Take More Salable Listings Today

Read the blog below:

February 2018 

Anthony: We’re live?

Lindsey: We’re live.

 Anthony: We’re live? Let me see, here. I’m waiting for my notification.

 Lindsey: Is your phone, is your sound off?

Anthony: I keep my phone handy, everyone, just in case people have questions as I go.

 Phone Recording: Is your phone, is your sound off?

Anthony: For doing that. All right.

 Lindsey: Turn your cellphone–[crosstalk]

Anthony: These are for housekeeping items. There’s Jill. All right. Everybody hear me good? Are we good? Is it twelve o’clock? Maybe we give it another 20 seconds. A lot of people logging on. Time to learn some things, today, folks. Who is excited?

 Lindsey: [chuckles]

 Anthony: The sounds. Hey, Jill. “Let’s do this,” says Sherry Stallings, “We’re going to start like tonight.” Jeanine said, “Loud and clear.” I think it’s about go-time. Is it twelve o’clock?

Lindsey: It’s 12:01.

Anthony: 12:01. Then it’s go-time. We’re not wasting time. My friends, how would it affect your life, just imagine, if you tripled, doubled, quadrupled your listing conversion between now and summer? Think about that. What would your life be like? Think about the last couple years of the business, how many listings did you sign up in the spring?

Maybe that you signed up — it depends on what level you’re at — maybe you signed up 10 and you wish you got 15, maybe you signed up five and you wish you got 10. Whatever that number is, I want you to be thinking about, “Well, what if I got those other three?” or, “What if I got those other five?” because that is why we’re here, today. That is what we’re talking about here, today, why I’m standing here in front of you, because I want to take you there. I want to get you to that place where you can sign up dramatically more listings.

The things that I’m going to over are things that I’m just speaking down to my phone, are things that we implemented over the years, things that I wish I started with consistency back in 2005 when I really started going on and listing appointments, at that time on a weekly basis, then it turned into almost daily, then it turned into multiple listing appointments a day, all the way up till about 2009. I only wish, at that time, I was doing all the things that we’re teaching people to do now, because it would have made a massive difference. That’s what I want to do for you.

I want you, six months from now, to say, wow, those three things that I learned from Anthony, or that one thing that I learned on the Crush It page — great drawing by the way, Cole — those things that I learned from Anthony got me that extra listing, that extra listing, that extra listing. That’s what I’m going to do.

First item I want to talk about, remember we’re going over three. We’re going over the three most common mistakes that realtors make. Every one of them, just so you know, are mistakes that I made endlessly, back when I was doing it every single day. Then, like I said, we implemented, we made changes over the years, 2012 was when we really made a lot changes and when we immediately started to see significant results.

First and foremost, prior to the listing appointment is your biggest opportunity to really increase what they think of you, really make them excited about meeting you. One of the things that I always talk about in training is the fact that you don’t want people to just be willing to meet with you. There’s a lot of coaches and trainers who say, “No, you say this before, and you get them hungry to meet with you.” I don’t want you to be thinking, “Oh, I only have to worry about it when I get to the appointment.”

The first item that we’re going to talk about is what to do prior to the appointment. Then, by the way, one thing I forgot to mention, when we go through all three, because we are going through three, we have like 26 minutes left so we have time; once we go through all three, we’re going to talk about a huge opportunity, big things that we’re going to roll out in the month of March. I guess I should not say any more than that, but a big thing we’re going to roll out, to make sure the little tricks like this and many, many more, are implemented into your business. I’m going to talk about that a little bit later in the video.

Let me go back to prior to the appointment. Prior to the appointment is your key time to get people, not just willing to meet with you but excited to meet with you, so how do you do that? Back when I started in the business, I would get called, “Hi, I think about selling my home.” “Oh, great. When do you want me to come over?” Pay attention to my word. “When do you want me to come over?” “Thursday at three o’clock.” “Great, I’ll see you Thursday at three.” I hang the phone up, I do a CMA, and then Thursday at 2:55 I’d show up at the house.

