Be the Solution with Maria Quattrone

Conversations Create Commissions: Prospecting, Skills, and Consistency with Jeff Quintin

• Maria Quattrone • Season 1 • Episode 346

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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

Maria Quattrone:

All right, we're in for a treat today. My friend Jeff Quentin is back with us on the Be the Solution podcast, and I'm excited to talk with Jeff. Jeff and I have known each other for probably almost two decades. Jeff's been in the industry for 30 some years, and I'm 22 years, so we've known each other for a little bit. We actually met through Mike Fern.

Jeff Quintin:

Exactly.

Maria Quattrone:

And Jeff and I are going to unpack today what is working in today's market. And we're going to go back to what's always worked, and then what you can add in in our technology that we use today to even skyrocket your career.

Jeff Quintin:

Yes, love it. Well, thank you. It's an honor and pleasure to be here. And yeah, we kind of grew up together a little bit in this business a little, even though I'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 have watched each other succeed and grow. So I'm excited to share some thoughts with you today and to the audience.

Maria Quattrone:

So, Jeff, we sit here and you still got the room that you lock yourself in.

Jeff Quintin:

Well, we've we've graduated from the room to lock ourselves into an actual office now. But yes, the office itself, in most cases, the front door is locked because we don't want people just walking in, even though it is now a regular typical office that somebody can come to with a sign out front. So we graduated to a sign and a regular office, different than what it used to be, with the blinds shut uh and locked. Um, but still the same same thing that goes on inside, regardless of the door, for sure.

Maria Quattrone:

So for those that don't know, Jeff used to lock himself. His assistant will lock Jeff in the room for three hours. Can't come out until he's done every morning. So he was doing his. We call it, it's a bad word in real estate. It's not, it's the word that makes everybody money, prospecting the P word, right? Lead follow-up, pick up the phone. Did you ever have a closing Jeff that didn't start with a conversation?

Jeff Quintin:

No, and I've never, I don't think I've ever done a deal. I've never had a conversation either, right? I've always had a lot of people. That's what I mean. Yeah, yeah, for sure.

Maria Quattrone:

Is it it's impossible to get a check at the closing table without having a conversation?

Jeff Quintin:

Yeah, it's crazy. And when and when we talk about like locking um ourselves in the door, we we we actually did that and our prospecting room and our lead generation room itself, we created an environment that provided discipline and structure and accountability. And so once you were in that room, you didn't leave. In fact, we did lock it, we put a double-sided door deadlock. So the deadlock itself, we had a key on the outside that was locked in, so we couldn't leave, right? Until we completed our prospecting with the required and amount of contacts we needed to make. We had to prove that. And if any income generating calls had come in during this time, our assistants would just slide those calls, take the calls, right, and the messages under the door. And that's how we communicated. But that was a dedicated time of uh of strict three-hour lead generation, non-interrupted um method that still today works because of the the discipline that's required um of prospecting and lead generating and communicating. So we still do that now.

Maria Quattrone:

Even till this day, 30 years later.

Jeff Quintin:

Still do. You know, we call it kind of we call it like the old school, if you will, the old school prospecting with a modern efficiency these days, you know. But this is what's built, what we know is your business, many and 90% of the top-producing teams and agents across the country that have been around a while. This is how they built their businesses. And, you know, it's through communication. I think a lot of agents out there unfortunately stand behind that and they don't want to do that anymore, right? And yet, you know, their production level isn't anywhere near what it was, what we did and how we grew up. Our standard was like, hey, you got to sell 100 homes, right? To be somebody, right? That was it, 100 transactions. And today the kids are selling five deals, six deals, seven deals, and they think they can be on the TV show with the Altman brothers now, right? Five, six deals, that was like what we were doing in two weeks. You know what I mean? It's a little different, a little different mindset for sure.

Maria Quattrone:

This has been probably as far, especially at least in our market and people we service and deals we do, probably I would say one of the toughest years, the back end of this year, anyway. And the only thing like you can do is continue to do the work zig and zag, maybe focus on a different marketplace, a different price point. I don't know because I feel like across the board there's only a certain smaller percentage of homes that are gonna sell, period.

Jeff Quintin:

Yeah, for sure.

