Today on the Listing Agent Lifestyle podcast, we're talking with Raymond Patrick, one of our Listing Agent Academy members from North Palm Beach, about his journey from cold calling to his evolving prospect rating system.
We discuss his prospecting methods focusing on persistence, and dive into how he assesses areas for investment, targets potential buyers within 15 miles on Facebook, and uses videos and Google Maps to engage clients.
We then talk about the Listing Agent principles and how he generates leads through open houses, postcards and Facebook ads while managing his time to avoid unproductive clients.
This is a great call with some really actionable ideas to steal.
Links
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Highlights
1. Raymond Patrick, a successful real estate professional from North Palm Beach and Singer Island, shares his journey, starting with cold calling to developing a unique system for rating potential clients.
2. Patrick emphasizes the power of persistence and dedication in real estate and the importance of managing interruptions effectively.
3. He reveals how he maximizes tools like pipeline dialers for success in real estate and shares his prospecting methods.
4. The episode explores real estate farming strategies and how to assess areas for potential investment.
5. Patrick shares how he uses Facebook's 15-mile radius feature to target potential buyers and the role of videos and Google Maps in connecting with and informing the audience.
6. The importance of the price of a property in making a sale is discussed, as well as Petrick's methods for engaging potential buyers effectively.
7. Patrick shares his unique methods of lead generation and how he manages his time to avoid getting trapped in time-consuming situations.
8. He tells an inspiring story of selling multiple listings using a combination of open houses, postcard campaigns, and Facebook ads.
9. The concept of the Listing Agent Lifestyle is introduced, along with discussions on how to integrate it into your business and the various tools and programs you can use.
10. For those interested in succeeding in real estate, this episode as a must-listen.
Transcript: Listing Agent Lifestyle Ep187
**Dean Jackson**
Hey everybody, it's Dean Jackson, welcome to World Headquarters in Winterhaven, florida, of the Listing Agent Lifestyle Podcast. And our guest today is Raymond Petrick from North Palm Beach, singer Island that area there Very excited. We had a chance to chat on one of our go-go agent calls and I'm anxious to unpack the whole story here. We build some action plans for you, so welcome.
**Raymond Patrick**
Sure, yeah, it's good to be here. So yeah, I'm just getting started. I've been on your program for a while and I've been actually moved down here. About three years ago I'll be in July I moved down here during the COVID from suburbs of Chicago out in the Joliet, Illinois, and I've been actually started out doing a lot of cold calling and that's what I did the last couple years and so I just thought, you know, somebody referred me to you and I was listening to some of your stuff and I really will listen.
**Dean Jackson**
About being on the hamster wheel, yeah, I started out the same way, I mean. So my first approach was cold calling. You know, and that was my thing. When I started out, 1988, november of 1988, my office manager, he, while we were waiting for my license to come in, he gave me free reign of his real estate library, which consisted of two books. One was Tom Hopkins and another one was oh, I forget her name now, but she was another. It was all cold calling, right. So I learned the whole thing of every no gets you closer to a yes and the discipline of doing the work. And so I started out making.
I did a survey, you know, an area market survey. So I would call people up. I mean, I made, you know thousands of these calls, but I would basically call people up. I'd go hey, mr Patrick, it's Dean Jackson calling from Royal LePage. We're doing a quick area market survey. I wonder if you'd have just a minute to be included, and sometimes people say no and I'd say it's just five questions, like one minute, I promise, and they'd say okay, and I just go through. Have you lived in Georgetown for more than five years? And they'd say yes or no, and where did you live before moving to Georgetown? And then how did you happen to choose Georgetown? So go to a little open-ended question and say if you were to move, if you were to move, would you stay within Georgetown or would you move out of the area? And they'd say when would that be Right and shut up, right.
And I made my intention. I thought that by doing it that way, that I would go through the phone book once, right, and I would. I had little call sheets with the survey answers on the thing, so I was very disciplined about it. I had binders and everything and I would rate people A, b, c or D and you know, based on if they were. And now I know better about how to rate the people. But in my mind, someone that was ready to go was A. And I'll tell you, if you look at all the trade record sheets from my first year of transactions, they're all.
And I started in the Ds, by the way, because I thought everybody started in the A's. So I started in the Ds and you look at, I had a gentleman, one of the first listings that I got. His name was John Dath D-E. Apostrophe, big A-T-H and so it's spelled death. You know, I didn't know how to say it. So I guessed right, I pronounced it Dath, because I wouldn't, I would never not call somebody right? So, dath, that was right, I got it right. And he had. You know, they had a house on the outskirts of town. They were gonna sell it. They wanted to get into town now that they had kids that were starting school. They wanted them to be in the neighborhood with kids, and so I went out and listed their house, helped them buy a house in town. But you look all the way down, dath Draper, duncan Davis, all of these people my initial clients. What was your approach? How's your cold call game?
