Doug Cary on the accountability partners he reports to every day

Ren Jones00:00

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 Hathaway00:41

Hi, Ron. Hi, everybody. Real estate is amazing. I definitely can’t complain.

Ren Jones00:47

Have you made your contacts for today?

Carley Hathaway00:49

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 Jones00:54

You have another hour to go. Yeah, I’ll come down and get you.

Carley Hathaway00:57

I know.

Ren Jones00:58

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 Cary01:31

I’m great, Ren. Thank you.

Ren Jones01:32

Good. Welcome to the show.

Doug Cary01:34

Thank you. Excited to be here.

Ren Jones01:36

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 Cary02:15

They can call me or email me. The cell phone number is 801-450-09997. Email me at doug@dougcary.com.

Ren Jones02:28

Great. Or they could go to dougcary.com and find you too and learn about you as well. Is that right?

Doug Cary02:35

Correct.

Ren Jones02:36

Okay. Doug C-A-R-Y.

Doug Cary02:39

That’s right.

Ren Jones02:39

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 Hathaway02:50

Yes.

Doug Cary02:51

There we go. Thanks, Ren.

Ren Jones02:54

Do you handle any areas where there are ski slopes?

Doug Cary02:58

Yeah. I work in a couple areas more Big Cottonwood, Little Cottonwood Canyon areas, or Snowbird and Alta.

Carley Hathaway03:06

I like Snowbird.

Doug Cary03:08

Also, around Snowbasin, which is up near Ogden.

Carley Hathaway03:11

Nice.

Ren Jones03:12

So folks, get a second home.

Carley Hathaway03:14

Yes. Send your referral to Doug.

Ren Jones03:17

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 Hathaway03:25

Yeah. So Doug, what’s your goal this year?

Doug Cary03:28

Sell 75 homes.

Carley Hathaway03:30

Nice. And are you on track?

Doug Cary03:32

I’m a little behind.

Carley Hathaway03:34

Okay, all right.

Doug Cary03:35

But I’m making it up right now.

Carley Hathaway03:36

Okay, good. What are you adjusting or changing to make it up?

Doug Cary03:41

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 Hathaway03:52

That’s amazing. You have great stamina I think on the phone. Huh?

Doug Cary03:57

I have to switch it up a lot to get that.

Carley Hathaway04:00

Okay, all right.

Ren Jones04:01

Going from 35 to 43, what’s timeframe for that?

Doug Cary04:06

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 Jones04:16

All right, so a lot of times, sometimes you hit 43 before lunchtime.

Doug Cary04:20

Mm-hmm.

Carley Hathaway04:20

Wow.

Ren Jones04:21

Okay. And sometimes you don’t.

Doug Cary04:23

Sometimes I don’t.

Ren Jones04:24

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 Cary04:37

That’s $650,000.

Carley Hathaway04:40

We like that number.

Ren Jones04:42

That’s a good living, and you’re not even in a high tax state.

Doug Cary04:46

It’s a good living.

Carley Hathaway04:48

If you’re really hitting that many contacts, what time are you starting to get on the phone in the mornings?

Doug Cary04:55

So I start calling about 8:10, and then I do a role play at 8:30, from 8:30 to 9:00.

Ren Jones05:01

Got you.

Doug Cary05:04

And then from 9:00 until noon.

Carley Hathaway05:07

Okay, good, good. And who are your first calls right at 8:10?

Doug Cary05:10

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 Hathaway05:29

Yeah, let’s go through all of them.

Ren Jones05:31

Yeah, how do you stack the deck?

Doug Cary05:33

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 Jones05:53

That does it. Okay, good.

Carley Hathaway05:55

And then if you didn’t reach your goal, you said then you go door knocking if you don’t have listing appointments.

Doug Cary05:59

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 Hathaway06:11

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 Jones06:18

So this is Monday through Friday?

Doug Cary06:21

Yes.

Ren Jones06:21

So you enjoy the weekends, or are you a seven day wonder?

Doug Cary06:25

No, I rarely work on the weekends.

Ren Jones06:28

Folks, pay attention, rarely, rarely, rarely. And I know some of you out there can’t say that.

Carley Hathaway06:36

I can’t.

Doug Cary06:38

If I can set a good listing appointment on a Saturday, and I know I’m open, I’ll go and take it.

Carley Hathaway06:44

So if it’s a sure thing, you’re saying.

Doug Cary06:46

Yeah.

Carley Hathaway06:47

Okay, so I’m guessing you pre-qual pretty aggressively.

Doug Cary06:50

Yeah. If it’s on Saturday, I need to know I’m going to take it.

Carley Hathaway06:55

It’s essentially already signed.

Doug Cary06:56

Yes.

Carley Hathaway06:57

Okay, good. I like it.

Ren Jones06:59

Good deal, good.

Carley Hathaway07:00

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 Cary07:08

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 Hathaway07:17

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 Cary07:27

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 Jones07:36

Are you on one of those groups where they use Google Hangouts and role play and watch each other prospect and all that?

Doug Cary07:45

I do that. I prospect with one other agent on a Google Hangout every day.

