If you are a brand new real estate agent, and you want to take one listing a week, I'm talking to you right now. I listed over 1,500 properties, 150 a year for a decade, and I've trained over 10,000 agents. What I'm about to share with you is the exact system I used to go from knowing nothing about real estate to closing 100 listings in my fourth year. And I promise you, regardless of your background [music] or where you sell real estate, if you follow this system, you can take one listing a week every week. If you knew me back then, you'd for sure say I was the last person you would expect to have great success in this business.

I had no experience, no money, no sales skills, no college degree, English is my second language, and I was a stay-at-home mom with two small children. One of them was 6 months old. Within 4 years, I listed and closed 100 for sale by owners and expired listings personally, then 125 for a decade. So, when I tell you that a brand new agent can take one listing a week, I'm not saying that because it sounds good. I say it because I did it, and I'll show you exactly how you can do it, too. The problem starts with everything they're telling you to do. Here's what happens when you first get into real estate. Your broker or manager tells you that you have to attend office meetings and training so you can learn the contracts, disclosures, paperwork, office procedures, and you need to order business cards, get signs, marketing materials, and you need to learn the MLS.

And then, you meet other agents in your office. Let's face it. And all of the things they tell you to do are fine, but the big problem is, and I want you to think about this with me, none of those things are going to make you money. Not a single one. I've been coaching real estate agents for over 15 years, and I have seen new agents spend months, sometimes even a whole year learning systems and paperwork, trying different marketing strategies, spending money, and not selling a single house. And that's because they never get into the one activity that's actually going to get them business. That activity is so simple, having conversations with people. And when I say people, I'm not referring to the agents in your office.

They're not going to list their house with you. I'm talking about people who want to buy or sell real estate. So, please write this down. The single most important priority that you have as a brand new agent is to make money. And you're going to make money by speaking with people and asking for business. Don't let anyone or anything distract you from that. I know it's tempting to do things that seem easier, but I'm sure deep inside you know that what I'm saying is true. And the quicker you jump in and take action, the quicker you're going to start making money. All right, let me give you the system. Exactly who you need to talk to, and what is the order of your calls.

Step one, you're going to start with the people you know. I want you to think about all of the people you know, all of them. Because when I ask agents, "How many people do you know?" they say, "Well, I don't know, maybe 50." But then, they really start thinking about all of the people they see and do business with on a regular basis, and all of the contacts on their phone, and they realize, "Oh, wait. The barista, the gym buddy, their dentist, their hairdresser, barber, the landscaper." And all of a sudden, they end up with 150 people. And all of these people need to know that you are in real estate. So, you're going to start by letting all of them know that you are in real estate, you are excited, ready to work.

And when they're interested in buying or selling a home, or they hear of anyone that is, you want to be their agent. Specifically ask if they know anyone at work, a neighbor, a friend who wants to buy or sell real estate right now or in the near future. And ask them to call you or text you when they hear of anyone. So, let's say you end up with 150 people. How long could it possibly take for for you to speak with 150 people? Write this down. Your goal is to speak with 10 people per hour, 10 per hour. That's not a lot if you're focused. And if you make calls for 3 hours a day, you'll speak with 150 people within your first week.

You're going to talk to this group of people, your sphere of influence, once a quarter, every 3 months. So, what do you do the rest of the time? You have to talk to people you don't know. And this is where most agents stop. They don't want to talk to people they don't know. I get it. It's uncomfortable at first. You don't know what to say, you don't want to get hung up on. I understand that. I felt the same way when I started. But let me be real with you. I don't know what you thought real estate was about, but the truth is, it's a sales job. And the great news about this is, you can make an absolute fortune once you learn how to sell.

Now, if your goal is to sell four or five homes a year, which is what the average agent does in this country, you don't need to do what I'm saying. You can sell four or five homes a year by mistake. You can just sit there and do nothing, and these four or five transactions are probably going to come to you. I'm talking to the agents that understand the incredible opportunity they have to make a fortune selling real estate, and they're willing to do whatever it takes to make that happen. And since you're watching this, I know you fall into that category. All right. So, write this down. Your daily call order. This is the order of priority for your prospecting calls every single day.

