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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: July, 2017
Jul 31, 2017

For many real estate agents, the option of investment can look very daunting. How can we make it easier? What skills do we need to recognize a good deal when we see one, and how much effort goes into maintaining your investment property? Furthermore, do friends make good business partners? Join us for an exciting chat with Michael Zonin and Marc Aschoff and learn how to get started in investment.

 

Takeaways + Tactics

Consider the ROI threshold and make it a combination of risk and reward.

Sometimes profit comes when you least expect it. Even if a property doesn't look like it's worth it, consider investing - it may pay off.

When you work with partners, don't step on each other's toes. Work together towards success.

 

 

We started off the episode with Marc and Michael telling us a bit about their background. Then they went on to explain their shared housing concept and how it's worked in their community. Michael and Marc also explained how their profit works and how much they need to earn to break even. Afterwards, they shared the most common issues they encounter with properties, maintenance-wise. Michael and Marc also told the story of how they bought a cheap property, which, with appropriate maintenance and selling, rented at a great price. They also gave advice on moving on after bad deals and not thinking too hard about them. Michael and Marc had to then go because they were on location, but afterwards we discussed other successful examples of investment properties we'd encountered in our careers. At the end of the show, Greg shared a recent mean message he received.

 

We also talked about;

  • Challenges involved with renting out a big property
  • Advice about good upkeep and maintenance
  • How to find your next investment deal
  • What makes a price too good to be true
  • The acceptable ROI threshold
  • Getting over your bad deals and moving on
  • The importance of knowing what you're looking for in a property

 

 

Investment can really help you boost your profits in ways you haven't even imagined. The first step with any investment is to be familiar with the area you're trading in. You need to be able to recognize what a good price and location is, and to be able to assess a property in terms of its potential for profit and risk. If you come across a house, where your maintenance will go over the value of the house itself, it's probably best to look elsewhere. Sometimes potential can come from unexpected places, however when you're just starting off it's always a good idea to play it safe and choose something you know will come back to you with good profit.

 

 

Guest Bios -

 

Marc Aschoff grew up 25 minutes from Manhattan, and then went off to the University of Pittsburgh. After Graduating Marc knew he wanted to return to the NYC area. At that point he starting working full time in the financial services industry. While doing that, Marc invested in a number of properties on the side which is where he had the opportunity to learn about real estate. Eventually that hobby turned into a full time career. Marc also had the opportunity to be interviewed by the New York Times for some of the work he was doing with real estate in New Jersey.

 

Michael Zonin is currently working full-time as a Geotechnical Engineer in Manhattan. His passion for real estate investing has persuaded him to start investing. Most of his latest deals are being used as long-term rentals. A year ago, he decided to branch off from buy-and-holds and pursue fix-and-flips. Michael is currently looking for fix-and-flips in northern New Jersey.

 

Marc and Michael also own a beverage company, Tribeca Beverage, and are the hosts of the Millenial Flips podcast. Find out more about Millenial Flips at https://itunes.apple.com/us/podcast/millennial-flips-invest-in-real-estate-at-a-young-age/id1244779096?mt=2&ign-mpt=uo%3D4.

 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.

Jul 30, 2017

Changing directions in your life can always be very intimidating process. How do you make it easier? What's the importance of consistency and embracing your failure? And why should you value even the smallest things in life? Join us for an inspiring talk with motivational speaker Lane Ethridge about finding the drive to succeed, how helping others helps you and so much more.

Takeaways + Tactics

Gratitude is the #1 thing that will overcome fear of rejection or cold-calling.

Work on 1 new stream of passive income each year.

If you're not overwhelmed, you're underperforming.

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We started off with Lane telling us a bit about his background and his development as an entrepreneur. Lane explained how he got started with real estate investment and his experience with coaching. He then shared the best books he followed and the mindset he adopted on his way to success. Afterwards, Lane talked about how the DRIVE acronym relates to passive-aggressiveness and some common sales techniques. He also mentioned the importance of striving to outperform even yourself but then leaving everything behind when you go to sleep. We also mentioned how getting doors slammed in your face can increase your determination. We moved on to talk about non-negotiables and how knowing what isn't an option for you can really help you with your future plan. Greg, Matt and Lane all shared their non-negotiables as well. Lane then explained how Changing Lanes came to be and how being fired six times helped him build his own business. Lane also mentioned the importance of consistency. Then, with a personal story, Lane showcased how helping others can make you more successful. Finally, we stressed how important life is and how making the most of it should be a top priority for everyone.

