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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Get actionable ideas, insight & inspiration to turn your real estate career into a life of freedom. Real Estate Uncensored delivers 3 live shows/wk showing you how to blend the latest high-tech and high-touch prospecting, sales and marketing strategies to grow your real estate business. Featuring interviews with mega agents like Joshua Smith, Jeff Cohn, Brett Tanner, Greg Harrelson, Jeff Latham, Aaron Wittenstein, Marti Hampton and many more. You’ll learn how to make 100+ calls/hr, how to use prospecting systems and scripts to sell 500 homes/yr, how to bring homes to market & actually get them sold, how to run high-tech open houses & much more. Co-hosted by Greg McDaniel, the "Junior Grandmaster" / Bay area Realtor, and Matt Johnson, partner in Elite Real Estate Systems / founder of Pursuing Results, a podcast PR + production firm.
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Now displaying: March, 2016
Mar 28, 2016

Power prospector and listing pro Susan Heller joins us to share her weekly structure for prospecting, how her Closing Negotiator helps her give great service, and why phone prospecting is her default setting.

Takeaways + Tactics

Start your week off strong with a Money Monday full of highly focused prospecting

Make follow-up calls from 9-11am on Saturday morning - people will be impressed with your diligence and you have less competition

Spend 30min role playing in the morning with a partner to sharpen your scripts

We started with a simple objection handler for Open Houses, “Why don’t you just give me your business card and I’ll get in contact with you.” Susan and Greg agreed that questions are key to both engaging them in conversation and qualifying them to see if you can help them. This also builds comfort and makes it more likely that they’ll actually reach out to you rather than “lose” your card.

Then we cover Susan’s background, including her stint as a telephone interviewer that removed much of her fear of hearing NO, and how that experience prepared her to be a great prospector.

Susan shared how she brought on an experienced agent, who brought her own database, to join her team as a “Closing Negotiator.” This team member actually negotiates many of Susan’s contracts in addition to transaction coordination. This very unique combination gives Susan a lot of freedom to bring in new business and still provide a very high level of client service. Susan explained “As we know, with today’s technology, we can be anywhere and still be listing and selling property.”

Then we dive into how Susan generates her leads, including networking with other agents for nationwide referrals and online leads, and her prospecting structure. Susan outlined her Money Monday, “I prospect Monday from 8am to 8pm. I start every morning with Expired’s, then some follow-up and I’ve been doing some probate. I’ll take maybe a 2 hour break in the middle of the day. Then I go back on the phone, typically from 4-8pm and then the massage therapist arrives at the house around 8:15pm.”

Susan also invests 8am-noon every other day prospecting, 2 hours every Sat morning for extra follow up, and if she doesn’t have appointments in the afternoon, she hops back on the phones.

Want to inject a shot of adrenaline into your real estate business? Hit the phones and hustle for appointments. It’s the fastest, most direct path to more business.

Guest Bio

Susan Heller is an award-winning 20-year veteran broker and real estate team leader based in Naples, FL. As a longtime coaching client of Mike Ferry, Susan is a top listing agent and strong prospector. Her team structure and attention to detail allow Susan to provide excellent client service without losing focus on bringing in new business. To send Susan referrals in Naples, call 239-248-8000 or email susan@susanheller.com.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Mar 25, 2016

How do you systematically grow a business without falling victim to Shiny Object Syndrome? Mega agent and business consultant Lars Hedenborg joins us to share his story and his approach to scaling up, focusing on your highest value activities, and installing the systems that build momentum in your business.

Takeaways + Tactics

1. Schedule your two 90-minute prospecting blocks every day and ruthlessly guard them

2. If you want to exit the buy side of your business, set a date and turn the leads over. More than anything, it’s a decision to be OK with someone else performing at 80% of your ability.

3. Build systems and checklists for everything - systems are the key to scaling and exiting your business

It takes a lot of effort to get the momentum going. Once we got it going, it didn’t take much for me to go from 120 to 500 sides this year. -Lars Hedenborg

We started by asking Lars about his Referral Cards, which he distributes around his office, and how his team asks for referrals 4 times during the process.  This has helped his team generate 35% of their business through referrals. We also covered Lars background in M&A’s evaluating businesses and how that set him up for success in real estate by giving him a good business foundation and understanding of business systems.