**Raymond Patrick**
Yeah, yeah. So basically I'll call expired and fizzbows, then go into cold call and then also follow up calls. People already have my pipeline. I probably have about 500 to 600 people in my pipeline right now. But you know I just had what goes with cold calling you'll be calling them and then next you know you see their house is listed or they've already sold it, and they'll say call me back next month. You call them back in two weeks, you can't get ahold of them. You can't get ahold of them. Next, you know it's listed. So I've had, probably just this year, probably six or seven million dollars worth of listings that I didn't get for some reason or another. And it wasn't that I didn't follow up. It's just that who knows, maybe they had an agent, maybe their neighbor's an agent, who knows what it is.
Right but you didn't get the opportunity to go see them. So that's what my cold calling is I use a dialer. When I call I use a pipeline dialer to all that stuff. And I'm good at it. I have like 15 deals that I've either sold or have under contract right now this year. But I kind of died out because when I got really busy, you know, I didn't have time to prospect.
**Dean Jackson**
Yes, so once you're not prospect exactly.
**Raymond Patrick**
So when you're doing that and I know all about that and I know that it happens I had a whole month I got either COVID or the flu here back in March where I couldn't even work for a month. Right, I was just. You know, I couldn't even call to make appointments, because if I did, I'm not going to go there when I'm sick.
**Dean Jackson**
Right exactly.
**Raymond Patrick**
So my year started out really good and then it kind of slowed down a little bit. But I'm doing some things with you. I'm just getting ready to send my postcards out they're going out this week and Diane's been very helpful with that and I also do video. I actually got my first deal off of one of my YouTube videos Nice, and how long have you been doing that?
**Dean Jackson**
How long have you been doing it?
**Raymond Patrick**
So crazy story A guy. When I first came down here he said, yeah, do the videos. And I did a couple videos and I stopped, right, and this guy proceeded to go and make like a half million dollars a year after he started it, right, and I wasn't doing any of that, I said, oh, I don't know the area, I don't know anything, so I'll just, I won't do them. Then I about a year ago I said you know what, I'm going to start doing the videos again and then here in the fall I started ramping them up, actually in the winter, and so really, if I really take the timeframe, probably four months.
**Dean Jackson**
Yeah.
**Raymond Patrick**
And I had this people call me. They said, hey, we were vacationing on Singer Island, we love your videos and we want to buy a vacation property. Yes, and I said, great, they were from Alaska.
**Dean Jackson**
Yes.
**Raymond Patrick**
And what was really cool, which would be same with anything, they were a different type of a client. Because they said to me I never had a client say this. They said my job, our job, is to be the best client you've ever had. That's amazing, and yeah, and because they felt like they knew me.
**Dean Jackson**
Yeah.
**Raymond Patrick**
And so so they said we're six to 12 months out, and I said, well, let me look and see what's in this. They went in a specific area 55 and older it's called sugar sands, it's right here on the eye range from like 300 to $600,000 if they're on the water. It's hard to find a 55 and older on the intercoast. Yeah right, so so I mean, there's a few of them in North Palm though, but anyways, I said hey, this property looks interesting, and within five days I had them under contract, close to a couple weeks ago.
**Dean Jackson**
That's great. Congratulations, yeah, and there's the thing. You know, your friend, how many, how often are you posting the videos?
**Raymond Patrick**
So I recommitted here I was doing when I started to get action and a lot of calls. I was doing actually two a week, which is a very time, especially if you're editing the video. Yeah, I've been up since five o'clock this morning editing the video and I'm not done yet, right? So I've got two that I shot film on, but I'm just not. You got to edit them and put there's a lot to it. Yeah, not easy to do, yeah, but I've recommitted to doing two a week is what I'm going to do, because that's when I found I got a lot of traction.
**Dean Jackson**
Absolutely, and that's such a you're in a very specific niche, you're doing it in a very specific area that people are going to bond with you. I used to always say that the choice I would that people have to make is do you want to be rich or do you want to be famous? Was the choice that? I would say because? But that was back when the only options to get famous were to spend money to get in front of people. Right, to run ads, run billboards, do postcards, do all of these things. You had to spend money to get in front of people. Now it's so.
Youtube is free and you look at where it doesn't. All it takes is your time to do the videos. Now, I'm aware of that too. That's that there's. There's that time is money, but when you're starting out as something, it's got legs. I think if you were to make the ramping up, in addition to making the cold calls, what has some legs, what has some life behind it, is that your YouTube channel is building, that every you've got. All of these videos are. People can binge, watch something and they get to know you and bond with you and you become famous in their mind. Right, that you're establishing a brand in their mind and my definition of brand is the acronym a buying reflex affecting now decisions. So when you look at it, that what you want is you want to establish a brand that when people think, okay, it's time to start looking at houses in singer, on singer Island or in North Palm Beach, we better let's talk to Raymond, that's the yeah, yeah, and that's where I wanted to go with the postcard campaign and doing that.
**Raymond Patrick**
I committed to do that for an entire year and I know that it's long term. But I know people that run postcards and I've looked at your, the things you've done with other people. Yeah, but I know it's a long term game. It's not like you know. Next it could happen next week too. Absolutely, you can get that. Yes, I mean, I had a cold call. This doesn't happen very often, but in January I called this guy. I said do you think it's selling your house? And he said yes, I am. I thought he was messing with me, right?
**Dean Jackson**
No, I had the same exact outcome. It happens rarely.
