Eight Roadmap guests on routine, probate and the presentation that lands

Ren Jones00:05

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 taking several listings, but this is the highlight show, season four highlights.

Sarah Close00:20

All the good stuff.

Ren Jones00:21

Yes, all the good stuff. And I’ve got a guest here with me today, bringing back Sarah Close. Many of you met Sarah on the other highlight shows.

Sarah Close00:28

Thanks for having me back.

Ren Jones00:29

I’m glad you’re back.

Sarah Close00:30

I love that I get to do these. This has been a blast.

Ren Jones00:32

Well, I don’t know who else to pick because when you look at it-

Sarah Close00:34

Well, I’m so glad you picked me.

Ren Jones00:36

Okay, you have a real estate team. You’ve been doing this a long time and for many years it was just you and a buyer agent, possibly, taking five, six, seven, eight listings a month for many years.

Sarah Close00:45

Many years.

Ren Jones00:45

You got this down and keeping most of the money.

Sarah Close00:48

Yeah. For real.

Ren Jones00:49

And then you went crazy and you bought offices.

Sarah Close00:52

Yes, I had a momentary seizure there.

Ren Jones00:55

And how many agents do you have now?

Sarah Close00:57

We are all told just under 600.

Ren Jones00:58

Just under 600 agents in Southern Ohio, Cincinnati, Dayton. Around Northern Kentucky yet?

Sarah Close01:05

We have people that live in Northern Kentucky, but our footprint stays on this side of the river.

Ren Jones01:08

And of course, you sell in Northern Kentucky pretty heavily.

Sarah Close01:11

We do. Absolutely. Absolutely.

Ren Jones01:13

Okay, so on the next season highlights, you’ll have your Northern Kentucky office, right?

Sarah Close01:17

We’ll see about that.

Ren Jones01:19

We’ll be broadcasting from the Kentucky office on the next show.

Sarah Close01:22

That’s all good.

Ren Jones01:24

Great. Good. So anyway, so we’ve got some great season highlights from season four, some exciting material. And then you guys may want to go back and watch one or two or three of these, especially some of the ones that are along the lines of what you’re interested in learning.

Sarah Close01:38

We’ve got a good lineup today. I’m excited about this.

Ren Jones01:40

I think we’ve got some great stuff. In fact, let’s take a look at the first one from Chicago, in northern suburbs of Chicago and including Chicago. We have a great, great, great agent, Sheila Doyle.

Sarah Close01:55

All right. Let’s go.

Ren Jones01:57

She starts every day at 5:00 AM

Sarah Close01:59

Oh, wow.

Sheila Doyle02:01

A big part of that is to keep that consistency every day because I begin my integrity right then and there. If I wake up at the same time every day, I’m doing what I committed to do. And that gets me to the office on time, it gets me on my role play calls on time, and just keeps me focused on my goals.

Ren Jones02:25

And there’s not a lot of distractions at 6:00 and 7:00 AM.

Sheila Doyle02:29

Pardon me?

Ren Jones02:30

Not many distractions at 6:00 and 7:00 AM

Sheila Doyle02:32

No, not at all.

Ren Jones02:35

And it’s the consistency. You’ve always had that. And agents that are highly successful, we see that consistency. Every day, it’s… what is it? The first part of the day, basically, following the same schedule five days a week from the time you get up ’til noon.

Sarah Close02:48

Right. It’s your energy plan. It’s your personal energy plan, it’s your business energy plan and when you let that power of habit pull you through that, it’s one less thing that you need to use willpower for. So she’s already set up. By the time she gets her day rolling, she doesn’t have any decisions to make, she can just get right after it.

Ren Jones03:04

It’s inertia.

Sarah Close03:04

Makes a huge difference.

Ren Jones03:04

Pulls her through.

Sarah Close03:06

For sure.

Ren Jones03:06

And then the fun part, and this is something we see with the strongest, they’ll have listing appointments at 2:00 and 4:00, or one at 3:00… in her case 3 o’clock and 5 o’clock.

Sarah Close03:17

So she keeps that fixed time block every day.

Ren Jones03:19

Now some of you are saying, “I can’t do that because they want to meet me. They don’t get home ’till 6:30 and 7:00. I have a lot of 8 o’clock listing appointments.” Folks, it’s a mindset. It’s a mindset. In fact, let’s watch the second piece from her.

Sarah Close03:31

Great.

