James Tostevin | Prospect Consistently & You Can Win the Listing Unconditionally

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After 4 decades in the industry, James Tostevin is consistently ranked among the top-performing agents nationally. 

In the last 12 months, he has sold a record 84 properties with an average sale price of around $3 million.

In this webinar, you will learn how prospecting consistently can help you win listings unconditionally.

The entire training, including prospecting role-play, is only in the Real Estate Gym

Episode Transcript

Tom Panos (00:00):
Well, I've got to say you've got to be one of the
most unique individuals in realestate because you actually talk
about a subject and you embracethat subject and you love that
subject and you're good at thatsubject and that's a subject
that gives oxygen to yourbusiness.
Yet it is the one topic, it isthe one skill set.
I mean, let's face it, Iactually make a living out of

(00:20):
telling people they already knowthat they should do it, but
they don't do it.
That's what I make a living outof right.
I make a living out of the factthat people don't want to do it
.
Why don't you think peopledon't want to do it, James?

James Tostevin (00:33):
Well, it's a combination of things.
I mean, I think there's aninherent laziness really let's
face it with a lot of people innot just real estate.
I think people get I can't bebothered, or they get tired and
worn down.
They've done it for a longperiod of time and they get, as
I said earlier, the stitch.
I think there's a lot of peoplethat take shortcuts in real
estate.
There's a lot of people thatdon't have maybe the financial

(00:53):
need.
They don't have thatdetermination to keep building
on income and keep earning moreand more.
Some people are happy earning$150,000, $200,000 a year, maybe
$250,000.
Some happy earning $150,000,$200,000 a year, maybe $250,000.
Some people are happy doingthat.
I mean I wouldn't be in realestate if that's all I was
earning, and I don't mean thatarrogantly, I just wouldn't be.
So that's not enough money forme to be, in my mind, to be

(01:14):
successful.
But I think it's an incrediblecombination of things.
I mean I grew up with verylittle money.
Mum and dad got divorced when Iwas 10.
And I mean we're okay.
You know, it wasn't poverty, butit was not really a comfortable
existence and I just said I'mnever going to live like that.
So I want to have greatholidays, I want to own a

(01:39):
beautiful house and an amazingbeach house, and I've got a
place up in Noosa with Lucy, mypartner, and yeah, there's just
things that drive me to besuccessful, and I guess you know
the reasons to get out of bed.
My partner and yeah, there'sjust things that drive me to be
successful, and I guess you knowthe reasons to get out of bed.
You know how often do you hearyou're going to have your why?
But it's so cliche, but it'strue, and different things
motivate different people.
So, but for me, you know, ourmanaging director has always
talked about owning yourlifestyle, paying down debt, and

(02:01):
I think I've got better andbetter at that over the years,
and the importance of that justgives you freedom and choice
with a lot of things in yourlife.

Tom Panos (02:09):
James, when you're making these calls, what are you
hoping you achieve out of thecall?

James Tostevin (02:21):
I got a listing last year.
I've been in touch with Johnfor 31 years.
When I used to ring John, hiswife died years ago, six or
seven years ago.
I wouldn't say there was awarmth about the phone calls,
tom.
In fact, if anything, he was abit brusque with me.
Sometimes I used to think God,am I actually getting anywhere
with him?
But the reason I got thatlisting was because of that 31
years of contact.
Now the interesting thing aboutthat story is how many times did
I appraise that property in 31years?

(02:42):
Right, how many Zero?
He never let me in.
He never let me in the door.
He said, james, you know what?
I don't need an appraisalbecause I'm not selling.
I love my house.
It literally was his castle andthen he was scarting down.
So to me that's perseverance.
31 years of contact, neverappraised it, never appraised it
and never appraised.

(03:02):
And yet I got the listing.
And because he bought throughanother agent, he gave them a
chance.
But then he said look, I wouldhave felt.
He said I feel a bit guiltyabout not going with the other
agent, judy.
I said how guilty would youfeel about me?
Like 31 years of contact.
I said, john, you would havebeen beyond embarrassed and
beyond.
You know, we just had a bit ofa joke about it.
When people say to me, oh,james, I couldn't sleep at night

(03:23):
if I didn't sell through you, Isay well, I couldn't sleep at
night either, tom, so I'mrelieved you said that.

Tom Panos (03:29):
James, I reckon sometimes I do things not
because I want to but becauseI've got this.
I did it this morning.
I had a coffee somewhere.
I don't want to have a coffee,but the guy's just so nice to me
all the time, right, and Idon't like his coffee.
But you do get this a bit of amoral obligation, don't you?
Who are you calling and whatare you saying?
And I'd love you to do a roleplay.

(03:51):
I mean, I know that you dothese prospecting exhibitions
that agents can come and watch.
You do a live prospectingsession and I'd love I'd
encourage others that areinterested to actually take the
next step to do that.
Can you just role play with methe kind of calls that you do?
I know the video has just ended, but I've got good news for you

(04:15):
.
If you resonated with this andyou want to take the next step
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