We also discussed;

  • Being clear and specific about your goals
  • Following the DRIVE to success
  • Learning network marketing to make profit
  • The three-step pattern - impossible, improbable, inevitable
  • Regarding sales as relationships
  • Honoring your mentors by producing great results
  • The significance of the number seven
  • Making the best of bad days and seeing the other side of the coin

 

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Before you start on a new journey, make sure to always clear up your goals and ideas. Without a direction, you'll end up getting nowhere. Find what makes YOU and your vision of the future unique and see how that's best utilized. Sometimes that's not in the job you are in right now - it does take courage to pick up something new, however if you find that courage, the benefits you reap will be worth the failures and the closed doors along the way. Finally, take notice of the people around you. There will be great mentors along the way - listen to their advice and honor it by producing the best results, because then it will be an achievement for them as well. Value human life and talk to those around you openly and honestly. You never know when it might be a case of saving someone's life. Think about yourself too. Find something to be grateful for every day that will give you the motivation and strength to carry on even in the darkest of times.

 

Guest Bio- Lane Ethridge is the founder of Changing Lanes International, a 4X National Bestselling author, transformational speaker, professional sales trainer and innovative entrepreneur, Lane helps committed entrepreneurs accelerate their success. He is a phenomenal visionary as a creative marketing and speaker trainer. He founded Changing Lanes International, a business around empowering entrepreneurs to maximize their gifts and skills to drive their business forward. Lane excels as a premier coaching leader, personal coach and mentor for his clients. Find out more about Lane and Changing Lanes http://laneethridge.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.

Jul 29, 2017

A good real estate agent relies on the relationships he or she builds in their community. What's the key to building up your reputation? How can the implementation of systems make your job a lot easier? And why should we think about our weaknesses to start appreciating our strengths? In this episode, Darryl Baskin talks us through his winning strategies for building and maintaining strong systems, great tactics for lead generation, and much more.

Takeaways + Tactics

Start by building relationships with people with an 8x8 touch campaign.

 

Step back and ask yourself, "Where is the bottleneck in my business?"

 

Think long-term from the very first day in the business.

 

Ask yourself how you can turn something you do into a system at least once a week.

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We started with Darryl sharing some of his background, as well as his passion for helping children in foster care. Then Gene Volpe joined us with his tips of the week - Snapchat advertising and SlyDial. Greg warned to not use SlyDial or SlyBroadcast for prospecting, as you can be fined. Afterwards, Darryl talked about why he joined eXp and why he values the flexibility they have given him. Darryl also mentioned how his disheartening beginning in real estate was turned around after he built up some of his reputation. Then we talked about Darryl's motivation of getting into TV and radio. Darryl pointed out how important it is to know what your bottleneck is and being honest with yourself. Then we mentioned that delegating tasks could help you stand out with your own skills. Darryl explained how he manages with his busy schedule and the hard work that goes into building a system. Finally, Darryl talked about one of his favorite tools - Text Expander - the positive change it's affected on his work and how it can help with foreclosures as well.

We also discussed;

  • Benefits of flexibility in real estate work
  • Lead generation tips for new agents
  • Self-branding on the way to credibility
  • Dealing with customers who wouldn't accept your advice
  • The lack of middle ground in lead generation
  • Why open houses can lose their appeal
  • How life experiences can shape your business outlook

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Systems can be a very daunting prospect for new agents, who are just finding their expertise in the field. You don't have to focus on making your systems complicated and technologically advanced. Start small and put your own authentic ideas into them and, sooner or later, they will turn into something you can do in your sleep. All beginnings are hard and you need to be prepared for the eventuality of failure on your first prospecting sessions. Remain consistent and always find ways to innovate your lead generation strategies - rely on good coaching to do this. This will help you build up your reputation and make your job a lot easier for the future. Finally, use all the tools available to you. Find some new ones, too, and make them work for you and your business. Don't be afraid of starting something new, because innovation is the most important step on the path to success.