Sheila Doyle03:36

It’s a mindset issue, Ren, because what happens is if you put in your schedule listing appointment at 3:00 and listing appointment at 5:00, you’re going to fill those slots.

Ren Jones03:48

And it’s being strong. Mine was 4:00 and 6:00 because I was weak, she’s stronger. 3:00 and 5:00 is stronger.

Sarah Close03:57

It’s more during the workday.

Ren Jones03:58

Right. And are you going to rarely have one at 7:00? Yes, but it will be rare. And if you’re strong and say, “Well I have 3 o’clock, which would be better for you? Thursday at 3:00 or would 5:00 be better?” And you have to say something along the lines of… they go, “Well, I don’t get home ’til 6:00.” And just say, “Well, is there a day this week where you could come home?” Because think about it folks, most people, do they go to their dentist at 2:30? Tooth hurty. Yes, 2:30. They do.

Sarah Close04:26

That’s so bad.

Ren Jones04:27

They do that. So they have that flexibility. They do.

Sarah Close04:32

That’s true. That’s true. The other thing that happens when you take a listing appointment that late in the day, especially when you’re operating with a schedule the way that she is, you’re done by that time of day. You’re not going to have your most energy laden appointment that you could have had if you’re doing that on the tail end of the day when you’re exhausted.

Ren Jones04:52

Right. If you’re stretching your day out 14 hours, it’s not fair to your family or your kids. And when they look through the family pictures over the years, it’s just you with a phone to your head.

Sarah Close05:02

Yeah, and it’s not sustainable.

Ren Jones05:02

Is that really what you want it to look like? No.

Sarah Close05:05

Yeah, it’s not sustainable.

Ren Jones05:05

Right, so take that control.

Sarah Close05:07

Yeah, absolutely. That’s fantastic.

Ren Jones05:09

We’re going to head back to Cincinnati, one of your top agents in that one.

Sarah Close05:13

Awesome.

Ren Jones05:14

It’s a team, Maryanne and Steve.

Sarah Close05:16

They’re fantastic.

Ren Jones05:17

They run a huge business.

Sarah Close05:19

Yeah, they really do.

Ren Jones05:19

They make a lot of money and I was able to persuade Maryanne to come in.

Sarah Close05:23

Oh, fantastic.

Ren Jones05:24

And she starts at 5:30 in the morning as well.

Sarah Close05:26

She does. She does.

Ren Jones05:27

Fills her head with exercise and motivational videos and gets all her lead generation out of the way by 10:00, 10:30, 11:00.

Sarah Close05:34

That was fantastic.

Ren Jones05:35

Yeah. Let’s take a look.

Sarah Close05:36

Okay.

Maryanne Ries05:38

I can understand how people have things that go on in the morning that keep them from doing this, but my schedule now is my alarm goes off at 5;15 on Monday, Wednesday and Friday and 5:30 on Tuesday and Thursday. I get up, I go work out. That workout is all about mindset. I listen to morning motivational videos, books, whatever it is to get my head in the right place every morning and then get rolling early. Because if you can get your prospecting done by 10:00, the rest of the day is always better.

Ren Jones06:16

Good. Catch those fish early. Yes. Early bird gets the worm. So is there a schedule where people can get, and it sounds like if you’re going to prospect, you got to do it first thing or else ain’t going to happen. Is that the case?

Maryanne Ries06:30

Well, actually-

Ren Jones06:33

Because some people I’ve seen, “I can do it at night, or I can fit it in here and there.” Is that realistic?

Maryanne Ries06:38

You can, it just takes all day and it sucks the life out of you. I mean you can make a few calls in the morning, make a few calls after lunch, make a few calls in the evening, but then it feels like you’re doing nothing but working all the time. And that’s certainly not what I want to do.

Sarah Close06:56

Absolutely.

Ren Jones06:57

You can just get it out of the way early.

Sarah Close06:58

Well, it’s that idea that willpower is not on will call. And if you get rubbed up to get it done, get it all done and then have the rest of the day. It’s gravy. Why not?

Ren Jones07:07

Yeah. And one of your company, Gary Keller from your Keller Williams, he always said, “Eat your vegetables first. Get that lead generation done.” Out of the way early on.

Sarah Close07:20

Absolutely. Yeah, the rest of the day is gravy.

Ren Jones07:21

That’s the fuel. That is the fuel.

Sarah Close07:25

Makes a lot of sense. It is the difference.