Maria Quattrone:

What are you seeing?

Jeff Quintin:

Well, I think that you we have to identify what those homes are, where that marketplace is that are transacting, and then just go all into that marketplace and understand where I need to be spending the time. I think that all markets right now, there's still plenty to go around. And for the agent that's willing to work and has the skills that are required and understand what those skills are, are going to succeed regardless of what the marketplace is doing. But I think that you're right. I mean, you know, hey, it used to be the 80-20 rule 20% of agents sold 80% of the properties, 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 than that today. I think it's less than 5% are selling 95% of the homes and teams as well. Like it's just that's going to continue to be, and I think it's it's where it's at, that there's only a small group of us that are dominating more and more in those marketplaces. And one of the reasons I think why is the agents that are that that are dominating or at least succeeding, they've taken the time to learn the skills required in the market that we're in. You know, like and again, I've got agents on my team, I'm sure you do, that you know, have never even had a price reduction conversation. They don't even know I hope that they've had it right now, yes. I hope by now they've had it. And again, they're resisting a lot of it because they haven't been, they don't, they're not experienced with that. And so, you know, if somebody got in the business five, six, seven years ago, look at what the market's done since whatever it may be, from from uh, you know, 20 um, you know, 20 or or whatever that may be to now, right? The last five years, it's just been kind of like more or less straight up, right? And again, especially during COVID years, but now when markets have shifted a bit, that's a conversation that needs to be had. That's a totally different skill. But many agents in the marketplace haven't taken the time to understand that. So learning how to list a property properly at the right price, and then taking that listing, and then understanding if it's not priced right, how to have that conversation to get it priced right, that skill set in itself of those two things, pricing property and then understanding the reduction side, man, that's a big thing. But these agents haven't gotten to that place to understand that yet. You know, and once they do, they'll succeed. But that's part of the business right now. You've got to have some price reduction conversations or hard conversations to share with the sellers how to price it correctly, otherwise it's just not gonna sell, it's gonna sit.

Maria Quattrone:

I think, Jeff, and you can what you think of this, but I think even when you think you price it correctly, it might not be priced correctly. It's happening. Meaning there's a market price based on comps, and then there's perceived value of what a buyer is actually willing to pay. And generally they're two different numbers.

Jeff Quintin:

A hundred percent. I agree right now, which is telling us there's a shift in the marketplace. Like that in itself, just that thought, 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 be offers today. If something's really priced well, you're like going, like, hey, like, why am I not getting offers on this? And it's sitting there for a week or two, and you're like, something's not right. That's what you're thinking. But the reality is that is the marketplace. 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:

Or it's gonna get or it's gonna take a long time, right?

Jeff Quintin:

Or it's gonna sit, or you do get an offer, but it's not multiple, you're not getting six, seven. Maybe you get one, maybe you get two. But then the two the two that you 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 experiencing right now.

Maria Quattrone:

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:

Yeah, yeah.

Maria Quattrone:

But it definitely is a second home market. A little bit different here in Philadelphia. We have a whole nother set of problems called. Uh, let's not get into those because I might go on down a rabbit hole, and we don't want to do that this morning, but we have a whole nother set of issues. I think one of the things that I've seen this year that I've actually never seen like this is the incompetency at a very high level of all parties involved. The other side of the transaction, the mortgage person, the title people. They dates are completely being ignored. There was a deadline for the punch list, there was a deadline for reply to inspection. There was a deadline for the closing. You guys missed all of it. Right. Nobody even cares, they don't even get back to you. Buyers are walking away before a deal. People losing jobs two days before the closing. These are real, real things that I've seen this year. Crazy things. I want a hundred thousand dollar adjustment a week day before closing. Yeah, I have not seen at least. I don't know if they happened in a week, but I don't remember them happening.

Jeff Quintin:

Yeah, yeah.

Maria Quattrone:

What I do recall is 2007. And in 2000, end of 2006, and 2007, I remember it was probably oh six, sometime in 06, going to the broker I worked with at the time and said, Did you see this inventory? Like, are you watching this? And every day, more and more and more homes would come onto the market. Like it was six months, then eight months, and then ten months, and then twelve, and then sixteen. It just was like very quickly, and people, this is what people, agents, consumers do not realize inventory can stack like this. It does not take a year for inventory to increase, it could happen in a matter of months. Yeah, and you go from a market that was more evenly split from a buy-sell market to a full-blown buyer's market where only one tenth, one you know, eighth of the homes are we're gonna sell. Yeah, and that's what I see today.

