S5 E16: These Scripts & Dialogues Work!

Ren Jones (00:04):
It’s that time. 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 taking 2, 3, 4 listings a week. And we have an exciting guest today. We encourage you to take notes and apply as much of the 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. Let me introduce my co-host from San Diego, Carley Hathaway. That’s carleyhathaway.com. Hi, Carley. How’s the real estate business?

Carley Hathaway (00:49):
Hi, Ren. Hi, everybody. Real estate is great. I am loving being a listing agent, so happy to not drive people around as a buyer’s agent. Things are going really good.

Ren Jones (00:59):
Good. And you have closings, closings, closings. I know you’re doing a lot… Making a lot of calls and hitting a lot of success.

Carley Hathaway (01:07):
Lot of calls. So, I did seven hour calling prospecting on Monday. It went really well.

Ren Jones (01:13):
Seven hours?

Carley Hathaway (01:16):
Everything hurt when I was done, but it was worth it.

Ren Jones (01:20):
Except your bank account didn’t hurt at all.

Carley Hathaway (01:24):
No.

Ren Jones (01:24):
All right. Before I introduce our guest today, I want to remind everybody that we’re simulcasting the show on the private Lead Gen Facebook group. They have roughly 51,000 members, so we have a large audience there today as well. And we’ll be pausing for our commercial message during the show as a thank you to the Lead Gen folks. So, let’s welcome our guest today, from beautiful central Oregon, Redmond Ben, Mr. Tim Davis. Hi, Tim.

Tim Davis (01:55):
Thank you. Good to be here.

Ren Jones (01:56):
Glad you’re here.

Tim Davis (01:58):
Yeah.

Ren Jones (01:58):
And folks, Redmond is near Bend, right? Bend and Redmond are side by side, and anywhere in central Oregon. So, if you know somebody that wants to move there or sell their home there, call Mr. Tim Davis.

Tim Davis (02:13):
I appreciate it.

Ren Jones (02:15):
That’s right.

Tim Davis (02:16):
29 years. Yeah.

Ren Jones (02:18):
29? Good job.

Carley Hathaway (02:21):
I like it.

Ren Jones (02:21):
That’s exciting. What’s the goal for this year?

Tim Davis (02:25):
Close to 189.

Ren Jones (02:30):
189 is the goal closed. Okay, good.

Carley Hathaway (02:33):
I like it.

Ren Jones (02:35):
Fantastic. And Tim’s got this really boring life. He makes a lot of money and he has a lot of time to spend it because he does that one thing, that one thing every morning, right?

Tim Davis (02:49):
That’s right. Prospect.

Ren Jones (02:50):
Prospect.

Carley Hathaway (02:51):
Every morning. No matter… Okay. So, let me ask you this, you’ve been doing this for almost 30 years, you still get up every morning and prospect?

Tim Davis (03:00):
I do. Yeah. I have to. It’s kind of a habit.

Carley Hathaway (03:03):
Yeah. Okay. All right.

Tim Davis (03:04):
And if I do miss it in the morning, honestly, then I will pick it up at night or midday, but I make it happen.

Ren Jones (03:10):
You get it-

Carley Hathaway (03:12):
Okay. And what’s your number of contacts you try to reach a day?

Tim Davis (03:15):
45.

Carley Hathaway (03:17):
Wow. Okay. All right. What time do you get on the phones normally?

Tim Davis (03:24):
About 8:30.

Carley Hathaway (03:25):
Okay. All right. How long about does it take you to get your 45 contacts?

Tim Davis (03:33):
I’ll hit it right at about noon.

Ren Jones (03:36):
All right. It’s about 12 an hour.

Tim Davis (03:39):
Yeah.

Ren Jones (03:39):
14 an hour. 12, 14 an hour.

Tim Davis (03:41):
Depending on what I’m calling, of course. Just listed, just sold calls. Of course, you can get more numbers that way.

Ren Jones (03:50):
Can you pick up some speed on that?