Ren Jones07:28

The other thing that I admire about Maryanne Ries so much, same thing with Sheila Doyle, is that leadership. She may very well have 3:00 and 5 o’clock listing appointments too. She’s like, “This is what we’re going to do.” She leads the buyer, she leads the sales. People want to be led. People want an expert. Somebody’s got to lead, somebody’s got to follow.

Sarah Close07:46

Right. Well, let’s face it. Every for sale by owner says, “Boy, there’s nothing that you do that I can’t do.” And so it absolutely follows logically that if someone is going to be hiring a professional, it’s because they want to be directed in how to do something the right way. And if as an agent you’re not bringing that direction and that leadership, that’s when you have those folks that say, “Well why would I hire an agent? They don’t do anything anyway.” The really top agents, the ones that are in demand and that are doing all the volume are the ones that are leading their clients and they’re explaining them what the expectation’s to be, and then making sure those expectations are met. It starts with a listing appointment.

Ren Jones08:21

Unwavering conviction. Think about it, folks. Price reduction, setting the price right. Nobody likes to stand in the tension of that and if we do it, we demonstrate at the very beginning, leadership role that is so necessary to get these homes sold.

Sarah Close08:36

Yeah, they do a fantastic job with that.

Ren Jones08:37

They do.

Sarah Close08:37

They really do.

Ren Jones08:38

They really do. Good. We’re going to look at specialties because there are a lot of niche parts of our business. There’s new construction, there’s luxury, there’s all kinds of things. One of the categories is probate. And we offer probate data and a company alltheleads.com offers guidance on specific services that you can offer to someone that has… those people are dying to list. Somebody’s passed away and yeah, there we go. Someone’s passed away and there’s real property for sale. So we’re going to look at a little role play that great Joe Ring from Naples, Florida. There’s a good price point.

Sarah Close09:18

Yeah, there is a good price point and a good temperature, as we look out at the gray skies here today.

Ren Jones09:25

Yes, nice and warm.

Sarah Close09:25

Someone’s doing it right.

Ren Jones09:26

Sunny Cincinnati. Okay, so let’s take a look at this role play that Joe Ring does on probate.

Sarah Close09:33

Okay.

Joe Ring09:36

… speaking. Hi Mr. Smith, I’m calling about your probate case and I first would like to offer my condolences. I’m Joe Ring from Coldwell Banker and I have one simple question for you. Do you have any real property to sell for the estate?

Carley Hathaway09:49

I do. I do. I have a condo.

Joe Ring09:51

A condo. Well, terrific. May I share with you my process for working with executors?

Carley Hathaway09:58

Sure.

Joe Ring09:59

Well, I would first like to get access into your condo, determine two things, what needs to be done to exactly get it sold. Number two, while I’m there, I’ll determine a price point and I’ll prepare you up an aggressive marketing plan and at what price your home will sell at. Number three, I will send you out that information in the VIP package. In step four, we’d set a time for a listing presentation. Well, if all that’s fine with you, I’d like to get started.

Ren Jones10:31

It can be as simple as that. And he has a very specific vendors and services that are specific to that industry. There’s almost no competition, folks. His number one competitor are investors who want to buy 20% below market. Investors. Now that’s an easy one to handle that objection if you get in there early, because you’re going to save them 20% right out of the gate. So if you can get in there, you’re not going to find other agents doing it. They should. There’s a lot of probate sales every year. And there’s a couple ways you do it. You go straight to the executor or you go to, and it worked well for me, you go to people that specialize in estates and that’s what they do, probate and trusts and they manage that. Those attorneys handle that. And they a lot of times will recommend you several times through the year.

Sarah Close11:26

And they need a skilled agent that can help them button up that file more quickly.

Ren Jones11:30

So it’s a gold mine.

Sarah Close11:31

Makes a lot of sense.

Ren Jones11:31

Go back and watch that one. That was season four, episode four. You’re going to want to watch that and learn a little bit more and add an extra sale a month from that category.

Sarah Close11:41

Great.

Ren Jones11:42

One great one.

Sarah Close11:43

Yeah.

Ren Jones11:43

Good.

Sarah Close11:43

That’s fantastic.

Ren Jones11:44

Perfect.

Sarah Close11:46

Who do we have next?

Ren Jones11:46

Who do we have? From Salt Lake City-

Sarah Close11:50

We’re just jetting all over the place here today.

Ren Jones11:52

We are.

Sarah Close11:52

It’s all good.

