November 5, 2025 • 34 mins
This morning, I had the pleasure of sitting down with my longtime friend and industry legend, Jeff Quintin, CEO of The Quintin Group. Jeff and I go way back—over two decades of friendship, competition, and growth in this wild business of real estate.
In this episode, we dive into what’s really working in today’s market, what’s always worked, and how to combine proven old-school fundamentals with the modern tools that can skyrocket your business. We talk about the P-word that every agent avoids—prospecting—and why it’s still the heartbeat of success 30 years later.
This is a masterclass on consistency, adaptability, and leadership in an unpredictable market. If you’re serious about surviving the shifts and dominating 2026, this episode is for you.
Key Takeaways (from me, Maria)
- 💡 Conversations create commissions. Every deal starts with a conversation. No conversation = no closing.
- 🔑 Adaptability matters more than ever. What worked in 2020 won’t work today. Learn, pivot, and master new skills.
- 💪 It’s not the market — it’s the mindset. Focus on what you can control: your effort, your consistency, and your communication.
- 📈 Be the professional. When markets tighten, the skilled agents rise. Sellers seek out results, not excuses.
- 🔁 Repetition is freedom. Consistency builds confidence and predictable income—prospect daily, even when it’s boring.
- 🧠 Skill beats shortcuts. Role-playing, objection handling, and listening are the non-negotiables of top producers.
- 📞 The Expired Goldmine. Expired listings are the fastest way to generate business—if you’re skilled enough to earn the call.
Quotes
- Maria: “If you think you need 10 closings, plan for 13 or 14. Control the controllables—because the market won’t control itself.”
- Jeff: “Small things done consistently over time lead to big results.”
Connect with the Guest
Jeff Quintin
CEO, The Quintin Group
📍 Ocean City, NJ & Surrounding Markets
🔗 jeffquintin.com
📱 Instagram: @jeffquintinteam
A bad month—or even a bad year—doesn’t make you a bad agent. What matters is what you do next. Build your pipeline daily, have real conversations, and remember: we aren’t our production—we’re people serving people.
If you want to dominate 2026, your work starts today.
Keep showing up. Keep growing.
And always—Be The Solution.
Connect with Maria Quattrone:
Facebook: Maria Quattrone
Facebook Page: REMAX at Home Facebook
Facebook Page: Rise in Real Estate Facebook
LinkedIn: Maria Quattrone
YouTube: Maria Quattrone
Instagram: @maria_quattrone
TikTok: mariaquattronerealestate
Website: MQrealesate.com
Office number: 215- 607-3535
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Maria Quattrone (00:00):
All right, we're in for a treat today.
My friend Jeff Quentin is backwith us on the Be the Solution
podcast, and I'm excited to talkwith Jeff.
Jeff and I have known eachother for probably almost two
decades.
Jeff's been in the industry for30 some years, and I'm 22
years, so we've known each otherfor a little bit.
(00:22):
We actually met through MikeFern.
Jeff Quintin (00:27):
Exactly.
Maria Quattrone (00:28):
And Jeff and I are going to unpack today what
is working in today's market.
And we're going to go back towhat's always worked, and then
what you can add in in ourtechnology that we use today to
even skyrocket your career.
Jeff Quintin (00:48):
Yes, love it.
Well, thank you.
It's an honor and pleasure tobe here.
And yeah, we kind of grew uptogether a little bit in this
business a little, even thoughI've been doing it just a little
bit longer, but it feels like,you know, uh, we've known each
other a long time and havewatched each other succeed and
grow.
So I'm excited to share somethoughts with you today and to
the audience.
Maria Quattrone (01:07):
So, Jeff, we sit here and you still got the
room that you lock yourself in.
Jeff Quintin (01:12):
Well, we've we've graduated from the room to lock
ourselves into an actual officenow.
But yes, the office itself, inmost cases, the front door is
locked because we don't wantpeople just walking in, even
though it is now a regulartypical office that somebody can
come to with a sign out front.
So we graduated to a sign and aregular office, different than
what it used to be, with theblinds shut uh and locked.
(01:34):
Um, but still the same samething that goes on inside,
regardless of the door, forsure.
Maria Quattrone (01:40):
So for those that don't know, Jeff used to
lock himself.
His assistant will lock Jeff inthe room for three hours.
Can't come out until he's doneevery morning.
So he was doing his.
We call it, it's a bad word inreal estate.
It's not, it's the word thatmakes everybody money,
(02:00):
prospecting the P word, right?
Lead follow-up, pick up thephone.
Did you ever have a closingJeff that didn't start with a
conversation?
Jeff Quintin (02:10):
No, and I've never, I don't think I've ever
done a deal.
I've never had a conversationeither, right?
I've always had a lot ofpeople.
That's what I mean.
Yeah, yeah, for sure.
Maria Quattrone (02:17):
Is it it's impossible to get a check at the
closing table without having aconversation?
Jeff Quintin (02:25):
Yeah, it's crazy.
And when and when we talk aboutlike locking um ourselves in
the door, we we we actually didthat and our prospecting room
and our lead generation roomitself, we created an
environment that provideddiscipline and structure and
accountability.
And so once you were in thatroom, you didn't leave.
(02:45):
In fact, we did lock it, we puta double-sided door deadlock.
So the deadlock itself, we hada key on the outside that was
locked in, so we couldn't leave,right?
Until we completed ourprospecting with the required
and amount of contacts we neededto make.
We had to prove that.
And if any income generatingcalls had come in during this
time, our assistants would justslide those calls, take the
(03:06):
calls, right, and the messagesunder the door.
And that's how we communicated.
But that was a dedicated timeof uh of strict three-hour lead
generation, non-interrupted ummethod that still today works
because of the the disciplinethat's required um of
prospecting and lead generatingand communicating.
(03:28):
So we still do that now.
Maria Quattrone (03:30):
Even till this day, 30 years later.
Jeff Quintin (03:33):
Still do.
You know, we call it kind of wecall it like the old school, if
you will, the old schoolprospecting with a modern
efficiency these days, you know.
But this is what's built, whatwe know is your business, many
and 90% of the top-producingteams and agents across the
country that have been around awhile.
This is how they built theirbusinesses.
And, you know, it's throughcommunication.
(03:55):
I think a lot of agents outthere unfortunately stand behind
that and they don't want to dothat anymore, right?
And yet, you know, theirproduction level isn't anywhere
near what it was, what we didand how we grew up.
Our standard was like, hey, yougot to sell 100 homes, right?
To be somebody, right?
That was it, 100 transactions.
And today the kids are sellingfive deals, six deals, seven
(04:17):
deals, and they think they canbe on the TV show with the
Altman brothers now, right?
Five, six deals, that was likewhat we were doing in two weeks.
You know what I mean?
It's a little different, alittle different mindset for
sure.
Maria Quattrone (04:29):
This has been probably as far, especially at
least in our market and peoplewe service and deals we do,
probably I would say one of thetoughest years, the back end of
this year, anyway.
And the only thing like you cando is continue to do the work
(04:51):
zig and zag, maybe focus on adifferent marketplace, a
different price point.
I don't know because I feellike across the board there's
only a certain smallerpercentage of homes that are
gonna sell, period.
Jeff Quintin (05:07):
Yeah, for sure.
Maria Quattrone (05:08):
What are you seeing?
Jeff Quintin (05:10):
Well, I think that you we have to identify what
those homes are, where thatmarketplace is that are
transacting, and then just goall into that marketplace and
understand where I need to bespending the time.
I think that all markets rightnow, there's still plenty to go
around.
And for the agent that'swilling to work and has the
skills that are required andunderstand what those skills
(05:30):
are, are going to succeedregardless of what the
marketplace is doing.
But I think that you're right.
I mean, you know, hey, it usedto be the 80-20 rule 20% of
agents sold 80% of theproperties, and then it kind of
changed a little bit to 85-90,where, you know, 90% of the
homes are sold by 10%.
I think it's even way less thanthat today.
I think it's less than 5% areselling 95% of the homes and
(05:50):
teams as well.
Like it's just that's going tocontinue to be, and I think it's
it's where it's at, thatthere's only a small group of us
that are dominating more andmore in those marketplaces.