Tim Davis (03:51):
Yeah. For sale owners and expired’s now, especially with the market, not as many and more people calling them. So, it takes longer to get through those.

Ren Jones (04:03):
And your database, too, you’re calling them? Good.

Carley Hathaway (04:08):
Do you have a schedule, time blocking when you call who? Does it depend on the mood? How do you decide who you’re going to call in the mornings?

Tim Davis (04:15):
I always start with new expired’s first thing. Yeah. I do have a schedule. Then, I’ll roll into for sale by owners after that. And then, I’ll throw in a little past client sphere just to keep it interesting. So you don’t get the mundane boring-ness every day.

Ren Jones (04:36):
Shift through the gears.

Tim Davis (04:38):
Yeah, exactly. Hit all the categories.

Carley Hathaway (04:40):
Yeah. Okay.

Tim Davis (04:41):
But that’s pretty much what the morning schedule is with that.

Ren Jones (04:47):
So yeah, I mean, no call reluctance, obviously. Calling people is not a problem.

Tim Davis (04:52):
No.

Ren Jones (04:52):
And the population in the area you’re calling… Roughly, what is that population?

Tim Davis (04:59):
Well, in Redmond, we’re a lot bigger now. We’re close to almost 30,000 now.

Ren Jones (05:03):
And Bend?

Tim Davis (05:04):
In Bend it’s getting really huge, they’re 75 now. About 75,000.

Ren Jones (05:13):
All right. So, with all the little towns and whatnot, so maybe 120?

Tim Davis (05:20):
Yeah. And that’s it. We have all the surrounding smaller communities. And they’re in that 20 range, 20 to 30,000 people.

Ren Jones (05:28):
So folks, figure out… And there are people where they’re in cities with a million, 2 million, 3 million, 5 million. All you need is a little part of town, 120,000 to do 189 sales a year.

Tim Davis (05:43):
Yeah. Anything you can service, you can cover it.

Carley Hathaway (05:46):
Got to make those phone calls. So, let me ask you this, you said you feel like more recently it’s a little bit more competitive calling those expired’s even in a smaller area like yours. Does that discourage you? When you get on the phone and maybe you’re the fifth or sixth phone call, does that kind of, “Okay. Let me hang up.” Or how do you handle that?

Tim Davis (06:07):
That’s a really good question. No, it doesn’t really discourage me because I just close more. I think a lot of agents get on the phone with them, go through the initial script, maybe one close the end. So, I’ll just keep going back in there and close two or three more times. So, it warms them up. A lot of them, at that time, will get tired, or I’ll go just for the appointment right out of the gate. That’s in my service area. I just sold 15 homes in that area in the last couple of months. Let’s just set it up right now. So, it makes it… I like that, actually.

Carley Hathaway (06:53):
Gives you something a little bit…

Tim Davis (06:56):
Yeah. I mean, either gets them… They’re set to set the appointment and they’re ready to go, or they’re not motivated and you’re onto the next one.

Ren Jones (07:06):
So I mean, really, Carley, you nailed it on the head because that is one of the biggest issues. So many agents, they get to no and they hang up. There’s the, “I’m sorry.” They hang up. Whereas, you keep going back, you keep going back in.

Tim Davis (07:16):
Yeah. Because the expired’s more a little frustrated, of course. So, it takes a little bit more to get them there than four or five questions. So, that’s mine. I try to ask more questions, stay on there a little longer with them.

Ren Jones (07:32):
So, how do you get them to… When they’re ready to hang up, what do you say that gets them to stay a little longer?

Tim Davis (07:38):
I’ll ask, “If you really could move, would you still? Do you really want to move? Do you still want to…” Whatever they told me, I’ll go back to that motivation. But also-

Ren Jones (07:49):
What about, say, a previous agent, “We’re just going to stay with Mary.”

Tim Davis (07:52):
I can appreciate you want to stay with Mary. I just want definitely give you a second opinion just to make sure everything happens this time. Would that help you? I put more of a ask for permission on the close for what their goal is, and that works out really well.

