Soroka also emphasizes the importance of lead generation. As a brand new agent, she suggests scheduling in time for lead generation, talking to a minimum of 25 new people about real estate each week, and not letting anything get in the way of lead generation time. Whether it's through working with people you know or cold calling through a database, Soroka believes that lead generation is the real work in the business and where you will put in the effort to succeed.
Paul Neal, hoist of the podcast, shares Soroka's thoughts on lead generation and adds that calling people can put their ego on the line. To overcome call reluctance and other related issues, Soroka suggests role playing with other agents or people in the trenches. Role playing helps to get all the “uhs” and “ahs” out and increase your confidence level. Soroka says that she would much rather practice with other agents and get feedback from the group than mess up with a $500,000 lead who is actively looking.
Soroka and Neal both agree that role playing is a great tool for new agents, as it allows you to practice different scenarios and come up with answers to objections. They suggest coming up with different topics and scenarios and role playing twice or three times a week for 15 minutes. Soroka shares that she hosted a role play this morning where the topic was what to do if a buyer wants to get out of the contract before closing, and how to handle that situation.
To connect with Mary Soroka:
mary@missionrealty.com
804-357-2736
Meet the Host:
Paul Neal is the founder and Principal Funding Strategist at Vantage Point Commercial Capital, a firm that focuses on helping entrepreneurs, businesses, and real estate investors win by funding their growth and dreams in nontraditional ways.
Paul’s unique perspective has been honed over 30 years as an entrepreneur, financial strategist, professional speaker, and executive coach. He took the road less traveled choosing to leave engineering right out of college to become a serial entrepreneur. From great early successes in the 90s and 2000s, to completely losing his primary business in the Great Recession of 2008, to bouncing back and just recently selling another business for a healthy 7-figure sum…he’s experienced it all. Paul offers a wealth of experience and passion to the entrepreneurial community in an engaging, upbeat, encouraging, and witty way. He can carry the conversation easily wherever it goes, and your guests will remain engaged and will walk away with valuable and practical insight and advice.
Connect with Paul:
Visit his website: https://paulneal.net
Connect with him on LinkedIn: https://www.linkedin.com/in/paul-neal-47b8478
Vantage Point Residential: https://vantagepointresidential.com
Vantage Point Commercial Capital: https://vpc.capital