Jeff Quintin:

I know for sure. And I think that you bring up a good point because understanding the pulse of the market, understanding, watching the metrics of the inventory that's coming on, the active number of listings, what's going under a contract, the average sales price, average days in the market, that absorption rate of homes that are sitting, how long it's gonna take to sell, like all of that, you gotta be a complete in this right now more than ever. Because back in the day, like you know, from you know, 2000 to 2005, the market was crazy going up. I wasn't even paying attention to any of that stuff because every time you know you sold a house, it was worth more next day, right? And the market was going nuts, buyer demand was great. But then when that shift came in and that 06 started for us and 07, 08, right? I had to really zone in, like, oh my gosh, let's pay attention. And then since that time till now, we do a complete market report every single month, tracking those basic four or five things active number of listings, how many went under contract, number of new listings, what's closed, average days on market, and then the absorption rate. Because that's gonna tell us what the market's doing. And then we can share that with the with the sellers or buyers, at least to give them a pulse as far as where is it going? So understanding that I think is something that is super, super important to agents today. They've got to really learn that because that's gonna tell us what's going on.

Maria Quattrone:

Do you use the home index report?

Jeff Quintin:

No, but I know what you mean. I know I know what I know what it is.

Maria Quattrone:

So very good. The home index report yesterday I pulled on this if I am I'm in 1914. Wanted to see because I have a new listing, it's being going active one tomorrow. And it said 60 was the 60. So let's say no movement basically is under 70. And I couldn't believe like it actually said that because you know what area usually says 60? Camden.

Jeff Quintin:

Makes sense, sure.

Maria Quattrone:

So I was thinking about that. Philadelphia County itself is an 82. That's an 82 out of 100. So that's not good. 100 means average, that's the baseline, right? So 82, right? If you got an 82, what's that a B? Right out of 100. 100 is maybe when you get into like over 100, that's when the the market starts to get a little more robust. So anything under 100 is bad. Yeah, we're 82. So it tells you what things, Jeff. So we could talk about the craziness of the market until you were blue in the face, but there is a silver lining, and the silver lining is that a skilled professional in this environment. Now, maybe I want to preface this by saying this, it takes time to kind of get the message out there a bit, right? To people on a bigger scale, consumers. So your message has to be a one-on-one until the message can be consumed by the masses. But what will happen to a skilled professional once more people understand the market and they start to listen?

Jeff Quintin:

They're gonna choose you for sure.

Maria Quattrone:

That's right.

Jeff Quintin:

Yeah, and that's where agents like ourselves will stand out. And so they're gonna recognize that, and it's happening already. And it, you know, we're we're getting those type of calls where typically they might call their 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 a home sold, right? You know, you know, but you have a program, we know you have a plan, we know your reputation, 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 many agents that are leaving the business that are getting out, right? So that competition is is dwindling down where you know when the market's good, sellers itself really don't hire skill, right? They just don't know. But when the market's a little bit softer, they will choose and find and look for the skillful agent. They will, and they're gonna like we got like yesterday, for example, um, you know, we got a specific come list me call from a review, reviews Google Reviews Online. They look and it's in an estate, they looked up that and they were looking at other agents shopping around, and they caught us and said, Hey, you know what? Um, it was a daughter, and my my parents had passed away. I'm the executive church of the estate, blah, and um, we saw your reviews online, and we know, and it seems like you guys know what you're doing. Um, and we need an agent right now to come out and take a look at the property, tell us what you think. It's in the estates, they got still some little things going on, but they're ready to sell it. But they will find you, right? And seek out. So make sure that I think that agents need to know is that if they are succeeding, that they need to let the let the world know that they are, and portray that skill level at some level so that they can so these sellers will find them. But that's happening.

Maria Quattrone:

I had a call yesterday, it was scheduled an appointment for me by the office Thursday yesterday, and it was another agent asking how I would get their household.