I have news for you. That’s awful. That’s a terrible buildup to a listing appointment. You are missing a gargantuan opportunity where you can get that prospect, “Very excited to meet with you,” and you could do substantially more things than your competitors are doing without that much effort.

Now, you might be thinking, “Well, you said this in a video two weeks ago,” you’re right, but I want to give you more. One of the things that I’m going to tell you is, we send something called the home seller’s cake, I don’t know, five, six-page document and realtors send us out from here, the company sells it off, sends it off to some of them, and it talks about — let me actually go through — top rated brokers, it talks about our reviews, it talks about us versus the typical company. It actually gives reviews. Lindy is telling me you got nice and close. [chuckles]

Lindsey: Perfect.

Anthony: Home sellers tips and tricks, frequently asked questions, and so on. That goes up in a fancy envelope with a couple of our fancy pamphlets. One of the things I mentioned two weeks ago and I’ll say it now, is, don’t think to yourself, “Oh, my God, now I’m going to create that. Oh, my God, I’m going to sit here three months, because you’re stressing out, I got to do this, I got to do that,” before you know it, the whole spring market’s gone. I guarantee you the company you are working at has some type of collateral materials somewhere that they could give this to you for you to send out prior to appointments.

In addition to that, don’t miss an opportunity with email confirmations. I don’t mean boring ones, “Hey, see you Thursday at 3:00 PM Eastern Standard Time.” No, no. I mean, send them items of value. Send them an email, “Hey, Susie. It was great to talk to you. I really look forward to our meeting Thursday at 3:00. As I mentioned on the phone,” pay attention to that, you always tell them what’s coming, so giving directions. It’s like going to the doctors, the doctor gives you directions, that’s what you need to do on the situation, too.

You tell them, “I’m going to be sending you something in the mail. I’m going to be sending you an email confirmation, and I’m also going to send you a calendar invite.” Think about that now, that’s three touches folks. Three points of contact that you’re probably aren’t doing right now. Some of you might be listening to, “Oh, I don’t want one of those,” or, “No, I have that, so I’ll send an email.” “I guess I should swear at them, why not.?”

Anyway, that’s three right there. Then you put in something else called the pre-call. Call before the appointment. Touch them again, “Hey, I have a question. I’m wondering, your second floor bathroom, is that the room? You mentioned one of the bathroom.” Do you follow me? Multiple touches before you arrive. That is what is key. Then when you arrive, think about this from a seller perspective, you come to the door, they’re thinking, “I’ve gotten three emails from this person, two mails, phone calls, they did all this preparation, now they’re here, where are all those other realtors?”

Those other realtors showed up and said, “Hey, I am Joshua, you should sign up with me because I’m great,” and that was it, and then they made two other mistakes that I want to talk about now. This is during the appointment; things you should do during the appointment. Before I move to the next two; Lindsey, I know you got my back here.

Lindsey: I got you.

 Anthony: Before you move to the next, so Savannah is watching, Savannah, “No patriotic trash talk on this, okay?” Before I go on, questions on what I just mentioned, the buildup to the appointment, anybody have any? Post them real quick. I’ll see if I can answer one or two, and then I’ll go on to the other two. Anyone? I see lots of people on here. We got a good group, huh?

 Lindsey: Yes.

Anthony: Susanna’s watching. Michael’s watching. Lots of people. All right, I’ll move on. If you have one, you can put on there then. Oh, we have one? Let me peek. [laughs] Patriots trash talk. All right, let me move on. That was number one mistake that I see realtors make, who say, “Don’t take advantage of before the appointment.” They don’t take advantage of that time frame where you could totally warm someone up, totally get someone to feel like they know you before you even arrive. Next one. Do we have a question?

 Lindsey: We do have question, yes.

 Anthony: We do have a question. All right.

Lindsey: Kenny.

