So that sales/prospecting class is now in full swing. Aside from the insane goal of 100 real estate conversations/week, we are tasked with a full list of homework. In class 2, which was last Wednesday, the coach made a point of clarifying: this is not a training class; this is an intense coaching program of transformation. What does that mean, you ask?

Let’s just say, everything is being tracked. Number of calls, number of hours spent on lead generation, daily habits, number of people met, etc. We created a weekly calendar down to half-hour chunks. I mean, I have done some pretty damn intense things in my life, and I have to say, this is way up there. I feel like I am working or thinking about work from sun up to sun down. For real. And then the program has us broken into teams and if you don’t meet your individual goals, the team suffers. So there’s that.

Every damn day, I am waking up feeling tremendous stress and pressure worrying about how I’m going to hit my goals. I seriously feel like I am in that Justin Timberlake movie In Time. Thankfully, I met the 20/day goal Th, Fri, and Saturday but holy crap, it takes major hustle.

On Thursday, I realized that manually dialing people from a list was going to take for freaking ever, so I got set up with a power dialer tool. Basically, it’s a software program that automatically dials a list of phone numbers. I know, don’t hate. But holy cow, that tool is wonderful bc it allows me to quickly hang up on bad numbers, leave a pre-recorded VM on answering machines, and it just keeps powering through the list without pausing. Some dialers can call up to three lines at once, so yeah, technology is fucking amazing.

The thing is, I’ve had the shittiest luck with the cold calls. I have not gotten any leads, and true, it’s probably bc I’m not very good at it. For example, on Friday, I called into my team captain for 8am script practice. He and a colleague demoed a call and dang, the captain is good. I mean, assuming he can extend the call beyond the first ten seconds… he is smooth and super natural and persuasive. It’s an interesting revelation bc listening to him on the call, my brain tells me he’s just naturally talented with the confidence and persuasion. It’s that authentic. But then after talking to him and hearing him explain how he practiced daily for months and months, I realize that his fluidity is learned behavior. Every little bit is studied and practiced to the point of becoming natural… I know practicing does wonders but shit, I am still impressed. So, back to the scripts!

In addition to the calls, I did a few other “reach” activities this week. For example, on Wednesday, I found a sweet house in Almaden Valley to possibly host open for Easter weekend. I saw that it wasn’t scheduled for an open house, so I reached out to the listing agent to ask if I could host. She didn’t get back to me via email, so then I texted her. She’s covered, she replies. But it still wasn’t on the calendar. Maybe they were just going to take a break this weekend, or maybe she was reluctant to have me host? I don’t know. But then on Friday afternoon, she reached out to me and asked if I was still interested. Yes! When I spoke with her on the phone to get the property rundown, she was surprised to learn I was a newbie. She said I came across very professional. Hee, hee!

After our call, I called up some lenders to see if any of them had leads for me (another reach), and an officer from BOA told me she was holding a Loan Day at the local branch on Saturday. She invited me to join. So just like that, at 5pm on Friday, I was booked to table at the BOA on Saturday morning and then host the open house in the afternoon. Yup, skateboarding class got canceled. I gotta hit them stats!

Friday night, I was up late prepping and fixing my signs, and Saturday was a looong ass day. I wasn’t very good at tabling, but the open house went pretty well. The house was a beauty, so that helped. More deets on Saturday later. Needless to say, I was wiped by the time I got home. Too much people interaction!! I spent most of today (Sunday) doing homework, and I had zero real estate conversations. Hitting the sack now to get up early and start the countdown again tomorrow. Ugggg.