5 Tips to Boost your Phone Sales

$$$  Income happens based on how hard you worked 90 days ago… $$$

                What were you up to exactly 90 days ago?


Most Realtors give up on prospecting and hire a service like ours because they underestimate just how hard this job is.

Most Realtors give up because they can’t handle the rejection they get from prospects.

Most Realtors give up because they underestimate how much time it takes, to be successful on the phones.

I want to offer you 5 Tips to increase your performance and earn money U$D per hour.  Follow these tips for 90 days and I guarantee that you will be making more money.

Tip#1:  Have a sub-goal that leads to appointments.

Conversations is a good one.  For every 10 real conversations you have with a decision maker, you should yield at least one callback or appointment.  Test this out.  See if you can dial until ten conversations and see what happens.

Tip#2:  Have a pre-call routine

Create a one hour routine leading up to the moment you dial.  Make it pleasurable, make it fun.  Most prospectors will get their coffee, snack and maybe a book or other enjoyable thing.  Top prospectors will often do a role play call with a partner in which they let each other win a sale. 

Tip#3:  Have a prepared area.

I personally like to have a clean and quiet area away from distractions.  On my wall, I have motivational pictures of what I want (beach trips, cars, vacations etc) and pictures of what I don’t want (pictures of being broke etc).  I like to use a headset plugged into my cell phone as well, so that I can walk around while I wait or talk to people.

Tip#4:  Have a positive mindset

Before dialing, spend 2 to 3 minutes telling or reminding yourself that your client needs you just as much as you need them.  They are relying on your to make these calls just as much as you rely on them to send pay every two weeks.

Next, spend 2 to 3 minutes to think about the people you are calling.  They NEED your help. 


I can’t stress this enough.  Unless you are booking appointments left and right, STICK to the SCRIPT.  I can’t tell you how many times I’ve heard an ISA saying something to prospects that confused them.

2 Home Listing Leads per week guaranteed or your money back*

What we do:

We call Expireds, Fsbos and Circle Prospecting leads using  best practice; state approved prospecting scripts with the purpose of soliciting a listing appointment on your behalf.

  • Schedule a face to face listing appointment for you.
  • Schedule a “seller call back*” appointment for you.
  • Assign seller prospects to an automated email drip nurture campaign


    Increased Revenue:  Increased listing appointments lead to more sold listings, more sold listings lead to more commission checks**

    Time Saved:  Save on average 4 to 8 hours of cold calling for every “seller call back” lead booked and 10-20 hours of cold calling per face to face appointment booked.

    Predictable Income – Based on increased contact with qualified seller prospects and nurturing of seller prospects over a 3 to 6 month period.

What you do:

  • Pre-qualify listing appointments over the phone prior to appointment
  • Call and Close qualified sellers that have raised their hand and agreed to a call back
  • Provide Cutyourpayroll with a local lead source to call  (Ie. TheRedX, Vulcan7 or Mojosells)

*Listing Leads are:

Any booked (not necessarily attended) face to face listing appointments.  Regardless of the outcome of said appointment.

Qualified Sellers who have identified that they have not chosen an agent to work with, are in the market to sell and have agreed to receive a “seller call back” from you.  Seller Call Backs are prospective home sellers who have agreed to speak with you via a phone call.

“Money Back Guarantee” means that you will receive a credit on your next invoice for services rendered by your ISA.

** Increased Revenue:

Increased revenue is due to increased listing presentations following our process of pre-qualifying the listing prior to the appointment and accepting home listings that are priced at or below the current market value.

3 Pro’s and 3 Con’s of hiring a Real Estate Virtual Assistant

The 3 Pros:

1.  Reduced Cost.

Using a Virtual Assistant comes with some major cost savings.  The biggest cost savings is taxes.  When you outsource to a Real Estate Virtual Assistant, you’re able to deduct 100% of that cost*.  In-house w2 employees typically come with a tax burden in which you have to match 1/2 of the employees tax burdens.*

  • Please consult your local CPA for more info on this topic.