Anthony: It’s not too extreme to over contact? Explain a bit more, I came late. Okay. I can’t take a timeout, but the bottom line is, doing things prior to arriving because you want to warm up that prospect. I would personally not be worried about over-contact. You want these people to be excited and you want to educate them on you, your company, and what you’re going to do to sell their house before you get there. That’s why I mention things like this. Because then when you get there, it’s not all dependent on words that come out of your mouth, because they’re being warmed up.

By the way, one more thing I just thought of, when you do that pre-call, remember to say, “Hey, I’m really excited to come over there tomorrow. Just curious, did you happen to read that blah, blah, blah, I sent in the mail?” If they say, no, “Please try to read it before I come over. It will really you have a better understanding.” That way, before you get there they’re more excited. You walk in the door, literally walking the door of the house, you see this in that table, “Oh, did you a chance to review that?” If they look you and say, “Yes, I reviewed the whole thing,” you know, that’s going to be an easier listing appointment for you right then.

All right, number two. Number two is one that, honestly, this is probably the biggest one that I screwed up on a lot back when I was in appointments. The reason is, I have a deep personality. For those of you that are listening that are team leaders, broker owners, and there’s plenty of realtors out there that are D’s as well, I’m sure you can relate to being the type of person who likes to just tell it

like it is, just say it, you don’t have patience to sit through a process and wait methodically to the right time to explain something. That was me.

What I would do on listening appointments, before I went over walking, I shouldn’t say before, but sometimes when I was walking through the house when I first got there, building rapport, talking to the prospect, they might say something about price. They might ask question about commission. Maybe when we finished going around and we sat down the table, they might say, “Look, I’m going to tell you now, if I can’t get $700,000, I’m not selling.”

You hear that, you think to yourself, “These people are out of their minds. They’re not going to get $700,000.” Don’t be like the old Anthony, and say, “Look, I’ll tell you now, you’re not getting $700,000.” I wasn’t that bluff, but I was pretty close. Don’t do that. That’s a trap. That’s literally a trap. If you fall into that trap and you talk about those two things. Does anyone know what they are? Pricing. What’s the other number-related one? Commission.

Do not talk about pricing or commission prior to going over, going through the house, sitting down, re-reviewing their goals, going over your presentation, discussing your presentation back and forth with them, and making sure that they have a clear understanding of what you bring to the table, what kind of marketing you bring to the table, and how your marketing is going to get them top dough.

When you know that they fully understand that, and only once you know that, then you can go on and discuss pricing. But whatever you do, don’t do it before, because if that happens, I’m going to pretend I’m sitting at a kitchen table. I’m at the kitchen table. You get sucked into talking about pricing now. You say a number, which is another thing you shouldn’t do; you should try to go over the comparative properties, let them say the number, by the way.

Once you do that, their brain is automatically running numbers. If they say, “I’m thinking I can get 400. Can you just tell me, is this 400?” and you say, “Yes, something like that.” Boom, you fell on the trap. Their brain is calculating, “I owe to really 400,000, that’s 120,000 in equity,” thinking, “What’s your commission?” You’re thinking, “Commission? I hope you are talking about marketing,” because their brain is calculating like a calculator. You don’t want that to happen. Once it happens, very, very difficult to get them back on track. Extremely difficult to get them back on track. Don’t fall into that.

When you’re on a listing appointment, it’s like a path. That’s not a good analogy. It’s like a stream, and there’s detours and roadblocks all over it. Your goal as the professional is to stay on the path. Don’t get sucked off the path into some other discussion, something earlier than you should, don’t do that. Make sure you stay on it, so you stay in control of the appointment. If they bring up pricing to you early, say, “Don’t worry. We’re going to go over that. We’re going to go over that.”

“What about your commission?” “We’ll talk about that after.” Push it off, because if you get sucked in, bang, you fall in the trap, very difficult to get out. That’s mistake number two. Let’s see if there’s any questions on that before I go on to number three. Let’s see here. “So then, how do I get them to agree on a price when its estimate says one thing?” That’s a big one right here. Yes, we hear the same thing as well. I can spend 30 seconds on that.