And one of the reasons I thinkwhy is the agents that are that
that are dominating or at leastsucceeding, they've taken the
time to learn the skillsrequired in the market that
we're in.
(06:11):
You know, like and again, I'vegot agents on my team, I'm sure
you do, that you know, havenever even had a price reduction
conversation.
They don't even know I hopethat they've had it right now,
yes.
I hope by now they've had it.
And again, they're resisting alot of it because they haven't
been, they don't, they're notexperienced with that.
And so, you know, if somebodygot in the business five, six,
(06:33):
seven years ago, look at whatthe market's done since whatever
it may be, from from uh, youknow, 20 um, you know, 20 or or
whatever that may be to now,right?
The last five years, it's justbeen kind of like more or less
straight up, right?
And again, especially duringCOVID years, but now when
markets have shifted a bit,that's a conversation that needs
to be had.
That's a totally differentskill.
(06:54):
But many agents in themarketplace haven't taken the
time to understand that.
So learning how to list aproperty properly at the right
price, and then taking thatlisting, and then understanding
if it's not priced right, how tohave that conversation to get
it priced right, that skill setin itself of those two things,
pricing property and thenunderstanding the reduction
side, man, that's a big thing.
(07:16):
But these agents haven't gottento that place to understand
that yet.
You know, and once they do,they'll succeed.
But that's part of the businessright now.
You've got to have some pricereduction conversations or hard
conversations to share with thesellers how to price it
correctly, otherwise it's justnot gonna sell, it's gonna sit.
Maria Quattrone (07:35):
I think, Jeff, and you can what you think of
this, but I think even when youthink you price it correctly, it
might not be priced correctly.
It's happening.
Meaning there's a market pricebased on comps, and then there's
perceived value of what a buyeris actually willing to pay.
(07:56):
And generally they're twodifferent numbers.
Jeff Quintin (07:59):
A hundred percent.
I agree right now, which istelling us there's a shift in
the marketplace.
Like that in itself, just thatthought, is like, okay, there's
something that's changing.
And, you know, two years ago,marketplace, when you list
something really, really well,you would get multiple offers,
right?
Four, five, six, seven could beoffers today.
(08:20):
If something's really pricedwell, you're like going, like,
hey, like, why am I not gettingoffers on this?
And it's sitting there for aweek or two, and you're like,
something's not right.
That's what you're thinking.
But the reality is that is themarketplace.
It's not priced what it was.
It's got to be a little less,or it's got to be adjusted, or
something's going on here.
Maria Quattrone (08:39):
Or it's gonna get or it's gonna take a long
time, right?
Jeff Quintin (08:42):
Or it's gonna sit, or you do get an offer, but
it's not multiple, you're notgetting six, seven.
Maybe you get one, maybe youget two.
But then the two the two thatyou get aren't even fighting
right now, right?
They're like, here's my number,take it or leave it.
Right?
That's what we're experiencingright now.
Maria Quattrone (08:59):
So you're in a little bit of a different
market, a lot of second homes,right?
Mainly a second home market,but you do a lot of people that
live in your area year-round.
Oh, yeah.
Jeff Quintin (09:09):
Yeah, yeah.
Maria Quattrone (09:10):
But it definitely is a second home
market.
A little bit different here inPhiladelphia.
We have a whole nother set ofproblems called.
Uh, let's not get into thosebecause I might go on down a
rabbit hole, and we don't wantto do that this morning, but we
have a whole nother set ofissues.
I think one of the things thatI've seen this year that I've
(09:35):
actually never seen like this isthe incompetency at a very high
level of all parties involved.
The other side of thetransaction, the mortgage
person, the title people.
They dates are completely beingignored.
There was a deadline for thepunch list, there was a deadline
(09:59):
for reply to inspection.
There was a deadline for theclosing.
You guys missed all of it.
Right.
Nobody even cares, they don'teven get back to you.
Buyers are walking away beforea deal.
People losing jobs two daysbefore the closing.
These are real, real thingsthat I've seen this year.
(10:20):
Crazy things.
I want a hundred thousanddollar adjustment a week day
before closing.
Yeah, I have not seen at least.
I don't know if they happenedin a week, but I don't remember
them happening.
Jeff Quintin (10:30):
Yeah, yeah.
Maria Quattrone (10:31):
What I do recall is 2007.
And in 2000, end of 2006, and2007, I remember it was probably
oh six, sometime in 06, goingto the broker I worked with at
the time and said, Did you seethis inventory?
Like, are you watching this?
And every day, more and moreand more homes would come onto
(10:56):
the market.
Like it was six months, theneight months, and then ten
months, and then twelve, andthen sixteen.
It just was like very quickly,and people, this is what people,
agents, consumers do notrealize inventory can stack like
(11:18):
this.
It does not take a year forinventory to increase, it could
happen in a matter of months.
Yeah, and you go from a marketthat was more evenly split from
a buy-sell market to afull-blown buyer's market where
only one tenth, one you know,eighth of the homes are we're
(11:43):
gonna sell.
Yeah, and that's what I seetoday.
Jeff Quintin (11:47):
I know for sure.
And I think that you bring up agood point because
understanding the pulse of themarket, understanding, watching
the metrics of the inventorythat's coming on, the active
number of listings, what's goingunder a contract, the average
sales price, average days in themarket, that absorption rate of
homes that are sitting, howlong it's gonna take to sell,
like all of that, you gotta be acomplete in this right now more
(12:09):
than ever.
Because back in the day, likeyou know, from you know, 2000 to
2005, the market was crazygoing up.
I wasn't even paying attentionto any of that stuff because
every time you know you sold ahouse, it was worth more next
day, right?
And the market was going nuts,buyer demand was great.
But then when that shift camein and that 06 started for us
and 07, 08, right?
I had to really zone in, like,oh my gosh, let's pay attention.
(12:30):
And then since that time tillnow, we do a complete market
report every single month,tracking those basic four or
five things active number oflistings, how many went under
contract, number of newlistings, what's closed, average
days on market, and then theabsorption rate.
Because that's gonna tell uswhat the market's doing.
And then we can share that withthe with the sellers or buyers,
(12:52):
at least to give them a pulseas far as where is it going?
So understanding that I thinkis something that is super,
super important to agents today.
They've got to really learnthat because that's gonna tell
us what's going on.
Maria Quattrone (13:04):
Do you use the home index report?
Jeff Quintin (13:06):
No, but I know what you mean.
I know I know what I know whatit is.
Maria Quattrone (13:09):
So very good.
The home index report yesterdayI pulled on this if I am I'm in
1914.
Wanted to see because I have anew listing, it's being going
active one tomorrow.
And it said 60 was the 60.
(13:30):
So let's say no movementbasically is under 70.
And I couldn't believe like itactually said that because you
know what area usually says 60?
Camden.
Jeff Quintin (13:45):
Makes sense, sure.
Maria Quattrone (13:47):
So I was thinking about that.
Philadelphia County itself isan 82.
That's an 82 out of 100.
So that's not good.
100 means average, that's thebaseline, right?
So 82, right?
If you got an 82, what's that aB?
Right out of 100.
(14:08):
100 is maybe when you get intolike over 100, that's when the
the market starts to get alittle more robust.
So anything under 100 is bad.
Yeah, we're 82.
So it tells you what things,Jeff.
So we could talk about thecraziness of the market until
(14:28):
you were blue in the face, butthere is a silver lining, and
the silver lining is that askilled professional in this
environment.
Now, maybe I want to prefacethis by saying this, it takes
time to kind of get the messageout there a bit, right?
(14:51):
To people on a bigger scale,consumers.
So your message has to be aone-on-one until the message can
be consumed by the masses.
But what will happen to askilled professional once more
people understand the market andthey start to listen?
Jeff Quintin (15:10):
They're gonna choose you for sure.
Maria Quattrone (15:12):
That's right.
Jeff Quintin (15:13):
Yeah, and that's where agents like ourselves will
stand out.
And so they're gonna recognizethat, and it's happening
already.
And it, you know, we're we'regetting those type of calls
where typically they might calltheir uncle, cousin that's
really it has a license and not,right?