Ren Jones (08:12):
“Would that help you?” I like that one.

Carley Hathaway (08:14):
Yeah.

Ren Jones (08:15):
I got to write that one down.

Tim Davis (08:15):
It’s more of a-

Carley Hathaway (08:17):
Being there for service is helpful.

Tim Davis (08:18):
Yeah.

Ren Jones (08:21):
“Would that help you?” Yeah, that is-

Tim Davis (08:22):
Absolutely.

Ren Jones (08:23):
I have not heard that one. Every year-

Tim Davis (08:27):
It’s more to the… The consumer, I think, with the hard close on the phone, they get so much of that for so long. Where, I think, if you’re lightening that up, it’s more conversational, but with questions based on their needs and really listening. And I throw that in.

Carley Hathaway (08:49):
What about the, “I’m just not going to sell it. We’re just not selling. I got to go. We’re just not selling.”

Tim Davis (08:55):
You’re not selling? I understand that. If you got an offer today, would you look at it?

Carley Hathaway (09:00):
Yeah, I probably would.

Tim Davis (09:00):
Okay, great.

Ren Jones (09:03):
Then, that’s what he did. He just said, “Would you look at it?” He’s reduced it to the ridiculous.

Carley Hathaway (09:08):
Yeah. Would you look at it?

Ren Jones (09:09):
If you got an offer today, would you still want to sell it? “Well, I don’t know.” But if you say, “If got an offer today, would you look at it?” Look at the temptation of that. Well, like you’re saying, you wouldn’t even look at it?

Carley Hathaway (09:20):
And I like how you keep it simple because a lot of times we hear, “Well, if I brought you a full price cash offer right now, would you still sell your home?” I like that you kept it simple.

Tim Davis (09:31):
Yeah. Well, thank you. Yeah. That works good.

Carley Hathaway (09:33):
Yeah. Okay. So, my other big objection I get with FSBOs is, “Yeah. Whatever. Bring me a buyer. Yeah. Come by if you have a buyer. Whatever. Yeah. Do you have a buyer? Call me later.”

Tim Davis (09:46):
Okay. I can appreciate that. We can always bring you a buyer, right? But I’d really like to know is what you want to net out of the property, where you want to go and what’s important to you in the process. So, let’s just set up a time and, actually, I can do it at two today and we’ll just see what your goal is. Sound good?

Carley Hathaway (10:08):
Sounds good. I like that.

Ren Jones (10:09):
Oh, my gosh. I mean, you want to play the last five minutes of these responses over and over and internalize it, because you would then set more appointment.

Tim Davis (10:22):
Yeah.

Carley Hathaway (10:23):
I like it. That’s a good one. Okay-

Ren Jones (10:24):
Carley, where else are you stuck? Because Carley’s making calls every day.

Carley Hathaway (10:27):
Yeah.

Ren Jones (10:29):
Where else? I mean-

Carley Hathaway (10:30):
Okay. So, the other ones with FSBOs that I’m getting hung up on is, “Yeah. Just come to my open house on Saturday. Just come to my open house.”

Tim Davis (10:38):
Yeah. I’m glad you brought that up because that’s a good one right now. I appreciate you saying that. So, we can always just come to the open house, but there’s no way when they come to the open house that I can really see if I can get your home sold. So, what I’d like to do is just set up a time, I can always come to the open house, but set up a time just us together and show you our marketing plan. All right? It’ll only take 10 to 15 minutes, no obligation. Does that work for you? I got some time today or tomorrow.

Carley Hathaway (11:11):
Just shoot me an email.

Tim Davis (11:13):
Shoot me an email? I can appreciate that. And let me ask you, what time do you guys get home at night?

Carley Hathaway (11:18):
Usually, I’m home around four.

Tim Davis (11:20):
Four o’clock? Okay. So, four or, say, 4:30, could I just pop by and say hi?

