S9 E3: Consistency and Repetition Pay Off When Calling Expireds

00:00:04:24 – 00:00:24:17
Candace
So when it comes to skill building, it is repetition and consistency. So you have got to be on the phone dialing every single day. And I think this is the biggest mistake that agents make is they think they can get on the phone once a month and make it happen. And then they say, well, I got on the phone for an hour and it didn’t work.

00:00:24:26 – 00:00:46:24
Candace
Well, an hour it’s just not enough. So, you know, I try to teach them exactly what I did, which, hey, you’ve got to be in the dialer for 2 to 4 hours every single day. You have to you have to time block your prospecting time. And you can’t be interrupted and you can’t go show houses at 830 and roll into the office at 11.

00:00:47:00 – 00:01:07:24
Candace
And then maybe you make your calls. Maybe you don’t. It is about consistency and doing it every single day. And, you know, the funniest thing is I’ve sold homes to people. I called the wrong number and I sold people houses. So you could be you can be really bad at scripting and not know what the heck you’re doing.

00:01:07:24 – 00:01:21:22
Candace
But if you just call people enough, eventually you’re going to connect with somebody that needs your services.

00:01:23:05 – 00:01:47:05
Ren
It’s that time. Welcome to Road Map. How to take three listings a week until you’re ready for more. Each week we interview a great agent who’s consistently taking several listings each month. We have an exciting guest today and we encourage you to take notes and apply as much of their knowledge as quickly as you can and then use the copycat principle.

00:01:48:07 – 00:01:57:04
Ren
Let me introduce my co-host from the Southern Ohio Cincinnati area, northern Kentucky, eastern Indiana, Sarah Close. Hi, Sarah.

00:01:57:18 – 00:01:58:26
Sarah
Hi, Ren. Thanks for having me.

00:01:59:19 – 00:02:23:27
Ren
Sarah is the best co-host you could ever have. Not only has she run a team selling a couple hundred homes a year for many years and you did it solo for a long time. And doing what? And now owns and co-owns several real estate offices in southern Ohio and serves Northern Kentucky and eastern Indiana.

00:02:23:27 – 00:02:37:25
Ren
Big wide areas, swath of the country and has made five hundreds of agent 550. Yep 550 real estate agents that she has to herd and put in a box every day.

00:02:38:26 – 00:02:40:12
Sarah
Now there are all good.

00:02:40:17 – 00:02:56:21
Ren
Now you have some great people. You really have some amazing, you have some amazing rock stars that are really very take my word, and it’s a very professional operation. You and your team. Your tracking for you still tracking in the mid two hundreds.

00:02:57:00 – 00:03:00:04
Sarah
That’s the goal. We’ll see where we land. But right.

00:03:00:04 – 00:03:12:23
Ren
So good, good, good, good, good, good. All righty. Let’s dive in. Wonderful guest. Let me introduce our guest from the Cape Coral, Fort Myers area of Florida.

00:03:12:29 – 00:03:13:21
Sarah
Fabulous.

00:03:14:04 – 00:03:16:12
Ren
Yes, Candace Decker.

00:03:16:19 – 00:03:19:01
Candace
Hi. Thank you so much for having me.

00:03:19:11 – 00:03:21:06
Sarah
How are you, Candace? Thanks for coming today.

00:03:21:16 – 00:03:24:28
Candace
I’m doing awesome. I’m really excited to be here. Great.

00:03:24:28 – 00:03:33:28
Ren
Good deal. Welcome. So let’s dive in and see what we can learn about your business. Did you say you move from one market to another at one time?

00:03:34:12 – 00:03:49:19
Candace
I did. So I moved from a very rural area in northern Illinois back in the fall of 2019 to Cape Coral, Fort Myers, Florida. So I’ve been here since culture shock.

00:03:50:24 – 00:04:00:22
Ren
Yes, that’s a big move. That is a big move. Yeah. They celebrate New Year’s Eve at 8 p.m., don’t they?

00:04:02:16 – 00:04:04:06
Candace
So bad

00:04:04:06 – 00:04:13:13
Sarah
Tell us what that transition was like for you. That’s a big move. That’s not just to the one market over. Do you still have a team in Illinois or did you move everything to Florida or what does that look like for you?