Ren Jones07:49

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 Cary08:02

The big groups are hard for me to focus. One other person seems to be the best for me.

Ren Jones08:07

One’s enough. Okay. Perfect.

Carley Hathaway08:10

Okay, good. And do you have accountability partners as well.

Ren Jones08:14

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 Hathaway08:33

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 Cary08:44

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 Hathaway09:10

Yeah, sounds like it keeps you on track, keeps you motivated, competitive.

Ren Jones09:14

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 Cary09:55

More than that, yeah.

Carley Hathaway09:58

At least three or four.

Ren Jones10:00

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 Hathaway10:14

Agreed. And then I think role playing really helps. And you said you role play all the scripts. What scripts do you use?

Doug Cary10:22

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 Hathaway10:35

What listing presentation though? Is there a coach you follow?

Doug Cary10:38

Yeah. Mike Ferry’s listing presentation.

Ren Jones10:41

Okay, so you’re involved with Mike Ferry. Wonderful.

Carley Hathaway10:45

So you follow Mike Ferry’s scripts, you follow the expired scripts, those, pre-quals.

Ren Jones10:52

Got you. Perfect. Well, those seem to be working for a lot of people, wonderful.

Doug Cary10:57

Work very well.

Carley Hathaway10:57

Okay. So we’re going to ask you the toughest question of the day. Are you comfortable doing a role play?

Doug Cary11:02

Sure.

Carley Hathaway11:03

Yeah. Okay. What should we do, expired of FSBO? What do you think?

Doug Cary11:06

You want me to choose? How about an expired?

Carley Hathaway11:11

Expired, okay, okay. I’ll be expired.

Doug Cary11:14

Okay. Ring, ring.

Carley Hathaway11:16

Hello.

Doug Cary11:17

Hello. I’m looking for Carley.

Carley Hathaway11:19

Speaking.

Doug Cary11:20

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 Hathaway11:37

Oh, we have an agent.

Doug Cary11:38

Oh, you have an agent. Oh, okay. Now I’m curious, I saw it come off the market. Is that correct?

Carley Hathaway11:42

Yeah, yeah. It didn’t sell.

Doug Cary11:44

Oh, okay. Got you. Do you still want to sell the home?

Carley Hathaway11:47

Definitely, yeah.

Doug Cary11:49

Definitely, okay. If you had sold this, where were you looking to move to next?

Carley Hathaway11:53

To Utah.

Doug Cary11:54

To Utah?

Carley Hathaway11:55

Mm-hmm.

Doug Cary11:55

That’s a great place. What’s taking you to Utah?

Carley Hathaway11:58

I want to snowboard more.

Doug Cary11:59

You want to snowboard more, I don’t blame you. I do too.

Carley Hathaway12:01

Yeah.

Doug Cary12:04

So when are you going to Utah?

Carley Hathaway12:05

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 Cary12:11

Oh, my goodness, yeah. I hear you’re frustrated.

Carley Hathaway12:15

Very. I’m very frustrated.

Doug Cary12:16

Yeah. It was on the market for six months. Right?

Carley Hathaway12:20

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 Cary12:34

What do you think it was?

Carley Hathaway12:38

I don’t know. I honestly don’t know.

Doug Cary12:39

You don’t know. Okay. So if you could still sell the house, you absolutely still want to go and snowboard more.

Carley Hathaway12:45

Definitely. Yeah, that’s the goal.

Doug Cary12:47

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 Hathaway13:09

Yeah, yeah, yeah. Definitely.

Doug Cary13:10

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 Hathaway13:23

What would you do different than my agent that I worked with this last time?

Doug Cary13:28

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 Hathaway13:44

That would be awesome.

Doug Cary13:46

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

Carley Hathaway13:52

We could do 4:00 I guess if you’re going to be in the neighborhood.

Doug Cary13:56

Okay, great. And then I typically pre-qual right then.

Carley Hathaway13:59

Okay. Okay. Is there ever times that you don’t pre-qual and then call back the next day or something?

Doug Cary14:06

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 Jones14:20

How often do you deal with a for sale by owner? Because sometimes that’s the trickier one, where you pre-qual immediately.

Doug Cary14:26

–

Ren Jones14:26

Pardon.

Doug Cary14:29

Yeah. I’ll try and pre-qual right away.

Ren Jones14:32

Right away, okay. Got you.

Carley Hathaway14:35

Well, that was awesome. Thank you. I’m going to re-watch that 10 times.

Ren Jones14:40

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 Cary15:01

I try and get into a for sale by owner as soon as possible.

Ren Jones15:06

Okay, so you just move fast.

Doug Cary15:07

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 Jones15:22

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 Cary15:29

Yeah. Because further out I put my appointments, the less likely they are to actually keep the appointment.

Ren Jones15:35

Just because of the strength of the market and probably some of your competition.

Doug Cary15:39

They open the door for me, they’re going to open the door for the next person.

Carley Hathaway15:43

Very true. I agree.

Ren Jones15:46

Got you.

Carley Hathaway15:47

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 Cary15:57

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 Jones16:19

You refer those to your competition.

