Managing Expectations Through Effective Communication: Setting Real Estate Goals

Hey, what’s going on everyone? Matt Milia here, and I want to talk a lot about our ability to communicate and setting real estate goals. 

No matter what you do, no matter how you go about doing it, if you are going to hire an inside sales associate, it is absolutely imperative that you communicate every single day. No matter what. Communication is key. Without having the communication, you’re going to find that your ISA is never going to know what winning is.

Success really is defined by having the communication, making sure that the expectations are known, making sure that your ISA is going to be fully committed to your growth, and the growth of your business is 100% linked to your marketplace. So you just have to understand that you’ve got to know your market inside and out. If you don’t know your market inside and out, now is the time to really invest in learning in it.


Setting Real Estate Goals: The Breakdown


So let me give an example, all right? If you got a 100 leads a month, and within those 100 leads you’ve got your ISA calling through those leads, and out of those 100 leads you’re hoping for 20 appointments. That means that you’ve got to have, out of the 100 leads that you have, there needs to be realistically at least 20 good telephone numbers. So with there being 20 good telephone numbers, that means for your ISA to have 20 appointments, they would literally have to have a 100% conversion rate. So literally out of 100 leads, and you’re expecting 20 appointments, it’s going to be a challenge to say that we’d be able to hit that number. Realistically, even the best closers in the industry, it takes at least four to five conversations in order to close somebody.

Essentially what you’re saying is — they would have to get ahold of all 100 people, and out of all those 100 people, they’re going to get an appointment, and out of let’s say if they have a four to one conversation to appointment ratio, they get four conversations for every one appointment, then you’re going to end up getting yourself 20 face-to-face appointments.

First Step to Massive Productivity: Start Creating Culture With A Daily Huddle

I get asked all the time… “What’s the key to real estate productivity?”

If you would have asked me 3-4-5 years ago… I probably would have had an answer.

But today…

The First Key To Real Estate Productivity: The Team Huddle


I am involved in three different team huddles every day. One huddle is with Al Stasek, my partner here at Appointments Today.

This is a breakdown of exactly what we do in our huddles…


1. Good News

The first thing we’ll cover is our good news…

It’s a dedicated time during the work day to focus on positivity. This could be anything from personal good news, things you got done over the weekend that, goals that you’ve set and completed, going to eat at a favorite restaurant — to professional good news — hitting your sales goals, crushing a particular project, and so on.

The goal with good news is to start every day off with positive intent… and it works!


2. Chokepoints / Bottlenecks

One of the biggest parts of business, and real estate productivity, is ignoring the chokepoints or bottlenecks until they become an insurmountable wall. That’s why we include them in our meetings every morning. These are issues/problems that are keeping us from completing our project(s) or task(s) that day.

Once we identify what those bottlenecks are, and we bring them up in the morning huddle, we make it a point to schedule a time to sit down with the person who would be responsible for helping us fix that issue THAT day… this way we’re always gaining momentum!

*Choke points and bottlenecks are not to be a session of complaining.


3. Top Five

The top five is deceptively simple. Prior to our huddle every morning, all of us sit down with a pen and paper and write out the Top Five things that we’re working on today.

If we’re not going to touch it today — it’s not added to the list. This allows us to focus on the things that let us move the ball further or faster down the field than the “hope and pray” strategy! 🙂


Gaining an Edge on Real Estate Productivity


So this is all brought to you by Mastering the Rockefeller Habits. Guys, I cannot even begin to explain the level of success you will have within your sales organization is based on the level of communication you have with the individuals in the organization. If everyone knows what success looks like, everyone can win and succeed together.

So it’s so important that when you are huddling up, you guys have a rhythm, a focus, and what I always recommend for the new guys here that are just getting started with huddling is on a daily basis, you should take your sales team, your administrative staff, and you can do all one big huddle at first so you guys get used to the rhythm. You can start off of course as the leader.

Increase the Quality of Your Real Estate Data Without Spending Any Money

Hey, Matt Milia here! I wanted to talk briefly about how you can increase the quality of your real estate data without spending any extra money.

One of the things I would pride myself on when I made calls for expireds, I would always start off with, “Hey, I’m looking for the homeowner at 2730 Main Street. Is that you by any chance?”

Most cases they’d tell me, “No, you got the wrong number.” Now, if you’re like most agents chances are you give up after that. Nine out of ten agents, generally, inside sales agents, whoever it is, they’re giving up once someone tells them they’ve got the wrong information.

One of the key fundamental things that took our business from just setting up a couple of two, three appointments a week to setting double that is when we’re talking with these leads, first thing I ask is, “Hey, I’m looking for the homeowner, 1223 Main Street. Is that you by any chance? Oh, I’ve got the wrong number. Hey, I’m really sorry. I was actually looking for John Smith. Do you happen to know John?”

In most cases they know who owns the house, they know the lead, they know the name of the guy. In a lot of cases, it’s a family member.

So when you find that you’re in that type of a situation, and you got a family member who’s on the line, all you got to do is literally get them connected.

The Question Guaranteed to Improve Your Real Estate Data


“Hey, you know what? I got a lot of potential buyers who are looking in the area. Let me ask you this. I’d hate to see him lose out on an opportunity. Would you be so kind to get my information over to John? Would you be so kind to get me in contact with him or get me his contact information?”

You’d be absolutely amazed and blown away by how quickly your results will sky rocket. You’ll start to get them giving you phone numbers.

They’ll give you names. They’ll give you any information you want. All you got to do is ask for it. So all of those leads that you were calling on that said it was the wrong number, find out because a lot of these systems that you’re invested in are reverse engineered to literally find family members if they cannot find a for certain contact for your expired.

Hope this helps!

Setting The Real Estate Appointment: How to side-step the “Holiday Season” Brushoff

Good morning! Matt Milia here. I wanted to hit you guys up with some quick hitting content going into the holiday season. If you’ve picked up the phone trying to set the real estate appointment, if you’ve been calling your leads, you have probably heard multiple times from multiple people,

“Hey, you know what? I’m waiting until the springtime,” or, “I’m going to wait till after the holidays,” or “Hey, you know what? I don’t want to sell my house when the snow is on the ground.”

Guys… It’s BS. It’s a brushoff. That’s all they’re doing. They’re brushing you off, so here’s how you get past that. Super simple, super easy. This is how I plug it in.


Foolproof Script for Setting The Real Estate Appointment


“Hey, John, totally get that you want to wait till after the holidays. Look, if it was me, I would want to do the exact same thing, but let me ask you a question. Just out of curiosity, how many days do you feel like you need to yourself during the holiday season?


Okay, you need about seven days?


Okay, perfect. That’s really kind of what I thought as well. Well, just like you need those seven days, I of course, I don’t want to be intruding on you and showing your home during those seven days, but let me ask you this. If I could show you how our system can literally help you get buyers, attract the right people and attract top dollar offers and avoid those seven days, you’d at least be open for me to show you how to do that, right?


Why don’t we do this…


Let me share my marketing strategy with you. I’ll come on by, no cost, no obligation and look, what’s the worst thing that can happen? You find that you don’t like what we have to offer or we may not be a good fit and if that’s the case, that’s all right. But at the very least you owe it to yourself and your family to see if you can get that top dollar offer, right?


What day and time is going to be best for you? I’ve got Saturday at 5:00 or we could meet during the week. I’ve got Monday at 11AM. Which works generally best for you, weekends or during the week?”

So guys, give this a shot.

Let’s rock. Let’s knock out the rest of this week.