00:04:13:26 – 00:04:57:00
Candace
And so I’m I was very lucky because my sister in law and I work together in Illinois. So she took over my business there. As I transitioned down to Florida, I really only knew about 25 people here when I moved. So taking my prospecting skills and being able to transfer them here was huge. It was a huge asset to me because it is it is scary moving 1200 miles and you go from a market where you’re very confident and, you know, a lot of people and everyone knows your name to a brand new market landing in an area where there’s 30,000 real estate agents in our entire market and then in our city

00:04:57:00 – 00:04:58:24
Candace
alone, there’s 7000.

00:04:59:00 – 00:04:59:26
Sarah
Yeah.

00:04:59:26 – 00:05:00:26
Ren
Good bunch.

00:05:00:26 – 00:05:01:10
Sarah
Of agents.

00:05:01:27 – 00:05:07:01
Ren
Yeah, well, I think they’re all fighting over that great dollar. What’s the typical commission check there?

00:05:07:28 – 00:05:15:06
Candace
Well, the average sales price now is about 400,000 dollars. About $12,000.

00:05:15:15 – 00:05:19:00
Ren
That’s a good sized check. Yeah. that’s good.

00:05:19:00 – 00:05:20:04
Candace
It’s good. How did you do that?

00:05:20:05 – 00:05:33:28
Sarah
What did that transition look like? You know, so you jump in from, you know, the great white north and into the Florida. And how did you how did you get started there? What did your prospecting look for? Take us on that journey with you a little bit.

00:05:34:20 – 00:05:54:26
Candace
So I had a lot of pressure because I had talked my husband into moving and leaving his job and uprooting. We had our kids were two and four years old at the time, so it was a big move. And I had a lot of weight on my shoulders that I had to make this work because I was not going to drag us all the way back up there to the winters.

00:05:55:06 – 00:06:19:19
Candace
So I knew that I had to make this work so. Day one, we were in our new house. We did not have any furniture because we moved during a hurricane. And so we had no furniture. So I think I had a couple of books or I took some sort of box and I sat my laptop on my kitchen counter and I just started dialing day one in my new market.

00:06:20:13 – 00:06:38:29
Candace
And it was cool because I was able to take I think you guys set me up on my new data right away. So I was just able to get the the new expired list for the day. And I just started calling on day one using the same script that I had been using in Illinois. And that’s what’s so crazy.

00:06:38:29 – 00:06:55:00
Candace
I think sometimes we think, well, a different market. There’s so many different conversation. It really is the same conversation. You know, 1200 miles away. And this is the craziest part. I took a listing on my first day in my new market

00:06:55:00 – 00:07:01:06
Ren
It’s a very portable business, isn’t it? Isn’t it just maybe paint and carpet and ceramic tile? Isn’t that really all it is?

00:07:01:16 – 00:07:28:28
Candace
It is it is the same and it’s still a human being on the other end of the line. I think that’s what’s really important to know is we’re just people, right? I’m calling to help you because you didn’t have a successful sale last time around. And I just want to see how I can help. So I think just coming from a place of value and having a good heart and not chasing a check, but just chasing the opportunity to help somebody is very important.

00:07:29:09 – 00:07:37:02
Candace
And, you know, that was something in the Midwest that I had those values and I just brought them here and and it worked.

00:07:37:10 – 00:07:43:11
Ren
Just coming in contribution, like how, you know, let’s see if we can help you get where you want to get move to.

00:07:43:26 – 00:07:44:16
Candace
Exactly.

00:07:44:21 – 00:07:45:20
Ren
This is a wonderful thing.

00:07:46:06 – 00:07:56:25
Sarah
Absolutely. So it sounds like you were saying it was it was at an expired or canceled. Is that a large part of your prospecting anatomy is spent in that space?

00:07:56:25 – 00:08:30:04
Candace
Yes. So, I mean, I looked at expired and in our market they’re called terminated. I look at them really as the same thing, even though they are a little bit different. But a lot of times the terminated or the canceled, they just didn’t have a successful sale or there was some big life change that happened to them that maybe right now is not that good, a good time, but maybe two months from now or six months from now, it will be another opportunity for them to sell their home.

00:08:30:14 – 00:08:46:15
Candace
And actually, I think those canceled and terminated are the best because most agents will only call once or twice and then they give up. And those terminated are the long term follow ups. And so it’s almost like the last man standing is the one who ends up getting it.