After you go through your features, your benefits, why they’re hiring you, why they should work with you, and you get to price, then all you do is sit down, you go over the comparative properties and you tell them, “Remember, it’s an algorithm, computer-driven, software-driven algorithm based out of Seattle. Great company, but I’m here I am with you in your kitchen, and we’re looking at what’s going on in your neighborhood. Zillow is good to get a rough estimate, but it’s not good once you’re actually zeroing in, and Zillow says that themselves.”

See right here. Pull it out. If that’s an issue for you, Samantha, in your market, why not have that disclosure that’s on Zillow’s website, somewhere on the others’ legal disclosure. I think it’s 12 million a month, why not print it highlighting important parts and show it to your sellers. That’s big option. I hope that helps. It doesn’t look we have many– Wait a minute. It doesn’t look we have many other questions.

Lindsey: There’s one more.

Anthony: We have one? Okay. Then I’m going to move to number three.

Lindsey: Okay.

 Anthony: “What if we’re extremely focused on price and commission? Is it possible to not get around that issue?” It’s more than possible. Kidding. I’m going to go back to my point of, I think I said this, you’re the doctor, they are the patient. As soon as you let them become the doctor, you’re in trouble. There’s multiple sales tactics to make sure that when you’re on that appointment, you’re the doctor. I’ll give you one right from the beginning.

If you get to the house, and let’s say when you get there you’re with someone. You say, “Hey, I usually start with taking a look around the home,” and they start leading you all over the house, and there you are, following them everywhere,” do this, say, “You know what? I usually like to go down here first. I usually like to go up there first. Let me look over there first.” You’re not saying, “Hey, I’m going to lead the way,” that would be rude, so instead, you’re saying, if they are saying, “Let’s go upstairs,” “You know what? I like to go to the basement first.” If they’re going down, “I like to look upstairs first.” Whatever you have to do to break that, do it.

The same thing with paperwork. When you’re going over pricing, no, don’t always be so quick to hand it to them because then they won’t give it back. You turn over, you point things out, you stay in control. That’s my answer as far as– it’s fading in and out. Maybe I’m moving around too much. Typical me. I’ll stand like this. Number three.

Lindsey: [laughs]

 Anthony: Number three is, this is one that I can’t say that I made this mistake years ago because all this technology and all this stuff, my dad will say now everybody’s iPodding and TV-oing, and all these crazy words in this stuff, but now they’re laughing at me. I’m being serious, dotBlue, DocuSign, all those online ways of signing people up or getting people to sign documents I should say, great idea, no doubt. We use them in our company every single day of every single week.

However, don’t use them for signing up a listing. I have several friends in the business, some that are very, very successful, that tell me, “Well, I got a listing off my mail, when someone tells me they want to sign up, then I go back to my office and my administrative assistant sends them a DocuSign and they have to sign online, and send it back.” I’m like, “What? You’re crazy.” Crazy if you’re doing that. Don’t do that. I don’t care if the last five times you did it, they signed up all five times. Stop doing it. Total craziness.

If that is the case, if the last five times they signed up, you probably knew them, you had someone forward them. Maybe they are in your sphere of influence somehow, but I’m telling you, abort that mission. Old-fashioned sales is what matters here. You go with a written paper contract, let me paper around, you guys know what paper is. You put the contract down before them, then flow, “Here’s the document you need to go over in order to start looking for buyers. Do you notice that?” Then say, “Here’s the contract and you have to sign. Here’s the document we have to go over in order to start looking for buyers.” There’s another tip right there, because they’re giving more than, those are three. Do we have a question?

 Lindsey: Yes, Jeff Gordon wrote a comment. I think you should.

