How many of you have been in real estate for a year or less? Just less than a year. Okay. How about two to five years? And everybody else? Five or more? Yes. Just put your hands up so I could see. That's I guess the majority of you. Perfect. Um, everything I talk about is related to listings. If you want to learn how to work with buyers, uh, you could go home now cuz that's not what I'm going to talk about, okay? It's all listings based. I actually have a training coaching company. Some of you are clients of my company. At least two people. Well, Alex is one of them. And who else? There you go.

And Elizabeth. Um, I started this training company six years ago. I've worked for Mike Ferry. I was a coach for Keller Williams for many years as well. So when we started the company that my goal was to actually put together a training platform so agents would know what to do to take a 100 listings a year. Now I know that's a tall order right for most agents. Marilena said, "I um when I was selling real estate right here in Broward. I live in Date County now, but I sold real estate here all over Broward County. I for many years listed 150 FSBOs and expireds here. That's all I did. I became obsessed with expireds and for sale owners because they really are the best source of listings.

Now, we just launched a new program and it's to help agents. It's a more doable goal. So, I want to see if you can relate to this. Okay. To help agents take 24 listings in 12 months. That sounds more Yeah, I I can deal with that than 100 listings a year. Yes. So, some of you may actually be doing that already. There are many of you here that have a lot of experience. So, if you're new and you're not your business is not listings based, would you like to take 24 listings in the next 12 months? >> Yes. If you are already doing that, would you like to add 24 to the 24 you're doing?

So, I think everybody we're on the same page. Yes. What I'm going to share with you today, I I I personally I like taking notes cuz I mean it's being recorded, too. I don't know, but I I I could listen to something and like when it's over, I have no idea what they talked about. So, if you're like me, you might want to write some things down. Okay? And when we're I'm going to probably spend about an hour and 45 minutes sharing with you thoughts and strategies and tools and scripts for you to take 24 listings in the next 12 months. Exciting, right? In the last few minutes, I'll share with you what my program is about in case you want to join and take this to the next level and really make it happen.

Okay. So, the first thing I want you to think about is if you want listings, most real estate agents think that working with buyers is easier than taking listings. How would anybody here agree with that? >> No. Probably because you have worked with buyers. Yes. So, so you understand it's really not that easy. Now, when I talk about expireds and for sale by owners, you are in a prime market to actually do what I did or do more than what I did because the the FS fsles and expireds, the 150 that I listed, I did it personally. I didn't have a team. I didn't have a a prospector. I was making the calls. I was pre-qualifying these appointments, going out and listing these properties.

And out of the 150, 125 were selling, which requires them to be what? >> Priced right. >> Yes. So, there's an entire process, right, from making the calls, which I know it's hard. Now, I walked into this office and I'm like, "Wow, I'd be so excited if I'm actually here, right? And this office is full of people and all of you are making calls and there's a bell when you set an appointment." It's a great environment for you to actually do this. I worked from home all the years that I was selling um alone in my little prospecting area when I started. I used to actually make calls out of a laundry room that was about this big.

Yeah. And I know that when you're alone in an environment, it's not as easy. But all of you should actually after today show up every day and be fired up. Okay? So fsles and expireds. Why? I want you to think about this. If you want listings, there are different ways to get them, right? You could get listings from doing open houses. I don't know. I don't do them. Never done them. Can you get listings from doing open houses though? >> Sure. >> Yeah, you could get a listing every now and then, right? Can you predict if you do an open house every Sunday from whatever time, right? 1 to 5, you'll be able to take a listing by putting in those four hours every Sunday.

Can you predict that? >> No. You may actually do several Sundays and not take any listing. You don't find anybody that's ready to sell right now. You could buy Zillow leads. I don't know what else what else do agents do these days. Uh post on social media. There's different things you could do. Yes, you can send emails to a neighborhood. You could do a lot of different things. Whether or not you like prospecting and calling expireds and for sale by owners, you have to agree with me that the excitement about these people is that they want to sell their house. Yes. >> So, from a common sense point of view for me, when I started selling real estate 30 years ago, she said it.

It was 1996. That's when I got licensed. Um, I I actually How many of you have heard of Floyd Wickman? Only only like the ones that are about our age range here. Um, and Sweatthogs. Yes. Uh, a few months after I got a real estate license, which was by accident, by the way, I didn't say, "I'm going to go get a license so I could sell houses." No. I actually had I used to live in Lauder Hill in Broward um south of Commercial West of University. It's it's not the east Lauder Hill. It was, you know, nice nice. It was nice area. And I wanted to sell my house. I didn't have a real estate license.

So, we actually put our h me and my ex um we put the house for sale as a FSBO because it was a $120,000 house. H I was not working at the time. I I don't have a college degree, so I didn't really have a career. I used to work in a hotel. And then I had a My son is sitting right here, but it's not the child I'm talking about. Um, I had my daughter, his sister, younger, a little bit younger, and she was six months old. So, I was a stay-at-home mom at this point, right? My ex has a job making 45,000 a year. I mean, we're we're like living week by week.

Yes. Paycheck to paycheck. Want to sell the house. We don't want to pay a realtor. We put it up FSBO. And then a couple of weeks go by, a couple of months maybe. Obviously, we're not going anywhere. And I had the great idea of getting a real estate license just so I could list my own house and save the listing agent commission. So I did. That's the reason why I did it. And from there a few months later I I was I joined a Century 21 office in I don't know somewhere in Broward. And uh the a the manager the the broker at that office told me there's a training coming to town. It was Sweatthogs.

It was Floyd Wickman Sweat Hogs and you got to go and I have a six-month-old baby. He was 8 years old. I figured out because I didn't even have the money but I figured out how to go. It was a one a week thing. And I remember the instructor and I when I say this to you, my goal in saying it is that it will hit you the way it hit me 30 years ago. Are you ready? She said, it was a woman. She said, "There is someone in your market that will list their house with a real estate agent today." And I'm thinking, I'm in Brow County. I'm sure she's right. >> [laughter] >> and not one, right?

She said, "There's someone." And she said, "If you talk to enough people, you'll find them." That's it. That's it. No analyzing. No. Like, how many people do I have to talk to and what's going to happen? Like, there are so many homeowners listing their homes in Broward County today. [clears throat] Do you would you agree with that? How many? I don't know. I could do an MLS search, right? Maybe hundreds, right? Even if it was 50 of them, which and and you guys are in Weston, you could probably go to North Dade. I used to actually make calls all over Brower County, even South Palm Beach County, Bokeh. I had listings in Bokeh. So, you have a very wide market.

Yes. You may not like making calls, but if you talk to enough people every single day, you can find one. Would you agree with that? >> So the question is, what's getting in the way of you making these calls? And if I am going to put in the time, I thought, right, cuz they they sweat hogs this training, right? They did teach some stuff about for sale owners and expired listings. So, I remember her saying too, well, if you're going to make calls and you want to set a listing appointment, go out and take a listing, it would make sense that the first people you would talk to every day are people that already want to sell.

I'm like, okay, that makes sense. I wasn't like thinking much, right? I just got a license. I'm like, okay, this whole thing makes sense to to me. And that's how I started. So, I don't know how many. Are there any part-time agents in the room? Part-time. Yeah, there's always some. Or there are some that have children that they still they're not like mine grown up. Like, you still have children to take care of. You have other responsibilities. Yes, >> that was me. My son was eight years old. My daughter was 6 months old. And I was a stay-at-home mom. I had to cook, clean, take care of the house. So when am I I I got so excited about the possibility that if I talk to enough people, I'll find one and I can focus on expireds and physics.