 

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Guest Bio- Darryl Baskin has been a realtor for almost thirty years. He's the host of The Future of Real Estate radio and television programs. Darryl is the state broker for eXp Realty and also operates The Baskin Real Estate Specialists with eXp Realty personally closing in excess of $20 million each year in annual sales in the Tulsa metropolitan area. His innovative marketing approach specializes in high-tech efficiency and high-touch service of convenience for his clients. Darryl is also a passionate fosterer and has 8 children. Find out more about Darryl on http://darrylbaskin.com


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.

Jul 28, 2017

Cold calling and lead generation is an essential part of any business. How do we build up confidence and skills to be successful in our cold calling? What's the importance of team motivation? And why should we be consistent in our follow-up? In this episode we talk to Luke Acree, President of ReminderMedia, who explores successful tactics for cold calling and follow-up and answers your most pressing questions for successful business growth.

Takeaways + Tactics

There's no system for success. Stay consistent and commit to completing your task.

Every single call is different, stay authentic and only use the script as a backbone.

If you don't have client reviews, it's really going to hurt your business. Get your clients to review you right after the sale and get the testimonial.

There are three things that matter most in follow-up: persistent, consistency and being first.

You'll always have to sit through the uncomfortable conversations, even if you're not cold calling.

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We started off with Luke explaining his background and why he was interested in coming on the show. Then we went into the recent negative connotations around cold calling and debunked them, presenting a positive way to look at cold calls. We also mentioned that success doesn't just rely on how many calls you do every day. Luke then talked about Greg's cold calling and how it's inspired him in his own practice. Luke then explained how to mitigate risk in a sale. Then Luke and Greg ran through a few useful scripts for overcoming objections. Luke then encouraged everyone to follow ReminderMedia on YouTube and Facebook. We then stressed how important it is to be consistent and not give up too soon when it comes up to doing follow-up. Luke then shared his hook line for cold calling and we mentioned why a strong beginning of the call is important. Finally, we pointed out that there's no point in trying to avoid talking to people you don't know as it's a part of the sales business.

 

We also discussed;

  • What makes an agent successful on the phone
  • Motivation tactics within a team
  • How can authenticity help you generate leads
  • Sales, driven by emotion, not logic
  • The "angel" effect
  • The importance of reviews and testimonials
  • Picking the right marketing method

 

Even if your product is the best in the world, no one will know about it unless you approach your customers directly. Cold calling isn't something to dread - it can feel daunting, however with a few key tactics you can make it feel simple. There's no point trying to avoid it, because even if you choose a different marketing method, it still involves having an uncomfortable conversation with somebody you don't know. Stick to your own brand and your authenticity and then the quality that you offer will come through. Constantly revise your best scripts - especially the ones that help you overcome objections. Always make sure to do follow-up and do it every day. You have to be consistent and not give up on calling potential leads, as deals normally happen after the fifth call. Finally, make sure to encourage your customers to leave reviews and ask them for testimonials. This is what differentiates your business and puts you forward in the competitive market.

Guest Bio- Luke Acree, President of ReminderMedia, is a sales fanatic, a marketing evangelist, and an expert team builder. Luke has worked with tens of thousands of business professionals over the years, helping them understand how to connect with their client database in a way that generates leads, secures repeat clients, and captures referrals. In 2003, ReminderMedia launched American Lifestyle magazine, a one-of-a-kind, customizable marketing tool. Since then, Luke has led ReminderMedia to over 30,000 clients and has expanded the product line to include turnkey social media management, digital magazines, e-mail marketing, and analytics. To find out more about Luke and ReminderMedia, visit http://remindermedia.com


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.

Jul 21, 2017

Objection handling requires a certain amount of skills and doesn't come to everyone naturally. What are the most common objection real estate agents can get? How can we overcome these without seeming too pushy? And is there a type of clients that we definitely need to avoid? In this clip, we discuss objection handling and common tactics to sway the client your way when making a deal.