Priority number one, new, expired, and canceled listings. These are the ones that expired this morning. Tomorrow, they're old already. They're only new on day one. These are the hottest prospects you can speak with, and they must be called first thing in the morning, every single Because 40 to 50% of expired listings re-list their home within 72 hours. That's just 3 days. And if you're not calling them early, someone else will take those listings. Second priority, for sale by owners. You are always going to call expireds and fizbos in chronological order backwards. The newer they are, the better your chance of setting an appointment. Third priority, your past clients and sphere of influence. That group that we talked about in the beginning.

Take the total number of people, divided by 55, and that's how many you talk to every single day. Here's an example. If you have 150, talk to three people a day, every day Monday through Friday. With this formula, you speak with everyone once a quarter. Fourth priority, old expireds. How far back can you go? 1 year, even 2 years. Even though they're older, they're still better calls than just calling random neighborhoods. Fifth priority, circle prospecting in a geographic area. When you use my scripts, these calls work because everybody wants to know what's going on with the real estate prices in their neighborhood. These are easier calls because the homeowners are open and interested. Choose neighborhoods with a good turnover rate and call them four times a year.

And always have a list next to you of all the properties that are currently for sale in the area and the ones that sold in the last 6 months. So, you can answer any questions that these homeowners may have. Sixth priority, you're going to call your affiliates and ask for referrals. Mortgage brokers, title companies, home inspectors, handyman. You're giving business to these people on a regular basis and you have every right to expect to get business from them in return. And a lot of times, they don't give you referrals just because, you never asked. Now, let's talk about for sale by owners, the single best prospect you can call. I want to spend some time on this because I really want you to understand it.

There is no better prospect for you to talk to than a for sale by owner. Think about it. You're looking for a listing and these people want to sell their house and they don't have a real estate agent yet. It doesn't get any better than this. For sale by owners don't just want to sell, they are selling right now. As we speak, their house is for sale. So, let me walk you through how this call actually sounds. The Fizbo answers the phone. Hello. You mirror and match. I'll explain that in a minute. And you say, "Hi, this is Jackie. I'm a local real estate agent. I noticed that you have your house for sale. Looks like you're selling it yourself, right?" So, let's stop here for a moment.

I'm a local real estate agent. Why don't I say the name of my company? Because Fizbos are getting a lot of calls from agents. And if you say, "I'm with EXP or Keller Williams," they're going to tell you that they already talked to five agents from your company. We're all independent contractors, but they don't know that. They think all agents are the same, especially if they are from the same company. So, stop telling them the name of your company and you'll completely bypass this objection. "It looks like you're selling it yourself, right?" That line saves you time because sometimes I'd be talking to a for sale by owner for two or three minutes and then they say, "Oh, my house is already listed." Now, I've wasted all of that time.

So, make sure that you're reading the script exactly as it is written. After you confirm they're actually a Fizbo, you get them talking with an open-ended question. "I'm just calling to see how things are working out for you." Trust me, they want to tell you how great they are doing. They're getting a lot of calls. They just started. They don't want to pay a commission and they have a friend in real estate. No matter what they say, stay calm and repeat and approve whatever they say. And then go straight into the only conversation for sale by owners care about. "Is saving the commission one of the main reasons why you decided sell it yourself instead of using an agent?" Why do you go straight to commission?

Because they're selling on their own to save money. Period. End of story. They don't want to tell you where they're moving to, when they need to be wherever they're going. Why? Because they don't know you and they don't trust real estate agents. Those kinds of questions get you "That's none of your business. I'm not in a hurry to sell. Bring me a buyer and I'll pay you a commission." None of which helps you set an appointment. Since we know they're selling on their own to save the commission, when you ask that question, you engage them in conversation and then you lead to the close. "If I can show you a way whereby working with me, you'd be able to net more money than if you sold it yourself, is that something that you might consider?" Now, pay close attention to the wording.

