How Marcellus Heath cut his contacts per listing from 741 to 81 in three months

Carley Hathaway00:02

And you’re right, like you said, do you know what’s happening in the market? People are making a ton of money right now and they want to know that their house is valuable, they love it.

Ren Jones00:11

Yeah.

Marcellus Heath00:12

And a lot of times what you get over the phone isn’t the reality, because once you get face to face with someone, the story totally changes and you’re able to actually build that rapport because they see a real person as opposed to over the phone. So with me just getting started in this business, my coach wants me to get in front of as many people as possible, so I can learn that as well.

Ren Jones00:51

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 is just blowing it up, and we’ve got an exciting guest today. Let me first introduce my co-host from San Diego, Carley Hathaway. That’s carleyhathaway.com. How you doing Carley? How’s the real estate business?

Carley Hathaway01:15

Hi Ren, hi everybody. As we know, real estate is absolutely amazing right now, sellers market, so it’s the best time to be a listing agent. Loving it.

Ren Jones01:24

Great, great. We have an exciting guest from Jacksonville, Florida today, Marcellus Heath. Marcellus Heath is all of a sudden blowing it up. For him, this is all very recent. He’d gotten into the business part-time and he all of a sudden got traction with Vulcan7 and he is just going like this, took three listings last week. We want to hear, he’s in the early stages of an amazing career, and we want to hear how he’s doing it, the mindset part, the routine, the schedule, the secret things. What’s he saying? How’s he doing it? What’s making all this happen? It’s exciting. Welcome Marcellus. Are you there?

Carley Hathaway02:00

Hi Marcellus.

Marcellus Heath02:02

Hey guys. How’s it going?

Carley Hathaway02:06

Good, how are you? We are so excited to have you on today.

Marcellus Heath02:08

I’m excited to be here. Thank you for having me.

Carley Hathaway02:11

Good, good. So, hey, let’s just jump right into it. What is your goal this year?

Marcellus Heath02:17

I’ve been really aggressive. My number that I am aiming to achieve is 45.

Ren Jones02:23

Great.

Marcellus Heath02:24

Might be a little aggressive right out the gate.

Ren Jones02:26

So basically you’re right around one a week.

Marcellus Heath02:29

That’s what I’m aiming for, yes.

Ren Jones02:31

Good. So that’s the goal, is to try to do one a week, and mostly listings?

Marcellus Heath02:37

Correct, yes.

Ren Jones02:38

Okay, good. Which is buyers take time, listings take skill, so good. And I understand you took three listings last week.

Marcellus Heath02:46

I did.

Carley Hathaway02:47

Woo.

Ren Jones02:49

So break that down for us. What kind of mindset, routine, do you have a morning routine? What’s driving this early success? Because we’re going to be checking back with you in September, in October to see where you are.

Marcellus Heath03:08

Well my morning routine basically starts off at 5:00 in the morning and I-

Ren Jones03:15

Did you hear that folks? 5:00 in the morning.

Marcellus Heath03:18

I start off basically just writing my scripts out, my listing presentation out, probably watching some videos in regards to cold calling and just trying to get in the right mindset and getting game ready for the day.

Carley Hathaway03:33

Let’s go back for a second. You said you write out the listing presentation every morning?

Marcellus Heath03:39

Every morning. My coach has me doing that for 30 days straight. So yeah, I write out my listing presentation every morning.

Carley Hathaway03:46

That’s very powerful. How long does that take you, just that portion of it?

Marcellus Heath03:51

About an hour 15 minutes.

Carley Hathaway03:53

Okay. And do you feel stronger in your listing presentation for writing it out every day?

Marcellus Heath03:59

I do feel. I mean, it helps me understand exactly where I’m trying to guide my clients or potential clients. So yeah, it gets me in the right mind frame. It also helps me with saying my scripts on a daily basis in regards to that, because some of the language that’s in the listing presentation is also in the scripts as well.

