SC216: Paula Burlison. Ex-Stand Up Comic Sold Zero Homes Her First Year, Then Mastered Prospecting, And Earned 525k In GCI.

In this call, Paula talks about:

  • Being a stand-up comic and paramedic before becoming a real estate agent.
  • Selling ZERO homes her first year.
  • How she conquered the fear of prospecting (call avoidance) and sold 10 homes her second year.
  • Earning 525k in GCI last year by calling 30 people every morning.
  • Why she remains a proud solo agent leveraging her personal production with administrative staff (hint: super high profit margin and take home pay).
  • 5 scripts and roleplays for expired listings, for sale by owners, and non-owner occupied properties.
  • Using your “Radio Voice” to diffuse a conversation and calm people down.
  • How to create a positive mindset by choosing to opt-out.
  • The difference between acknowledgement and acceptance.
  • Her simple plan that results in 10% of her sphere of influence (fan club) sending her a referral every year.
  • Prospecting schedule, lead conversion ratio, profit margin, and more.

Paula Burlison SUCCESS CALL …

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Download FULL Audio Running Time: 90 minutes



Paula Burlison is with Coldwell Banker in Henderson, Nevada (Las Vegas). Last year, she closed 68 transactions with a total sales volume of 20 million. Her average sales price was 318 thousand of which 45% were buyers and 55% were sellers.

Paula is a solo agent with 2 administrative assistants. She has been an agent for 19 years.

2019 Stats:

  • 68 closings
  • 20 million sales volume
  • 3 member group:
    • 1 transaction manager
    • 1 listing manager
    • 1 solo agent


  • expired listings
  • for sale by owners
  • non-owner occupied
  • repeat & referrals
  • past clients
  • sphere of influence