In nearly 15 years of being an agent myself and coaching agents to grow their business, I regularly see a giant gap in the skills that agents possess. It makes sense. We learn the law and how to stay in jail in real estate school.
If we have a decent broker, they may teach us some methods to generate new leads. And if we don’t, there are hundreds of vendors and coaches looking to show us.
So why isn’t every real estate agent rich?
I believe that it’s because most agents are never taught how to nurture and prospect leads effectively.
Effectively. That’s the keyword.
Because there are hundreds of quick touch ideas and email drip campaigns and every manner of automated campaigns being sold to agents. The problem is they don’t actually work effectively to result in closed deals. Sure you are going to catch someone here and there, but in the meantime you are blowing through thousands of leads that you either spent your time or money on.
(Most of you are nodding your head)
My goal in this guide is to close that skills gap and give you the approach, tools and sometimes even the words to use to develop real relationships with your leads. Relationships that ultimately lead to closed transactions and commission dollars in your pocket.
I’ll warn you. My approach isn’t automated. It’s not hands off. And I’m not selling it.
We’re going to dive deep into…
- A mathematical approach to prospecting
- How to get your next appointment with one phone call
- The exact “what to say and how to say it” for every phone call
- And a lot more
However, before we get there, I want to address the elephant in the room…
All agents HATE making phone calls. Yes, even the best prospectors on earth hate it, or they started out hating it before they learned this lesson.
If you’ve ever suffered from call reluctance, it’s not just you. Every agent on earth has experienced call reluctance before.
You know what I’m talking about…
You sit down to make calls and suddenly you “remember” that you need to redesign your business card.
Or tweak your website. Or ask your broker a question.
Oops…it’s lunch time. Oh well, I’ll start prospecting tomorrow.
That’s call reluctance disguised as procrastination or busy-ness.
But the truth is it’s just fear. Fear of the unknown, fear of rejection, fear of failure, just plain fear.
Heck, I’ve been there too. But I learned this simple lesson and it changed my life.
Successful people don’t fail less. They just learn to eat failure and keep going.
Successful agents don’t close deals on every phone call. They fail A LOT. And then they eat it and keep going. In fact, that failure motivates them to get on the next call.
That’s the only difference between a successful agent and an unsuccessful agent.
If you are going to grow your real estate business this year, you need to learn to eat fear and failure for breakfast and then hit the phones in spite of it.
Want to know whether you have what it takes to overcome fear? Read this…
The Key to Successful Prospecting
Most sales people understand that all sales boil down to two factors:
If you were selling a widget this would come naturally to you, but because being a real estate agent is so much more than sales it oftentimes escapes us.
I have spent thousands of hours on the phone with real estate clients.
I’ve spent even more time with agents teaching them how to prospect effectively and the single biggest thing that helps improve an agent’s prospecting is NOT having the perfect script, or the best pitch, or the most experience.
It’s knowing their numbers.
Most agents have no idea how many leads it takes them to close a deal.
Or how many calls they have to make to get a live lead.
We’ve all been there.
Calling our leads haphazardly and then hoping we stumble on the one who is ready to buy tomorrow.
Then we turn around after a while and either blame the lead quality or beat ourselves up for not doing everything we could with the leads.
Being an expert in your numbers unlocks a plan for connecting with customers longterm and the attitude and mindset that help you follow through.
Depending on who you talk to, there are a hundred different stats you should be tracking and just as many ways to do it.
I am going to simplify it for you.
This will work no matter the lead or your prospecting approach.
First, you have to have a CRM. Any CRM will work if you use it regularly. If you don’t have one, use our free CRM–http://www.PipelineDatabase.com.
Then there are three (yes, only three) numbers you will want to track religiously.
- Contact Rate. This is percentage of leads that you reach vs. the number of leads you have. Inbound online leads will typically have a contact rate of around 50%. Colder leads (like a FSBO list) may have a a contact rate that is much lower.
- Success Rate. This is the number of people that respond positively to your first call. Of course, this requires that you an objective for your first call. For my approach, we expect a success rate of 75% or higher. Different objectives may result in a different success rate. The important thing is that you track this number.
- Closing Rate. This is the number of leads to close a transaction. According to NAR, agents close around 1 deal for every 24 leads (~4%). The type of lead matters, but what is most important is your average closing rate over time.
