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9am AZ/12pm EST

Forget about YES

In Chris Voss and Steve Shull's book The Full Fee Agent, I was enthralled by the chapter titled "Let them say no." In just a few pages the concept discussed had my mind spinning when thinking about our team and how we are engaging our prospects. I want to share a few blurbs from the book for context here and then what we worked on in Hit the Mitts this week as a result.

The concept is centered around how people more easily say NO than YES. When someone says "no" to what we are offering, in general they are preserving status quo, they are putting up a boundary, as compared to "yes" which is a point of vulnerability and trust that may not be earned yet. No comes out more easily than Yes.

Salespeople in general aim for YES's - asking questions that no person in their right mind wouldn't say yes to, but feel sleazy and leave the client now feeling somewhat suspicious and coerced.

An example of a typical YES question we may use is "Don't you want to make 8-12% more on your property?"

All of this being said, we want to ask questions that drop a prospect's guard, so we can make a real connection, and that give them a real choice... not a ridiculous one. That's where Let Them Say No, comes in. An intentional "no" question allows the "no" to get out of the way up front, shakes out that reflex and opens their mind. This allows for a more genuine discussion without the coercion or the "sales-yness" most of us find deeply repugnant.

Some examples the book gave of "yes" questions reoriented as "no" questions to help make this more solid:

"Is now a good time to talk?" > "Is now a bad time to talk?"

"Can I share a story?" > "Would you be opposed if I shared a story?"

"Don't you want a strong negotiator representing you?" > "Would I be wrong to assume that strong negotiation skills are important to you?"

As you can see, slight changes in language impact the way a person initially feels and responds to you - being able to do this well prevents the shutdown that so many of us have encountered. The emotional door slam that's so difficult to successfully overcome. Once you have an open door, you can use open ended questions to dig in with the prospect. The book calls these "calibrated questions" - they are HOW and WHAT questions that allow you to really know what your prospect is thinking, feeling so you're able to connect and show you understand them.

Calibrated questions could be:

What is most important to you in this process?

How do you see this playing out?

What would it take for you to move forward with me?

What else do we need to discuss?

How will you know you've made the right choice?

In Thursday's Hit the Mitts we dug in and practiced these new skills; I highly recommend you tune into that rewatch if you missed it - real time skill building. As a result of some deep thinking on this and the importance of the elevator speech to our success, have a look at this...

The Elevator Speech with a "No" Question

72 SOLD is the only no cost way for you to see, in real time, what the top offers are for your home from local and national buyers while making no commitment to sell. The homes that qualify for our Top of the Market protocol are getting on average 8-12% higher prices in just 8 days. It's quick, convenient and we've got the independent studies to verify our success.

Would you be opposed to find out if your home qualifies?

Boom. Delicious right?

Let's continue to broaden our understanding of how to best help people reach their goals by sharpening our skills!

Love you guys!


Monie's Journal

Rewatch Coaching Sessions

Hit the Mitts Rewatch - 4/24/2023

Miss Monday's Hit the Mitts? Rewatch it here

Hit the Mitts Rewatch - 4/27/2023

Miss Thursday's Hit the Mitts? Rewatch it here

Tuesdays with Monie Rewatch

It's one thing to know the 10 Steps to Higher Prices, it's another to know the why behind every step. This week we had an excellent practice session on the 10 steps, this one is worth the rewatch.

Register for Coaching Sessions

Hit the Mitts Roleplay


10am AZ/1pm EST

Tuesdays with Monie


10am AZ/1pm EST

National Team Call


12pm EST

Hit the Mitts

This week we will freestyle objections based on what I'm seeing you guys trip up on. Come on in baby, the water's fine!

Hit the Mitts is only offered to those enrolled in my 72 Sold National Coaching group.

Register Now

Tuesdays With Monie

This week we will continue to deepen our skills around the program together. These powerful discussions are growing in quality and actionable takeaways. Can't wait to see you there and hear your thoughts and ideas.

TwM is only offered to those enrolled in my 72 Sold National Coaching group.

Register Now

Work It

Stick in their Minds

Here is the art for the leave behind sticky notes we've developed for my Phoenix team. If you arrive and the seller missed their appointment you can leave this on the door and follow up via call or text. Also, you could use to door knock your unresponsive leads without actually knocking - see if you get some hands raised.