Then we go into the buyer side of real estate, and Lars explained that one of the key skills he built in his 1st year was mastering buyer side scripts. Timeblocking, discipline and holding yourself accountable were key to building his buyer side business. “I didn’t like prospecting, it was the worst thing in the world. But I knew nobody was going to call me,” Lars explained.

In terms of scaling your buyer business, Lars explained that the best buyer leads are yard sign calls, so exclusively working with buyers isn’t a sustainable business model. If you do choose to remain a buyers agent, you can focus on internet leads, Open Houses or even join a team that allows you to focus on buyers while passing off listing leads to a listing agent. Lars also shared that even on the buyer side, you need two focused 90-minute prospecting sessions in the morning in order to generate the leads you need.

If you’re looking to become a top listing agent, Lars explained, “I don’t think there’s a more highly leveraged activity than marketing; designing an Expired piece or a FSBO piece or putting a FSBO system into your CRM. That’s how I build my listing inventory initially. I never was much of a smile-and-dial to Expireds guy. I was always good at creating direct response pieces that got people to call me.” He also shared that weekly communication with your sellers is so critical, and how he dropped the ball in that area early in his career.

Then we covered the challenge of focusing on listings and giving your buyer leads to other agents or hiring your first buyer agents. Lars explained that if you want any freedom in your life, it’s very difficult to keep working with buyers, and you must set a date to delegate this part of your business and establish good systems for your buyer agents. The key is that Lars personally worked his Boomtown buyer leads for a full year before he brought on a buyer agent, so he had systems in place that he could teach his buyer agent (who is still with his team).

On scaling up and out of the listing side, Lars shared his process to building your systems and processes for taking listings, and finding the right person to replace you. “Not having the systems in place is where it tends to fail,” Lars said. He also shared how he would enter the business today with 1) internet buyer leads and 2) Database. Those two things could take you to 50-75 deals. Just by working yard sign calls and adding some direct response marketing could take you to over 100 deals per year. Then it becomes much more about systems, vision and leadership.

Finally, we talked about how Lars gets clarity, how he chooses which systems to install next in his business, and how he goes about installing those systems. Lars recommended a book called Traction, that really helped give him an overview of the 4 pillars of a business: marketing, sales, operations and finance. To that Lars has added vision and leadership to come up with 6 total drivers he teaches agents to implement in their business. “People drive the systems and your business is a reflection of you, but it really is a systems-based approach to business...It’s a little checklist for everything.”

So whether you’re looking to scale and exit your real estate business, or you’re just starting out in the business, taking a systems-based approach will give you a huge advantage. There’s a pattern you can follow, one that many other agents have proven to work, and they key is to put in the effort to build the momentum. Great systems are the key to scaling your business and getting big or even exiting daily production.

Guest Bio

Lars Hedenborg is a top agent in Charlotte, NC whose team sells over 400 homes a year while Lars works in the business one day per week. Lars is also the founder of Real Estate B-School, where he teach top producing agents and team leaders the exact same mindsets, systems, tools and strategies behind his success. Learn more about Lars and the B-School at rebsstrategysession.com.


Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Mar 23, 2016

Takeaways + Tactics

1. Be very careful about partnering with another agent in your business - in most cases you’re better off paying referral fees or hiring staff

2. Leverage your time with Showing Assistants and pay them a flat fee per houses shown

3. Submit an “Our Story” writeup for your buyers with every offer - pull on the heartstrings by including pictures (with your client’s permission)

In our latest episode, our scheduled guest was unable to join us so we answered a range of sales and marketing questions from real estate Facebook Groups.

We covered:

*Objection handlers for seller prospects who want to go with an agent who has listings in the neighborhood

*Why you may bring on a partner in your real estate business

*How to follow up with a seller after not getting the listing signed at the list consultation

*Having buyers write an “Our Story” letter to submit with their offer

*How to use and pay Showing Assistants

*Services you can use to collect and publish reviews and testimonials

 

If you’d like YOUR question answered on the show, post it on the Real Estate Uncensored Facebook Fan Page. You’ll get your question answered on one of our shows the same week!


Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Mar 21, 2016

Notaries often have incredibly valuable and timely market information, but agents don’t tap into that source of intelligence. In our latest episode, Bay area notary and agent Brian Gillman shares how notaries pick up patterns and see market developments before they become statistics. He also explains how to build relationships with notaries and other related professionals so you have an intelligence network feeding you up-to-the-minute market information, and how to use that information to attract new clients.

