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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: September, 2016
Sep 27, 2016

In real estate, new agents struggle to come to grips with the demands of running your own business and being self-employed. It requires systems and investing in continuous learning. On today’s show we discuss the necessity of training, and the methods employed by our guest Terri Jeffries to extract greatness from her staff.

Takeaways + Tactics

Build trust, put your money where your mouth is and do what you said you’d do for them.

You can’t learn from just one trainer anymore because the paywall is down.

To be successful as your own boss, you will need systems and continuous education and training.

Buyer consultations aren’t about vomiting information. They are about listening and asking pertinent questions so you can figure out what they need. -Terri Jeffries

We started our conversation with Terry learning about her web based, paperless office and the team she manages. “It’s my job to appeal to a lot of people for a lot of different reasons.” We asked about the mistakes she made early in her career and what she’s learned from them. She says her endgame had to change from wanting to make money to wanting to get people to trust her, once that switch flipped her business began to turn around. Terri also shared the importance of setting client expectations and Greg provided a script for that purpose.

Another mistake Terri says she made was not understanding early in her career that she was the CEO of her own business. She makes it a point for her staff to understand the importance of systems, time blocking and continuous education. Her company gives agents training based on what’s important to them and what will make them grow. She believes agents should take at least an hour a day for education and investing in themselves.


Terri went onto tell us about getting started in her career and the training structures that her company has in place. Towards the end of the show Terri gave us a breakdown of the factors agents should pay attention to if they want to excel and become a top producer.

Flipping your switch from wanting to make money to seeking to provide value and use your services to serve your client’s need will change your business. It’s your job to provide people with what they need to turn their goals into reality. As a business owner, this motivation should be built into your systems and activities. Success doesn’t happen accidentally, training and investing in yourself will get you there.

Guest Bio

Terri is the broker responsible for the start-up and development of the United Real Estate - Chicago territory. Her responsibilities include daily operations, agent recruiting and retention, staff management, training and education, supervision, cost accounting and business development. To learn more about her and her team, go to www.unitedrealestate.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.

Sep 22, 2016

 

 

Can agents leverage being active in the community and build a business by being a resource for future clients and friends? We talk to Tulsa agent, Jennie Wolek about strategic business relationships and how she successfully nurtures quality leads for her B2B referral network.


There’s nothing like the energy that comes from connecting with people and then helping them connect with other people. Matt Johnson

Takeaways + Tactics

Start with supporting your own database and stay connected to them.

If people happen to know someone who needs a real estate service they will think of Jennie’s business because of the relationship she nurtures with them.

Trust comes from credibility.

At the start of the show, Jennie told us about her service, and a breakdown of the roles in her company. We also learned about how her family played a role in her working towards her B2B referral network. She built her team out of necessity and decided to lean on strategic business relationships. Next we discussed nurturing cold leads and Jennie’s methods for getting new business, which is mainly through the people she meets at events and classes. She also shared on the next steps for her team, which include expanding into neighboring cities.

We asked Jennie about how she got onto her chosen path and she explained the role a course played in her professional development. After realizing that her centralized hub wasn’t ready to expand, she learned more about Preferred Service Providers and basing her services on who she likes doing business with. She then started to support her own database and found it to be an excellent way to fulfill her purpose.

Jennie went onto to describe the “covenant” she makes with the businesses she builds relationships with. She promotes them and in return they provide a referral within the calendar year. We asked her about unexpected and unique businesses she has partnered with and how she uses social media to show how active her team is in the community. She also shared on how she stays connected with the database, and showing credibility with a blend of systematic and authentic content. Finally she touches on how her team gives back to the local community.

Jennie focuses on building quality relationships by connecting with real people. It’s less about having as many leads as possible and more about becoming front of mind for customers by providing value, being supportive and supporting her database of Preferred Service Providers.

Jennie has been a realtor since 2001, and she holds a CRS, GRI, Broker's license. She’s also a, BOLD Achiever, EXCEL Award, ALC, DISC Certified, QL-A World Changer Mindset Certified Instructor and Ignite Instructor. To get in touch with Jennie email jennie@thewolekgroup.com

or call 918-712-2252.