I didn't think about they're going to yell at me, they're going to give me object. I mean, I'm like whatever, you know, I'll just throw myself into this. But the truth is, I only had nights and weekends to do it. All of you are here now. So, you probably have daytime, you know, time available to actually do this. I was doing it at nights and weekends. 5:30 to about 8:30 cuz my ex got home from work. So, like here are the kids, dinner's ready, and I locked myself up in the laundry room. Saturdays and Sundays all day. That's how I started. First two years. Okay. And some people sometimes ask me, "Oh, what is it that she has that I don't, you know, what is it?" I'm going to tell you right now.

You ready? >> What I had back then that you don't have absolutely nothing. And I mean it. Okay? Like zero. Zero. Um, no college education. As many of you in the room, English is my second language. I had two small children. I was working part-time. I was actually very shy. Like the quiet, you know, like Yeah, that's how I was. I didn't like talking to people I don't know. All of it was not working in my favor. Okay. And I didn't even have a supporting I shouldn't say that. I was going to say like a home environment, you know, when somebody's like excited for you. No, I was kind of on my own, you know.

I'll take care of the kids. Yeah. Yeah. you know, the rest is like this. I didn't even have someone outside of me that believed that I could do it. Okay. So, some of you may be in that situation, too. You just got to count on yourself. Yeah. First year I sold 25 homes. There was one buyer. I don't even know how I did it, honestly. You know, I was like uh I was obsessed with talking to people. Yeah. Um, I didn't think of it like, oh, it's so hard. Oh, they're hanging up on me because expired listings and they're probably no, it they're probably no, they are no different because about two years ago, I've been coaching for a long time.

I decided to actually pick up the phone and call expireds and FSBOs. Some of those live calls are on my YouTube channel if you want to check it out. They're exactly the same. It's the same objections. They're just as angry. Don't think they were nicer back then. Yeah, they're they're the same exact thing. And I did some for sale burner calls, too. They're all there if you want to listen to them. Same. I'm using the same I'm saying the same things. I'm handling it the same way. The point is that when you think about the results, right? So, if you just put in enough time to do this, now I didn't do anything else. I think that's a huge thing that you want to take away from today.

Yeah. I was not working with buyers. I was not, I don't know, door knocking. I wasn't posting. There was no social media. I every moment that I had, I was actually either making calls or learning something that will help me get better when I'm making calls or going on listing appointments. That's it. Yeah. And I think that's another big issue for real estate agents. You have so many options. [clears throat] You have so many different things you could be doing. So, it's easy to get distracted. Oh, the you know, I had I don't know, I dialed 10 phone numbers. Nine didn't answer and one that actually spoke with me like told me to go and hung up on me.

So, maybe today's not a good day to do this. I'll try again tomorrow. I'm just going to go uh respond to some emails and you don't stay with it. I think that's the biggest thing that agents, they get distracted so easily. So, here's the plan. Are you ready? >> Yes. If I were you today and I want to take 24 listings in the next 12 months at 8:00 a.m. I'd be in this room and at 8:00 a.m. I'm dialing the first expired phone number. Marilina told me that all of you correct me if I'm wrong here. You get access to Vulcan 7. You have the numbers >> sometimes. >> We have. >> Okay. You have.

Okay. Good. Okay. So you I I didn't have it. Okay. There was no such thing as like here are the phone numbers ready for you. I gota I had to go in the MLS. I had to look it up by myself. Then I had to go find phone numbers before you could even find it online. I had a CD crisscross reference. Only those of you who know sweat hogs know what I'm talking about. It was a mission just to get phone numbers. Okay. And then I dialed every number with my finger. Now, there are systems that they dial for you. I'm like, you guys have so you have it so easy, right? So, you have Ven 7 8:00 in the morning.

You're in this room and you're dialing the first expired number. New the ones from that day, not old. Oh, but the older ones are easier. They're not as angry. Yeah, but they're not as good a lead for you to actually set an appointment right now and take a listing today. Okay. Today. So, I think I've been hearing the word speed a lot lately. Yes. Are things kind of moving really slow for you in your business? Would you like faster, more speed, faster results? Yeah. What I'm telling you to do, you may like it or not, but that's what it's about. Speed. When you call a brand new expired listing, they expired this morning, you can if you say the right things, and I'm going to give you the script, okay?

If you have a pen and paper, it's only one line. It's not like the 15 questions. It's one line. So, you call these brand new expired listings. You say the right thing the right way. You'll be able to set an appointment, pre-qualify that appointment, and take that listing before the day is over. >> Imagine that. >> You did it. [laughter] >> I mean, not not my first two years. No, but eventually, yes, I learned how to do it. Those first two years, actually, I was calling expireds and FSBOs, and I was making a ton of neighborhood calls. Yeah. So, I had all of Broward County that I could call, but I was only calling in that little Lauder Hill pocket that I lived because I was scared of calling, you know, if I call east or other areas that are more expensive, you know, I was in my comfort zone.

Totally. Right. And worked for me eventually because I was putting in so much time to learn how to think differently because I didn't believe in myself. So, I didn't think I I didn't think I could earn more than maybe $30,000 a year, which is what I earned in my hotel job. And so, there was a lot of mental like stuff in the way, right? Doubt, fear, whatever. So, I worked on that and I worked on the scripts. But the first two years, I remember actually, true story, expired listings terrified me. That's the right word. I was trying to find the right word. They terrified me because they I call them you know back then some of you if you ever watched a YouTube video I don't know I there's one of my YouTube videos I talk about building rapport you know what that is like just being able to connect with people quickly right I didn't know how to do that and I was just miss nice Jackie yeah so I'd call these expired listings and they go, "Hello." And I go, "Hi, this is Jackie." I'm like, "WHAT DO YOU WANT?" I'M LIKE, "OH MY GOD, like what's wrong with these people?

Like [laughter] they're so angry. I mean, this is literally what used to happen." And I mean, I kept calling and calling like the neighborhood calls, which was the majority of the calls I made were a lot easier. I mean, these people are not like crazy. I'm like, "Okay, you know, they talk to me. They're they may hang up. They're not interested in selling, but okay, you know, at least I'm not getting yelled at." Um, so these expired listings, I remember a couple of months into it, I I kind of like took a little break. You know, I'm telling you the truth. You know how you start making calls and then you stop? I'm like, you know what?

It's too much. You know, like, and I wasn't thinking, oh, I'll start at some other point. I'm just like, okay, I'm just going to take a break from that. I was calling a lot of FSBOs. For me, they were always way easier than an expired listing. Still to this day, I believe they're so cuz you could also call a FSBO today and go list them before the end of the day. You probably don't hear that from a lot of trainers, coaches out there. They tell you got to follow up. You got to follow up. No. No. That's for if if you're saying the wrong things the wrong way or you're saying stuff that they don't want to hear.

So anyway, I stopped calling these expireds, right? And I started I was calling FSBOs. I was making a lot of neighborhood calls. That first year, maybe out of the 25 sales, one was a buyer was some guy that worked with my ex and they bought in in Lauder Hill. So that was easy. And the rest, the 24 were listing sold. Maybe two or three, maybe two expireds. A good portion, five, six FSBOs. the rest were all neighborhood calls. So neighborhood calls are okay too. It's just I had to talk to so many people. Yeah. In the that that first and second year I talk to How many of you actually prospect? True. Truth. Tell me the truth every day Monday through Friday.

>> Oh, there there's still a couple of hands up. Okay. One one or two maybe. Okay. Okay. So, okay. Let me see who makes calls every day Monday through Friday. Show me your hand. >> There's four of you in the room. Okay. Keep your hand up. Keep your hand up. If Monday through Friday, you talk to at least talk to 10 people per day. You do. She's pointing at you. You do. 20. Really? Wow. Look at that. 30. Okay. 20. 20 is that's awesome. The only one in the room working nights and weekends. That first year I talked to 400 people a week. >> I don't know how I, you know, I just I just kept going and going and going and going and going.