Jeff Quintin:

Really?

Maria Quattrone:

They're still on the market, it was a little convoluted because they acted like it wasn't them, but that's another story. And when agents are calling, an agent who doesn't do a lot of deals is calling a strong listing agent to ask them how to sell the property.

Jeff Quintin:

Tells you something, right?

Maria Quattrone:

It tells you something. It also tells you that this is not uh, you know, you don't just get in this industry and in a year know what you're doing. True. Or two years. In fact, to be excellent, it takes a decade, and that's a decade of actually really working and doing the business at a at a pretty high level. That's doing deals, that's not like 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 gonna we're coming to gosh, this is the end of October. We have a small window of opportunity left for 2025. And if you want to be, you're an agent, and you want to go all in, what do they do?

Jeff Quintin:

Well, I think that you know, everyone right now uh understands there there's a lot of them are a lot of agents that are trying to chase shortcuts, right? There is none, and we're just chasing conversations, so like you know, conversations create commissions. So you want to go all in, you've got to up your game of communication and conversations. That's never going out of style. It's not going to, right? So, you know, can we use technology to amplify that? Yes, but the human connection itself isn't gonna be replaced. I think that the prospecting side is still the heartbeat of the business, and they just need to learn that right now. And if they truly wanna do a lot of transactions in 2026, they've got to up their game, which means it's all just skill-based, which means they've got to, for example, they should learn and how to communicate and what to say to clients, what to say to buyers, what to say to sellers, understand the objection handlers, which requires practice and it requires role-playing, right? Like this stuff hasn't gone out of style, but like most agents aren't willing to even do that. You ask agents, how many role play partners do you have? Do you role play? I mean, there's no excuse today. I mean, you can go to salesgo.ai, I'm an affiliate with those guys, but you can go now and role play with AI, which is amazing in all different scenarios from listening presentation to buyer inquiries through like a web inquiry uh property. You can do obviously seller objections, everything you can imagine. There's no more excuse.

Maria Quattrone:

You are you are role-playing with AI.

Jeff Quintin:

Yeah. I require everybody to because the excuses are oh, I can't get role play partners not showing up. All right, guess what? Now you're role-playing with AI because they're going to be available 24-7 and they've already been preloaded. It's it's conversation, and then they give you how many questions did you ask? Did you lead? Did you mimic, mirror, and match? Did you paste? Did you close? You know, like it rates you and gives you a whole different like analysis of what you could have done better in the conversation.

Maria Quattrone:

Where do people find where do people go for this?

Jeff Quintin:

It's uh salesgo.ai. Salesgo? Yeah, I can send you my link too because I'm an affiliate, which is which I get the credit for, but salesgo.ai. So Chris Heller, former CEO of KW, and we've known Chris a long time. Um, he started this. And um, it's really, really good. So if agents want to really, really increase their skills, that's one thing I would highly, highly recommend. Um, if they're not willing to do 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 getting back to those conversations, in my opinion, right now.

Maria Quattrone:

How many a day?

Jeff Quintin:

I think that it depends on someone's skill level. Our our team has looked at it and always said 30 conversations a day, right? 30 contacts a day with decision makers. It's harder and harder to get to 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 a long time to get there. It's not like it used to be. Um, but we also know that the the ratios that are required between the number of contacts one makes, the number of leads it gets, and the number of leads it gets the list of appointment, appointment to actually converting to a contract signed. So if you look at those ratios, depending on the number of homes that someone wants to sell, 30 is like 30 will get you to sell two homes a month. And it'll get you to do 24 transactions a year. But it depends on the skill level. If you and I are a little different doing this for a while, it wouldn't take us 30, you know, to get to that appointment today. But a newer agent or somebody that's just not as skillful, um, I'm I'm recommending always at 30 minimum.

Maria Quattrone:

And we recommend 20, but very few people hit it.