Ren Jones11:55

We are. He makes it look easy. He’s making $650,000 a year in income and he just keeps it simple. But I’ll tell you his secret while you’re watching this is he was talking to 35 people every day, five days a week, five, five days a week and he raised that to 43. It’s as simple as that. Now, 43 is simple but not easy.

Sarah Close12:17

Right.

Ren Jones12:18

That’s intense.

Sarah Close12:19

But it’s every day.

Ren Jones12:20

Yeah, it’s every day. Five days a week, every day. But he makes it look easy. In fact, what we did, we did a role play.

Sarah Close12:34

Okay.

Ren Jones12:34

Let’s take a look.

Sarah Close12:34

Oh, let’s have a look. Great.

Doug Carey12:34

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

Carley Hathaway12:53

Yeah, yeah. Yeah, definitely.

Doug Carey12:55

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

Carley Hathaway13:09

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

Doug Carey13:13

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

Carley Hathaway13:30

That would be awesome.

Doug Carey13:32

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

Carley Hathaway13:38

We could do 4 o’clock, I guess, if you’re going to be in the neighborhood.

Doug Carey13:41

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

Sarah Close13:45

Very simple.

Ren Jones13:46

It’s very simple and it’s not easy. You’ve been doing it because most of your career was doing what he does, making a huge income while just making those calls that, because it’s so easy to after about nine calls going, “Well, I got to go work on this.” I mean the voices in our head.

Sarah Close14:05

Creative distraction.

Ren Jones14:07

Yeah, creative avoidance behavior. Coffee, all the distractions.

Sarah Close14:11

What’s interesting, though, about his script that I think is really effective is that he is following a script, but he’s so conversational. It was so easy. He was just in the area and she walked right into it.

Ren Jones14:23

It sounded playful. “What if I pop over?”

Sarah Close14:24

Yeah, it’s a pop by. Yeah.

Ren Jones14:26

Yeah, pop over.

Sarah Close14:27

No, it’s fantastic. It’s just time on task over time. Enough at bats.

Ren Jones14:32

A lot of it, you think you need all these complicated systems, folks. It’s simple if you have the strength to get through the number of contacts. I would challenge everybody if they did 30 contacts a day, five days a week and had a conversation with 30 people. Not attempts but contacts, that your income would be… I mean, I’d make it well in a hurry.

Sarah Close14:54

Well, it’s very interesting because one of the training programs that we run at our firm is a seven-week training program, and part of that curriculum is that the participants are making 20 contacts a week. And without question, the numbers have repeated themselves every single time. On average, folks are doing 14 transactions during that timeframe. And that’s so significantly higher than what is typically done. And it’s that type of consistency that he’s demonstrating that’s the secret sauce.

Ren Jones15:20

Yeah, well it’s like that… is it an old Roman guy? He was a realtor back in Roman days. Pythagoras. And Pythagoras said, “Take the road that’s best, no matter how rough and soon it becomes easy and agreeable.” Pythagoras is right. If you do it enough, after a while, I mean, it’s second nature to you.

Sarah Close15:41

Yeah, don’t think a thing about it.

Ren Jones15:41

Second nature to him. I got to tell you, day one, day two, day three is rough.

Sarah Close15:46

It feels awful.

Ren Jones15:46

Day four, five and six feels rough. Month number two and three still feel rough. In fact, we’re going to have some fun because our next guest is making a huge income and having so much fun. So if you want to get to the other side, folks, let’s go visit, from the Bay Area, making $4 million a year in commissions. That is a volume. That’s $4 million in commissions, Mr. Alex Lehr.

Sarah Close16:17

Oh, fantastic.

Alex Lehr16:22

You can’t see it in my office, but see right there, that’s a flow chart, everything that happens in our business. And then over on that wall, that’s the back edge of the calendar and that’s the year ahead. So this is this year all the way up to December 31. I can tell you every day where I’ll be, what days I’ll be off and then all the way into next year, we’ll have that already planned by the end of November. All of next year will be laid out. I’ll know where I’ll be, what days I’ll be. And then I have floater time in there too because, again, my wife and I like to play a game called the Yes Game. So if people contact us and say, “Hey, we’re going this, you want to take a trip for a day or two,” or whatever it is. We have floater time in there that we can go say ‘yes’ to, because we wanted… My life flashes before my eyes one day, I want it to take a while.

Sarah Close17:08

That’s awesome.

Ren Jones17:08

I want it to take a while.