Carley Hathaway (11:26):
I suppose that could work.

Tim Davis (11:27):
Awesome. I’ll see you then. Thanks.

Carley Hathaway (11:29):
All right. I think it’s-

Tim Davis (11:32):
Something like that. I try to… Instead of just… If I didn’t get the appointment, is go see you. Get there.

Ren Jones (11:37):
And the tonality is relaxed and calm and-

Carley Hathaway (11:40):
Very relaxed

Ren Jones (11:42):
And not too formal.

Tim Davis (11:45):
Yeah. Got to be conversational.

Ren Jones (11:47):
Yeah.

Tim Davis (11:47):
Yeah. Has to stay conversational.

Ren Jones (11:50):
Yeah. Do a couple more, Carley. This real… I mean, we’re going to… There’s a little tape reel here.

Carley Hathaway (11:57):
Okay.

Tim Davis (11:58):
Give me some good ones.

Carley Hathaway (12:00):
I’ve gotten some good ones. Okay. So, I have a FSBO guy, but he’s a contractor too, so he knows his stuff. So, after the, “Well, where are you going to be moving next?” “None of your business.”

Tim Davis (12:14):
Where are you going to be… “None of your business.”? So, he’s a contractor. Okay. I appreciate that. So, is your goal to grow your business or find other properties?

Carley Hathaway (12:31):
Find other properties. I just find need to get out of this and move on to the next one.

Tim Davis (12:37):
Fin other properties? Move on to the next one? Okay.

Carley Hathaway (12:37):
I can sell it… I can sell it myself.

Tim Davis (12:40):
Sure. I can understand that. You can definitely try to sell it yourself, you bet. If I could net you the price you want and find you some other properties that you may be interested in, would that help you at all?

Carley Hathaway (12:53):
I mean, that would interest me.

Tim Davis (12:55):
Would that interest you? Okay. What kind of properties do you like to build?

Carley Hathaway (12:59):
I’d like to do fixers. Not entire teardown’s, just more flips.

Tim Davis (13:04):
More flips? Okay, great. And I’d just like to see what your formula is and see what you look for in the flip. So, we’ll just talk about that. So, do you have any time this week or next week to get together?

Carley Hathaway (13:15):
Yeah. I’m looking, though, would you do 1% commission?

Tim Davis (13:20):
1% commission? It’d be hard to sell it at 1% for you because you want to net the most money, correct?

Carley Hathaway (13:25):
Yeah.

Tim Davis (13:26):
Yeah. And we want to get all the agents working for you, besides myself, to help you get that price, okay? So, let me show you how we can cover the fee, all right? And still net you the most compared to what you could do with your marketing. If it doesn’t work, you just tell me it doesn’t work. Does that sound good?

Carley Hathaway (13:46):
I guess that would work. Yeah. I guess I have nothing to lose.

Tim Davis (13:48):
Yeah, just a business decision. So, what’s best for you? Morning or afternoon?

Carley Hathaway (13:53):
Morning.

Tim Davis (13:54):
All right. Morning. How about eight o’clock tomorrow? See you then.

Carley Hathaway (13:57):
Sounds good.

Ren Jones (13:59):
Tim, what if they’re not a contractor, investor or whatever and they’re hesitant to tell you where they’re moving to. Maybe it’s a divorce, who knows? But what do you say? How do you soft shoot through that?

Tim Davis (14:11):
What’s the objection? I’m sorry.

Carley Hathaway (14:14):
They’re not going to tell you what-

Ren Jones (14:15):
You’re like, “Where are you moving to next?” And like, “I really don’t want to get into what we’re doing, where we’re moving to. But if you have a buyer…”

Tim Davis (14:25):
So, if you have a buyer, you work with us, right?

Ren Jones (14:28):
Yeah.

Tim Davis (14:29):
So, to make that happen I need to know when would you like to close by?

Ren Jones (14:36):
July.

