No Broke Months For Salespeople - Make Follow-Up Fun Again

Episode Date: June 15, 2023

"Sara Delansig is the Owner of The Inside Sales Agency & a licensed Realtor with eXp Realty in the greater Seattle area. She got into real estate to have control over her career, have a flexible schedule, help others & give her family a better future, eXp allows her to do exactly that.In this week's Mastermind, Sara will talk about how you can Make Follow-Up Fun Again!"--To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 5-Day Listing Challenge.You will learn how to find YOUR Way to having closings every month.www.5daylistingchallenge.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/thecpicommunity/ To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

Believe it, believe it, believe it. Be authentic, don't be salesy. Be honest and provide value. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating

if you aren't making the money you deserve. So if you're ready to end the stressful cycle of working hard for no results then get started with a proven step-by-step system so that every month is no broke months make follow-up fun again sarah de lancig is the owner of the inside sales agency and a licensed realtor with exp realty in the greater Seattle area. She got into real estate to have control over her career, have a flexible schedule, help others and give her family a better future. EXP allows her to do exactly that. In this week's Mastermind,

Sa will talk about how you can make follow-up fun again. My name is Dan Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. So Sarah, make follow-up fun again. Tell us more. Okay, so my name is Sarah DeLansig. I am the owner and CEO of a boutique ISA company called the Inside Sales Agency. And I love to talk about follow-up because I make over a hundred calls a day. Yesterday, I set up two in-person listing appointments, had three requests for

market updates, and I also had one live transfer that turned into a listing appointment as well. So every day I'm pounding the phones, grinding on it and doing what I can. So just so you have a little bit of confidence in what I am going to tell you, I'll give you a background on myself. So I used to run an ISA, OSA team. So anybody that doesn't know what ISA or OSA is, it's inside sales agents, which basically like people that just make phone calls and try to connect either well in real estate, real estate agents with the people that want to talk to the real estate agents. So we dig through your database and find the gold in there and then say, Hey, this is somebody that you need to talk to and help set

appointments and just help find whoever's ready to work a transaction with you. So I did that for a long time, but it wasn't for what I do now. It was I sold real estate coaching and I did it for two and a half years until I eventually left. I got my license and I became a real estate assistant and learned a lot through that process. But then I was like, I don't want to go sell real estate on my own. So I tried that for a minute. It was about a year and a half ago. And it was just not for me,

because I like the daily winds of phone calls. And I felt like that was a lot more my speed. It was a lot better work-life balance. Real estate agents, we all have to work 24-7, it seems like sometimes, until we get some idea of how to balance our lives. So, um, so I decided I, I found a niche in going to trainings like this one that a lot of people didn't know how to follow up with their leads, especially real estate agents. And there was a huge need for it because it was all being outsourced or turned to AI. And so that's where, um, it was originally for the need to stay in the business, the money that I needed to pay the NAR dues and the MLS dues and the e-key fees and all the fees that we have to

pay. And then I just realized that I love this a little bit more than I love selling real estate. So I decided to stick with this and I still, you know, have referral. I have my license for referrals and recruiting and stuff like that. My focus is on helping other agents improve what they're doing. So I just did an ISA series. So I explained like what an ISA is, when you should hire an ISA, what to look for in an ISA, all of these things that is airing through the eXp Level Up YouTube series. It's also on their learning pathways for the team leader edition, which will be coming out later this year.

And then I was also a speaker at the eXp shareholders event. So that's kind of my background. But yeah, so let me go through these. So the first one I have here is fear of rejection. A lot of people have a hard time because they're afraid of being rejected. Like I just said, I didn't like, it was hard for me to recruit when I was a new agent because I felt, oh, I'm not sure. I don't want my peers to reject me. And it felt like when they were saying no to me or having a conversation about my brokerage or whatever the case may be, it felt like they were saying no to me. And that was personal to me. Yes, I called for other real estate agents. So you might say, and somebody has said to me on this exact call that I did for Agent Power Huddle, they said, well, Sarah, you call for other real estate agents, so they're not rejecting you.