You know why? because I was broke [clears throat] and I was sick and tired of being told that I have no idea what I'm doing by my ex-husband, >> you know, like when you're just I and I was broke, you know, I wanted to change my life. I realized now that that was that was my motivation. You know, in the beginning, I was taught like in sweat hogs, they say, "Oh, set goals and make a dream board and pictures of what you want." I did all of that. But the true motivation was what I just told you. Yeah. So, I kept going. I'm just dialing and I'm dialing and people are hanging up on me.

Okay. I stop expires for a little bit. And FSBOs, you know, I was following up with FSBOs. I didn't know how to list them same day, but it's okay. I go meet with them and then I stay following up. Following up, things started to happen. My third year in real estate, I actually that third year was like 45 closed transactions. I was working full-time already and my fourth year is the first year I sold 100 homes a year and it was pretty exciting. My life was had been changed already. Okay. But I still had a lot of fear and I had doubt that I could do it again. And you because you start putting pressure on yourself.

You know what I'm saying? It's like, what if this whole thing ends tomorrow and I got to go back to working in a hotel making 30,000 a year. Yeah. So, you're always working on your mindset. Hey, let's go back to what you do on a daily basis. Yeah. 8 a.m. you're in here. you're calling brand new expireds because you can and there's enough for all of you in this room to actually set an appointment and take a listing that same day. If you actually believe that that could happen, would you show up at 8 and start making calls? >> Yeah. [snorts] So, why don't you? Is it because of a lack of belief? What is it?

>> I'm scared. Fear. >> Fear of being turned down. >> Okay. Fear. Fear. I fear of getting hung up on. Okay. So, let me let me see how I say this to you where I don't freak you out. That is going to happen way more often than the sure come over at 4:00. Way more. Like my fourth year in real estate, I actually felt I didn't really feel like, oh, I know what I'm doing, but I started to feel like, you know, feeling better about what I'm doing. Yes. It took me 20 conversations. 20 to set one qualified listing appointment. Do you know what that mean? Fourth year, like as a maniac, learning and learning and making a ton of calls.

You know what that means? 19 people hung up, said no, told me to go f myself or whatever else you're hearing out there. Do you do you understand that? >> So, if if your goal is to avoid that real, I mean, listings is not going to be your thing, okay? Because you could take a listing every now and then from different things that you're doing. I'm talking about minimum consistently taking two listings a month. That's 24 in 12 months consistently. Yes. So you could eventually stop showing properties to buyers and you could stop doing all the other stuff that you're doing spending money. You know how many clients I've that I have in my coaching right now?

They join because they don't want to keep paying Zillow. They're paying thousands of dollar. I don't know what else they're doing, spending money on. This is not going to cost you anything. And you're going to build eventually if you choose to do it the confidence that you could do it again and you can do it again and you can do it again. Yes, it is duplicatable. It's not like holding the open house and thinking that every week you're going to find somebody that wants to list the house. It's not that. It's you having the confidence that you could do it again and again. So, what do you say when you call a new expired? Are you ready?

I'm going to I'm going to give you the script first and then I'll give you a little explanation as to why this makes sense. Maybe you don't. Do you need the explanation? Maybe not. Maybe you're like, "Okay, whatever you tell me to say, I'll say it. I doubt it, but I'll I'll I'll give you the script." Okay, so they answer the phone. We're talking about a brand new expired. They're usually not very happy people, right? Okay. So, they answer the phone maybe like a hello or or hello or whatever. >> Yeah. Okay. We'll remind me of this. Okay. She said or they don't answer. Remind me of that because I want to talk about that.

So, they answer the phone and I'm not going to tell you necessarily too much detail on how to deliver the script. I'm just going to tell you what to say. Ready? Okay. 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 house and I'd like to meet with you for just 20 minutes and show you exactly how I can do that for you. Would 3:00 work for you today? Would four be better? That's the entire script. >> Can you do that? >> Yeah. [laughter] Can I repeat that? >> They're filming here cuz they're like, "Okay, I could hear that again." >> I'll share in the chat.

>> Okay, there you go. She'll share in the chat. It It's short, isn't it? >> Yeah. You're asking for the appointment in one sentence. Yes. I can promise you. I I mean, look, you may be skeptical. You're like, "Well, I don't know if that will work." You know, your your your mind is telling you all the reasons why you couldn't do it and you shouldn't do it. I'm not confident. For those of you one year or lasting real estate, what are you talking about? I never I haven't sold a house yet. I have never listed and sold unexpired. Confidence that I can sell it, but they expired, which means they're overpriced. They're not going to lower the price.

So, what? Okay. So, your your mind is going to talk you out of it. Okay. And I think that's one of the biggest problems real estate agents have. Okay, shut off all the why not and the doubt and just do it. Okay, because I can tell you and and I said I I want to explain to you the reason behind the script. It's very simple. It works. Okay, that's why you should use it. Not any other script. Not asking them, you know, an interrogation. Do you think an expired wants to tell you why they think the house didn't sound like what? You're the real estate agent. What are you doing? Yes. Okay. So, and I was a coach for Mike Ferry for many years.

Some of you recognize the script. So, I actually do know the script verbatim because that's what I had to do to coach for Mike Ferry. Even though I didn't use the script cuz it made no sense. Every time I said stuff like that, I got hung up on way faster. So the script that that I just gave you, I actually by trial and error because when I started I don't remember the sweat hog script. I tried that then I tried the mic and then other people said this and other people said that and by chance one day I'm talking to an expired listing and it was not my opening line. They gave me an objection.

I don't remember what it was and I it just came out of my mouth. I said, "I am confident that I can sell your house and it would only take 20 minutes for me to show you how I can do that. Are you available at 34 be better?" I was handling a bunch of objections. All of a sudden, they said, "Okay, come over at 3." I said, "That's it." That's the opening line cuz that's exactly what they want to hear. It's what they want to hear. you understand that an expired listing, they're not they're not like angry and frustrated for no reason. Yeah. They're disappointed. They're fed up. They're you're calling at 8:00 a.m. because it's what's legal in in Broward County in Florida.

Yeah. But their agents calling them at 6:45 right here in Dayton Brower County. Did you know that? Yeah. >> Have you ever called and expired at 8 and they said, "You're the 50 50th agent to call me this morning." >> Don't do that. Okay. It's not the legal time for you to make calls is 8:00. Actually, to her point, what you know, a lot of them don't answer the phone. Those first two years, I was calling nights and weekends. I was not calling at 8:00 a.m. So by the time I would call at 6:00 p.m. I mean they hadn't heard from 50. You think you have competition now? It was exactly the same back then.

So I call at 6:00 p.m. their phone has been ringing since 7 in the morning. They've talked to like they stop answering the phone, right? Because like why am I going to keep answering the phone? Yeah. And if they do answer the phone, the minute they say this, Jack, I'm a local real estate agent. And I'm like, "Oh my god, what's going on?" So that's one of the reasons why I stopped calling. A lot of no answers, a lot of screaming and shouting. They're crazy. And I'm like, "This is not working. I'd rather go." You know, for still by owners, they talk to you. You know what I'm saying? They may be a little bit angry and frustrated, but they don't scream and yell.

They invite you to their open house. They ask if you have a buyer. They'll pay a commission. Some of them. Yeah. So, I'm like, "Okay, good. That's better." You know, it's better. So, the reason why they don't answer the phone, are you ready? Cuz they're calling too late. Yes. They already received calls from a lot of agents and they stop answering the phone because they realize, you know, I don't know this number and that's it. Not answering the phone anymore. And also they're more irritated if they've already received 10, 20, 50 calls. So the later you call, this is why I say 8 a.m., not 8:05, not 8:30, not none of that. Okay? I have plenty of stories that I could tell you about calling later and losing listings, not, you know, whatever.

You just got to trust me on this, okay? It's going to be easier for you if you do it this way. Now, why the script works? Because they already wasted six months with another agent. They're not interested in blah blah blah and answering a bunch of questions. What are they? If if this is a seller that wants to sell. Do all expireds still want to sell? If you think so, put your hand up. >> All of them. >> I believe all of them. Okay. I do. Is it realistic to think all of them? I create my reality. Okay? If I believe it, it's true for me. If you don't, it's true for you. It's fine.