00:08:47:05 – 00:08:56:12
Sarah
Talk to us about your follow up. That can be daunting when you’ve got a lot in the hopper. What what is your follow up plan when you’ve been in dialog with the terminated?

00:08:56:12 – 00:09:22:01
Candace
Well, I think the first thing that’s really important there is and you can Google this to get the actual stats like the sales statistics of follow up that only 1% of sales or transactions happen in the first follow up. So if you are only calling one time your only capturing 1% of the market, which most of the time, you know, that person is just not ready at that moment.

00:09:22:21 – 00:09:59:02
Candace
So that’s really important. The follow up is I don’t know if I call it aggressive, but it’s staying in front of them as much as possible. And being able to recognize when they really are ready and asking more questions. So we got to ask as many questions as possible to get to their actual motivation. Because a lot of times and I think about when I go to buy a car or I’m shopping at the store and the salesperson comes up to me and says, furniture is the best, right?

00:09:59:02 – 00:10:20:23
Candace
Because they’re standing at the front and everyone’s harassing you. Do you need help? Do you have any questions? You know, what are you looking for? I don’t want to talk to you right now. I’m not ready. But guess what? At some point I’m going to find that couch that I love and I’m going to meet a salesperson. Right now, I’m like, looking at in the store, like, Why isn’t anyone here to help me?

00:10:20:23 – 00:10:40:04
Candace
I need help. Right, right. That’s the same thing with terminated They’re going to need someone at some point. And the person who’s hovering around, right, who’s been calling in consistently following up is the one that’s going to get them on the right day. When they said, oh, actually, I was thinking about pulling an agent again because I do need to stop.

00:10:40:20 – 00:10:44:19
Candace
So you’ve got a follow up forever.

00:10:45:01 – 00:10:45:11
Sarah
Yeah

00:10:45:11 – 00:10:45:26
Candace
Forever.

00:10:46:04 – 00:11:02:04
Ren
A newer agent thinks that they get one. No. Well, no, we’re not. We’re we’re just going to leave it off for a while, okay. Bye bye. And they never call back. Yeah, or they might call back four months later, but. Oh yeah, we sold that. Okay.

00:11:03:06 – 00:11:13:14
Sarah
Yeah. What, what would be the cadence of your follow up if if my house terminates? How when am I going to hear from you? How frequently am I going to hear from you? What are you saying to me?

00:11:13:14 – 00:11:34:08
Candace
Well, you got to be really organized on your leads because you’ve got to make sure you’re calling them at the right time. And they say that they’re going to sell in a month. You always want to cut the time in half because things end up happening and people change their mind, especially in our market. Typically, these are second homes, investment properties for people.

00:11:34:08 – 00:11:56:24
Candace
So, you know, they could get a call from their accountant or their financial advisor and they’re making a different move than what they said. So our follow up always has to be more aggressive then maybe what that expired was originally thinking. But what I found is that they like when we’re aggressive, I’ve been hired so many times by sellers that said, you know what?

00:11:56:24 – 00:12:23:03
Candace
I just love how aggressive you are. And my last agent was so passive. I need a bulldog to get my home sold. So I teach. The same thing to my agents is we have to be aggressive, we’ve got to get out of our comfort zone because people want that. You know, I always tell this to my team, which is, do you want to hire a passive attorney or an aggressive attorney to work on your behalf?

00:12:23:11 – 00:12:28:22
Candace
Right. We’re all going to say we want somebody who’s aggressive and a seller wants the same exact thing.

00:12:29:03 – 00:12:33:18
Ren
Right. So when they when they start giving you pushback, you make that observation. Right?

00:12:34:04 – 00:12:34:15
Candace
Right.

00:12:34:26 – 00:12:38:09
Ren
Right. You want someone like me to represent you?

00:12:39:15 – 00:13:08:22
Candace
Mm hmm. Exactly. And you can say, hey, the reason I’m so aggressive is because I’m really passionate about selling homes, and I want to get yours sold, too, because look at the last agent you hired, right? You were on the market for 200 days, and it wasn’t successful. Don’t you want it different this time around? And something else I would say is, hey, I don’t want to have this same conversation with you six months down the line.

00:13:09:03 – 00:13:18:13
Candace
All right. We’ve already been through this once. I’ve called you once. I don’t want to I don’t want to have this conversation again. So let’s do the right thing and let’s get together for a couple of minutes.