Anthony: I’ll go to that. Let’s see here too. He’s right about that. See, looking at our curriculum for our whole course, that’s more high-level stuff, Jeff, looking at their personality. We actually do that. That way, the agent, when you go through the door, you know what you’re looking for. Let me jump back to this other thing. Always remember what a seller does. You’re going to a listing, you’ll probably educate them, right?

As soon as you walk out that door, they’re telling their sister, “Hey, Suzy Q, was here yesterday from ABC Real Estate, and I think I’m going to higher them. Great. What did they tell you your home is worth?” because that’s all they talk about, keep in mind. They don’t say, “Show me their marketing plan.” “Well, they said it’s worth 600.” “600? Your house is worth way more than that.” That’s what everybody’s feeding into their brain.

When you leave, I often draw a diagram here at training, and I talk about how the peak of what a seller thinks of you is when you’re right in front of them at that listing point. When you leave, what they think of you goes down because all their brain thinks about is pricing and commission. Pull the contract out, sign them up on the spot, walk out of the house. Those are the three items.

I want to hear questions, and then I want to go over a little bonus thing here. Do we have other questions? Totally right, Jeff, on studying their personalities, no question about that. Marco, “I agree, it applies to all sales.” Next, we are going to talk about what I mentioned earlier. Remember, earlier, I said I was going to present you with an opportunity, something different, a way to get all of our materials, something that we don’t do on this type of scale.

Remember, in the very beginning when I asked you, “What would your life would be like if you doubled, if you tripled the amount of listings that you took this spring as opposed to last spring? What would life be in the summer? What vacation could you now go on that you couldn’t before? What bills could you pay off that you couldn’t pay them off before?” That’s what I’m here to talk to you about.

We’re going to open our course up to 20 additional groups of people. Whether it’s one agent, that’s something else we’re offering differently, whether it’s one agent watching, a team watching, a company of 80 watching, it’s going to be whoever wants to tune in, we’ll open it up to 20 more.

In addition to Skyping our trainings out like this in a similar fashion

to all the Lamacchia offices, and our nine other national customers that are from here to California, to Florida, Carolina and New York, we’re also going to add 20 more, so the space is limited. I don’t want to go from 9 to 100, I want to do 20 more and see how it goes.

This course is a four-week course, two hours a week. Course is put on by me and two other guys who have each signed up, personally, signed up over 1,000 listings here in our company, and actually signed up more than I have, but they have, because I came off doing listing appointments sooner. I had to throw that in, I don’t want anyone thinking they were better or anything. Now, we have questions?

Lindsey: There’s two other questions from before.

 Anthony: Is there two? I’ll come back to those. Course starts March 7, two hours a week, 12:30 PM, every single week, four weeks straight. It’s live. Just like this, in person, all of my key agents there, and our current national customers plus an additional 20. This course will walk you through each and every single step of how you sign up a listing. Every single objection you run into, we’re going to teach you how to overcome. Every single problem you run into, every question that sellers ask that you fear, we’re going to make it so that by the end of this course, you’re going to be listing and go, “Ask me whatever you want, because I’m ready.” We’re going to get you ready. That’s what this course does. I’ve never ever really.

Lindsey: I’m going to put the link.

 Anthony: Lindsey is going to post the link in the comments right now for the course. I believe the link is crushitinre, is that right? That’s the landing page. To learn more about the course, you can read that, but do that after. Stay with me, because I’m going to tell you most of what that says right here.

Every question you get from sellers, we’ve all been there. I remember when I was doing appointments going, “I hope they don’t ask this, I hope they don’t ask that, I don’t know how to overcome,” by the end of this course there’ll be nothing you don’t know how to overcome, nothing at all. You will know how to overcome everything. We will teach you how to do.

We’ll also live role-play right here. Sometimes I’m the agent, the other person is the seller, sometimes vice versa. We go over absolutely everything, and we provide you with all of our collateral materials that we use for sellers, all of our emails that we use for sellers; everything we use, our folders, our seller folders, our listing appointment folders. Part of this course, we can give you everything, wherever you are in the country, we mail it to you. Then, each week, we send this stuff, and we literally walk you through the process of walking a seller through the process.