Takeaways + Tactics

Honesty can pay off, even if it's years later. Give your clients good, honest advice and they will remember you forever.

Build up your reputation with your clients to reassure them that you can always be there for them. This doesn't stop you from being efficient.

If you treat a potential client the way you treat someone who's already in your care, you will come off as a respected professional.

Emphasize the value you can bring if someone else is trying to undercut his or her commission. Plant the grain of doubt in the client's mind - are they going to be a good negotiator?

 

 

As this episode was focused on objection handling, we took common objection from our comments on Facebook Live. First we talked about buyers who might be waiting for better buyer conditions, we also discussed how controlling the client during a conversation can be a powerful tool against many objections. We gave a great example on how being honest with a client's prospects can pay off really well. Then we discuss the importance of identifying the client's needs and a want vs. need approach. Afterwards, we approached the common objection of clients feeling that agents are too busy to give them proper attention. Finally, we talked about clients who want to work with listing agents and the importance of recognizing someone who wouldn't value your time and knowledge.

 

We also discussed;

  • Dealing with clients who want to find a home quickly before they sell theirs
  • Common objection handling with FSBOs
  • The benefits of sometimes offering pro bono advice
  • How relegating tasks can build more trust with the client
  • Educating the client about current economy and being honest
  • Countering agents who are offering to sell for free

 

Being proactive, creative and thinking outside the box is the main quality you will fall back on when you're dealing with objections. More often than not, they will be objections that you've already heard, but you need to tailor your handling with the client as well. Consider their particular situation and what their values are. Some objections - especially financially motivated ones - can be difficult, or nearly impossible to overcome, however as long as you've been fair and honest to the client about what their options are, you've done your job well. Ultimately, not all clients will be right for you, and you will not be right for all clients. It's a good tactic to reveal this, as it will give your reputation a boost for being honest and open. Finally, always make sure to treat prospective clients the way you would treat your current clients. This will help build your image as a caring, understanding realtor, who always has time for their needs - and this is especially helpful in referrals and getting new successful deals.

 

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.

Jul 19, 2017

Many agents are insecure when it comes to marketing their properties online. How can we work towards developing a balance between old school and contemporary digital marketing? Does it need to cost thousands of dollars to have a good marketing strategy? Why should we write our property descriptions more like our dating profiles? We sit down with marketing guru Barry Coziahr to bust some popular myths about successful business marketing.  

Takeaways + Tactics

When it comes to real estate marketing, think outside of the box. Don't just show people what they can see on Google Street View.

Look at other industries and see what strategies they're using to attract clients.

Write the descriptions of your homes as if you're writing them a dating profile. They need a personality, not just soulless facts.

If you know how to use the right tools properly, marketing won't necessarily cost you thousands.

 

 

We started off this episode with Barry's background in marketing and the unique model PostcardMania has developed with its clients and growing businesses. Barry also had a few thoughts on how classic direct marketing can now be reinterpreted for the digital age. Gene Volpe then shared his tip of the week, which was to observe marketing strategies by big successful companies like Disney and the techniques they use to influence their audience’s perception and trigger nostalgic feelings. Barry agreed that this is an effective method and we talked about how an equivalent of this can be applied with postcards and with any other marketing strategy online. We then discussed the importance of thinking outside the box when it comes to real estate marketing. Gene pointed out, and we agreed that success lies in building a marketing plan for every property you manage. Finally, Barry talked about what makes a good, effective website and how public speaking can help develop your attitude, not just towards marketing but also real estate in general.

We also discussed;

  • The benefits of Direct Mail 2.0
  • The importance of visual communication
  • What makes a good Call to Action
  • How good local knowledge can benefit an agent
  • Creating low-cost, consistent marketing plans
  • The right way to budget for real estate marketing

 

Even if you're the greatest real estate agent in the world, no one will know unless you market yourself property. Good, reliable real estate marketing is all about giving your properties a personality and not just a bullet list of statistics. Consider what's unique about that property and about the channels on which to present it. Learn how to use all the tools available to you - like Facebook Live, which is booming in popularity at the moment. Some of the best social media strategies can be either free or remarkably cheap, so no need to splash out on expensive marketing either. Thinking outside the box is way more valuable than money and can bring you a lot more success, too. Don't forget to look at other big names in other businesses and see what they do to attract their customers. Once you fine-tune your marketing to your audience and understand how to engage their attention in an instant, then your success is as good as guaranteed.