00:13:18:16 – 00:13:42:21
Ren
Do the right thing. I love it. Let’s do the right thing. You know, and that’s an interesting you are well-scripted that that little piece about doing the right thing is a part of human nature. Yeah. And I’ve heard another variation of let’s list it right and sell it right. You know, when they start talking about flaky things like I might try it on my own or this that now so that you are well scripted.

00:13:44:05 – 00:13:45:27
Candace
It just comes from the experience, right?

00:13:45:27 – 00:13:52:20
Ren
Let’s do the right thing. Do the right thing. Because most people want to do the right thing. So I love that.

00:13:54:00 – 00:14:06:27
Sarah
So when you’re coaching the agents on your team because I understand you’re less in production now and you’re more kind of working through others, what types of things are you sharing with them so that they get their skills tooled up.

00:14:08:00 – 00:14:28:01
Candace
So when it comes to skill building, it is repetition and consistency. So you have got to be on the phone dialing every single day and I think this is the biggest mistake that agents make is they think they can get on the phone once a month and make it happen. And then they say, well, I got on the phone, you know, for an hour and it didn’t work.

00:14:28:01 – 00:14:52:20
Candace
Well, an hour is just not enough. So, you know, I try to teach them exactly what I did, which, hey, you’ve got to be in the dialer for 2 to 4 hours every single day. You have to you have to time block your prospecting time and you can’t be interrupted and you can’t go show houses at 8:30 a.m. and roll into the office at 11 and then maybe you make your calls, maybe you don’t.

00:14:53:00 – 00:15:18:09
Candace
It is about consistency and doing it every single day. And you know, the funniest thing is I’ve sold homes to people. I was the wrong I called the wrong number and I sold people houses. So you could be you can be really bad at scripting and not know what the heck you’re doing. But if you just call people enough, eventually you’re going to connect with somebody that needs your services.

00:15:18:09 – 00:15:29:02
Sarah
So your teams are on the phone 2 to 4 hours a day. Do they do script practice? Do they have like a contact target or what is the anatomy of their morning look like? Mm hmm.

00:15:30:02 – 00:15:57:05
Candace
So we do do script practice together. So always sharpening those skills. I say you can’t practice on the client or potential client. You’ve got to get, you know, that a little bit of anxiety we all have it that fear of the phone. We’ve got to we’ve got to get over that. And so practice is key. And I know for me every single day I have a different role play partner.

00:15:57:05 – 00:16:21:28
Candace
We are jumping on the phone. We work having conversations about how our family was. We were just getting on the phone practicing and practicing harder than the actual calls and making sure that we were on our game so that when we did call that, we were not we weren’t practicing. So that’s a big one. Is that practicing on our own time?

00:16:21:28 – 00:16:46:15
Candace
Just writing the script out word for word and then reciting it back to yourself and then going as far as actually recording yourself, saying it and listening to it back while you’re driving. So I know it sounds so crazy, like wow I’m getting this intent on memorizing this stuff, but when you can internalize the script, then you have the ability to listen.

00:16:47:03 – 00:17:05:16
Candace
Because if you’re thinking about what you’re going to say next, we can’t listen. We can’t actively listen and take notes. And that’s the most important part because we want to talk 20% of the time and listen 80% of the time to the seller.

00:17:05:16 – 00:17:14:12
Sarah
Yeah, makes a lot of sense. How much as far as ratios of business like are you 50/50 listings / buyers. What does that look like for you?

00:17:14:12 – 00:17:27:17
Candace
Yeah, I would say we’re a little bit more buyer heavy than listing heavy just because we have a lot of newer agents. I like to work with buyers, so they’re a little bit heavier on buyers.

00:17:27:28 – 00:17:41:07
Sarah
Gotcha, gotcha. So do you have any particular scripts that you are working with them on the buyer side? As far as as far as prospecting for buyers goes, are they mostly coming from your listings? Where does that stop off?

00:17:41:20 – 00:18:09:13
Candace
Yeah. So with online lead generation and we like to use us a script called ALM. get the appointment, get the area, location, motivation, and then book the appointment. So we are very appointment heavy team because we know once we get in front of them face to face, show our value proposition, our professionalism, our knowledge and value that we are able to retain them as a client.

00:18:10:13 – 00:18:27:17
Candace
But we’ve got to get that face to face. And it’s the same thing with sellers and expired. Right? We’ve got to get that face to face because this is a human business and transactions don’t always happen over the phone. They may in our market, but that face to face is so important.

