Coach Robby T. Tells Us How He's Getting Listings on Listings

Robby Trefethren is a coach and lead geek at Hatch Coaching, a realtor, and Fello user. He's also participating in our 30 Day Listing Challenge, and when we heard he had scheduled 9 listing appointments within the first 7 days, we knew he should share his strategy with the whole Challenge group.

Watch the webinar now, or scroll to see some of the highlights:

Listings by the Numbers

In 7 days, Robby put in about 5 hours of work, made 50 calls, sent 25 emails and 20 texts, talked to 23 people (19 were not interested), set 9 appointments (10 total in the hopper), and discovered 3 bought and sold in the last few months with someone else. 

He also sent 25 emails, dropped 23 voicemails, sent 20 texts, and created 4 follow-up tasks. 

All of this was accomplished in less than 1 hour per day.

Make Sure Your Calls Count

Everyone in the Challenge — and every listing agent every day — is counting their calls.

"How many calls did you make?" "How many people did you talk to?"

But what's more important than how many calls you're making is making sure the calls were worth it. For Robby, the average talk time on the calls where he made a listing appointment was 18 minutes. That's 17 minutes and 30 seconds before he set the appointment or brought up the idea of meeting in person. That's 17 minutes and 30 seconds of actively listening and learning about about the seller. Like Jeff Glover said in his webinar, "ask great questions in a methodical order." That's 17 minutes and 30 seconds of asking great questions to learn more about the seller's motivations, wants, needs, concerns, family, etc. Before you schedule that appointment. 

Don't Overcomplicate It

Robby started with the the most active leads, then switched to the most recent leads, and gradually worked to the oldest leads. And he realized the older leads were really good, too. Moreover, a conversation with someone who requested a cash offer 3 months ago was no different than someone who made the request yesterday. Both can have good outcomes. 

Regardless of the timeframe, the people who have been checking their home values, requested a CMA, or requested cash offer are interested and raising their hands. 

It's about identifying and segmenting those leads in your database and working through that list methodically. Contacting them. Crossing them off the list. Tagging them. Moving on to the next lead.

BTW...

You can still join the #30DayListingChallenge (you can join at any time!) to get access to every strategy class with Ryan or the Fello Customer Success Team, every live webinar, playbooks, scorecards, and more.