 

Guest Bio- Barry Coziahr is a marketing assistant with 15 years of marketing experience, based in Clearwater, FL. As PostcardMania's National Speaker and Marketing Specialist, Barry is a sought-after speaker, educator and marketing consultant, specializing in small businesses. He is also the host of Real Live Marketing, ranked as a new and notable podcast by iTunes in 2014. Barry has trained and consulted more than 10,000 small business owners and delivered over 1,000 seminars all over the United States. His presentations demonstrate proven marketing tactics using real-world examples and case studies to help small businesses and nonprofits market themselves successfully. Find out more about Barry at barrycoziahr.com


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.

Jul 13, 2017

Many agents fall in the trap of relying on scripts too much and as a result all their listing appointments are robotic. How can we escape that? What's the best use for your personal and business Facebook accounts? Why must you always dress for success? In this episode, award-winning realtor Leigh Brown shares her thoughts on brand building and the importance of being honest in real estate.

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Takeaways + Tactics

Do very short, very personal videos under 30 seconds long - tell them something they can't get from Zillow.

Separate yourself by figuring out your unique value and branding yourself around that.

A market correction is coming, get prepared and get educated NOW.

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First we talked about Leigh's background in real estate and how that relates to her past of selling chainsaws. She then shared her thoughts on ebooks about pre-listing packages and why it's not worth going through all that effort for an additional line in your email signature. Gene Volpe then joined us to share his thoughts about pushing out as much content as you can to keep your audience interested. Leigh disagreed with that, pointing out that while frequency is important, you need to build a good posting plan that makes sense for the audience. She then mentioned her recent winning tactic of showing videos in a specific radius, so you can attract neighbors to your listing. We also talked about Leigh's new book, Outrageous Authenticity, and her advice on branding yourself. Leigh finished the episode by explaining why you need to enhance your online content and offer unique value for customers, which can help increase your revenue.

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We also discussed;

  • How selfie videos help you connect to audiences
  • Escaping the structure of scripted conversations
  • Use for business Facebook pages and the personal pages
  • Dressing like you're worth the money
  • Understanding your own value
  • Leigh's #1 script for guaranteed honesty

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Being genuine can sell your business much better than any pre-learned script can. Utilize your authenticity to the maximum to connect with clients and achieve real success. Working on your online image is a big part of that. Don't get bogged down with making every post on your personal page about your business - that's what you have your business page for. Show people that you're not a robot and that you have your thoughts, opinions and feelings about certain things. That way you can not only build rapport before even having met a client, but it will also save you from having to work with people who fundamentally disagree with you. Encourage yourself to think outside the box and believe in your own unique qualities. When you combine that authenticity with your knowledge and experience, your business success is as good as guaranteed.

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Guest Bio- Leigh Brown is a realtor with over 17 years of experience and is the CEO of RE/MAX Executive Realty. She is one of the most successful and top-selling agents in Charlotte, NC. Leigh believes strongly in building lasting client relationships, and as a result, over 70% of her business is referrals from current and past clients or from other top Realtors nationwide. Leigh is also a strong believer in continuing education. She is a member of several real estate networks, including CRS (Council of Residential Specialists), CyberStars (top 240 agents nationally) and StarPower. She was also inducted in the RPAC Hall of Fame in 2014. Leigh believes strongly in representing foreclosure properties as accurately as traditional resale properties and has the knowledge and expertise to help you buy or sell your home, while also providing you with top-notch customer experience. Find out more about Leigh's work at leighsells.com or have a look at Leigh's first book Outrageous Authenticity at outrageousauthenticity.com.


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.

