[Music] are you guys popped up or is that just me I know you hey Gian I saw you bobing your head you guys revive oh my God de here no dais Daisy I have crazy crazy stor to tell you I'm ready no off the Record oh yes how we doing guys how we doing let's wait a few minutes let's get everybody in here it is been a day it is been a day how are you guys feeling where are we at in the world type in the chat where you're from what Market are you in
Chicago shwn where else who who's repping Detroit in here who's repping San Diego we got anybody in the bay guys listen we are in real estate nobody none of you can be shy it's impossible I need somebody to unmute and say it where are we at here Chicago in Tampa there we go there phix do we have any Internationals what do we got Canada Toronto wow damn I love that Drake's in the lab cooking right now too if you guys saw that I know you guys saw he's in the studio again I can't I can't
be listening any more little Uzi birt any more future I need Drake I need it now I need the next album and I need it like yesterday let's wait like two minutes let's get everybody in here I'm excited I'm excited I'm excited guys I got a few things I want to cover with you tonight give you guys some game we're all going to make some money and uh that's really it anybody in michig in here who's in Michigan guys come on Tyler where you at Boston Mass wow yeah how what do we have hold on
I got a hard rock parlay do we have any we got any Boston teams playing recently or coming up or what okay so I you what I'm a uh I'm I'm a Patriots guy so I don't really follow Celtics or Bruins or anything like that I know I got chargers Ravens bills Eagles Buccaneers Vikings with a sweep I don't know if that's going to happen but that's what I got going so yeah not Financial advice not Financial advice we got Bloomfield wow anybody in Michigan I encourage all of you guys to go try Commonwealth if
you've been there 100 times go 101 and if you go to the market you do it at noon you don't do Thursday nights okay you go get the chop chicken salad you go get a little pizza you get a little bread little how you do that's it all right like one more minute one more minute Sammy I can't see all of you guys's faces yeah I'm in the car it's uh night time so Sammy it's fine dude yeah Anthony you hear me L and clear so you um you coach my brother and yes I do
yes I do bro where are you at I'm in Kentucky what do you do mortgages as well no so um we have a we our team is um our brokerage is Tri Crown in ensboro and then um our team we have it broke off and now it's me my dad and my brother we're all licensed dude your look your brother hunted me down like he really did so um just for context you guys Jake knew that he was very smart to realize okay this guy's got a coaching Community he's got a bunch of real ested
agents in there they he he probably has a lender but like I'm going to get his attention and I'm going to be that go-to guy in the community there was one guy that did that before him one okay so Jake was like bro let's do lunch let's do lunch every time I went live well well well well well well that was his signature move he would DM my girlfriend he was going crazy then one time I go to Hillstone and B Harbor which is like my my favorite lunch spot this guy pins me up against
the wall dude not really but he's like hey bro it's Jake it's well well well I'm like holy [ __ ] Jake you're a [ __ ] Savage dude like you've been hunting me down two months later we're doing business together he speaks on the on the Tuesday call every week in front of my community he's done three or four deals now he is an animal though dude and your your uncle is a super nice guy um the guy in Fisher Island he was talking to me about him but yeah dude it's all connections yeah
we just did the um we did the that you had some video on how a guy wouldn't answer you so you delivered this box so we went to get to the post office and we had this box that was like three feet by four and then we just put a letter in there and it was like uh I can't remember what it was it was like uh it was basically wishing him a happy holiday but it was a huge box that we just put on his doorstep knocked on his door he wouldn't answer so we
put the letter inside the box that's hilarious dude yeah I mean you got to you got to creative like that I mean I think selfie videos and we'll go over this tonight I think selfie videos is one of like the most effective ways to get people's attention so all right let me get right into this guys I'm ready to go you guys are ready to learn let's get to it so what I want to go over tonight first and foremost is like skills I'm going to cover skills schedule systems Sops building real estate team lead
funnels farming strategies and then um if you guys have questions I'll do a few questions I have a dinner tonight at 8 so I have to end this probably like 7 45 um just to be fully transparent with you when we do webinars like at the end I usually give like a special offer or something I'm not doing any of that I'm doing literally just straight game for an hour and if you guys find Value and you have questions great if not I hope you take something away from it and we'll go from there so
basically look number one first and foremost you guys have to have the mindset that it's a numbers game anything is possible I can talk to any client at any price point doesn't matter okay and you need to get the objections down I need you guys just start thinking of this as like anybody that's really into fitness or really into I don't even know D music like when you guys obsess over something think about when that last was when I was super young I know you guys are going to look at me and start grinning and
