Does your Real Estate Business Suffer from "CONTACT-ITIS" ?

10X Real Estate Marketing & Coaching

What's up there at 10 X real estate warriors. It's Friday. Want to just reach out to you real quick today? We were on the phone prospecting with a couple of friends of mine and one of my bosses certified buyer experts on krill and crows, a solid agent. Who's learning how to go from being a certified buyer agent to now starting to get on the phones and be actively and aggressively calling people with the question of, Hey, are you thinking of buying, sell, ring investing in real estate? And you know, krill said, Hey, you know, I've gotten an average of more, I'm making them out a hundred contacts a day and you know what happened to be me and another guy named Michael Hayden, who big shout out to Michael down in Kentucky. He's a great icon agent has been around for a long time.

We were actually on a Google hangout prospect together and Michael and I looked at each other and went, okay. I raised my hand and I said, Hey, krill, we need to you're you're, you've graduated. You're no longer one of the new agents. You're not going to be one of the, one of the certified buyer experts. And now we're going to start to train you to be a listing expert. And you need to, you know, you need to grow up and start to focus on the amount of contacts you make, not the amount of calls you're making and the dials. So, you know, over the years, we've, we've actually counted dials. You know, I've always heard from these newer agents saying, Oh, I got this many dials. You know, it doesn't matter how many dials it takes. It matters how many conversations you have. And what's interesting is when Michael and I were coming up through the ranks, it was okay, make 50 contacts a day and just keep dialing and dialing.

And, and ultimately what happened is people ended up when I call contact Vitus and what is contact-oitis that's when you go to your office and you just focus literally just on making contacts. And honestly, you know, the goal of making the context is to find somebody that's either going to buy, sell, or invest in real estate and set an appointment with that person. But the challenge is when you get focused on, you know, whatever you focus on expands. So if you're focused on making contacts, what happens is instead of asking questions and listening, what you're actually doing is trying to figure out ways to get the guy off the phone or a woman off the phone so that you can make your next contact and then go tell your friends and family, Hey, I made, I made a thousand contacts today. Well, that's great.

How many appointments did you set? So we're going to realize in a little bit, I'm going to say, you know, it's not how many contacts you make. It's how many appointments or how many quality conversations you have with somebody on the other end of the phone. So let's first define what is a contact. So a contact there was always, for us was always defined as somebody who can buy seller, invest in a piece of real estate. And you know, so this is a, is a 12 year old person, a 12 year old kid that answers phones. And I say, my mom and dad ain't home. Is that a contact? No, but if somebody, if you call somebody and say, Hey, I was calling you about your home. Usually one home sells to morals, so right away. And I was wondering, when do you plan on moving?

And if that person says, well, you know, we're not ready to move yet, but you know, we, we, we do own the home. That person is a contact because they could choose to the buy solar investment. Oh, so let's talk about contact ditis a little bit. What is it the difference between people that are just reading scripts and going up and banging the phones and soliciting everybody on the planet versus people that are actually engaged in the, in the activity of sales. So what is the activity of sales? What do I mean by that? So the activity is sales. I was always taught that when you're selling, you're not telling you're listening and what's happens is, is that when people go out with the intention of just making contacts and saying, I'm gonna make a hundred contacts or 10,000 contacts, you know what, I'd rather make one contact than how one appointment than to make 20 contacts and make an appointment.

So I had a coach and a mentor that said, so let me get this straight as your goal to make X amount of contacts a day. And I said, yeah, you know, I want to make 50 contacts a day to get to three people that are going to say yes, and one person is going to set an appointment. He said, well, what have you changed? Your shifted, your focus to where aligning with the people you're talking to and listening more and listening for opportunities. So that instead of calling 50 or a hundred people maybe only have to call three or one. And interestingly enough, it took me a long time to get my arms around that. Because every time I had to say, I gotta go, I gotta go make my contacts this morning. He would say NATO and say, you need to go find somebody that wants to buy, sell, or invest in real estate.

