Quick thought from our Business vs Brand workshop that's still on my mind. Buyers and sellers now know the house before we do. I put an offer in last week for a buyer on a home I had never seen. They found it, walked it, and called me. That gap in information we used to own is gone. So what are we actually selling? Trust, negotiation, and knowing the transaction front to back. Nobody can Google that part. The business is the service. The brand is how people feel about it. And how much you can charge tracks pretty closely with how strong that brand is. Question for you: if a stranger described you in three words, what would you want them to say? We went deeper on this in the free Thursday workshop called Business vs. Brand. That replay is in the Thursday Replay classroom if you need a refresher.

Most agents lose listing opportunities before they ever arrive at the seller’s home. Why? They present too much, answer every question, give away their entire process, and end the call with: “Let me know.” That is not a sales process. That is how you create ghosting. The purpose of the first call is simple: 1. Build quick rapport 2. Remove time anxiety 3. Find out why they called you 4. Determine whether you are the Desired agent or the Dope they are calling for information 5. Book the next step Use these five questions: 1. Rapport “How’s your week going so far?” 2. Time anxiety “It sounds like you’re as busy as I am. This should only take about 10 minutes. Is now still okay?” 3. Why me? “There are hundreds of agents around here. What made you call me?” 4. Past behavior “Have you bought or sold before? How did you end up choosing the agent you used?” 5. Decision readiness “If how I work makes sense for you, would you be comfortable making a decision at our appointment?” Then score the call: - 3 to 4 positive signals: You are probably the Desired agent. Prepare and fight for the appointment. - 2 signals: Maybe. Proceed, but verify. - 0 to 1 signals: You are probably the Dope. Do not sacrifice your schedule just to provide free consulting. And never end with “I’ll follow up.” BAMFAM it: “I’m available Thursday at 2:00 or Friday at 10:00. Which works better?” Then send your “How We Work” video immediately. Practice this until it becomes automatic. Scripts do not create robotic agents. Unpracticed agents do. The full Week 19 replay, workbook exercises, call log, roleplay prompts, and slide deck are now available inside the Level 2+3 Classroom: 👉🏼 HERE The Level 2+3 Classroom is available for a one-time fee and includes: ✅ Level 2 and Level 3 workbooks ✅ A 1:1 coaching call with me ✅ On-demand training for Levels 2 and 3 ✅ Replays like this one Stop winging the first call. Build the framework, practice it, and use it this week.

https://www.skool.com/live/2ttVswCXFxS

Tomorrow, Thursday, September 17 at 12 PM ET, we’re building your Dream Client List! 🎯 Go to the Calendar tab and save the event now. Who’s joining us live? 🙌

Hi, I'm Karen, a realtor in NY, moved to Florida a year ago and will start the process of getting licensed in Florida next month.