No Sphere, No Pipeline, Just A 10-Page List
I fell in love with real estate right out of high school and got licensed young. The problem was, I was so young when I started that I didn’t have a large sphere of influence. I didn’t have a lot of people to refer me or anybody I knew looking to buy or sell. My whole income was heavily dependent on generating leads.
All I had to work with was a 10-page do-not-call list off my MLS. It was a lot of hand dialing, a lot of sitting down, and no organization at all. The data was bad, the list never changed, and I had no way to even remember who I’d already contacted. I was having the same repetitive conversations with the same people who weren’t looking to do anything, and I couldn’t filter them out. It became a wild goose chase.
My Broker Said Three Words: “Look Into REDX”
I was eating lunch when my broker, who’s also my mentor and coach, brought it up. One of our top cold callers had been using Mojo and wasn’t a fan anymore, so they were looking at alternatives. He told me, “I heard REDX is good. Jordan, look into REDX.” I went to the website, watched a demo, looked at the interface, checked the Google reviews and the competitors. It was like a magnet. I called to get signed up right then and there.
I had zero hesitation. I’m not afraid to invest in myself, and this was just another tool in my toolbox. I wasn’t going to spend $400 or $500 a month on Zillow buyer leads that may not convert. I wanted control over what was coming to me. I wanted listings, because if I had the listings, I’d have control over my income. I started on expireds for about $50 a month, and in the first two weeks I had two listing appointments with people my whole office couldn’t even get ahold of.
One Expired Call Bred A Chain Of Listings
Now I have a system. I come in and hit expireds at 9 AM, then switch to the next lead in my stack: circle prospect with GeoLeads, follow up with everyone I met the previous days, and stay in touch with my database. Once REDX integrated with CRMs, I added Follow Up Boss, and now everything in it is REDX leads I’m turning into appointments. In the last two months I’ve had 20 appointments. Every single one of my seller leads came from REDX, all the way back to the root cause.
The numbers speak for themselves. I’ve done 50,000 to 60,000 calls in the last year and a half and spoken to 80 to 90 people who have listed, sold, or are in contract. I’ve listed close to $2 million in the last year, with another $2.5 million coming up. My favorite story: I got a listing into contract straight off an expired call, found the seller a buyer at an open house, and that one call turned into two referral listings on top of it. Those listings bred other listings, all from one phone call. A fraction of one commission check pays for a whole year of REDX.
Stay Moving Like Wet Cement
If you don’t have a big sphere of influence, you have to prospect. You can go door-knock and sweat all day out of breath, or you can sit down with a whole system in front of you and know exactly what to say, because REDX gives you the scripts too. They don’t leave you high and dry with just data. Call relentlessly for two hours a week straight and you’re going to get a lead or a listing appointment. If I don’t make my morning calls, my day is ruined.
Think of it like wet cement: to keep it wet, you have to stay moving. If you stop, you dry up and your pipeline dries up with you. Knowing what I know now, I’d definitely buy REDX again. If I had to start all over, I probably would have bought it sooner.