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. 

Sep 21, 2016

When people Google you, LinkedIn is one of the first things to come up. Are you leveraging it well and taking advantage of the opportunities it provides? We talk to LinkedIn expert Brian Traichel and learn about attracting and nurturing leads by optimizing your profile and using his communication tactics.

Don’t use LinkedIn as an excuse not to get out there, use it to narrow down and get more focused about who you’re going to reach out to. -Brian Traichel

Takeaways + Tactics

Don’t make your LinkedIn profile a resume. Make it a living, breathing representation of you.

Anything sporadic won’t work on social media.

Recommendations are great if you want to have real estate on someone else’s page.

 

On this episode, our guest Brian Traichel gives us insights for building authentic relationships on LinkedIn. When it comes to looking for referral partners on LinkedIn, Brian recommends this search formula: geographical area (comma space) industry (comma space) activity (comma space). He also added the importance of  putting your specialty in the summary of your profile.

When it comes to nurturing your leads, “Don’t use LinkedIn as an excuse not to get out there, use it to narrow down and get more focused about who you’re going to reach out to.” We went onto discuss reaching out to people based on common interests. It’s also important to read recommendations because they tell you about what that other person values in business. Next, Brian gave us his tips for anonymity while profile viewing and then he gave tips for recommendations, testimonials and endorsements.

Brian also gave these tips:

  • Give people 15 options to endorse you, that way you’ll rank higher in less time
  • Really take the time to do your profile properly
  • Remember all the education you’ve ever had counts
  • Add a lot of media - more is more on LinkedIn
  • Treat your posts like a blog, people want fresh content

 

LinkedIn is a worthy avenue for nurturing leads and growing your sphere of influence. Your profile should be a representation of you and not just a copy and paste of your resume. If you’re going to do it, be consistent. Take the time to build your profile properly and build authentic relationships from there. There’s money in your LinkedIn account, all you have to do is focus in on it and leverage yourself.

Brian is a sales consultant, executive coach, sales trainer and LinkedIn sales strategist based in San Diego.  He uses his skills to help sales professionals increase their business through proven sales strategies, social selling, and various other sales techniques. To connect with Brian visit https://www.linkedin.com/in/briantraichel


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.

Sep 20, 2016

The sell, sell, sell mentality is something a lot of professionals rely on, but is there anything you miss out on when you take that approach? On this episode, we lay out the differences between the sales mindset and the consulting mindset, and how the two can intersect in providing value and showing the best of your abilities.

The sales mindset goes against educational marketing, building a database and earning trust over time. -Matt Johnson

Takeaways + Tactics

A consultant builds value and when that person’s needs align with your service, you become their natural choice.

Did you buy something because it was jammed down your throat, or because you saw real value in having it? That’s the difference between sales and consulting.

There’s going to come a time you’ll have to pitch what you have to sell.

 

At the start of Real Estate Uncensored we answered a question about a client wanting to work directly through a listing agent and how payments are handled. We also answered a question about compensating ISAs and finding a structure that motivates people to work hard to meet targets. This won’t always be in the form of money - “a big mistake people make is thinking that what motivates you, motivates other people.”

We went onto discuss the differences between the sales approach and the consulting approach. Being sales driven works but there has to be a limit. The sales mindset can stand in the way of providing value and building relationships that become more lucrative with time. “The side effect of the sales mentality is looking at everyone as either a potential client in the next 3 months or nothing.” The mission should be to lead with value and not with the hard sell.

We also talked about the attraction to the hustle mentality and the assumption that consulting is a form of weakness. This led to us talking about finding the hustle that works for you and we touched on drip campaigns and ultimately being a professional who is willing to earn the right to  close.

 

Consulting is not a sign of weakness, it is the dedication to educating your target market and selling yourself through value. You will still need to be a salesperson but your approach changes to pitching at the right point in that relationship. Don’t start out trying to close, earn the right over time.