**Raymond Patrick**
I went there, listed it and told it in about a week, for I don't know, it was the fixer up there, it was in Northwam. It's about the bottom. You're going to go with $400,000 and sold that house. We had a cash buyer.
**Dean Jackson**
I love it.
**Raymond Patrick**
So, yeah, so it worked out. But that's what I'm going to do is there is what I'm trying to do is establish a farm area. Right now. There's a couple of agents and I think I talked about this. It's a high price point area and there's not a lot of turnover, but because of the high price point, it's very attractive to me. It's a lot of these little two and three bedroom houses. I mean there's, you get on the water. You're going to be looking at $2 million on up usually, but but those are just talked away along a canal. That's the only difference. The same house. It's just across the street. Yes, that's all that happens to be on water. Yeah, so so to me, I think it's an ideal area and it's very close to me. I mean, I was thinking about going up to Jupiter and to Quaster. I know those areas, but it's just like I'd rather be. I mean, I'm big on that. Acres of diamonds.
**Dean Jackson**
I'm just going to say those exact words is why not do it right in your backyard, right?
**Raymond Patrick**
Yeah, that's the thing, and then I think yeah, and then I think I'll expand from there as it works out. Then take and invest in maybe some building or two on Singer Island and hit them, or, you know, do the rest of North Palm Beach because there's plenty of real estate.
**Dean Jackson**
Yeah, how many homes are there in the area that you chose?
**Raymond Patrick**
Oh, I mean North Palm Beach. You could probably hit a couple. There's over a couple thousand single family homes. Okay, I'm starting out with a thousand and then I'm going to ramp it up to 2000.
**Dean Jackson**
Perfect, you're doing exactly the right thing. What's the price range? Just a curiosity, for I mean 700,000. Perfect, you know average. So you look at this that when I'm doing the math on this it's an inevitability that of those 1000 homes, some number of them are going to sell in the next 12 months. Maybe it's 40 or 50 of them.
**Raymond Patrick**
That's probably about right.
**Dean Jackson**
Right, that about four or 5%. So you look at that, that, those 50 homes. What we know for absolute certain is that the 50 people who sell in the next 12 months are going to be 50 of the 1000 people that own those homes right now. That's the only. It's only those 1000 people that we're trying to impact. Now, where the real value comes, and when you think you know you're getting, you outlined a couple of situations where you lost out, where they listed with somebody else, the thing that's going to be your insurance policy for this is to, on the other side of this, start building your audience of buyers who are looking for homes on North Palm Beach Right.
Right. So I would always triangulate that with you know, doing your 15 mile radius on Facebook to offer the North Palm Beach single family house price report as a way to find the buyers. And you know you, you're targeting people who live there, but you're also targeting people who are in the bubble right now.
We have, whether they're on vacation or whether they've visited there recently. They just changed the targeting selections, so I'll have to. I'm meeting with my Facebook guide to find out what the new things are, but we used to be able to only target specifically people who had visited there, who are more than a hundred miles away. But when you're building this, that audience there, and then all the while you're doing these videos as well, that's a really great bonding tool that now all of a sudden, you're a real person.
**Raymond Patrick**
And I think I can use that too. I mean, when I go out on the listing and say, hey, look it. I have this many people watching my videos from all over the. You know they're watching them 24 seven.
**Dean Jackson**
Yes.
**Raymond Patrick**
And I've sold properties off of here.
**Dean Jackson**
So do you want this or do you just you want the other thing, that's going to be too is that when you've got an audience of people, you've got an audience of buyers who are looking, you know, at different rates, somebody's going to come and say, hey, can you show us a house? We want to, we want to buy, and they're in from Alaska or whatever. When you identify the people who respond to your postcards, so you're have you sent out yet or they are going out.
**Raymond Patrick**
They're going out this week, okay, they're not this week. Perfect. I had some delay with some stuff so I had to change that, that's okay.
**Dean Jackson**
So they're going to get the offer for the June 2003, 23 report on North Palm Beach house prices. So, right, anybody who's thinking about selling that's the Genesis thought how much is my house worth, right? How much can I get for it? So we're getting them with the right message at the right time. Now let's say that get that thing in your first time. We get eight, 10, 12, 15 people who reply. You may get more the first time because nobody's baby sent those, the postcards to them. But let's say that each time we mail it out, you're getting eight to 12 people who are responding.
We're going to drop a pin on a Google map to show the people who have responded. Now you know, 60 or 90 days from now, when you are showing houses there, you can go to your Google map and look at the people who responded 90 days ago and say to them hey, raymond, I'm showing houses down the street from you to a couple from Alaska, and remember looking at your house online when I sent you the house price report. I'm not sure what your plans are, but I thought I'd check in and see if maybe I could tell them about your house. And that's now. It's not you following up with people saying, hey, are you getting the newsletter? Are you getting the report? Is there anything I can help you with? You're essentially saying, hey, I've got a big wheelbarrow of money and I'm going to be rolling through your neighborhood.
**Raymond Patrick**
You want me to drop some off at your house, yeah, and even when I cold call, actually, you know, a lot of times people will say you probably know this they'll say, oh, do you have buyers? Right, exactly, and now I can say, well, yeah, I do, and be honest about it, yes, and do that.