Tim Davis (14:37):
July? Okay. So, you’re going to close by July. So, where are you going to?

Ren Jones (14:44):
We’re moving to Salem.

Tim Davis (14:46):
Salem? Nice. So, do you want to be in Salem by July or just starting to move out of here by that time?

Ren Jones (14:56):
All right. So, you just go back in and…

Tim Davis (14:58):
Yeah.

Ren Jones (14:58):
And this tone is so soothing.

Carley Hathaway (15:02):
Yeah. Calm and relaxed.

Ren Jones (15:06):
Right. Yeah.

Carley Hathaway (15:06):
What if you get the call and they’re super fired up and angry, do you still just try to stay calm? Or do you mirror and match? How do you handle that?

Tim Davis (15:15):
I mirror and match. Yeah.

Carley Hathaway (15:18):
Okay. Can we try one?

Tim Davis (15:19):
Yeah.

Carley Hathaway (15:20):
We’re really putting you to work today.

Tim Davis (15:21):
That’s okay.

Ren Jones (15:22):
Carley knows the angry ones.

Carley Hathaway (15:25):
I get a lot of angry ones.

Tim Davis (15:27):
I can tell already.

Carley Hathaway (15:28):
I get angry ones. Okay. So, do you want to call me? I’ll be an angry expired.

Tim Davis (15:33):
Okay. Ring, ring, ring.

Carley Hathaway (15:36):
Hello.

Tim Davis (15:38):
Hello, this is Tim Davis with Central Oregon Realty here in Redmond. How are you today?

Carley Hathaway (15:43):
Another agent. Great.

Tim Davis (15:45):
Great. I know. Probably driving you crazy, huh?

Carley Hathaway (15:48):
Crazy. I don’t know how you people get my phone number. I’m frustrated. Where were you when I needed to sell my home?

Tim Davis (15:55):
I know. I was working on getting the home sold that I had. So, when do you plan on interviewing the right agent for the job of selling your home?

Carley Hathaway (16:02):
What makes you think my agent wasn’t the right agent?

Tim Davis (16:05):
Well, no, I just… It didn’t sell.

Carley Hathaway (16:08):
I know it didn’t sell.

Tim Davis (16:10):
I know you didn’t sell. So, if you sold it, where are you going next?

Carley Hathaway (16:14):
We’re going to Colorado. I can’t take it here anymore.

Tim Davis (16:16):
Colorado. Can’t take it anymore. Okay, good. Now, how soon would you like to be there?

Carley Hathaway (16:20):
I mean, three weeks ago.

Tim Davis (16:23):
You had to be there three weeks ago? Okay. And what do you think stopped your home from selling, Carley?

Carley Hathaway (16:30):
I don’t know.

Tim Davis (16:31):
You don’t know? Okay. And how’d you happen to pick the last agent you listed with?

Carley Hathaway (16:38):
It was my husband’s cousin.

Tim Davis (16:41):
Husband’s cousin. Okay. And what did that agent do that you liked best?

Carley Hathaway (16:51):
Nothing.

Tim Davis (16:52):
Nothing. Wow. What do you feel they should have done?

Carley Hathaway (16:56):
I mean, get my house sold, right?

Tim Davis (16:58):
Get your house sold. That’s what you want, right?

Carley Hathaway (17:00):
Yeah.

Tim Davis (17:01):
Well, let’s get your house sold. I’ll see you at two o’clock.

Carley Hathaway (17:03):
Okay.

Tim Davis (17:03):
Okay. Bye.

Ren Jones (17:07):
I mean, it’s a master of tonality.

Carley Hathaway (17:10):
It is. Because a lot of times when they get really angry at me, I start to get flustered and it’s like…

Tim Davis (17:14):
Yeah. And the key with that is about in the middle they usually calm down.

Carley Hathaway (17:20):
Yeah, definitely.

Tim Davis (17:21):
Or they hang up on you. So, it’s going to be-

Carley Hathaway (17:28):
That’s true.