Okay? So, if there are people here that don't believe it, just Okay. The ones that believe it, take advantage of it. Okay? You have less agents actually calling and messing it up for you. Because that's what happens when agents call and they say the wrong things and they don't believe in what they're doing. I mean, they're just creating friction. You know, the seller's getting more and more upset. That's when you say, "I am confident that I can sell your home." That is exactly what they're looking for in the next agent they will hire because and it's not necessarily that when you say I am confident, it's what it's just what they want to hear. They're going to list with an agent that makes them feel confident that this time the house will sell.

And if you how do you convince them that you you could actually sell the house? You got to be confident first. How are they going to be confident that you can do it if you're not confident that you can do it? That's all they're looking for. They're not they don't want more of the same. They don't want another agent calling like me that first year. Hi, this is Jackie. You're an idiot. Click. I'm like, oh my god. They don't, you know, they're not looking for Miss Nice. You know what? Do you think? No, they're looking for confidence. When you lead the call with confidence, that's it. So, how many of you are actually going to do this?

When? >> Tomorrow. >> Today. >> Today. Today. Yes. Well, and and let me just say this because I said the first couple of years I was making calls nights and weekends, right? So, I'm calling these expireds at 5 5:30 6:00 p.m. And I actually even then without knowing what I'm doing, just totally clueless calling late. I did take a couple of listings that sold, believe it or not. Yeah. And then I, you know, I took a break for a couple of months because I was getting, you know, like it was getting in my head the way that they spoke because I didn't know how to handle it. Then I started again, you know, after a little while.

But FSBOs in the beginning, like the first three years, FSBOs were always where most of my listings were coming from. And I started meeting a lot of other agents that were selling a lot of homes and nobody could understand how I'm taking so many FSBO listings and selling them because they're like, "Oh, no. I do expired. Oh, I don't like FSBOs. I'm afraid." I'm like, "What are you talking about? They're so much easier." Yeah. But I remember it was my fourth year in real estate. I had a roleplay partner. This lady um she was from somewhere in Colorado. She already had like 10 years of experience. And I started role playing with her. She was selling 100 expired listings per year.

And I was like, whoa, I'm super impressed. You know, I'm still I'm I'm more focused on FSBOs and a lot of agents that knew that I was listening. You know, I wasn't even listing that much. I mean, my my fourth year is when really things started to pick up, but they're like, "Wow, you you took 25 FSBO listings, 30 last year. Oh my god, that's so incredible." I'm like, "Okay." And they were all doing expireds. And they're like, "If you can actually do what you're doing with FSBOs, with expireds also, wow, you know, the combination of both because most agents do one or the other." And FSBOs, I'm going to talk about it in a minute.

Nobody knows what they're doing with FSBOs, okay? They're all following up, following up. It's a waste of time. So, I start role playing with this lady. She's taking all these expired listings and selling them, and I want to like teach me, you know? So, I remember only one thing. I learned a lot of objection handlers and stuff from her, but I remember one thing that she kept telling me because now I'm working full-time. Yes. So, I am making calls in the morning, but I was not calling at 8:00 a.m. Okay. I was starting at 9. How many of you feel a little bit like 8:00 a.m. is too early? True. Okay. Some I I mean, I did.

Okay. I'm like, I would if somebody called me at 8:00 a.m., I'd be so upset. There's I'm not going to do that. Okay. No, I was just So, I'm calling at 9:00 a.m. This lady says to me, "You need to start calling at 8 and I had her as a roleplay partner for several months and I wouldn't do it." And she's like, "It's going to change everything. They're not as angry. More of them answer the phone. Everything's going to change. It's going to be easier." I'm like, "No, no, no, no, no." And then she kept talking about it and telling me to do it. I finally decided to do it and she was right. They're less angry the earlier you call.

They're less angry. Some of them are still angry, but they're less angry and more of them will answer the phone. Do you understand? So, I don't want you to get it like it. I say to people, I am a slow learner because I really am. I need to hear the same thing a hundred times before I do something about it. Are you like that? >> Yes. >> Yeah. Well, learn from me because I wasted a lot of time. Yeah. Not listening to people that knew what they were doing because I, you know, I need to listen to it a 100 times. So, don't. Okay. Just call Edate. Use this script. And you may actually be surprised.

Oh, but I aren't they going to give me an objection? Probably. Yeah. But not all the time. I have clients in my coaching in my training right now that have told me there's actually a guy interviewed he's on YouTube because he called he's in California somewhere. He called an expired I think it was 1.5 million around there. Okay, I don't remember exactly. And he used the script. So 3:00 worked for you today before we better. And the expired said to him, can you come over at 11? And he was he didn't know what to do. He's like, wait, aren't you going to say you're not selling anymore? you were listing with the same agent or [laughter] it's like what do I do?

I mean he literally told the story and it was it's it's hilarious. I'm like that used to happen to me too but that could happen to you. Yes. And so long story short with this it's on YouTube if you want to find it. Good luck. There's 300 videos there. But um so he wasn't sure what to do and he's like one and a half million. He said okay I could come over at 11. I teach my clients to pre-qualify the appointment. You just don't hang up and go, you know, okay, great. I look forward to seeing you today at 11:00 and so I can be better prepared for a meeting. Tell me when you sell this home, where will you be moving to?

I teach him to do that. He didn't do any of that. He was in such shock. He's like, "Okay, I'll come over at 11." And he hung up and and then he think he says he even told his wife and he said, "This is very strange. I wonder if there's, you know, is this like a I don't know. I'm going to be robbed or, you know, he's I I mean, I I'm wasting my time. Maybe I shouldn't go. What do you think? And all of this. He went he showed up at 11:00 and by 12:00 he walked out with a listing signed listing agreement. Okay. He still can't believe and the house sold. I think he had to get one price reduction.

I don't remember the details, but this house actually sold. I say this story to you because it's not the only one, but that could actually happen, too. You know, we're always expecting objections, but sometimes they just say, "Okay, come show me what you got." Okay? And now you [snorts] go out and you show up confidently because if you Okay, I'm going to move to FSBOs in a second, but I want to say this. When you say to them, and I want you to pay attention to the difference, okay? The script says, "I am confident that I can sell your house." Yeah. Is that believable? >> What if I call and I say, "Hi, this is Jackie.

I'm a local real estate agent. Uh, I'm calling because I am confident that I can sell your house." [laughter] It's the same script. >> Yeah. What's the difference? >> Yeah. Do you do you think that the second one is likely to get you the appointment? >> No. So, if you're in your head thinking, but I am not I can't say it like that cuz I am not confident. You heard the saying, fake it till you make it. >> Yeah. Like you're an act, you know, you're an actress or an actor. You're you're playing the part today when you get on the phone. You are a confident. You're not really, you have no idea what you're doing, but you're just going to play that role right now.

Because if you don't, so it's interesting because agents say, "Oh, I used your script and it didn't work." Okay, now you know why. Is that pretty simple? That's why. Because the script, if you don't deliver it correctly, it's not going to work. Okay, you I say it like this. The audio and the video have to match. You know what I'm saying? >> Yeah. Um, what you say and how you say it needs to be congruent. Otherwise, it's not going to make sense to the person listening. And then when you show up to that appointment, how do you think you need to show up? >> Confident. >> Confident. Yes. Yeah. Because the fact that they agree to meet with you, they are a yes to listing with you because they're they got calls from other agents before and after you called and they're letting you come out and meet with them.

