The 3 P's and the 8 P's of Real Estate

The 3 P's to productivity success are Practice, Prospect and Present: practice your words first thing, prospect for appointments, then present at the appointment you set. Do all three every day, then do it all again tomorrow. The 8 P's are the whole sales process those days add up to, from the first call to the accepted offer.

Each P is a skill you can practice and grow, and both sit inside the 10before10™ Method.

By Grant Freer and Gia Freer, licensed Florida real estate brokers who still practice the calls themselves.

Try a call now

1The 3 P's, every day

The 3 P's are a daily order, not a slogan. The order matters as much as the work.

• Practice. First thing in the morning, before the phone. Say your scripts and objection handlers out loud, standing up, until the words are your own. We start at 6:45.
• Prospect. Straight from practice to the phone, while the words are fresh. The goal of every call is an appointment.
• Present. Go to the appointment you set, prepared, and lead it.

Admin comes after prospecting and after the appointment, never before. Every day starts from zero. Yesterday's appointments are yesterday's.

That is what keeps the top of your pipeline full.

2The 8 P's: the whole sales process

The 3 P's are how you spend each day. The 8 P's are the road those days travel: every step from the first call to the accepted offer. An honest look at where each one stands is where growth starts.

1. Practicing. Out loud, every day, until the words are your own.
2. Prospecting. Calls that set appointments, planned before you dial.
3. Pre-qualifying. Every question and every decision maker, before you go.
4. Preparing packages. Your service in their inbox before you arrive.
5. Presenting. Lead the appointment so the sellers discover the price.
6. Promotion of your listings. A listing buyers want to see, and the week's feedback in your seller's hands.
7. Price reductions. Facts every week, so the price decision is the sellers' own.
8. Presenting offers. Every option on the table, and the sellers choose.

P1Practicing

Practice is the foundation every other P stands on. Knowing a script and saying it well to a stranger are two different skills, and only practice closes the gap.

What strong practice looks like:

• Every sense. Say it out loud, standing up. Write it out by hand. Record yourself and listen back, even when it feels uncomfortable the first time.
• Your tone. Listen for warmth, curiosity and calm confidence. Sellers hear the difference between an agent who is helping and an agent who is selling.
• On purpose. Know what you are working on before each session. Time spent repeating what you already do well is not practice.
• The script you avoid. The call you put off is usually the one that pays once you learn it.
• Play to the win. Every practice call ends with the appointment set, the listing signed or the price adjusted, and it still has to be earned. Your mind learns what the win feels like.

In 10before10, every practice call ends with a scorecard: what you did well, and one thing to fix on the next call.

P2Prospecting

The goal of prospecting is an appointment, not a number of dials. Plan who you will call, and in what order, before you pick up the phone. Check your state's rules and the Do Not Call registry before you dial.

What strong prospecting looks like:

• Expired listings, early. New expireds are the most competitive call there is. New agents start with older expireds: fewer agents calling, longer conversations.
• More than one source. For sale by owner, just listed and just sold, absentee owners, for rent by owner, past clients and referrals. Add a niche as your market changes.
• The real reason. The first answer to "why are you moving?" is rarely the whole answer. The follow-up question finds what is really driving the move.
• Motivation first. Motivation sets the price. Price never creates motivation.
• Count appointments. One qualified listing appointment a day, every day, adds up to a year you can plan.
• Follow up. Listings come from the follow-up. Until the door is closed, keep the conversation going.
• Know your numbers. Your local market statistics, and what the wider economy is doing. Our free Know your numbers sheet turns them into three lines for the phone.

What a lead really is, and why the money is in the follow-up

In our method, a lead is a ready, willing and able buyer or seller who wants to do business within 30 days. Strong agents look for people moving within 7 to 10 days. Anyone else is a contact: keep them, and keep calling.

Three questions sort the two:

• Ready. Do they have a reason to move now, in their own words?
• Willing. Will they meet with you and act on what they learn?
• Able. Can they do it: what they owe on the home, the financing, every owner who has to sign?

Why the money is in the follow-up:

• Ask for the appointment, not the lead. When a seller shows they are ready, your next words are a time to meet. "Call me next week" is a lead you settled for.
• Fewer leads, followed up every time. A list too long to reach is a list of names. Keep the leads you can reach this week.
• Follow up until the door is closed. Before you hang up, put the next call on your calendar, and make it.

In 10before10, you practice each of these calls with a seller who sounds real, at the level you choose.