Yeah, and we're getting those,hey, we're seeking out you guys
because we know you how to get ahome sold, right?
You know, you know, but youhave a program, we know you have
(15:35):
a plan, we know yourreputation, and you guys you
know what you're doing.
Um, but yet at the same time,the great thing in the silver
lining this is there's so manyagents that are leaving the
business that are getting out,right?
So that competition is isdwindling down where you know
when the market's good, sellersitself really don't hire skill,
right?
They just don't know.
(15:56):
But when the market's a littlebit softer, they will choose and
find and look for the skillfulagent.
They will, and they're gonnalike we got like yesterday, for
example, um, you know, we got aspecific come list me call from
a review, reviews Google ReviewsOnline.
They look and it's in anestate, they looked up that and
(16:17):
they were looking at otheragents shopping around, and they
caught us and said, Hey, youknow what?
Um, it was a daughter, and mymy parents had passed away.
I'm the executive church of theestate, blah, and um, we saw
your reviews online, and weknow, and it seems like you guys
know what you're doing.
Um, and we need an agent rightnow to come out and take a look
at the property, tell us whatyou think.
It's in the estates, they gotstill some little things going
(16:38):
on, but they're ready to sellit.
But they will find you, right?
And seek out.
So make sure that I think thatagents need to know is that if
they are succeeding, that theyneed to let the let the world
know that they are, and portraythat skill level at some level
so that they can so thesesellers will find them.
But that's happening.
Maria Quattrone (16:58):
I had a call yesterday, it was scheduled an
appointment for me by the officeThursday yesterday, and it was
another agent asking how I wouldget their household.
Jeff Quintin (17:12):
Really?
Maria Quattrone (17:13):
They're still on the market, it was a little
convoluted because they actedlike it wasn't them, but that's
another story.
And when agents are calling, anagent who doesn't do a lot of
deals is calling a stronglisting agent to ask them how to
sell the property.
Jeff Quintin (17:29):
Tells you something, right?
Maria Quattrone (17:30):
It tells you something.
It also tells you that this isnot uh, you know, you don't just
get in this industry and in ayear know what you're doing.
True.
Or two years.
In fact, to be excellent, ittakes a decade, and that's a
decade of actually reallyworking and doing the business
(17:52):
at a at a pretty high level.
That's doing deals, that's notlike 10 years and doing five
deals.
Let's preface that.
So I think right now, Jeff,what are the best things we can
do?
We're getting in, we're gonnawe're coming to gosh, this is
the end of October.
We have a small window ofopportunity left for 2025.
(18:15):
And if you want to be, you'rean agent, and you want to go all
in, what do they do?
Jeff Quintin (18:23):
Well, I think that you know, everyone right now uh
understands there there's a lotof them are a lot of agents
that are trying to chaseshortcuts, right?
There is none, and we're justchasing conversations, so like
you know, conversations createcommissions.
So you want to go all in,you've got to up your game of
communication and conversations.
That's never going out ofstyle.
It's not going to, right?
(18:45):
So, you know, can we usetechnology to amplify that?
Yes, but the human connectionitself isn't gonna be replaced.
I think that the prospectingside is still the heartbeat of
the business, and they just needto learn that right now.
And if they truly wanna do alot of transactions in 2026,
they've got to up their game,which means it's all just
(19:07):
skill-based, which means they'vegot to, for example, they
should learn and how tocommunicate and what to say to
clients, what to say to buyers,what to say to sellers,
understand the objectionhandlers, which requires
practice and it requiresrole-playing, right?
Like this stuff hasn't gone outof style, but like most agents
aren't willing to even do that.
(19:27):
You ask agents, how many roleplay partners do you have?
Do you role play?
I mean, there's no excusetoday.
I mean, you can go tosalesgo.ai, I'm an affiliate
with those guys, but you can gonow and role play with AI, which
is amazing in all differentscenarios from listening
presentation to buyer inquiriesthrough like a web inquiry uh
property.
You can do obviously sellerobjections, everything you can
(19:48):
imagine.
There's no more excuse.
Maria Quattrone (19:50):
You are you are role-playing with AI.
Jeff Quintin (19:54):
Yeah.
I require everybody to becausethe excuses are oh, I can't get
role play partners not showingup.
All right, guess what?
Now you're role-playing with AIbecause they're going to be
available 24-7 and they'vealready been preloaded.
It's it's conversation, andthen they give you how many
questions did you ask?
Did you lead?
Did you mimic, mirror, andmatch?
Did you paste?
Did you close?
(20:15):
You know, like it rates you andgives you a whole different
like analysis of what you couldhave done better in the
conversation.
Maria Quattrone (20:22):
Where do people find where do people go for
this?
Jeff Quintin (20:25):
It's uh salesgo.ai.
Salesgo?
Yeah, I can send you my linktoo because I'm an affiliate,
which is which I get the creditfor, but salesgo.ai.
So Chris Heller, former CEO ofKW, and we've known Chris a long
time.
Um, he started this.
And um, it's really, reallygood.
So if agents want to really,really increase their skills,
(20:48):
that's one thing I would highly,highly recommend.
Um, if they're not willing todo it with other humans or find
people that are accountable,which is always going to be
better, right?
Real conversation versus AI,but AI is pretty damn good.
So it's getting back gettingback to those conversations, in
my opinion, right now.
Maria Quattrone (21:04):
How many a day?
Jeff Quintin (21:05):
I think that it depends on someone's skill
level.
Our our team has looked at itand always said 30 conversations
a day, right?
30 contacts a day with decisionmakers.
It's harder and harder to getto 30 for sure.
It requires sometimes dialers,it requires you to make sure
you've got good data.
And it takes, it can take you along time to get there.
It's not like it used to be.
(21:27):
Um, but we also know that thethe ratios that are required
between the number of contactsone makes, the number of leads
it gets, and the number of leadsit gets the list of
appointment, appointment toactually converting to a
contract signed.
So if you look at those ratios,depending on the number of
homes that someone wants tosell, 30 is like 30 will get you
to sell two homes a month.
(21:47):
And it'll get you to do 24transactions a year.
But it depends on the skilllevel.
If you and I are a littledifferent doing this for a
while, it wouldn't take us 30,you know, to get to that
appointment today.
But a newer agent or somebodythat's just not as skillful, um,
I'm I'm recommending always at30 minimum.
Maria Quattrone (22:06):
And we recommend 20, but very few
people hit it.
Jeff Quintin (22:12):
Well, what's interesting is very few people
hit the 30, but they are hittingthe 20.
So, you know, it's like one ofthose things.
If you look at the numbers,sometimes they they they do,
because I get the reporting.
Um, but most of the times, youknow, the reality is that
they're in the 20s, 20, 21, 22,23, sometimes 30, but you know,
(22:33):
um, but I think everybody's gotto raise their standard up as
this market because it'sshifting.
So it's gonna take moreconversations to get the same
result.
But you know what I'm excitedabout is that what you and I
have thrived on for so manyyears, it's a skill is the
expired listings, right?
So this source is just amazingif the agents are willing to
(22:59):
learn that skill.
It requires the highest amountof skill, but it's the fastest
way to convert and get listings.
So if you look at the hierarchyof number of leads and skill
required, hardest skill, fastestconversion.
Doing call just as just soulcalls or circle prospecting, low
(23:20):
skill, right?
To do that, but it takes a longtime to convert.
So if someone wants to convertquicker on a source, it's just a
matter of learning that skilland it'll quit and you can
convert faster.
That makes sense.
100% makes sense to me.
Love expires.
I think you know, you and Ihave made our career over them,
and we still can right now.
(23:40):
You and I here's what's cool.
And again, today's the 30th,right?
So we know that tomorrow on the31st, and then Saturday, the
first, there's gonna be a lot ofexpired listings gonna come up.
So looking at 2026, if I'mgonna be an agent looking to get
listings, I sure as hell bettermake sure that I'm working
those those days.
The 30th, the first, the 30th,31st of the month, if there's
(24:01):
three 31 days, or the first, andalso the 15th and 16th, because
they happen also expire in themiddle of the month.
So if I'm looking at it aglance for 12 months ahead of
me, where am I gonna be at themiddle and the end of the
months, right?
