John Assaraf

So we broke it down to, OK, now I have a number. He says, now, in order to get this many listings, you're probably going to have to be in front of, you know, 20 people this month that could say yes to you. And you're probably going to have to speak to people who want to buy a house. And we determined that I had to make 100 calls a day and prospect.

So we broke it down to, OK, now I have a number. He says, now, in order to get this many listings, you're probably going to have to be in front of, you know, 20 people this month that could say yes to you. And you're probably going to have to speak to people who want to buy a house. And we determined that I had to make 100 calls a day and prospect.

So if I made 100 calls a day, and back then we could phone call, and we'd get probably 30% of the people answer the phone. And they said, great, so here's the math behind achieving the goal. And he said, and here's the numbers to achieve the goal. He says, but that's not enough. He says, because you can make 100 phone calls and just blab your way and sound stupid.

So if I made 100 calls a day, and back then we could phone call, and we'd get probably 30% of the people answer the phone. And they said, great, so here's the math behind achieving the goal. And he said, and here's the numbers to achieve the goal. He says, but that's not enough. He says, because you can make 100 phone calls and just blab your way and sound stupid.

So if I made 100 calls a day, and back then we could phone call, and we'd get probably 30% of the people answer the phone. And they said, great, so here's the math behind achieving the goal. And he said, and here's the numbers to achieve the goal. He says, but that's not enough. He says, because you can make 100 phone calls and just blab your way and sound stupid.

And yes, you'll get embarrassed and ashamed and ridiculed and judged and rejected. He says, but let me upgrade your skill now. So he gave me literally like a sheet of paper that was typed out. And on the sheet of paper was a script. And here's the script 45 years later. Ready? Hi, this is John Assaraf with Allen Brown Real Estate Company.

And yes, you'll get embarrassed and ashamed and ridiculed and judged and rejected. He says, but let me upgrade your skill now. So he gave me literally like a sheet of paper that was typed out. And on the sheet of paper was a script. And here's the script 45 years later. Ready? Hi, this is John Assaraf with Allen Brown Real Estate Company.

And yes, you'll get embarrassed and ashamed and ridiculed and judged and rejected. He says, but let me upgrade your skill now. So he gave me literally like a sheet of paper that was typed out. And on the sheet of paper was a script. And here's the script 45 years later. Ready? Hi, this is John Assaraf with Allen Brown Real Estate Company.

We have somebody who's looking to buy a home in the neighborhood. Have you thought about making a move? If they said yes, I go, great. Could my broker and I, Allen Brown, come over today at three o'clock or would five o'clock be better? So I had an alternative choice. The illusion of choice. Right. And then if they said, sure, three o'clock is great. Great. We'll see you there.

We have somebody who's looking to buy a home in the neighborhood. Have you thought about making a move? If they said yes, I go, great. Could my broker and I, Allen Brown, come over today at three o'clock or would five o'clock be better? So I had an alternative choice. The illusion of choice. Right. And then if they said, sure, three o'clock is great. Great. We'll see you there.

We have somebody who's looking to buy a home in the neighborhood. Have you thought about making a move? If they said yes, I go, great. Could my broker and I, Allen Brown, come over today at three o'clock or would five o'clock be better? So I had an alternative choice. The illusion of choice. Right. And then if they said, sure, three o'clock is great. Great. We'll see you there.

I'll let you know if there's any changes. Hang up, Mr. Brown. We have a three to five o'clock appointment. If they said, no, we're not thinking about making it. I said, thank you so much. Oh, by the way, have any of the neighbors, you know, said anything about moving this year? Yes. Oh, great. Would you mind putting me in touch with them? Give me their number, whatever.

I'll let you know if there's any changes. Hang up, Mr. Brown. We have a three to five o'clock appointment. If they said, no, we're not thinking about making it. I said, thank you so much. Oh, by the way, have any of the neighbors, you know, said anything about moving this year? Yes. Oh, great. Would you mind putting me in touch with them? Give me their number, whatever.

I'll let you know if there's any changes. Hang up, Mr. Brown. We have a three to five o'clock appointment. If they said, no, we're not thinking about making it. I said, thank you so much. Oh, by the way, have any of the neighbors, you know, said anything about moving this year? Yes. Oh, great. Would you mind putting me in touch with them? Give me their number, whatever.

If they said no, I said, oh, thank you. Oh, one last question. Since we are the local real estate company in the neighborhood, do you know when you might be thinking of making a move so we could put it into, at the time they had a card decks file. We wrote everything by hand. You know, we put it in our file. So I had a script. And I was also taught, yeah, people hang up on you.

If they said no, I said, oh, thank you. Oh, one last question. Since we are the local real estate company in the neighborhood, do you know when you might be thinking of making a move so we could put it into, at the time they had a card decks file. We wrote everything by hand. You know, we put it in our file. So I had a script. And I was also taught, yeah, people hang up on you.

If they said no, I said, oh, thank you. Oh, one last question. Since we are the local real estate company in the neighborhood, do you know when you might be thinking of making a move so we could put it into, at the time they had a card decks file. We wrote everything by hand. You know, we put it in our file. So I had a script. And I was also taught, yeah, people hang up on you.

Yeah, people go, you freaking idiot. What do you call me for? It's dinner time. So he taught me how to manage the rejection, the no, the clicks. He also gave me this sheet and it had a hundred boxes on it. Box one had $15, $15, $30, $45, $60, $75, $90, $105, $120, $135, all the way from $15 all the way down to $1,500 in box 100. And here was the game. He says, your job is to make 100 calls a day.

Yeah, people go, you freaking idiot. What do you call me for? It's dinner time. So he taught me how to manage the rejection, the no, the clicks. He also gave me this sheet and it had a hundred boxes on it. Box one had $15, $15, $30, $45, $60, $75, $90, $105, $120, $135, all the way from $15 all the way down to $1,500 in box 100. And here was the game. He says, your job is to make 100 calls a day.

Yeah, people go, you freaking idiot. What do you call me for? It's dinner time. So he taught me how to manage the rejection, the no, the clicks. He also gave me this sheet and it had a hundred boxes on it. Box one had $15, $15, $30, $45, $60, $75, $90, $105, $120, $135, all the way from $15 all the way down to $1,500 in box 100. And here was the game. He says, your job is to make 100 calls a day.