Yes. And he goes, if he'd go into the game with your intention of finding more contacts, you're going to have to make more contacts. You're just going to get more and more and more contacts. But he goes, if you show up with the intention of helping somebody to buy, sell, or invest in a home and really being a resource and being a lighthouse for that person and listening to for the opportunity, because that person may not be interested in selling their house, but they may know somebody who is. And, you know, I always say like when, when we ask a, we use a script called they just listed, just sold script and we'll call somebody in the neighborhood and say, Hey, I just want to let you know that we just listed one, two, three Jones over on Jones street. It's a two bedroom, two bath, and it's listed for 319,000.

And we're just wondering, who do you know, that wants to move into your neighborhood? And a lot of times we'll have somebody go, well, I don't know. I, you know, I don't know. And, and I'd say, okay, great. And they'd be like, well, why are you asking if they ask you why you're asking? That's because when you asked a question, you asked it in a confrontational manner by saying, Hey, when do you plan on moving? And you dropped your voice and you lowered your voice. But if you raise your voice at the end of the conversation, when do you plan on moving, by raising my voice, I'm creating a question by lowering my voice and changing the inflection of my voice changed that script dramatically. Okay. The interesting thing about that as though, as if I asked that in the right way, and I say, Hey, when do you plan on moving?

And the guy says, Oh man, I'm not going anywhere. I got two kids. I got one in college. I got one in grammar school. And I got one in preschool on my second marriage. He goes, I'm not going anywhere. I'm in jail. And you go, okay, great. You know, and then what I would actually follow that up with is say, Hey, by the way, I know you're not as in moving, but who do you know that actually can help your property appreciate? Well, what do you mean Sean? Well, every time we sell a house actually creates activity. And usually when there's activity, it creates, it creates motivation on other people to sell their house. And as properties turn over, it's more inspiration and motivation, which actually in turn actually drives prices. So it's yeah. Interesting is sometimes when you're, you know, people are just dialing through and dial and plowing through numbers and numbers and numbers, focus on contacts and quality conversations, focus on being a lighthouse, focused on helping people.

And it doesn't have to just be in real estate. You may be able to say to that person, Hey, Oh yeah, by the way, you know, you're, you're in real estate where, you know, where could I get a great sandwich and how I'm new to town. I just moved in by helping that person you're doing the right thing. And what's funny, that'll come back to you tenfold. Hey, you're listening to 10 X real estate warrior podcast. I wanted to let you know, we're on a mission. We're on a crusade to help real estate agents stop cannibalizing their own business. By going to those major, you know, the, what I call the markets, the market disruptors and the, the big Zillow companies and paying for your own leads in your, in your own CA on your own listings for Christ sakes, why not become the market?

Disruptor yourself, learn how to disrupt the market by actually introducing your shelf at a neighborhood. Don't be afraid of introducing yourself. Don't be afraid to getting on the phone, come find out the different techniques and the different tactics you can use. If you don't like getting on the phone with people, maybe you're going to doing open houses, let us teach you how to be the ultimate open house expert. Let us teach you how to help people that are in for argument's sake. First, first responders or veterans. And let us show them how to you, how to do a no money down loan and how in, you know, in respect to thanking them for their service, let's show them how to buy a home. Let's show them how to invest in real estate. You want to find out more tune into the 10 X real estate warrior nation podcast.

We appreciate you having and tell your friends, tell your family and tell your, you know, ask them to subscribe by the way we're prepping for the 10 X real estate, where your nation's first summit, we're going to have 30 of the world-class industry experts. What we call the 10 X top gun experts in the foundational skills, the tools and the tactics and the weapons of real estate. What I said, a weapons of real estate. What I mean by that is like the different strategies and the different, like the marketing campaigns who builds those and who gives you the best? Who gives you the best deal on that? Using a triple line dialer to help you to make more contacts in less time using databases that have artificial intelligence built into them. And if you don't know what that talking about, then you need to really tune into that. The next podcast I will look forward to hearing from you guys. We'll look for an, a, the sharing the information over time. Thanks again for listening to the 10 X real estate, where your nation, we do care about your business. We want to make you the market disruptor in your town, the celebrity, the go-to real estate expert tune in. Let us help you have a great weekend.