Do you want to take 100 listings a year? If the answer is yes, this video is for you. This is going to be a 30day challenge to get you on track to take a 100red listings in the next 12 months. And I'm going to make this real clear and I'm going to give you stepbystep instructions, an hourby hour schedule that when you follow it, it's going to change the entire course of your real estate career. And then I wrote this question down because I know some of you are thinking it. Uh, is this going to be easy, Jackie? Uh, no. This is not going to be easy, but it's going to be simple. This is not rocket science.

Simple enough that anyone can do it. I don't care if you've been in real estate for 10 years, if you sold any homes not last year, or if you're a brand new agent. Anyone can follow what I'm going to give you here. And when you do, it's going to change your business forever because this is a very exciting goal. It's going to change your business, your life, your finances, and you're going to prove to yourself that when you want something badly enough, you could actually accomplish it. And that's actually the only requirement for you to be able to follow through on what I'm going to give you. You got to want it. Not want it like, well, you know, it's nice.

It would be a good idea. No, you got to really want it because obviously you're going to have to make some changes to what you've done in the past and change is never easy. So, as long as you have the strong desire to follow through for 30 days, you'll see you're going to be on track to achieve this amazing goal. So, your hourby- hour schedule, what time should you get up in the morning and what you're going to do first thing in the morning? Well, your schedule is actually going to start the night before, not in the morning. Because for you to be able to perform in the morning, perform the tasks during the day, have an amazing productive day, you need to go to sleep no later than 10 p.m.

because you need eight hours of restful sleep to be able to follow through on this stuff that I'm going to tell you to do. So 10:00 a.m., no later than that is your bedtime. And then you're going to be up in the morning at 6 a.m. Oh my goodness, 6:00 a.m. That's kind of early. What am I going to do at 6:00 in the morning? Well, I'm going to tell you what you're going to do. But first, I'm going to tell you what you're not going to do. You are not going to wake up in the morning and immediately go on social media, Facebook, Instagram, Tik Tok. No, you are not going to do that.

And you're not going to check your email. Why not? Because we don't want to as soon as you wake up in the morning fill your head with problems, with bad news or negative information. We don't want that. And most of what you're going to find on social media or your email fall into one of those three categories. So, you're going to stay away from your phone, your computer, and social media in general. So, the first thing you're going to do, you're going to wake up in the morning, and you're going to just go brush your teeth, wash your face, and I want you to si sit quietly and spend 15 minutes reading a powerful, motivational, inspirational book.

There are so many of them out there and I want you to start with even if you read it before I want you to read it again. Think and Grow Rich by Napoleon Hill. It's a pretty thick book, you know, there's a lot to it and every page is packed with powerful information that will completely change your mind around being rich and it will tell you exactly what to do to get there. And that's how I want you to start the day. I want you to start by putting great information in your head. 15 minutes. And then for the next 15 minutes, I want you to close the book, close your eyes, and visualize yourself.

Create a movie in your mind of what your day is going to look like. I'm going to give you the schedule in this video so you're going to know what your day is supposed to be. So, you're going to visualize yourself performing every task successfully being able to accomplish the goals that you have for the day. So, you're just going to again, you're going to create a movie in your mind and you're going to feel it. You're going to act in your mind as if it's already happening. This is powerful stuff. There's actually a chapter in Think and Grow Rich where Napoleon Hill talks about visualizations and affirmations. This is 15 minutes of creating your day in your mind, having a clear intention for how this day is going to turn out.

Then you're going to spend 30 minutes on some type of physical exercise of your choice. You can go outside and go walking. You can do some yoga. You can do some weights. You could do some body weight. You have to move your body because physical activity get your getting your blood flowing is critically important in the morning. So you choose what you want but this has to happen. Then you're going to take maybe 15 20 minutes take a shower and then maybe 10 minutes for breakfast time. So that's a 30 minute block for you to get ready. Take a shower, get dressed, have your breakfast, and then 30 minutes. Now, it's 7:30 a.m. 7:30 to 8 a.m.

You're going to spend 30 minutes practicing the scripts that you're going to use starting at 8:00 a.m. when you start making calls to talk to people about buying and selling real estate. So, where are these scripts? There's a link in the description of this video where you can download my script book for free. Every script you could possibly imagine is in my script book. Expired listing for sale by owners, handling objections, closing, pre-qualifying, calling around the neighborhood, listing presentation, and all kinds all kinds of different scripts. So download it for free. Those 30 minutes, 7:30 to 8:00 a.m. It's warm up time. You know, warm up, you're going to at 8 a.m. you're going to start dialing the phone to talk to people about buying and selling real estate.