So I said, well, actually, I've called not only for other real estate agents, I call for myself, I do this myself. So there's ways to overcome these things. So we'll just go through this list of all the things that hold us back. And then I'm going to go through some things that'll help you with it, right? So the next one is getting negative feedback. Some people cuss you out. Some people are like, I'm going to report you. I had somebody the other day, you know, they were like telling me, take me off your list. I didn't, I didn't sign up for this. I don't know why you keep calling. You've called me eight times and I hadn't, but you know, they just, they want to tell you that. And they're, they're like, if you do this again, I'll report you, you know? So in those cases, it's, it's scary,

but you just have to be honest with them. You just have to let them know it's okay. Like, I'm sorry. I didn't realize I won't bother you again. Don't worry. And you can point them in the directions to help stop it. So sometimes I tell them, Hey, if you reply, stop to these text messages, or if you just pick up the phone and say, take me off your list, then it has to be done, you know. And then you can also tell them where to go to get them on the do not call registry. So lack of confidence, you know, right. Not knowing what to say, you know, lack of confidence, just unsure about how to do it. Right. That's another one. You're uncomfortable.

You don't know where to take it. That's all another really good one. You don't have a script. This is something that was huge for me when I first started calling for real estate coaching. I've always been a very outgoing person. And when I got into real estate coaching sales, we had to make calls every day, like clockwork.

And I was surrounded by these teenage guys that did it really, really well. And they sounded amazing on the phone. And I was intimidated by it. But I was consistently sending more appointments than them. And I, every day on the way to work, I would practice exactly what I was going to say. Hey, this is Sarah with such and such coaching company. We have a really exciting real estate, real estate training event coming up in your area. Would you like to hear more about it? And I would practice and practice and practice how I would say, you know, when they say, oh yeah,

tell me more about it. Then we would shift into, would you like a coaching call? Right? So I'm not a scripted person. I would get constantly told all the time. You don't sound scripted. That's why I set up this appointment or that's why I listened to you. Or I normally hang up on people like this. I was scripted. I practiced it, but I was authentic. So it didn't come across that way. So another one, time management, the inability to focus. This is a huge one in our industry. I don't know if you noticed, but a lot of us are ADHD, like in real estate. I think it's something that we get into because there's not all the parameters on us. And so sometimes we just can't focus. Sometimes we have dogs barking in the background or kids crying or

like my dogs are doing right now. I don't know if you can hear it, but it happens. Life happens, right? So sometimes it takes our focus. We have to find ways around it. Hey there, it's Dan. Excuse me for interrupting my own show. I just wanted to do so because I wanted to share with you, I was having a conversation with one of my buyer's agents, Lucia, the other day. And she was sharing with me, she had a client that wrote an offer in today's market on 12 different homes. and she did actually end up getting the last offer accepted so they didn't go and rent but maybe right now you may be in that same situation and maybe you in that same situation they did end up renting and i know that that can

be like that can just suck well let me tell you since, there hasn't been a single month that I've missed a closing in real estate sales on an average of 10. And I want to share with you in the last one year, I've taken 79 listings by attending 93 listing appointments. I don't say that to brag. I say that to share with you that I know how to take listings in today's market. And I want to invite you if you want to learn how to take listings in today's market to join me at the five day listing challenge coming up. You can visit www.fivedaylistingchallenge.com and learn how to take listings in today's market without having a cold call, door knock or beg. That's www.fivedaylistingchallenge.com. Now back to the most awesome real estate show ever, CPI Real Estate Podcast. Our environment, like I just mentioned, the way that we're approaching it,

whatever's in our mindset, those are all things that can keep us from calling our leads and following up with them. So how can you overcome what holds you back? Number one thing that you have to do is set goals for yourself. Now, saying that they don't like the word goals, they like commitments. You can call it what you want. I think that's good. Commitments are really good. Something that we had to do as ISAs is we had to commit to a certain number of calls with a certain number of appointments set. And we couldn't give up until we did that. So those are things that you kind of have to put into real estate, too, if you really want to be successful.

So setting goals, setting commitments, and then having the mindset to go after it until it gets done. That's one thing that can help you overcome some of these fears. Visualizing success. This is something I learned. I don't know if it was from Tony Robbins. It was at one of the conferences that we were at. It was like taking five really big, deep breaths, exaggerated deep breaths in and out five times. And you count it out.

