Smart Words: “In science and industry, the highest returns don’t come from simply hiring good people and wishing them luck. They come from giving good people superior instruments and precise methods.” — Unknown

Here is how I added 160% more calls and 125% more appointments to my newest client in 30 days.

One of my newest clients is a team of 3 agents. They work the standard mix of real estate leads (note: they are NOT working Zillow leads). Here are the results the team leader saw in the CRM in the first 30 days:

• From the top producer, a 50% increase in his call volume.
• From the middle producer, a 100% increase (DOUBLE) in call volume.
• From the bottom producer, a 10% increase in call volume.
• Across the top producer and middle producer, they doubled their weekly appointments.
• The bottom producer added another 25% in appointments.

What we worked on

I taught these agents the best scripting choices for their initial calls to cold and warm leads. I also taught them how to quickly build rapport and hook the leads onto the phone call. We also worked on what to do when they initially object to talking or even object to the idea of buying or selling in the near future.

These are basic skills but are the most critical to an agent’s results when working expensive leads.

Most agents wing it or follow poor training. So they get zero or poor results.

Once these agents understood the psychology of typical real estate leads and a proven approach for engaging them…their output and results immediately improved.

Why This Happens

Real estate agents are inspired to have better conversations once they know what to say, why to say it, and how to deliver it.

Real estate agents WANT to have great conversations and book more appointments. They get demotivated after having lots of crappy conversations and no appointments.

What These Numbers Mean for a Real Estate Team Leader

Obviously, your top producer is a top producer for a reason. And the 50% increase in output (vs 100%) is because the top producer is already doing massive output.

The 100% increase for the middle producer shows that they have a ton of potential…they just need more direction and strategy. They crave it. Once they have it, they can get to the top producer’s level.

The bottom producer just won’t do anything no matter what you do or say. Bottom producers typically are not a right fit for this tough real estate business.

Takeaway for Real Estate Agents

The right scripting can not only boost your confidence and your sales activity but also get you on more appointments within 7 days.

Takeaway for Real Estate Team Leaders

Top producers produce. That’s what they do. But, with refined tactics and approach, you can usually drive their activity and results up by another 25% to 50%. 

Middle producers are your diamonds in the rough. With skilled sales training and management, they can easily double their output and results. They have the most upside.

Bottom producers are dead weight. They are not cut out for this tough business. They represent a mental, financial, and cultural drain on your team. You should give them a “mercy kill” as soon as possible.

Pro-tip: your bottom producers actually drag down the ceiling of production for your whole team. The more bottom producers you have relative to your middle and top producers, the lower the overall production of the team is. It’s human psychology.

Want to know what’s in the way of you or your team hitting your sales goals—besides this Sh$*#y market? [Jump on a 1:1 Troubleshooting session with me here].