It's not about selling it for more than they're asking. It's about netting them more than they would if they sold it on their own. It's a very different conversation. Don't change the script. There's a reason why it's written that way. It's written that way because it works. Now, let me tell you what's going on in their mind when you call. And this is important. So, write down a few things here. Fizbos don't want to list with an agent. No surprise, right? They think they don't need an agent because they believe they can sell their house for the same price that an agent can sell it for and they're going to save a lot of money.

And this is important to know. About 70% of the general public don't trust real estate agents. So, think about this. They don't want to talk to you. They don't think they need you. They don't trust agents. They're getting a lot of calls from desperate agents reeking of commission breath. And then you call. These are the reasons why my script works and others don't. And I know you might be thinking, "Well, if they don't want to talk to me, why would I call them?" Number one, because they have their house for sale and they don't have an agent. Number two, because you are not an average agent and working with a knowledgeable professional like yourself will make them money, not cost them money.

Think about this. Your job every single day is to find someone who wants to sell so you can set a listing appointment. So, why would you not call the people that you already know are selling? And here's what most agents don't realize. The majority of for sale by owners list with an agent within 3 weeks. Whether you believe it or not, it's happening. They're going to list and sell either way. The only question is whether you will be involved in the transaction. As you two will say, they're going to list with or without you and it'll be without you if you lack the mindset and the skills to call them, get the appointment and take the listing.

So, what should your approach with Fizbos be when you call them? Number one, use my script because it makes sense and it works. Number two, speak with confidence that hiring you is the best financial decision they can make and if they don't list with you, they're making a mistake. And if you're thinking, "Well, Jackie, you know, I don't believe that about myself yet." That's okay. I've been there, too. Then the first thing you need to do is this. Start bombarding your brain with positive affirmations like, "I am the best agent in my market." And you need to learn and do the things that actually benefit sellers financially. This will make you a fortune. And honestly, this is non-negotiable.

You have to believe it first because you can't convince them of something that you don't believe in. And here's what's really going on on these calls. Someone is always selling someone something. Either you convince them that listing with you is the best decision they can make or they will convince you that they don't need you. That's what's happening on every single call. It's a game of who's more confident. And guess what? The most confident one wins and I want that person to be you. Now, let's talk about expired listings because I want you to understand how powerful these calls are. There is no lead source on the planet that gives you a higher probability of setting an appointment and taking a listing today than a brand new expired.

I want you to put yourself in their situation for a moment. 6 months ago, they decided to sell their house. They listed with an agent. They believed that agent was going to sell their house. Months went by. The house didn't sell. How would you feel? Frustrated, disappointed and maybe even angry, right? And the day the listing comes off the MLS, their phone starts ringing off the hook. Call after call after call from real estate agents saying, "Oh, I can sell your house." Of course, they're not happy. And I want you to really understand this because being able to put yourself in their situation, it's going to help you handle the entire call in a way that engages them instead of repelling them.

So, here's how you're going to open that call. The expired answers the phone. "Hello." You mirror and match and you go straight through the opening line with confidence and power. No hesitation, no awkward pauses. "Hi, this is Jackie. I'm a local real estate agent. I'm sure you know your house came off the market today and I'm calling you because I am confident that I can sell your home and I'd like to meet with you for just 20 minutes and show you what I do differently to get houses sold in today's market. Would 3:00 work for you today or would 4:00 be better?" That's your opening line, delivered in one breath. And when you say, "I am confident," you have to sound confident because they want to sell and motivated sellers are looking for an agent who is confident and aggressive, not insecure, hesitant, and diffident.

So, when you sound confident and powerful, you stand out amongst every other agent who has called them. Okay, so you know you have to call expireds and now I'm going to tell you exactly what to say in these conversations so you can set appointments. Make sure you download my complete script book for free with the exact Fizbo script, the expired script, objection handlers, listing presentation, and much more. Click the link in the description and download it. It's free. I know most agents don't like scripts. They say, "It doesn't sound like me. People can tell I'm reading a script." Yes, in the beginning, that's how it is for everyone. I want you to think about this.