How you gather this information doesn’t matter, but I usually set aside a half hour at the beginning of each week to review the notes I made on the leads I generated over the last week and jot down my numbers.
Not only will knowing these numbers help you identify if something needs to be tweaked.
Over time, you will begin to get a true picture of your ability on the phone.
This is huge because your motivation will wane, especially as you occasionally run through a dry spell of reaching people or run into that jerk who screams at you to take his number of your list (even though he’s the dummy who registered at YOUR website).
Knowing your numbers means that if you just stay the course and continue to call, your contact rate will hold up, which will lead to your success rate if you take the right approach, which will ultimately lead to commission dollars from closings.
Know Your Customers
Before we get into exactly what to say and when to say it, we are going to talk about the natural law of prospecting.
Just like gravity keeps us from floating into the clouds, there are certain laws that exist that guide our customers actions, attitudes and receptiveness to us.
This set of laws is known as the “Buying Cycle”. Every business on earth has a buying cycle, by the way. But in real estate that buying cycle can last up to four months or more so understanding that cycle is more crucial.
Before you decide what to say to your customers when you reach them (our tool RECallScripts.com has some great ideas), you have to identify what phase a customer is at in the buying cycle.
This may be the first time you have heard about the buying cycle, but I can assure you it’s not the first time you have dealt with it.
Whether you are buying a home or a candy bar at the corner store, you go through three phases whenever you purchase a product.
1) Information gathering phase (Survey available products and gain knowledge of the market)
2) Product Search (Find the right match for your needs based on the information you gathered)
3) Escrow (Paying for the product)
Think back to the last time you made a purchase. Maybe you walked into a department store to buy a new winter coat.
Within minutes of you coming in the store, a sales clerk approaches you and asks nicely, “What can I help you with today?”
Without even thinking, you reply with…
“No thanks, I’m just looking”.
It’s almost a kneejerk reaction for most of us. Beneath the surface of this interaction, you are indicating that you are in phase one of the buying cycle and want to be left alone for a few minutes to look around and gather information.
You are NOT telling the clerk that you will never need their help.
You are NOT telling the clerk to buzz off because you can do this all on your own.
You are NOT telling the clerk that you aren’t buying anything today.
In fact, eventually after looking around for a while, you will probably approach that exact same sales clerk and ask them to help you find the right size (phase two) or to ring you up (phase three).
As you can imagine, a sales clerk who jumps right to the register trying to ring you up when you are still gathering information might not make the best impression.
Or a clerk who waits around for you to gather information while you are standing at the register ready to buy may miss out on the sale.
In the department store world, this buying cycle stuff is easy because the cues are clear and all three phases happen within 20 minutes.
In the real estate world, it may take a couple of months or more of information gathering for a customer to be ready for a home search and we are trying to read the cues from limited conversations with a customer, oftentimes over the phone.
Traditionally, agents have always connected with customers in phase 2 of the buying cycle. Think open houses, sphere of influence marketing, farming, and even FSBO/Expired leads.
And the prospecting training that goes along with those leads urges agents to be direct and assertive with probing questions designed to “close” the customer.
That approach works great for a customer who is searching for homes and just needs to find an agent.
Or a customer who is ready to list and just needs to be convinced to work with an agent.
But what if you grab your customers where 93% of homebuyers start their search–online. If they are just starting their search, they are likely in phase one of the buying cycle.
Being aggressive with those customers leads to a poor impression for the customer and lots of frustration for the agent.
You have probably heard the phrase “Buyers are Liars”. Well, they lie because we make them lie.
How would you respond if you were a phase one customer just gathering information and didn’t really want to get sold by an agent just yet?
“No thanks, I’m just looking.”
But then the agent is persistent, peppering you with questions about the home you want to buy and what your timeline and motivations are.
You’d probably make something up to get them off the phone, right?
Online leads are the same way. They are legit customers who we just happen to catch in phase one of the buying cycle.
In fact, we know that 74% of buyers and 76% of sellers end up going with the first agent who they come contact with.
Sounds like a great reason to get them early, right?
With the right approach we can not only turn those leads into real viable closings, but gain a significant advantage over our competition in the meantime.
Applying the Right Script
Internet Leads – Phase One
Now we are going to walk through my no-pressure approach to working internet leads who are almost always in phase one of the buying cycle.
You can easily personalize my script and a ton of other great scripts that work at RECallScripts.com.