Takeaways + Tactics

Build relationships with the best notaries in your market - Your title/escrow reps will know exactly who they are

Observe where buyers are coming from and moving to, and how demographics affect these changes

Use this on-the-ground intelligence to run targeted ad campaigns to reach potential clients with a very targeted, local-specific message

I see numbers before they become statistics. So when the county aggregates and releases numbers for January, that’s old news to me, because I saw it last week or if not today. -Brian Gillman

We started by answering an objection from a homeowner you might encounter while circle prospecting. Greg explained how to handle both on the phone and on the doors, including how to bring up something personal about their home or their vehicle that you genuinely like to shift the conversation away from real estate and build rapport.

Next we dove into Brian’s role as a notary, which goes far beyond getting loan documents signed and into being a translator that helps both buyers and sellers at the closing table. Then we get into how Brian conducts 4-5 “exit interviews” with buyers and sellers to get a feel for where the market is going, and how he tried to share that information with agents (unsuccessfully). Brian gave some great examples in the Bay area of how specific types of people are moving, why they move in and out of specific areas, demographics and work situations that are driving those changes.

Brian shared how to use small bits of market information to build infographics for social media that will attract the attention of specific types of clients. Brian explained how he would go about building relationships with someone in his position and how you can send them business.

Clients come and go. Strategic partners can send you both clients and valuable market information for decades to come. So reach out to your title and escrow people, your notaries, your loan officers and other related professionals. Build real relationships and look for ways to help grow their business, and you’ll lay a solid foundation for your real estate business.

Guest Bio

Brian Gillman is an experienced notary and licensed agent with Intero Log Gatos. Brian serves the entire 680 corridor in the Bay area, from Danville to Los Gatos. Contact him at brian@briankgillman.com or call/text 925-895-5300.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Mar 18, 2016

 

When you’re already selling 350 homes a year in a smaller market, where do you look for growth? For Charlotte the answer is her sphere of influence, which she believes can yield another 100 transactions a year. But it’s not just about growth. By strengthening relationships with her database of past clients, referral partners and sphere, Charlotte is building a saleable asset. We’ll break down exactly how she built her team and how she’s restructuring it to give her the freedom to leave production, retire or even sell her team.


Takeaways + Tactics

1. Select your testimonials carefully and maximize those that speak to -and attract - your ideal clients

2. Radio is one of the best sources of listing leads for top agents around the country - you could also run a podcast to get a similar effect on a smaller scale

3. Build your team with the end goal in mind- whether it’s to actively manage the tea, retire from daily operations or sell your business

We’re projecting we can add at least another 100 transaction this year just by doing that (reconnecting with database). All we’re changing is bringing in ISA’s to really tackle that database. -Charlotte Mabry

We kicked off this episode by answering the question, “How do you deal with a seller who’s being unrealistic on price?” Greg and Charlotte both use similar scripting and emphasized how important it is to ask questions and go three deep to get the seller’s true motivation. We also went over the scripting for presenting your team’s value to seller clients, which include marketing prowess, communication and client service.

We started with Charlotte’s story and the key skills to develop as a new agent. Charlotte explained that the best way to get into the business is work with buyers and ask for the listing opportunities when they arise. Then do everything it takes to get those first listings sold while learning the market and learning how to price homes correctly.

Then we dive into how Charlotte runs her team and provides value to her agents, including weekly team meetings, book clubs and lead generation. After focusing primarily on referrals, Charlotte began expanding and generating leads online, then 8 years ago expanded into a live radio show, which now accounts for about 30% of all her leads. As a result, her agents often get ‘Come List Me’ leads because of the credibility built through the radio show.

Charlotte uses very targeted testimonials, which are read by on-air radio talent during commercial slots, to attract the exact type of client she wants. As a result, her team’s average sale price is well above the average sale price for the area. We also covered the admin staff and why they are salaried without bonuses.

Next we covered the changes Charlotte is making to structure her team to allow her to completely step out of production, and her plans to hire a CEO/GM role that will allow her to retire or even sell her team. Charlotte is working on cutting costs and using ISA’s to strengthen relationships with her database, which is the core, saleable value of her real estate business. These ISA’s are young, local guys who know the area rather than overseas VA’s like other teams use.