**Dean Jackson**
And that's where you're leveraging now everything, because that's what people really want. Nobody wants to list their house. They want the check, they want to get their house sold Right.
**Raymond Patrick**
Well, and the other thing that happens in the middle of doing the postcards and farming an area I've never farmed an area in my life, and so I'm like this is the to me, this is the perfect area to do this with, you know, and so I think that when you're, you know, when you're following up on people off of a cold call, I got a guy right now I've been chasing, it's like I'm chasing him.
**Dean Jackson**
Yes.
**Raymond Patrick**
And it's like I've actually met with him already twice and he still hasn't signed. But he's like I just texted him, I used your nine word text or whatever it is. Oh yeah. You know, hey, you still plan on selling your house. And he said, yes, absolutely. And then he sent me the next day another text saying you know I'll be ready the third week of June.
**Dean Jackson**
Yeah, Now they realize that they're being evasive. Right that you're saying right, that email or that things. Hey, are you still the area? What are we doing here, basically, is what you're saying, right, yeah.
**Raymond Patrick**
So he. So then he gave me an answer, but you know he was going to list it back in February the time I saw him, yeah, but you know how they say that and then they just they don't, and just things come up. He's a busy guy, but but what I'm getting at is, you know, you're not chasing now, right, and I don't like this, I don't like this and I don't see it being chased myself. You know, unless it's a good-looking woman, that's fine, but as far as being chased by how much you chasing me, dean, but there's Now you're the prize in a way, right.
**Dean Jackson**
The first time you reach out to somebody and you're saying to them, listen, I've got this wheelbarrow of money, I've got the buyer who we're showing houses. They're looking right now I think their house might be a match. If they are not ready, right, they're gonna feel like Almost, like regretfully oh, we're not quite ready yet, or oh, thanks for thinking of it. But that's implanted in their mind now and they're seeing, when you're sending the newsletter, all these helping people on the move, inserts of the stories of the people that you're helping, you're implanting in their mind that buying reflex affecting now decisions when it's time for us to put the house on the market. You're the closest thing to the wheelbarrow of money that they're looking for, right? So that's gonna go a long way and that's where just the it's really just about the disciplined execution of the plan. The plan works and you're, it's just a matter of it kicking in and that 700,000 minimum kind of thing that you're up, you know you're talking to do the whole, you know to send the postcards for the whole year.
**Raymond Patrick**
It'd be two years worth of postcards. That's what I'm saying.
**Dean Jackson**
That's what I'm saying is, you're gonna be at what we call escape velocity the moment you do the first transaction. And that's when you can expand out to the 2000 to 3000 to 4th, where you're doing all of the things. You're gonna be fully mature within two years, you know.
**Raymond Patrick**
And the other thing I looked at too I actually had Diane set up my stuff. I paid $300 or $400 to do that.
Yeah, it was just like I was. I'm pretty, I know technical things, but when it's out of what I'm normally doing, it's just like, okay, let's somebody else do it. So that just made it a lot easier. And then she sends me the packets and everything. I'm gonna get those printed off. I'm gonna get a system for that, because everything is about having a system. If you don't do that, I do have a system. When I cold call, I send out a letter, I put my two business cards in there, what's Tommy Hopkins letter, and it's very systematic how I do that. That way they get sent out. But here I think definitely you gotta. I like your approach. I've been reading all the Dan Kennedy books or listening to them on tape and everything, because I know that's like your mentor or whatever.
And so I think that the days of chasing, I mean I'm still gonna cold call and I know people say why would you even do that? I keep my sales skills sharp. I really believe it does. Yeah, because you gotta talk to somebody at some point. You know you're gonna be talking on the phone, so that's why I do it. But I just I really feel like having a system in place to have these packets ready to go out, or at least you know portions of them, go, get them printed out and send them out within a couple days of them you know calling you or responding to whatever it is. And I think that's very important because, especially as a one man band, I mean I actually do have a transaction coordinator that takes care of 95% of everything. I get called into a deal that there's something going on that they can't take care of. But that for me was a big. You know the 350 bucks I pay her per transaction.
**Dean Jackson**
Well, and there's. The great thing is that's you know, there's a great book by Dan Sullivan called who, not how, and that's based on a concept that I came up with, actually called who, not how. Of that exact thing, that you're in a situation with that transaction coordinator, you've got a scalable workforce in that way that you're only paying the $350 when the transaction is happening right, so you can be completely free of all of those things that you don't have to do it, and that's the same thing. That way, we look at what we do, with the easy button of being able to be the who that can do the things that we need to get done, and because, mostly because we know how to do them and that's where people often get blocked is spending so much time to figure out how to do something. Even if it's relatively easy, it's still an investment of time, but it's your time.
**Raymond Patrick**
Yeah, and I was that guy that when I lived back in Illinois I would fix my own firm yes. I would fix I wouldn't pay anybody to do anything. I'm like I'm not going to pay me to do that, right. But now, looking back, it's like how much time I wasted Because I knew how to do everything and I couldn't do it fast. I knew how to do everything, I had the tools to do it. I just or you could figure it out, Right exactly.
Right, right, you know, it's kind of like you got to get your ego out of the way and just say, hey, let somebody else do it, you know.