So let’s break down my approach.
I open the call with a simple approach designed to break down the “sales” barrier that many online customers put up when they hear a real estate agent on the phone.
Hi This is [Name] with [Company]. I noticed you were on my website this morning looking at homes and I just wanted to give you a quick customer service followup call to make sure you got everything you needed.
They will often respond by saying “Yeah, I got everything I needed thanks.” This opener is important because these customers are primarily in phase one of the buying cycle.
They are gathering information and don’t think they need an agent yet (they are right) and don’t really want to get sold by an agent. How do we combat that?
By being the opposite of a sales agent…we are just making a “customer service” call.
OK. Awesome!… Oh hey, the other reason why I called is that we have a new service where we can set you up to receive listings via email as soon as they come on the market. You will oftentimes see them before most agents do. Is that something you might be interested in?
They will respond with “Sure.” 75% of the time.
Remember, you likely caught them on your website looking at homes or gathering other information and you are simply offering a free and simple way to get more information.
It’s a no-brainer for them.
Perfect. Well, give me just a sec and we will get you set up. Describe to me your dream home.
Let them talk. People like to talk about themselves and what they want. Let them run out of words before you jump in.
Then ask a question that prompts them for more info and let them talk again. Once you have gotten enough information to enter a search and the customer is done talking, you go ahead and wrap up the call.
Alright. Well, I will set this up and let me know if you have any trouble. My number is [Number].
Now if you have gotten this far, you have done the hard part and laid a groundwork for connecting with this customer in the future.
We will discuss follow-up calls and staying with this customer as they move from phase 1 to phase 2 as we go on.
For any approach to work though, you will need to make sure you have the right tools and training to generate a steady supply of leads to work with.
If you are following my approach to a first call with your leads, you have had a great first contact with your lead and you have
- Made them like you
- Setup future followup calls
Now it may seem that you are “in” with the customer at this point, but bringing a customer from phase 1 into phase 2 is an art unto itself.
Let’s return to the story of buying a winter coat that we talked about to illustrate the real estate buying cycle.
Imagine walking into a store to buy a winter coat.
The sales clerk approaches you and asks “Can I help you with anything today?”.
You reply “No thanks, I am just looking.”
Then you start to gather information, looking around the store and different styles and prices.
Eventually you found the perfect jacket, but can’t find the right size on the floor.
You look around for that nice sales clerk who introduced themself to you when you walked in.
Unfortunately, they are nowhere to be found so you grab the next nearest sales clerk and ask them to help you.
Perfect! They found your size and begin to ring you up.
That’s a great scenario for the customer. For the initial sales clerk, not so much. They missed out on a sale that was theirs for the taking. Customer loyalty only extends so far
In real estate we often make the same mistake as the initial sales clerk.
We make a great connection with the customer and really provide value through our site.
Then, we are nowhere to be found when the customer begins the home search process some weeks later all while expressing shock and anger when you check back in finding the customer to be working with your competitor.
Remember that 74% of buyers and 76% of sellers ultimately work with the first agent they come into contact with.
For us to rely on those statistics, we have to make a great first contact and then “be around” when the customer moves into phase 2.
This is where good phone follow-up comes in.
The average online customer is in phase 1 of the buying cycle and is between 3-6 months out from closing.
That customer needs at least 2 touches per week.
If you set them up for the automated search emails, that can count as 1 of your touches.
So you will also need another phone touch each week.
If good follow-up is akin to being a sales clerk within arm’s reach of a customer, then you don’t have to gradually increase the pressure on these calls.
In fact, I only have 2 rules for my follow-up calls.
- Always bring valuable information to the table (No “just checking in” calls).
- Keep it short and sweet (Don’t build the expectation that every time they answer it will be 20 minutes on the phone).
You will have quite a bit of freedom within that framework, but I will share some common follow-up ideas that we use. You can find our customizable follow-up scripts at RECallScripts.com.
Hi this is [Name] with [Company]. We spoke last week and I set you up to receive listings via email and I just wanted to check in and make sure you were getting those emails.
Great. Well, if you need anything else, feel free to call me. Thanks.
Hi this is [Name]. I know you have been getting homes sent to you for a couple of weeks now and I just wanted to make sure we weren’t wasting your time. Are we in the ballpark? Do we need to make any tweaks?