“If we didn’t get another single lead, it wouldn’t matter for probably 6 months.” Charlotte pointed out that despite having this thousands of leads, they’re always looking to get better and build better relationships with their sphere because that’s the real value in her business. We hope you learn from her example and stay in touch with your database to build your career (or your team) on a solid, sustainable foundation.

Guest Bio

Charlotte Mabry is the founder of the Charlotte Mabry Team, Chattanooga’s #1 selling team, which sold over 350 homes in 2015. Charlotte appears every Saturday morning on her own live radio show, Chattanooga Real Estate Doctor on 102.3 WGOW. To send referrals to Charlotte, email her at charlotte@charlottemabryteam.com and check out her Chattanooga real estate video blog at http://charlottemabry.blogspot.com/.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Mar 16, 2016

Keeping touch with your database is so important we couldn’t cover it in one episode! In our second installment we dive into the tech tools and services you can use to leverage your time and easily keep in touch with your database.

Takeaways + Tactics

Pull old Expired’s and market to them via Facebook ads (if the list is large enough)

Pop-by your database with a CMA or even a printed Zestimate page w/handwritten note advising them to contact you if they’re curious about the true value of their home

Look for helpful content online and share it with your database via social media - and add your opinion

Trust is created by promises fulfilled over time. You could do live videos whenever you feel like it, or you could build trust with your audience and your database by setting a specific time and doing it consistently. -Matt Johnson

We started by answering a couple questions, including where to get information on foreclosures and FSBO’s such as Zillow and ReboGateway. Greg also explained how to go a company like TheRedX to find old expired’s and run Facebook ads to that group, Matt expanded on this to explain the concept of custom audiences and how to upload them to Facebook Ads Manager.


Then we dove into how Greg’s team uses email and video to keep in touch with their database, including HomeActions for email newsletters and Vyral Marketing for video updates, email and social media posts. We discuss some options for doing these things yourself, including BombBomb, KW Video and Happy Grasshopper.

We covered some of the topic ideas Greg covers in his update videos, where he gets ideas for content (RealtyTimes for example), and Matt explained the value of consistency and choosing a set time and schedule for your live videos. Matt also shared how Vine/YouTube superstar Logan Paul is switching to Facebook Live to record all his videos and then re-formatting and editing the video down for Instagram and Vine.

Next we talked about events with your database, the three types of events you should be running, and how to incorporate some high-tech elements like hashtags into your events to maximize your exposure.

We finished by talking about follow up, the challenge of lead identification versus lead generation, and why people need to be beat over the head with your message in order to remember you and what you do.

When people aren’t actively buying or selling real estate, it’s often the furthest thing from their mind. So it’s critical to keep in contact with your database by bringing value, communicating with them through every channel, including social media, and talk about topics outside of real estate.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Mar 14, 2016

Mega-agent and broker Greg Harrelson recently said, “It’s not about lead generation, that’s old news. It’s about lead identification.” In other words, you probably have enough people in your database to make a great living in real estate, so the challenge isn’t more “leads.” The challenge now is identifying the people in your database most likely to make a move soon. In our latest episode we share some strategies for keeping in touch with your database to identify those people early. 

Takeaways + Tactics

1. A CRM with a thousand features that sits unused is a waste of your money - Find a CRM that is so simple you’ll actually USE it
2. Use a 10 Days of Pain follow up sequence to warm up new leads before putting them on a long-term follow up plan
3. Don’t stress out about reconnecting with your database - a simple phone call or pop-by with a simple script is all you need

Consistently make sure you are adding value to their life every time you’re around them. -Greg McDaniel

We started with Greg ranting about how much he hates brokerage award ceremonies (sensitive ears may want to skip this section). Then we took a question from the Lead Gen Facebook Group about how to get a buyer focused on properties that are on the MLS versus Zillow. Greg explained that your job as a buyer agent is to help your clients find the right product even if it’s on Zillow as a FSBO or Make Me Move. If you’re showing too many homes it’s up to you to set expectations and refocus them on MLS properties first then move to the off-market properties as the next step.

So what if you don’t have your database put together yet? There are some great CRM options out there, and you can export all your contacts from Gmail, Facebook, LinkedIn and lead gen programs to put them in one CRM system.