Carley Hathaway04:21

Right. So you’re trying to internalize it so that when you say it, it comes out more naturally?

Marcellus Heath04:25

Absolutely, yes ma’am.

Carley Hathaway04:26

Okay, love it. And you said coach, so are you in a coaching system or who’s your coach? What’s your coaching situation?

Marcellus Heath04:35

Mike Ferry Coaching. John Joseph is my coach.

Carley Hathaway04:38

Oh nice. Nice.

Marcellus Heath04:39

He got me every week, tries to keep me on track and focus on the right things.

Ren Jones04:44

We’ve had a hundred and some people we’ve interviewed that are very, very successful and only two have not been in coaching. The ones that have been in coaching are the ones that seem to make all the money. So when you look at it, it’s sort of like coaching is free, isn’t it? You pay. What does something like that cost?

Marcellus Heath05:02

Well, for the one-on-one coaching that I’m in, it’s 650 a month.

Ren Jones05:06

650 a month. Okay. And that gives you individual coaching every week?

Marcellus Heath05:10

Yes, once a week.

Ren Jones05:11

Okay. So I have to believe that’s why you’re going to track to one listing, one sale a week this year or somewhere near it.

Marcellus Heath05:23

Absolutely. It’s improved every week since I have had coaching. So my numbers are basically, we tracked them today in this morning session. In February, when I first started coaching, I was doing 340 contacts for every appointment, for every one appointment. In March 741 contacts to every listing. April, it was 298 contacts to one listing, and this month it’s 81 contacts to one listing.

Carley Hathaway06:00

So you essentially cut your contacts in half to find the listings.

Ren Jones06:07

His batting average has improved. I mean, he’s making the same contacts but he’s hitting home runs more often.

Carley Hathaway06:13

Yes. Yeah.

Ren Jones06:14

So where performance is measured, performance is gained. Marcellus, before you ever got in coaching, were you tracking numbers like this?

Marcellus Heath06:22

Not at all, not at all.

Ren Jones06:23

Okay. So you might be just in the wing it category. So I mean, now looking at before you track numbers to now you track numbers. I mean, help me understand, what do you see when you notice, when you look at the before and after?

Marcellus Heath06:39

Well it puts everything in alignment and perspective. It helps you keep focused on the things that you’re supposed to concentrate on.

Ren Jones06:46

Kind of like running it like a business, huh?

Marcellus Heath06:49

Absolutely, because before I was just willy-nilly and just trying to figure things out. Now all the energy and most of the weight is put on my coach and he just basically just lets me know what I need to do this week in order to accomplish the goal. He basically gauges exactly what’s been going on with the numbers, what’s been going on with the scripts, how I’m saying things. Helps me, guide me in this particular week on how to focus on my calls and what I should focus on during the calls to be more efficient.

Ren Jones07:22

Wonderful, wonderful.

Carley Hathaway07:23

Yeah. So you use scripts always. Is that one of the reasons that has changed your numbers so much from having to get 340 contacts now down to 180 to get your listing appointment?

Marcellus Heath07:37

I do use scripts always, but also I’ve also added role play, more role play. From Tuesday through Thursday I role play and I have five partners. So I do role play once on Tuesday, twice on Wednesday and once on Thursday as well.

Ren Jones08:01

How long have you been doing this role play?

Marcellus Heath08:03

Role play, basically since I started my coaching in February.

Ren Jones08:09

Okay, so just in the last three or four months.

Marcellus Heath08:12

Right.

Ren Jones08:13

Prior to that and now, what do you see is the benefit of role play five times a week? What does that do for you? Or does it do anything noticeable yet?

Marcellus Heath08:25

Well it keeps me in the right mindset, number one. Number two, it helps me anticipate the reactions that I’m getting from my tonalities and from what I’m saying. And it helps us also figure out exactly what most people are seeing in today’s marketplace.

Carley Hathaway08:44

Right, because you’re only getting the same couple objections, right? So when you get that objection in a role play, you’re ready for it when you get it in real life.

