On this episode of Real Estate Uncensored we chat with Myrtle Beach top producer Jason Morris. Jason shares his expertise and gives us insight on scripts, schedule planning, routines and setting goals for 2017.
You have to track your numbers, that will give you the basis for where you are. -Jason Morris
Takeaways + Tactics
A 90-day plan is manageable but long enough to make change.
Once you use the same scripts for a long time, you’ll know all the questions and answers and you’ll know how to overcome the objections.
Every time you switch scripts you have to go through that learning curve all over again.
At the top of the show, Jason told us a bit about how he got started and what led him to create the Facebook group Real Estate Agents that REALLY Work. We discussed how he discovered that he was doing effective work and how agents can do true market analyses. He noted, “most agents don’t have a plan, a schedule and a sales system.”
Next, we went onto discuss his business goals for next year. Jason plans to ramp up production and he’s going to build a profitable team to help him achieve this. We asked him about the mental process he goes through to generate the leads that will double his output. He has benefitted from tracking numbers because they help him path the way forward.
He also told us about his schedule and the sales system he has in place. We went on to talk about call reluctance and Jason noted that a big problem is agents not sticking with a script long enough to get fully comfortable with its questions and objections, “it takes pig-headed discipline.” Next we went into goal setting and discussed rituals, tying goals to emotional motivations, commitment and effective decision making.
Agents struggle with call reluctance because they often don’t stick with a script long enough to become comfortable with every aspect of it. Prospecting gets easier when you grasp a script and all the objections that might be thrown at you. You’ll go even further by setting manageable goals, tracking your numbers, setting up a good schedule and constantly holding yourself accountable.
Jason specializes in working with sellers looking to sell their homes for top dollar. With a marketing background, Jason is an expert in internet marketing and search engine optimization and owns some of the most visited Myrtle Beach real estate websites, which allows his seller clients to get maximum exposure on their properties. He also also the creator of the Facebook group Real Estate Agents that REALLY Work. Email Jason
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.