We also talked briefly about delegation, why you should know your hourly value and look for ways to get anything worth less off your plate. Matt explained how he works with virtual assistants and how to find the value you as the agent bring to any part of the value chain.

Then we go into lead follow up so that people are properly put into your database to start with, including how Greg expanded on Ben Kinney’s 10 Days of Pain sequence into 26 Days of Pain. Greg also shared a basic script for following up via phone after your initial follow up sequence ends.

A big challenge we hear from agents is how to reconnect with their database after months or even years of neglect. Greg and Matt both shared scripts and ideas for this situation, including phone follow up and pop-by’s.

Just as Chris Angell pointed out on a previous episode, our industry has changed from a sales industry to a consulting industry. That means focusing on relationships over cold prospecting. Compiling and reconnecting with your database is the first step in building solid relationships that will form the foundation of your business for years to come.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more. 

Mar 11, 2016

What does it take to sell multi-million dollar homes and work with high-end clientele such as pro athletes, entrepreneurs and executives? Chicago luxury agent Michael LaFido joins us to share his tactics and techniques; from taking your first luxury listing and creating lifestyle marketing to attract luxury buyers, to attracting high-end clients through networking and referrals.

Takeaways + Tactics

1. Develop networks and relationships with referral partners who work with high-end clientele
2. Offer different packages of services and don’t be afraid to charge more than other agents
3. Know your metrics - both local housing and economic stats and your own sale stats

Many luxury sellers, they have a lot of money, they’re smarter, they’re business owner, CEO-types. They’re going to do their due diligence and vet you out. They’re going to ask tough questions. -Michael LaFido


We start by answering a couple questions from the Facebook Group on how to prep buyers to compete in a seller’s market. Greg shared what he’s doing, and we contrast that with Michael’s market in Chicago which is heavily in favor of the buyer, with few luxury homes selling. Michael also shared how estate sales can be a good lead source and how he developed a referral relationship with estate sale company. Michael and Greg riff on how they used moving trucks to generate referrals and use them as a local billboard.

Then we dive into how the economy and political climate is affecting luxury home sales in Chicago, how he listed the 8th highest priced home in the state (ranking just behind Michael Jordan’s home). Michael shared the motivations he sees with luxury sellers, which include more downsizing and 2nd home activity, and what he’s seeing with overseas affluent buyers.

With luxury homes taking so long to sell, we talk about how Michael pushes for 1-year listings and sets seller expectations, and some of his best sources of client leads and referrals. He explained that in order to go head-to-head with established luxury agents you must have a track record of success and the ability to demonstrate superior marketing to differentiate yourself.

Michael explained how creating lifestyle videos for his own listings led to starting his own consulting company to help agents and homeowners market their luxury listings. But where do you start if you’ve never sold a luxury home? Michael pointed out that you must be in your database and sphere of influence, you must demonstrate expertise and connect high-level people to position yourself as a leading source of knowledge. For example, Michael created a networking/referral group with companies and services that deal with affluent homeowners.

Commission is always an interesting subject in the luxury market, and Greg pointed out that the typical commission in his area is 5%. Michael challenged Greg that this may be a limiting belief, and explained that he has multiple packages, including 10% packages, that add more and more value. Michael shared a bit of his scripting, including how he explains right up front that he probably charges more than either other agent they work with. It’s an approach inspired by Dan Kennedy, a marketing expert Michael has followed for years. Check out the book No BS Marketing to the Affluent for more details on this approach.

We finish up by talking about the DISC profile, how to adjust your approach to different client types, how to deal with spouses who are radically different DISC profiles from each other, and why he tracks the listings he didn’t take to see how they performed.

Michael’s approach - mixing direct-response marketing with a deep knowledge of local stats and metrics - is very effective for working with high-end clientele. So whether you’re looking to work with pro athletes and executives to sell the most exclusive properties in the world, or you simply want to raise your average price point, there’s some great tactics and strategies you can implement in your business right away.

Mar 9, 2016

Why make the real estate business harder on yourself? In our latest episode we share some of our favorite hacks for real estate, business and email. You’ll come away with some ideas and resources for getting more out of your time, leveraging yourself with outsourcing, getting multiple things done at once, and simplifying the way you manage projects, email, calendar and social media.