00:18:27:27 – 00:18:38:15
Ren
Yep, that’s it. I know we’re a lot more powerful when we’re face to face. Zoom will be a good second. But you know, if you can be face to face, stuff happens.

00:18:38:28 – 00:19:03:09
Candace
And I think for me when I first started calling expired, I mean, so my goal was to book an appointment every single day. So when you first starting out, you’ve got to take you got to get really scrappy and take every single appointment you can get because then you can go out and you can you can perfect your presentation and then once you get going, you get better and better and better.

00:19:03:09 – 00:19:24:15
Candace
Then you can take the more ready to go pre-qualified listing appointments. But for me, I learned so much when I just like really rolled up my sleeves and said I’m going to get an appointment every single day, whether they’re ready right now or they’re not. And sometimes they weren’t ready, but I could show them how they should be ready.

00:19:24:26 – 00:19:29:15
Candace
So I’m taking all those appointments. Really, really built the momentum for me.

00:19:29:29 – 00:19:45:01
Ren
Right? A little full immersion there. And then you back it off so that your batting average, you go on ten appointments you knew you like to order. Do you like the batting average for your folks to be you go on ten listing appointments. How many would they take?

00:19:46:12 – 00:19:46:28
Candace
Six.

00:19:47:11 – 00:19:59:18
Ren
They take six. 60%. Six out of ten. Good. Yeah. Which is a lot better than the average of two out of ten which is out there. That’s I think those are NAR stats

00:19:59:28 – 00:20:26:28
Candace
What we do, which is really, really important, is the pre-qualification call prior to the appointment. So if you take anything away from this today, this should be the Golden Nugget because a lot of us book the appointment and then we just show up and we’re blindfolded. We don’t we don’t have the right answers to cater the presentation to get them to sign.

00:20:27:03 – 00:20:50:05
Candace
Right. So the important questions that you have to ask is, hey, I know you said you wanted to be you want to hit the market, you know, November 1st. When do you want to be closed by? Do you have a price point in mind that you want to list? Are there any other decision makers that need to be present for our meeting?

00:20:51:15 – 00:21:22:17
Candace
What is important to you about the agent that you choose to represent to you? And the most important question you have to ask is, Hey Ren, when we meet and I show you everything with our marketing and the pricing and everything looks good to you, are you prepared to sign the listing paperwork? And the reason why this is important is because if they’re not prepared to, they said, no, we’ve got to meet with two other agents.

00:21:22:19 – 00:21:41:16
Candace
Awesome. Now I know that information. Right? So we’re we’re getting keyed in. So then when you’re actually at the appointment, if they said yes, we would sign. Now we’ve shown them everything we’ve gotten to the point where they need to sign and they say, No, well, I haven’t done my job. So now we’re missing something.

00:21:41:23 – 00:21:48:09
Ren
Yeah, that question is that question is one of the first closes before you even get there. You, you have just closed them.

00:21:48:19 – 00:21:48:29
Candace
Yeah.

00:21:49:12 – 00:21:53:07
Ren
And then depending on how they answer that, you carry it forward.

00:21:54:00 – 00:21:55:12
Candace
Right. Exactly.

00:21:55:20 – 00:22:00:17
Sarah
What other lead gen levers do you guys pull to generate your sales?

00:22:01:04 – 00:22:13:14
Candace
Yeah. So we do a lot of online lead generation so that that’s a big one. Facebook agent agent referrals and we have a lot of lead sources that we lean on.

00:22:14:04 – 00:22:24:18
Sarah
Okay. Gotcha, gotcha. But still very prospecting based. Yes. Yeah, that’s awesome. Good deal. And how many agents are on the team right now that are selling?

00:22:25:15 – 00:22:28:10
Candace
We have 16 agents

00:22:28:21 – 00:22:32:21
Sarah
And then how many units do each of them target to do per year?

00:22:33:26 – 00:22:57:02
Candace
So the so the goal it’s 24 and of course, we have newer agents that that does take a little bit of time to get going especially the market has shifted. Right. So last year where that was really easy, we had agents coming on the team getting a deal within their first 30 days. Now that’s taking between 30 and 60 days, but we are getting our new agent on the phone.