They're giving you the their time, right? Why? Because they're a yes. Now, if you show up and you're not confident and you're like, "Oh, you turn them into a no like that." They open the door and they're like, "Yeah, no. You do you understand this?" >> Yeah. >> So, you're going to have to be confident, act confident before you feel confident. Does that make sense? >> Are you sure? >> It's like, how do I do that? How do I how do I act confidently when I don't have the confidence? That is what it takes to make this work. It's not just the right script. Got it? >> Okay. >> So, how many of you will call expired today?

Maybe right after I leave. >> Yes. And then you could let me know that you were actually able I used the script AND OH MY GOSH, I GOT AN APPOINTMENT FOR 4:00 cuz I said 3 I've had agents say to me, "Were all of your listing appointments between 3 and 4 p.m.?" I'm like, "Yes, cuz I want to be home in the evening." It's not true. He's my son. So, you know, there were many evenings that I wasn't home, but I was starting my fourth year. I was taking four or five listings a week. I'm like, it's okay to, you know, to be out of the house a couple of evenings. So, after you call all of the expireds for today, do you have any idea, Marilyn?

I should have looked it up before I got here. How many on average how many expireds come up per day in all of Broward County? [snorts] >> Does anybody know? >> The first of the month. >> 80 to 100. I believe that it's 80 to 100. I said all of Broward County. >> The same number of canceled listings. >> Same number of cancelled listings. Thank you. He knows what I teach better than I do. So canceled listings. Do you know what that is? >> Yeah. It's uh uh would have been expired that the agent cancelled it in the MLS before the expiration date. These are even better than the new expireds. Can you believe that?

They're better. >> Yeah. Most agents don't even know they exist. They're not calling them. And the reason why the listing is canceled is because they still want to sell. If they didn't want to sell, it would be a withdrawn or temporarily off the market. These are hot sellers, prospects for you. So, between the new expireds and cancelled, all of you can take a listing and there's some left for other agents out there. Okay. But all of Broward County, I'm in Weston. Am I going to drive to Helenale to take a listing? I would. >> Absolutely. >> I would. Yeah. Am I going to drive to uh to the moon? She'll go to the moon. Yeah.

Wherever you have to go, right? I when I started selling real estate, I lived in Lauder Hill and I was only calling, you know, my comfort zone. And then eventually I'm like, that's it. I'm going to go all all of Brower County, including South Palm Beach County, Bokeh. I I was living in Coral Springs at that because I started making some money. I'm like, "Okay, I could get a nice house, you know, I could get a nicer car." And so I'm living in Coral Springs and I drove for those of you who are thinking, "Well, I'm only calling in Western." Okay. [clears throat] Okay. Well, then you're very limited. Yeah. So, I drove on average 45 minutes to a listing appointment and I had days when I had three or four.

So, I wasn't out every day of the week. Some days I had no appointments. Another day I had three. Another day ahead, one another. Do you get what I'm saying? 45 minute drive on average. No problem. I will do 10 of those a day. Okay. To go out and take a listing and get it sold. How much money? What's your average price in Broward County? >> My average commission was $5,000. I sold a 100 homes a year. I'm making half a million dollars a year. For me was a fortune. Especially back then for you today, you sell, you take a hundred listings that sell, how much money do you make? Millions. >> At least 1 million, $10,000 average commission.

Think about that. It's worth a 45minut drive. Yes. >> Yeah. So expand. Don't just, oh, I'm I'm only in Weston, you know, because that's where my office is. Or no, anywhere in Broward. Yes. I mean, a lot of times I would set an appointment. This used to happen to I was a little more confident already, but I would set an appointment in a subdivision neighbor. I mentioned Halenale because, you know, I don't remember a lot of my listing appointments, but I remember this one expired. I got an appointment with I mean I I had very few listings in Howlandale. I don't know why, but I got this one expired appointment in Hendale in a neighborhood subdivision I never heard of.

I had no idea where I was going. There was no maps on your phone, you know. I had a paper map. I'm like, where the heck am I going? Yeah. So, I drove all the way there from Coral Springs. It took me almost an hour. It was like a $300,000 property that I listed and sold. I never went back there. I have no idea where it was. So, can you go and expand to some areas that maybe right now you're uncomfortable with? Yeah. How are you ever going to become comfortable doing that? By doing it. >> Okay. So, let's talk about FSBOs because after you call all of the expireds and cancelleds in all of Broward County, yes, you finish the ones for the day.

Now you're going to call for sale by owners. My favorite. My favorite baby. So why are FSBOs so amazing? Can anybody tell me? >> They're ready to sell. >> Yeah. Okay. So >> they want to be called. >> They do want to be called, but not by the average agent, right? They want to be called by someone that knows what they're talking about. Now, say the right thing the right way. Why is it that I love them so much? Because I do believe that expired listings still want to sell. Why do I believe that? Because their house was for sale up until last night and all of a sudden now you call and they say, "I'm not selling anymore." It's the most common expired objection.

I'm not selling anymore. Wait a minute. I mean, am I going to believe that? Your house was for sale last night. What do you mean you don't want to sell it anymore? So, I'm not going to say it to them like that. But I'm I'm not going to believe that. It's a smoke screen. They just want to get rid of you on the phone. And it actually works to get rid of most real cities. Oh, okay. Well, there have a nice day now. That's it. Now, FSBOs re reality. reality is some expired listings will not be listing the property anytime soon. You know, they they had enough small percentage, maybe 20 25%. The rest they're going to relist, okay?

And most of them relist same day. Believe it or not, a lot of when I actually felt like I knew what I was doing with expired starting my fourth year, 80% of the expireds that I listed, I listed the same day they expired. You know what I was telling you? The right script, delivered the right way, calling at 8:00 a.m., all of that stuff. Okay? You got to do all of it. Because if you just you call at 8 but you're using a dumb script or you're using my script but you're calling at 11:00 a.m. it it's there's a lot of different things put together that will get you results. Okay, but like why FSBOs?

Because it's not 70% that are going to sell. It's not 50% that are going to sell right now. It's 100%. You want listings, right? Okay. In order to take listings, you gota you have to find people that want to sell cuz if they don't want to sell, they're not going to list with you. Okay. Okay. Here. 100% of for sale by owners want to sell. Why aren't you calling them? Do you really want listings? Is this I mean it's just common sense. I'm not that smart. It's just common sense. >> Yes. >> Okay. All 100% of the FSBOs you talk to want to sell their house and they have not listed with an agent yet.

>> There's no better prospect. There's not that. You cannot name another one that's better than a FSBO. Got it? I'm going to give you the FSBO script. Are you ready? >> And after all, your leverage in pricing this home correctly. Cuz if if if you don't know their motivation, they have motivation. Okay? Don't tell me a FSBO doesn't want to sell. Nobody puts their house for sale because they have nothing better to do than letting strangers through the house. So, I don't want to sell. I'm just like, you know, I'm super lonely. So, [laughter] you know, I mean, I don't know who they are and they don't want to buy a house, but at least, you know, they come over, I make a cafe and we can hang out.

You don't want to sell like what? You know, who does that? So you realize they are they're lying. >> And I I don't see I was a FSBO so I behaved like that too. So and when I say they're lying I don't mean to say that because they're liars. They're just trying to protect themselves. You know what I'm saying? I don't trust this person. I'm not going to tell them. But now they already have a sense of trust. they agree to meet with you. Way more likely. Okay. Price, you're pre-qualifying. Price is one of those questions. So, when we meet this afternoon, tell me, how much do you want to list the property for? And you may think, well, why do I need to ask that question?

They already, you know, I see what they expired at. That's probably what they want to I see what this FSBO is asking. You'll be surprised how often they tell you a lower price than the one they again they are they're already feeling, you know, this confidence and energy with you. So, they're more likely they're not going to tell you like a super low. No, but very often it'll be lower than what you see they expired at or what they're asking as a FSBO. And there are a few more pre-qualifying questions. And then the final one, if I have to pick a favorite, they're all very important. Okay, you never want to go on an unqualified appointment.