Another cost savings with a Real Estate Virtual Assistant is the office and equipment expense.  VA’s don’t need to come into your office, therefore you don’t need to rent costly square footage to accommodate them.  You also typically don’t need to supply them with computers, phones or other costly equipment.

Lastly,  and this is a big one also, employee benefits.  VA’s typically don’t need to be given paid days off, maternity leave, vacation days, sick days etc.  This poses a significant savings to Real Estate Broker entrepreneurs.

2.  Real Estate Virtual Assistants make happier team members.

Real Estate VAs are happier for good reasons.  To name a few.  They have no commute to work.  This is not a huge deal in some cities, but in cities like NYC or LA, this can save a VA 2 to 3 hours of commute time every single day!

Working remotely also offers great flexibility in work hours.I personally like to to start at 6am and break around noon, then go back to work after a long lunch and workout.  The options are endless, but often not possible working a 9am to 5pm office job.

Other reasons for increased happiness include lack of micromanagement (no one over their shoulder), the ability to be creative and the lack of office politics to deal with.

3.  Reduced Legal Risk

Let’s be real, employee people can be very risky.  People get hurt on the job,  they get harassed by a co-worker or manager and bring law suits etc.  They damage your new equipment etc.

Removing the on-site human element eliminates a majority of these legal risks.

The 3 Cons:

1.  They are not here!

There are plenty of tech solutions out there to bring you and your VA today.

Personally, I use Skype for messaging with my VA right from my cell throughout the day.  Just download the app in iTunes or Google Play and install it on your smart phone.

For meetings, we like to use zoom.us.  This is a great service and allows me to walk my VAs through tasks as well as record the meetings for later training use.

Not an “app” person?  Get a RingCentral Account and get your VA a phone line of their own.  This allows you to call or text your VA.  This way, you can delegate tasks on the fly as they come in or get phone support from your VA.

2.  I can’t tell if they’re working.

It can be scary to imagine some rouge employee “milking the clock” on your dime while you’re out there busting your butt.  In realty, this is rarely an issue.  Most Real Estate VAs won’t want to mess with a good thing.

There are 3 easy things we can do to ensure that we are receiving value however.

1.  Have your VA install a time tracker on their pc.  Use a service like Rescuetime.com to get an idea of what your VA is doing all day.  Even if you never check the reports, your people know they are being watched and will work harder.

2.  Have a morning Daily Huddle.  These can be as fast as 2 minutes long, just to set the expectation about what you’d like your VA to do today.

3.  Have your VA submit a Daily Log.  This is a quick email report about what your VA got done today.

3.  I can’t train them if they are not next to me.

Being a Real Estate Virtual Assistant firm involves constant learning.  This is because new Real Estate tools are being created constantly.

To keep up, 1st, we leverage all the video training available online already.  Ie.  If you sign up for a RedX subscription, have your VA follow their Youtube channel 1st, before you start creating your own trainings.

Need to teach your VA something technical?  Here’s 3 quick steps to teach ANYONE anything.

1.  Record the steps to complete the task on a notepad while you do it yourself.

2.  Simply the instructions and type them up on a Word doc.  Less is better!

3.  Use a screen recording software like Camtasia or useloom.com and record yourself actually doing the task.  Then share a link of the video with your VA.

If you’d like to have a discussion about getting a Real Estate Virtual Assistant or Real Estate Inside Sales Assistant up and running in your practice, feel free to email us at: info@cutyourpayroll.com or call us at 216-314-6353.


Listing Appointment Setting Blueprint

Listing Appointment Generation Blueprint
Generate seller leads without making one cold call.

Would you like an additional 3-4 listing appointments next week?

It’s absolutely possible to generate 3-4 seller leads next week using what industry insiders call, an Inside Sales Associate or ISA.

We’ve got a one-page blueprint for you. Implement it into your business today and generate 3-4 new listing appointments over the next 7 days.

Click here to download the blueprint for free!

What would it mean to your business if you could go on 10+ listing appointments this month?

Could you land 2 or 3 out of 10?

