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Next Week's HtM

Next Week's TWM

Monie's YouTube

Hit the Mitts Roleplay


10am AZ/1pm EST

Tuesdays with Monie


10am AZ/1pm EST

National Team Call


9am AZ/12pm EST

Everyone's Favorite Radio Station

This week in Hit the Mitts one of my agents said:

"Everyone's favorite radio station is WIIFM - What's In It For Me."

After I cackled in complete delight for a solid 20 seconds, I realized how clever this little nugget is for all of us to remember when interacting with our prospects. The truth is ALL people do things to either gain a benefit or avoid a loss. Prospective clients need to clearly understand above all else WHAT'S IN IT FOR THEM when they are deciding whether or not to hire you.

Listen, you have more marketing materials, acronyms, talk tracks, whirlygigs, abracadabras up your sleeve and at your fingertips than you can imagine being a 72 SOLD agent - you have an ENTIRE SALES ARSENAL! But none of it will work for you if you aren't able to succinctly articulate how each of these tools translates into the two things every seller wants - MORE MONEY IN LESS TIME - this is the key WIIFM they need to absolutely know and believe you can deliver.

So I challenge you to ask yourself, do you know why each aspect of the 72 SOLD strategy results in more money in less time? Take a moment right now and practice out loud on these few.

What's in it for them to have:

Few better photos?

Curiosity creating ad copy?

Competitive Pricing?

Opportunity Showings or Launches?

7 Step Showing Process?

Counter offer intelligence?

No signs in yards?

No lockboxes?

No Open Houses?

Your focus should be getting so damn good at making it crystal clear how each of the above translates into MORE MONEY IN LESS TIME that they can't wait to sign with you. Each point you make should circle back to WIIFM - more money in less time. And you can even ask them to affirm: "do you see how doing it this way will make you more money in less time than the traditional way?"

Isn't it gorgeous how simple that is?

This too applies to getting the appointment. When a referral is ghosting, is refusing the walkthrough, thinks you're an iBuyer all your thoughts should focus on dangling the WIIFM carrot - money and less time - and you giving just enough of a picture of that to get yourself face to face with that person.

Bottomline when you feel yourself getting overwhelmed or lost in the sea of talk tracks and terminology or a seller throws an objection at you that you weren't expecting, I want you to take a deep breath and then remember to tune into the seller's favorite radio station - WIIFM - and Moonwalk/Electric Slide/Tootsie Roll your way into that deal.



PS: If you guys don't update your HUB statuses so help me...

Monie's Journal

Looking Back

Hit the Mitts Rewatch

If you were put on the spot could you deliver an elevator speech good enough to get in the door? Listen to your teammates practice in this Hit the Mitts Rewatch.

Tuesdays with Monie Rewatch

Fantastic discussion on how people's appointments are going - the good and bad. Tune in and learn from your teammates!

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.

Team Stats

I am extremely proud to report that we have listed 81 homes as of me writing this on Saturday April 8th. Congratulations team. What a huge jump in one week.

April 9th Listings/Closings Count:


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 $

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

Looking Forward

Hit the Mitts Roleplay


10am AZ/1pm EST

Tuesdays with Monie


10am AZ/1pm EST

National Team Call


12pm EST

Hungry for More Referrals?

Your girl (me) gets lists of unassigned seller referrals weekly that I'm able to distribute at my discretion. These do not count towards your paid referrals. I have a BUNCH right now. I'll be offering these on a first come first served basis to anyone who attends any of my Zooms this week. If you don't attend, you're not eligible. Be sure your Hub statuses are updated and notes up to date prior to requesting.

Bad*ss Team Member Alert!

This week I want to feature Ernesto Flores because he not only landed his first 72 SOLD listing but, knowing he was competing with an investor he quickly brought a cash buyer to the seller and was able to sign the listing agreement AND the cash deal at the same time!

He thought quickly, outside of the box and WON on all fronts. So proud of you my dude repping hardcore in Cali. Another example of bad*ssness on our team!

Hit the Mitts

This week will be people's choice and lightening round. Come ready with the objections that scare you the most and I'll also see if I can trip you up with real life objections I've encountered over hundreds of appointments.

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

Register Now

Tuesdays With Monie

Have you really thought about the power of the meticulosity walkthrough and how you can close your seller before you even have a chance to present the entire program? Let's noodle on this together this week in TwM.

Tuesdays with Monie is only offered to those enrolled in my 72 Sold National Coaching group.

Register Now

HUB Reporting Crackdown

The crackdown from corporate continues on Hub management. 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 and Agent Working Lead - means you need to follow up with the lead either to set the appointment or after the appointment. AWL in general, indicates longer term nurture needed.

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

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 until they fully show closed in the MLS.

Closed - means you listed it and closed it.

Visit Your Hub

72 SOLD Objection Wiki

Because we win through collaboration we now have a 72 SOLD objection wiki. This is so cool and thanks to Colleen Tabatneck for sharing her notes to work from. I just created the framework for the "wiki" as a shared Google doc, I haven't added anything to Colleen's notes yet. The idea here is all of us collaborate and add to this. Please save this link for your future reference and questions.

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

Visit the Objection Wiki

Connect with Us

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

Now Let's Keep It Moving!

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