Sarah Close17:08

I like it.

Ren Jones17:10

When my life flashes for me.

Sarah Close17:12

Yeah, that’s pretty cool. I’m going to borrow that.

Ren Jones17:14

Alex has so much fun and he’s been doing this at such a high level with prospecting and talking to people and it’s a very simple business. But $4 million, I realize their price point’s a little higher there.

Sarah Close17:27

That’s okay.

Ren Jones17:28

But that’s not bad. That’s in real dollars.

Sarah Close17:29

No.

Ren Jones17:30

That’s a wonderful life.

Sarah Close17:32

That’s some good walking around money.

Ren Jones17:33

And playing the Yes Game. What more could you want? He said, one time he was chatting with us and he said, he goes, “It’s all mindset.” He goes, “You have to take the word ‘too’, T-O-O, out of your vocabulary.” I’m too tired. I’m too old. I’m too young. I’m too this. I’m too that. I’m too big, too… whatever. You’ve got no excuses.

Sarah Close17:57

You are enough. That’s awesome.

Ren Jones17:59

Perfect. So the Yes Game’s kind of fun.

Sarah Close18:00

I like it.

Ren Jones18:01

This is a guy that lives big that’ll be like, “You want to go to Monaco? Oh sure.”

Sarah Close18:05

“Sure. Yes.”

Ren Jones18:06

In fact, let’s watch this second clip.

Sarah Close18:08

Okay.

Alex Lehr18:12

So for me either it’s a hell yeah or it’s a no. Somebody says, “Hey, you want to do something?” And I think about it for a minute. I go, “Hell yeah, I want to do that.” So as soon as I say hell yeah, it’s yes. Then it’s like you’re going. So I got a buddy of mine that just said, “Hey, you want to go race in Africa in 2020?” And he goes, “You want to go race motorcycles in Africa?” I go, “Set the date. I’m going.”

Sarah Close18:35

That’s awesome.

Ren Jones18:36

I know that you see that motorcycle on the back.

Sarah Close18:37

Yeah, that was pretty cool.

Ren Jones18:38

Now, one last secret I didn’t share, he works three weeks every month.

Sarah Close18:43

Oh, very interesting.

Ren Jones18:46

Plenty of play time. Look how effective you would be if you were working only three weeks a month. You’d probably get a lot done.

Sarah Close18:52

You would because you knew that there was something to look forward to. I think when we don’t have that place held in our calendar because we don’t believe that we deserve that time off, we never are going to deserve it because we’re never going to work at such a level where we can get.

Ren Jones19:08

Right. It’s the chicken or the egg. You don’t deserve that time off so you don’t take that time off. You don’t get anything done. So you don’t deserve time off.

Sarah Close19:09

Exactly. Vicious cycle, fastest way out of the business.

Ren Jones19:12

I know. We see that.

Sarah Close19:14

All the time.

Ren Jones19:15

Yes. Yes, indeed. Let’s visit somebody that’s newer in the business and it’s his third year. He’s doing five or six sales a month.

Sarah Close19:26

That’s fantastic.

Ren Jones19:27

Yeah, doing pretty well for year three.

Sarah Close19:29

Absolutely.

Ren Jones19:30

He’s up in Michigan, a little area called Jackson, Michigan, Irish Hills area, if you guys are familiar with that. All his attention is put on what are the other top producers doing and using the copycat principle, Mr. Tim Creach.

Sarah Close19:45

All right.

Tim Creech19:48

Because I know that’s been one of the things that’s helped me increase my productivity is getting the mindset by just watching what other high performing agents are doing and using that as a tool to say, well gosh, if they could do it, if Bernie’s doing this, or if Kathy Welch is doing this, or some of the other fine people you’ve had on the show, if they are doing these kinds of things, why can’t I do it?

Ren Jones20:09

That’s it. It’s just that copycat principle. You will get similar results. I mean, if you’re comparing yourself against somebody that’s been doing it 20 years, they have a database they’re pulling from as well. But you’re going to get that initial… all the, because there’s two groups of people, the people you know and the people you don’t know, That sounds very Mike Ferry, I believe. And what is the statement after that? Which group is larger? So they’re working that group of people that you don’t know and right out the gate, making a heck of a lot of money because these top performers are not just working their database, I can tell you that. It’s not just the database because you wouldn’t make that much.

Sarah Close20:51

No, for sure. No, that’s fantastic. That’s a pretty impressive third year.