smiling you would Speck out your Lamborghini You' Speck out your Porsche you knew every you knew the torque the horsepower the wheels the size of the wheels everything you need to translate that kind of like detail into this so I look at it like there's three parts to real estate like there's getting new business servicing your your current clients then there's nurturing the people that you're and following up with the clients you didn't convert yet so every day I I know exactly what I'm going to do from step one to step 100 and you're going
to go through these Cycles where things are going to go not according to plan how many times have you guys said I'm going to cold call from 8 to 10 and your Inspector Calls you at 9 to cancel or reschedule and your seller calls you at 9:30 and says they want to go see a house after they buy and they want to move the showing and they want to move the closing and then you're freaking out I'm going to talk about that with Sops and hiring a real estate team and when I say real estate
team I want you guys to hear me I'm not talking about hiring other sales agents I'm talking about your mortgage laender your title rep etc etc so number one you guys need to understand that you're going to get hit with the same objections it's not new it's not going to be uh there's not a hundred different objections you're going to hear hear the same three to five and just a few of them if you guys want to write these down I would put either go on your notes for those of you that are digital and
then go get a pen and paper for those of you that like to write you're going to hear the following not interested I'm going to hold off I'm going with the same agent call me back later okay so I you guys got to be looking at the price when you're calling so you know who you're talking to right so if it's a million dollar house if somebody if I call on a Mike John you want to establish some sort of like familiarity with your tone you don't want to be like John John it's it's it's
Anthony hey real quick it's like John John it's Anthony with dougas hel I got two quick questions for you you got 30 seconds no I don't great I'll be quicker than that your intro has to be Rock Solid so I'm going to go over objection handles John it's Anthony with Doug I got two quick questions for you got 30 seconds yes I do great that's my first question second question is that property still for sale or did it sell no it didn't sell that's actually the reason why I'm calling John I am 100% certain the
property should have sold I'd like to meet with you for 15 minutes I to show you exactly what we do to get property sold so just like yours are you free at 5: or 6 remember write this down somewhere yes or yes Thursday or Friday 5:00 6 o'clock so we want to start with a both claim certain 100% confident conviction that it should have sold the second thing is we're going to propose a meeting the third thing is it's never going to be that easy you guys are all like dude there's no way it's going
to work you're right it's not going to work just like that now you're going to hear the objections I'm not interested would you be interested if you can get the number you're looking for and the number you're looking for is a million would you be interested if you can get a million or around that yeah maybe do you have a buyer Jen I don't want to just bring you one buyer I want to bring you multiple that's going to increase the chances of you selling it for more money and a quicker amount of time let
me ask you what did your agent say the reason was for the property not selling he didn't say really you didn't get any feedback at all he said the market was bad oh my God John it sounds like your agent was selling you on the idea of a bad Market instead of selling your property let me ask you did he do open hous did he cold call the top agents in the area did he invite the neighbors over to come check a look to give them an opportunity to pick out their next neighbor did he
give you analytics on who was looking at your house how many VI you're getting on Zill the MLS Etc no John please tell me he at least cold calls daily to try and increase your chances of getting a buyer for property no all right we need to meet right now like I I have to meet with you right now I'm not certain by the way reverse sell it I'm not certain I would take the listing I haven't even met you yet who have you who in here has dealt with an attorney or somebody that's so
[ __ ] busy that they look at you and they're like dude I don't even know if I can take you I'm expensive like I'm not cheap I don't have the time you ever talk to someone like that after dude they're not even busy half the time they're just selling you on the fact that like dude there's like damn like this guy's so good at what he does he may not even work with me I want to work with him even more you guys have to remember two things maybe more one you're in control they
need you you as in a good agent and you guys need to get rid of this when you're cold calling a lot of you guys are nervous one you've never done it before that's rightfully so you're going to be scared you're going to have fear that's fine [ __ ] your fear you got to make more money right pain is temporary regret is forever so forget the fear People Are People they're not going to remember who you are an hour from now they're all going to if you somebody called called you interrupted you at 8
