Amanda Wernick, manager with Real Living Real Estate and Berkshire Hathaway HomeServices, made it a goal to door-knock 100 doors every day — five days a week. In the beginning, the goal was to convert two appointments. As she got better, she was able to convert about 1 in 3. She filled the Inman Connect Las Vegas audience in on how she built a business from nothing using her prospecting skills.
It’s about building relationships and staying in touch with those people. It’s about the follow-up. Eventually, she closed deals with friends of the people she door-knocked after nurturing them.
Anthony Manjarrez, Realtor with Century 21 Realty Masters, is a 19-year-old first-year agent.
His work ethic was instilled in him by his father. His dad told him the only way he’d produce in the beginning was by listening to others and doing what they told him to do, which meant cold calling.
Manjarrez’s goal is to get into the office each morning, do whatever pre-game needs to be done to get him in the right mindset, and be on the phone calling by 7:30 a.m. He focuses on cold calling and calling expireds, and the goal is to get 60 contacts per day, which requires a lot more than 60 phone calls.
In the past seven months, he’s gone on 11 listings and eight have come from cold calling; he got all eight listings.
- Focus on the long game: Prospecting doesn’t have to give you immediate results; it can potentially generate a list of “warm” leads who refer business to you.
- Be consistent: At first Manjarrez didn’t see much success with his prospecting, but then he realized he wasn’t being as consistent as he could. He doubled down, and the results came.
- Focus on pre-planned conversations: Rather than memorizing scripts, focus on how you’re going to overcome objections. Wernick likes to call these “pre-planned conversations” because she hates scripts.
- Practice: Wernick recommends video taping yourself, that way, you can watch yourself and figure out areas that need improvement. Then you can tell teammates what to watch for and role play with them.
Tune into the full video above for more helpful hints.
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