If you’re dead serious about substantially increasing your listing business, which I think you are if you’ve been watching for 22 minutes, this is a very small price to pay, it’s a small investment. I shouldn’t even say price, I should say investment, very small investment to make in your business to make sure you can double or triple your income.

Lindsey is also going to be posting testimonials from several agents, some here in our company, some around the country, who have taken this course over the years. Some of these people came in selling four homes a year, and their now at 50. Some of these people feared listing appointments, now they love them. Some of these people took a course as recent as December and absolutely loved it, and sent us great feedback. Lindsey is going to post those testimonials in the comments now, so feel free to read them.

 Lindsey: There’s agents that are watching.

Anthony: What’s that?

Lindsey: If there’s agents watching.

 Anthony: If anyone is watching who took course please, feel free to comment, we would love it if you did, and mention what you thought of it so they can hear it straight from you, although after this I’ll probably tag you and you can comment then. Anyway, the investment is, we normally charge $799 for this course, four weeks, two hours a week, all the materials included, live training.

Now, for a limited time, very limited, extremely limited, which is like– let me think about this, 36 hours, from now until midnight tomorrow night. Today is Tuesday, tomorrow I believe is February 7; February 7 at midnight, registration for the introductory price closed, we’re going to give you $300 off. Whoever signs up with a $100 non-refundable deposit between now and tomorrow at midnight, can take the course for $499. Once we’re pass midnight is $799, and then we’re going to end up shutting it off once we get to 20 people, which I have a strong feeling we’re going to do. Honestly, I hope you do.

Again, all investments you make in your career; if you put the deposit down now before tomorrow night, midnight, you’ll only have to spend $1499. All right, let me jump back to some questions, and then I will even recap all the things.

Lindsey: Anthony, we had a question from, if you scroll up-

Anthony: Thank you, Jill. Just for you my friend.

Lindsey: -George Giuliano.

Anthony: George Giuliano, I know George.

Lindsey: It says, “How do you let market speak for,” and then it was blank, so I don’t know if he wants to elaborate on that.

Anthony: How do you let market speak for, I don’t know, I don’t know what he meant. Maybe he meant for pricing?

Lindsey: Sherry wrote right after that–

 Anthony: Waiting on Savannah’s Facebook? Jesus, you guys are amazing.

 Lindsey: Sherry wrote right after that, “What if you know there are other agents doing listing presentations after you?” George continue.

Anthony: Okay, that’s a good question. What if you know there’s other agents doing listing presentations after you? My answer to that is try as hard as you can to be the last one in. When you’re on the phone with them, literally say to them– I’m trying to think of the exact script we use. By the way, this exact script, all our phone scripts for sellers, is also what we provide in the course. I probably shouldn’t mention that.

You will say something, and I’m not an inside sells agent; I don’t say this every day, so it’s taking me a second to recall, but you’ll say something like, “Just to make sure that you see everything we do over and above what others do, it would really be helpful to you if we came in last.” The script is something just like that. Now, I’m finding it easier. You say something like that, you try to go in last.

Let’s face it, we’ve all had sellers tell us, “Yes, you’re the last appointment,” then you get there and you realize you’re not. So what? By that point, you’ve already hit them multiple times, multiple touch points, you hit them, you’ve gotten them to realize, “What? They’ve done more for me than anyone else, and they haven’t even arrived.” Think about that. “They sent me more value, housing reports.” We just put up some reports on the Massachusetts housing market, but I don’t care where you are. There’s going to be information you can send to people in advance.

Like I said, don’t wait to do that, just do it, immediately. No more listing appointments, “Hey, I’ll be there Thursday at 3:00,” and then when you get there, you go through your presentation the right way, you get your pricing, then commission, hopefully then sign up, and you beat that other person who maybe is coming late. Do we have another question?