How do you think my clients and I became so confident and conversational using scripts? By practicing and using them. That's how you learn and become great at anything and everything. In the beginning, it feels awkward, clunky. You're overthinking every single step. But by the hundredth time, it starts to become second nature. So, you really only have two options. Either you learn and use proven, effective scripts or you make things up as you go. And guess what? Making things up as you go is probably a script, too. You're responding the same way every time, but the problem is it's not working. So, here's the process for you to learn the scripts. First, you memorize them, which means you learn the words.

Then you internalize them and you're gaining confidence. And as you continue practicing and using them, eventually, you'll own them. And when you own them, you don't need to think about what you're saying anymore. And here's how you're going to get there. Read the scripts out loud as fast as you can over and over and over for 1 hour every day. 20 minutes in the morning, 20 minutes after lunch, and 20 minutes at the end of the day. This is how great actors and actresses internalize scripts for movies and plays and they get paid millions of dollars to do it. And when you're watching them, you never think, "Wow, that was horrible. They sound so scripted." It's the complete opposite.

You believe they are the character. That's what relentless practice does. Because you don't rise to the level of your expectations, you fall to the level of your training. That's why my company is called Sales X Training. If you want to be profitable and successful as a listing agent, training every day is not optional. That is what elite agents do. Now, here's something that will change everything for you. Once you own the words, we need to talk about how to deliver them because this is where it really gets interesting. Write this down. Communication is not what you say, it's what people hear. And who's responsible for what they hear? You are. Here's the breakdown. 7% of communication comes from the words that you say and 93% from how you say them.

38% from tonality and 55% from body language. Think about that for a second. If you're focused on the words, you're missing 93% of communication, which is the delivery. This is exactly why owning the scripts is your number one priority. There are a lot of skills involved in a powerful delivery, but there is something so easy that I'm going to share with you right now that can make a huge difference. Stand up when you're making your calls. Your body language affects your tonality. When you're standing up, you have more energy. So, stand up, move your body, use hand gestures, facial expressions. I used to have a mirror in front of me when I made my calls so I could watch my body language and perfect it.

When you become animated, it completely changes how you sound on the phone. And energy and enthusiasm makes up for a lack of skills. So, this is extremely important, especially if you're new at making these calls. Let me give you a quick example so you can see what I mean. If I say to you, "I am confident that I can sell your house." That sounds pretty confident, right? Now, what if I say, "I am confident that I can sell your house?" Same words, but you heard something completely different. The second time, what I said and how I said it made you question that I am confident because it's incongruent. It's weird. It's like the audio and video don't match.

And the problem is when you're incongruent, the seller gets a weird feeling. They hesitate. They doubt that you know what you're talking about. And click, the call is over. Now, I'm going to teach you a magical skill. Mirroring and matching. Write this down. People like people who are like themselves. And when people don't, it repels them. So, when you call a Fizbo or an expired, you're going to mirror and match three things in the first few seconds of the call. Their rate of speech, the volume of their voice, and their emotion. Let me give you an example. You're sitting at home, very relaxed. The phone rings, you answer it. "Hello." And they go, "Hi, I'm looking for Jackie." What's your immediate reaction?

Who is this? What are you selling? I don't trust you. You are immediately and subconsciously on the defense, not interested in whatever this is. It is repelling to you. Or let's say you're having a really busy day and you're rushed. You answer the phone. "Hello." And they go, "Hi, this is Jackie. I'm a local real estate agent." All slow and friendly. You immediately think, "Who is this person? Why are they speaking so slow? Whatever they're calling about, I don't have time for it." Why? They're completely out of rapport with you. Mirroring and matching is like being a chameleon. Chameleons change color based on their environment and you have to do the same thing with the person you're speaking with.

This is tricky because you only have their "Hello" to go by and that's why listening intently and owning the first line on the script is so important. If you're reading the script, you can't listen. And if you can't listen, you can't match. And if you can't match, you're going to lose the call in the first few seconds. And here's the danger. If you've prospected for any period of time, you know exactly what I'm talking about. You're dialing. Ring, ring, ring, no answer. Ring, ring, ring, no answer. Ring, ring, ring, wrong number. Ring, ring, ring, hang up. After a little while, you're just not paying attention anymore. You're checking your emails. You're You're looking at messages.