Ren Jones20:54

So we’ve always encouraged people to go shadow. You’ll 19 out of 20, unless they’re in your market, if you talk to somebody who’s a top producer doing it the way you’d like to do it, live the kind of life, make sure they’re working hard and playing hard and having a lot of…

Sarah Close21:08

Right. Who you want to emulate.

Ren Jones21:09

Yeah. Who do you want…? Yeah. Ask to shadow.

Sarah Close21:12

It’s a great opportunity.

Ren Jones21:13

Get there the afternoon, evening before, have dinner with them if they’re available. Get there first thing in the morning, follow them ’til noon. Take a lot of notes. Record what they say. Go to lunch and head back home.

Sarah Close21:23

Yeah. That’s great.

Ren Jones21:24

I mean, my gosh, your business will shoot up like that.

Sarah Close21:27

You know what? And the neat thing is, is theirs does as well because they’re going to have a great day preparing for you and they’re going to get a lot out of it too.

Ren Jones21:34

I had, over many years, I had people come and shadow and I always loved it because I had to do what I was supposed to do. Well, I got somebody coming into shadow.

Sarah Close21:44

Yeah, I better be on it today.

Ren Jones21:46

Yeah. I will…

Sarah Close21:46

Everybody wins.

Ren Jones21:46

I’m going to show them a good time. I’m going to be powerful with this person.

Sarah Close21:49

That’s awesome.

Ren Jones21:50

Yeah, because repetition boredom can set in.

Sarah Close21:52

Yes, it can.

Ren Jones21:53

Having that person, the show-off factor as it’s called. It’s called the show-off factor.

Sarah Close21:57

It’s effective.

Ren Jones21:58

Yeah, it works. It works. Good deal. So we have…

Sarah Close22:03

Where are we going now?

Ren Jones22:04

We’re going back to, because you’re with Keller Williams, Keller Williams.

Sarah Close22:08

All right.

Ren Jones22:08

In fact, I’m going to ask you if this sounds… because you’re at that stage where you’ve been doing this so long, you’re building, have a little bit of a team and you’ve got some players and whatnot.

Sarah Close22:17

Got some leverage in there, yeah.

Ren Jones22:18

And this great agent, she has a similar situation and her warmup for the day sounds very similar.

Sarah Close22:27

Oh, does it?

Ren Jones22:28

Yes. Her name is Erin Caraway. She is in San Antonio, central Texas area. The goal for sales for 2019, 250.

Sarah Close22:37

Wow, that’s awesome.

Ren Jones22:38

Yes. Let’s watch Erin.

Sarah Close22:40

Okay.

Erin Caraway22:45

So we know that being successful in this business requires us to have a very consistent routine and a very consistent schedule in the morning. And that includes myself as well as the agents. And so every morning we start power up, which is where the entire team gets together at 8:30 in the morning. We share our one gratitude for the day, what our one goal is to accomplish that day in our business. And then also we do 15-minutes of script practice. So we partner up, we script practice together for 15 minutes and this also includes the operations staff.

23:23So it is the entire team coming together. And then one of the leaders in the room will provide a lesson on leadership, or some sort of inspiration for the day, and then at 9 o’clock, myself and the agents are on the phone and we’re lead generating ’til about 11:30. And then from 11:30 to 12:00, we’re putting in any new leads that we have received for the day, making sure that all of our follow-up is complete. And then at noon, really the agents are on their own for what happens in their schedule the rest of the day.

Sarah Close24:02

That easy.

Ren Jones24:05

Right and that warmup is so critical. The energy, whether you’re doing it yourself like Maryanne Ries, or Maryanne and Steve getting… or if you’re doing it as a collective, either one, that ritual and getting warmed up and getting on the phone…

Sarah Close24:18

Yeah, when you know someone’s there waiting for you when you’re heading to the office.

Ren Jones24:22

Yeah, you’ll meet people at the-

Sarah Close24:24

You just get there faster.

Ren Jones24:25

Right. You’ll meet other people there faster than you will when you’re solo.

Sarah Close24:29

Yeah, it’s like going to the gym.

Ren Jones24:30

Right, exactly.

Sarah Close24:31

Yeah. Same applies.

Ren Jones24:33

Perfect parallel.

Sarah Close24:34

Yeah, absolutely.