Marcellus Heath08:52

Absolutely. Absolutely. One particular week you might get certain objections, and then so that week you write those down and you focus on them and you say okay, how can I basically handle this objection the next time I get it? Because we know that that objection is definitely coming down the road because most people have been saying it. So I try to focus on one or two per week just so that I can get more comfortable with them, and it varies throughout the weeks as well. I have to go back and review certain ones as well because you forget as well, so you try…

Carley Hathaway09:28

Yeah. And what we notice is that how we get better with our scripts, so do the sellers. They get better at telling us what to say to get us off the phone, right?

Marcellus Heath09:37

Absolutely. Absolutely.

Carley Hathaway09:39

Let’s get back to your morning routine. You wake up at 5:00 AM, you work the scripts, you write everything down, then what?

Marcellus Heath09:48

Well, I write the scripts. After that, I’ll try to basically go through my coaching call recording, probably listen to my Mike Ferry recordings in regards to what I haven’t listened to in a couple days. Then just get ready for the day, come in for role play at 7:30 after I eat breakfast, and hit the phones at eight o’clock, go through the fresh FSBOs, fresh expireds. Then I’ll go through the last 10 days of those that didn’t pick up previously.

Carley Hathaway10:24

That’s smart.

Marcellus Heath10:25

That’ll take about an hour, an hour and a half. I’ll take a little bit of break and then try to come back and either do follow up or I’ll do some circle prospecting for another hour and a half to two hours, just depending on what my schedule’s like. Lately with things being so crazy and with it seems like I’ve had a windfall of activity in regards to listing presentations and appointments, it’s being kind of hectic. So my coach is basically trying to rein me back in and keeping my schedule tight. So I’ve been kind of willy-nilly the last few weeks in regards to losing traction on getting those numbers that I’d like to get on a daily basis.

Ren Jones11:09

Well Marcellus, with that point, let me … Because here’s what a lot of agents that are where you are, they get going, they’re doing all these great things and they start taking, like you took three listings last week. And all of a sudden they take all these listings and then those things go under contract and these people are like, “I got to buy a house immediately.” And all of a sudden you’ve got three or four buyers and then you stop doing the things that got you all those listings, and then you work with these buyers, and then you have no inventory and everything’s closed and then you’re back down here in the trough again, you have to start all over. Are you avoiding that rollercoaster ride or are you headed towards the dip?

Marcellus Heath11:49

Yeah, I’ve been falling into that trap. I’m trying to focus on listings. I’ve had buyers who have come to the marketplace that want me to show them homes, and I have a couple folks that I have. Actually, I had an email this morning of five houses that someone wants to see today and it’s kind of subconsciously in the back of my head, but my schedule is not to do that. But it’s hard not to at this point in the game because I’m mentally just not programmed not to respond to that type of request and with the-

Ren Jones12:26

Okay, so you sell their house for 275. They want to go out and buy a $700,000 house, you just went under contract. They want to go out, and they want to go out. What are you going to do about that?

Marcellus Heath12:42

And that’s the conundrum, because I’m supposed to go out and look at, she wants to look at $650,000 homes, and so-

Ren Jones12:50

Oh, so I’m talking about a real story here.

Marcellus Heath12:54

Very real.

Carley Hathaway12:55

That would be hard.

Marcellus Heath12:57

So let me ask you a question, because if you could choose somebody in your office that works with you to handles some of these buyers, would it be fair to say that whatever the split is, is negotiable, right?

13:12Absolutely, yes.

Ren Jones13:12

So couldn’t you, and so on a $600,000 house, what’s the commission on $600,000 house?

Marcellus Heath13:21

Well we’re at 18.

Ren Jones13:23

18,000.

Marcellus Heath13:24

Yes.

Ren Jones13:25

And are there that many to show them?

Marcellus Heath13:28

There are not that many to show them.