The customer has now had a few weeks to review the homes on the market and see what is outther. They will often reply with something like “Well, actually we don’t want to live in X neighborhood. Can you remove those homes?”
Sure thing. Let us know if we can help with anything else.
Hi this is [Name]. How’d those changes we made last week work out? Are we getting closer? Any other tweaks I can make?
Again, we are using the automated search as the basis for our followup. They will usually say “Sure. We actually want to expand our budget a bit. Can we open that up a little?”
Perfect. No problem. I will go ahead and make the changes for you.
Hey, I just finished updating our market stats on my website and it looks like the price range you are looking at appreciated ___% in this market. Anyways, I thought you might be interested and I was wondering if you wouldn’t mind me shooting you the stats via email?
More information. Use this opportunity to connect with the customer. They always say “Ok. Go ahead and send it.”
No problem. It’s on its way. Have a great day.
Hi. This is [Name]. I know we have been talking for a while and it occurred to me that you may not have seen the mortgage calculator on my site. It’s a great way to get some initial parameters for what you can afford. Have you tried it out yet?
Time to talk financing while still framing it as helping them with more information. They usually say “No”
Well, let me go ahead and shoot you an email with a direct link. While I’m at it, I can actually do you one better. I have a partnership with a local mortgage broker and I can send you his website. You can actually get pre-qualified there and then know exactly what you can afford.
Sure. That sounds ok.
Awesome. I’ll go ahead and shoot it over to you. Let me know if you have any questions.
By now you are beginning to get the idea and you can plug in any great information in your follow-up exchanges.
The primary goal is to use the information as the reason to connect with the customer on a personal level, not to disseminate the information by itself.
Often this type of follow-up transitions naturally into an agent relationship over time.
What if it Doesn’t Work?
If you follow that up with a plan to regularly nurture and contact your leads and the commission dollars will soon follow.
Except when they don’t.
Sometimes we make a great contact with a lead and are diligent to follow-up with them regularly, but we still don’t get the business.
Part of this is the nature of real estate prospecting.
The other part is the inherent messiness in human relationships. We aren’t always clear with each other.
There is a low pressure approach that cuts through the communication messiness and works to set a showing appointment almost every time.
Let me set the stage.
You have been following up with a customer regularly for 6-12 weeks and they are showing all the signs of someone beginning to move into phase 2 of the buying cycle.
You are getting along great with the customer and beginning to get excited that this is the closing you were waiting for.
The problem is they aren’t making any overtures to hire you as an agent or to allow you to help them find a home yet.
And you don’t want to be the first one to make a move for fear of scaring them off by being too forward and coming across as “salesy”.
We use a script that is no pressure and still shifts their idea of us from customer service rep to real estate agent. You can personalize and print this script (and others) at RECallScripts.com.
Hey [Customer Name], this is [Name]. I was thinking of you the other day and I ran across perhaps the perfect home for you. It has X and Y features and I think you are gonna love it. Anyways, if you want to check it out online, I can send you the address and MLS. Or if you want to see the inside, I can help with that as well.
Really lay it on thick.
You have such a tight relationship that you think of them all the time (nevermind the fact that you are busy and thought of them because they came up in your CRM to followup).
You just ran across the perfect home for them (ran across it in the MLS 5 minutes before you called). And you want to offer to show them the inside.
If they say no, then you keep on following up until they are ready. More often, they respond with something like “Sure. We don’t have anything going on Saturday. Let’s go take a look.”
This approach works because it offers them agent services while also still remaining neutral and not jeopardizing your relationship.
Once you start showing them property, it’s hard to mess up.
One Simple Trick to Automate
At the end of the day, prospecting is not really as complicated as we make it.
The messy timeline and low success rate inherent in real estate result in a lot of confusion and self-doubt.
“Am I doing it right? I can’t be.”
“I haven’t closed a deal in weeks…time to change up my game plan.”
Don’t give up. Get a plan, stay consistent, and keep moving forward.
My brother and I are no longer very active in real estate (we build tools full time now), but at the height of our team we listed 114 properties in one year and did $1M+ in gross commissions.
We attribute 100% of those results to one basic prospecting formula. Here it is:
Get there first + stick around + add occasional nugget of value + gentle nudge to schedule a showing = $$$
That’s all you need to do. You don’t need to change up your game plan every three months. You don’t need to build the perfect funnel or email drip campaign.