In the beginning of the month,because I know it's an expired
day.
And so if I know that, like youand I right now, tomorrow or
(24:22):
when these expireds come out, wecan call and make two or three
contacts of expireds.
And I know that within fiveminutes, 10 minutes on the call,
we can take an expired that'smad, upset, pissed.
I'm never listing it now, I'mtaking it off the market.
All the objections and all thethings that they say to us, and
(24:43):
through a quick conversation,because the skills we know how
to lead with, we can set thatappointment and we can meet with
that seller this weekend, andwe can still get them to sign.
Happens all the time, right?
We've all the time, we'velearned that.
So it's interesting is likeagents struggle to get inventory
and listings, but the realityis once you learn a skill, it's
(25:04):
it's like an ATM machine, right?
I want money, put my card in,put my code in, and it'll give
me money, right?
I want a listing, I call, I saycertain things.
I what I've learned, I getappointment, I get a listing,
right?
So I look at it that way.
Maria Quattrone (25:21):
100%.
You also do um I think othermarketing to the expired.
Jeff Quintin (25:28):
Yeah, yeah.
So I, you know, you know, we'repretty aggressive, I think,
with expireds as far as one isfinding them.
So, you know, being able to getthe contact information, a real
cell phone number or workplace,we're gonna get it kind of
aggressive to go make sure.
Because I think that the harderit is to get them on the phone
(25:48):
or find them, the easier it isto list because the competition
is gonna be less to go to getthem.
So one is getting accuratedata.
We're gonna text them, right?
We're gonna email them, we'regonna DM them on social media.
Um, if we can't get them,hopefully we've got their email
address.
They're gonna go into our CRM,sold search.
(26:09):
We're gonna a lot of times do auh a screen recording of a
quick little CMA and send thatto them by video, send it by
text.
We're gonna provide them sometype of value to make us stand
out in that marketing side.
We're gonna put them in alittle expired campaign if we
haven't gotten them on thephone.
But once we do get them on thephone, we're also gonna now
start to build up that trust andthat rapport and give them a
(26:31):
certain amount of um uh likelike a few different emails with
different things in the emailto show and make us stand out
and give them the value ofthings that they didn't get
before.
So there is a differentmarketing piece to that to help
us convert, which is prettycool.
So we we we have a whole littlesystem set up for that.
Maria Quattrone (26:49):
And do you get a lot of people from calling you
from like mailers or we don'tdo any mailers at all?
Jeff Quintin (26:58):
So we won't ultimately we'll get we won't
we'll get the call-ins though,mostly from just in our database
from marketing to them, youknow.
So we'll get the expires itselfa lot of times this, but like,
you know, may not get theexpired right now within the
first week, but we're gonnafollow up with them.
So a lot of the older expiresis what will come back around
(27:20):
that maybe six months, 12months, two years ago.
There's more business beingdone in the old expires than
there is in the new ones, butit's because we talk to them
initially and then we get themin our system, and then they
come back around.
Maria Quattrone (27:33):
So you have one third will relist right now,
one third will relist within thenext month, right?
Is it a month, then anotherthird, or is it up to 13 weeks?
13 weeks.
Jeff Quintin (27:51):
I think I think that 70% will relist within the
next six to nine months, right?
And and I think that like ifyou look at it, depends on the
marketplaces, right?
But the reality is that expiredlistings will relist, it's just
a matter if it's going to bewith you or someone else.
So I think that's a greatsource that agents should be
working, but 95% of them don't,because it requires a different
(28:16):
I think it's more than that,right?
Maria Quattrone (28:19):
99% true, 99.5%.
Jeff Quintin (28:24):
It's amazing.
I mean, think about this.
They are a seller who had acompelling reason to list their
home for sale.
They're a seller that actuallyhired an agent previously,
they're a seller that enteredinto a listing agreement that
most cases are gonna payobviously compensation to a
listing agent at least.
So we know that it's a sellerthat wants to sell.
(28:45):
We know a seller that's willingto hire an agent, we're a
seller that's hopefully at thispoint maybe more motivated, and
we know that right now there'sonly a few things they're gonna
tell you.
One is I've decided not to selland take it off the market,
which we know that 70% come backon at some point.
So that's kind of BS.
They're gonna sell, they'rejust telling you they're not.
Number two is they're gonnahire the same agent they were
(29:07):
with.
Number three is they're gonnalook for a new agent.
Or fourth, they're gonna say,I'm relisting, but just not now,
right?
Call me after the first year.
Let's list in the spring.
Those are really the fourthings.
Not gonna sell at all, which ismost cases BS.
List with the same agent, hirea new one, or list again, but
not right now.
Right?
So it's just a matter ofworking those, you know.
(29:29):
I think that looking at 2026,we know that the market's
shifting.
There's gonna be more and moreof that source coming up
available than what it's beenever.
That's a great source to thinkabout and consider to learn that
skill for listings.
Maria Quattrone (29:43):
It goes back to learning the skill, skill based
environment.
We need to have the skills andwe need to have the
conversation.
Somebody asked me, one of mycoaching clients asked me Isn't
there an easier way to reach C?
People, I said, well, if it waseasy, everybody will be doing
(30:06):
it.
Jeff Quintin (30:06):
Yeah, for sure.
And you know, it's interesting,is it's not only just the
skill, but there is a skill,it's the skill of being um
consistent and not just doing itwhen you want or when you feel
like it.
You gotta do it, work on thisbusiness every single day, day
in and day out, and beconsistent with all of your
(30:29):
activities.
You just can't, you know, oneday decide, hey, you know what?
I'm gonna uh you know do anopen house this weekend and get
prepared for it.
And then you go there, no oneshows up.
And then it's like, oh, thatdidn't work.
No, they they do work.
You just now you can beconsistent and do it every
single weekend now for the nextsix months, right?
(30:50):
Whatever it may be.
If you're gonna call your pastclients, oh well, I couldn't get
anybody on the phone, or noone's buying or selling that
they know of right now.
You gotta be consistent andcall those clients every day,
right?
And I don't see agents beingconsistent right now, they're
just looking for that immediateresult, and if they don't get
(31:11):
it, they stop.
But you and I have been doingthis, you know, what we learned
through Mike Ferry, and it'sjust being it's that repetitious
boredom.
It is boring because it'srepetitive, doing the same thing
day in and day out for 20, 30years, but yet look at what it's
brought us and where we are,and then the market, you know,
(31:31):
what we've gotten in themarketplace with market share
and and the database and yourbusiness the way it runs now.
It's because we're consistentand still are.
Maria Quattrone (31:39):
Consistency with this a being just a human,
a good human, somebody ofintegrity, somebody who will
tell the clients the truth.
And people ask me all the time,what's your script?
What do you say on the phone toget people do a lot because
(32:01):
like you do a lot of phoneappointments?
And they say, How do you do it?
How do you I said you don'tunderstand?
You have to talk to people likethey're people, they're not a
lead, it's an opportunity.
I call it an opportunity, anopportunity to help me to serve
somebody, to assist somebody inthe process of what they need to
(32:23):
get done.
Jeff Quintin (32:24):
Yeah, I mean, it's part part of being human and
and having that conversation isjust really being a good
listener and being there toreally hear them out versus I
think a lot of agents are justalways about themselves and
wanting to hear them talk about,get the script or whatever they
learned or whatever they'resaying, just spill it out,
versus asking a good qualityquestion and then just you know,
(32:47):
shutting up and listeningauthentically and being real and
seeing how you can position orhelp them get to whatever that
is.
That that's that's a skill setas well.
Like you said, it's it's beinghuman, you know, and you know,
uh empathetic, having empathy.
That's a whole nother skill,too.
Maria Quattrone (33:07):
One of the most important ones, especially in
today's market.
So I'm I'm excited for listen,I tell everybody a bad month, a
bad couple months, a bad yeardoesn't make you a shitty real
estate agent.
Right.
It's life, things happen.
We aren't our business or Jackor Maria or be the solution.
(33:30):
But you want to havespectacular 2026.
If you don't get to work rightnow, it ain't gonna happen.
If you're already not working,yeah, because we're building the
pipeline for 2026.
I've been building the pipelinefor 2026 since March of 2025.
