KGCI: Real Estate on Air - The Psychology Behind Successful Lead Generation

Episode Date: June 13, 2025

Welcome to the Success with Listings podcast, where we help you get success in the real estate game, the easy way. Now you can get off the roller coaster of feast and famine and out of the rat race of competing with every other agent in town. Hi, I'm Nollie Williams. I took over a thousand listings during my first 10 years from the real estate game, and in this podcast, I show you how to have success with listening. Let's go. All right. another wonderful mentorship masters roundtable meetup and I got I got to show off this one right here y'all yeah now this is an achievement award that EXP gave out and that's given out to the top 40

attractors in the company so I'm one of the top 40 I like to believe I'm going to be one of the top 20 right? Another thing I just finished was a video I call it attraction secrets. Attraction secrets. So I'm going to be releasing that to you guys either later this week, this weekend, or early next week. It's a real short video. It's about 15 minutes long, but it gives you four great tactics for generating more people over here to EXP and into mentorship masters. So with that said, I want to get into a couple of announcements. And Patty Lynn, if we have any announcements that I need to bring up, you can just type them in there. We did add our prayer list, guys. This is an initiative that's very, very near and dear to me.

We have our prayer list officially launched on our workplace group. So it's something that, you know, I believe in prayer. I'm a big prayer warrior. My wife and I pray together every day, every morning, every evening throughout the day. I like to live my life as a prayer. That's one of the things that I actually learned from David Hawkins is that you can actually live your life as a prayer. Your life becomes a prayer to God.

Every decision you make is a prayer. And so the prayer list is there. You can add names to it. I put a couple of rules in there. You know, when you have a public prayer list, it gets a little bit tricky because you don't want to You know, some people are private about their situations. So if you don't want to mention the person's full name, you can just put their first name.

You don't even have to put what the prayer is regarding because God knows, right? So you can just add people to the prayer list. And that's a list that my wife and I pray. In fact, we prayed over the mentorship master's list this morning. We'll be praying over every day. And then all you guys will be praying. and we'll be bathing each other in prayer. So whoever's on that list will be bathed in prayer.

So that's an initiative we kicked off. I see a lot of comments. I'm going to get to these in a minute. But I wanted to mention the book Letting Go. That's our Book of the Month. The lighting is kind of bad right now. But you can see this letting go is the book of the month. And one of the big things I learned, this is about the third or fourth time that I'm

reading the book. And one of the big things that I've finally slatched onto, or latched hold of, is in the book, Dr. Hawkins talks about this idea of surrender. The book is called letting go the pathway to surrender. And I got to tell you, when you surrender, it's the most beautiful thing in the world, you know. So there's a technique that he teaches where he talks about surrendering the fear to God. Okay, this is very important. So whenever, because some of you guys are living in fear, you're living in fear of your greatness. You're living in fear of where you should, where you're, where you're going. Many, many, many, many, many people are afraid of success. They're afraid to reach the higher echelons of success. They're afraid of what they really could

do if they were unleashed. Okay. They're afraid of their ultimate potential. And one of the techniques that David teaches is that when you, when the fear starts to arise within you, what you have to do is you have to surrender the fear or whatever it is to God. The worry, the anxiety, the fear, you surrender it to God as it comes up, as it comes up. So, for example, in my own life, I've got this thing where, you know, I'm trying to hit my 40, you know, because at EXP, the number 40, when you have 40 in your first line, it unlocks, you know, it basically unlocks your seventh level. So I look at it kind of like a game.

It's fine. I'm playing the game. But then when I start getting anxiety about it, I'm like, hey, well, nothing happened this week or like if I have a new event coming up, right? And I haven't had enough people registered to the event. Then I start to have a little anxiety or fear around that. So as soon as I have the thought, you know, the thought comes up, I observe the thought, and then I surrender it to God. I say, God, you know what?