Just use that one formula for every. single. lead.
If you do you’ll close a high percentage of them.
If you want to get to the lead first and not share your leads with other agents, then you need Pipeline Pro Tools.
This is our flagship product. It’s inexpensive (comparatively), it’s easy to use, and it just friggin works.
Never gotten better lead gen results in my life than PPT + free classified ads.
I get 70+ leads per month and I’m coasting on autopilot. I can turn up the volume at any point.
Most importantly I get there first.
Use the scripts Io shared to both stick around and add nuggets of value.
The final segment of the formula is the “gentle nudge” to schedule a showing. For many agents, this is where they blow it.
Sticking around is easy. Adding value? It’s your middle name. The problem is most of us aren’t born closers.
But the gentle nudge doesn’t have to be difficult.
The method I showed you beforeis deadly effective, but it’s also time intensive.
I’m going to show you how to fully automate the “gentle nudge” to save you hundreds of phone calls per month.
This is not a replacement for the nudge I spoke about before. This is just how we automate the process AFTER that call (if the first call fails to result in a showing).
All you need is robocall software. There are plenty of services out there to choose from. But it comes included with our flagship product Pipeline Pro Tools.
The plus is you get unlimited calls and we designed it for agents so it has do-not-call protections built in.
Anyway, once you have robocall software, here’s how to deliver a gentle nudge that actually works.
I know what you’re thinking. Robocall? I friggin hate those things.
But that’s just because the robocalls you get are from politicians asking for money or reminding you to buy healthcare.
What if you got a robocall with alert of something you actually WANTED to know about.
That’s the idea with this strategy.
Here’s how it works.
Imagine an agent in your office takes a brand new listing. The home is now on the market… but there’s a precious window of opportunity — typically 24-48 hrs — before the property details and photos go live in the MLS.
You have a jumpstart on this property and therefore so do your customers.
You log in to your crm. Currently I have over 200 unconverted leads. That’s what happens when you get 70+ new leads per month.
I fire up my robocaller tool and record a quick “Listing Alert” message following this script (I play around with it to keep each alert fresh).
Hi, this is Levi with FavoriteAgent… I know, I know… everybody hates robocalls. But I have to get this out quickly and I have over 200 active customers to call.
A new property just went on the market but it’s not in the MLS yet so most realtors don’t even know it’s for sale.
[insert a FEW property details]
It’s probably not going to be around for very long. My notes tell me it’s close to your price range… maybe a little off.
If you want to see it before anyone else, just press 1 and we’ll set it up.
If you want us to text you more info on the property press 2.
If you want to unsubscribe from future listing alerts just press 9.
Once I’m happy with my recording, I press “go” and my robocaller happily calls through all 200+ leads. And it actually calls from MY mobile number so if someone needs to call me back they can.
I know that I could never personally call over 200 leads to deliver this gentle nudge. But with my robocaller tool and the simple Listing Alert strategy I can do it about once a month.
And every time… I get a handful of showings. How simple is that?
Cold Calling Phase 2
We’ve talked about all the tactics and tools we use to convert leads into real transactions.
It boils down to this:
Low pressure contact + stick around for a few weeks + gentle nudge to see properties = steady pipeline of clients
But that’s only the formula if you start with warm inbound leads. The kind of lead you get when you use Pipeline Pro Tools (<- link) coupled with our classifieds or zillow strategies.
This is where a buyer finds YOU and their information is captured by your tools.
But obviously a different type of lead would require a different approach.
Here’s a prospecting method anyone can do, even if they have no leads, and even if they have no money to spend on leads.
This is a phrase that strikes fear into most agents’ hearts but it doesn’t have to.
The key is having the right script, targeting the right leads, and investing a little time every day.
Let’s start with the script. Here’s one my brother and I like.
This script was developed by Jason Morris, an agent in South Carolina who is an absolute master at converting FSBO sellers and who invests a lot of time in helping other agents. I like it for two reasons.
Reason #1 – It just works. Jason has used this one script to list hundreds of hundreds of FSBO properties. Remember, these are sellers who claim to hate realtors and they are eagerly signing on to let Jason sell their house for them.
Reason #2 – It takes all the fear out of cold calling. You call someone who is actively trying to sell their house for $X. You tell them that you have a strategy that would allow them to net $X faster than their current strategy. Do they want to hear it?
