Live Prospecting Demonstration w/Jeff Glover & Justin Ford Part 2

In today’s episode, we are continuing the live prospecting demonstration from New Year’s Day. Jeff Glover and Coach Justin Ford are going to put the scripts into action, show you exactly how they approach making calls to expired listings and also demonstrate how to get comfortable with reaching out to people. 

For most agents, the idea of calling people out of the blue is intimidating, but the truth is, it’s not as scary as you think. If you follow the process and change your mindset around rejection, you can make prospecting simple and build the muscle to prospect every single day. 

You’ll learn how to get into the right headspace to get on the phone, and how easy it can be to go from being hesitant to prospecting, to setting a ton of appointments like a pro. 

We also discussed;

• How to build mindset breaks into your prospecting time 
• A more effective way to work with buyers if you’re more listings focused 
• Why we shouldn’t give up when we experience valleys 

Quotes 

Prospecting isn’t as scary as you think, don’t overthink it, just have a conversation with people. -Jeff Glover 

Key Points 

1. When you prospect, expect people to say no because the majority will. Rejection is part of the game, and the more you can tolerate it, the closer you get to the result you want. Don’t focus on the end result, focus on the process. As long as you follow the process, show up prepared, with scripts and handlers and stay consistent, sooner than later someone will say yes and set an appointment. 

2. If the seller says they’ve talked to someone else from your brokerage, ask “if we all did the same things, wouldn’t we get the same results?” There’s a reason why some agents sell more homes, and it’s the individual activity of the agent, not the company.  

3. When you get really comfortable with prospecting, you can actually start measuring the ratio between the contacts you make and appointments you set. That way, you can reverse engineer how many hours you need to prospect to hit a certain goal.