Jeff Quintin (33:48):
Right.
Maria Quattrone (33:49):
I have 70 some tags in my system of people says
seller 2026.
Jeff Quintin (33:56):
Awesome, that's good.
Love it.
Maria Quattrone (33:58):
So that was the last time I checked.
That's just I don't know, monthor two ago.
But the point is that you'rebuilding your future business
daily every day, every day.
And if you miss a day, thinkabout it.
If you miss one day, it's 20%of the week.
If you miss two days, you havean F.
Jeff Quintin (34:18):
Right.
Maria Quattrone (34:19):
You failed.
So let's go ahead and let'skeep being the solution, Jeff,
and let's have a great end of2025.
Let's bring it.
Yeah, I'm gonna do as manypodcasts as I can between now
and the end of the year so wecan get more knowledge out there
and into our real estatecommunity.
Jeff Quintin (34:38):
Love it.
Maria Quattrone (34:39):
And I appreciate you being on the show
today.
A friend of the show, so yeah.
Jeff Quintin (34:46):
This has been awesome.
I appreciate it.
And I appreciate uh all yourknowledge and and the friendship
we've had over the years, it'sbeen great and continue to watch
you succeed.
Maria Quattrone (34:54):
Yeah, let's go.
You too.
All right, cool.
All right, we're in for a treat today.
My friend Jeff Quentin is backwith us on the Be the Solution
podcast, and I'm excited to talkwith Jeff.
Jeff and I have known eachother for probably almost two
decades.
Jeff's been in the industry for30 some years, and I'm 22
years, so we've known each otherfor a little bit.
(00:22):
We actually met through MikeFern.
Jeff Quintin (00:27):
Exactly.
Maria Quattrone (00:28):
And Jeff and I are going to unpack today what
is working in today's market.
And we're going to go back towhat's always worked, and then
what you can add in in ourtechnology that we use today to
even skyrocket your career.
Jeff Quintin (00:48):
Yes, love it.
Well, thank you.
It's an honor and pleasure tobe here.
And yeah, we kind of grew uptogether a little bit in this
business a little, even thoughI've been doing it just a little
bit longer, but it feels like,you know, uh, we've known each
other a long time and havewatched each other succeed and
grow.
So I'm excited to share somethoughts with you today and to
the audience.
Maria Quattrone (01:07):
So, Jeff, we sit here and you still got the
room that you lock yourself in.
Jeff Quintin (01:12):
Well, we've we've graduated from the room to lock
ourselves into an actual officenow.
But yes, the office itself, inmost cases, the front door is
locked because we don't wantpeople just walking in, even
though it is now a regulartypical office that somebody can
come to with a sign out front.
So we graduated to a sign and aregular office, different than
what it used to be, with theblinds shut uh and locked.
(01:34):
Um, but still the same samething that goes on inside,
regardless of the door, forsure.
Maria Quattrone (01:40):
So for those that don't know, Jeff used to
lock himself.
His assistant will lock Jeff inthe room for three hours.
Can't come out until he's doneevery morning.
So he was doing his.
We call it, it's a bad word inreal estate.
It's not, it's the word thatmakes everybody money,
(02:00):
prospecting the P word, right?
Lead follow-up, pick up thephone.
Did you ever have a closingJeff that didn't start with a
conversation?
Jeff Quintin (02:10):
No, and I've never, I don't think I've ever
done a deal.
I've never had a conversationeither, right?
I've always had a lot ofpeople.
That's what I mean.
Yeah, yeah, for sure.
Maria Quattrone (02:17):
Is it it's impossible to get a check at the
closing table without having aconversation?
Jeff Quintin (02:25):
Yeah, it's crazy.
And when and when we talk aboutlike locking um ourselves in
the door, we we we actually didthat and our prospecting room
and our lead generation roomitself, we created an
environment that provideddiscipline and structure and
accountability.
And so once you were in thatroom, you didn't leave.
(02:45):
In fact, we did lock it, we puta double-sided door deadlock.
So the deadlock itself, we hada key on the outside that was
locked in, so we couldn't leave,right?
Until we completed ourprospecting with the required
and amount of contacts we neededto make.
We had to prove that.
And if any income generatingcalls had come in during this
time, our assistants would justslide those calls, take the
(03:06):
calls, right, and the messagesunder the door.
And that's how we communicated.
But that was a dedicated timeof uh of strict three-hour lead
generation, non-interrupted ummethod that still today works
because of the the disciplinethat's required um of
prospecting and lead generatingand communicating.
(03:28):
So we still do that now.
Maria Quattrone (03:30):
Even till this day, 30 years later.
Jeff Quintin (03:33):
Still do.
You know, we call it kind of wecall it like the old school, if
you will, the old schoolprospecting with a modern
efficiency these days, you know.
But this is what's built, whatwe know is your business, many
and 90% of the top-producingteams and agents across the
country that have been around awhile.
This is how they built theirbusinesses.
And, you know, it's throughcommunication.
(03:55):
I think a lot of agents outthere unfortunately stand behind
that and they don't want to dothat anymore, right?
And yet, you know, theirproduction level isn't anywhere
near what it was, what we didand how we grew up.
Our standard was like, hey, yougot to sell 100 homes, right?
To be somebody, right?
That was it, 100 transactions.
And today the kids are sellingfive deals, six deals, seven
(04:17):
deals, and they think they canbe on the TV show with the
Altman brothers now, right?
Five, six deals, that was likewhat we were doing in two weeks.
You know what I mean?
It's a little different, alittle different mindset for
sure.
Maria Quattrone (04:29):
This has been probably as far, especially at
least in our market and peoplewe service and deals we do,
probably I would say one of thetoughest years, the back end of
this year, anyway.
And the only thing like you cando is continue to do the work
(04:51):
zig and zag, maybe focus on adifferent marketplace, a
different price point.
I don't know because I feellike across the board there's
only a certain smallerpercentage of homes that are
gonna sell, period.
Jeff Quintin (05:07):
Yeah, for sure.
Maria Quattrone (05:08):
What are you seeing?
Jeff Quintin (05:10):
Well, I think that you we have to identify what
those homes are, where thatmarketplace is that are
transacting, and then just goall into that marketplace and
understand where I need to bespending the time.
I think that all markets rightnow, there's still plenty to go
around.
And for the agent that'swilling to work and has the
skills that are required andunderstand what those skills
(05:30):
are, are going to succeedregardless of what the
marketplace is doing.
But I think that you're right.
I mean, you know, hey, it usedto be the 80-20 rule 20% of
agents sold 80% of theproperties, and then it kind of
changed a little bit to 85-90,where, you know, 90% of the
homes are sold by 10%.
I think it's even way less thanthat today.
I think it's less than 5% areselling 95% of the homes and
(05:50):
teams as well.
Like it's just that's going tocontinue to be, and I think it's
it's where it's at, thatthere's only a small group of us
that are dominating more andmore in those marketplaces.
And one of the reasons I thinkwhy is the agents that are that
that are dominating or at leastsucceeding, they've taken the
time to learn the skillsrequired in the market that
we're in.
(06:11):
You know, like and again, I'vegot agents on my team, I'm sure
you do, that you know, havenever even had a price reduction
conversation.
They don't even know I hopethat they've had it right now,
yes.
I hope by now they've had it.
And again, they're resisting alot of it because they haven't
been, they don't, they're notexperienced with that.
And so, you know, if somebodygot in the business five, six,
(06:33):
seven years ago, look at whatthe market's done since whatever
it may be, from from uh, youknow, 20 um, you know, 20 or or
whatever that may be to now,right?
The last five years, it's justbeen kind of like more or less
straight up, right?
And again, especially duringCOVID years, but now when
markets have shifted a bit,that's a conversation that needs
to be had.
That's a totally differentskill.
(06:54):
But many agents in themarketplace haven't taken the
time to understand that.
So learning how to list aproperty properly at the right
price, and then taking thatlisting, and then understanding
if it's not priced right, how tohave that conversation to get
it priced right, that skill setin itself of those two things,
pricing property and thenunderstanding the reduction
side, man, that's a big thing.
(07:16):
But these agents haven't gottento that place to understand
that yet.