You could I went on many and it was just horrible. I learned so much from it, you know, like you can learn from me. Don't go, okay, unless you pre-qualify because you'll be wasting your time. You're going to get discouraged a lot of but then you'll learn eventually or you could learn now. Okay, my favorite pre-qualifying question. Are you ready? So, when I see you, if you feel confident that I am the best agent to get your home sold quickly and for the most money possible, will you be ready to go ahead and list the property with me today? Do you have the courage to ask that question? No. [clears throat] My first couple of years, I did not have the courage to ask that question because I didn't want them to think that I was going there to list their house.

Think about that. I'm like, "No. What do you mean? Will you list the house?" No, no, no. I just I just want to get my foot in the door. Yeah. The reason why you ask pre-qualifying questions is because you want to know the answer. Yeah. Because knowing the answer allows you to be better prepared, right? Because if they say, "Well, no, I'm not going to I'm not going to list a house today." Okay. So, you know, I'm just curious and now I'm going to ask additional questions. I'm not just going to say, "Oh, you're not okay. Well, anyway, I'll see you at 4." No, I'm gonna use common sense. I'm gonna think and okay, what's going on here?

So, I'm gonna ask questions and I'm gonna say, "Okay, so just help me understand. Obviously, you had the house for sale up until yesterday." And correct me if I'm wrong. It sounds like you still want to sell it, right? Because they already told me their motivation. That's the first cut. So, I'm going to bring things together. I'm going to keep asking questions. Maybe they're interviewing other agents. Maybe they have a friend in real estate. So, they don't want to commit. Yeah. And I'm not looking for a commitment. One of my favorite scripts, I have a lot of favorites, but one of my favorite scripts is obviously you don't know who I am. You don't know what I do.

You don't know what I can do for you. So, I'm not asking for, "Yeah, come over 100%." No. I obviously need to meet and you need to feel as confident as I do that I'm the best agent to get this property sold. And at the same time, Alex, tell me if hypothetically speaking, at the end of our meeting, you are as confident as I am that working with me is the best financial decision you can make. Would you consider it? Would you consider it? >> Yes. hypothetical question, not like yes. How could they say yes? They have no idea who I am, right? So that's not even reasonable, but if one of my favorite types of questions ever, if blank, would you blank?

Very easy when you word this correctly. If at the end of our meeting you feel confident [clears throat] that working with me is the best financial decision you can make, would you consider it? Do you see how easy it is to say yes to that? Yeah. Another question that I love, we got to get out of the pre-qualifying is so when I see you, um, Martha, I I know you mentioned, let's say they tell you they're interviewing other agents, even if they're not, right? So, I'm curious, Martha, what specifically are you looking for in the agent that you'll hire? They're going to tell you exactly how to take this listing. That's such a great question.

It's a pre-qualifying question. So, they say, "Well, I'm looking for an agent that's going to do A, B, and C." Okay. I'm going to repeat and approve, you know. Okay, great. So, you're looking for an agent that's going to do this, sell your house with the most money, blah blah blah blah. Okay, 100%. Now, look how I could use this. The last question is at the end of the meeting if you feel confident. Right? That's the last question. And now they say, "Well, I don't know. You know, we'll see when you get here." And I say, "Absolutely." And and again, you don't know who I am. You don't know what I do. Obviously, we need to meet and you need to feel confident that working with me is the best decision for yourself, right?

So, let me ask you if at the end of our meeting I can show you how I can deliver the A, B, and C, what they told me they're looking for. Are you with me? I'm going to repeat it to them. If at the end of our meeting, I can show you how I can do these things for you. In that case, will you be ready to go ahead and get started today? how how are they going to say no to what they they were the ones that told me that's what they want. But again, it's uh if blank, would you blank? Because I'm saying if at the end of our meeting, so it's contingent on me making them feel confident that I could actually do what they told me they want.

So, do you see how the it's there's a lot of psychology in this? Yes. Yeah, it's fun. >> Do you ask if the other uh person on the deed will be there? >> Yes. If everyone will be there. Yeah. If two people need to sign, you know, they're they're in in the deed in the tax record or whatever and only one is going to be there. I'm not going. You know why I'm not going? cuz I went on so many of them and I never took the listing because I would ask, "Oh, so, oh, I see it's it's you and your partner here. What will will she be there?" No, no, she's not going to be here, but I make the decisions.

If I say yes, she'll sign. And I was scared, you know, like, I did all of this. I called. I handled objections. I pre-qualified. And now they say this, I'm going. Okay, I could manage this. So, I would go cuz they told me they can decide. And if they say yes, they're going to sign. 90% of the time, you get to the end of the appointment and they say, "Oh, I got to talk to my partner." And I didn't even have the courage to say, "Wait a minute. You told me over the phone that you could decide." No. I'm like, "Okay." You know, like [laughter] I go home and I'm like, "That was so stupid." And then I do it again and I do it again and I do it again because I'm scared to say no.

I'm scared to confront them. I did that a lot until one day I said, "No more." Yeah, it is my So they say to me, "Well, no, they're not going to be here. I make the decisions." I completely understand. I'm sure that ultimately you're the decision maker. At the same time, this is a transition. And you want to use a lot of transitions cuz it sounds conversational. >> And at the same time, it is my business practice to meet with sellers when all the decision makers are present. So, would your partner be available maybe a little bit later today? We could meet around 6 or 7 p.m. Would that work for the two of you?

That's it. and all of a sudden, well, yeah, I guess we could both be here at 6:00. Okay, great. So, I'm not going at 3 anymore. I'll be there at 6. So, it's just a matter of having the the right words and the courage to say it instead of wasting two or three hours of my time getting a market analysis, getting dressed, driving there, doing a presentation. Okay, you got to talk to your partner. I knew that. >> Yeah. So learn from it, okay? So you don't waste time because it's it's very Argentinian. I'm not taking your question. Um I'm kidding. I'll come to you now. I have I have some Argentinian friends. They're good people [laughter] outside of the World Cup.

Okay. I I was I was I was going to say something. I forgot. You got me distracted. What is your name? >> Alex. >> All right, Alex. What's up? Because I forgot what I was saying. So, go ahead. >> Please send that you as um you know the question at the end if I'm able to confident if you are confident that I'm the right agent for you. Are you willing to list with me? >> Something like that. Yes. >> Yes. Yes. >> And they say no. >> You just say, "All right, let's get into >> No, no, no. No. No. So, if they say straight up, no, I'd say, Alex, look, I understand why you're saying no.

I mean, I I called you 5 minutes ago. You have no idea who I am. You don't know what I do. You don't know what I can do for you. I already did this, right? But I'm doing the same thing. So, I wouldn't expect you to give me a yes over the phone. Obviously, we have to meet. Yeah. And you have to see how I'd be able to sell your home quickly and for the most money possible. So my question really is Alex a hypothetical question. Okay. If at the end of our meeting you not I I'm confident right now but at the end of our meeting if you feel confident that I can deliver the A, B, and C you're looking for and I can sell this home for you for top market price.

Would you be ready in that case? Hypothetically speaking, would then would you be ready to go ahead and get started? >> Yes. No. >> If you deliver this correctly, cuz Alex is going to go now cuz he's Argentinian. He's going to use he's going to use the script and then he's going to tell me I said it and it didn't work. >> And I said it better. >> I said it better and it didn't work. If you say it, I'm I I love you, Alex. I have a lot of Argentinian friends. No, I don't. [laughter] Not for the next month and a week or whatever. Um, so if you if you say it correctly, we're the only ones with five stars, Alex.

That's the reality of it. You know, I I I had that I put my shirt on. Yes. It's my It's an official jersey and uh you know, it has five stars. says five World Cups. You got four, so you could just chill. >> Well, well, 2014, Brazil kind of stole the World Cup from us. >> And who is us? >> Colombians. >> Oh, you forgot about >> stole it. >> Yeah. >> I thought I have no idea what you're talking about. I really don't. >> And they they annoy. >> Oh, >> because it was in Brazil. >> Cuz it was in Brazil. Oh, >> is that the year that we lost to Germany? payback. Don't remind me.