I have a little bit of fear around this, but I'm going to surrender this to you. I'm going to surrender this to you. Oh, look at this. Say hi, Josie. Hi, guys. That's Josie in the background. She just brought me this breakfast or what? This is our first meal of the day.

Mm-hmm. Oh, that's good, y'all. That's watermelon juice, okay? Fresh-squeeze watermelon. So as those fears come up for you, it doesn't matter what the fear is, surrender it to God. I want you to write that down. As the fear comes up, surrender it. As the fear comes up, hand it over.

As the fear comes up, let it go. Okay, so you start thinking, man, I'm about to go on this listing appointment. and they've already listed with two agents before, and I don't know if they'll really like me. You know what? Hold, ho, hold up. Hold up. Wait a minute.

You know what, God? I'm a little bit afraid of going on this appointment. I don't know if they'll like me. I don't know if they'll accept me. But here's what I'm going to do. I'm going to surrender that fear to you and let you deal with it. Okay. So as the thing comes up, surrender it.

It's a great exercise. I've got to tell you, it's really, really worked wonders. So let me see if there's any announcements or anything we need to talk about. And then, because this is really a great time for you and I just to hang out, you know what I'm saying, and bring up any questions or concerns or observations that you guys have. And then right now we're in our study guide, triple my listings. So I'm going to jump right into that after I look at these comments.

Let's see. Yeah, Sabu said, those are you guys that are just now joining us, I was able to share some of my before pictures of me when I was 50 pounds heavier. And they're a little bit risque, so I didn't, I didn't record that. But Sabu says it looks like two of me. Thank you, Sabu. Let me see. All right. So it looks like you guys are ready to get into. the training. So, and by the way, during these calls, I can discuss and share anything that you guys want to learn, okay, anything that you guys want to learn. You know, again, I got to remind you, I took 10 listings a month for 10 years in a row, okay? It just became, it got to the

point where it was just like mundane, okay? And I said, you know, let me go, let me pay it forward, let me teach other people to do what I've done. Okay. So if, if, you know, you know, If there's something you're struggling with, I can help. So let's get right back. Let's get back into triple my listings because the reason I'm having these, first of all, many of you have asked for me to just talk about how to generate more business. So it's the reason why I'm focusing on this topic. And I believe that by the, we might spend the next 12 weeks here.

And who cares? When I was studying the book of John, you know how long? it took us as a Bible group, because I'm a Bible teacher, you know how long it took us to get through the book of John? Three and a half years. Three and a half years. And that's with us studying every single week. It took us three and a half years to get through the book of John. Now that's an incredible book if you haven't read that book. Incredible. If you haven't read it lately. So my objective here is for us to, by the time we're done, we'll have a nice 10 or 12 parts series on lead generation.

And I'll be able to, this is something that you guys will be able to go back and watch over and over again until you're getting to the point where you're doing 10 listings a month or more. Okay. So, David says, for those that have contract questions, there's a Texas contracts class at 1.30. Cool, cool, cool. And I know, I don't know how many of you guys are from tech.

I think we had like five members from Texas. So that would be good for them. We are here to occupy until Jesus comes. Amen to that. All right. Yeah. Okay, cool, cool, cool. I appreciate that, Sonia.

Thank you. Okay. So some of you guys are asking about the... Okay. So if there's anything you guys want to shout out to me, you can unmute yourself and ask a question or just put it in the chat. And I'll be watching the chat. You know what?

I have my glasses around. Remember I debuted my glasses last week? Here they are. Now I'm trying to pretend I don't. I've been wearing these every, I've been rocking these every day, y'all. My glasses, what's up? All right. So I get a little embarrassed to wear them in public.

But truthfully, I've been wearing glasses since I was six years old. I just wear contacts so that nobody knows I wear glasses. But with you guys, I could do this kind of stuff. So last week we were talking about the importance of time blocking for success. There is no way that you can be successful without time blocking. I want you to write this down. Prospecting equals paychecks. Prospecting equals paychecks.