Doug Cary16:22

They’ve got somebody else they can call.

Ren Jones16:24

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 Cary16:31

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 Hathaway16:40

Now it’s just they’re kind of overpricing it.

Doug Cary16:42

Yeah. It’s price and motivation.

Carley Hathaway16:45

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 Cary16:51

Yes, provided it’s not crazy overpriced.

Carley Hathaway16:57

So $20,000-

Ren Jones16:57

And if they have to move, Carley, if they have to move, they have to move, then they have to move quickly.

Doug Cary17:03

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 Hathaway17:17

Yeah, for sure. What’s your average price point?

Doug Cary17:20

Mine’s about 320.

Carley Hathaway17:21

Okay, okay. Cool.

Ren Jones17:25

Good deal.

Carley Hathaway17:26

That’s a good price point.

Doug Cary17:29

Yeah.

Ren Jones17:30

Fantastic. What do you do for mindset?

Doug Cary17:33

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 Jones17:56

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 Hathaway18:14

Okay. So can we go to listings? Do you send a pre-listing packet?

Doug Cary18:19

Yes, I do, all the time.

Carley Hathaway18:20

Okay. What do you include?

Doug Cary18:24

I include the comparables. I include a contract, a plan of action, little track record about me, references. That’s about it.

Carley Hathaway18:38

Okay. I like it.

Ren Jones18:38

Perfect.

Carley Hathaway18:41

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 Cary18:48

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 Jones19:07

Do you send it with an Uber?

Doug Cary19:10

So I have a runner that works for me.

Ren Jones19:12

There you go.

Doug Cary19:14

And she’ll come in midday and take anything out.

Ren Jones19:18

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 Cary19:30

30 to 60 minutes.

Ren Jones19:32

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 Cary19:44

This year, I’ve actually done very well. I’m at 91% right now.

Carley Hathaway19:49

Wow.

Ren Jones19:49

Whoa, I love it.

Carley Hathaway19:52

That’s amazing.

Ren Jones19:52

That’s a great batting average.

Doug Cary19:53

Yeah. So I’ve been working on that. Last year, I was 75%.

Carley Hathaway19:57

Well, that’s a huge jump. What changes have you made?

Doug Cary20:01

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 Hathaway20:37

That’s awesome.

Ren Jones20:38

Great.

Doug Cary20:39

If I set an appointment for that day, obviously I can’t. Well, I can, sometimes I can.

Carley Hathaway20:46

Yeah. And then in that case, would you just bring it with you and kind of give it to them? Yeah.

Doug Cary20:49

Yeah.

Carley Hathaway20:50

Okay. And then maybe that listing appointment takes a little bit longer, but …

Doug Cary20:57

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 Hathaway21:17

Yeah, I agree. I agree. And so what percentage of your listings and closings come from expireds, FSBOs, referrals, past clients?

Doug Cary21:26

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 Hathaway21:47

Good.

Ren Jones21:48

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 Cary22:03

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 Jones22:14

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 Cary22:27

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 Hathaway23:02

Yeah, just keep closing. Right?

Doug Cary23:04

Yeah. Try to figure out what is that objection there.

Ren Jones23:08

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 Cary23:44

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 Jones24:08

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 Cary24:30

Exactly.

Ren Jones24:30

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 Cary24:41

Unique selling proposition, well, I always go to the passive or the active versus passive marketing.

Ren Jones24:49

Got you.

Doug Cary24:50

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 Hathaway25:05

Cool.

Ren Jones25:05

Good, good.

Carley Hathaway25:08

I mean, Doug, your batting average is 91%, or 95% I think you said at one point.

Doug Cary25:14

91.

Carley Hathaway25:15

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 Cary25:32

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 Hathaway25:53

That’s incredible.

Doug Cary25:55

And so just chanting, and then role play. I’ve always …

Ren Jones26:01

Role play, accountability, accountability, coaching, accountability, role play, I mean, folks, keep sharpen the ax and then cut down the tree.

Carley Hathaway26:12

And then staying on the phone for a good two, three hours every morning.

Ren Jones26:15

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 Cary26:26

I have, yeah. I haven’t done it that much. I’ve done it twice.

Ren Jones26:30

Yeah, you’ve done it twice. Okay. Did that make a difference?

Doug Cary26:34

Yes. It’s very impactful.

Carley Hathaway26:36

I agree.

Doug Cary26:37

Yeah.

Carley Hathaway26:38

I think it’s good to-

Doug Cary26:39

I have to do it more often.

Carley Hathaway26:40

Yeah. And I think it’s good to do it every couple months to reinvigorate you. You know?

Doug Cary26:45

Yeah.

Ren Jones26:46

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.

27:23I 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.

27:42And 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 Hathaway28:23

Yeah.

Ren Jones28:24

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 Hathaway28:35

No weekends for Doug. Doug, thank you so much.

Ren Jones28:38

Thank you so much, Doug, we appreciate it a lot.

Carley Hathaway28:39

I think we all have some great takeaways. Thank you.

Ren Jones28:42

See everybody next week.

28:42