Jeff Quintin:

Well, what's interesting is very few people hit the 30, but they are hitting the 20. So, you know, it's like one of those things. If you look at the numbers, sometimes they they they do, because I get the reporting. Um, but most of the times, you know, the reality is that they're in the 20s, 20, 21, 22, 23, sometimes 30, but you know, um, but I think everybody's got to raise their standard up as this market because it's shifting. So it's gonna take more conversations to get the same result. But you know what I'm excited about is that what you and I have thrived on for so many years, it's a skill is the expired listings, right? So this source is just amazing if the agents are willing to learn that skill. It requires the highest amount of skill, but it's the fastest way to convert and get listings. So if you look at the hierarchy of number of leads and skill required, hardest skill, fastest conversion. Doing call just as just soul calls or circle prospecting, low skill, right? To do that, but it takes a long time to convert. So if someone wants to convert quicker on a source, it's just a matter of learning that skill and it'll quit and you can convert faster. That makes sense. 100% makes sense to me. Love expires. I think you know, you and I have made our career over them, and we still can right now. You and I here's what's cool. And again, today's the 30th, right? So we know that tomorrow on the 31st, and then Saturday, the first, there's gonna be a lot of expired listings gonna come up. So looking at 2026, if I'm gonna be an agent looking to get listings, I sure as hell better make sure that I'm working those those days. The 30th, the first, the 30th, 31st of the month, if there's three 31 days, or the first, and also the 15th and 16th, because they happen also expire in the middle of the month. So if I'm looking at it a glance for 12 months ahead of me, where am I gonna be at the middle 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 you and I right now, tomorrow or when these expireds come out, we can call and make two or three contacts of expireds. And I know that within five minutes, 10 minutes on the call, we can take an expired that's mad, upset, pissed. I'm never listing it now, I'm taking it off the market. All the objections and all the things that they say to us, and through a quick conversation, because the skills we know how to lead with, we can set that appointment and we can meet with that seller this weekend, and we can still get them to sign. Happens all the time, right? We've all the time, we've learned that. So it's interesting is like agents struggle to get inventory and listings, but the reality is once you learn a skill, it's 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 say certain things. I what I've learned, I get appointment, I get a listing, right? So I look at it that way.

Maria Quattrone:

100%. You also do um I think other marketing to the expired.

Jeff Quintin:

Yeah, yeah. So I, you know, you know, we're pretty aggressive, I think, with expireds as far as one is finding them. So, you know, being able to get the 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 harder it is to get them on the phone or find them, the easier it is to list because the competition is gonna be less to go to get them. So one is getting accurate data. We're gonna text them, right? We're gonna email them, we're gonna 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. We're gonna a lot of times do a uh a screen recording of a quick little CMA and send that to them by video, send it by text. We're gonna provide them some type of value to make us stand out in that marketing side. We're gonna put them in a little expired campaign if we haven't gotten them on the phone. But once we do get them on the phone, we're also gonna now start to build up that trust and that rapport and give them a certain amount of um uh like like a few different emails with different things in the email to show and make us stand out and give them the value of things that they didn't get before. So there is a different marketing piece to that to help us convert, which is pretty cool. So we we we have a whole little system set up for that.

Maria Quattrone:

And do you get a lot of people from calling you from like mailers or we don't do any mailers at all?

Jeff Quintin:

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, you know. So we'll get the expires itself a lot of times this, but like, you know, may not get the expired right now within the first week, but we're gonna follow up with them. So a lot of the older expires is what will come back around that maybe six months, 12 months, two years ago. There's more business being done in the old expires than there is in the new ones, but it's because we talk to them initially and then we get them in our system, and then they come back around.

Maria Quattrone:

So you have one third will relist right now, one third will relist within the next month, right? Is it a month, then another third, or is it up to 13 weeks? 13 weeks.

Jeff Quintin:

I think I think that 70% will relist within the next six to nine months, right? And and I think that like if you look at it, depends on the marketplaces, right? But the reality is that expired listings will relist, it's just a matter if it's going to be with you or someone else. So I think that's a great source that agents should be working, but 95% of them don't, because it requires a different I think it's more than that, right?

Maria Quattrone:

99% true, 99.5%.

