Step 1: Build a Strong Prospecting Routine

  1. Commit to Daily Prospecting:
    • Dedicate 2 hours every day for prospecting, typically from 8 AM to 10 AM.
    • Be consistent and disciplined. Jody starts prospecting every day, ensuring his calendar is filled with activities that directly lead to income.
  2. Use the Right Tools for Prospecting:
    • Invest in reliable tools like Vulcan 7 for expired listings and Forewarn to verify contact information.
    • Call expired listings multiple times (10-12 times if necessary) until they re-list or are confirmed as dead leads.
    • Persistence is key: Even if you don’t get them on Monday, try again the next day and continue following up.
  3. Diversify Your Contact List:
    • Focus mainly on expired listings but also incorporate follow-up with past clients and sphere of influence.
    • Stay consistent with follow-ups, even if the lead isn’t ready immediately.

Step 2: Build and Maintain a Lead Pipeline

  1. Develop a Lead Generation Pipeline:
    • Don’t rely solely on the day’s appointments. Build a pipeline by following up with potential clients consistently.
    • Regularly reach out to leads, even if they didn’t set an appointment on the first contact.
    • Continue to nurture leads over time until they are ready to move forward.
  2. Follow-Up Relentlessly:
    • Schedule calls and follow-ups with leads who weren’t ready on the first call.
    • Pipeline growth ensures that appointments will keep coming in regularly, making it easier to reach 100+ transactions.

Step 3: Sharpen Your Sales Skills

  1. Listen Actively:
    • Develop the ability to listen to prospects and assess their motivation through their tone and responses.
    • Ask questions and build a conversation rather than just going through an interrogation-style approach.
  2. Improve Your Listing Presentation:
    • Structure your presentation by clearly stating three key objectives up front. This gives the seller a sense of control and direction.
    • Include value-add tactics like price bracketing that benefit the seller whether or not they choose you.
  3. Handle Objections and Close:
    • Be prepared to handle common objections around pricing and agent commissions.
    • Don’t leave the appointment without asking for the signature at least three times. If they’re not ready, keep the conversation going and set follow-up expectations.

Step 4: Organize Your Business

  1. Implement Effective CRM Tools:
    • Use tools like Vulcan 7 and CISU to organize leads, track progress, and follow up efficiently.
    • Move away from manual systems like notepads and embrace technology to help manage a larger volume of leads.
  2. Work with Assistants and Systems:
    • Leverage administrative help for paperwork, closing coordination, and transaction follow-up.
    • Ensure that you focus your time on dollar-productive activities like prospecting and going on appointments.

Step 5: Increase Your Appointment Rate

  1. Set a Target for Listing Appointments:
    • Aim for one listing appointment per day. This keeps you on track for higher transaction volume.
    • You should be aiming for 28-30 listing appointments per month to ensure a steady pipeline.
  2. Create a Follow-Up System:
    • Track and monitor your contacts, and ensure every lead is followed up with until they are ready to move forward.
    • Don’t let leads slip through the cracks. Keep a follow-up calendar to maintain consistent engagement.

Step 6: Improve Your Results Over Time

  1. Review and Adjust Your Strategy:
    • If your listing presentations or prospecting isn’t yielding the results you expect, review what you can improve.
    • Work on articulating your value proposition in a clear and concise way so sellers understand why you’re the best agent to work with.
  2. Add New Lead Sources:
    • Focus on building relationships with past clients and growing your repeat business.
    • Implement automated follow-up systems for staying in touch with previous clients to increase referrals and repeat transactions.
  3. Stay Consistent:
    • Jody mentions marking days off on his calendar when he prospects. Keep yourself accountable by tracking your activities and never skipping a day.
    • Belief and consistency are critical to reaching your goal.

Step 7: Set Bigger Goals

  1. Commit to Higher Targets:
    • If you’re already doing well, set bigger goals like increasing your transactions from 100 to 150.
    • Set revenue goals—such as aiming for $1 million in commission—to stay motivated and push yourself to the next level.
  2. Leverage Coaching for Accountability:
    • If you’re struggling with certain aspects of your business, consider joining a coaching program to help refine your skills, stay motivated, and increase your efficiency.

Key Takeaways:

  • Prospecting is crucial: You need to prospect daily and stay persistent with leads, especially with expired listings.
  • Build a pipeline: Don’t rely solely on new leads—nurture your existing leads over time to ensure a consistent flow of business.
  • Sharpen your skills: Constantly improve your listening, sales skills, and listing presentations to close more deals.
  • Stay organized: Use technology and assistants to streamline your business and focus on dollar-productive activities.
  • Set bigger goals: Aim for higher targets each year, using structured systems and consistent efforts to achieve them.

By following these steps and remaining consistent in your actions, you’ll be well on your way to achieving (or surpassing) 100 home sales per year.