Ren Jones13:30

All right. So would it be fair to say you could find somebody that’s really polished in your office and say, “I’ll give you $5,000 if you’ll work this buyer and help them find a house. They have to pick out something immediately. They’re homeless, or they’re going to be homeless in six weeks.” Couldn’t you refer it and then you keep 13,000 and give them five, or you could keep 12 and give them six. But if they’re that hot and there’s so few homes to show, why would you give them that much? Wouldn’t you just give them a third of it?

Marcellus Heath14:05

That makes sense, and that’s what I’m contemplating in my head. I’m trying to figure out, okay, what-

Ren Jones14:10

But you got to get, set them up with the right person, somebody that’s really, really, really good.

Marcellus Heath14:15

Exactly. Exactly. In that case-

Ren Jones14:18

Or if you do it, then what happens is you make all the 18, but you lose …

Marcellus Heath14:22

The potential business.

Ren Jones14:24

You lose three listings you would’ve had.

Marcellus Heath14:26

Right, right.

Ren Jones14:27

You would lose your track, you lose your momentum.

Marcellus Heath14:30

I’m losing my contacts.

Ren Jones14:32

So you got to figure this out real quick.

Marcellus Heath14:35

Right, right. So I’m losing my 34 contacts for the day if I don’t do those because-

Ren Jones14:41

Yeah, or you lose the three listings you would’ve taken.

Marcellus Heath14:43

Correct.

Ren Jones14:44

Because you’ve already taken three listings in the last few weeks. You lose the next three listings, which would be, let’s say it’s $35,000 just so you can have 100% of 18,000, but if you should keep 12. Even in a worst case, if you did it fifty-fifty, you’d get nine, they’d get nine, but you could keep getting three more listings. Because there are a lot of people who do it on fifty-fifty, but I bet you could get, I bet you could keep two thirds to three quarters of it.

Carley Hathaway15:14

But you’re right, it’s a mental game because you see dollar signs and it’s like oh.

Ren Jones15:21

Yeah, but here’s the thing, Carley. If he’s only working listings, he can do that Monday, Tuesday, Wednesday, Thursday, Friday, and then on Saturday and Sunday those people can be taking the buyer around, working them all weekend. He can be off and then he is fresh for Monday morning and do his thing Monday through Friday. What do they say? I know the people you’re being coached by say buyers take time, listings take skill.

Marcellus Heath15:46

Yes. Correct. Yeah. That’s what my coach always tells me. So he’s trying to have me focus on listings and appointments, and just having my mindset on that on a daily basis. After doing this for what, four months now I’m getting there. I’m a lot better than where I used to be at this point.

Ren Jones16:11

I mean, are you excited? Because I mean, if you can make this happen, you’re talking about a lot of money. What did you do before this, before you ever got into real estate?

Marcellus Heath16:21

Before real estate I used to work in the NBA for the Boston Celtics.

Carley Hathaway16:26

Oh, that’s so cool.

Ren Jones16:27

Really?

Marcellus Heath16:28

Yes, really.

Carley Hathaway16:28

That’s so cool.

Ren Jones16:29

What did you do for them? That’s awesome.

Marcellus Heath16:32

Community relations and player development.

Ren Jones16:34

Good.

Carley Hathaway16:35

So you have wonderful people skills.

Ren Jones16:38

So if you look at this, I mean, whatever an income like that would be relative to what you can do in real estate, I would think even as exciting as that job is and all the wonderful skills that you bring from that, I imagine the income would be dramatically higher if let’s say you did 45 or 52 sales this year. I mean, what kind of money would you make if you hit your goal 45, what’s the income?

Marcellus Heath17:08

45 would put me somewhere 250 to 300.

Ren Jones17:12

Okay. Is that better than what you were doing?

Marcellus Heath17:17

Much better than what I was doing.

Ren Jones17:21

Okay. There we go. That would just be your first real full good year.

Carley Hathaway17:24

Yeah, and we know his wife is a doctor so we want to try to make more money than her, right? We’re a little competitive.