00:22:57:02 – 00:23:19:07
Candace
Day one when you join our team, you are getting on the phone and we used to wait about two weeks, but now it’s like, hey, we, you know, we are a prospecting team. We have minimum standards of the amount of dials and appointments you take a week. So we’re just going to get you in right away. We’re going to get that fear of the phone over with and get you in the group.

00:23:19:13 – 00:23:24:02
Candace
So we have definitely shifted how we’ve worked with our new agents.

00:23:24:07 – 00:23:29:19
Sarah
Gotcha. That’s great. Do you guys have any programs that you run for your sphere of influence or your past clients?

00:23:30:10 – 00:23:55:10
Candace
So we have a VIP program, so we do quarterly events with our with our clients. And of course, that’s really fun because we have all of these clients that we got to work with and then we don’t always see all the time. So that’s a great way for us to get together and make it fun and it’s a great way to connect with them instead of just always calling to talk to them about their home value.

00:23:55:15 – 00:24:01:12
Candace
So we still want to talk to them about that. But hey, we also just want to hang out with you and get to know you as people.

00:24:01:15 – 00:24:18:18
Ren
Some good information here and you’re. Well, it’s well, it’s very organized, very consistent and very scripted, which is huge, which is huge and well-scripted. And any coaching influences as part of this whole thing?

00:24:18:18 – 00:24:56:21
Candace
Yes, I have had coaching for the last three years. That’s really how I was inspired to start calling expired. I went to a Tom Ferry sales edge, which actually those are no longer after COVID. But back in 2019 I went to a Tom Ferry edge event. But it was funny because they had a panel of agents and there was three agents up on the stage and there was this guy from Atlanta, and he he got on stage and said, I’m doing 550,000 and GCI and I call expired.

00:24:56:21 – 00:25:13:28
Candace
And I was like, Wait, I’d even know Agent made that much money because I came from a small town where there’s only 60 transactions in the whole town. And I’m like, Wait a second, I can do this, and this guy’s doing it and this guy can do it. I know I can do it. And he actually sat behind me.

00:25:13:28 – 00:25:42:05
Candace
So I, you know, I circled back and I was like, hey, I need to know what where are you getting this information from? Tell me everything I need to know. He’s like Vulcan7. Here’s my referral code. Get onto Vulcan7 and just start dialing. So I went home and on day one. So my average price point was, I think 175 and I got on the phone and and day one I got myself in the door in a $1.5 million listing.

00:25:42:10 – 00:25:57:21
Candace
I had no idea what I was doing, but I just I just did it. See, that’s the thing. We always think we have to aim, get ready and then fire. But it’s actually the opposite. We’ve got a fire. Get ready and we got to do the opposite.

00:25:57:22 – 00:26:02:28
Ren
And then you started at the top. Let’s see, what’s the most expensive listing that expired today? One point.

00:26:03:24 – 00:26:16:20
Candace
So but here’s a cool thing. I’m like, wow, I can get in the door on this listing that I normally would never, ever had access to, and that is what excited me. So that’s why I’m back to coaching an influencer.

00:26:16:21 – 00:26:19:09
Ren
Who was that guy that was on stage, you remember?

00:26:19:24 – 00:26:50:10
Candace
Yeah. Carl Phillips. He’s a great friend of mine, from Georgia. And he’s still a good friend of mine. And I just remember him saying, he also said, I am I going to say the swear word? He said, he said, my junkie videos is better than your no video. So he was also doing video and he was like, he just showed me like, it doesn’t matter what you look like or what market you’re in or who you are, just execute and just do it.

00:26:50:11 – 00:26:58:07
Candace
You know, most of us get paralyzed with our fear of the phone, but if you can just get over that and just do it.

00:26:58:20 – 00:26:59:15
Ren
You love it.

00:26:59:22 – 00:27:06:22
Candace
I love it better than 97% of the other agents out there who are doing zero actions to move their business.

00:27:07:08 – 00:27:27:12
Ren
Good. This is great. I love that story. You’re doing all the right stuff. What is what’s the future? Hold for what you’re doing because you’re in production now. You’re leading this group doing and teaching them everything that you’ve learned to be successful on the listing side of the business, what’s next? Where does this all go?

00:27:28:06 – 00:28:00:02
Candace
Yeah, so we have really, really exciting things coming up. We are growing our team every day, so we have about four agents joining our team every single month. And just my my passion for helping sellers is now helping agents help sellers. So we’re really passionate about helping agents and we’re going to continue to do that in our own market and then we’re also expanding across the United States and helping other team leaders build out their teams.

