person every day for one week. And then it changes the next week.

Carley Hathaway (07:17):
Yeah. I think that’s a good idea because you start to learn each other and you start to become friendly. And then it becomes a little funny, and you just figure out their quirks.

Doug Cary (07:27):
We don’t spend a lot of time together. One week, we role play the different scripts throughout the week, and then I get someone else.

Ren Jones (07:36):
Are you on one of those groups where they use Google Hangouts and role play and watch each other prospect and all that?

Doug Cary (07:45):
I do that. I prospect with one other agent on a Google Hangout every day.

Ren Jones (07:49):
Oh, okay, because I know there’s somewhere they have eight or 10 people on there, and they’re watching each other prospect. And if one of them disappears they’re like, “Charlie. Hey, Charlie, where are you?”

Doug Cary (08:02):
The big groups are hard for me to focus. One other person seems to be the best for me.

Ren Jones (08:07):
One’s enough. Okay. Perfect.

Carley Hathaway (08:10):
Okay, good. And do you have accountability partners as well.

Ren Jones (08:14):
I do. I have one that I talk to right at 8:00 in the morning, another two people that I talk to at 11:45 in the morning. And then I’ve got two other mastermind groups too, that we’re always texting each other.

Carley Hathaway (08:33):
And how do you feel like that helps you? Because I mean, does it help you stay on the calls? What does it do for your business?

Doug Cary (08:44):
It helps me get back on the phone later in the day. It helps me when I see somebody else say, “Hey, I just took listing number two for the week or number three for the week,” and I’m thinking, “Oh, my goodness, I’m not there yet. I’ve got to push it.” And we report back at the end of the day how many contacts, listings, appointments we took or set, and it’s very motivating for me.

Carley Hathaway (09:10):
Yeah, sounds like it keeps you on track, keeps you motivated, competitive.

Ren Jones (09:14):
And my story, I’ve got to tell you, Carley, that point made here is probably one of the most vital things in this call so far. When you consider how much negative pressure there is sometimes calling and all the rejection that you get, in the absence of an accountability partner, somebody that you’re saying, “I commit do doing this over the next three hours, I’m going to do this over the next … ” And then you report back, I mean, think how many times people go to the gym if somebody’s waiting for them there, versus if they’re going on their own. We’ll show up for other people more than we’ll show up for ourselves, so if a lot of you watching this show who don’t have accountability partners, and you have two of them, Doug.

Doug Cary (09:55):
More than that, yeah.

Carley Hathaway (09:58):
At least three or four.

Ren Jones (10:00):
Three or four. Okay, so you’ve got two a day, or I may have heard that all wrong. But you’re surrounding yourself with accountability. I mean, that drives it because you’ll do it versus not do it.

Carley Hathaway (10:14):
Agreed. And then I think role playing really helps. And you said you role play all the scripts. What scripts do you use?

Doug Cary (10:22):
So I’ll role play the expired, for sale by owner, some objection handlers another day, and then the listing presentation on one. I’ll do it one day and the other person will do it the other day.

Carley Hathaway (10:35):
What listing presentation though? Is there a coach you follow?

Doug Cary (10:38):
Yeah. Mike Ferry’s listing presentation.

Ren Jones (10:41):
Okay, so you’re involved with Mike Ferry. Wonderful.

Carley Hathaway (10:45):
So you follow Mike Ferry’s scripts, you follow the expired scripts, those, pre-quals.

Ren Jones (10:52):
Got you. Perfect. Well, those seem to be working for a lot of people, wonderful.

Doug Cary (10:57):
Work very well.

Carley Hathaway (10:57):
Okay. So we’re going to ask you the toughest question of the day. Are you comfortable doing a role play?

Doug Cary (11:02):
Sure.

Carley Hathaway (11:03):
Yeah. Okay. What should we do, expired of FSBO? What do you think?

Doug Cary (11:06):
You want me to choose? How about an expired?

Carley Hathaway (11:11):
Expired, okay, okay. I’ll be expired.

Doug Cary (11:14):
Okay. Ring, ring.

Carley Hathaway (11:16):
Hello.

Doug Cary (11:17):
Hello. I’m looking for Carley.

Carley Hathaway (11:19):
Speaking.

Doug Cary (11:20):
Hi, Carley. My name’s Doug. I’m a local real estate agent. I’m sure you know that your home came up on the computers today as an expired listing. And I was calling to see when you plan on interviewing to find the right agent with the right approach for the job of selling your home.

