Master the Phone: Secrets of Successful, Prospecting-Based Listing Agents

In today's episode of the Live UNREAL w/Glover U Podcast, Jeff speaks with Glover U coach Justin Ford in the first webinar of our Sizzlin' Summer Webinar Series. In his years with Glover U, Justin has become extremely successful in generating listings. He has mastered the phones, and in this episode he shares with you the secrets of how he got to where he is now.

 

You will learn:

• Why consistently speaking to more people is the key to success
• How to overcome the fears and excuses that are keeping you from calling
• Which scripts work the best and how to handle objections
  
• Why establishing a clear goal is the start to successly prospecting 

 

Quotes 

When you make calls, expect the Nos. -Justin Ford 

Accountability is the thing that causes people to accomplish their goals and show up when they don’t feel like it. -Justin Ford 

 

Key Points 

1. If you’re not getting the kind of listings you want in your business, and you’re not making the amount of money you want, you’re not talking to enough people. If you want to create more opportunities, get better on the phone, and talk to people on a daily basis.
2. If you don't feel like prospecting is part of the process, you have to create a mindset habit that allows you to overcome that feeling and get into action.
3. When listing inventory is low, we see more FSBOs on the market. Most agents steer clear of FSBOs because they think the rejection rate is higher, and that they don't want to work with an agent. Many FSBOs do end up working with an agent, so if we keep in touch, we’ll be top of mind.
4. Selling isn’t telling, selling is asking questions. When you talk to expireds, ask them questions designed to discover their motivation, and find out why the home didn’t sell in the first place.