in the morning do you think you would be telling oh yeah man let's have coffee come over for lunch you sound like a great guy no of course not right so you have to establish control confidence conviction let them know you're 100% % certain call me back later today John I'd love to do that but there's a lot of precious time between now and that if I don't meet with you now you're going to probably end up picking somebody else just because you're frustrated entire dealing with these phone calls if you're not first you're last
that's why I'm calling you at 7:45 you [ __ ] you're calling me at 800 a.m. John please believe me the last thing tonality tonality fluctuations the last thing I want to do is call you at a but I know if you're not first or last I didn't sell 20 million last year on accident I sold 15 homes last year that of people that were in the same sit situation is yours you guys are requesting to record it and [ __ ] you can I'm I'm approving it if that's where you're looking at if you
guys see me look down I'm trying to like approve that okay so now mastering objections in tonality I'll give you like I'll give you a couple this meeting is being recorded I'm gonna list with the same agent John I totally respect your loyalty can I ask you a question did Susan or John or whatever the guy's name was did your agent tell you what they're going to do differently this time around yeah he said he's going to do he said he's going to do open houses this that and the third don't you think it's a
disservice he didn't do that the first time John honestly I'm not trying to step on anyone's toes I don't want to make you do anything that you want to do unless it made total Financial sense for you and your family let's write this down I love the line let's agree to do nothing over the phone let's agree to do nothing over the phone and the second part of that is you're not going to do anything unless it makes sense right you're not going to do anything unless it makes sense now their guards down there's no
contract there's no paperwork what do you charge for commission John I'm so happy you asked that question commission is completely negotiable that'll be the first thing we discuss tonight no no no tell me right now standard policy 6% but I'm not going to let money be the reason we don't work together so John can you and your wife meet tonight at five or would six be better you acknowledge you acknowledge the objection and you divert and you go over to the next thing okay you guys have to remember you can't you can't get away from
the objection there's no need to beat around the bush some some people are dumb and you're going to walk right over it some people are sophisticated if I asked you hey what do you charge for commission you're like oh John Anthony that's a sick shirt you're wearing where'd you get it now dude what's your commission you got to acknowledge it right and you agree your commission's a lot of money you're right it is a lot of money but I don't get anything unless I get paid what's most important to you what you take home or
what my commission is your net right also side note little gem a little G I'm going to give you guys if you are dealing with a fsbo I'm not going to go through the whole script but I'm going to just tell you to break this down logically think about it if you were a for sale by owner what's the biggest concern somebody shout it out why do PE why do fsbos not work with agents that 80% of the reason why commissions they don't want to P because they want to make they want to make more
money you know that it takes a for sale by owner three times as long to sell a home on their own right did you know that aale by owner sells for 92% of their asking price 92% an average real estate agent closes look at this guy the who's in the who's in The Wraith in the bottom right Brandon you in a [ __ ] wraith so the average uh real estate agent sells for 95% do you see the math right there 92% to 95% the reason why I would like to meet with you Mrs Smith
I know that you want to save more money I want you to make more money two things I want to share with you you listing with me as an insurance policy one I'm going to sell the house three times faster statistically and two I'm going to net you more money if it's about 3% let's break that down on a $500,000 house it's $115,000 right what if her carrying costs are 3,000 a month taxes Insurance HOA mortgage utilities let's say that's three grand a month so what's 3 * 4 3,000 Time 4 12,000 okay there's my
commission you're paying an extra 3,000 to absorb for me to absorb all the headaches stress some phone calls this is a full-time job and if they were expired here's another one guys remember pretend like you're talking to a family member a your grandparents your mom your dad mom where are you going to sell how how how are you going to pay for that house you need to sell this first like how soon do you need to be there you got to just talk basic normal they're not Reinventing the wheel right like they're selling for a
reason timing is an issue real estate is full-time if they were expired and they went fsbo um use I'm sick of using the same names Jenny I'll use Jenny Jenny if you let me ask you a question if it was already on the market for six months and it didn't sell with an agent do you think you have a better chance of selling it when it's not on the market or with a professional you would agree it would be a little bit hard to sell it on your own like how many again Jenny how many