You know, and once they do,they'll succeed.
But that's part of the businessright now.
You've got to have some pricereduction conversations or hard
conversations to share with thesellers how to price it
correctly, otherwise it's justnot gonna sell, it's gonna sit.
Maria Quattrone (07:35):
I think, Jeff, and you can what you think of
this, but I think even when youthink you price it correctly, it
might not be priced correctly.
It's happening.
Meaning there's a market pricebased on comps, and then there's
perceived value of what a buyeris actually willing to pay.
(07:56):
And generally they're twodifferent numbers.
Jeff Quintin (07:59):
A hundred percent.
I agree right now, which istelling us there's a shift in
the marketplace.
Like that in itself, just thatthought, is like, okay, there's
something that's changing.
And, you know, two years ago,marketplace, when you list
something really, really well,you would get multiple offers,
right?
Four, five, six, seven could beoffers today.
(08:20):
If something's really pricedwell, you're like going, like,
hey, like, why am I not gettingoffers on this?
And it's sitting there for aweek or two, and you're like,
something's not right.
That's what you're thinking.
But the reality is that is themarketplace.
It's not priced what it was.
It's got to be a little less,or it's got to be adjusted, or
something's going on here.
Maria Quattrone (08:39):
Or it's gonna get or it's gonna take a long
time, right?
Jeff Quintin (08:42):
Or it's gonna sit, or you do get an offer, but
it's not multiple, you're notgetting six, seven.
Maybe you get one, maybe youget two.
But then the two the two thatyou get aren't even fighting
right now, right?
They're like, here's my number,take it or leave it.
Right?
That's what we're experiencingright now.
Maria Quattrone (08:59):
So you're in a little bit of a different
market, a lot of second homes,right?
Mainly a second home market,but you do a lot of people that
live in your area year-round.
Oh, yeah.
Jeff Quintin (09:09):
Yeah, yeah.
Maria Quattrone (09:10):
But it definitely is a second home
market.
A little bit different here inPhiladelphia.
We have a whole nother set ofproblems called.
Uh, let's not get into thosebecause I might go on down a
rabbit hole, and we don't wantto do that this morning, but we
have a whole nother set ofissues.
I think one of the things thatI've seen this year that I've
(09:35):
actually never seen like this isthe incompetency at a very high
level of all parties involved.
The other side of thetransaction, the mortgage
person, the title people.
They dates are completely beingignored.
There was a deadline for thepunch list, there was a deadline
(09:59):
for reply to inspection.
There was a deadline for theclosing.
You guys missed all of it.
Right.
Nobody even cares, they don'teven get back to you.
Buyers are walking away beforea deal.
People losing jobs two daysbefore the closing.
These are real, real thingsthat I've seen this year.
(10:20):
Crazy things.
I want a hundred thousanddollar adjustment a week day
before closing.
Yeah, I have not seen at least.
I don't know if they happenedin a week, but I don't remember
them happening.
Jeff Quintin (10:30):
Yeah, yeah.
Maria Quattrone (10:31):
What I do recall is 2007.
And in 2000, end of 2006, and2007, I remember it was probably
oh six, sometime in 06, goingto the broker I worked with at
the time and said, Did you seethis inventory?
Like, are you watching this?
And every day, more and moreand more homes would come onto
(10:56):
the market.
Like it was six months, theneight months, and then ten
months, and then twelve, andthen sixteen.
It just was like very quickly,and people, this is what people,
agents, consumers do notrealize inventory can stack like
(11:18):
this.
It does not take a year forinventory to increase, it could
happen in a matter of months.
Yeah, and you go from a marketthat was more evenly split from
a buy-sell market to afull-blown buyer's market where
only one tenth, one you know,eighth of the homes are we're
(11:43):
gonna sell.
Yeah, and that's what I seetoday.
Jeff Quintin (11:47):
I know for sure.
And I think that you bring up agood point because
understanding the pulse of themarket, understanding, watching
the metrics of the inventorythat's coming on, the active
number of listings, what's goingunder a contract, the average
sales price, average days in themarket, that absorption rate of
homes that are sitting, howlong it's gonna take to sell,
like all of that, you gotta be acomplete in this right now more
(12:09):
than ever.
Because back in the day, likeyou know, from you know, 2000 to
2005, the market was crazygoing up.
I wasn't even paying attentionto any of that stuff because
every time you know you sold ahouse, it was worth more next
day, right?
And the market was going nuts,buyer demand was great.
But then when that shift camein and that 06 started for us
and 07, 08, right?
I had to really zone in, like,oh my gosh, let's pay attention.
(12:30):
And then since that time tillnow, we do a complete market
report every single month,tracking those basic four or
five things active number oflistings, how many went under
contract, number of newlistings, what's closed, average
days on market, and then theabsorption rate.
Because that's gonna tell uswhat the market's doing.
And then we can share that withthe with the sellers or buyers,
(12:52):
at least to give them a pulseas far as where is it going?
So understanding that I thinkis something that is super,
super important to agents today.
They've got to really learnthat because that's gonna tell
us what's going on.
Maria Quattrone (13:04):
Do you use the home index report?
Jeff Quintin (13:06):
No, but I know what you mean.
I know I know what I know whatit is.
Maria Quattrone (13:09):
So very good.
The home index report yesterdayI pulled on this if I am I'm in
1914.
Wanted to see because I have anew listing, it's being going
active one tomorrow.
And it said 60 was the 60.
(13:30):
So let's say no movementbasically is under 70.
And I couldn't believe like itactually said that because you
know what area usually says 60?
Camden.
Jeff Quintin (13:45):
Makes sense, sure.
Maria Quattrone (13:47):
So I was thinking about that.
Philadelphia County itself isan 82.
That's an 82 out of 100.
So that's not good.
100 means average, that's thebaseline, right?
So 82, right?
If you got an 82, what's that aB?
Right out of 100.
(14:08):
100 is maybe when you get intolike over 100, that's when the
the market starts to get alittle more robust.
So anything under 100 is bad.
Yeah, we're 82.
So it tells you what things,Jeff.
So we could talk about thecraziness of the market until
(14:28):
you were blue in the face, butthere is a silver lining, and
the silver lining is that askilled professional in this
environment.
Now, maybe I want to prefacethis by saying this, it takes
time to kind of get the messageout there a bit, right?
(14:51):
To people on a bigger scale,consumers.
So your message has to be aone-on-one until the message can
be consumed by the masses.
But what will happen to askilled professional once more
people understand the market andthey start to listen?
Jeff Quintin (15:10):
They're gonna choose you for sure.
Maria Quattrone (15:12):
That's right.
Jeff Quintin (15:13):
Yeah, and that's where agents like ourselves will
stand out.
And so they're gonna recognizethat, and it's happening
already.
And it, you know, we're we'regetting those type of calls
where typically they might calltheir uncle, cousin that's
really it has a license and not,right?
Yeah, and we're getting those,hey, we're seeking out you guys
because we know you how to get ahome sold, right?
You know, you know, but youhave a program, we know you have
(15:35):
a plan, we know yourreputation, and you guys you
know what you're doing.
Um, but yet at the same time,the great thing in the silver
lining this is there's so manyagents that are leaving the
business that are getting out,right?
So that competition is isdwindling down where you know
when the market's good, sellersitself really don't hire skill,
right?
They just don't know.
(15:56):
But when the market's a littlebit softer, they will choose and
find and look for the skillfulagent.
They will, and they're gonnalike we got like yesterday, for
example, um, you know, we got aspecific come list me call from
a review, reviews Google ReviewsOnline.
They look and it's in anestate, they looked up that and
(16:17):
they were looking at otheragents shopping around, and they
caught us and said, Hey, youknow what?
Um, it was a daughter, and mymy parents had passed away.
I'm the executive church of theestate, blah, and um, we saw
your reviews online, and weknow, and it seems like you guys
know what you're doing.
Um, and we need an agent rightnow to come out and take a look
at the property, tell us whatyou think.
It's in the estates, they gotstill some little things going
(16:38):
on, but they're ready to sellit.
But they will find you, right?
And seek out.
So make sure that I think thatagents need to know is that if
they are succeeding, that theyneed to let the let the world
know that they are, and portraythat skill level at some level
so that they can so thesesellers will find them.