That was a horrible year. I forgot that entire situation. And uh anyway, I was going to say something about, you know, when Alex raised his hand. Uh I was still talking about pre-qualifying. Yes. You want to make sure that you deliver this entire script or I so now lately you know the the word script you know what a script is right the truth is it's not really a script it is a conversation I'm giving you like um like like word like yeah like a like bullet points do you need to ask all of them yes but you also to think and use common sense. So, the power of pre-qualifying is that when you show up, you know what their objections are.

You know what they're looking for. You know what you have to do to take this listing. You know their motivation. You got the leverage. You got all of it. If you walk out of that appointment when you pre-qualify correctly without the listing, I mean, you really messed it up. If you've done it correctly up to that point, they're yours. You just gota you got to maintain the momentum. Last thing I'm going to say and then have you learned some stuff today? >> Well, let's see what you do with it. Um, so I I do want to tell you about the 24 listings in 12 months because there may be one of you that might be interested, okay, out of everybody here because most of you are not going to do anything with what I said.

It's okay. I'm used to it. I'm used to being rejected. [laughter] Yes, I've talked to a lot of FSBOs and expireds. I'm used to it. So, um, I have a question. Okay, hold on. I one last thing I want to say that's really important. Are you ready? You want to number one focus on setting an appointment on the first call that you make. You're not accumulating leads. That's a waste of your time. Especially with expireds and FSBOs. If you start accumulating leads to follow up with them, when you follow up, they're you don't you think they don't answer the phone, they're gonna answer less. Follow up. Okay? Or they already listed with somebody else and you're going to be like, "Wait a minute.

They told me they're not going to list the property, but they're already listed like a week later." You're like, "What happened?" These are today now appointments. Understood? and you want to set appointments for the same day. >> You don't want to The longer it takes between setting the appointment and going on the appointment, the less chance you have of taking this listing. You got a guest in the house the same day. You got momentum. They said yes. You pre-qualify. They're excited. They're feeling, "Wow, that agent is confident. I can't wait." They're sitting on the edge of their seat. And now, you know, 24 hours go by, they're like the phone is ringing. They're talking to a lot of people.

They're no shows, not lit. No, you're they're not going to sign the contract. So, same day appointment. Okay. >> You leave messages. >> That's it. No, don't leave messages. Let the phone ring four times. They don't answer, hang up. Dial the next number. We're We want to create rhythm here. We don't want to like ring ring ring. I mean, do you know how boring prospecting is? >> Ring ring ring ring ring ring ring ring ring. You let it ring seven times. I'm like falling asleep here. Ring ring ring ring. No, four rings. Count. 1 2 3 4. Hang up. 1 2 3 4 hang up. You want to, you know, you want to stay awake.

You want to pick up, you know, you want to stay focused. You don't as the phone is ringing and people are not answering. You're in La La Land. I mean, this happened to me all the time and then somebody answers the phone, hello, and you're like, you don't even know who am I calling? Is this a what script do I use? I have no idea what's going on. So now you're not focused. You're ch, you know, the whole delivery confident. You're like you're you're in, you know, twilight zone here. So don't do that. Don't leave messages people. And you know what? Nobody's going to People don't respond to messages anyway. I've had so I've had hundreds of clients.

Leave this message, leave that message, and then they come back to me and say, none of it works. >> What about the introducing part on the phone? Now they have that screener call. >> Yeah. So if they, you know, leave your name, the reason for your call, uh, this is Jackie. I have a couple of quick questions. I have a couple of questions about your house. Or I'm Hold on. Better yet, this is Jackie. I'm calling about the house for sale. Yeah, >> that's it. Okay. This is Jackie. I'm calling. Don't say Jackie unless your name is Jackie. This is Jackie. [laughter] I'm calling about the house for sale. That's it. Now, think about it.

Expired for sale by owner. Do you think they will pick up that call? >> They will. >> Yeah. They don't They don't know what you know, you're calling about the house for sale. Oh, I want to sell my house. So, yeah. Let me pick up this call and see what's what's up. Okay, got it. Okay, so let me I actually had a few bullet points of what to talk to you about. I'm still in point number one. So yes, I haven't even looked at it. So, but you know, there are a lot of things that I want to talk to you about. My goal is to help you, give you like foundational tools that you could walk away with and start setting appointments and taking listings.

Do you believe you got some of that already today? >> Yes. >> Whether you're going to do it or not, I don't know. But you Yeah, you you know what to do. Now, for you to take listings from expireds and for sale by owners, the first thing you do is set the appointment. What I'm going to say to you right now, it's so obvious. So obvious, but it's so important because most agents are doing something else. Not because of anything other than they're being told by different people to do something different. Okay? you how many different scripts do you have do could you possibly use that are available somewhere in the online universe? Yes, a lot.

And so there are a lot of people giving a lot of advice and it's interesting. I'm not talking about anyone specifically, but there are a lot of people that call themselves a real estate coach. They have never sold a house. I know a bunch of them. I actually worked with so many of them. They never sold a house and some have sold very little and but they're a coach. So I don't I'm not saying that because I'm better than anyone else. I've I've walked in your shoes, okay? So I know what it's like every step of the way. So I want you to listen carefully and do what I'm going to tell you right now.

[clears throat] Do not ask any prequalifying [clears throat] questions until they say yes to meeting with you. Okay. What is what are some pre-qualifying qu? Because this is like I it has to make sense to you. Okay. Their motivation is a pre-qualifying question. How many scripts are out there where before you set an appointment, you're asking where are you moving to and why is that important to you and when do you want to move? You don't have an appointment yet and you're asking these questions. Stop it. Understand? That's a prequalifying question. Understood? >> Okay. Price >> is a prequalifying question. If [snorts] you've ever made any calls to anyone or you've taken any listings, you already know that every homeowner wants more money for their house than their house is worth.

Does that sound familiar? >> Yeah. Yeah. So, they're all overpriced. They all want too much money. >> Okay. And sometime, well, not some I mean a lot. It's a very common objection that an expired or a FSBO will say to you, let's say the house is worth 500,000. Okay, that is what top market price is. And they say to you, if you can get me six 560, I'll you you can list the house. Okay, you don't have an appointment yet. They give you that as an objection. Okay, or for sale. Well, if you can get me five, they're asking 560. The house is worth 500. That's the highest price this house is going to sell for in today's market.

So, what's going to happen if you engage in that conversation? >> What's going to happen? >> Yeah. Yeah. Yeah. Yeah. That's you're you're going down a rabbit hole. You ain't getting out of it. Okay. This call is over for you. You're not setting. If you engage in a pricing conversation outside of a listing appointment, that's it. You're done. Okay? So, that is a pre-qualifying question. [snorts] And so, I'm going to just leave those two because I want to keep it simple. Motivation is a pre-qualifying question. And motivation, by the way, is where, when, and why. Those three things, where, when, and why. So, motivation and price are prequalifying questions. And even then, you don't want to argue with them about it, about the price, even when you're pre-qualifying.

Okay? Cuz you're not going to win. Yeah. So mistake that you think you have competition when you call FSBOs and expireds, do you? >> You don't. You don't. You don't because you think other agents calling are your competition. They don't know what they're doing. So if you choose to actually learn this stuff and master it, you're literally unstoppable. Yeah, I'm serious. It gets me excited, especially cuz you're in Brower County. I'm like, "YEAH, GO GET THEM. You have all of the listings you want. Every FSBO and expired is yours." Most agents are calling FSBOs and expireds and before they set an appointment, they're asking, "So, where will you be moving to?" That's other scripts out there.