Feel free to use! What's mine is yours

Appointment Setting Secrets

If you're having issues with converting referrals to appointments, this Zoom is a must watch! Learn the appointment setting sequence the corporate callers and virtual assistance use to convert at the highest level.

"Wake the Ded" Idea of the Week

Every week I'll share the best engagement ideas we heard to revive "ded" referrals. Try them out, there's fortune in follow up.

Option 1: "We haven't heard back from you. Have you given up on the idea of selling your home?"

Option 2: "Hi this is ____ with 72 SOLD. On Jan 5th you requested a price on your home but were unable to schedule a brief walkthrough for us to provide it. We are in need of homes, which is an opportunity for you to obtain an above-market price and choose your closing date. Our valuation manager will be in your area tomorrow. Can they come by to give you our updated price?"

72 SOLD Objection Wiki

Because we win through collaboration we now have a 72 SOLD objection wiki. As you practice and get success with objections, login to the wiki and update for the team. Let's grow our knowledge based together!

The 72 SOLD Objection Wiki is only to be accessed by those enrolled in my 72 Sold National Coaching group.

Visit the Objection Wiki

Hub Statuses and Requirements

Yeehaw, we have more statuses. This will help you account for more scenarios with your referrals and hopefully improve the quality of your reporting. I need your help making sure:

  1. No lead stays in NEW status longer than 24 hours
  2. ALL appointments set include the date and time
  3. After the appointment within 24 hours you update the status again and add notes.
  4. If you list a property in the Notes add - price or range pricing, timeframe of the listing agreement, proposed go active date


Status Cheatsheet:

New - means not contacted yet. You should have no lead in New status for more than an hour.

Appointment Set - means you have a future appointment. This status should change immediately after the appointment is completed.

Follow Up or Agent Working Lead - means you need to follow up with the lead either to set the appointment. AWL in general, indicates longer term nurture needed.

Listed - this means YOU listed it, not someone else.

Appt done - Follow Up - You had the appointment. They didn't list with you. You will follow up with them in some respect to pursue the listing.

Attempted to Contact - Referral hasn't set the appointment yet despite you contacting them.

Cancelled Appointment - The Referral cancelled the appointment prior to it occurring. This is not to be used if you at all meet with the referral.

Do Not Contact - this is the explicit STOP message, if you didn't get a STOP then it's not DNC and should be changed to Follow Up or Agent Working Lead. This status isn't to be used for already listed homes, people who thought we are cash buyers, etc as they are still potential listings.

Closed - means you listed it and closed it.

Closed with Another Agent - the referral closed with another agent. Not just listed or pending, closed.

Nurture - a referral you met with or not that you feel requires longer term nurturing.

Referred Out - You referred the referral to another 72 SOLD agent.

Visit Your Hub

Connect and Celebrate

Bad*ss Team Member Alert!

This week I want to feature Donna Ramundo as our Bad*ass Team Member of the week. Donna has taken the 72 SOLD training she's received, combined it with her own flavor, and created an authentic passionate presentation that is empowering her to win listing after listing. So very proud to have this tiny powerhouse on our team! Congrats on being such a baddie, Donna!

Pin Me Baby... One More Time

Did you know you earn an official 72 SOLD pin when you sign your first 72 SOLD referral? It's true - it's the official earned honor of 72 SOLD agents on my teams.

To claim your pin, fill out the form below. Please note a pin won't be sent unless your Hub is updated with the correct status and complete notes about the listed property.

PS: it is my opinion a pin should be earned not bought... amirightoramiright?

Get Your Pin

Join our Facebook Group and What's App Chat

We have a dedicated FB group for my territories/teams. Hop in by searching the group name to share referrals, ideas, and network.

Don't forget our team's chat is available for quick coaching for those who bought/working 72 SOLD referrals seats.

These FB and What's App offerings are only to be accessed by those enrolled in my 72 Sold National Coaching group.

Join the Chat

Pay 72 SOLD at Closing

And just like that some of you have closed 72 SOLD referrals. Here's how you pay your referral fee to us. Save this document for future reference.

Show Me the $

Now Let's Keep It Moving!

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