Ren Jones24:35

So the structure is really important, the routines, the morning routine, having a perfect… Because when you look at, from the time you get up ’til 11:30, 12:00, when you stop lead generation, you can control that. Now, the afternoon maybe you took three new listings. Maybe the afternoon is you have three new pendings. Maybe you have three closings. The afternoon can be a little screwy, but you can control from the moment you wake up until you go to lunch.

Sarah Close25:07

Anything can wait .

Ren Jones25:07

Five days a week. That’s 20/21 business days a month and hopefully you’re going to take three or four, five weeks of vacation. So we’re not asking that much.

Sarah Close25:19

Yeah. Yeah, half a day of schedule.

Ren Jones25:23

And there’s all the money.

Sarah Close25:24

Yeah, makes a big difference. And it feels good to go home when you’re done, did what you’re supposed to do and…

Ren Jones25:30

Yeah, the gratifying stuff.

Sarah Close25:31

It’ll show up.

Ren Jones25:32

The more gratifying stuff happens in the afternoon.

Sarah Close25:34

Absolutely.

Ren Jones25:34

So you get that stuff done, then you go to lunch, you return calls 11:30, go to lunch, and then on with the rest of the day.

Sarah Close25:39

Yeah, makes a lot of sense.

Ren Jones25:41

So our last guest.

Sarah Close25:43

Okay.

Ren Jones25:43

So I saved the best for last. This guy, I met at an event about four or five years ago and I had met over 100 people, stuck in my mind, mainly from the energy. This guy is also

Sarah Close25:58

Big energy footprint.

Ren Jones26:00

This guy is always on showtime and if you’re looking at the copycat principle, look at the showtime…

Sarah Close26:05

Element here?

Ren Jones26:05

Element.

26:06All right.

Sarah Close26:06

Element. I mean, he’s amazing. He does a little warmup just like Erin does as well with his team. He’s at a point now where, I mean, he’s going on eight or nine listing appointments a week and taking six or seven listings each week.

26:24That’s awesome.

Ren Jones26:25

Week. Each week, which is kind of fun. Let’s take a look at his little discussion of showtime. So from Chicago, Illinois, Mr. James Matz.

Sarah Close26:36

Fantastic.

James Matz26:39

When you’re on stage, you have to look the part. And so I overwhelm them with my presence the moment they open the door. The first thing they see is this tall Black guy that’s dressed to the dozens. And of course my movement with them as I walk through the door and the way that I greet them, I’m very personable. And if they have any level of uncomfort, I break it down right there with my smile, the way that I shake their hand and the way that I look into their eyes and deep into their soul. Because I want them to understand that they’re about to experience something that they never have. And I do that on purpose because I want them to feel, not only hear me, but I want them to feel me. And I want them to be comfortable because people do business with people that they’re comfortable with. So my whole presentation is one of being prepared, making them extremely comfortable and by the time that I leave that table, they feel that I’m part of the family

Ren Jones27:51

And he’s intense.

Sarah Close27:51

He is.

Ren Jones27:52

And this video clip isn’t fair because in person, he’s amazing. With his laptop and his setup there, he’s looking down like this and his camera’s here but that’s just the way it’s set up here. He is, I mean, it’s nothing less than spectacular.

Sarah Close28:07

Well, when you hear him go through all of the elements that he has thought out, there’s no way that it isn’t.

Ren Jones28:13

Yeah. And to be fair, a lot of you out there can do just that and practice it and practice it and practice it. And when I’m talking about practicing it, and we have agents that do this, you set up a video camera, so easy to do, or your cell phone on a… You can buy those little cell phone tripods, mount that, and then have a doorway and somebody is the seller. “I’m excited to get your home on the market and get it sold. Can I take a quick look at the home? Blah, blah, blah,” and work it.

Sarah Close28:43

And go through.

Ren Jones28:43

Yeah and role play that over and over and over and over and over and over and over. And get your energy to where you’re building rapport, make him feel comfortable, but they realize there’s something electric going on.

Sarah Close28:56

Exactly. And he has that presentation so locked down that he can really focus on what he’s doing with his body and his voice and his mind and on the person, so that he can get that energy response he’s looking for. It’s really

Ren Jones29:07

And he does a lot with tonality. On the last show I remember he said so passionately, he goes, “I am in the rejection business.”

Sarah Close29:16

That’s awesome.

Ren Jones29:16

It was kind of fun because he loves to get on the phone and call people and set appointments.

Sarah Close29:22

One step closer.