But that's happening.
Maria Quattrone (16:58):
I had a call yesterday, it was scheduled an
appointment for me by the officeThursday yesterday, and it was
another agent asking how I wouldget their household.
Jeff Quintin (17:12):
Really?
Maria Quattrone (17:13):
They're still on the market, it was a little
convoluted because they actedlike it wasn't them, but that's
another story.
And when agents are calling, anagent who doesn't do a lot of
deals is calling a stronglisting agent to ask them how to
sell the property.
Jeff Quintin (17:29):
Tells you something, right?
Maria Quattrone (17:30):
It tells you something.
It also tells you that this isnot uh, you know, you don't just
get in this industry and in ayear know what you're doing.
True.
Or two years.
In fact, to be excellent, ittakes a decade, and that's a
decade of actually reallyworking and doing the business
(17:52):
at a at a pretty high level.
That's doing deals, that's notlike 10 years and doing five
deals.
Let's preface that.
So I think right now, Jeff,what are the best things we can
do?
We're getting in, we're gonnawe're coming to gosh, this is
the end of October.
We have a small window ofopportunity left for 2025.
(18:15):
And if you want to be, you'rean agent, and you want to go all
in, what do they do?
Jeff Quintin (18:23):
Well, I think that you know, everyone right now uh
understands there there's a lotof them are a lot of agents
that are trying to chaseshortcuts, right?
There is none, and we're justchasing conversations, so like
you know, conversations createcommissions.
So you want to go all in,you've got to up your game of
communication and conversations.
That's never going out ofstyle.
It's not going to, right?
(18:45):
So, you know, can we usetechnology to amplify that?
Yes, but the human connectionitself isn't gonna be replaced.
I think that the prospectingside is still the heartbeat of
the business, and they just needto learn that right now.
And if they truly wanna do alot of transactions in 2026,
they've got to up their game,which means it's all just
(19:07):
skill-based, which means they'vegot to, for example, they
should learn and how tocommunicate and what to say to
clients, what to say to buyers,what to say to sellers,
understand the objectionhandlers, which requires
practice and it requiresrole-playing, right?
Like this stuff hasn't gone outof style, but like most agents
aren't willing to even do that.
(19:27):
You ask agents, how many roleplay partners do you have?
Do you role play?
I mean, there's no excusetoday.
I mean, you can go tosalesgo.ai, I'm an affiliate
with those guys, but you can gonow and role play with AI, which
is amazing in all differentscenarios from listening
presentation to buyer inquiriesthrough like a web inquiry uh
property.
You can do obviously sellerobjections, everything you can
(19:48):
imagine.
There's no more excuse.
Maria Quattrone (19:50):
You are you are role-playing with AI.
Jeff Quintin (19:54):
Yeah.
I require everybody to becausethe excuses are oh, I can't get
role play partners not showingup.
All right, guess what?
Now you're role-playing with AIbecause they're going to be
available 24-7 and they'vealready been preloaded.
It's it's conversation, andthen they give you how many
questions did you ask?
Did you lead?
Did you mimic, mirror, andmatch?
Did you paste?
Did you close?
(20:15):
You know, like it rates you andgives you a whole different
like analysis of what you couldhave done better in the
conversation.
Maria Quattrone (20:22):
Where do people find where do people go for
this?
Jeff Quintin (20:25):
It's uh salesgo.ai.
Salesgo?
Yeah, I can send you my linktoo because I'm an affiliate,
which is which I get the creditfor, but salesgo.ai.
So Chris Heller, former CEO ofKW, and we've known Chris a long
time.
Um, he started this.
And um, it's really, reallygood.
So if agents want to really,really increase their skills,
(20:48):
that's one thing I would highly,highly recommend.
Um, if they're not willing todo it with other humans or find
people that are accountable,which is always going to be
better, right?
Real conversation versus AI,but AI is pretty damn good.
So it's getting back gettingback to those conversations, in
my opinion, right now.
Maria Quattrone (21:04):
How many a day?
Jeff Quintin (21:05):
I think that it depends on someone's skill
level.
Our our team has looked at itand always said 30 conversations
a day, right?
30 contacts a day with decisionmakers.
It's harder and harder to getto 30 for sure.
It requires sometimes dialers,it requires you to make sure
you've got good data.
And it takes, it can take you along time to get there.
It's not like it used to be.
(21:27):
Um, but we also know that thethe ratios that are required
between the number of contactsone makes, the number of leads
it gets, and the number of leadsit gets the list of
appointment, appointment toactually converting to a
contract signed.
So if you look at those ratios,depending on the number of
homes that someone wants tosell, 30 is like 30 will get you
to sell two homes a month.
(21:47):
And it'll get you to do 24transactions a year.
But it depends on the skilllevel.
If you and I are a littledifferent doing this for a
while, it wouldn't take us 30,you know, to get to that
appointment today.
But a newer agent or somebodythat's just not as skillful, um,
I'm I'm recommending always at30 minimum.
Maria Quattrone (22:06):
And we recommend 20, but very few
people hit it.
Jeff Quintin (22:12):
Well, what's interesting is very few people
hit the 30, but they are hittingthe 20.
So, you know, it's like one ofthose things.
If you look at the numbers,sometimes they they they do,
because I get the reporting.
Um, but most of the times, youknow, the reality is that
they're in the 20s, 20, 21, 22,23, sometimes 30, but you know,
(22:33):
um, but I think everybody's gotto raise their standard up as
this market because it'sshifting.
So it's gonna take moreconversations to get the same
result.
But you know what I'm excitedabout is that what you and I
have thrived on for so manyyears, it's a skill is the
expired listings, right?
So this source is just amazingif the agents are willing to
(22:59):
learn that skill.
It requires the highest amountof skill, but it's the fastest
way to convert and get listings.
So if you look at the hierarchyof number of leads and skill
required, hardest skill, fastestconversion.
Doing call just as just soulcalls or circle prospecting, low
(23:20):
skill, right?
To do that, but it takes a longtime to convert.
So if someone wants to convertquicker on a source, it's just a
matter of learning that skilland it'll quit and you can
convert faster.
That makes sense.
100% makes sense to me.
Love expires.
I think you know, you and Ihave made our career over them,
and we still can right now.
(23:40):
You and I here's what's cool.
And again, today's the 30th,right?
So we know that tomorrow on the31st, and then Saturday, the
first, there's gonna be a lot ofexpired listings gonna come up.
So looking at 2026, if I'mgonna be an agent looking to get
listings, I sure as hell bettermake sure that I'm working
those those days.
The 30th, the first, the 30th,31st of the month, if there's
(24:01):
three 31 days, or the first, andalso the 15th and 16th, because
they happen also expire in themiddle of the month.
So if I'm looking at it aglance for 12 months ahead of
me, where am I gonna be at themiddle and the end of the
months, right?
In the beginning of the month,because I know it's an expired
day.
And so if I know that, like youand I right now, tomorrow or
(24:22):
when these expireds come out, wecan call and make two or three
contacts of expireds.
And I know that within fiveminutes, 10 minutes on the call,
we can take an expired that'smad, upset, pissed.
I'm never listing it now, I'mtaking it off the market.
All the objections and all thethings that they say to us, and
(24:43):
through a quick conversation,because the skills we know how
to lead with, we can set thatappointment and we can meet with
that seller this weekend, andwe can still get them to sign.
Happens all the time, right?
We've all the time, we'velearned that.
So it's interesting is likeagents struggle to get inventory
and listings, but the realityis once you learn a skill, it's
(25:04):
it's like an ATM machine, right?
I want money, put my card in,put my code in, and it'll give
me money, right?
I want a listing, I call, I saycertain things.
I what I've learned, I getappointment, I get a listing,
right?
So I look at it that way.
Maria Quattrone (25:21):
100%.
You also do um I think othermarketing to the expired.
Jeff Quintin (25:28):
Yeah, yeah.
So I, you know, you know, we'repretty aggressive, I think,
with expireds as far as one isfinding them.
So, you know, being able to getthe contact information, a real
cell phone number or workplace,we're gonna get it kind of
aggressive to go make sure.