Ren Jones (17:28):
One of the two. So, there you go.

Carley Hathaway (17:28):
Yeah. I got a hang up the other day and then called them back the next day and totally different conversation.

Tim Davis (17:33):
Exactly. You never know. They might be having a bad day, caught them when something’s going on. People change.

Carley Hathaway (17:40):
Yeah. And I think, too, if you make a joke of it or try to get them to laugh, they let their guard down.

Tim Davis (17:47):
Yeah. Humor is always great. Throwing humor in there is awesome.

Ren Jones (17:51):
Carley, you should go up there and shadow. There’s some unique things about his area. For example, there’s only one Blockbuster left in the world. It’s in Bend, on Revere Avenue in Bend. There was one other one in Australia and it closed. And now, the last one in the world is in Bend, Oregon.

Tim Davis (18:14):
Yeah.

Carley Hathaway (18:15):
I love it. I’m going to have to go shop at Blockbuster.

Ren Jones (18:17):
And they do a lot of VHS there.

Tim Davis (18:22):
It’s still open. People still go in there too. That’s funny.

Carley Hathaway (18:25):
Yeah. That’s awesome.

Ren Jones (18:26):
And Tim had the first drive through real estate office in North America.

Carley Hathaway (18:33):
Really?

Tim Davis (18:33):
That’s right. I did.

Carley Hathaway (18:41):
What’s drive through real estate?

Ren Jones (18:41):
It wasn’t intentional, though.

Tim Davis (18:41):
No,

Carley Hathaway (18:41):
Did someone drive their car into your office?

Tim Davis (18:43):
It did run into my office. Yeah.

Carley Hathaway (18:45):
Oh, my God. Were they drunk?

Tim Davis (18:46):
Yeah. He was drunk. He was hammered. Drove right in there and left me a note.

Carley Hathaway (18:53):
Oh, my God.

Ren Jones (18:55):
But it is a slightly different world than San Diego. For example, Tim, when you go on vacation, if you take some time off for just you, I don’t mean the family, but just you. Where do you take off and what do you go do?

Tim Davis (19:09):
I go open the mountains and I hunt.

Ren Jones (19:10):
What do you hunt?

Tim Davis (19:12):
Elk.

Ren Jones (19:13):
Elk? Elk hunting?

Tim Davis (19:15):
Yeah. Elk hunting. Yeah. Deer hunting.

Ren Jones (19:18):
Ain’t that exciting? That is-

Tim Davis (19:20):
Love it. Yeah.

Ren Jones (19:21):
You guys still going over to Hawaii a lot?

Tim Davis (19:24):
Yeah. We go once a year and other trips. I’m taking more time off there.

Carley Hathaway (19:29):
Good for you.

Ren Jones (19:30):
Sell a 189 homes and you own all this rental property and buy all this investment and commercial property. You got money, and you’re a listing agent.

Tim Davis (19:41):
Yeah.

Ren Jones (19:41):
Right.

Carley Hathaway (19:42):
Do you have a team that you run? I mean, obviously-

Tim Davis (19:44):
Yeah, I do have a team. A very good team.

Carley Hathaway (19:47):
Can you break down what your team consists of?

Tim Davis (19:50):
I have two admin, and Alicia’s kind of my assistant as well on the admin side. And I have five buyers agents on my team. Two of those are helping me on the listing side now as well. And we’re incorporating that in the business now, which is different, but that’s working out really well. So, they’re making calls as well and starting to list property too.

Carley Hathaway (20:18):
And are you coaching them on the expired and FSBOs?

Tim Davis (20:21):
Yeah.

Carley Hathaway (20:22):
How fun, good.

Tim Davis (20:24):
Yeah. Works good. It’s cool.

Carley Hathaway (20:26):
Good.

Tim Davis (20:26):
Yeah.

Carley Hathaway (20:26):
And what is the majority of your business coming from? Is it past clients or neighborhood or expired’s?