Takeaways + Tactics

1. Know your hourly value and delegate everything that’s worth less
2. Look for ways to get multiple things done at once with no more effort
3. Use tools like SaneBox and FollowUp.cc to prioritize your email inbox and simplify your life

We start with a couple questions from the Lead Gen Scripts & Objections FB Group on circle prospecting, whether to leave a message and how to respond when someone asks how you got their number. Greg pointed out that he always leaves messages, and is completely honest about how he got their number and then redirects the conversation to how companies sell people’s contact information.

We start with a hack that agents often overlook - delegation and outsourcing. We discuss Eileen’s role on Greg’s team as Team Manager/Transaction Coordinator and how to use outsourcing sites like Upwork, 99Designs, Fiverr and TaskRabbit. As Greg explained, you must know your hourly value and outsource or delegate everything that’s worth less. Matt touched on the options for hiring an overseas VA/TC either through MyOutDesk or directly through job boards in the Philippines. We also covered some ways to get work done in public while marketing yourself at the same time.

Next we dive into the tech side of hacking your time. Facebook Live is a great opportunity to get leverage your time by saving the video, uploading it to YouTube, having it transcribed through a service called Rev.com for $1/min, then spinning that written content into your YouTube description, blog articles and social media posts. Keep in mind your overseas VA could handle every part of this process except for shooting the actual live video.

We also shared ways to use IFTTT, Trello, Trimetrade, Sanebox and Followup.cc to save time managing email, calendar, projects and social media accounts. With programs like Amazon Prime and Subscribe & Save there are some great options to have items shipped directly to you to avoid random, time-sucking trips to the grocery store or pharmacy.

Upwork - https://www.upwork.com/
99Designs - http://99designs.com/
Fiverr - https://www.fiverr.com/
TaskRabbit - https://www.taskrabbit.com/
Hootesuite - https://hootsuite.com/
Buffer - https://buffer.com/
MyOutDesk - http://www.myoutdesk.com.ph/
Rev.com transcription service - https://www.rev.com/
OnlineJobs.ph - http://www.onlinejobs.ph/
OFTTT.com
Trello - https://trello.com/
SaneBox - http://www.sanebox.com/
Followup.cc - https://followup.cc/
Contacually - http://www.contactually.com/
Timetrade - http://www.timetrade.com/
Amazon Prime and Subscribe & Save - https://www.amazon.com/gp/subscribe-a...

With the rise of outsourcing companies, subscription services and tech tools, there are so many great options for hacking your time and getting more done with less effort. Once you get into the hacking mindset, you'll start to see even more ways. We'd love to hear your favorite hacks! So leave us a comment on YouTube or Facebook and we'll share them on a future episode.

Click here download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more. 

Mar 7, 2016

Takeaways + Tactics

1. Call internet leads back within 5 minutes - you’re throwing away money if you don’t

2. Have a follow up system in place before paying for any lead generation

3. When meeting buyers for the first time, bring MLS sheets of other potential homes

 

We started by answering a couple questions from the Facebook Group on how to use email to locate a prospect’s Facebook profile and how to respond to a seller’s question on how many sales or listings you have in their area. We also debated the merits of going after sellers versus buyers, which requires more work, and why Greg has enjoyed working with buyers more than sellers in his career.

Then we go deep into lead follow up, Matt shared the lead follow up system Jeff Cohn’s team uses to convert internet leads at 2.5-3% predictably. Jeff’s agents are required to call every lead within the first 5 minutes, this is the biggest factor in lead conversion. The agents (and calling assistants) continue to follow up with the lead with 8 calls in the first 14 days, plus texts, emails and Facebook messages.

Greg then shared his approach to lead follow up, including role playing through the script he uses for buyer leads, how he avoids sounding overly scripted and polished, and why this is important for building a relationship with people over the phone.

We went through Greg’s process for meeting buyer’s for the first time, why he usually meets them outside the office first and why he never shows up to a buyer meeting empty handed. Greg shared his trick for getting a buyer to eliminate one home they didn’t like and never bring it up again, critical for getting buyers to make a decision. Matt shared where you can get a free 8x8 email follow up campaign and how you can use that with a program like Constant Contact to load up the entire sequence and add new “met” contacts to that follow up sequence.

