Consistency and Persistence are the Name of the Game

Sep 16, 2010 5:52:35 AM

By Alexis MacIntyre, Director of KWU at Keller Williams Realty International in Austin, Texas

Every morning, Jeff Quintin, of Prudential Fox and Roach Realtors in Ocean City, NJ, comes into work and immediately starts working the expired listings list. Every day, from 9am to 1pm. In fact, Jeff has only missed one day of prospecting since 2001. Jeff uses a script. He doesn’t deviate from it because, well, it works. He makes that personal contact and captures their email address. And then he persistently follows up.

At six scheduled slots during the week, David Hill, Keller Williams, Worcester, MA, makes his FSBO calls. He gets his lead lists and starts dialing. He uses a script because, well, it works. Every Monday, at 5 p.m. he persistently follows up with each of his FSBO leads.

Every Sunday, Sharon Ketko and Lance McGregor, Keller Williams, Plano, TX host a six to seven home “open house tour.” They pick the homes every Wednesday. They put signs in the yard every Thursday. They email their database every Friday at 12 pm. They capture the leads using a script because well, it works. Every Monday morning, they review all their leads and plan for their persistent follow-up.

What’s the moral of these three stories? It’s not about the source of the lead. It’s about the methodology.As Gary said, “Agents may have a good business, but they won’t see greatness until they are willing to be systematic.” Consistency and persistence are the name of the game. Clearly, this group gets that at a high level – between them they have closed 312 units with a closed volume of 109.4 million dollars.