Marcellus Heath17:31

That’s the goal. That’s absolutely the goal.

Ren Jones17:33

That’s it.

Marcellus Heath17:35

Pretty competitive.

Ren Jones17:35

There you go.

Carley Hathaway17:37

You got to keep that competition going.

Ren Jones17:40

The wealthy couple.

Carley Hathaway17:41

Yeah. And how good would it feel the year that you make more than your wife? Yes.

Marcellus Heath17:45

Well my goal is absolutely to get to a certain point to where I can give her the option to stay being a doctor or to kind of just lean back and not have to practice anymore. So that’s what I would love because she’s always stressed out.

Ren Jones18:02

That could be fun.

Carley Hathaway18:02

Wow, that’s a huge high.

Ren Jones18:04

She could just kind of look after some, all the rental property you’re going to buy.

Marcellus Heath18:12

I told her I was going to put her to work in real estate.

Ren Jones18:15

There you go. Well, that’s one way.

Carley Hathaway18:18

Are you going to make her be your TC?

Marcellus Heath18:19

Yeah. That would be my idea, because she’s very analytical, because her undergrad is [inaudible 00:18:26].

Ren Jones18:25

Marcellus, do not do that. May I tell you why?

Marcellus Heath18:30

Why not?

Ren Jones18:31

You guys will never be able to take a vacation.

Carley Hathaway18:36

Oh, that’s true.

Ren Jones18:37

Whenever I was coaching people and they were going to make their spouse like an administrative role. I’m like, you guys will never be able to take a vacation. So yeah, you don’t want to do that. You’re better off to have both of you as rainmakers making the money and not some clerical thing, because she’s making a whole bunch of money now doing what she’s doing, and she can take a vacation. Now if you make her an administrative role, her income goes down, her hours don’t, but she can’t go on vacation.

Marcellus Heath19:14

Well yeah, I definitely want her with me on vacation.

Carley Hathaway19:16

Yeah.

Ren Jones19:16

Right, and you need an administrative person holding down the fort while you’re in the islands.

Marcellus Heath19:23

Great point.

Carley Hathaway19:24

We want to see both of you and your kids on a yacht and the TC at home is taking care of stuff.

Ren Jones19:30

All right, let’s do a role play. So you’re doing some just listed, just sold.

Carley Hathaway19:34

He doesn’t want to.

Ren Jones19:34

You want to do one of those?

Marcellus Heath19:36

Let’s do it. Let’s do it.

Carley Hathaway19:38

Yay. Okay, we’re doing just listed.

Ren Jones19:39

All right. So ring up Carley.

Marcellus Heath19:42

Ring ring.

Carley Hathaway19:43

Hello?

Marcellus Heath19:45

Hey Carly, this is Marcellus over here at Keller Williams Realty. How are you doing today?

Carley Hathaway19:49

I’m good. What do you want?

Marcellus Heath19:52

Hey, well that’s a great question. I was just calling, just to let you know about a property right next door to you over here on Lady Lake Drive that we just put under contract, $12,000 over list price.

Carley Hathaway20:05

No. Okay. I did see that for sale sign. I was curious about that.

Marcellus Heath20:09

Absolutely. Yes ma’am. We put it on the contract and we have multiple offers on it. We finally settle on one $12,000 over list price. So I was just calling you to see when do you guys plan on moving?

Carley Hathaway20:24

I don’t see us moving anytime soon.

Marcellus Heath20:27

I gotcha. So you haven’t had any plans on moving anytime soon.

Carley Hathaway20:31

No.

Marcellus Heath20:32

Tell me this, how long have you guys lived here in the area?

Carley Hathaway20:35

We’ve lived here six years and we actually bought it pretty cheap. So we bought it for like $100,000.

Marcellus Heath20:43

Wow, $100,000, and you guys lived here for six years. So are you aware of what’s going on in the market right now?

Carley Hathaway20:51

No. I mean, I know things are moving, but I don’t really know what my house is worth or anything.