And then you envision what you want three appointments that you envision, you know, a great conversation, you envision people picking up the phone, whatever you want the outcome to be. And I and I'm not saying like, okay, this is some kind of magic that's gonna make this all happen. But it is putting you in the mindset of people will answer and people will pick up the phone and talk to me and all of that. If you are going into it with a negative mindset, then that's what you're going to get. To be honest with you, if you're going, I don't want to do this. Oh my God, I got to make calls again. Oh, this is so awful. You're going to not focus. You're going to be slow. You're going to try to get out of it. You're going to

be hoping that they don't answer the phone or that they just hang up on you. And then you're not going to get the success. So that's really what happens. You'll give up too soon. And there's things that you'd be surprised if you just tweak it a little bit here or there, then that person who just told you, I'm just looking, or I'm just browsing, you know, some people give up right there, but there's an opportunity there. That's awesome. I totally get it. A lot of people that are on our website, looking at homes, aren't ready to buy yet. However, since you already gave us your information and your email address, would it be helpful if we sent you monthly market updates for the area that you were looking in so that you can keep your finger on the pulse of what's happening in

that market? So when you are ready, you'll know who to go to. That is something that we do daily because we hear, I'm just looking, I'm not ready, waiting for the market to crash every single day, right? But we can flip it and then we have those people in our follow-up still because they've agreed to it. Now we can ask them, are you getting that okay? Is the plan still to buy later on or are you thinking about buying now? There's all these ways that we can continue to follow. I learned a lot of this from Dan. You might not know.

You might not know that I had learned a lot of this from Dan, like you might not have known. This is all from the CPI community that I wrote about, you know, why I got into real estate to give my family a better future. And this is all right in front of me every day, which is part of positive self-talk. So this is stuff that I need to see. This is, this is what motivates me. And it came from Dan's program and the things that he was teaching me around this time last year. So thank you for that. Setting the stage. This is something that I think a lot of people don't do. A lot of agents don't have an area that they can make calls in that is free of clutter, that has good music pumping so that they got their heart rate up, so that they're excited, so that they're

motivated. They might have it dark in there. You want it light. You want it bright. You want it going so that you can get those positive juices blowing. So you got to make sure that you set the stage and have the right environment for what you're doing. So that is another one. Accountability partners. These are people, there's calls for this. There's coaching for this. Your coach can do this. I'm sure there's people in your brokerage, wherever you're at. An accountability partner is going to help you to stick with what you say you're going to do. I think it's pretty self-explanatory, but I think it's also a crucial factor in helping you overcome some of this stuff if you are afraid of making calls. You already know 87% of all real estate agents fail in this business.

And you also know it doesn't have to be that way. If you're a real estate agent and you're looking for consistent and predictable income, I invite for you to get your free copy of Real Estate Evolution, The 10-Step Guide to CPI, Consistent and Predictable Income for Real Estate Evolution, the 10-step guide to CPI, consistent and predictable income for real estate agents. And you can do so when you visit www.therealestateevolution.com. I'll share with you your book that I authored to show you the way. And it's free. You just have to pay for the shipping. Thanks. Role-playing calls. I don't know anybody that is excited to go to role-playing calls. Okay. Even when they're good at it. Right. So I am, I asked my team to do this and none of them wanted to do it at first. And you would be surprised that they actually started to really

crave that because they found that they were good and they were learning things. And you would be surprised that they actually started to really crave that because they found that they were good and they were learning things. And then when they would run into these real objections in the real world, they knew how to handle it. And so role-playing calls sound scary. They can be intimidating, but nobody's judging you. And you sometimes you need that practice. So just like I would practice my script, you know, on the way to work every day, it also is helpful when somebody is giving you some kind of objection back so that you can learn how to handle the objection. So I would highly recommend looking into role-playing calls if you are not doing that, if you want some help. And then, like I said, remember your why.

Well, there's my why right there in front of me every day. I do this because look, I have an amazing life. I get to go to real estate events and meet people like Dan and I work the hours I wanna work. I do what I wanna do. Like I'm super happy with my life. I have a great work-life balance. I do what I want. And it's all because I also made commitments

and I stuck to them. So that is my why and I stick to it. All right, have fun. This is a big one because this is what it's about. All right, so let's get into how to have fun with it. So these were the games that we used to play. This can either be for solo agents. Some of these can be work for solo agents.

