In today’s episode of the Live UNREAL Podcast, we’re sharing an excerpt from a recent Glover U live event, where Jeff interviewed Andy Nelson. Andy is a superstar agent who has the experience to share his expert sales tips. 

Andy has been through his fair share of hardship. As a veteran, Andy didn’t plan on doing real estate for a living. In fact, he quit the industry twice before finally co-owning a successful brokerage. However, his unusual life trajectory has taught him unique strategies to level up your sales game. 

Find out how to become a better seller, a better prospector, a more consistent communicator, and more. 

We also discussed;

• How to effectively market to your database

Quotes

“You don’t have to do anything special; you just have to do it consistently.”

“You should control your schedule, not your clients.”

Key Points 

1. Marketing to your database is essential. Andy uses a 52-touch program, where he sends something to his database every week, including direct mail, emails, and more. At the end of the year, track how much money you spent marketing to your database and check how much money you made from those efforts. This way, you can cut unprofitable strategies and double down on successful ones. 

2. As part of Andy’s team, he delegates specific tasks. Since he’s on pace for 84 transactions this year and runs a brokerage, he doesn’t have much time for showings. To fix this, he has an agent dedicated to showing homes to clients. You need to take control of your time and don’t let your clients set your schedule. 

3. When Andy gets a lead, he sends them three emails, texts, and calls during the week. Follow-up is crucial to net more successful appointments. Some people worry this strategy is too aggressive, but it works. The average lead only responds after your fifth attempt, so be diligent.