Carley Hathaway (11:37):
Oh, we have an agent.

Doug Cary (11:38):
Oh, you have an agent. Oh, okay. Now I’m curious, I saw it come off the market. Is that correct?

Carley Hathaway (11:42):
Yeah, yeah. It didn’t sell.

Doug Cary (11:44):
Oh, okay. Got you. Do you still want to sell the home?

Carley Hathaway (11:47):
Definitely, yeah.

Doug Cary (11:49):
Definitely, okay. If you had sold this, where were you looking to move to next?

Carley Hathaway (11:53):
To Utah.

Doug Cary (11:54):
To Utah?

Carley Hathaway (11:55):
Mm-hmm.

Doug Cary (11:55):
That’s a great place. What’s taking you to Utah?

Carley Hathaway (11:58):
I want to snowboard more.

Doug Cary (11:59):
You want to snowboard more, I don’t blame you. I do too.

Carley Hathaway (12:01):
Yeah.

Doug Cary (12:04):
So when are you going to Utah?

Carley Hathaway (12:05):
I mean, we want to get there as soon as possible, but this house has just been kind of a nightmare. It’s like a monkey on our back. You know?

Doug Cary (12:11):
Oh, my goodness, yeah. I hear you’re frustrated.

Carley Hathaway (12:15):
Very. I’m very frustrated.

Doug Cary (12:16):
Yeah. It was on the market for six months. Right?

Carley Hathaway (12:20):
It was. It was on the market for six months, and there was a few showings here and there. I mean, I know I have a beautiful home. I probably have the best home in the whole neighborhood, so I think it can sell. I just don’t know what’s going on now.

Doug Cary (12:34):
What do you think it was?

Carley Hathaway (12:38):
I don’t know. I honestly don’t know.

Doug Cary (12:39):
You don’t know. Okay. So if you could still sell the house, you absolutely still want to go and snowboard more.

Carley Hathaway (12:45):
Definitely. Yeah, that’s the goal.

Doug Cary (12:47):
Definitely. Okay. Well, Carley, I called this morning because I specialize in selling homes that didn’t sell. Over the time that I’ve been selling real estate for 13 years, we’ve sold a lot of homes that didn’t sell before. Oftentimes, it may just getting it back on the market with a more aggressive approach. Now are you open to professional advice?

Carley Hathaway (13:09):
Yeah, yeah, yeah. Definitely.

Doug Cary (13:10):
Okay. Well, hey, I wouldn’t mind popping by and taking a look at your home, seeing exactly why it didn’t sell, and what it would take to sell. I’ve got some time today. I could swing by at 4:00 or 5:30. Which would work for you?

Carley Hathaway (13:23):
What would you do different than my agent that I worked with this last time?

Doug Cary (13:28):
That’s a great question. And I don’t know exactly what was done. But what I do know is what it’ll take to sell the home today. So far this year while your house was on the market for six months, I sold 20, 23 other of my listings. Wouldn’t that be great?

Carley Hathaway (13:44):
That would be awesome.

Doug Cary (13:46):
Yeah. Well, why don’t I pop by? No pressure. Does 4:00 or 5:30 work better for you?

Carley Hathaway (13:52):
We could do 4:00 I guess if you’re going to be in the neighborhood.

Doug Cary (13:56):
Okay, great. And then I typically pre-qual right then.

Carley Hathaway (13:59):
Okay. Okay. Is there ever times that you don’t pre-qual and then call back the next day or something?

Doug Cary (14:06):
Sometimes. I always try and pre-qual right then. If the call went really long, or if they’re like, “I’ve got to go now,” I’ll set something else up, but I like to do it right away.

Ren Jones (14:20):
How often do you deal with a for sale by owner? Because sometimes that’s the trickier one, where you pre-qual immediately.

Doug Cary (14:26):
–

Ren Jones (14:26):
Pardon.

Doug Cary (14:29):
Yeah. I’ll try and pre-qual right away.

Ren Jones (14:32):
Right away, okay. Got you.

Carley Hathaway (14:35):
Well, that was awesome. Thank you. I’m going to re-watch that 10 times.

Ren Jones (14:40):
Because you’re doing a fair number of for sale by owners. How do you overcome the challenge where a for sale by owner, it’s Tuesday, you set an appointment for Thursday at 4:00, and then as you get closer and you’ve called back to re-confirm, and they want to push the date off, which they do, how do you work with that?