Ren Jones29:23

He has a lot of fun value. I do have a second clip because it’s kind of fun. I mean really, before he even gets started, he’s already closed him. They already know that this is somebody different and I think we should be paying attention.

Sarah Close29:37

Very cool.

Ren Jones29:38

So he already closes them. Our last clip.

James Matz29:45

When I go and sit at the table of the majority of my sellers, I literally blow them away. They tell me that they have never seen a presentation, they have never witnessed the analysis. And really, I’m not doing anything different. It’s just that I’m intentional in my presentation, my presence, and I’m leveraging it in a way because I am acting. I’m on stage. The cameras is on and I try to give an Academy Award-winning performance every time.

Ren Jones30:26

He’s passionate, he has conviction. It works. And all of these things, folks, practice, practice. Think about it. Most real estate agents in their career probably practice no more than an hour in their whole career. What if you did that every day? I remember a guy, where was he? Apple Valley, California. He practiced one to two hours every day, his listing presentation, every day for the first couple years in business. To spend an hour doing that every day.

Sarah Close30:54

Yeah, that’s the primary craft. Got to have it down.

Ren Jones30:58

Exactly.

Sarah Close31:00

That’s pretty cool.

Ren Jones31:01

Folks, we have more control. I mean, you’re not going to find another industry. I remember one time you said, I think you told me this, you were looking around, where else can I make a whole lot of money besides real estate? And you looked around and I think you came back with nothing else.

Sarah Close31:14

Kind of nowhere.

Ren Jones31:15

It’s the only business… you know that show Who Wants to be a Millionaire? I mean, it’s the only show where you can be a millionaire every year. You can make another million then another million. Where else can you do that? I mean, even if you went to med school, there’s eight years of school, plus you’re not going to make a million dollars a year.

Sarah Close31:32

No, it is the best possible field for an entrepreneur to be in hands-on in my opinion.

Ren Jones31:37

And you have to use the copycat principle.

Sarah Close31:39

Yep. Make a new mistake, not an old one.

Ren Jones31:41

Yeah, that’s it. That’s it, right? That’s it. Yeah.

Sarah Close31:45

These guys were awesome today.

Ren Jones31:46

I think we had a good group. We really did.

Sarah Close31:49

I could not agree more.

Ren Jones31:51

We simulcast this show. I’ve got to thank Aaron Wittenstein for airing this on his Facebook group because this usually gets watched by anywhere from 800 to 1500 people over the next couple weeks on his…

Sarah Close32:06

His Facebook group?

Ren Jones32:07

Yeah, he’s got 52,000 people on there.

Sarah Close32:09

Wow. And that’s the lead generation one?

Ren Jones32:12

Yeah, you go to facebook.com/groups/gotobjections.

Sarah Close32:18

That’s awesome.

Ren Jones32:19

And he runs a little program called TrajectoryNow.com if you want to check that out too. But join that. It’s all about lead gen. It’s a great group, so I want to thank him for simulcasting this show. A lot of people watch it on the Vulcan 7 Network and then we’re on YouTube as well, so we’re out there. So share this around and then, oh yeah, we got to pay the bills. We have our sponsor.

Sarah Close32:40

Oh yeah, we do.

Ren Jones32:41

So if you are listing property, there’s Superman and Kryptonite. What is there? There’s the power, the secret power that nobody knows. It’s not Kryptonite. I think that works in reverse, doesn’t it?

Sarah Close32:55

I think it does.

Ren Jones32:55

But the secret for listing agents that most of them don’t tell you, but this is the only show where you get the truth, is they all enjoy delicious Graeter’s Mint Chocolate Chip. If you go to graeters.com, you can find it locally in your store, anywhere in North America. If you go there, it will tell you what store has it and go get some. Make sure it’s mint chocolate chip, the other flavors, and they have that black raspberry and all that, those are for buyers. Those are for buyers. Buyers take time, listings take skill. Be on the listing side of their business. And if the listing is slow to sell for some reason, because you weren’t strong enough pricing, dig a hole in the front yard.

Sarah Close33:34

I knew you were going to say that.

Ren Jones33:34

Dig a hole in the front yard and bury it upside down and the listing will sell just like that.

Sarah Close33:38

Oh dear. Just like that.

Ren Jones33:39

All right. Thanks again. Glad you could be here for the season four highlights and look forward to you on next week on our next show in season five. See you then.

Sarah Close33:49

Thank you.

Ren Jones33:50

Bye everybody.

Sarah Close33:51

Bye-bye.

33:51