Tim Davis (20:35):
It’s a mixed bag right now. That always depends on the market, of course. Let me look at my numbers here.

Ren Jones (20:41):
Yeah. That real beautiful place. What is it, Park Lake Estates?

Tim Davis (20:46):
No lake, no park, no estates.

Ren Jones (20:50):
They call it Park Lake Estates and there’s no lake, there’s no park and it’s certainly not an estate.

Tim Davis (20:58):
You still remember that. That’s awesome. But yeah, the answer to your question, yeah, it’s still more… It’s a smaller number from… I’d say, more is 20, 30% percent FSBOs right now. Rest is past clients. Not as many as expired’s as usual, because we’re just not getting as many expired’s to call as we’ve had in the past.

Carley Hathaway (21:27):
That’s a big percentage for FSBOs. How long do you see the market taking for them to realize they need an agent? How long are they on the market themselves before you feel like they need you?

Tim Davis (21:40):
It’s been… It takes a little longer than most people think. It’s running about two weeks, two to three weeks.

Ren Jones (21:49):
I would think luxury would expire. How is Sun River doing?

Tim Davis (21:53):
Yeah. The higher end is expiring now. Market shifting a little bit there.

Ren Jones (21:58):
Are you doing much with that?

Tim Davis (22:00):
Yeah. Still calling. Not as much as I used to, but yeah.

Ren Jones (22:04):
Okay.

Carley Hathaway (22:05):
So, what does your follow-up calls look like for those FSBOs? Because you said that you like to call them the first day and you’re saying it takes two or three weeks. So, how often are you calling?

Tim Davis (22:16):
I’m calling them a minimum of once a week, okay?

Carley Hathaway (22:19):
Okay.

Tim Davis (22:20):
I’ll call them up and just… It’s a call usually on a Monday, which is different than a lot of people, because I’ll say… Most of them are doing open houses. “How’d your open house go? Did you receive any offers?” Ask again, “When do you plan on interviewing agents for the job of selling the home?” And just keep leading them that way.

Carley Hathaway (22:43):
Do you send anything else? Do you send emails or flyers?

Tim Davis (22:45):
I am texting now.

Carley Hathaway (22:47):
Okay.

Tim Davis (22:48):
A lot is follow-up too. And that’s the new wave too as well, is follow-up. Call them, don’t get them. “Hey, I just gave you a call.” Text them real quick. Back and forth.

Ren Jones (23:02):
Nice.

Tim Davis (23:03):
Getting a lot more callbacks that way now.

Carley Hathaway (23:07):
Good. Okay.

Ren Jones (23:09):
Different than the old days.

Tim Davis (23:12):
That’s just the way it is.

Ren Jones (23:14):
Do you text on Google Voice or something like that? or on your phone?

Tim Davis (23:18):
I just talk on it.

Ren Jones (23:20):
On your phone?

Tim Davis (23:21):
Yeah, on my phone.

Ren Jones (23:22):
You’re texting-

Tim Davis (23:23):
Yeah. So, I can still prospect with the headset, have that here, you know what I mean? That way you can just…. Goes a lot quicker.

Carley Hathaway (23:31):
Like a machine.

Tim Davis (23:32):
But it’d be nice to have it on bulking where we can text straight the program or something.

Ren Jones (23:40):
Well, there’s a reason that it’s not there. And if it was, we would go out of business in about three weeks because every expired would get 30 texts.

Tim Davis (23:50):
I see what you’re saying. Yeah.

Ren Jones (23:51):
That would put us… So, you’re better enough to just open Google Voice and set it up for texting and just use that…

Tim Davis (23:58):
Okay. That makes sense.

Ren Jones (24:00):
Open another tab and open up Google Voice and just text with that. Because if everybody was… You don’t want us to do it because they would drown in them and they would never notice your text.

Tim Davis (24:16):
Yeah. Then, it’ll change, like email.

Ren Jones (24:18):
And then, you would stop getting results.

