My business (and listing conversions) changed dramatically when I stopped focusing solely on low hanging fruit and started thinking about incremental commitment.

The truth is, not every referral you receive is going to be ready to commit to selling or to selling with you RIGHT NOW. Many of you get incredibly frustrated about this - I get it - I too have felt that way but hopefully what I share here will help you see a bigger picture that applies to all legs of your business.

At the end of the day we want to think of each seller we meet as someone we can have a business relationship with. Relationships have a certain level of commitment, the level of commitment between the two parties determines how strong the relationship can be, how long it will last, and how much business will end up happening.

Now consider this - commitment can be a process and happen progressively.

Especially when dealing with leads that you have no personal connection to, part of your skill is reading their readiness to commit, determining where you can get commitment from them, even if it's the tiniest step. That tiny commitment is something that signals at least some desire to be in relationship with you and gives you an opportunity to build it to where it needs to be to get a deal.

Some examples:

1. Seller is interviewing other agents after you so will not sign a listing with you that day - can you get them to commit to a second appointment after their other meetings with agents?
2. Seller isn't sure they actually want to sell or will only sell if they get a phenomenal number - can you get them to commit to let you "test the market" for 8 days to see what response is with no obligation to sell?
3. Seller has tenants in place and won't agree to a walkthrough. Can you get them to agree to a zoom call where you can learn about their needs and set a later appointment for a physical walkthrough
4. Seller's spouse isn't home to fully execute documents. Can you get the seller to agree to the Game Plan with a signature, a picture date, and even sign their half of the listing agreement and schedule a follow up in person appointment the next day to drop off a welcome gift and meet the spouse?
5. Seller has unreasonable price expectations and you know their price sets them up to fail - can you sign them at their price but get them to commit to a price re-evaluation meeting after a set amount of days instead of turning down the listing all together?

These all seem so simple. I know. But in the pursuit of the whole enchilada sometimes you don't see an incremental win right in front of you. Practicing taking the time to look for *some* way to commit a lead to you or your strategy knowing that you have the skill to turn that small commitment into the full commitment, will absolutely change how many of your referrals you end up listing and selling.

Love you,

Monie 

• Out of Area Referrals - I would like to route out of area referrals to ZIP code owners FIRST before anyone else. Please refer to the ZIP code owner sheet to find coverage, if no luck use the “refer a lead” option on the 72 National portal, the chat should be a last resort as many agents in the chat do not attend coaching and therefore have a higher likelihood of not being able to convert.

• There is no standard referral fee for out of area leads. You can refer them for free, you can work out a fee that works for you.

• Remember if you purchased zips AFTER the 25th of the month, your referrals don’t start until the following month.

• Don't want out of state referrals or any out of area referrals? Simply email [email protected] to turn off your bonus lead seat.

• Corporate is Helping YOUR Downlines - Do you know someone who should be a 72 Sold agent? Want Heidi Zebro at corporate to recruit them for you? Great news - because she loves NY so much she’s willing to make calls on YOUR behalf and put people into your downlines. How? You warm up the person, connect her and them via email. And let her do the rest. Be sure to include which zips they may be interested in and why you think they’d be a good owner. Don’t forget, EVERY ZIP sold feeds the ad fund - more leads for you! Her email is [email protected]

Your 72 SOLD Downline

Have someone to add to your downline? That's awesome. The best part is that not only do they get your support with the 72 SOLD journey, but they get to be a part of my coaching group where they get the most robust real world strategies to capitalize on their protected areas.

TIER VALUES

15-15-10

HOW DO THEY JOIN YOUR DOWNLINE?

1. They must be a member of the $72 a month option to purchase a ZIP code so if they aren't they need to do that.
2. Once they do, they will purchase their ZIP code. To have a downline themselves they must own a ZIP. There is a minimum $500 monthly ZIP value required to build a downline or to pay an upline.
3. They will go to the hamburger menu, select their profile, and type YOUR AGENT ID number in as their "sponsor"
4. Complete our 72 Ballers Network form (see below) to get connected with me.

WAIT... HOW DO I KNOW MY AGENT ID?

You go to your 72 National Account. Click the hamburger menu, then choose Profile... boom. Your Agent ID is right there.

Any and ALL of the people you talk to need to input you as their Sponsor. This builds your business and therefore you can help them build theirs.

EASY WAYS TO SHARE WITH AGENTS

Here are two videos I suggest you save on your phone in case you meet an agent who may be a good fit.

The Protected Area Model Video

The DL3 Video

Below are the sign up and sponsorship directions with pics, just in case.

Hit the Mitts

More drilling of the fundamentals and our common objections to make SURE you enter each appointment completely ready for anything. Hit the Mitts gets you the listing - DO NOT MISS OUR SESSIONS!

Bad*ss Baller of the Week

Biggest congrats to Ernesto Flores who just became the DESIGNATED MARKETING AREA OWNER of all of Bakersfield California. This means that Ernesto will not only be the recipient of the Bakersfield leads but he also receives a bonus back on any of the sales out of Bakersfield from 72 Sold Corporate. Cannot wait to see what Ernesto builds in California!