I thought I would share a business story with you this morning...
I spoke with a client last week who needed help increasing her income.
She has 2 brand new agents on her team, paid on a 50/50 split, cold-calling homeowners (expireds and just sold) and top-of-funnel buyer leads from Facebook and Google Pay-Per-Click.
She asked me, “Frank, we’re not getting the listing appointments we need. Business is slow. What should we do?”
I pulled up our system: https://www.getvyral.
Here are the results:
#1: PASS—She’s doing a great job adding people to her list through cold calls and internet leads. They add 5-10 people to their database every day with consent.
#2: PASS - She's doing the entire Vyral Marketing plan to stay in touch and articulate market competence. Videos, postcards, retargeting, social media - the works. Her brand is strong. They passed a full audit.
#3: FAIL - No one was calling her database to set appointments!
Since her database has the relationship with her (and not her agents), she didn’t think it would be a good idea for her agents to call them. “I need to call my database since they know me,” she said.
I disagreed and gave her agents this script for her past clients, sphere, recent website visitors, and all people clicking her video email links.
“John - I work for Mary. I think you know her. She is a real estate broker here in Franklin. She asked me to call and offer you a free home buyer or selling strategy call if you’re thinking about making a move this year to plan it right, given the tariffs and recent spike in interest rates. Would you like me to schedule a time to speak with her?”
Check out these results...
Her agents booked 5 phone appointments for her this week, of which 2 signed listing contracts totaling $1.6 million in volume (potentially $48,000 in commissions).
She simply spoke with the homeowners on the phone to close the deal and handed the client back to her agents to work with day-to-day.
The lesson here is that if your agents struggle to get appointments from strangers, have them call your database on your behalf instead. Just use a version of the script I wrote you above.
"Thank you, Frank!" she texted me.
