He Cold Called & Door Knocked!
We had a spot open up for availability within the Diamond Coaching Program so I brought in a new agent member from California.
On our first call together, he told me that he knocks on 100 doors and calls 100 local phone numbers every day, 5 days per week and has done so every week in 2016. Additionally, he has a neighborhood that he sends branded mailers to with a picture of him, his wife, his dog and his cell phone.
Geez. This is going to be a project.
I asked him how many closings he had during the first 9 months of the year. TWO. Oh boy, that’s exciting. Two closings for the whole year. I said “ok, which of those approaches created the two closings?” He then proceeded to think about it and discovered that one closing was a buddy of his from years and years ago and another one was a referral from the brokerage where he paid out a 35% referral fee plus his normal 70/30 split.
So this guy has been very disciplined about doing the cold calls and door knocks every day as well as mailing to the neighborhood every month for 9 months. Total closings from all of that work, ZERO. Plus he wore out a pair of shoes and took 180 additional showers.
I showed him our FSBO approach first. He got an appointment on the very first day. He emailed me that afternoon with an email that basically said “Shit, now what do I do? I’m not good at listing presentations!”.
See, all of those other things he was doing simply created the illusion of movement within his business. The fact is, if one of those people would’ve said yes, he wouldn’t have been ready to close the deal anyway. This business is easy, but you have to focus on your effort and what you are implementing for profit.