00:28:01:07 – 00:28:03:09
Candace
So that’s what the future holds right now.

00:28:03:18 – 00:28:16:29
Ren
Wow, that’s exciting. Now, so you’re going to really just be hopping around a lot of other markets. Are you yourself expanding what you’re doing in Florida? Are you going to, you know, Naples, Marco Island, all these other are. What are you doing there?

00:28:17:03 – 00:28:28:09
Candace
So so Naples is in the works right now. I mean, naturally, we’re already helping buyers and sellers down in Naples and Marco Island. So, you know, it’s just a natural progression in our market.

00:28:28:22 – 00:28:31:15
Ren
Wow. And the price point is not so bad there.

00:28:31:28 – 00:28:35:25
Candace
Yeah, you know what? It’s not bad. The people are pretty awesome, too.

00:28:36:03 – 00:28:44:00
Ren
Yeah, that’s it. I know. And in the winter, you know, snow shoveling is not quite as difficult. There.

00:28:44:00 – 00:28:46:01
Candace
It’s the cold sand shoveling down here.

00:28:46:01 – 00:29:08:06
Ren
And it’s better. That’s it. That’s good. This has been very helpful for a lot of the people that watch the show. As you said before, we we came on, she goes, I just started watching road maps, figured this out. And and and now you’re on one helping people continue this process.

00:29:08:13 – 00:29:30:13
Candace
Yeah, it’s so cool. And the one thing I do like before I go though, one, there’s a couple of things the coaching, but also finding a mentor who helped me. So there is an agent out of Philadelphia named Tom Toole and he took me under his wing. He saw how hard I was working and he showed me the ropes and really, really helped me.

00:29:30:25 – 00:29:54:11
Candace
And then I just watched YouTube videos every single morning, so I watched Road Map and then there’s a lot of content on YouTube, just live calls, and I would listen to that every single morning while I would work out. And so it was just really ingrained in me and I would learn what other people were saying. I just took those little nuggets and implemented that into my business.

00:29:54:19 – 00:30:07:20
Ren
It’s kind of a copycat principle and I mean, basically you’re like, What works? Yeah, what do I need to say to make that happen? I mean, it’s not rocket science. Just do what people are doing and you’ll have what people have.

00:30:08:00 – 00:30:17:02
Candace
Yeah. And don’t reinvent the wheel here. But that’s hasn’t really changed. Even if you look at my query scripts, we’ve been saying the same things for 25 years.

00:30:17:02 – 00:30:17:26
Ren
Yeah, right.

00:30:18:07 – 00:30:20:07
Candace
There’s there’s not much that has changed.

00:30:20:21 – 00:30:40:27
Ren
So Candace, here’s the thing. There are going to be a lot of people going now how do I reach her? I want to ask our question. I have somebody moving down to Cape Coral, Fort Myers, Naples, Marco Island. They want to buy a 2.1 in Naples. Well, that would be a condo in Naples, but, how do they reach you?

00:30:40:27 – 00:30:41:24
Ren
What’s the best plan?

00:30:42:13 – 00:31:04:21
Candace
All right. So the best way to reach me, go to my Instagram at Candace Decker real estate. I’m in there quite often, so give me a follow and then shoot me a DM and I’m always happy to help. Even if you have a question about calling expireds or looking for scripts, I actually I’d love to help and give feedback, so please reach out.

00:31:05:08 – 00:31:20:04
Ren
Well, thank you so much. Candace has been wonderful. This has helped a lot of people and we’re grateful that you finally made it to our show. May we check back with you in six months to a year and see how how the Candace Decker empire is coming along?

00:31:20:04 – 00:31:21:29
Candace
I will love that Ren.

00:31:22:10 – 00:31:26:10
Ren
We’re probably going to check with you in February in person when it’s cold up here.

00:31:27:00 – 00:31:29:23
Candace
In Atlanta and come on down.

00:31:29:23 – 00:31:31:18
Ren
All righty. Thanks again.

00:31:32:16 – 00:31:34:13
Sarah
Thank you. Have a great rest of today. Thanks, Candace.

00:31:34:29 – 00:31:39:04
Ren
And thanks, everybody. See you next week.