So what are you going to say to them when you call? Well, that's what you're going to do. You're going to read the scripts from the script book out loud as fast as you can for 30 minutes. You're going to do it over and over. If you have or you can find a few roleplay partners, you can spend 10 15 minutes practicing the scripts on your own and then you could spend 15 minutes roleplaying with a partner. Roleplaying needs to be very focused because you don't want to be talking about how your day was yesterday and problems you have. know this is practice time to again warm up so you could be ready when you start dialing at 8:00 a.m.

you're going to start calling. Who are you going to call? The first people you're going to call every day are expired listings. Starting with the new ones. Where do you find expired listings? Well, you could find it in your MLS and there are websites online where you can look up their phone numbers for free. So, you could do it that way. If you're going to do it that way, you probably need to get out of bed a little earlier in the morning because this might take you depending on how many expireds you have, it could take 20, 30 minutes for you to get the information from your MLS and then go online research. Outside of that, there are services that you can pay for.

You don't need it. If you're starting and you don't want to spend money, that's fine. So, you can do your your own research and you start dialing at 8 a.m. the new expireds. After the new expireds, you're going to call for sale by owners. Where do you find them? Again, online. But you're not going to do that FSBO research in the morning. you're going to do it maybe on weekends. I when I was selling real estate, I used to actually look up for sale by owners online and little magazines and newspaper and stuff. And I used to do that on Sundays to prepare for the week. I had all the information. Expireds. Again, you do it in the morning because they you're looking for the new expireds.

They expired at midnight. So, you can't do it the day before, but for sale by owners, you can. So you want to do this on the weekend so in the morning you're not spending more time on that. So first new expireds then you're going to call for sale by owners. Then you're going to call a few of your past clients sphere of influence. If you're a new agent, you don't have past clients. Well, sphere of influence people you know. There's a script in my script book to have conversations with these people. How many will you call every day? I'm going to give you a little calculation here. The goal is to speak with everyone you know about real estate following the script once every quarter, four times a year.

So, how you're going to know how many do you need to talk to per day is taking the total number you have and dividing it by 55, which is the average number of days that you're going to work in a quarter. So, as an example, if you have 200 people there in your database of people, you know, divided by 55, it's approximately four. So, four conversations a day. It's that simple. And after those conversations, you are going to make neighborhood calls or circle prospecting. In my script book, it's a circle prospecting script. It's an amazing script. You're going to give him information on a property that was just listed and sold. You're going to select the neighborhood you want to call.

You pick a neighborhood. Make sure that there are homes selling in that area on an annual basis. You want to have a turnover rate of about 5%. Again, you could find online websites where you could look up phone numbers by street, by zip code. All this you need to do on Sunday or Saturday over the weekend so you're prepared in the morning. You're not scrambling looking for phone numbers. You're going to spend 2 hours from 8:00 a.m. until 1000 p.m. making these calls in the order that I just gave to you. The goal is obviously to set a listing appointment. We're talking about taking a 100 listings a year, getting on track for that. So, that's why you're calling expired listings for sale by owners first because these people want to sell.

And when you use my scripts, you're gonna see how you'll be able to set appointments. That is the goal. At 10:00 a.m., you are going to listen to the recordings of two or three of the calls that you made between 8 and 10 and critique yourself. Now, how are you going to record these calls? Find a way. Okay? There there are ways that you could This is only for your learning information. You're not going to do anything with these recordings. It's just so you can learn from it and you can critique yourself in did I follow the script? Did I hesitate? What objections did they give me that they gave me that I couldn't handle?

Did I ask for the appointment? There are so many videos on my channel that I share with you exactly what you're supposed to be doing there. There even videos you can listen to of me making live calls to expireds and fsboss you can learn from. So if you watch some of these other videos, you're going to learn what you need to critique yourself on. So you're going to spend 30 minutes on that. And by the way, if you end up using one of these paid services, a lot of them actually have the ability to record the calls for you. So, it's easy for you to actually do this. From 10:30 to 11:00 a.m., you're going to call back some of the people you spoke with between 8 and 10 that gave you objections that you couldn't handle.