phone calls have you gotten in the last three days 150 what if we flip the script on what if it was 150 buyers call me and I would just vet through all them qualify them show the house and then I just call you and say hey Johnny I need your signature in a month we we got a deal what do you think is going to be better for you in the long run having five six offers or one offer you guys would all agree in here right agree with me or tell me I'm [ __
] crazy five offers is going to increase the chance of getting an over asking price offer and we're going to sell it for more money if 30 people walk through the house in a week versus 30 people over 6 months do the math for me it's about time dude there's a Time Value to money when you have money and you're this is where we talk about sophisticated Sellers and now when you're talking to a million and less it's not that they're dumb or whatever but some people are like at another level financial advisors hedge managers
people that are really if I have $10 million and I can sell my house and by March if I can take 10 million and put it in the stock market and get 10% over a year I'm losing let's say I get 12% I'm losing two points on my money for it sitting on the market or sitting in the MLS right two points on $10 million is somebody tell me 200 Grand it's a lot of [ __ ] money dude so there's a Time Value to money Mrs and M Mr and Mrs seller when you sold
this house where were you going to go what were you going to do with the funds well this house is paid off we were going to downsize into a condo buy a 200 Grand condo and take the 300 and put it in a in a in a I don't know 401k or whatever they were going to to do with it okay so the stock market dating back a 100 years is reaping 10% on an annual return on an average 10- year hold going through all the Cycles right you guys look at Warren Buffett or any
any of these people investors go look at the stock market go back to 1915 pre Great Depression so dude there's a Time Value to money we want to make sure that they know that selling it quicker is a benefit to them and you mind you another thing I want you guys to be mindful of when you're talking to them if if we know Market's worth the property's worth 500 Grand today there's no guarantee of what it's going to be tomorrow the week after the month after we're waiting for the election we're waiting for the New
Year's okay you guys had it on the market while there was an election coming so let me ask you if you were to sell if you were to sell it in June if you were have to sold it in June or July would you have taken an offer there's no there's one thing for certain and there's one thing we don't know one thing is for certain there's a new Administration coming in that's for certain number two we don't know how that's going to affect the market it might go up might go down it might stay
flat so we can't work off hypotheticals we have to work on today and the now and your concerns okay I want to give you guys a close really quick when you're going on your listing appointment okay you have to say this before you give your pitch okay this is going to give you guys game game game game game game and some of this I just learned recently so you're going to say all right John Rebecca thank you I'm going to speed up the whole listing process list then I'm going to slow it down and give
you the game John Rebecca thank you so much for having me over shake your hand shake your hand do you want my shoes on or off take your shoes off at the front door okay if you guys don't mind I would love a tour of the home get a tour of the home look at the windows look at the hot water tank look at the AC the furnace depending on where you guys are at look at the peak the roof okay are there any basement leaks are there any insurance claims anything I need to know
about blah blah blah okay great where is there a great place for us to sit down number one when we sit down at the table thank you again for having me over I want to be my of your time I'll be I'll be brief I want to recap our conversation so you told me that you guys wanted to sell this and you wanted to move to New York is that right yes recap everything and get data if you guys are doing what I'm telling you to do and you're supposed to do you won't [ __
] remember what John and Rebecca told you at 7:45 because you should have had 30 conversations that morning right so recap their conversation okay take your notes write down notes in front of them let them see that you care write down the notes okay okay boom boom boom okay before get started are you guys familiar with Douglas elen yes okay so you know that we have 6600 agents we have over 100 offices we have a partnership with night Frank which the is the equivalent of Douglas Alman in Europe and overseas okay great so you've been
you know we've been around 100 plus years okay awesome if not I flip it this is who we are this is what we do I go to my presentation now before I talk numbers and before I talk about me I'm gonna sell Douglas Solomon a little bit I'll recap who we are I'll recap their situation but before we talk about me I just have one quick question ready you guys want to write this down if what I say makes sense and you feel comfortable and confident with not only my marketing plan but the number that