Jul 12, 2017

Even if you deliver the best service in the world, nobody is going to know about it unless you publicize it properly. What's the best way to get your name out there? Does getting good publicity necessarily cost millions? And how do you make sure to grab the golden opportunity when you see it? Find out the answers to these questions and many more as DIY PR guru and award-winning entrepreneur Christina Daves talks through her success story her top tips for successful free PR.

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Takeaways + Tactics

The first step in getting PR is to start local.

There's a media outlet for everyone. Do your homework and know your media outlets.

Think out of the box - look for unique ways to link yourself and your listings to celebrity, history or other attention-grabbing factors.

Become your Community Ambassador - know your market and its history

Just ASK, what's the worst anyone could say?

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We started off the episode with a lucky story about a million-dollar listing. Christina then joined us to talk about the importance of good PR and visibility to increase revenue. We also talked about HARO and Christina's top tips on doing HARO right - completely free. Christina then told the story of her own business and her experience of appearing in local and national publications, including The Steve Harvey Show and Dr. Oz. She pointed out the importance of thinking outside the box, no matter whether you work nationally or locally. We mentioned how important it is to keep your email communication focused - short and sweet is the best way to go. Christina pointed out that with any media relationship you have to be consistent and think outside the box to be noticed. Finally, we mentioned the importance of having the right mindset and understanding that nobody wants you to fail and that if anyone does, the best thing to do is to shut them off and keep on with what you're doing.

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We also discussed;

  • Benefits of good Twitter interaction
  • Failure on the path to success
  • Breathing life into your local area through good stories
  • The art of grabbing the golden opportunity
  • Becoming a valuable resource for journalists and producers

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The importance of good publicity should never be overlooked, because that's what gets you your clients and, ultimately, your revenue. Invest your time in understanding your local community and find out how to put your name out there - that way you can get referrals from channels you might not have even considered before. The history of your local community is what brings it to life. You can't just stay focused on the sale; remember that people are attracted to good, believable stories. The best kind of PR can be free and if you are a community ambassador, liaise with journalists and producers and have a clear idea of the right audience for your message then business success is waiting just around the corner.

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Guest Bio- Christina Daves is a serial entrepreneur, award-winning inventor and a best-selling author and speaker. She's the founder and president for CastMedic designs, manufacturing MediFashions, which are award-winning accessories that make medical boots fashionable. Christina uses free publicity to appear on over 250 media outlets and continues to cultivate techniques for using PR as a vehicle to exponentially increase revenue. She has appeared on the Steve Harvey Show, Dr. Oz and local news affiliates of NBC, CBS and FOX. Christina's vision is that anyone can start and run their own successful PR campaign. To find out more about Christina and her ideas, visit www.prforanyone.com or find her on her personal website www.christinadaves.com


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.

Jul 10, 2017

The tone, volume and inflection of our voice affects 38% of how we communicate. How can we use this to our advantage? What tricks can we use to build better rapport and be more convincing? And how does being a good listener benefit us? Trainer extraordinaire Dr. Debra Dupree returns to Real Estate Uncensored with her top tips on improving your communication strategies.

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Takeaways + Tactics

To build good rapport, focus on listening rather than speaking in your communication.

Always pay attention to body language as it can sometimes speak louder than words.

Use open-ended questions - that way you can identify what the client's goals and expectations are and whether they match yours.

 

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We started off with discussing a bit of Dr. Dupree's background and how she got interested in the science of business communication. We then discussed our favorite resources for improving communication. Dr. Dupree gave some helpful advice on good opening lines to initiate a conversation. We then discussed the persisting problem with decreased attention span and how we can go around this in our communication tactics. We also mentioned the new training course with Dr. Dupree The Introvert's Guide to Sales Success, which is now available to access. Dr. Dupree also discussed the power of good listening and how it can put us one step forward in a conversation with someone new. Towards the end, we went over the five ways to promote the authentic you and agreed that spending your time wisely and knowing your own communication style is key to success.