 Lindsey: George finished his question, “How do you let market speak for pricing of house and push clients towards facts, not opinions?”

 Anthony: Hey, Sarah Martin. Thank you, Sarah. Sarah just commented, “Did the course in December, crazy, good training, covers things that never occurred to me, step-by-step.” Jesus, I couldn’t ask for better than this. You’re the best, Sarah. All right.

George asked, “How do you let the market dictate the pricing?” Okay, that’s a good question. This is another one that I blew when I was doing appointments all the time years back. Don’t be so fast to tell them the price. Don’t do that. Please, don’t do that. Go over the comparative properties with them one at a time, one at a time. Now I’m dying of heat. I don’t care, I’ll take my jacket off while online.

Lindsey: Go for it.

Anthony: When you’re going over pricing with the seller, you’re going over the comps one, by one, by one, starting with the lowest comp. Jeez, I’m giving away the course. Starting with the lowest comp, working your way up to the highest comp, which by the way, try to have it so that it’s not higher than what you think the house should be. When you’re done going over the comps, you look at the seller and say, “So, based on these comparative properties, where do you think your home fits in?” Not the old Anthony, “You should list at 400.” “Nope, that’s all it’s worth, I tell it like it is.”

No, don’t do that crap. Go through it with them. This is their home, they love their home, their home means so much to them. They think they have the nicest chandelier, the tallest, best baseboards. That’s what they think, so play along with it. Go through it that way and make it about the market. Time here, also, is a factor. When inventory is at its lowest point like right now and the next 60 days, there’s no doubt people can get more for their homes, but in the fall, they can’t.

Don’t just verbally tell them that though, show them a chart, show them a graph. You pull out of your toolbox, hint, hint, it’s part of our course, toolbox items, which you will get, that you can pull out on your listing appointment when you’re having trouble, and you say, “Oh, think about it like this. This is a graph. It shows Massachusetts homes sell for most of the summer. Why? Because they list in the late winter or spring, that’s when they go under contract,” blah, blah, blah. Yes, we can take a couple more questions.

Lindsey: Yes. How much time would you spend building rapport in a listing appointment?” asked by John Milan.

 Anthony: John Millan? Okay. How much time would you spend building rapport on a listing appointment? My answer to that is, always at least five to 10 minutes. When you’re in that building rapport phase, which is when you’re walking around the house, looking around the house, you want to make it a point not to talk about real estate, not to talk about selling, you want to be personal with them.

You’re walking around, you’re taking notes, “What’s going on?”

“Oh, you’re a New England Patriots fan? Wow, that’s great, especially considering you live in Georgia.” “Wow, you’re a Boston Red Sox fan? That’s amazing considering you live in Florida.” You get it? All right. Five, eight minutes, typical, for building rapport.

If they’re a D personality, like me, they might like to get to the point a little bit quicker, you might have to decrease that. If they’re an I personality where they’re super chatty, one way to know, you pull up to the house and they’re waving and going, “Hi. Come on in.” That’s an I. Those people spend 15 minutes small talking, build up.

 Lindsey: “Does this course also include effective methods to soliciting listings?” from Amna?

 Anthony: Does this course include what?

Lindsey: Does this course also include effective methods to soliciting listings.

Anthony: Effective methods to solicit listings. This course is not about generating listing leads. It is about what to do from the time you get a lead, whether it’s a home about lead. I don’t care where the lead comes from. That’s when this starts. If you’re looking for a way to drum up more seller leads, I would say this is not the course for you. Amy just asked, “Are Massachusetts agents a lot?” We’re getting this question a lot.

If you’re a part of part of market realty, of course, you get this course for free. That’s how this works. If you’re not, we do allow guests here and there. I shouldn’t say here and there, we have a couple of different guests, reach out to us, send an email to that email on that landing page, which is by the way crushitinre.com. Lindsey has posted it. We’re going to make it even more available. If you’ve been on that page, there’s an email address. You can email me. Just say, “Hey. I’m interested in the course but I’m in Massachusetts.” We’ll talk to you and we’ll be happy to have you maybe for one of the days or something like that.