Marcellus Heath20:58

Gotcha. Well hey, that’s a fair point. You don’t know how much your house is worth. I’m going to be in the area servicing one of my other listings. On my way out I could just stop by and tell you and take a look and see if your home is the type of home that would sell for top dollar and possibly over top dollar in regards to this market. Do you have 15 minutes today?

Carley Hathaway21:24

I mean, you’re already going to be in the neighborhood?

Marcellus Heath21:27

I am going to be in the neighborhood.

Carley Hathaway21:30

But I don’t want you to pressure sell me or anything.

Marcellus Heath21:33

Oh no, it’s no pressure at all. I’m just providing a service for you because this is probably one of your most expensive investments, for most people that is anyway. So.

Carley Hathaway21:44

Yeah. This is our life savings, for sure.

Marcellus Heath21:48

Okay, well just to take 15 minutes of your time. I come by and check you out around four o’clock today or does 5:00 work better for you?

Carley Hathaway21:56

Oh, 4:00 or 5:00. Can you bring me a Starbucks if we do 4:00?

Marcellus Heath22:04

I’ll bring you a Krispy Kreme on top of that.

Carley Hathaway22:07

Then yes, four o’clock would work perfectly.

Marcellus Heath22:10

Well, I’m looking forward to seeing you today at 4:00.

Carley Hathaway22:13

Okay, thank you.

Ren Jones22:14

And sometimes it’s that easy, and they don’t tell you that they’re moving up front. People are kind of coy, they don’t volunteer it up front. You have to kind of work your way through.

Carley Hathaway22:26

And you’re right, like you said, do you know what’s happening in the market? People are making a ton of money right now and they want to know that their house is valuable. They love it.

Ren Jones22:36

Yeah.

Marcellus Heath22:36

And a lot of times what you get over the phone isn’t the reality, because once you get face-to-face with someone the story totally changes and you’re able to actually build that rapport because they see a real person as opposed to over the phone. So with me just getting started in this business, my coach wants me to get in front of as many people as possible so I can learn that as well.

Ren Jones23:02

Fantastic.

Carley Hathaway23:03

I love it. And then after you set the appointment, do you pre-qual them, do you send them a listing packet? What do you do after that? What’s the next step?

Marcellus Heath23:12

Depending on what type of appointment it is. On this type of appointment, it just depends. Sometimes I’ll pre-qual them, but in regards to that type of appointment, just giving an evaluation of price. I will get there and find out a little bit more motivation. So the more time I waste, the more money I make at this point. The busier I start to get, I will do more pre-qualifying and the more that I learn on how to read potential leads, the more pre-qualifying I am expecting to do, so yes.

Ren Jones23:46

This is all new and you’re embracing best practices. So I like the path you’re on. It’s very exciting.

Carley Hathaway23:53

It’s very exciting. I’m so excited. Let me ask you this, can we start calling some NBA players and get them?

Marcellus Heath24:01

Most of those guys change their numbers every other week though.

Carley Hathaway24:05

Well, with Vulcan we can hunt them down.

Marcellus Heath24:08

Well, that is true.

Ren Jones24:10

So yeah, I mean, because you’re really just getting some traction, you don’t really have a database. I guess you’re starting a database. How many people do you have in the database?

Marcellus Heath24:20

I have around 668 people in my database.

Carley Hathaway24:24

That’s huge.

Ren Jones24:26

I know you know them. Do they know you?

Marcellus Heath24:29

I think around 350 of them know me.

Ren Jones24:33

And what are the rest?

Marcellus Heath24:36

The rest were just leads that I got through my systems throughout the last three, four years just from websites and things of that nature.

Ren Jones24:45

Okay. So you’ve got a lot of, you’ve got to call the herd as they say.

Marcellus Heath24:50

Yeah.

Ren Jones24:51

You got work to do to figure out who the A’s and the B’s and the C’s are.

Marcellus Heath24:57

Correct, yeah.

