How to Convert Expired & Cancelled Listings: The Appointment-First Playbook

Audacity: The Courage to Raise Your Hand

In this episode, we talk about: What audacity actually is (and what it isn’t) Why audacity is a decision, not a personality trait Playing to win vs. playing not to lose The danger of waiting for certainty Ramon’s first year in real estate: broke, discouraged, and ready to quit The self-grade that changed everything (C-) The classroom analogy: why the person who raises their hand wins Fear of public failure and how it silently kills ambition Real estate as the ultimate “Home Run Derby” Why there is no penalty for swinging Getting comfortable being uncomfortable How audacity led to selling nearly 100 homes and launching ROC Key Quotes: “Audacity is the courage to raise your hand.” “You can’t win playing not to lose.” “Everyone sounds good. Not everyone performs.” “There is no penalty for swinging.” “Everything you want is on the other side of getting uncomfortable.” Call to Action: If this episode hit home, ask yourself: Where have you been playing defense? Then raise your hand. Make the call. Take the shot. About ROC Real Estate Partners ROC Real Estate Partners is a performance-driven real estate organization built for agents who want more than average results. We operate at a higher standard, with disciplined execution, listing-based strategy, and a culture rooted in ownership, accountability, and long-term thinking. We don’t believe in shortcuts, hype, or motivation-based success. We believe in process, repetition, and running the play consistently. Our Partners focus on listings, relationships first, data over drama, and execution as the strategy. If you’re a real estate agent, team leader, or operator looking to build a scalable, professional business and you’re willing to be held to a higher standard,  ROC may be the right environment for you. To learn more about ROC Real Estate Partners, visit www.rocrep.com or follow us on social media @rocrealestatepartners @ramon.casaus for insights on real estate strategy, leadership, and high-performance culture!

Most Likely to Sell Playbook: Proactive Conversations That Build a Listing Pipeline

1. WHAT “MOST LIKELY TO SELL” MEANS Homeowners identified through data points indicating higher likelihood to sell in 3–12 months Data is refreshed monthly by ROC Optimized for higher sales price ($750K+) These homeowners are already receiving market reports via email This list is curated for you, your job is to work it. 2. WHY MARKET REPORT ENGAGEMENT MATTERS Repeated market report views are a top indicator of selling intent These homeowners are prioritized for calls The goal is conversation → relationship → appointment (when appropriate) Odds are in your favor—if you approach it the right way. 3. OBJECTIVES OF EVERY CALL (IN ORDER) Build rapport & set an in-person appointment Build rapport & set expectations for future follow-up If no appointment is set: Verify email Ensure market report is active Clearly define next steps Always tell the homeowner what happens next. 4. MINDSET BEFORE YOU CALL You are not selling anything You are starting a conversation Be curious, calm, and human Be more interested than interesting Loosen up. Conversations convert better than scripts. STEP 1: WHEN THE MARKET REPORT IS BEING VIEWED THE OPENER Reference the valuation email Clarify it was sent intentionally, not spam Introduce yourself as the local expert Ask if they’ve seen the report HANDLING “NO” RESPONSES Common responses: “Not looking to sell” “Not interested” “We aren’t going anywhere” “I didn’t see it” Key strategy: Normalize their response Anchor the conversation around accuracy, not selling Reference the estimated value Ask property-related questions Pro Tip: If they’re still talking, you’re winning. Ask about upgrades, condition, and history. HANDLING “YES” RESPONSES Common responses: “I think it was high / low” “Which email?” “Thanks for sending” Key strategy: Validate their reaction Explain algorithm limitations Ask clarifying questions Position yourself as the human expert behind the data THE POWER OF THE PAUSE Statements (not questions) invite reflection Pause after delivering value Let the homeowner respond naturally No one wants to be interrogated. STEP 2: DON’T FORGET THE FUNDAMENTALS THE CORE QUESTION > Do you want to sell your home? This is the purpose of the call. Ask it: Lightly Curiously Without pressure Example: > “Has selling ever crossed your mind, or are you planning on staying long-term?” WHERE CONVERSION IS HEADED Most conversations are about relationship-building Selling is rarely immediate Your job is to become the trusted local expert Often, setting expectations for future follow-up is the win. ALWAYS ESTABLISH NEXT STEPS Examples: Permission to follow up in 6–12 months Confirming or sending a market report Offering a brief in-person visit when appropriate No conversation should end without clarity. STEP 3: EXPECT “NO” Humans default to “no” because it feels safe “No” creates opportunity for clarification Calmly address hesitation and add context “No” is not rejection, it’s information. WHEN THERE IS NO MARKET REPORT These homeowners are still high quality. OPENER STRATEGY: Lead with local expertise Reference neighborhood trends Ask if selling has ever crossed their mind Offer the market report as a value-add SELLING THE MARKET REPORT (CORRECTLY) WHY IT MATTERS It keeps you relevant It works while you sleep It creates long-term leverage HOW TO SELL IT Explain what it is Explain why it’s valuable Tie it to their situation Ask confidently for the email Good selling = clear value + relevance FINAL REMINDER Volume negates luck Consistency creates predictability Conversations create listings Pick up the phone. Call the homeowners you want to serve. Trust the process. About ROC Real Estate Partners ROC Real Estate Partners is a performance-driven real estate organization built for agents who want more than average results. We operate at a higher standard, with disciplined execution, listing-based strategy, and a culture rooted in ownership, accountability, and long-term thinking. We don’t believe in shortcuts, hype, or motivation-based success. We believe in process, repetition, and running the play consistently. Our Partners focus on listings, relationships first, data over drama, and execution as the strategy. If you’re a real estate agent, team leader, or operator looking to build a scalable, professional business and you’re willing to be held to a higher standard,  ROC may be the right environment for you. To learn more about ROC Real Estate Partners, visit www.rocrep.com or follow us on social media @rocrealestatepartners @ramon.casaus for insights on real estate strategy, leadership, and high-performance culture!

