In my last blog post I fully and finally exposed the major problems that go along with launching a full-blown FSBO follow up plan. All the stuff that has to be done right that has nothing to do with scripts and everything to do with building a follow up sequence and then implementing it. I wrapped up by talking about how FSBOs and Expireds are the “survival food” of the real estate industry but that agents everywhere are listing to gurus and area laying plans to build the next 5 years of their business around these types of low quality, short-term-for-survival-only lead soureces.
Agents are actually PLANNING to try and live on survival food for their whole lives. It becomes the core of their business. Heck I set out to make it the core of MY business.
That’s a Problem
Thankfully, my coach Bob Loeffler has turned me on to a better path earlier this year. Then a broker from California that I’ve never met doubled down on what Bob told me and confirmed that the Promised Land exists.
It’s not a myth like the Lost City of Atlantis.
Unfortunately, the path to the Promised Land is not a quick fix. It DOES take time. Just like anything in real estate that is worth doing. Still, it’s should be – no it HAS TO BE – the focus for every Realtor who wants to see the type of consistent growth in their business that eliminates the feast-and-famine cycle once and for all.
Adventures in Cold Calling #48
FSBOs and Expireds. Expireds and FSBOs. These are typically the bread and butter of those in real estate who turn to prospecting as their salvation from the feast of famine cycle. There’s some issues that have to be overcome though in order to do is successfully.
First of all, there are the OBVIOUSLY difficulties. The ones that pop out at you once you do your first calling session. These include:
Adventures in Cold Calling #47
I know I’ve been MIA for a while now and I come back to find that I have more traffic than ever to this site. Most of it is coming from people looking for good cold calling scripts. Here’s the thing – I’ve not been straight cold calling much in 2015. I’ve been building a FSBO prospecting machine.
We are all on a path of change in our business lives. We learn new things. Sometimes we learn them quickly. The problem is that implementing any one of those things takes a LOT longer than we want it to. At least if we want to do it well. Do it at a “high level” as Tim & Julie Harris are known to say in their podcast.
For me, I found myself burned out on cold calling headed into the beginning of this year. Let me be straight with you, all of the benefits I’ve talked about in regards to true cold calling (not calling FSBOs and Expireds) is all there. You pick and area you want to work in and not necessarily the place you live or where your broker’s office is located. People are not as resistant to calling. Contacts are quick, fast, and plentiful. Other agents are not pounding the same people on the phone that you are. You catch them early in the process so you can follow up with them longer and have them “get to know you” in less of a rush like you would with an Expired. They are not as focused on your commission rate.
All that stuff is true. But there is one major downside to Cold Calling.
Adventures in Cold Calling #46
Today was the first day that I actually picked up the phone and started calling FSBOs. I made the decision to start in on this back in January and planned to start in February, but – well – doesn’t it seems like everything takes longer than you want it to? It does to me.
If you’ve been hanging with me for a bit you’ve probably alredy figured out that I’m a systems guy. I hate jumping head-first into things without having a proper plan, not just for the standard stuff that the gurus teach you to handle, but all the little stuff that they don’t even talk about but which matters and if left ignored will gum up the works of the entire program and bring it to a screeching halt. That’s me.
Throughout the month of February I figured out how I was going to
Adventures in Cold Calling #45
My intention was to launch into Expired/FSBO calling today. That did not happen. There were things behind the scenes that derailed that idea. I didn’t really want to lose the entire day’s worth of prospecting though, so I did my standard 100-contacts-per-day cold calling routine.
Who knew that I would end up with a new personal best in both the contact rate and the dials-per-hour?
No leads though. Which was slightly disappointing.
Part of what I was doing “in the background” was
Adventures in Cold Calling #44
I went on an appointment today. Seller who is also a buyer. Excellent house that comes complete with great people who have pride of ownership in the current house and neither unrealistic expectations about the price on selling the current place nor on buying the next one. Praise God. You can only pray for great people to work with like this.
That being said, when I booked the appointment back on