Jeff Quintin:

It's amazing. I mean, think about this. They are a seller who had a compelling reason to list their home for sale. They're a seller that actually hired an agent previously, they're a seller that entered into a listing agreement that most cases are gonna pay obviously compensation to a listing agent at least. So we know that it's a seller that wants to sell. We know a seller that's willing to hire an agent, we're a seller that's hopefully at this point maybe more motivated, and we know that right now there's only a few things they're gonna tell you. One is I've decided not to sell and take it off the market, which we know that 70% come back on at some point. So that's kind of BS. They're gonna sell, they're just telling you they're not. Number two is they're gonna hire the same agent they were with. Number three is they're gonna look 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 four things. Not gonna sell at all, which is most cases BS. List with the same agent, hire a new one, or list again, but not right now. Right? So it's just a matter of working those, you know. I think that looking at 2026, we know that the market's shifting. There's gonna be more and more of that source coming up available than what it's been ever. That's a great source to think about and consider to learn that skill for listings.

Maria Quattrone:

It goes back to learning the skill, skill based environment. We need to have the skills and we need to have the conversation. Somebody asked me, one of my coaching clients asked me Isn't there an easier way to reach C? People, I said, well, if it was easy, everybody will be doing it.

Jeff Quintin:

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 it when you want or when you feel like it. You gotta do it, work on this business every single day, day in and day out, and be consistent with all of your activities. You just can't, you know, one day decide, hey, you know what? I'm gonna uh you know do an open house this weekend and get prepared for it. And then you go there, no one shows up. And then it's like, oh, that didn't work. No, they they do work. You just now you can be consistent and do it every single weekend now for the next six months, right? Whatever it may be. If you're gonna call your past clients, oh well, I couldn't get anybody on the phone, or no one's buying or selling that they know of right now. You gotta be consistent and call those clients every day, right? And I don't see agents being consistent right now, they're just looking for that immediate result, and if they don't get it, they stop. But you and I have been doing this, you know, what we learned through Mike Ferry, and it's just being it's that repetitious boredom. It is boring because it's repetitive, doing the same thing day in and day out for 20, 30 years, but yet look at what it's brought us and where we are, and then the market, you know, what we've gotten in the marketplace with market share and and the database and your business the way it runs now. It's because we're consistent and still are.

Maria Quattrone:

Consistency with this a being just a human, a good human, somebody of integrity, 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 to get people do a lot because like you do a lot of phone appointments? And they say, How do you do it? How do you I said you don't understand? You have to talk to people like they're people, they're not a lead, it's an opportunity. I call it an opportunity, an opportunity to help me to serve somebody, to assist somebody in the process of what they need to get done.

Jeff Quintin:

Yeah, I mean, it's part part of being human and and having that conversation is just really being a good listener and being there to really hear them out versus I think a lot of agents are just always about themselves and wanting to hear them talk about, get the script or whatever they learned or whatever they're saying, just spill it out, versus asking a good quality question and then just you know, shutting up and listening authentically and being real and seeing how you can position or help them get to whatever that is. That that's that's a skill set as well. Like you said, it's it's being human, you know, and you know, uh empathetic, having empathy. That's a whole nother skill, too.

Maria Quattrone:

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 year doesn't make you a shitty real estate agent. Right. It's life, things happen. We aren't our business or Jack or Maria or be the solution. But you want to have spectacular 2026. If you don't get to work right now, 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 pipeline for 2026 since March of 2025.

Jeff Quintin:

Right.

Maria Quattrone:

I have 70 some tags in my system of people says seller 2026.

Jeff Quintin:

Awesome, that's good. Love it.

Maria Quattrone:

So that was the last time I checked. That's just I don't know, month or two ago. But the point is that you're building your future business daily every day, every day. And if you miss a day, think about it. If you miss one day, it's 20% of the week. If you miss two days, you have an F.

Jeff Quintin:

Right.

Maria Quattrone:

You failed. So let's go ahead and let's keep being the solution, Jeff, and let's have a great end of 2025. Let's bring it. Yeah, I'm gonna do as many podcasts as I can between now and the end of the year so we can get more knowledge out there and into our real estate community.

Jeff Quintin:

Love it.

Maria Quattrone:

And I appreciate you being on the show today. A friend of the show, so yeah.

Jeff Quintin:

This has been awesome. I appreciate it. And I appreciate uh all your knowledge and and the friendship we've had over the years, it's been great and continue to watch you succeed.

Maria Quattrone:

Yeah, let's go. You too. All right, cool.