And all of a sudden, someone answers the phone. Hello? And that could be your listing appointment. But you don't even know who you're calling or what script to use. That could have been your listing, but you missed the opportunity because you were distracted. You have to use all of your mental power to stay focused the entire time you're making calls. That's what elite agents do. Now, obviously, they're going to give you objections. That's expected. And I want you to anticipate them and be ready for them because when you're not surprised by their objections, you can handle them powerfully. When you're not expecting them, you get frustrated and very often argumentative. And the problem is, if a Fizbo or an expired feels like you're disagreeing with them, the call's over.

Nobody wants to talk to someone who disagrees with them. So, here are the four steps to handle objections over the phone. Step one, listen intently. When they're talking, 100% of your attention has to be on what they're saying, not on what you're going to say next, which is exactly why you have to own the scripts. Step two, repeat, approve, and validate what they said. I'm not talking about an automatic approval like, "Great." or "Fantastic." That sounds like you're not listening. No. You repeat what they said or paraphrase it and then approve and validate so they feel heard and understood. Examples. I hear what you're saying. I completely understand where you're coming from. This is the most important step of all four because until they feel like you've listened to them, they're not going to listen to a word you say.

Step three, ask a question to get their attention, create doubt, and spark curiosity. My favorite structure is, "If blank, would you blank?" questions. For example, "If I can show you a way where you'd net more money by working with me instead of selling it yourself, is that something you'd be interested in looking at?" Or "If there was a better way for you to get this home sold, wouldn't you at least want to know about it?" These questions are hypothetical. They're logical. They're easy to say yes to, and they open the door for you to set the appointment. Step four, ask for the appointment. "I'd like to meet with you for just 20 minutes. Would 3:00 work for you today or would 4:00 be better?" Now, one of two things will happen when you ask for the appointment.

They may say, "Yes." Great, you got yourself an appointment. Or they may give you another objection. If they give you another objection, you go right back to step one. Listen intently, repeat and approve, ask another question, and close again. Your goal on every call is to ask for the appointment at least five times. And I would prefer you play the hang up game. Keep going through this process until they hang up on you. Oh, but that's scary. What difference does it make if a stranger that you'll never speak with again hangs up on you? This is how prospecting works. You'll get a lot of no's before getting a yes. So, get used to it and you'll make a fortune.

And one more thing about objections, do not get dragged into a pricing or commission conversation on the phone. Expireds are going to say, "I'm not lowering my price." Fizbos are going to say, "Well, how much is your commission?" Do not handle these over the phone. These sellers don't know you, and they have no idea what you can do for them. So, don't engage in these conversations or the phone call is going to end, and you're going to go down a rabbit hole that you may not get out of. Instead, here's how you respond. "Mr. Seller, I'm not going to insult your intelligence and tell you a price over the phone without doing my research and looking at your home.

During our meeting, we'll look at the information together and determine what is the highest price that we can sell your property for in today's market. That's what you want, isn't it? Would 3:00 work for you today or would 4:00 be better?" So, don't go down that rabbit hole. Stay focused on setting the appointment. And a quick warning about working with buyers. Some of the people you call will tell you that they want to buy a house. And I know that as a brand new agent, you're probably thinking, "Great. I'd be happy to help a buyer." But I need you to understand something very important. Buyers are extremely time-consuming, and they will distract you from prospecting and taking listings, guaranteed.

And there's no one that can argue that listings is how you build a successful and profitable career. So, before you put any buyer in your car, make sure of four things. Number one, are they ready to buy today? Number two, are they willing to make an offer on the right home if they find it right now? Number three, are they financially able to buy now? And are they committed to buying from you? If any of these four are missing, it's a waste of your time. Because here's what happens. You go out and show a buyer 10, 20 homes. Next month, they're driving around and they see a for sale sign. They call the number on the sign.

The listing agent shows them the house. They buy it. And where were you? They were never committed to buying from you, and that is a huge waste of your time. Let's talk about numbers and what your day actually should look like. You need to speak with a minimum of 30 people per day, ideally 50. 5 0. You're a brand new real estate agent. What else do you have to do that's more important than finding business? Everything else they're telling you to do is a distraction. Your only job is to find clients, find listings so you can sell them and get paid. That is the first thing you have to do every single day. Start early in the morning.