Not prospecting equals poverty. Not prospecting equals poverty. So if you want to be broke, don't lead generate, don't prospect. But if you want to have all the abundance that you can handle, and I got to say this because some of you guys are afraid of abundance, okay? Maybe you've never lived in abundance. You don't know what that feels like. You'd be afraid.

I had a friend of mine, you know, when I paid off my house, he was like, man, I'm afraid to pay off my house. I was like, why would you be afraid to pay off your house? He was like, well, I'm afraid that if I pay off my house, I'll get lazy. Okay. If you're lazy, you're lazy. You know, paying off your house and going to do nothing for that. You know, the fact that my house is paid off doesn't mean I don't get up and do what I have to do with the mission that I was put on earth to do.

I was not put on earth with a mission of having to make a mortgage payment every month. Okay. That's just something that came up and I took care of it, got rid of that. Okay, so I can now focus on. Because here's the thing, this is the reason why I want you guys to be debt-free. If you're not debt-free, if you don't have abundance, write this down. If you don't have abundance, lack will dictate your choices. Okay.

If you don't have abundance, lack will dictate your choices. And a lot of you guys are making choices in your life based on lack. It's because you don't have enough, right? So just imagine, if you had $10 million in the bank right now, what would you be doing? Okay. And it's it's for me what I do right now is this is what I what I would do at any time, you know, and that's that's the beauty of being debt free not having any debt. That's something that anybody can do. If you don't believe it, just check out Dave Ramsey. I mean, he's helped millions of people to get out of debt. So, so we talked about this, that time blocking for success,

the four stage lead life cycle. We talked about that last week. Go back. and look at that because there is a four-stage lead life cycle and most high Ds that I coach only like to do the first two steps and the magic happens in the middle. So go back to our previous coaching training to talk where I go in depth with that. So as we move on, now we're in page 12 and we're talking about handling objections, okay? Handling objections. So first thing I want to ask you is what is an objection, okay?

What is an objection? Those of you that have done your homework. Because many times, the reason I ask this is because many times I find that my students are afraid of objections. They don't want to hear objections. and they're afraid that they won't know how to answer objections. So what is an objection? That's right.

An objection is an opportunity. That's all it is. Okay, write that down. If you're in the book, we're on page 12, going into page 13. Okay. So when people ask questions like this, you know, hey, I like what you have to offer, but man, I haven't seen any of your signs in the neighborhood. Okay.

Have you sold a house in my name? neighborhood lately. Your fees seem, and this is what I used to hear all the time, you know, your fees seem a lot higher than the other agents I've interviewed. You know, so remember, guys, an objection is an opportunity. One time my wife and I were, we had gone to the mall and she wanted to buy a purse, right? So she's there and she's looking at all these purses and she finally finds one that she really, really likes and I'm doing the husband thing you know checking my emails and doing all kinds of

stuff you know giving her a nod or a grunt here and there when I when she asked me a question so I'm doing the husband thing she's she's shopping for a purse and so finally she she after all this time she finds a purse she wants and it's the purse she wants period so I'm watching this happen and I'm like man I'm ready to go you know what I'm saying so I'm like let's get the card out let's swipe let's swipe and roll that's how I like to shop you know swipe and roll Whoa. So, you know, in fact, like one of the guys that used to work in a department store told me, he says, you know, Nali, he said, women come to shop, men come to buy. So, so it was time for her to check out, right? And so she had the credit card in her hand. And right when she was about to swipe it, she asked a question. Well, does this come in this other color? And the guy, and the lady answered her question. And then she was about to swipe again. okay well what's your return policy and i was like crap could you just swipe so we can get out of here you know but every time i noticed this happened about three or four times every time that she was about

to swipe she had a question before she swip and you know it got me to thinking ultimately she made the purchase but it got me to thinking you know people they are afraid of commitment okay so the reason that people will hit you up with with an objection, okay, or really it's a question, but we look at it as an objection because it's, sometimes we take it personal, which we shouldn't, but sometimes we do. The reason why people have these questions and these objections is because they're afraid of getting trapped. They're afraid of being duped. They're afraid of getting hooked. People don't like to be sold, but they love to buy.