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We also discussed;

  • Applying communication theory to cold calling
  • Breathing techniques for increased rationality
  • The importance of the BEACH acronym
  • Honoring the other rather than demeaning yourself as a winning tactic
  • Overcoming the fear of rejection
  • Silence as a powerful negotiation tool

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Knowing the basics of communication theory is a key skill, not just for real estate, but for any professional or personal aspirations as well. If you don't express what you're thinking correctly then you risk forming the wrong relationships, or being misunderstood. Avoid these situations by building trust and rapport. By engaging in thoughtful probing and active listening, you engage with the person you are speaking to and they know they can trust you from that point on. For a real estate agent this is especially important, seeing as we are a part of what can sometimes be a turning point in a person's life. Your listening skills will be put to the test with every client you meet and you need to be ready. Keeping communication open and honest leads to easier deals and, ultimately, to a more pleasant experience for both the client and the agent.

 

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Guest Bio- Dr. Debra Dupree is an acclaimed speaker and author in the field of business communications and psychology. She's the president of Relationships at Work, Inc. and she actively goes out of her way to look for people in trouble. She helps her clients recover from trauma and drama and leads them onto the way of self-discovery beyond their past. Dr. Dupree also works with leaders at all levels - entrepreneurs, small business owners, and managers. She helps people from all walks of life to grow themselves and their companies by building psychological safety. Find out more about Dr. Dupree and Relationships at Work, Inc. at www.relationships-at-work.com


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.

Jul 9, 2017

Many agents shy away from difficult sales, but if their entire market is made up of those sales, they find themselves stuck. How can we approach lead generating in such a market? Why does building a network of estate attorneys benefit your business? Can finding the "problem child" in a family of executors really help you make that sale? We sit down with Michael Higdon who shares his experience of successful prospecting in a difficult market.

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 Takeaways + Tactics

With the competitive market nowadays, clients often know that they can get top dollar by selling themselves. Go the extra mile to convince them how and why they need YOU.

Have your list of go-to contractors as referral points - it's a good way of establishing trust.

When you're going after a database of recently deceased homeowners, you have to always approach it with extreme empathy.

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We started the episode with Michael giving us a bit of his background and why he decided to branch out on his own. We then talked about how to deal with very specific objections, some of which might seem insurmountable, in a way that can still secure you the business. In his tip of the week, Gene Volpe talked Google Keyword and how we can use it to our advantage. Michael then shared some of his insight about working with estates and executors and how to create and manage this database of potential clients. We discussed Michael's selling routine and how he gets almost no expireds/cancels as a result. Michael also talked about how a good network of estate attorneys can only benefit you in the long run. Finally, we discussed new ideas about database prospecting and scaling up by setting yourself new goals every quarter.

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We also discussed;

  • The importance of regular follow up
  • How FSBOs are actually selling in the current market
  • The role of compassion when dealing with estates and executors
  • Benefits of seeking out the "problem child"
  • Scaling up sustainably

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Successful lead generation in any market requires persistence and patience. Estates and executors can turn into very successful connections - if you work with them properly. A good impression can create more sales for you in the long-run, so make sure to exercise extreme empathy when dealing with these difficult situations. Seek out and build your own network. This instigates a feeling of professionalism in a client and convinces them that you are the right person for this job and they wouldn't be able to do it without you. You need to make yourself indispensable and instill confidence and professionalism. Finally, always look for ways to develop, not just your business but yourself as well. When you reach a milestone, always set another one right after because continued and sustainable growth is key to success in real estate.

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Guest Bio- Michael Higdon is a realtor in the Louisville area with over 16 years experience in real estate. Michael's goal for 2017 is to help 100 buyers and sellers accomplish their goals. His promise is a full-time commitment to the sale and a wealth of local knowledge to help carry through even the most difficult sales. Michael also believes in embracing technology but not losing the personal touch as his website is equipped with a lot of resources, however he always makes sure these never replace spending time with the client. To find out more about Michael, email him at michael@michaelhigdon.com or visit his website michaelhigdon.com

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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.

Jul 8, 2017

Many agents miss out on profitable leads because they're not following up with their lead generation. Is calling a lead five times really enough to get you business? What's the importance of the team you work in? And can chasing expired leads be profitable for any real estate agent? In this episode, the winner of the Delaware 40 under 40 Award, Dustin Parker talks about his real estate career and some important tips on succeeding in a small yet highly varied market.