Don't schedule anything before 12:00 p.m. You're prospecting. It's what's going to make you money, and that has to be your number one priority. And I want you to think about this. Most agents have it completely backwards. They start their day doing everything else, office meeting, training, this, that, lunch, more stuff. And when all of that is done, then maybe they'll pick up the phone if they have time. Completely backwards. Until you have at least 30 conversations about buying and selling real estate every day, whatever else is going on is a distraction. I don't want you to start telling yourself a story that it's hard or it's so many conversations. This is 100% doable. And if you have my scripts and all of the information on this video, you are going to have amazing results.

In my first 2 years in real estate, I knew nothing. I didn't have any of the resources that you have. I just grinded and talked to 400 people a week, nights and weekends. Not dials, conversations. 400 real conversations. And I sold 25 homes my first year. You can do a lot better than that if you stay focused and you do what I say. So, start every single day with 500 high-quality phone numbers in front of you, and you have to prepare those the night before. You don't show up in the morning and spend an hour looking up numbers. No. The night before, everything is ready. So, the moment your day starts, you're dialing. One more thing before I let you go.

You have to prequalify your appointments. This is going to save you a lot of time and a lot of frustration. You must pre-qualify every single appointment you set. Don't go on any listing appointments without pre-qualifying and being prepared. And you don't pre-qualify until they've said yes to meeting with you. The purpose of pre-qualifying is gathering information so you can be ready to answer all of their questions and all of their objections at the appointment. What's their motivation? Are all of the decision makers going to be there? How much they want to list it for? Will they be ready to list if they're confident that you can sell their home? And I'll tell you from personal experience, the one question that you don't ask, the one you feel uncomfortable asking, that is the one that's going to come back to bite you.

And every single time will be the one that ends up costing you the listing. So, ask all of the questions because pre-qualifying puts you in a position to win. And I want you to picture this. It's 4 weeks from today. You've talked to all of the people you know. You've been calling for sale by owners and expired listings every morning. You own the first line on the script. You're marrying and matching. You're following the four steps. Maybe you don't take a listing the first week. Maybe not the second week either. But your work is compounding. You're getting better at these conversations every single day. You're talking to enough people and you're actually finding opportunities. You're building a pipeline.

And then all of a sudden week four hits and you take three or four listings. It's going to happen. The challenge for you is, will you stay consistent? Because there's always going to be something that seems easier or more fun, but it won't make you money. And if you're thinking, "I don't know if I can do this." I know that you can. So, for now, borrow my belief in you and take action. Just take it from me. I've done it. Thousands of agents that I've coached have done it. And hundreds that I coach are doing it right now. There's no reason why you shouldn't be able to do it, too. And remember, this is very important.

There is no substitute for massive action. There is someone in your marketplace who wants to sell their house today. And if you talk to enough people, you'll find one. Now, all of the scripts that I walked you through, Fizbo, expired, objections, closes, pre-qualifying, listing presentation, pricing, I put all of it into a free script book. And you can download it right now. The link is in the description of this video. Print it out, put it next to your phone, and start making calls tomorrow morning. You're already watching this video. You're learning. You're getting better. That tells me you're serious about your career. The script book is the next step. It's free. So, make sure you download it.

Let me take you back to where we started. You're brand new real estate agent and you want to take one listing a week. And now, you know exactly what to do. Talk to the people you know. Call expireds and Fizbos every morning. Practice until you own the scripts. Mirror and match. Follow the four steps to handle objections. Ask for the appointment at least five times. Talk to a minimum of 30 people per day. It doesn't matter what your background is. It doesn't matter where you're selling real estate. There is nothing fun or exciting about being average. And the fact that you're still watching tells me you're not average. You're ready to be a true professional, offer great service to sellers, and make a fortune in the process.

Stay focused. Do what you're supposed to do. Take massive action with high levels of energy and enthusiasm. So, get out there. Go set appointments and take listings. Thanks for watching and I will see you soon.