If you generate internet leads or get buyer calls from yard signs, the best way to convert them is call them within 5 minutes and have a follow up system, especially for the first couple weeks. Hit them from every angle; phone calls, texts, emails, voicemails and social media, until you reach them and start building a relationship.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more. 

 

Mar 4, 2016

What does it take to knock on doors and have great conversations that turn into closed business? Door knocking master Bryan Casella joins us, and together Bryan and Greg share their best tips and tricks for doors.

Takeaways + Tactics

1. Don’t be afraid to door knock in luxury areas - Homeowners tend to be home more often and are more friendly and open than in blue collar neighborhoods

2. When you’re at the door, stand 8-10 feet away and keep very open body language with open palms

3. Use a false time constraint right up front to put homeowners at ease

I’ve learned to not be abrasive when I push...When I door knock an expired or FSBO especially I’m gunning for the appointment even on the first contact...It’s like I’m putting on my hard hat, I got my lunch pail and I’m going to work. -Bryan Casella

We start with a question from the Facebook Group on how to handle the objection that your prospect has a friend or family member in the business. Both Greg and Bryan use the same basic script, and agree that offering to pay a referral fee is the best shot you have at working with that prospect.

Then we dive into Bryan’s background, which included door knocking 4-5 hours a day, his experience door knocking in Beverly Hills, and his overall approach to doors. Bryan shared his introduction script, including his two “false time constraint scripts” he uses right up front so homeowners know he doesn’t plan on sticking around.

Bryan explained the importance of body language and big, ear-to-ear smiles, how he uses market updates to give value and start the conversation, and captures contact info so he can follow up. Greg and Bryan compared notes on how many doors they can hit in an hour (which vary by lot sizes) and how Bryan hustles at and between each door to maximize each door knocking session.

We finished up by discussing the difference between door knocking FSBO’s/Expireds versus general door knocking, and how you can be more aggressive when you know there’s a need. Bryan also shared how he developed his mindset and how he uses YouTube videos to motivate himself prior to hitting the doors.

Door knocking is a great way to generate leads without investing anything but a little gas in your car and some shoe leather. Just as Bryan personally experienced, one successful door could lead to multiple transactions and tens of thousands in commission. So use the tips and tricks from today’s episode and start hitting those doors. The hardest door you’ll ever encounter is your own car door!

Guest Bio

Bryan Casella is a top producing listing agent based in Rowland Heights, CA. To send Bryan referrals or check out his Door Knocking Mastery product, visit his website, www.bryancasella.com. Bryan also puts out excellent motivational and eduacational videos on YouTube, check out his channel here: BryanArgentina Youtube Channel.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Mar 2, 2016

We’re back with Part 2, finishing up our commentary on the 25 Nuggets of Essential Social Media Wisdom. We talk about not boring people to tears, short versus long-form content, consistency over time and bringing value through your platform. What’s a platform? A place where you show up and publish content that delivers value well in advance of asking for something.

You’ve got to be out there, have a personality, have backbone, have an opinion... Just go be you. -Greg McDaniel

Takeaways + Tactics

1. Show your personality on social media - no one pays attention to people who are as boring as wet cardboard

2. Find a small niche and focus on building an audience there first before expanding

3. When you publish content and deliver value to the world, the value may come back to you from a completely different group of people

First we answer a question from the Facebook Group on how to follow up with FSBO’s after dropping off an info packet. Greg would focus on building the relationship and bringing something of value. Matt agreed but added that you need a plan to communicate with them over time, a FSBO system, and if you set up that system first it will keep you from wasting time flying by the seat of your pants.

Then we dive into social media wisdom, from being yourself and showing your personality, to finding your niche. Remember, it’s better to build an audience in a small niche first and then expand.

If your platform is blogging, bullet points and lists are your friend, keep things direct and clear. Clear is always better than clever. For inspiration on headlines, check out viral content sites like Buzzfeed and Upworthy.

If your platform is audio or video, you may need to amplify your energy level a little bit to come across and be entertaining. For length of video or audio, a great rule of thumb is to make your content as long as it needs to be, but as short as you can.

No matter what your platform is - audio, video, blogging, photo-sharing, tweeting - people are scanners. Just get started, put out content and then keep an eye out for ways to create impactful content that “punches people in the nose.”


Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

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