Let me say it again. It's very important for you to understand. This is psychology of sales. People don't like to be sold, but they love to buy. People love to buy. Okay. I got to tell you, especially in these United States of America, people love to buy, right? but they don't like to be sold.

And so objections come in and you just have to handle the objection. Now, a lot of times what happens, guys, and I've seen this happen with agents, even seasoned agents, is when an objection is thrown at them, they get thrown off guard. And what happens is, this is very important for you guys to understand psychologically. See, when you're doing business with someone, when you're sitting in front of them and you're trying to get them to do the right thing to list with you, okay? What's happening is an exchange of energy. They're feeding off your energy and you're feeding off theirs.

It's an exchange of energy. That's exactly what's happening. So when a lot of times what happens when someone throws an objection to you, your energy changes, okay, depending on how you take that objection. And that's the reason why the letting go technique is so powerful. Because you now have a tool to where you don't have to take things personally. When someone asks a question, you don't have to take it personally, right? You don't have to take it like an attack on yourself.

Okay. So what happens when the energy changes, the whole dynamic of your relationship begins to shift. and what happens is I've seen a lot of people do it they start to back pedal away from the sale and they lose the deal they lose the sale because they don't have the confidence

right so when someone asked you a question you should confidently answer that question that's the reason why scripts are so important if you've got my book successful listings which you should have I've got 95 scripts in there that will help you scripts are everywhere a lot of people don't like scripts

I've talked to many, many an agent. Oh, I don't like scripts. I hate scripts. I hate scripts, right? Well, I got news for you. Your life is a script. I was doing a seminar one time, and it was a three-hour seminar, you know.

And from start to finish, I'm running my mouth the whole time. There's Q&A time, but more or less, I'm running my mouth. And this guy comes up to me afterward. He says, man, how much of that of what you're teaching as a script? like, you know, me training, I was like, crap, I never really thought about it.

But the whole thing is a script. It's like a three-hour script that I do. Scripts are very, very important. We'll talk about scripts in another meetup, but scripts are super important for you guys to understand because scripts will help you overcome objections, okay? And if there's an objection that you don't know the answer to, there's no shame, you know? You just don't know. You have to go find out the answer.

Just tell them, hey, you know, I don't know the answer to that, but don't let your energy change. You say, hey, you know what, I don't know the answer to that question, but I'll find that out and I'll get back with you. You know, many of you guys, when you were asking me questions about joining mentorship masters, I had to get back with you with the answer. Okay, many of the answers I knew. But, you know, you study the craft, study the game, know the game so that you can play the game at a high level, but don't feel like you have to know it all, okay, in order to play. Yeah, so Sabauss says an objection. means that usually means they want more information and objections and opportunities. So, but most people, guys, when they look at an objection, they look at rejection.

Okay. When they look at an objection, they think rejection. An objection is not rejection. If a person doesn't want to do business with you, they wouldn't have any questions. Okay. If the fact that they're asking questions means that they're interested, right? So somebody, if I'm walking in the mall, somebody says, hey, and I'm looking at a leather bag, or something like that and and and the guy says hey do you have any question now my first answer

is going to be no i don't have any right but then if i start asking questions like hey do you do you do you have this in this other color or do you that means i'm interested okay so that's all all objections are and people are trained to to people are trained to object right because think about it when you're listing a house you're asking them to trust you with their life savings. Okay, write that down. When you're listing a house, you're asking someone to trust you with their life savings. Well, thanks so much for tuning into this episode of the Success With Listings podcast. If you are serious about taking your real estate career to the highest heights, making more money and helping more clients while working less hours and spending more time with

your family, be sure to get your copy of my free book, triple my listing. Absolutely free at Successwithlistings.com. Now you want to be sure that you subscribe to the podcast and check out success with listings.com to get your copy of my free book. Hey, I'll see you on the next one.