“Show up.” That’s the summary for how to succeed in real estate, according to Robert. His approach is simple, straightforward, and it works. Going from zero to $70 million in sales in 2 years is pretty good proof that what he does can have a major impact on a person’s success.
Agent: Robert Gawel
Market: Clearwater, Florida
Steal His Ideas:
- “Show up”
- Be coachable and get with a good mentor
- Be willing to do the work
- Invest in yourself
- Be on the phones by 9am
- Don’t call FSBOs to get listings; call them to get to first base (see below for explanation)
- Don’t hit the snooze button – you’ll be denying yourself of the time you’ve been given
- The fastest way to get people to trust you is to add value to their lives. Mathematically, show people how you can save them money.
Robert has had the opportunity to be an agent, manager, trainer, mentor, and business owner. He currently owns his own brokerage as well as his own coaching and training program, the Real Estate Academi.
He feels that getting professional coaching right away can make a huge difference in your career both short and long-term. Plus, once you have the knowledge of what to do, then you have to go and do it!
At the foundation of everything is a plan of attack with very specific systems. Like any business, your real estate business must have systems in place and a schedule.
A schedule is important because we all have the same amount of time and you need to maximize every second. Time-block appointments and activities so that you can do the same things at the same times every day and week.
On Mondays, he calls For-sale-by-owners from about 9am to 10am. And, out of the “top 10” FSBOs he contacts, about half answer the phone and half of those turn into in-person appointments. So, by the first hour of the week, Robert has at least a handful of “listing” appointments to go on already for that week.
During these appointments, his goal is not necessarily to turn them into clients on the first visit. Although that would be nice, his first step is simply to get to first base and have a meaningful conversation.
In other words, take the “Money Ball Approach:”
- First base = Know you
- Second base = Like you
- Third base = Trust you
- Home Base = Do business with you
Here are the three things you want when visiting a FSBO:
- First and last name of owner
- Their phone #
- Their email address
- (and you already have their property address)
From here, you can stay in contact with people after building rapport utilizing the FROG acronym: family, recreation, occupation, goals.
What’s the worst marketing you’ve done that others should avoid: “Image ads” in various types of print media.
What keeps you motivated: All the opportunities that are around you.
You’ve got 30 days and $1000, what do you do: Get an expired/fsbo service with quality leads. Then, go out and meet people.
How You Can Do What He’s Done
Be on a mission to solve other peoples’ problems and add value to their lives. By doing so, your life will get better. This is a business where you learn by doing. Just show up, do something, and keep learning as you go.
Robert’s brokerage, Alexa Realty