P3Pre-qualifying

The pre-qualifying call is the second most important call you make. Never leave for an appointment without it.

What strong pre-qualifying looks like:

• Every question, every time. Skipping questions saves minutes on the phone and costs hours at an appointment that should never have happened.
• Show that you listened. Play back what you heard and get the nod. Match their tone and pace.
• Pause before you answer. Is it an objection or a condition, a question or a smokescreen? An objection is an unanswered question, so answer it. A condition is a fact: hear it, and set the date.
• Every decision maker. Set the appointment for a time when everyone who signs can be there, or join one of them by video. Some situations, such as a divorce or several heirs, may need separate meetings.

A good pre-qualifying call finds the motivation, can rule an appointment out, and sells your service before you arrive. In 10before10 it is its own practice call: the seller pre-qualification and the buyer pre-qualification.

P4Preparing packages

Your pre-listing package sells your service before you walk in the door.

What a strong package looks like:

• Digital, sent ahead. Delivered the way your sellers already read everything else.
• Your service first. How you market a home, your reviews, how you work. Keep the comparable sales focused on the homes that matter.
• An appointment they keep. A calendar invitation with reminders, and a short personal video the day before asking them to look through the package and write down their questions.
• One page of facts. Everything they told you on the phone, on one page, read in the car before you go in.

The last step is the reconfirmation call, and in 10before10 you can practice it too.

P5Presenting

The listing appointment is where the other P's pay off.

What a strong presentation looks like:

• Arrive prepared. Read your page of facts, say your opening out loud once, and walk in thinking about their move.
• Lead the appointment. A short walk-through, then sit down and follow your agenda. The detailed tour comes after the listing is signed.
• Know it until it is yours. The better you know your presentation, the fewer objections you meet, in our experience.
• Handle listing objections daily. For years we ran a short objection round with other agents every morning, taking turns raising and handling them.
• Mirror and match. Tone, pace and personality style. Eye contact with every decision maker.
• The sellers discover the price. Walk the evidence together, offer real options, ask which serves them, then stay quiet. If they still ask for your number after you have walked the facts together, give it.

In 10before10 you practice the presentation, the listing objections and the pricing conversation as separate calls.

P6Promotion of your listings

The way you market a listing is part of your service, and sellers notice it. Professional photography and video, aerial shots, staging or virtual staging, a 3D tour, a description that makes buyers want to see it, signs, social media and your own database all play a part.

Promotion also means talking to every seller every week: the agent feedback, the new competition, what went under contract and what closed. In 10before10 you practice that weekly seller update as a call.

P7Price reductions

The price conversation starts at the listing appointment, not three weeks later.

What strong looks like:

• Agree on the plan at signing. How you will read the market's response, and when you will review it together.
• Facts every week. A seller who hears the market every week reaches the price conversation already knowing why.
• Their decision. Show the facts, offer the options, and let the sellers choose.

In 10before10 the price adjustment is its own practice call.

P8Presenting offers

When an offer arrives, lay out each option and what it means for their move: accept it, counter it or decline it, on terms as well as price. Help the sellers discover which one serves what they want to accomplish, and why. The decision stays theirs.

In 10before10 you practice presenting an offer to your own seller, who presses you to choose for them.

3Where you are on the path

In the app, your journey shows all 8 P's. Your cards from the last 90 days show your strongest P and your next P to grow. A P you have not practiced yet says so, and never shows as zero.

Every day, the app counts your 3 P's against the minimums you set.

4Questions

What are the 3 P's of real estate?

Practice, Prospect and Present. Practice your words first thing in the morning, prospect for appointments, then present at the appointments you set. Admin comes after.

What are the 8 P's of real estate?

Practicing, Prospecting, Pre-qualifying, Preparing packages, Presenting, Promotion of your listings, Price reductions and Presenting offers: the whole sales process from the first call to the accepted offer.

Do I need all eight on day one?

No. Start with the 3 P's. The other five grow as your appointments turn into listings, and your journey shows which one to work on next.

Is this a coaching program?

No. It is a practice tool. If you work with a coach, take your cards to your coaching calls.

What is a lead in real estate?

In the 10before10 Method, a lead is a ready, willing and able buyer or seller who wants to do business within 30 days. Anyone else is a contact: keep them, and keep calling.

5Start with the first P

Practice Before Performance™. Know your words so well that they are your own, prospect every day, and take the listing at the appointment. Then do it all again tomorrow.

Try a call now