Level Up

Level Up header image 1

How To Close 74 Straight Listing Appointments w/Century 21’s Multi-Year Top Agent in the World Dave Abdallah

Pre-qualification scripts are one of the most misunderstood processes in real estate. Why aren’t agents using them? How do you use accountability to work at a higher level? What is the difference between objections and conditions? On this episode Dave Abdallah goes deep on working efficiently and effectively, taking listing appointments at his office and his “always-be-calling” philosophy.

People don’t like pre-qualifying scripts because they don’t want to hear objections, and they’re too afraid to answer the questions that will bring out the objections upfront. -Dave Abdallah

Pre-qualification scripts are one of the most misunderstood processes in real estate. Why aren’t agents using them? How do you use accountability to work at a higher level? What is the difference between objections and conditions? On this episode Dave Abdallah goes deep on working efficiently and effectively, taking listing appointments at his office and his “always-be-calling” philosophy.

Takeaways + Tactics

  1. You want to be an information-gatherer before you’re an information-giver.
  2. Conduct your listing presentations in your office - it eliminates distractions and removes most of the opportunities to lose the listing.
  3. Pre-qualify every single seller prospect before previewing their home or setting a listing appointment - this is the most critical step to taking a high % of your listing appointments.

At the start of the show Dave shared on his pre-qualifying process and the reason people misunderstand the process. He also shared on the importance of knowing if an appointment is worth his time in the first place. Dave also talked about how his staff holds him accountable to perform at a high level. We went on to discuss the importance of listening when it comes to overcoming smoke screens. Towards the end of the show, Dave shared the advantages of doing listing appointments at his office.

On this episode we also discussed;

  • Why pre-qualifying scripts set you up for success
  • How the pre-qualifying process guides you in tonality, inflection and communication
  • The difference objections, conditions and smoke screens
  • Dave’s “always-be-calling” philosophy


When you don’t pre-qualify, it’s like going on a blind date where you have no information to go on. The conversation pre-sells them on you twice, so by the time you meet, you’ve had two major forms of communication. That frequency of communication increases your likelihood of getting the listings you really want. Pre-qualifying raises your standards, makes you work at a higher level, and steers you towards listings that are actually worthwhile.

Guest Bio

David has over 28 years of experience in the Real Estate industry, he has a Bachelor's degree from the University of Michigan in Finance & Marketing. In the last 28 years his team has SOLD 615 Million in sales and SOLD 4800 homes in the Tri County area. In 2016 alone the Team SOLD over 52 Million in sales and SOLD 325 homes. To get in touch call 313.203.8209 or visit his website DaveCentury21.com.

00:0000:00

The Race to Relevance: Why Relevance to the Consumer is the Key to Scale, Team Building & Expansion w/Century 21 CEO Rick Davidson

There’s a lot of momentum around teams and scalability right now, but is this conversation giving enough attention to relevance? Are you building a real estate business on the right foundation? On this episode, Century21 CEO, Rick Davidson shares valuable insights on real estate teams, leadership at a global scale, and why everything comes down to relevance to the consumer.

 

How do we stay nimble enough as a really big company, in order to respond to the speed of the market, at the speed of the customer? -Rick Davidson

Takeaways + Tactics

  1. If you're not relevant to your customer, you're not going to be able to scale. If you're a broker, keep an eye on the consumer and helping the agent be more relevant to them.
  2. Agent teams have to understand that brokers have to be profitable. You cannot build a team model that doesn't allow the broker to make a profit.
  3. Many people talk about scaling, growing and developing multiple streams of income - they forget that they actually have to execute.

At the start of the show, Rick shared how he helps the team keep their eyes on the summit. “You have to understand where your organization is going in the long-term, and ensure you have frequent and consistent messaging.” He also shared how the organization keeps itself nimble to move with the market. Next, we talked about scalability, and how it relates to relevancy. We went on to talk about teams, “you as an individual, need to be as strong a member of that team as everyone else.” Towards the end of the show we discussed how market disruptions can be prevented by being more relevant, and getting ahead of the needs of the consumer.

Rick also shared insights on:

  • Getting agents focused in the right direction
  • Establishing goals to achieve the overall vision
  • How the agent’s relevance to a consumer connects to the broker’s relevance to the agent
  • The proliferation of teams in real estate
  • How value takes care of the compensation conversation
  • How brokers can be more relevant to agents
  • How Rick stays energized and maintains his enthusiasm for life and work
  • The importance of doing good and doing good business

The market is ripe for external disruption, and that only happens when the market gives room for it. We must anticipate disruptors, and understand what’s needed to be relevant to the consumer. We must position ourselves to provide a distinct and unique service by building the right structures for win-win scenarios for the broker, agent and consumer. The agent has to be relevant to the consumer. The broker has to be relevant to the agent by providing the culture, platform, tools and resources to flourish.

Guest Bio

Rick Davidson was appointed President and Chief Executive Officer of Century 21 Real Estate LLC a wholly owned subsidiary of Realogy Corporation (NYSE: RLGY) in February 2010. In his role, Davidson leads the world’s largest real estate franchise organization of approximately 6,950 independently owned and operated offices and more than 106,000 independent sales professionals in 76 countries and territories worldwide. For more information, send an email to  askrick@century21.com.

 

00:0000:00