Let’s see. Thank you, Mark Gordon. Thank you, Mary. Tim, thank you. What is this? Tamara said, “You had mentioned, let the seller say the price. Is it not hard then if they come in high?” Well, they always coming high. I shouldn’t say that. That’s not right.

Julie Gross, good question, “Is this personalities part of this course, too?” The answer to that is, no, in the sense that we’re not going to spend a day on it because we’d only have four days for two hours. When we briefly go over the D, I, S, C personalities and how you should adapt, yes, we will. Be there, Julie.

Tyler, if you make them say the price, they come back with a higher price. Yes, we all know that usually happens. That’s when you look at them and you say, “Okay. Show me which one of those cons makes you think that that’s the right price.” Let them show you. Not, “No. You won’t get that. Not going to happen.” I used to do things like that. It doesn’t help you. It doesn’t do you any favors at all to have that kind of attitude. I’m looking for more questions.

Lindsey: I think you covered them all. Jill Boudreau, “Do you use Bom Bom ahead of listing appointment? Would you use it after?”

Anthony: Okay. Jill Boudreau, that you use Bom Bom ahead of listing appointments? No, we haven’t yet. Honestly, though, I’ve heard great things about it. I was in Las Vegas last week and someone was telling me they use it and they love it. Maybe that’s a great idea. All I’m getting at is, and that’s a part of what I want to point out here, don’t overdo with it tech like all these fancy bells and whistles. If today, you don’t need to take the course to do this; today, you commit yourself, “Okay. From this point forward, I’m going to send an email that actually has some items of value in email, and I’m going to mail some clients before you plan. I want to encourage people to look at it before I get in. That’s one step right there.

Right there is going to help you get 20% more, 25% more. Now, start talking about pricing early. That’s going to help you, too. You take a little course, game changer. It’s not just tactics you’re going to learn, you’re going to learn a whole bunch of tactics, you’re going to receive all the information we go over. We usually FedEx an entire package prior to the course starting. It’s going to change your behavior.

For those of you that are team leaders out there, you might have a better, as good of an understanding of me as far as, “We’re all human. If we don’t do things repeatedly, and we’re not taught things in a repeatable fashion, that’s just it. You do it three or four times and it falls apart.” That’s not how we roll here. You do this course, it’ll stick. It’ll become a habit. You have to do something multiple times for it to become a habit, and then that’s it. Again, just to recap. Lindsey, I don’t think there’s any more questions, are there?

Lindsey: No. I think we’re good.

Anthony: All right. Recap. Recap is, thank you, Willie. Hey, Jean’s on there. Thank you, Jean. Thank you, Karen. Thank you, Shari. Now, just a quick recap. If you sign up for the course online, give $100 deposit with credit card from now and tomorrow night, Wednesday, February 7th, at midnight, you only have to invest — see that word, words matter — $1,499. If you wait until after that, it’s 1,799. I know I have several friends around the country watching. I’m not changing it. I’m not doing anything different for anybody. That’s the price. At midnight tomorrow night, it goes to 1,799.

If you’re serious, if you mean it, if you are going to commit to making yourself, making your team members, making the agency in your company better, and I don’t mean just a little bit, I mean game changing; if you want to do that and change your summer, change your life. One of our agents, Michelle Wesson, by the way number one agent at Lamacchia Realty by transaction last year, her comment melts my heart, she said these trainings changed her life. I’m happy I did Michelle, because I love you.

Anyway, that’s all my friends. Thank you very much. Lindsey, did I forget anything?

 Lindsey: Nailed it.

 Anthony: I’m good. She’s giving me thumbs up. Cole? You’re my marketing gurus here. All right, let’s go offline. Thank you.