How to Convert Expired & Cancelled Listings: The Appointment-First Playbook

1. THE OBJECTIVE (IN THIS ORDER) Learn what to say Learn how to say it Ask for the appointment, always Conversion comes from mastery, not luck. At ROC, we don’t practice until we get it right, we practice until we can’t get it wrong. 2. THE APPOINTMENT IS THE GOAL Sellers rarely offer appointments, you must ask Listings are won by those who go for them The number of appointments you set directly correlates to listings taken Rule: If you want the listing, ask for the appointment. 3. CONTROL THE CONVERSATION The person asking questions controls the direction Avoid explaining or defending Regain control through high-quality questions Pro Tip: When you control the conversation, you control the destination. 4. MINDSET BEFORE THE CALL Consumers value agents who are: Knowledgeable Patient Transparent Over the phone, your voice is everything. Calmness creates trust Clarity creates conversation Conversation creates conversion Core belief: You are the best option to serve this seller and it would be a disservice not to try. 5. BE PERSONAL, NOT SALESY Use their first name, more than once Make them feel like the only call you made today Be consultative, not transactional People don’t want to feel like a number. 6. SPEAK AS A SUBJECT MATTER EXPERT Speak simply, clearly, and confidently Educate to assume authority Slow down and remove jargon Pro Tip: Confidence comes from clarity, not speed. 7. PATTERN INTERRUPTS (DIFFERENTIATION) If you sound like everyone else, you become “just another agent.” Pattern interrupts: Break autopilot responses Create curiosity Open real conversations Examples: Bold statements Verbal pausing Humor Sound effects Third-party leverage Exclusivity Permission-based questions Pattern interrupts feel uncomfortable—that’s the point. 8. THE INTRODUCTION FRAMEWORKS Recent Expired / Cancelled Acknowledge volume of calls Keep it brief Ask two quick questions Earn permission to continue Not Recent Simplify the opener Lead with curiosity Avoid urgency overload Master the fundamentals based on timing. 9. OBJECTION HANDLING (AUTOMATIC RESPONSES) Drill common objections until they’re reflexive Strong opener responses unlock better conversations Hypotheticals lower defenses and keep dialogue open Key principle: > If you get past the opener, conversion increases dramatically. 10. THE “TICKING TIME BOMB” You only get so many questions before irritation When interest drops, stop asking questions Use a bold, confident statement to pierce the conversation This is where audacity matters. 11. CLOSING THE RIGHT WAY People default to “no” because it feels safe Overcome obstacles during the conversation, not at the end True closers close throughout the call Expect to close 2–3 times per conversation. 12. END-OF-CALL OBJECTIONS (AND HOW TO HANDLE THEM) Common hesitations: - Spouse approval - House not ready - Scheduling uncertainty - Fear of obligation Your job: - Reduce pressure - Clarify expectations - Make the meeting feel easy, helpful, and obligation-free FINAL REMINDER Practice out loud Repetition creates confidence Confidence creates listings Know what to say. Know how to say it. Always ask for the appointment. About ROC Real Estate Partners ROC Real Estate Partners is a performance-driven real estate organization built for agents who want more than average results. We operate at a higher standard, with disciplined execution, listing-based strategy, and a culture rooted in ownership, accountability, and long-term thinking. We don’t believe in shortcuts, hype, or motivation-based success. We believe in process, repetition, and running the play consistently. Our Partners focus on listings, relationships first, data over drama, and execution as the strategy. If you’re a real estate agent, team leader, or operator looking to build a scalable, professional business and you’re willing to be held to a higher standard,  ROC may be the right environment for you. To learn more about ROC Real Estate Partners, visit www.rocrep.com or follow us on social media @rocrealestatepartners @ramon.casaus for insights on real estate strategy, leadership, and high-performance culture!