So, between 10:00 a.m. uh 8:00 a.m. and 10:00 a.m. when you're making these calls, you're going to put a notepad by your phone. And every time you hang up on an expired or for sale by owner call without an appointment, you're going to write down what the objection was that they gave you that you couldn't handle that ended that call. So, if they say, "Well, no, I am not interested. I'm going to listen to the friend." I'm listen to the friend. Uh, oh, I'm going to leave the house off the market. I'm not selling anymore. I don't want to pay a commission. Whatever the objections were because my script book has the answers to all the most common objection handlers and you're practicing before you get on the phone, but sometimes when you're in the middle of that conversation, the answer doesn't come out of your mouth, right?

So, you're making a note of the objections and then between 10:30 and 11, you're going to actually call them back. Oh, you know, John Smith told me they were going to list with the same agent. Okay. So, now you find the answer to that. And there are videos on handling objections on my channel, too, if you need help with that. And then you're going to call him and say this. I'm going to give you a script to call people back. Oh, hi. This is Jackie, the real estate agent. I was speaking with you earlier today and after we hung up, I was thinking about our conversation and I had to call you back because you mentioned that you're going to release with the same agent and and now you handle it.

Okay. So, you use this script to engage them back in conversation. assume that they're going to remember who you are because you just talked to them today, so they probably will. And when you say to them, after we hung up, I was thinking about our conversation and I had to call you back because you said you're going to release with the same agent and now is the answer that you learned that you figured it out that you found in the script book or you learned on a video, whatever. This is a magical script. I used to do this all the time calling people back. They listen completely different and then the way they were talking to you before.

I remember sometimes people would like they're really rude, nasty. Maybe they even hang up on me and I call them back. And I think it makes people feel important when you say, "I was thinking about our conversation and I had to call you back." Because they're like, they listen in a completely different way. And I cannot even tell you how many appointments I set by calling people back the same day just like that. As soon as you figure out what to say. So between that time, you're going to look at your list of objections. You're going to think, you're going to open the script book, you're going to find the the answers, and then you're going to call them back.

Then from 11 to 12, this is time for you to follow up on your leads. A lead is someone that you've had a conversation with before. You weren't able to set an appointment and you're going to have to call them again. And what I recommend you do is keep all of your leads in one place. You don't want to have stuff all over the place. If you're going to keep it in your computer, you have a system in your computer or your phone or on paper. I'm going to describe to you the system that I use, which was a paper system. I love paper. I have notes in front of me. I have an iPad.

I usually don't even use it for notes. I like holding stuff in my hands and reading it. So, when I was selling real estate, I kept all my leads on paper. I had 5 by seven cards and I had a 1 through31 accordion folder. So when someone became a lead, I take a blank 5 by7 card. I write write down today's date, their name, the address of the property. I jot down a few notes from our conversation. Right there. And then I make a decision of when I'm going to call them back. So let's say today's the 10th. I'm going to call him back on the 12th. I put him on the accordion folder. It's 1 through 31 for every day of the month.

I put it on the 12. So every day when it's time for you to follow up on your leads, you don't look need to look through all the leads that you have. All you need to do is go on today's date, pull up those leads, and talk to those people. Now, you want to use something in your computer. That's fine. Just make sure that you create a system like that where you know every day who you're supposed to call so it's very easy and clear for you. The goal of these lead follow-up calls is to set an appointment. The same way that I asked you to call people back to set appointments. When you're following up the conversation should be based on whatever objections they had when you first spoke with them.

what you wrote down on your notes. And of course, you could say, "Oh, hi. This is Jackie. We spoke last week." And you could say, "Oh, you were doing an open house on Sunday. How did that go?" You could follow up on certain things that make sense that they told you in the previous conversation, but the goal is, I know when we spoke before, you mentioned that obviously you're not interested in listing with an agent right now. Let's say this is a FSBO. And now in my script book, you have all of the different scripts and closes. And give them a script. Now, ask for the appointment. Handle the objection. Okay? I'm not This is not a script um video here.

I'm tempted to start giving you scripts, but I'm not because then we're going to go off in a different direction. again my on my channel there are a lot of different videos on script and handling objections and you have them on the script book. So just remember that the goal of lead followup is setting appointments. It's not just to call people and see how they're doing. That's not that's useless. You could ask how they're doing, but you got to immediately move towards setting the appointment. Then um at 12:00 you have your lunch time. I'm just switching uh to the second page here. So, I want to make sure that I didn't leave anything out. So, from 12 to 1, you're going to have lunch.