Doug Cary (15:01):
I try and get into a for sale by owner as soon as possible.

Ren Jones (15:06):
Okay, so you just move fast.

Doug Cary (15:07):
Oh, yeah. And same with an expired. I’m looking for this afternoon, or right away. I mean, I really hate to put it out until tomorrow. I will if I have to, but …

Ren Jones (15:22):
Okay. So you’re shooting for … So if you have open slots on the day you’re calling, you’ll try to fill those first.

Doug Cary (15:29):
Yeah. Because further out I put my appointments, the less likely they are to actually keep the appointment.

Ren Jones (15:35):
Just because of the strength of the market and probably some of your competition.

Doug Cary (15:39):
They open the door for me, they’re going to open the door for the next person.

Carley Hathaway (15:43):
Very true. I agree.

Ren Jones (15:46):
Got you.

Carley Hathaway (15:47):
Can I ask you, what are some red flags when you’re pre-qualing either expired or FSBOs? What are some key things that people would say that would make you not go on the listing appointment?

Doug Cary (15:57):
Asking about motivation, first of all. If I find out that they’re motivation is so low, and then it ties into price, they’re really … Especially an expired, their motivation is low and their priced $100,000 over, I don’t want to deal with that.

Ren Jones (16:19):
You refer those to your competition.

Doug Cary (16:22):
They’ve got somebody else they can call.

Ren Jones (16:24):
I’ve got somebody I’d like to have come over. Well, they’re not with your company. Well, that’s the purpose. There you go.

Doug Cary (16:31):
We’re not dealing so much anymore with lack of equity, but that used to be a big thing we’re going to have to look for.

Carley Hathaway (16:40):
Now it’s just they’re kind of overpricing it.

Doug Cary (16:42):
Yeah. It’s price and motivation.

Carley Hathaway (16:45):
Will you take a listing that’s overpriced if they make, say they make a commitment to lower it after a certain amount of time?

Doug Cary (16:51):
Yes, provided it’s not crazy overpriced.

Carley Hathaway (16:57):
So $20,000-

Ren Jones (16:57):
And if they have to move, Carley, if they have to move, they have to move, then they have to move quickly.

Doug Cary (17:03):
Yeah. If it’s 5%, 10% overpriced, that’s fine. But our market’s starting to change a little bit. We’re starting to see some changes, so I think I’m going to have to reevaluate how overpriced I want to take something.

Carley Hathaway (17:17):
Yeah, for sure. What’s your average price point?

Doug Cary (17:20):
Mine’s about 320.

Carley Hathaway (17:21):
Okay, okay. Cool.

Ren Jones (17:25):
Good deal.

Carley Hathaway (17:26):
That’s a good price point.

Doug Cary (17:29):
Yeah.

Ren Jones (17:30):
Fantastic. What do you do for mindset?

Doug Cary (17:33):
I’m always reading books, watching YouTube videos, listening to stuff from my coach, from Mike Ferry, talking to my broker, so always trying to fill my mind with something good, writing out affirmations, writing out my goals.

Ren Jones (17:56):
You do write those out, okay, and your goals. From what I gather, you’re paying attention to your numbers quite a bit, and your plan, because you knew exactly where you were on track, because a lot of people don’t know if they have to look. Well, I think I’ve sold this many.

Carley Hathaway (18:14):
Okay. So can we go to listings? Do you send a pre-listing packet?

Doug Cary (18:19):
Yes, I do, all the time.

Carley Hathaway (18:20):
Okay. What do you include?

Doug Cary (18:24):
I include the comparables. I include a contract, a plan of action, little track record about me, references. That’s about it.

Carley Hathaway (18:38):
Okay. I like it.

Ren Jones (18:38):
Perfect.

Carley Hathaway (18:41):
I think that’s so helpful because a lot of agents aren’t doing that, so that’s going to set you apart because it’s obviously going to make you look more professional.

Doug Cary (18:48):
It does. And people respect the work that you’ve put in already. And so I heard from somebody at one of Mike Ferry’s retreats a couple years ago. They said they try and get it out as soon as possible. And so I’ve tried to work at getting it a lot faster.

Ren Jones (19:07):
Do you send it with an Uber?

Doug Cary (19:10):
So I have a runner that works for me.

Ren Jones (19:12):
There you go.

Doug Cary (19:14):
And she’ll come in midday and take anything out.