**Dean Jackson**
Yeah, I mean that's kind of the when we talk about the lifestyle elements of the listing age and lifestyle, the three things daily joy, abundant time and financial peace, and so you know it's really about doing the things that you really enjoy about the business. It seems like you enjoy the people and the negotiating and you know finding the right house for people, getting the strategy for selling their house, negotiating the contract and then but everything else can be done by other people. That's a very narrow band of unique genius that you have, you know.
**Raymond Patrick**
Well, I mean, if you look at like when you're sitting there and you do a deal and then I know this sounds very People might say, well, that only takes you a few seconds, but it doesn't, because once you stop doing something and go into something else, then you got to restart that. But like, let's say, they need to adapt for the contract. And I think from Illinois, where a lot of that stuff was done after a contract was, after a deal was put under a contract, the attorneys did that here. Florida's like the Wild West, you know that and so you know I got to do that. So now I just say, hey, phoebe, send them an addendum and I'll just send her text. This is what you know. It's going to be a $7,500 seller credit and include the washer and dryer. And then boom, it's done. She copies me on the emails and it's all done. And I see it gets done.
And you know deadlines. I came down I wasn't used to doing dealing with all the HOAs and condos down here. I mean I've never done with that like that. And so there's deadlines. You know they got to apply further. I mean I remember one time when I first got down here we did not apply for the HOA and the place was going to close five days from that time and I actually went out and, you know, took everything to them and they did it for me, but I was in a panic, it was my. I'm the one that dropped the ball.
So I hired Phoebe, my assistant and my transition coordinator, and she takes care of all that. She used to work in a HOA. She knows all the ins and outs, she knows condos, so she knows all that stuff. And it's all taken care of and I don't have to worry about it Anyhow. I love that.
**Dean Jackson**
And that's part of getting keeping your abundant time is guarding your time. Anything that somebody could do for you, especially if it's something that's repetitive and you can do it as piecemeal kind of thing, right, project, that's a great thing, and I was thinking about when you were saying the you know, sticking with the cold calling or the talking to people. One of the things that would leverage that is to and it's a skill that you have that many people are fearful of, right. So the ability to pick up the phone and talk to people is an advantage. It's an advantage. So I would look at raising your probability there and I would anchor it to doing some Facebook lead generation, right, so we're already ast out.
You got the thousand that you're mailing for the listings. I'd also then put that bubble around the 15 mile radius of the center of the area there and start advertising your the North Palm Beach house price reports as a. It's kind of a neutral thing. Those words are a neutral thing. We're finding that we get both buyers and sellers, because the people who live in the area are going to see it as well and the people who are visiting the area. They're interested in that. And if you use something like forewarn or one of the people finding things. You can determine just by somebody's phone number whether they live in the area or whether they're coming from out of town. But you're calling those people is a great thing. Where now you're calling because they asked for the report, you know yeah they raised their hands, yeah.
And all we're looking to do with that is, we've got this approach where all we're looking to do is discover what I call the five-star prospects, and those are people that are willing to engage in a dialogue, they're friendly and cooperative, they know what they want, they know when they want it and they'd like us to help them. Somebody has to be all five of those things in order for us to get them.
**Raymond Patrick**
And it's true, yeah, because you can go get this client. And I just had this happen to me and I know better. But I still took it anyways because I wanted the money and the lady was a hoarder and a lot of what hoarding goes with some mental illness, and it was just dealing with her. It sucked all my time. It's a time suck. I wanted to help her because I'm a nice person and I do always. I actually care about my clients. But there's a point when it's like, hey, wait a minute, you know, and they'll just take your time and you'll be dealing with this one 200,000 or house and these seven $800,000 deals are just someone else's taking them because you have all your time wrapped up in this crazy deal. So I mean, so I have to be, you know, careful about that too. But I was gonna change the subject, but when we're not really. But we were talking about Facebook. So I actually ran a Facebook ad over the holiday weekend, just for three days.
Yeah, I think I did a $10 a day spend. I just did. My ad was. It was a video I took because I just bought a new drone and said you know, get a free list of singer island condos for sale. And I actually got a high click through rate. But nobody, but I had only one person fill out the form. I mean I got like I had like 40 people that click to it, but once they got to the page it does still show. It's not like something that you do, but it does show the list of the property. But once you click on a property now you have to register. None of them are registering. So I don't know what the deal is that I'm testing things, but I was just kind of doing that on my own, but I think you know, I don't know guide you.
**Dean Jackson**
Yeah, no, I can show you exactly our playbook for that, because we're generating those leads for, about, you know, three to $5, sometimes less, but yeah, and we use the Facebook lead ads, so we're not sending them anywhere, because anytime you send them off there's a drop, a drop off, and so we just so they register right there on Facebook.
**Raymond Patrick**
They register on.
**Dean Jackson**
Facebook, exactly Okay, yeah.
And then we yeah when you take them and that sends it directly to your go go agent, to the CRM, and we trigger off then the follow up things. But that you know you're on the right track there. But it doesn't need to be a drone thing. What we're finding is sometimes the very simplest things. The market data is the thing that gets the most response. Right, so we've been. That's why I mentioned doing the North Palm Beach house price report. Sure, so it's got a looks like the cover of a report that you've got, with just even a map of North Palm Beach and the circle around it, right?