Some of them can work if you're doing it in a team. Accountability partners, you go in a Zoom room together. I mean, most real estate agents have their own Zoom now. You can go in a room and you can all be in there, open up a breakout room. So you can share calls. I know Dan, you do this. You share calls so people can hear you. That's how I learned how to be the number one salesperson at every job I ever worked at, was listening to the top people and tweaking it and making it my own. So the first one is called the candy jar. And this is a statistics thing. It's like every time you get a no, you put a piece of candy or it could be money into a jar. And you know that by the time that thing is filling up, you're going to get a yes, because statistically, you know, you get 10 no's and then you get one yes. So it's kind of

like motivating for mindset wise that you see the candy jar filling up and then, you know, okay, well, I've gotten 10 no's. So now a yes has to be coming statistically, right? It has to be real because it's statistic. So that is one that a solo agent or anybody on a team can do. KPI rewards. So this is a really cool one. I have a friend who owns a brokerage up in Michigan, a really big brokerage. And every year they give away a fully loaded BMW to the person who sets the most appointments. And so that's motivating. I don't know if you guys are competitive, but I am highly competitive and a lot of real estate agents are. So I like to be the best and I like to keep track of that,

track my KPIs. And on my team, you know, I try to give bonuses, you know, track of who made the most calls per hour and who set the most appointments. Those are all things that we, we want to encourage and bonus whenever we can. KPI rewards is a fun one. Ring that bell. It works in an office, but if you're virtual it on zoom it can still work but it's basically like play some sound that means I set an appointment and that way the people that are around you hear it and they go it's possible because a lot of you might not think it's possible right now in this market when you hear other people setting appointments you get motivated and you know that you can do it and then you try harder and then you will do it. That is what ring that bell is. The word game. Okay, this is a really fun one. Well,

it doesn't have to be done with people, but it's best in an environment where you have people in there. Basically, sometimes we get bored with cold calls and our team would be like, how about if we have to say a certain word on the call when somebody picks up the phone and you had to say the word, no matter what, now it wasn't anything nasty. It wasn't anything like that. It was just something like Hogwarts. It's a lot of fun though, because you want to listen to the person when they get on the phone and you're like, can they do it? Are they going to say, and they feel the pressure. And then if they don't do it, then they have to buy coffee for everyone. See? So I thought it was fun. So that's the word game. All right. Now you're really not going to like with this one, Dan accent improv. So this is

another one we called, we would call all over the country. So when I would call Texas, they always answered the phone. They were the nicest people. And they always had a little twang in the way they spoke. They had an accent to me, right? And I absolutely loved it. So real estate agents, if you're calling for yourself, I would not recommend this because then you're going to have to pull off the whole, the accent the entire time throughout the whole transaction. But if you're, if you're cold calling or something like that for someone else or anything like that, or if you're an ISA listening to this, I don't think it hurts when you're setting appointments to have a little fun with a little accent, whether it's Boston or, you know, Texas or whatever. So that's a, that's another one

that you can do. You could try to try an accent and see what happens. Okay. This is my favorite one. So prospecting bingo can be done whether you're on a team, whether you're not on a team, and you can adjust it based on what you're hearing as far as objections. Sarah, you're freaking amazing. If you were to leave us with one word of wisdom that you'd like to impart from your experience

in making the conversion fun, what would you share with us? I mean, there's so much, but I would say that it's mindset, first of all. Believe it, believe it, believe it. Be authentic, don't be salesy. Be honest and provide value. People will connect with you.

Every agent is different and you need to convey that to people. Don't try to be someone else. I'm not trying to be Dan. Dan's not trying to be me. We are different and people are attracted to our, you know, personality for different reasons. And we have different skill sets. So you guys have that too. Just convey that, convey that, convey that. And people will flock to you if you're honest and authentic and all that and consistent.

You're awesome, Sarah. So before we leave, I want to let everybody here know, thank you for, I'm so grateful that you're here. I'm happy that you're here. You belong. I love every one of you. You are significant and you're part of a meaningful intention within this industry, which is to raise up the bar of real estate agents,

our collective consciousness. That's what I'm here to be able to help you to do. All right. I'll see you guys. Thank you so much. Until next Friday, have the best day of your life. Be grateful. Make good choices. Go help somebody and go find a listing. God bless you guys. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be grateful,

make good choices, help someone, have the best day of your life, and you'll find a listing. of Greetings Virginia. I am so excited to introduce my next guest, Dan Rochon. He reads, he writes, he does improv. A frequent speaker and often quoted about the real estate market. I'm going to bring on a guy that is a winner. We had some really cool conversations before going live with this show. We have Dan Rochon. So I'm going to encourage for you to think big. I'm going to encourage you to think big and then multiply it by two and then take huge action. Because whatever you want, you're only five years away from that.