Ren Jones (19:18):
You can take it to the bank with the answer to this question. I think I know what it may be, is: How long, from the time you walk in the front door to the time you leave, how long is that?

Doug Cary (19:30):
30 to 60 minutes.

Ren Jones (19:32):
30 to 60 minutes, which is half the time of an average agent, as we all know. And so what’s your batting average? You go to 10, how many do you take?

Doug Cary (19:44):
This year, I’ve actually done very well. I’m at 91% right now.

Carley Hathaway (19:49):
Wow.

Ren Jones (19:49):
Whoa, I love it.

Carley Hathaway (19:52):
That’s amazing.

Ren Jones (19:52):
That’s a great batting average.

Doug Cary (19:53):
Yeah. So I’ve been working on that. Last year, I was 75%.

Carley Hathaway (19:57):
Well, that’s a huge jump. What changes have you made?

Doug Cary (20:01):
It’s been a big jump. I’ve been a lot stronger on my pre-qual, making sure that I’m asking all the questions. In this market, I haven’t been turning down or canceling near as many of the appointments as I used to. But I’ll make sure that I’ve really set them up, set them up well. I’ve also, like I mentioned, my pre-listing package, that’s been improving, making sure that I probably get 90%, 95% of the packages out before I go out.

Carley Hathaway (20:37):
That’s awesome.

Ren Jones (20:38):
Great.

Doug Cary (20:39):
If I set an appointment for that day, obviously I can’t. Well, I can, sometimes I can.

Carley Hathaway (20:46):
Yeah. And then in that case, would you just bring it with you and kind of give it to them? Yeah.

Doug Cary (20:49):
Yeah.

Carley Hathaway (20:50):
Okay. And then maybe that listing appointment takes a little bit longer, but …

Doug Cary (20:57):
Yeah, sometimes. Sometimes, half the time, people don’t even look at your packet. They might crack it open. But the fact that you’ve done that work, it’s professional, they’re usually impressed by just simply the fact that you’ve dropped something by and you did work.

Carley Hathaway (21:17):
Yeah, I agree. I agree. And so what percentage of your listings and closings come from expireds, FSBOs, referrals, past clients?

Doug Cary (21:26):
50% come from past clients or sphere of influence, around 50. And then I think it’s about 20% from expireds right now. My for sale by owners aren’t near, aren’t as much. I turned a corner and I’m calling those a lot better now for the last month.

Carley Hathaway (21:47):
Good.

Ren Jones (21:48):
Good. We’ve got a lot of questions piling up, so we’ve got to dive into that. Lawrence Papalaya wants to know: What do you say if you get their voicemail? You’re calling and you get a voicemail. And now I’m sure that depends on if it’s an expired, a for sale by owner, or a past client. So what do we know?

Doug Cary (22:03):
So I don’t usually leave a voicemail on expireds and by owners, unless I haven’t been able to reach them for a while and I really want it.

Ren Jones (22:14):
I think we answered that. What is the most common objection do you have? Dan Hendricks wants to know. What is the most common objection you have during a listing presentation? And how do you respond to it?

Doug Cary (22:27):
My most common one is just the want to think about it or wait. And so I go through the … Couple things. One, do you absolutely want to sell? Two, we’ve talked a lot about price. Are you absolutely … Make sure they’re committed to that price, or they’re comfortable with the price. And then three, go through what I’m going to do to sell the home. Make sure they’re comfortable with that. So I’ll jump into my plan of action a little bit. I try not to go too in depth on that. And then close again.

Carley Hathaway (23:02):
Yeah, just keep closing. Right?

Doug Cary (23:04):
Yeah. Try to figure out what is that objection there.

Ren Jones (23:08):
Yeah, yeah, good. And then you keep closing because there you go. Because people do want to be closed. They’re testing you a little bit. And you can always apologize in that way. Just say, “You want me to be this strong when I’m representing you.” Good. Jay Coats is asking, and I think he means during the pre-qual. What does Doug mean when he says, “Asking all the questions”? I assume that means in pre-qualifications. Is that right?

Doug Cary (23:44):
Probably. Yeah. So I use Mike Ferry’s pre-qualification script. There’s more questions too, that I’ll ask. I like to go deeper in different topics, depending on what they say. That questionnaire or the script on Mike Ferry’s website is very much an outline. I’ll ask more as needed.