Get a sneak peak at what Top producing agents are already doing to generate new listings consistently. This is not theory. It’s being done right now, successfully.

Click here to download the blueprint for free!

P.S. More and more agents will be doing this. Don’t delay at least doing some research on this topic.

Required Reading for Business Success in 2016


January is typically a slower time in the real estate game.  Some people squeezed in their closings for end of year and others are still catching up from being off during the holidays.

I think of this as a great time to plan for the spring.  Spring and early summer is typically the busiest time of the year for Real Estate sales.

A large portion of savvy buyers plan to make their big purchase by spring so that they can have a summer move while the kids are out of school.  This is traditionally a large driver for spring real estate sales.

In order to have a good busy season, we must head into the season with momentum and a bullet proof plan.

I would like to recommend 3 books that have changed my life over the past 24-48 months to help you prepare for the spring.  I am constantly reading and these 3 books are the cream of the crop.

The first 2 are both by Gary Keller, co-founder of Keller Williams Real Estate.


1. The Millionaire Real Estate Agent: by Gary Keller

This is a pure blueprint to regular retail real estate success.  Following the systems found is this book is a guaranteed way to make an extra 40-50k in the next 12 months.

2. The One Thing: by Gary Keller


Gary talks about how doing less can actually produce you superior results.  The idea is that the more we hand off to others to do for us, the more time we have to dedicate to the big money generating tasks.

Anytime I get overwhelmed, I take out a notepad and write down, what’s the one thing I can do for this task that would produce the greatest result?  I then get to work with a clear head and razor focus.  Thank you Gary Keller!


3. The 4 Hour Workweek: by Timothy Ferriss

Tim cashed out of his startup in 2009 for about 200+ million dollars.  This book talks about all of his hacks on life and business.  It’s a “how I did it” story that is constantly entertaining.  *disclosure, I would give the book a rated R rating for language.  I am typing this blog from a condo in California instead of a 10 degree ice box in Ohio all thanks to THIS book.

I realize that many of our blog readers don’t have the time to sit down to a book, so I would also recommend www.audible.com.  For $10 bucks a month, you can get a new audio book which you can listen to from your smartphone in the car or in-between appointments.  I have not listened to the radio for over a year because of this sweet app.audiblebooks

Audible Gold Membership

Cutyourpayroll.com appreciates you as a reader of our blog.  Interested in hearing an expert speak on a certain topic?  Send me an email at: dkeltner@cutyourpayroll.com.

Interested in further discussing this blog topic?  Send us a comment below, we would love to hear from you!

Daniel and the Cutyourpayroll team.

Spring Staffing Sale

We’re looking for Top Producing Brokers and Agents

Spring is here and you are about to be slammed busy…

You need some help but you don’t even have the time to ask for it.

We have you covered.

Not only do we have the Virtual Assistant you need, We also have U.S. Based managers that will manage your Virtual Assistant and their projects so you don’t have to.

Currently, I am looking to place these 4 Virtual Assistants with a busy top producer type Agent or Broker.

1. Phone Sales / ISA – $8.90 per hour
– Create a custom campaign calling Expireds, Fsbos, Just listeds etc.

2. Admin – MLS and General Tasks – $7.90 per hour
– Creating CMAs, BPOs, Entering Listings, Offer Handling etc.

3. Website Builder – $9.90 per hour
– Create full IDX websites, Landing Pages, Lead Pages etc.

4. Digital Marketer – $8.90 per hour
– Trained by www.digitalmarketer.com, specializing in email drip campaigns and list building, Listing Marketing.

These 4 Virtual Assistants are first come first serve and took me months to train. Once someone snags them up, they will be gone. So act fast.

To get started: click the link below to schedule a consultation call. We don’t just work with everyone, so we will need to speak with you first.


Daniel Keltner, CEO/Founder

See what our clients are saying…

CutYourPayroll.com 17149 S Park Center Strongsville, Ohio 44136 United States (312) 416-9996

Your source for Real Estate trained Virtual Assistants