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.

Sep 14, 2016

Cold calling and open houses are important methods for developing leads and prospecting but how do agents overcome the challenges of call reluctance and the extended process of converting leads? We talk to refinancing and mortgage expert Robert Ring and pick his brain about his selling process and finding clarity in business.

Takeaways + Tactics

If you take on an open house that’s been sitting on the market and is overpriced, you’re making a mistake.

If you struggle with call reluctance ask yourself why you’re making money. Your why has to be so strong it brings you to tears.

Everyone is looking for a shiny tactic when the real issue is clarity. What do you want, why do you want it and how will you go after it?

 

At the start of the show, Robert Ring gave us a background of the work he’s doing in mortgages and refinancing in the East Bay area. We asked him the main challenges he faces and how he uses his selling process to meet them. He says it’s about “a hard opening, an open ended question and getting people talking about their frustrations and coming up with a solution.”

Next we talked about Greg’s process and the different methods he and his team utilize to prospect and nurture leads. We also asked Richard about his best sources of business and how he aligns with agents looking for a good lender. He looks for real estate partners who are realistic, understand the market and know how to sell.

We went onto to discuss the current state of lead generation for agents and how the cycle of conversion has gotten longer. This has left a space for old school conversion tactics, but you have to be willing to stay in touch and convert leads overtime. Richard also gave an overview of his conversational selling process which is uses at open houses.

Our conversation then turned to call reluctance and how agents can overcome that. We talked about the importance of zeroing in on your big why; the thing that inspires you to get out of bed everyday. Whatever it is, it should pull you to overcome fears of rejection and doubt. We closed the chat discussing the need for clarity if you want to succeed. You should know what you want, why you want it and how you’ll go after it. It’s also important to get tactical about your clarity by delegating the tasks you hate.

 

The motivating factor behind all you do should be something so important and special it can bring you to tears, and rule over any doubt and reluctance you have. Your big WHY gives you more clarity than any shiny tactic you may have in your back pocket. It will drive you to spend time on tasks that have value and it will get you on that prospecting phone call!

Guest Bio

Robert Ring, an astute mortgage professional who has been in the business since April of 2013. Along the way Robert has gained a reputation for hard work, and a fierce dedication to assisting his clients achieve their dreams. Research, a solid arsenal of tools, and a keen knowledge of the bond markets that play into interest rates allow Robert the ability to deliver an array of mortgage options assisting many of his clients achieve their dream of owning a home. Learn more about Robert on his website http://robertring.skylinehomeloans.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.

Sep 12, 2016

 

Cold calling and prospecting rank highly on the list of activities that scare agents, is it something only limited to the more confident people in the industry? Fortunately, just about any agent can master it with the right tools and mindset. According to Greg it’s simple to do once you get over your mental blocks and employ the tactics that have made him a master at cold calling.

Put yourself in the right mental mindset with power poses, it will physiologically change you to where you’re able to exude positive energy.

-Greg McDaniel

Takeaways + Tactics

It’s painfully simple to do calls, it’s only hard in your head.

The key pieces of information you need for cold calling are location, selling price, how much over price it is and days on market.  

People get so afraid of the word no because they take it as a personal rejection.

 

We kicked off the episode with a question about using voicemails with the Mojo Dialer when you’re circle prospecting. The most important thing is to make sure your messages are short, entertaining and educational. Next, we answered a question about the right response to a seller who says, “I’m not giving it away,” as well as a question about friending your prospects on social media platforms.

We launched into a discussion about a recent post on Inman News, titled How to Design a Better Plan for Prospecting. We went onto to go into greater detail about call reluctance and how it gets in the way of prospecting success. What stops a lot of people is thinking there’s a lot they need when they only really need 3 or 4 pieces of information - location, selling price and days on market.

We provided a few tactics that can help people overcome their fear, including power poses, using funny scripts and jokes to break the ice. The goal with all of these methods is exuding positive energy to people. We also covered the danger of fearing the word “no” and mapping when you’re using the Mojo Dialer. Towards the close of the show we answered questions about a script for a seller with an agent loyalty issue, and we went onto discuss testimonials and gifts for clients.