Ren Jones (24:08):
Good. So that way when you get there, you know because if I remember a typical question in a pre-qual is going to be something along the lines of: If what I say makes sense and you’re comfortable and confident that I can sell the home, do you plan to list your home with me when I come out at 4:00? Like that. So I mean, if they say no, now we’re in a whole new conversation.

Doug Cary (24:30):
Exactly.

Ren Jones (24:30):
So there you go. Lawrence, I don’t know how he’s going to answer this, Lawrence. Lawrence Papalaya says, “What is your unique selling proposition?”

Doug Cary (24:41):
Unique selling proposition, well, I always go to the passive or the active versus passive marketing.

Ren Jones (24:49):
Got you.

Doug Cary (24:50):
And talk about how active I am out there, constantly look for buyers for my listings and listings for my buyers, prospecting every morning. That’s about usually all I have to do.

Carley Hathaway (25:05):
Cool.

Ren Jones (25:05):
Good, good.

Carley Hathaway (25:08):
I mean, Doug, your batting average is 91%, or 95% I think you said at one point.

Doug Cary (25:14):
91.

Carley Hathaway (25:15):
Okay. How long did it take you to really internalize the script? And what did it take to get you there? How much did you practice? How much did you watch videos? What did you do to really perfect the Mike Ferry listing presentation?

Doug Cary (25:32):
I was never one to hand write it very much. It drove me crazy. But I chant it all the time. I had one of my coaches, I think for three months in a row, every day I had to call and leave him a message on his voicemail, chanting the listing presentation.

Carley Hathaway (25:53):
That’s incredible.

Doug Cary (25:55):
And so just chanting, and then role play. I’ve always …

Ren Jones (26:01):
Role play, accountability, accountability, coaching, accountability, role play, I mean, folks, keep sharpen the ax and then cut down the tree.

Carley Hathaway (26:12):
And then staying on the phone for a good two, three hours every morning.

Ren Jones (26:15):
Surround yourself with accountability. Get a lot of shadow, Carley, shadow. Do you do any shadowing, Doug? Do you ever go visit somebody else and watch them for a day?

Doug Cary (26:26):
I have, yeah. I haven’t done it that much. I’ve done it twice.

Ren Jones (26:30):
Yeah, you’ve done it twice. Okay. Did that make a difference?

Doug Cary (26:34):
Yes. It’s very impactful.

Carley Hathaway (26:36):
I agree.

Doug Cary (26:37):
Yeah.

Carley Hathaway (26:38):
I think it’s good to-

Doug Cary (26:39):
I have to do it more often.

Carley Hathaway (26:40):
Yeah. And I think it’s good to do it every couple months to reinvigorate you. You know?

Doug Cary (26:45):
Yeah.

Ren Jones (26:46):
Yeah. That’s it. That’s it. Well, this has been an exciting show. Doug, we’re very, very grateful for the information. And if everybody’s taking good notes, they’re going to all of a sudden surround themselves with accountability, and they too will take at least one listing a week, if not two. And by golly, those paychecks, your bankers will love you, folks. They will love you. Let me read my last little thing. If you’re watching on Vulcan7 and you want to get involved with the lead gen Facebook group, who airs our show as well, they are at Facebook.com/groups/gotobjections.

(27:23):
I want to thank Aaron Wittenstein, who runs the group. He’s a real give back guy. And 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 very special deal.

(27:42):
And then everybody’s waiting to know. What is Doug’s real secret? You heard all this other stuff, but there’s one secret he doesn’t want to share. And what he does is after he’s made his 43 contacts, so a lot of times it may not be until 1:30, 1:35, he gets delicious Graeter’s mint chocolate chip and enjoys it. It’s the only one for listings taken. The other flavors are for buyers. But the mint chocolate chip, you can get Graeter’s all over North America. Go to graeters.com. If the listing is slow to sell, dig a hole in the front yard and bury it upside down and it will sell. It will be under contract with a pending sign right away.

Carley Hathaway (28:23):
Yeah.

Ren Jones (28:24):
Where else can you get that from your ice cream? See you guys next week when we interview another rock star who’s making a lot of money. Doug doesn’t work on weekends.

Carley Hathaway (28:35):
No weekends for Doug. Doug, thank you so much.

Ren Jones (28:38):
Thank you so much, Doug, we appreciate it a lot.

Carley Hathaway (28:39):
I think we all have some great takeaways. Thank you.

Ren Jones (28:42):
See everybody next week.