Ren Jones24:58

Good, but it gives you something to work with and then you’ll get that to where you get that fine tune, and over the years, then that becomes a nice chunk of repeat business over time.

Marcellus Heath25:09

Yep.

Ren Jones25:09

Good. So are you setting up systems now for how you stay in touch with those people?

Marcellus Heath25:14

I am. Email once a month, and I’m also with my COI, which my coach had me put in, my closest sphere. So I’m calling them every other month on top of the-

Ren Jones25:33

Okay, so the A, would call maybe the A people. How many people are your top people there where you would call them six times a year?

Marcellus Heath25:42

I have about 150.

Ren Jones25:45

150 people that might tend to send business your way if you stay in touch with them.

Marcellus Heath25:50

Correct, because I’ve gotten maybe around at least 100 to 150 just from circle prospecting, their phone number and email addresses. So I’m staying in contact.

Ren Jones26:03

Okay, so because they showed an interest and they had a nice conversation and they liked … So you felt like you could keep going with them. Good.

Marcellus Heath26:11

Absolutely.

Ren Jones26:12

Perfect. Good, good, good. Perfect. I love it. This has been valuable information, and for a lot of people that are just a few months in, and they’re a lot of people that are just a few months in, and they would love to have taken three listings last week like you did and to where every month they have 1, 2, 3, 4, 5 listings that they’ve taken because that’s … I mean, and the big challenge for you is what are you going to do when all those listings sell and they all are screaming to go out and look at property. You’ve got to figure that out.

Marcellus Heath26:45

I have to find a referral agent basically in my office.

Ren Jones26:48

Or three.

Carley Hathaway26:51

Yeah.

Ren Jones26:51

At least one, maybe two. And you got to have a good one because if you refer them over and they bail on that person, so you got to get a good one.

Marcellus Heath27:02

Absolutely.

Ren Jones27:03

Good. And then just list property.

Marcellus Heath27:06

That’s my goal.

Ren Jones27:07

Good.

Carley Hathaway27:08

Very exciting.

Ren Jones27:10

Anyway, I appreciate you being here and this has been wonderful and we’re so excited that you are here.

Carley Hathaway27:15

Thank you so much for being here and we all want to send you all our Florida, Jacksonville referrals. So how can we get ahold of you?

Marcellus Heath27:23

My cell phone number is area code (617) 852-5743. You can email me at marcellus@jaxbesthomes.com.

Ren Jones27:38

J-A-X.

Marcellus Heath27:40

Or you can find me on Instagram as well and Facebook, Marcellus Heath.

Carley Hathaway27:45

Marcellus Heath. I love it.

Ren Jones27:47

Perfect.

Carley Hathaway27:47

All right. We’re going to send you all the referrals, everyone moving to Florida, all those.

Ren Jones27:51

Or just buy a second home. It’s warmer there.

Carley Hathaway27:54

Yeah, buy a second home. Buy your vacation home with Marcellus.

Ren Jones27:57

By the way, a lot of people are going to wonder. They’re going to wonder, they’re going to say Marcellus, he’s got a coach, he’s involved with our Take 52, which is a great place to go to learn a few basic things with Vulcan7 itself, and you’re off to the races. You’ve got a good discipline, but a lot of people don’t know Marcellus’ real secret. What he does, and nobody knows this, is he starts at 5:00 in the morning as you heard, and by the time he gets through the morning and he’s done his role play and his practice, and then he’s talking to all these people and he returns calls, and then he goes to the freezer and he gets out the delicious Graeter’s mint chocolate chip. This is the one you eat for listings. If any of the other ones, like if you’re working with buyers, that’s obviously Rocky Road. This is the one for listings. If your listing is slow to sell, dig a hole in the front yard and bury it upside down and the listing will sell just like that. Anyway, we appreciate everybody being here and we’ll see you next week with another exciting guest.

Marcellus Heath29:06

Thanks for having me, guys.

Carley Hathaway29:07

Bye everybody. Bye Marcellus.

29:07