Takeaways + Tactics

Building the right team may be the key to success, so always make sure you're working with people whose views and mission match yours.

80% of business is done between the fifth and twelfth time you contact a lead. If you give up on the fifth call then you will lose a lot of business.

Selling is a lot easier when you engage with the local community. Continued curiosity in your area is essential for success.

While you can pay for a lot of good lead generation software, Facebook has relatively low prices and a great outreach, so use it to its maximum.

 

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We started off with a conversation about chasing expired leads. Dustin explained how he got started in real estate and how the first experience of chasing expireds was a bit intimidating, however it does get better as you do more of it. He then talked about the team dynamics and the market he works in - showing how even a small market such as Delaware can have a multifaceted real estate identity. We pointed out the importance of continued education and curiosity about real estate and how that can help a business develop. Dustin then explained his main tools for lead generation and how his team is in the center of both the marketing and the appointments in his business. Finally, we discussed how getting involved in the local community can benefit any agent and how lead generation can be scaled up from any point.

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We also discussed;

  • Competitors' views of chasing expireds
  • What lead generation means for a new agent
  • The benefits of hiring inexperienced agents
  • Simple marketing through Facebook Live
  • Difference between buyer specialist and a listings approach

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Your team and your motivation are the key to your success in real estate. If you don't work with the right people, then you won't get the results you need. A strong group impression is key to impressing a potential seller. While not all leads may lead to a sale, you can never know which call will be the golden one that leads you to that appointment. If you fail to chase up on your leads, or give up after one call, then you're sure to fail. Consistency is key and by putting your name out there, you'll not only profit financially but you will also make a name for yourself in your local market. Engage with curiosity and a thirst for knowledge and don't miss out on your chances to utilize the tools available so you can reach your full potential.

Guest Bio- Dustin Parker is the CEO of The Parker Group and the winner of the Delaware 40 under 40 Award. After a successful career in education, Dustin has discovered a real passion for real estate, becoming one of the leading realtors in the state of Delaware. His mission is to make the process of selling a property as easy and enjoyable as possible. The Parker Group incorporates state of the art technology and markets to an expansive, yet targeted group of potential buyers. Apart from his real estate business, Dustin is also involved in many non-profit organizations and is constantly looking for ways to give back to his community. Find out more about Dustin and The Parker Group on www.sellingsussex.com


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.

Jul 6, 2017

Every day is a school day when you work in real estate. What are the pros and cons of online lead generation? How can we measure the reach of our cold calling and how do we get better at it? Do you need to splash out on expensive software for effective lead generating? We answer these questions and many more in this live Q&A edition of Real Estate Uncensored.

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Takeaways + Tactics

 Don't expect to get too much out of Facebook leads - most of them are respondents rather than leads.

 Both quantity and quality are important with cold calling so don't compromise on either.

 Delegate all the tasks you can to an assistant. Not only does it give you more time to focus on the important things but it's also a great leadership skill.  

 

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We started off with a discussion about Facebook and online leads in general. We then talked about quantity and quality in cold calling and the importance of being persistent and accurately measuring your performance. We then mentioned how we should focus on actual work rather than the process of getting ready to do the work. We then discussed some products you can use in your business and found out that not everything has to be down to expensive software. Finally, we pointed out how variety and creativity within a consistent pattern can be a path to success. We agreed that hard work is essential for achieving the wanted results.

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In this episode we also discussed;

  • Cheap and easy to use tools to boost your business
  • The benefits of having an assistant and delegating tasks
  • Zillow's instant offer scheme and how to counter it
  • Coaching at high prices
  • The importance of good planning

 

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Becoming successful in real estate isn't just down to what you know, it's how you apply what you know. You might think that you need to invest a lot of money in expensive software for cold calls or lead generating - the truth is that you can organize your business with software as accessible as Excel or Google Sheets. Success doesn't just rely on knowledge but also on good leadership skills and business awareness. If you don't cut out the unnecessary parts of your business lifestyle, sooner or later they're in danger of dragging you down and making your company stall. Prioritize tasks, stay focused on your goal and aim to do better every day - that's the way to get those commission checks right in your pocket.

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