 

The main reason people avoid cold calling is the fear of rejection. One of the most powerful things you can do is shift your mindset to where you don’t take the word “no” as a personal rejection. Once you’ve dealt with your fear and worked on exuding positive energy, the rest of the process becomes simple.

Guest Bio

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.

Read the Inman article here http://www.inman.com/2016/09/07/how-to-design-a-better-plan-for-prospecting/

Sep 11, 2016

Watch the On-Demand

Most agents are on LinkedIn but don’t know how to use it to the benefit of their business. What are the biggest mistakes people make on LinkedIn, what’s the most successful type of content to post and what groups should you be a part of? LinkedIn expert Italina Kirknis shares her expertise and teaches valuable lessons on leveraging the platform.

Takeaways + Tactics

Post social content to LinkedIn only when it can be tied back into your work. Tweak it to make it more applicable to the platform.

As a business owner you want to have a broad network but you should do some screening.

Make sure you’re putting what distinguishes you in your profile.

Don’t get political, don’t get religious, and don’t rant, share positive things.

-Italina Kirknis

At the top of the show Italina told us about how she started her business during a career transition. She found that a lot of people have LinkedIn profiles but don’t actually use them. What people should be aiming to do is have real conversations. “People want to know their realtor because they are doing an important job for them, so make sure they see something great when they go to your profile,” said Italina.

When it comes to LinkedIn, what most people neglect is their profile. A common mistake is making the profile read like a resume, when you should actually aim to use it to build meat around your resume. People want to know what you’re interested in, and what communities you’re a part of. It’s also important to voice yourself through published posts and the content you share. Give people a look into your work and how you spend your days.

We went onto ask Italina if it’s a good idea to cross-pollinate the content you post on Facebook and other social sites on LinkedIn. Her rule is “make sure it always ties back to your work.” This might require some content tweaking. Next she shared her insights on audience and whether one should aim to be connected to a large sphere of people. She says being social is part of an agents job so it’s important to connect to a lot of people, but at the same time you can screen people who don’t have profile pictures or people who are not in a country you would ever do business. The best way to screen without judging from afar is to send a message to the person who invited you before you accept.  

Italina went onto to talk about:

  • How she branded herself and optimized her profile for her business
  • Using the right words to attract people to your profile
  • Making yourself easily memorable
  • Make sure your profile is selling you
  • Make sure you’re putting what distinguishes you in your profile
  • Joining the right groups

If you want to grow your sphere and increase your referrals, optimizing your LinkedIn profile to make sure it sells you will make a huge impact. Plug into people’s needs, make sure your content always ties back into your work and connect to as many people as possible. Remember that valuable connections matter.

Guest Bio

Italina is an Online Presence Expert, she works with Coaches and Speakers who need to upgrade their online presence through Email Newsletters, Social Media, Video, and Website. Get in touch with her here: Linkedinin/italinaKirknis.

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.

 

Sep 10, 2016

Watch the On-Demand

 

Real Estate coach and speaker Travis Robertson says the secret to making $100,000 is your psychology and not your methodology, what do agents need to shift to make this level of success possible? What lessons can agents learn from top producers? On this episode, we discuss the Income Acceleration Formula and tactics that can get you to that top producer level.

Top producing agents create a conversation around working together, they create alignment. -Travis Robertson

Takeaways + Tactics

The person who sets the price controls the range of the negotiation.

A top producing agent don’t take no personally, they take yes personally.

Making a $100 000 is more about psychology than it is about methodology.


At the start of the show, we answered a question about the best script for a price reduction. Both Travis and Greg agreed that the key is to have that conversation at the beginning of the relationship so that the expectations are managed right from the start. We asked Travis what top producing agents do in their listing presentations to get an advantage and a competitive edge. “They create that conversation around working together. We’re not working on different sides of the table, a great agent creates alignment.” In most listing presentations, there’s already an adversarial air. To shift this, use the presentation to build credibility, align your interests and show that you’re on the same side, and working to help them reach their goals.