Because I think that the harderit is to get them on the phone
(25:48):
or find them, the easier it isto list because the competition
is gonna be less to go to getthem.
So one is getting accuratedata.
We're gonna text them, right?
We're gonna email them, we'regonna DM them on social media.
Um, if we can't get them,hopefully we've got their email
address.
They're gonna go into our CRM,sold search.
(26:09):
We're gonna a lot of times do auh a screen recording of a
quick little CMA and send thatto them by video, send it by
text.
We're gonna provide them sometype of value to make us stand
out in that marketing side.
We're gonna put them in alittle expired campaign if we
haven't gotten them on thephone.
But once we do get them on thephone, we're also gonna now
start to build up that trust andthat rapport and give them a
(26:31):
certain amount of um uh likelike a few different emails with
different things in the emailto show and make us stand out
and give them the value ofthings that they didn't get
before.
So there is a differentmarketing piece to that to help
us convert, which is prettycool.
So we we we have a whole littlesystem set up for that.
Maria Quattrone (26:49):
And do you get a lot of people from calling you
from like mailers or we don'tdo any mailers at all?
Jeff Quintin (26:58):
So we won't ultimately we'll get we won't
we'll get the call-ins though,mostly from just in our database
from marketing to them, youknow.
So we'll get the expires itselfa lot of times this, but like,
you know, may not get theexpired right now within the
first week, but we're gonnafollow up with them.
So a lot of the older expiresis what will come back around
(27:20):
that maybe six months, 12months, two years ago.
There's more business beingdone in the old expires than
there is in the new ones, butit's because we talk to them
initially and then we get themin our system, and then they
come back around.
Maria Quattrone (27:33):
So you have one third will relist right now,
one third will relist within thenext month, right?
Is it a month, then anotherthird, or is it up to 13 weeks?
13 weeks.
Jeff Quintin (27:51):
I think I think that 70% will relist within the
next six to nine months, right?
And and I think that like ifyou look at it, depends on the
marketplaces, right?
But the reality is that expiredlistings will relist, it's just
a matter if it's going to bewith you or someone else.
So I think that's a greatsource that agents should be
working, but 95% of them don't,because it requires a different
(28:16):
I think it's more than that,right?
Maria Quattrone (28:19):
99% true, 99.5%.
Jeff Quintin (28:24):
It's amazing.
I mean, think about this.
They are a seller who had acompelling reason to list their
home for sale.
They're a seller that actuallyhired an agent previously,
they're a seller that enteredinto a listing agreement that
most cases are gonna payobviously compensation to a
listing agent at least.
So we know that it's a sellerthat wants to sell.
(28:45):
We know a seller that's willingto hire an agent, we're a
seller that's hopefully at thispoint maybe more motivated, and
we know that right now there'sonly a few things they're gonna
tell you.
One is I've decided not to selland take it off the market,
which we know that 70% come backon at some point.
So that's kind of BS.
They're gonna sell, they'rejust telling you they're not.
Number two is they're gonnahire the same agent they were
(29:07):
with.
Number three is they're gonnalook for a new agent.
Or fourth, they're gonna say,I'm relisting, but just not now,
right?
Call me after the first year.
Let's list in the spring.
Those are really the fourthings.
Not gonna sell at all, which ismost cases BS.
List with the same agent, hirea new one, or list again, but
not right now.
Right?
So it's just a matter ofworking those, you know.
(29:29):
I think that looking at 2026,we know that the market's
shifting.
There's gonna be more and moreof that source coming up
available than what it's beenever.
That's a great source to thinkabout and consider to learn that
skill for listings.
Maria Quattrone (29:43):
It goes back to learning the skill, skill based
environment.
We need to have the skills andwe need to have the
conversation.
Somebody asked me, one of mycoaching clients asked me Isn't
there an easier way to reach C?
People, I said, well, if it waseasy, everybody will be doing
(30:06):
it.
Jeff Quintin (30:06):
Yeah, for sure.
And you know, it's interesting,is it's not only just the
skill, but there is a skill,it's the skill of being um
consistent and not just doing itwhen you want or when you feel
like it.
You gotta do it, work on thisbusiness every single day, day
in and day out, and beconsistent with all of your
(30:29):
activities.
You just can't, you know, oneday decide, hey, you know what?
I'm gonna uh you know do anopen house this weekend and get
prepared for it.
And then you go there, no oneshows up.
And then it's like, oh, thatdidn't work.
No, they they do work.
You just now you can beconsistent and do it every
single weekend now for the nextsix months, right?
(30:50):
Whatever it may be.
If you're gonna call your pastclients, oh well, I couldn't get
anybody on the phone, or noone's buying or selling that
they know of right now.
You gotta be consistent andcall those clients every day,
right?
And I don't see agents beingconsistent right now, they're
just looking for that immediateresult, and if they don't get
(31:11):
it, they stop.
But you and I have been doingthis, you know, what we learned
through Mike Ferry, and it'sjust being it's that repetitious
boredom.
It is boring because it'srepetitive, doing the same thing
day in and day out for 20, 30years, but yet look at what it's
brought us and where we are,and then the market, you know,
(31:31):
what we've gotten in themarketplace with market share
and and the database and yourbusiness the way it runs now.
It's because we're consistentand still are.
Maria Quattrone (31:39):
Consistency with this a being just a human,
a good human, somebody ofintegrity, somebody who will
tell the clients the truth.
And people ask me all the time,what's your script?
What do you say on the phone toget people do a lot because
(32:01):
like you do a lot of phoneappointments?
And they say, How do you do it?
How do you I said you don'tunderstand?
You have to talk to people likethey're people, they're not a
lead, it's an opportunity.
I call it an opportunity, anopportunity to help me to serve
somebody, to assist somebody inthe process of what they need to
(32:23):
get done.
Jeff Quintin (32:24):
Yeah, I mean, it's part part of being human and
and having that conversation isjust really being a good
listener and being there toreally hear them out versus I
think a lot of agents are justalways about themselves and
wanting to hear them talk about,get the script or whatever they
learned or whatever they'resaying, just spill it out,
versus asking a good qualityquestion and then just you know,
(32:47):
shutting up and listeningauthentically and being real and
seeing how you can position orhelp them get to whatever that
is.
That that's that's a skill setas well.
Like you said, it's it's beinghuman, you know, and you know,
uh empathetic, having empathy.
That's a whole nother skill,too.
Maria Quattrone (33:07):
One of the most important ones, especially in
today's market.
So I'm I'm excited for listen,I tell everybody a bad month, a
bad couple months, a bad yeardoesn't make you a shitty real
estate agent.
Right.
It's life, things happen.
We aren't our business or Jackor Maria or be the solution.
(33:30):
But you want to havespectacular 2026.
If you don't get to work rightnow, it ain't gonna happen.
If you're already not working,yeah, because we're building the
pipeline for 2026.
I've been building the pipelinefor 2026 since March of 2025.
Jeff Quintin (33:48):
Right.
Maria Quattrone (33:49):
I have 70 some tags in my system of people says
seller 2026.
Jeff Quintin (33:56):
Awesome, that's good.
Love it.
Maria Quattrone (33:58):
So that was the last time I checked.
That's just I don't know, monthor two ago.
But the point is that you'rebuilding your future business
daily every day, every day.
And if you miss a day, thinkabout it.
If you miss one day, it's 20%of the week.
If you miss two days, you havean F.
Jeff Quintin (34:18):
Right.
Maria Quattrone (34:19):
You failed.
So let's go ahead and let'skeep being the solution, Jeff,
and let's have a great end of2025.
Let's bring it.
Yeah, I'm gonna do as manypodcasts as I can between now
and the end of the year so wecan get more knowledge out there
and into our real estatecommunity.
Jeff Quintin (34:38):
Love it.
Maria Quattrone (34:39):
And I appreciate you being on the show
today.
A friend of the show, so yeah.
Jeff Quintin (34:46):
This has been awesome.
I appreciate it.
And I appreciate uh all yourknowledge and and the friendship
we've had over the years, it'sbeen great and continue to watch
you succeed.
Maria Quattrone (34:54):
Yeah, let's go.
You too.
All right, cool.
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