**Raymond Patrick**
Right, right.
**Dean Jackson**
And then just offering it right, the show, all the activity and sales for the last 12 months in North Palm Beach, and that gives people somebody who's starting the process, gathering information, considering North Palm Beach, they're going to want to know well what is going on in the market, even people that live there and are going to be selling the market. You know yourself, it's been so crazy over the last little while that nobody really knows what how much is my house worth right now, or what's actually happening in the market, and so they may be surprised by that. But if let's say that you're running that ad and people are asking for it, those are the people that I would. If you're going to do, cold calling is set the stage with people who are at least moving forward. Right that they've at least raised their hand and said I'm in some way interested in North Palm Beach real estate.
And often you know, when we're doing those calls, it's not about trying to convert them or trying to sell them a house, we're trying to discover whether they're a five star prospect. You're not going to create five star prospects, you can only discover them, right. So we're very the way we handle it is. You know, and it's a very simple script. The way we're handling that call is calling you up and saying hi, raymond, it's Dean Jackson, I'm the one that sent you the North Palm Beach price report have you got a house in Palm Beach? And just that kind of starting out, asking them if you got a house in Palm Beach, and then, if they're not, if they don't, they're kind of we're up in Michigan or whatever.
We're just vacationing. We're coming down here and then just ask them oh, what are you thinking of doing?
**Raymond Patrick**
What are you thinking you can get that same report to a buyer or seller? Absolutely.
**Dean Jackson**
Right.
**Raymond Patrick**
The buyer wants to learn the market. Yes, seller wants to know the market.
**Dean Jackson**
Exactly You're doing is giving them information, that's my point and all we're doing in that phone call is determining are they a buyer or a seller and what is their intention. The reason that there are two distinctions here is a lot of times when people would make that call they would say hi, raymond, it's Dean Jackson, you signed up for my. The thing where you're accusing them, like the reason I'm calling that because you did this, right which may not be true because it may have been their spouse or it may have been someone else, right, but it's 100% true and inarguable that I'm the one that just sent you the because you've emailed it to them. I it's, and you're calling them the same day or the next day. I just sent you the North Palm Beach House price report. That's 100% true statement. Yeah, and there's no arguing with it. No, I didn't know. You know what you sent it.
**Raymond Patrick**
Yeah, that's right, because I've had that happen where I called and I didn't write down who I actually talked to. There was the husband or the wife and they're like, well, I never talked to you, right, and they're like they get like kind of that's what I mean. You know, that's right, yeah, so do you. I guess I didn't. I got to go through this, but so are we sending out an email, then, and a hard copy?
**Dean Jackson**
I would send a hard copy, reserve the hard copy for the people that I discover are willing to engage, friendly and cooperative, know what they want. That's the next level, right. So I'm that initial phone call. The whole reason for it is to determine and I'm mainly focused on those first three that they're willing to engage, friendly and cooperative and they know what they want and have their own batteries, and the batteries are included. So asking somebody a question like what are you thinking of doing is a neutral. You can't say no to that and you can't say you know it's if you, instead of asking them, are you think? Are you thinking of buying a house? No, like either. There's an easy way to like reflexively. Can I help you know?
**Raymond Patrick**
Yeah.
**Dean Jackson**
I'm just looking right. What are you thinking of doing is disarming in a way that the only way you can respond to that is with your own intention. You're not. It's not a leading question. It's not a question that they're going to feel like they need to like back away. If I say yes, then they're. He's going to think I'm ready to go right now, which maybe I'm not they may interpret. Are you looking to buy a house? Oh, no, not for not till next year, which they may seem that's a long time and you might not be interested in them.
But we know, right that it's OK. I that they, if I want people who know what they want, even if it's a year or two years from now. I want to establish is this person willing to engage? They answered the phone friendly and cooperative. I'm listening for anything that they say that's coming back is going to be said through a smiley face or a mean face, or a fruity and some kind of spectrum. Right, they're either going to be receptive and engaging and willing you know, friendly to talk or they're going to be defensive and dismissive and don't call here and you know you can take us off your list, we're not right. Whatever that is. That's OK with me too, right, because people are not going to do anything.
I'm only looking for if I say to somebody, what are you thinking of doing? With curiosity and a nice inflection they're going to respond back. I'm looking for the people who say, well, we're up in Michigan right now, we've been vacationing down there, we're thinking it might be time. We want to get a place before next season Thought, maybe the summer would be the right time to kind of keep our eye on the market, and that's kind of that.
**Raymond Patrick**
Now you're engaged in something right, I've actually used that phrase in my listening presentation. When I'm there, I'm like when they get you know where they're kind of put me off a little bit, or you know they're not wanting to sign, I'll say what is it exactly you're trying to do here?
**Dean Jackson**
That's a great thing, because now it gets their intention right yeah.
**Raymond Patrick**
Yeah. And then if they say, well, we do want to sell the house, and then it'll come out like, hey, we do want to talk to another agent, or whatever it might be. I don't see as much of that happening when you get somebody in a postcard campaign and they've been getting your stuff and you have a relationship with them. On a cold call who knows they could be talking right. I don't want that. People are talking to 10. They're not even my client.