Sphere of Influence Conversation Frameworks: How to Reconnect, Add Value, and Ask for Business

1. THE CORE CONCEPT Call anyone who knows you by first name Reconnect and share your career change or new role These are warm relationships, not cold calls 2. THE OBJECTIVE OF EVERY SOI CALL Identify if they or someone they know may buy or sell real estate Ask for business directly and confidently Never assume people know you’re looking for referrals 3. ASK THE QUESTION (NOT THE STATEMENT) Statement (weak): “Let me know if you or anyone you know is buying or selling.” Question (strong): “Who do you know in your world that may need help buying or selling real estate?” Why it works: Questions demand an answer Statements delay action Questions create clarity now 4. REFERRAL ASK FRAMEWORKS V1 – The Beginning Open warm Share excitement Ask early Keep it conversational Pro Tip: If there’s no referral immediately, continue the conversation using FORD. V2 – The Middle Use once rapport is established Works well for shorter calls Direct and respectful V3 – The End Ask before hanging up Reinforce relationship-based business Never skip the referral ask Pro Tip: You can ask for referrals at any point in the conversation. 5. VARIATIONS FOR “REASON FOR CALL” Use what feels natural: Career change New company Fresh start New goals Authenticity beats perfection. 6. HOW TO INTRODUCE THE MARKET REPORT Explain what it is and why it’s valuable Use simple, benefit-driven language Use assumptive confidence Key Objection Handling: “This is for homeowners who aren’t selling but want to track their equity.” 7. HOW TO INTRODUCE THE LISTING ALERT Frame as an invitation, not a commitment Ideal for anyone interested in buying someday Low pressure, high relevance Key Response: “It’s an invite, not an obligation.” 8. SETTING FUTURE FOLLOW-UP Ask permission to stay in touch Set expectations clearly Keep the relationship open and active 9. SOI CONTACT CHECKLIST (NON-NEGOTIABLE) Every call should result in: Contact made Referral asked Contact info verified Market report or listing alert set Status updated Quality notes / AI summary added Next task scheduled Consistency creates momentum. 10. FINAL REMINDER Be genuine Be yourself Add value Ask for the referral, every time People forget you’re in real estate. Your job is to remind them professionally and confidently. About ROC Real Estate Partners ROC Real Estate Partners is a performance-driven real estate organization built for agents who want more than average results. We operate at a higher standard, with disciplined execution, listing-based strategy, and a culture rooted in ownership, accountability, and long-term thinking. We don’t believe in shortcuts, hype, or motivation-based success. We believe in process, repetition, and running the play consistently. Our Partners focus on listings, relationships first, data over drama, and execution as the strategy. If you’re a real estate agent, team leader, or operator looking to build a scalable, professional business and you’re willing to be held to a higher standard,  ROC may be the right environment for you. To learn more about ROC Real Estate Partners, visit www.rocrep.com or follow us on social media @rocrealestatepartners @ramon.casaus for insights on real estate strategy, leadership, and high-performance culture!

