<\/p>\n Initially, she began prospecting because the only cost was her time. Now, she does it because the rewards for \u201cjust talking to people\u201d are too great to pass up.<\/p>\n \u201cI’ve been averaging this year about eight [listings] myself. And I’m really, really excited because I now have five agents under me, and they will be taking 10 listings a month. And then, coupled with my 10 listings, we should be taking 20 listings. On average, combined with myself and the agents, we\u2019re probably more [like] 14 or 15 listings a month [right now]. And that’s just gonna keep increasing,\u201d says Walker.<\/p>\n This week on The Walkthrough\u2122<\/a>, Monique breaks down her tried-and-true method of prospecting and offers four tips on how to get a listing every day-and-a-half by simply making 30 calls a day.<\/p>\n Walker adheres to a strict schedule and always begins her day by prospecting at 8:00 am. She calls this her \u201cgolden hour\u201d because she says she gets the most listing appointments between 8:00 am and 8:30 am.<\/p>\n \u201cDon’t show properties, don’t go on listing appointments, don’t run CMAs. You’re just talking to people. It’s outbound calls, outbound conversations, and then in the afternoon, you see the people. So, whether you’re previewing property, whether you’re going on listing appointments, whether you’re showing property, that’s for the afternoon.\u201d<\/p>\n Using Mojo Dialer<\/a> and an app called Landvoice<\/a>, Walker always begins by dividing the first hour between calling expired and canceled listings. She says most of the time, people with expired listings aren\u2019t even aware that their home\u2019s listing has expired, and she wants to be one of the first calls they receive. In her second hour, she calls probate listings and does lead follow-ups. Then her third hour consists of calls to her database \u2013 past clients and her sphere of influence.<\/p>\n \u201c70% of my business and anybody’s business is typically gonna come from lead follow-up,\u201d says Walker. \u201cYou might not set that appointment on the first call or the second, but typically, the more touches you have with them on that lead follow-up, you’re gonna increase the conversion rate. And then, after I call all of those people that I don’t know, then I call people that I do know. So, it’s usually about from 10:00 to 11:00, I’ll focus on my database, my past clients, and my sphere of influence. And that three hours goes by like this. It goes by so fast.\u201d<\/p>\n Walker recommends tracking the number of calls you make to monitor your own success. Tracking also provides a benchmark for setting new goals.<\/p>\n \u201c<\/b>I’m as far from a numbers person as I could be,\u201d says Walker, \u201cbut I love it. I love it so much because it works. And I know that there’s a direct correlation between the number of people I’m talking to and the number of transactions we close.\u201d<\/p>\n Walker says that she always stands up while making calls and encourages her team to do so, too. She says it not only makes a huge difference in your tone and enthusiasm, but it also elicits energy, which the person on the other end of the line can sense.<\/p>\n \u201cIf you stand up and if you smile, that person can hear you. And people wanna work with people that are enthusiastic, positive, and have energy to their voice. A lot of the agents I see sit down, and it makes a really big difference. So, you wanna keep your energy up, and a good way to do that is A, standing up, and B, smile,\u201d says Walker.<\/p>\n If you\u2019re still not convinced, and perhaps saying to yourself, \u201c30 calls? 8:00 am? Who\u2019s picking up the phone at that hour?\u201d<\/p>\n Walker says you\u2019d be surprised.<\/p>\n \u201cI’m flabbergasted myself because I’m not gonna pick up my phone, either. But what I found is that people that are motivated, especially if it’s an expired or canceled listing, they pick up the phone. It is the craziest thing. And they will talk to you. And if you find people that genuinely have to do something, and you make that connection right away, they’re gonna stay on the phone with you.\u201d<\/p>\n Of course, knowing what to say is a huge part of prospecting, and Walker has relied on scripts created by her coach, Mike Ferry, over the years, which she says she has now internalized. And with her \u201cKarate Kid\u201d mentality, even when she gets a \u201cno thank you,\u201d Walker sees rejection as an opportunity to make another call because eventually, she knows that someone is going to say \u201cyes.\u201d<\/p>\n![\"\"](\"https:\/\/www.homelight.com\/blog\/wp-content\/uploads\/2022\/08\/MoniqueW96-FBLI-1-775x407.png\")
<\/a><\/p>\nTip #1: Start early<\/h2>\n
Tip #2: Stick to a specific schedule<\/h2>\n
Tip #3: Track every call you make<\/h2>\n
Tip #4: Stand up while you prospect<\/h2>\n