**Dean Jackson**
Right.
**Raymond Patrick**
That's a waste of my time, but at least it gives them to answer the questions they will really do want to sell. Well, let's just do it. Why don't we just do it right now?
**Dean Jackson**
Right, yeah, yeah, yeah, and that's part of it. I mean, when you, especially with the seller, leads, if when you are calling them, it's every time you're showing houses, it's like you've got that's going to. You know the I would say to people listen, if somebody's going to interview 10 agents, the top 10 agents in town, and then I come in and you know you can bypass all of that. If you brought your checkbook and you said how much would you like for your house and when do you like to move, I'll take it and you write a check. Right, they're not going to list with any of those people. So, but the second best thing you can do is come with somebody else's checkbook, somebody who wants the house. Well, let me, I don't know, let me just show it and see if this is the right thing for them.
That is so much closer to the finish line in their minds, right? Then all these other realtors are going to line up and say here's what we do once we list your house, we'll do this and we'll do this and we'll do this and we'll expose it out to the thing. But you can go in and say listen, I started looking for the buyer for your house 180 days ago and I've got a list of 700 people that I email every week with updates. Here's our list. We get 50% of them open every email and I'm working right now with 10 people that are looking for homes in in North Palm Beach and that's kind of right. That sets you apart. You've already done the work. You've already got an inventory. You got buyers in inventory, right, you know right, right, right. That's a big advantage.
**Raymond Patrick**
Yeah, yeah, and that's one of the things I know, like with my YouTube stuff that brings in mostly buyers, a buyer's tool. So anything I can show to the seller that have got these buyers, it's just gonna be to my advantage.
Yes opposed to here's. Like you said, here's what I'm gonna do versus what this person does, or you know. And To me, the main thing in listing the biggest thing getting a property sold is price, always price. I don't care anybody says Always price, I don't care what kind of marketing, at least in my eyes anyway. Yeah, unless you're getting a luxury or something like that. That's a whole different animal. Yeah, in regular single-family homes it's price and you can tell. If something's gonna sell with quickly within the first five days you can tell. I'm just sorry, absolutely.
**Dean Jackson**
Well, that's exciting. So have you, you know, going through the list here. You know, in terms of the, you're getting listings and finding buyers. I think you you're right on track with that. You've got you know. I'm excited to hear that you like Talking to people and you're not, that's not a fear and that you're doing the videos. Do you take doing listings right now, like houses that are?
**Raymond Patrick**
I have. I have three that are, I have three that are pending and I have one that's first active for sale right now, ones like two, 70s, it's. No, it's under contract for 265. It's a little villa, yeah. And Boyden and I have one in West Palm for like six under contract for like six, and another one under contract for five, five, sixty, and then I have a active listing for a million three. Nice fill up in Jupiter.
**Dean Jackson**
So very cool have you gone through the process of calculating your listing multiplier index? Or have you heard me talking?
**Raymond Patrick**
about that. I've heard you talk about it, but I have not done that, okay.
**Dean Jackson**
What do you suspect if you were to say, like, just looking back, have you taken ten listings since you've been in North Palm, like in the three years or whatever?
**Raymond Patrick**
Oh yeah, yeah, I did North Palm, okay, but in this round area, yeah, you can probably almost all my stuff was always a listing Okay, great. So when you talk about the multiplier, I kind of used it on these people. From a cold call I went and I listed the mom's townhouse. Oh, I did a postcard campaign to Europe. Yeah, I did it, just sold postcard, not yours, but I did well. But then I actually Identified another buyer who wanted to buy mine and the property down the street came back on the market. I sold them that then. So this is how this game work. I sold him that, so I sold my listing, sold this guy, this other listing four doors down. Now I just listed the daughter's house Because the mother moved in with her, yes, and her family, yeah, and her husband, and then now I just sold them a house. That's perfect. So for one transaction, that's for transaction.
**Dean Jackson**
There we go. That's what we're looking for is to you know, orchestrate that For every listing that you, that you get. You know.
**Raymond Patrick**
What I find is down here, a lot of my clients are either moving you know, into a nursing home or they're moving out of state.
Yes but I think the big thing on that would be to do open houses, I mean even actual open houses. I used to do a lot with, I see, like Joshua Smith, stuff with the mega open houses when I was back in Illinois, right, but I've only done a few down here. But I think I'm gonna do that because there's a I mean it's free. It's basically a free, and if you know what to say to the clients that come through the door and one of his things were and Everything can help anybody is do you have an agent you're committed to?
and then the husband and wife will look at each other and they'll say, well, I really don't like that guy. And and then you know, then the truth comes out and then you could. I Once had a property in Illinois. I did six deals off of one open up the open house and it's two open house stuff. So I mean the compounding. That's what I have not been doing down here. It's my fault, but I have not been doing that and yours kind of gives me more of an ability to do that. Oh and because just that one and done cold calling is like a shotgun effect, you're just like, okay, I'm gonna call here. I might call like a 30, 40 mile radius. That's a big, because I'll take a listing an hour away. I don't, I'll take it two hours away. It doesn't matter to me, but you know buyers might gonna run around two hours, all right, no, way yeah.