The Sphere of Influence Playbook: Building a Business Through Relationships

1. WHY YOUR SPHERE OF INFLUENCE MATTERS Your SOI is the foundation of your business Business should start here week one We do not move to other lead sources until SOI is solid Sloppy database = sloppy income Fundamentals first, always 2. TAKE THE LEAD BLINDERS OFF A “lead” is not someone with a sign on their forehead Opportunities exist all around you, every day Lead blinders limit awareness and growth High performers see people, not just prospects Key takeaway: If you’re not seeing opportunity, you’re not paying attention. 3. GIVER’S GAIN MENTALITY Lead with value, not expectation Be more interested than interesting Value compounds when given freely Long-term influence beats short-term credit Law of Reciprocity: Give first. Trust that value comes back over time. 4. FORD FRAMEWORK (CONVERSATION MASTERY) Use this when building relationships: Family Occupation Recreation Dreams People like people who listen. 5. BECOMING A RELATIONSHIP CREATOR & MANAGER Your real job: Meet people intentionally Collect quality contact information Learn what matters to them Create a plan to reconnect Be consistent Relationships first. Real estate second. 6. WHERE TO MEET NEW PEOPLE Opportunities already exist where you go regularly: Gym Coffee shops Restaurants Barbershops / salons Sports clubs Family and community events Neighborhoods and parks If you frequent it, you should be known there. 7. HOW CONVERSATIONS START Two simple tools: Ask a question Give a genuine compliment Not every conversation converts—and that’s okay. The habit matters more than the outcome. 8. LONG-TERM FOLLOW-UP STRATEGIES Ways to stay relevant and valuable: The Connector – Introduce people The Gifter – Thoughtful, meaningful gestures The Inviter – Share experiences The Referrer – Send business you trust The Stay-In-Toucher – Follow through consistently Follow-up builds familiarity. Familiarity builds trust. 9. PLAYING IN A LEAGUE OF YOUR OWN Time is the most valuable currency Inefficient actions are often the most impactful Showing up matters—especially when it’s inconvenient Relationships are built through presence, not automation 10. BUILDING A PROFESSIONAL NETWORK Identify 10 trusted local professionals Meet quarterly Vet them like you’re referring family Add value first Create a network effect This is low cost, high leverage, infinite ROI. 11. REFERRALS ARE EXPONENTIAL Marketing is linear Referrals are exponential One relationship can create dozens more Your goal: be top of mind when people think “real estate” 12. LIFETIME VALUE MINDSET One client = decades of opportunity Treat people like lifetime clients from day one Respect, care, and consistency compound over time Key shift: It’s not about the most clients. It’s about the most loyal ones. FINAL THOUGHT Everything you want is already sitting in your Sphere of Influence—waiting to be unlocked. Take the blinders off. Lead with value. Play the long game. About ROC Real Estate Partners ROC Real Estate Partners is a performance-driven real estate organization built for agents who want more than average results. We operate at a higher standard, with disciplined execution, listing-based strategy, and a culture rooted in ownership, accountability, and long-term thinking. We don’t believe in shortcuts, hype, or motivation-based success. We believe in process, repetition, and running the play consistently. Our Partners focus on listings, relationships first, data over drama, and execution as the strategy. If you’re a real estate agent, team leader, or operator looking to build a scalable, professional business and you’re willing to be held to a higher standard,  ROC may be the right environment for you. To learn more about ROC Real Estate Partners, visit www.rocrep.com or follow us on social media @rocrealestatepartners @ramon.casaus for insights on real estate strategy, leadership, and high-performance culture!