I present to you tonight do you plan on putting me to work it's a preempt close it's hard to get out of that one now this is a good one too I just learned this one this is great hold I'm put my phone on the St people are absolutely just ruthless right now okay yeah that John um or Anthony that was a really good presentation but we just need to think about it John I totally understand it's a big decision I would need to think about it too let me ask you a question ready what
did you like most about the presentation now it's like it's an open edited question and I'm framing it positive well Anthony I do like that you have a big Market reach I do like that you're aggressive on you C call I do like this and I do like that okay so great basically from what I'm hearing is you like everything that we're doing so what most of our clients do group them right group them into like everyone wants to do what everybody else is doing right most of hey everybody Friday night's going to the Dre
concert so now you get that fomo you're like [ __ ] dude if everyone's gone I want to go most of our clients elect to sign today and what happens next is the following one once you sign I'm going to get a copy of it send it back to you I'm going to call my photographer my videographer they're going to be here today's Wednesday they're going to be here tomorrow by 2 o' it's going to take a 24-hour turnaround time for them get it back to me I'm going to have a sign in the yard
the same day I I'm going to work on the description I'm going to put it in the MLS and by Friday afternoon I'll have it on the market we work at speed of sound you have any questions before we begin I'm going to be accompanying all the showings by the way so I can showcase the features of the home but by the way guys if it's under 500 Grand lock box it move on go get another house if it's a million plus you be there you be there you have to sell it you have to
talk you have to ask questions and sell the features and and it's not only that we're not selling concrete dude we're not just selling a a floor plan you are five minutes from here you are 10 minutes from the airport you're five minutes from the main Highway it'll take you 20 minutes to get downtown to get to a basketball game or football but again selling isn't telling it's asking questions if I get a call if Jenny calls me and goes hey Anthony I'm interested in buying a house in Miami Jenny thank you so much for
reaching out I appreciate it how did you find me well I actually follow you on social media great awesome I appreciate the support or my friend told me about you okay awesome tell me what your friend's name is I want to I want to thank them now Jenny tell me are you married are you single why am I asking these questions I'm not putting Jenny at Fountain Blue if she's got kids just like I wouldn't sell uh I wouldn't sell Chase if Chase is a [ __ ] party animal he don't want to be in
the family building in Aventura he wants to party dude he wants to be Bickle so two a am he wants to go to Komodo he wants to go to Swan so I'm not putting him there that's why you ever people yeah there's a beautiful child's room there's a pool I don't swim and I don't have kids we if you asked questions we would have gathered more Intel so we won't waste time selling okay let's move on schedule number two schedule you guys should spend if you look I don't I'm not when I say this don't
take anything to there's nothing personal it's not a tacky it's not me meant to be malicious I'm aggressive but like I don't want you guys to misconstrue what I'm saying if you aren't super busy and or aren't making a couple hundred grand a year there's no way you can't follow a schedule you need to F you need need need need need to prospect three hours a day you need to talk to 20 people talk as in if I call Jenny and I go hey Jenny it's Anthony not a contact not hey Jenny it's Anthony with
dougo Helman what do you want I'm not interested in sell my house Jenny that's actually where I'm calling if you can get the number you're looking for regain selling it I don't know maybe if I can get contact go on your go I would all I would suggest I I should start my own Mojo at this point I've gotten 500 people to sign up you guys need an auto dialer you need a CRM you need something that tracks your dials Red X Vulcan or my favorites Mojo pick one use it it's 50 to 150 bucks
a month guys if you're thinking [ __ ] I can't afford 150 a month [ __ ] that [ __ ] that we're not thinking scarce anymore it is way easier for you guys to go make $500 more a month than to save on50 what if it came down two at two months Apple a phenomenal [ __ ] stock might do 20% might so let's say it does peak you you Nvidia it goes up 100% dude if you put Power change go to the office now we start do an administrative work let's look at our
website let's look at the leads let's follow up with people let's let's return our voicemails our phone calls you guys you get a call from a client at 9:00 a.m. I have clients that have $15 million houses they take ad all if I took ad all I don't even I I might be I don't know I might be El l so we need a Time block Grand or more either you sold a property there or you want to dominate that market you're going to start farming it it's the start of the New Year it's a
clean slate I would start doing it now okay and here's your plan yeah let's see what this guy said you got to BU so on the seventh or eighth time I know Mike Barry and Tom very They say six months it's a year it's your chance to make a video you run it on Instagram