But you know, if you can compound off of that, opposed to just, you know, say, let's make a listing and sell it and then I'm done. I get nothing from it. Yeah, it's just what did you do? You're back on the hamster wheel. Yeah, the next day, that's exactly right, so they're such a good.
**Dean Jackson**
That's a really. You know what you just said about the open house thing, as I agree 100%. But what we're doing with the info box flyer and the Facebook ads, just for that listing, generating people who are interested in that one and sending them, inviting them to come to the, to come to the open house, but we don't never I don't really call it an open house. In the same way, if you opt it in for something.
I might send you an email on Wednesday and say hey, raymond, I'm meeting people at the house this weekend. Would you like to join us? And that's so now I just all I'm saying. I'm not saying on Saturday at 2 or from 1 to 4 or on Sunday Afternoon. I'm not putting any filter in. I just want to see whether you want to see the house. So when I ask you, I'm meeting people at the house this weekend, would you like to join us? I'm only interested in your interest level in seeing the house, because you may respond and say Well, when are you, when are you doing it? Because now that's right, and then you can get everybody to come at 2 o'clock. That's kind of a you know a great thing, rather than having to sit there from 1 to 4 and hope people fly.
**Raymond Patrick**
Yeah, that makes sense. Yeah, yeah, yeah, so, yeah, so there's, I mean there's, I mean that's the biggest thing I get from. What you're doing, too, is just a leverage. And that man, yeah, I get said because I had stopped doing that. And you know, I thought I and that's kind of my ego I thought, well, come down here I'll just crush it cold calling. And I actually have kind of figured out. I mean I know there's people that do, but I think as a solo cold caller, I think you could probably max out at probably 30, maybe 40 deals. I'm sure there's some people say, oh, I do 100, but I don't think that's all from cold calling. But to truly cold call, yeah, that's a tough gig to do.
Yes, I a lot of them drop through the cracks that you would. They said they were gonna list with you. They don't even call you. They let someone else. Next. You know it's on the market. Yeah, and another thing I'm doing now is working more with some buyers too. I'm actually a good buyers agent that's been at this a long time. Right, it just used to frustrate me.
Yeah, you know, especially first-time buyers. But it's a different clientele down here and you got people come down here paying cash, so it's actually goes pretty smoothly when you have that type of buyer.
**Dean Jackson**
How do you know a lot of people now there? How's your after-unit in terms of your referral? I don't know a lot of.
**Raymond Patrick**
I Really just would come from clients.
**Dean Jackson**
Yeah.
**Raymond Patrick**
I don't really. Actually I shouldn't say that I listed a property or I sold a property. A lady I played tennis with her Sister-in-law. She just I just closed on a condo in North, all be 400, around 400,000, and they were cash buyers and that was a referral, so I was very happy to do that. Oh, that was yeah.
**Dean Jackson**
So that's, I told them. So you're not orchestrating anything, but you're not. You don't have a list of people that you're sending the world's most interesting postcard to.
**Raymond Patrick**
Yeah, I see that and then I like the postcard. I just don't know that I have. You know, maybe I should just send everyone in my building. I have 220 people in my building. I've never sold a property in my bill.
**Dean Jackson**
I think you should see, you should send it to the people who you know, the people. If you saw him at the grocery store you'd recognize him by name. There's whether that's 25 people, whether it's 50 people, whatever it is. Yeah, those people are having conversations, right, as if we look at it that let's say you must know 50 people, right? So you look at those 50 people, let's say, on average they're having three conversations a day. That's a super low number, but that's a hundred conversations a month. That means that collectively those 50 people are having 5,000 conversations a month and it some number of those conversations are going to be About real estate, about something that could turn into a referral for you, right, just like your friend, your tennis friend, her sister or whatever that all referrals happen as a result of conversation.
They were having a conversation and she said I'm thinking about getting kind of oh well, you should work with Raymond. He's this guy play tennis with, he's a great thing. So all of those. She noticed that the conversation was about real estate. She thought of you and she introduced you to the person. Either she called you and said my friend or my sister or whatever, is looking to buy, or she told the friend to do it. And they called you and said, hey, my sister or my friend said you should. You could help me. Do you remember which? It was how they reached out to you?
**Raymond Patrick**
She just said hey, my sister in law is gonna be in town and she's looking for a condo.
**Dean Jackson**
Yeah, so that's like you know. That's perfect, yeah, so they came directly to you. So for everyone that turns into something like that, there's probably five conversations that could have been a referral if we started programming them for it you know Right right for sure.
**Raymond Patrick**
Yeah, I love it, yeah, so.
**Dean Jackson**
I'm excited and bullish on your, your future here. I'd like to see the Genesis. You know, and you've got the right mindset, committed for a year to mail to the first thousand homes, you're gonna be a success. It's, you know, it's a proven system. So you're, it's just a matter of executing and we're here to put that so I Love it.
I had a great, a great conversation. Nice to finally put a face to your voice. We've been talking on the, on the phone, so I'm gonna watch this and monitor it and and let's come back and revisit. Cool, that's good, awesome, we'll see you. Thanks so much for your time. Thank you All right. So there we have it another great episode.
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