If yes, you have a listing appointment. If no, no problem. Move on.
Sounds pretty great, right?
Let’s talk about how to find the right people to call.
Here are three places you can find highly motivated FSBO leads — the kind you want to call with this script.
- FSBO.com – Search your city and add the sellers to your crm.
- Zillow – Run a property search and filter for FSBO. Add them to your crm.
- Craigslist – Finally search your local Craigslist for FSBO. These are highly motivated sellers who are willing to try anything to get their house sold.
One quick trick that will pay off in spades… Start with houses that have been on the market longer and then work backward.
The longer the house has been for sale the more open the seller will be to hearing different strategies.
Also there will be less competition. Typically when a new FSBO listing appears on the market they will get a barrage of calls from local realtors. After a month or so most realtors stop calling. This is your “in”.
Give it a try. This is the ultimate strategy for when things are slow and you have nothing going on in your pipeline. One week of cold calling will typically result in at least 1-2 listing appointments.
It’s not as fun as calling warm leads (or using a robocaller to prospect for you).
But if you’re a hungry agent who wants to do everything to rapidly grow your business, give Jason’s script a try.
This all seems too easy though. You know your customers, you have a plan to reach them and you know what to say when you do.
Our brains often trick us into looking for 50 false problems instead of the 1 real problem.
The 50 false problems usually make us feel better about ourselves, but they get in the way of progress.
My mind does it, and so does yours.
For agents who want to rapidly grow their real estate business, here’s a quick list of FALSE problems vs. REAL problems I see all the time.
See if you can spot at least 2 that are true for you.
FALSE PROBLEM: “I don’t know what to give as a closing gift… Locally made pottery or branded key fobs?”
REAL PROBLEM: “It doesn’t matter. I need more customers.”
FALSE PROBLEM: “Should I hold my open house on Saturday or Sunday?”
REAL PROBLEM: “It doesn’t matter. Statistically the open house will suck up 14% of my workweek and produce less than 5% of the leads I need.”
FALSE PROBLEM: “I don’t have time to learn how to use a new system.”
REAL PROBLEM: “I might be spending my time on activities that feel important but don’t actually move the needle. How do I actually get more customers?”
These are SUPER normal. My mind plays these tricks on me all the time. It’s way easier to solve 50 made up problems than tackle one hard problem.
Remember, if it was easy, EVERYONE would do it.
Identify your one REAL problem today. For most agents, myself included, your one real problem is you need more customers and you don’t have a realistic plan in place to get them.
I always like to close these guides with a real-life story.
Do you know Kevin Grullon? Probably not.
For years Kevin worked as a truck driver in central North Carolina where I live.
He was a single dad with kids, bills, responsibilities… aka a real life. But he also had two other things that, if you’re reading this email, you probably have too.
Thing #1 – A desire to provide a better life for his family.
Thing #2 – The willingness to take action to achieve #1.
He decided to better his situation by getting his real estate license to make some extra money on the side.
He joined our local team and got access to the tools,
I still remember Kevin sitting in on my live Google Adwords training to learn how to generate leads. He barely paid attention because he was flirting with his now wife Shawn (true story).
But he got the basics down and that month he generated 42 leads on his own using Pipeline Pro Tools.
Now let’s stop right there…
Give Kevin a round of applause. To go from 0 leads, no experience, no unfair advantages to generating 42 real estate leads is legitimate hard work.
But the real hard work came next. Prospecting.
Kevin came from a line of work that required very little talking for most of the day…
How was he going to engage these prospects and convince them to us him, a brand new agent, as their realtor?
He took our prospecting follow up plan (the plan we’ve been teaching all month) and implemented it step by friggin step.
Within three months Kevin had a choice to make.
Should he quit driving his truck and start doing real estate full-time? After all, his income from real estate was now more than his full-time job.
He chose real estate. (Good choice, Kevin.)
That first year he made $351,623 in commissions and the next year he earned $541,298.
Having the ability to generate a never ending supply of leads, and more importantly a plan to prospect them, changed his life. Made him rich too.
Since then he married the girl he met in my Google Adwords training, they bought a huge new house with a swimming pool together, and they now run a huge real estate team in my hometown.
Kevin is awesome.
If you have a desire to better your situation and also a willingness to take action then you’re exactly the type of agent who needs Pipeline Pro Tools.