How soon do you want to be there? >> Yeah. What difference does it make? I don't have an appointment. And and I want you to think about this. We'll talk about motivation and price separately. You're calling a FSBO or an expired or a cancelled listing. Yeah. Do they want to talk to you? >> No. >> No. Um do they want to list with you? >> Not when you first call. No. I mean, you're going to get them to, but they don't know that. Um do they trust real estate agents? You do know that, right? >> People don't trust agents. I understand why. I mean, look at the industry, 70% of agents didn't sell a single house in 2025.

Did you know that nationwide of all the realtors nationwide, you know what it is? 70% didn't sell a house. I'm talking zero. No wonder people don't trust real estate agents. So, when you think about it, they don't want to talk to you. They don't want to list with you. They don't trust real estate agents. And you call them and say, "When you sell this," and they're already angry if it's unexpired, you know, already wasting my time. All these agents are calling. And I was like, "When you sell the house, where will you be moving to? none of your business. They may or may not say it like that, but that's exactly what they're thinking. And whatever comes out of their mouth is going to have that attitude.

What do you want? It makes no sense. Do follow me here. I know maybe you've been sort of taught or program. Gosh, I don't even know what scripts Kai give you. So I'm sorry Marilina if I'm going against everything they are being taught but I do you do understand it makes no sense. You're just you're inviting objections when you talk when you say stuff like that. Okay. So yeah it is none of my business right now. My business on this call is to set an appointment. You should be writing that down. That is the purpose of every call that you make. It's not to find out their motivation. It's not to find out the price or what they think.

No, my the purpose of this call is to set an appointment. Yeah. And I know what this seller is looking for in an agent and I'm going to deliver what they're looking for and I'm going to say it in a way that causes them to think that's the agent. and they're going to say, "Sure, come over at four." That's it. That's the entire call. Okay. Now, price, right? You don't want to They say, "Well, here expired listing." Well, yeah, they they expired at 500. The house is worth 450 top market price. And they you say, "Well, I'm confident that I can sell, well, if you could if you could get me 500,000, just bring me a buyer." >> They say that.

>> Yeah. And I'm not going to assume that I Let's say Let's say you're on the phone and I'm the one calling that listing in Halandale. I have no idea where that house is or what it's worth. I have no clue, right? How how could I even respond to this? like, "Okay, they want $500. Great. I'm I have no business engaging in that conversation." Yeah. So, how do you respond when they say, "Um, well, if you could get me 500,000, yeah, just bring me a buyer, but I'm not interested in listing the house." Right? You're going to completely understand. Then I'm not going to insult your intelligence and tell you that I have a buyer for your property right now because the truth is no agent has a buyer.

Otherwise, your house would be sold. The reason why I'm calling you today is I know exactly how to find the right buyer for your property. It would only take 20 minutes for me to show you how I can do that for you. Would three o'clock work for you today? Would far be better. That's it. Would they agree to meet with you? Maybe. Maybe they'll give you another objection. What are you going to do? I'm not going to start a conversation about well 500 like oh or can you get me the well I don't know there's no point in this. I don't have an appointment yet. So what why are we talking about price you having discussions about their motivation and the price before you set an appointment is one of the reasons why you're not setting appointments because you're going down.

Okay, here's another one. This is fun. How many of you have ever called a FSBO? Wow, I'm impressed. Okay, [snorts] so a very common FSBO objection is, well, I'm not in a hurry and you know, I have a friend in real estate, too, if I decide to list, but you know, I can wait and whatever. Okay, I'm not in a hurry. You get that? Okay. So, that's a motivation question, isn't it? Like, they don't have any motivation. They're not in a hurry. They're they're not going anywhere. So, they don't have to sell, right? Or they don't need to sell. They don't want to Okay, whatever. How many of you when you hear that it's it it ends the conversation for you?

Like you lose I said the purpose of this call is set an appointment. you hear, "I'm not in a hurry." And you immediately like already know, well, you like all your confidence that you could set an appointment is now gone cuz you're like, it's a waste of my time. They don't really want to sell. How am I going to get past? So, you you're believing them. When they say, "If you could get me 500,000, bring me a buyer." You're believing there's no other way around that. you know, this is where they're at. They're not going to list. They got to get 500,000 or they're not in a hurry to sell, so they have no motivation.

Subconsciously, your your confidence is already kind of gone. You know, maybe you stay on the phone and you say something, but you're already not believing that you could actually set an appointment here. Does that ring a bell? >> It's because you're engaging in that conversation. So if somebody if a FSBO says to me, I'm not in a hurry, I would say, Terisita, what a great position for you to be in. I mean, the fact that you're not in a hurry, obviously that allows you to sell the home for the most money possible, not not just give it away. I mean, obviously you want to sell it for the highest price this market will give you, right?

What are they going to say? >> Yeah. >> And so I'm just curious if I can show you a way. Do you know what I'm going to say next? where by working with me, you'd be able to actually net more money from the sale of your home than if you sold it yourself. Is that something that you might consider? Did you see how easy that was? >> Hello. >> But if I get into Oh, you're not in a hurry. Well, so when would you like to sell or what? >> Now I I'm already lost. Okay. I've already lost the control of this conversation. So, when you use the right script and you say it the right way and you don't ask pre-qualifying questions until after they agree to meet with you, now you actually got yourself an appointment.

How you transition because you have to pre-qualify every appointment. Don't just run out and go like the guy that he ended up listing that expired. Don't do that. Okay? It worked for him, but I most of the time it's not going to work. Okay? And I'm going to tell you why. So, what you do, they agree to meet with you. Great. Come over at 4:00. Here's what you say. Ready? So, great. I look forward to meeting with you so I can be better prepared for our meeting. Tell me when we assumptive language sell your home. Where will you be moving to? Not when you sell. When we sell your home, they don't even know. It's just bypassing.

Okay? It's subliminal. So, when we sell your home, where will you be moving to? Oh, I want to do this and that. Now, I want you to think about this with me. You've delivered the script confidently. They agree to meet with you. Can I tell you why they agree to meet with you? >> You're confident. You're confident. >> Cuz you're confident. Yes. And here's another reason why people will do business with you. Are you ready? Because they're excited about the future. So the way that you're speaking got them excited. They're people make decisions when they're excited about the future. You want to write that down. That's why they give you the appointment. That's why they give you the listing.

They're excited. Do you understand? So, they already said yes because they're feeling confident cuz you're confident. They're excited because you're so confident and excited that you are the best agent in Broward County to sell their home quickly and for top market price. And when we meet, you'll clearly see why we should be working together. That's a great script right there. Okay. So now by the time they say yes to meeting with you, they're way more likely to tell you the truth about their motivation. Now it's not like, oh, I'm not in a hurry. Oh, I got they're more open because they're already there's a sense of trust and they're they're already like, okay, you know, I I think this is the right agent.

They're not like standoffish like I don't trust agents. I don't want to talk to you. cuz they're not going to tell you the truth. I mean, I want you to think about it cuz I forgot to mention it earlier. When you call this exp buyer that doesn't want to talk to you, that doesn't trust agents and doesn't want to list with an agent and you ask, "Where are you moving to?" What do you think the chances are that they'll tell you the truth? >> None. >> They're going to downplay their motivation. Why? Because they don't trust you. because they think that if you actually knew that they're desperate to sell their house, that's going to work against them because they don't trust agents.

No, I'm not going to tell like, "Yeah, I need to move yesterday." There's no chance. So, it's like a stupid question. Sorry if that's the script you're using. [snorts] Um, do you understand though? >> Yes. Okay. So, but now because they're feeling confident and they're excited and they said, "Sure, come over 4:00. I want to hear what you have to say." And you ask, "So, when we sell your home, where will you be moving to?" You realize that now they're more likely to tell you the truth. They could still lie and downplay because they're still like, "Okay, well, I don't know. you know, I said yes, but I don't know if I should really tell you that I got to sell this house yesterday.

But they're way more likely. And most of them, if