00:00:03:03 – 00:00:04:21
Ren
From Phoenix, Arizona.
00:00:04:21 – 00:00:05:17
Sarah
Back to the desert.
00:00:05:21 – 00:00:06:06
Ren
Yes.
00:00:06:06 – 00:00:06:17
Sarah
Okay.
00:00:07:12 – 00:00:09:16
Ren
From Scottsdale and associated towns.
00:00:11:21 – 00:00:22:00
Michael
Yeah. And I mean, there’s probably a lot of agents that are more skilled than I am, better looking. But my biggest strength is the consistency. I do it every day.
00:00:22:20 – 00:00:25:17
Carley
Okay, so Monday through Friday, you’re calling until about noon every day?
00:00:25:23 – 00:00:35:18
Michael
Yeah, because the crazy thing is you could go two or three days and make all these contacts and nothing. And then you come in that fourth day and the first five people you talk to, you set 2 appointments.
00:00:36:01 – 00:00:40:20
Ren
Okay. So it’s day three. It’s day three. You’ve got three days and it’s just like bust.
00:00:41:02 – 00:00:41:11
Michael
Yeah.
00:00:41:12 – 00:00:49:12
Ren
What are you telling yourself in your mind? Because there are a lot of people like, I wouldn’t have even made it to the third day. How do you make it to the third day? Why do you do that?
00:00:49:17 – 00:01:01:21
Michael
Well, I just think the biggest thing I’m doing today is I’m talking to people and going through my leads. So I’m trying to take ten listings a month. I’m not worried about number ten at the beginning of the month when I have 2. Let’s say I’ve taken two and it’s the beginning of the month and all I’m looking for…
00:01:01:21 – 00:01:15:15
Michael
What’s number three? Where’s number three? Okay, good. There’s so much in this business you can do. So much in this business you can focus on. But really, if you just focus on what you got to do that day here in the now and where’s that next listing going to happen?
00:01:17:07 – 00:01:25:22
Carley
What’s your what’s your agenda when you do get through? And it’s a good it’s a good lead. It’s not only a contact, but turns into a good lead. What’s your follow up process for that?
00:01:27:15 – 00:01:44:15
Michael
Well, I know one thing. Mike teaches that the higher producing agents, and how they even define a lead. And, you know, a lot of people say, well, this is someone’s going to sell in six months. Well, that’s not really a lead for a top producing agent. It’s going to be someone who’s going to sign a contract within the next 7 to 10 days.
00:01:45:15 – 00:01:48:22
Michael
So if they’re motivated, I’m going to call them daily, maybe even twice a day.
00:01:49:12 – 00:01:54:05
Carley
Okay. And you’re just going to stay on them until you can get into their house and get that listing appointment.
00:01:54:11 – 00:02:02:13
Michael
Right. I know Mike teaches that. How often do we lose a lead from calling them too much? It’s usually the opposite right.
00:02:03:00 – 00:02:14:09
Ren
Now because that’s why you’re demonstrating what they’re trying to hire anyway. You know, that’s why the more persistent you are, the more passionate you are, the more they’re like, that’s who we want. And that’s why we’re selling.
00:02:14:10 – 00:02:20:06
Michael
Sometimes I’ll tell the seller, I’m going to be the same way with buyers.
00:02:22:11 – 00:02:27:22
Michael
That’s interesting. Your interactions. You’ve already started the interview process before
00:02:27:22 – 00:02:37:22
Ren
I know. And that’s that’s the fun part. You know, we’re demonstrating what we’re supposed to be doing, but by closing them hard, they’re like, Yeah, well, that’s what I want. If we’re a lay down, you know?
00:02:38:04 – 00:02:43:17
Sarah
Right. That’s absolutely, you know, all of these individuals have the message of consistency in their programs.
00:02:43:23 – 00:02:54:06
Ren
They do what they do in practice. And focus and shrugging off three days like you know. Looking for that fourth day.
00:02:54:08 – 00:02:55:11
Sarah
Yeah. So pretty exciting
00:02:55:11 – 00:02:55:20
Sarah
Exciting.
00:02:55:20 – 00:03:01:01
Ren
Yeah. This would be one to watch over and over and over and over again.