Tim Davis (24:20):
That’s true. Yeah. But it’s a great follow-up tool. The text, the call, the text. Yeah.

Ren Jones (24:29):
Good.

Carley Hathaway (24:30):
I like it.

Ren Jones (24:30):
Well, this has been a fun… I mean, there’s such good, rich materials, especially in those role plays.

Tim Davis (24:36):
I hope I helped you there. That’s awesome.

Carley Hathaway (24:38):
Yeah. That was good. I’m glad you let us go through with it. Some people chicken out, so thank you for that.

Tim Davis (24:43):
No way. That’s the only way we grow. Do it.

Carley Hathaway (24:46):
Yeah.

Ren Jones (24:47):
He’s got it on automatic.

Carley Hathaway (24:49):
I need to focus on staying cool, calm, and collected. I’m going to channel you when I make my afternoon calls. And I’m going to start calling on Saturday mornings, so I’ll really need to stay calm.

Tim Davis (24:57):
That’s a good time. Saturday mornings are a great time.

Carley Hathaway (24:57):
I think so too. I think I’m going to start at 10:00 AM, what do you think?

Tim Davis (25:04):
Yeah. That’s good. I know people that do it at eight and they’re actually pretty successful with it. Personally…

Carley Hathaway (25:09):
I’m nervous about eight. I don’t want to get my head bit off.

Tim Davis (25:12):
Yeah, exactly. But yeah, a lot less competition, a good time to hit them. They’re actually home.

Carley Hathaway (25:19):
Yeah.

Tim Davis (25:20):
Or not busy. So, you get more of the attention span with the sellers.

Carley Hathaway (25:24):
Yeah. Okay. I’m going to try it. I’ll keep you all posted and let you know how it goes. Saturday mornings.

Tim Davis (25:30):
Sounds good. Awesome.

Ren Jones (25:32):
Good deal.

Carley Hathaway (25:34):
Yeah.

Ren Jones (25:36):
Wonderful.

Tim Davis (25:37):
Yeah.

Carley Hathaway (25:37):
So, thank you so much for being here. I think this was amazing.

Tim Davis (25:40):
Thank you guys.

Carley Hathaway (25:40):
I know I’m going to re-watch it at least two or three times. I have some great takeaways. Thank you so much.

Tim Davis (25:46):
Okay. Good.

Ren Jones (25:46):
Let me read this last thing. If you’re watching on Vulcan7 and you want to get involved with the Lead Gen Facebook group, who is simulcasting this show right now, you can join them at facebook.com/groups/gotobjections. And Aaron Wittenstein, who runs that program, has a program called trajectorynow.com. And if you’re watching on Facebook and you’re not involved with Vulcan7, just make sure to sign up at vulcan7.com/leadgen for a special deal.

(26:16):
And finally, Tim Davis’s secret, when he gets done, right around noon, he’s talked to 45 people. What inspires him? What gives him the stamina and the power through the whole day so he goes and signs those listing contracts? He goes and gets some delicious Graeter’s mint chocolate chip. This is the one for listings. You want the mint chocolate chip because that makes you powerful with listing property, the other flavors are for working with buyers. And if the listing is slow to sell, you dig a hole in the ground and bury it upside down and that listing will sell just like that.

(26:57):
I gave away your secret, Tim. I want to appreciate everybody for being here on the show. Thank you. And we’ll be back next week with another amazing real estate agent who is taking 2, 3, 4 listings a week and 189 sales.

Carley Hathaway (27:14):
Yeah.

Ren Jones (27:15):
That’s a good living.

Tim Davis (27:20):
Thank you. Yeah. It is. Very blessed.

Ren Jones (27:22):
Thank you so much, Tim.

Tim Davis (27:23):
Thank you. Have a great day.

Ren Jones (27:24):
See you.

Carley Hathaway (27:24):
Bye.

Tim Davis (27:24):
Take care. Bye-bye.

Ren Jones (27:24):
Bye.