Next we discussed negotiation, how to deal with putting your charge on the table and breaking and resetting the price anchor. Travis says “the person who sets the price controls the range of the negotiation. He went onto answer a question about agents’ obsession with making $100,000. He states that most people don’t know what it takes to make that amount of money. It’s a result of psychology and not methodology. It’s also about being comfortable with working hard and not taking the word no personally.

Towards the end of the podcast, Travis shared what he thinks is the right way to build a business. He said that systems and lead generation are important but if you have to do one, it should be lead generation. Finally, we dive into Travis’ Income Acceleration Formula which is convince, capture information and cultivate relationships.

 

Top producers have an understanding of aligning interests and expectations. They also know that success is about committing to hard work and the right psychology. The Income Acceleration formula gives you a taste of what it takes to reach that $100,000+ level. It’s about convincing more people to engage with you, capturing information and cultivating relationships.


Guest Bio

Travis Robertson is one of the most respected real estate coaches, business strategists and personal development trainers in the world. He is the CEO and Founder of Robertson Coaching International – one of the fastest growing real estate coaching companies in North America. He has been featured on the largest stages in the industry and for the largest real estate brands in the world.

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.

Visit topproducerdeal.com and search Real Estate Uncensored.

Sep 9, 2016

Watch the On-Demand

Technology has not only simplified real estate systems, it has also opened up new opportunities and ways to connect with buyers and sellers. Where should agents be trying to get leads by leveraging technology? According to our guest, Bob Stewart, text message marketing is the answer. Learn his tactics and secrets!

Takeaways + Tactics

After referrals, the best type of lead is a sign call because it’s a deliberate action and a specific need.

The formula of the business is saying the right thing, learning to say it to the right person and saying it to enough of those people.

Blogging isn’t easy because it requires consistency but you won’t get anything out of it if you don’t do that.

People are looking for a reason to disqualify your property. Through marketing, you should aim to create opportunities to get them to reach out before they do that.  

-Bob Stewart

At the beginning of the show we met Bob Stewart who works for ActiveRain, a real estate community that allows agents to share expertise through a blog and a Q&A forum. ActiveRain also carries out peer-to-peer learning which includes training agents on blog writing. Bob shared his blogging tip, which is avoiding giving away so much information that the client is left with no reason to reach out for more. He says, “people are looking for a reason to disqualify your property.” By listing every piece of information about a property, you’re giving them more reasons to disqualify it before making an enquiry.

Next we discussed text message marketing and the opportunities it presents for the real estate industry. Why is this form of marketing so effective? According to Bob, “one of the most important pieces of information you can get is a person’s phone number.” Agents need to figure out what their thing of value is and leverage it through text messaging.

We went onto share expertise about sign calls and then we discussed the benefit of “going for no” in your prospecting. That led into a conversation about teams and why they are so important for agents. Teams are not only committed to each other, but they also breed a culture of healthy competition that makes individuals perform better.

We wound down the chat discussing Bob’s formula for real estate success: saying the right thing+saying it to the right people+saying it enough times to the right people. When you have a formula you have clear ways to go back and tweak what isn’t working.

Agents should be clear on the effort they need to make in the present moment to get results in the future. The answer lies in the formula of saying the right things to the right people and knowing who you should say it to, to maximize the result. At the end of the day, you’ll succeed by returning to the formula and making tweaks to fine tune your own way to success. It all comes down to your mindset.

Guest Bio

Bob has been involved in the real estate industry since 2002. He co-founded and was responsible for managing operations for a 150 agent real estate company, and also co-created one of the very first online referral networks. Since 2006, and the beginning of ActiveRain, Bob has been educating, motivating and training real estate agents and brokers around the country. Through live appearances and webinars, Bob has taught thousands of agents the intricacies of online marketing and how to engage online leads and turn them into clients and closed transactions. To find out more go to activerain.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.

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