And I recommend that you don't use your lunch time to get distracted. Okay? Highly recommend that you listen to an audio book while you're having lunch. Put more powerful, inspirational, motivational stuff in your mind. Don't go again. Don't go on social media. Don't go on your email. That's at the end of the day if you have to. Okay, emails you might have to, but certainly staying away from social media and reading the news, all that stuff is a huge priority because you're not going to be able to stay positive if you're just bombarding your brain with negative information. So, listen to a great audio book while you have lunch. And then from 12 to 1, you are going to practice your listing presentation.

In the script book, you're going to find two different ones. One is a general listing presentation and one is a FSBO presentation. So the general, I'm calling it general one, is for everyone except a FSBO. So, you're going to practice both because you're calling expireds, you're calling neighborhoods, you're calling your the people you know. Those are all people that you would use just the listing presentation. But when you set an appointment with a FSBO, that presentation is different. So, you're going to read the presentation. And I recommend that you also find some roleplay partners to practice with. And once a week you video record yourself doing a presentation with a person there, okay? Sitting down and you're the presenter, a friend, a relative, an agent in your office once a week.

Videotape. Watch yourself. Again, critique your presentation so that you can watch yourself. You can watch your delivery. you can watch how you handle objections because all of the work that you're doing is obviously the the culmination of it is your listing presentations and it's critically important that you practice that presentation every single day. So when you get an appointment, which you might even get an appointment on the first day that you're doing this, okay? And if you do it consistently and if you're using my scripts, you're going to be setting appointments fairly quickly. You need to be able to show up and make a great presentation so you can get a listing. Now, if you're brand new, you've never been on a on a listing appointment and you're super nervous to go by yourself and what should you do?

Find an agent in your office. Ask your broker that has experience with listings that can go with you for the first two or three presentations so you can learn and you can co-list the property. You could split the commission. So just you by following my scripts, you're going to get appointments. So you're practicing very quickly. You're going to be able to handle this on your own. But if you set an appointment right away and you're freaking out, don't know what to do, go ahead and find a listing agent to co-list. And maybe after you do even one or two or three, you'll be ready to go on your own. From two till 5:00 p.m., this is your time to go on listing appointments.

Great. And if you're doing what I'm asking you to do in the morning, you're going to have appointments for the afternoon. And if you don't, between two and five, you're going to door knock the expireds and for sale by owners that are on the do not call list. And you could also door knock some of those leads that you have. So these are people you talked to before on the phone, couldn't set an appointment. So when you go out in the afternoon to door knockock fists and expireds, create a a route so you can, you know, and you're not all over the place. I'm gonna from here to here to here. Oh, I got this lead over here.

Great. Go see them face to face. And what do you say face to face? The same thing that you would say following up on a lead over the phone. You're going to handle their objections. You know, oh, we spoke over the phone. I was in the neighborhood. I wanted to stop by and say hello and and chat with you for a couple of minutes and share with you what I can do to get your home sold quickly and for the most money possible. I'm making that up. Again, this is not a script video, but the goal is to set an appointment so you can go make a listing presentation. 5:00 p.m. your day is over.

So, you're going to follow the schedule Monday through Friday. So, it's over, but not over because 5:00 PM I just want you to take a few minutes to reflect on your day. So, take a notepad or a little diary thing and I want you to write down first three things that you did well that day. We're gonna start by patting yourself in the back because yeah, you're you're doing things very differently. You're focused on having a new big goal for yourself. So, you don't want to just do what most people do, which is beat themselves up. Oh, I didn't do this and and and that didn't work out and I got distracted with this or that.

Maybe you did. But the first thing you're going to do is you're going to give yourself credit for three things that you did well. And then you're going to write down three things that you can improve on for the next day. This is a powerful way to finish your day with gratitude and giving yourself credit for a job well done and also clearly defining what you could improve the next day. I am excited for you to follow this 30-day challenge because like I said in the beginning, this is going to get you on track to achieve a huge goal. And I can't wait to hear about your success following what I shared with you today.

If you have any comments or questions, put them below. Thanks for watching this video and I will see you on the next one.