Paying for your marketing forces you to go deeper on perfecting all the aspects of your campaigns. How do you make sure you’re putting your most valuable marketing out? What are the secrets of lead generation? How do you know you’ve found a very talented person to work with? On this episode, we are joined by recruiting consultant and team leader Linzee Cipriani who answers these questions and provides massive value.
Takeaways + Tactics
The only purpose of a voicemail is to leave a positive impression.
A talent will continue to get increases in pay no matter where they go.
Don’t hire people just because they are similar to you.
At the start of the show, we answered a question about FSBOs, and we talked about the true purpose of voicemail. Next Gene shared his tech tip and we talked about the importance of hiring the right people. Towards the end of the show, we talked about how to determine if someone is talented.
Linzee also shared on;
When it comes to recruiting people, you should see an elevated job track record that exceeds expectations. Talent will show itself when people talk about their life and show that they’ve continued to rise in position and earnings. Having a fire in your belly is necessary in sales, and this is something that shows through in the way someone talks about their life experiences, not in how much money they say they’ve earned.
Linzee Ciprani is the Owner/CEO of Round Table Real Estate Services (Keller Williams Real Estate – West Chester), where her proven systems and recruiting methods have taken their team to a new level. Go to http://cipraniconsulting.com/ for more information. Email Lizee email@example.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.
Stress is what drives most of us and our work. How do you make sure fear isn’t actually holding you back? What mindsets are doing more harm than good? How do you effectively do your 4th quarter push and business planning for next year? On this episode, we are joined by highly experiencing Realtor and small business coach Don Cunningham.
Takeaways + Tactics
Treat every lead like it's solid gold - UNTIL you know it's not.
When you set your goals, don't do "PFA" - Pluck a number From the Air.
Most damaging stress comes back to finances - not being able to pay your bills.
At the start of the show, we answered a question about mailers and why they are a great strategy. Don said, “mailers work especially if you have a geographic farm.” We also talked about why mailers can be more successful now because everyone is doing email and social media. Next we talked about the power of having a plan to match your goal, and how to become worthy of the level you’re trying to rise to. Towards the end of the show, we discussed the necessity of tracking numbers and metrics. Repetition breeds success.
Don also shared on;
Whatever you don’t have in your life right now, admit that you’re not worthy of that big goal currently. All you have to do is rise to the occasion and become worthy of that leap to the next level. A lot of what holds us back are not tactical issues but rather mindset issues. Don’t forget the importance of tracking, the ability to make intelligent decisions that will propel your decisions forward has to be based on numbers and metrics. Motivate yourself to do something that doesn’t come naturally to you by tracking the metrics that matter to your business! Don’t believe the bad influences in your mind.
Dan is the founder of Fidelity Coaching, a company that delivers results-oriented, professional coaching for Realtors and small business owners. Go to http://www.fidelitycoaching.com/ for more information.
What’s the best script for converting online leads with no proven track record? What is the most powerful value proposition you can give a seller? How do you build trust with potential clients? On this episode, we host a live Q&A, and tackle these are other concerns.
Takeaways + Tactics
Open houses: do not have a picture of the front of the house - you need something they can’t see from the outside.
The best value proposition guarantees your performance and takes away the client’s risk.
When sending out mailers, don’t get swept under the rug of the weekend.
At the start of the show, we answered a question about developing a strong value proposition, and the power of having the right photos for your open house flyer. Next, we discussed how to develop content for buyer and seller webinars. Towards the end of the show, we discussed determining how much a buyer values a property.
We also talked about
The best value statements and propositions are meant to guarantee the quality of your performance and eliminate risk. Make a big promise and take away 100% of their risk. Even if you’re new business, there’s nothing more powerful than showing genuine interest in the client’s life and you make that happen by getting into conversation so you get to know them. Once you understand the value of conversation, the more money you’ll make.
Success stories can always be daunting because it seems so hard to catch up. What's an easy, sustainable way to grow your business? How do you transition from going solo to being a team player? Why should you always have a clear motivation about what you want to do and where you want to expand? All these questions and more will be answered by our guest, award-winning realtor Dave Freidman.
Takeaways + Tactics
Stay focused on your key activities. Don't play in a bunch of different sandboxes.
Track your lead generation. Dave knows that his 71 Touch Strategy brought in 65 deals and a 55x ROI, and can track his marketing dollar down to the lead and appointment set.
Anytime you feel like you've hit a ceiling, you're missing a relationship in life.
We started off the show with some audience questions and Dave's advice on dealing with specific objections. Dave pointed out the benefits of throwing out a third party testimonial to get the deal. Dave then talked about his background and how he got into real estate through being an active prospector. We then talked about expanding out of your own state through resale - Dave said he sees a lot of potential in South Carolina already, so he prefers to stay local. Dave then explained his 71 Touch Strategy as his winning plan for growing your database. Then we moved on to talk about Dave's existing business - he revealed the important role of having fun and accurately tracking performance. Finally Dave talked about the importance of having the correct motivation when deciding to expand in your business. Finally, Dave summarized the most important steps for starting a team and what to look out for.
We also discussed;
Determination is key. Be on the phone every day, calling out again and again, and have a positive mindset when it comes to expanding. That will help you grasp the opportunity you need to really make it big. Your best opportunity is in the area you're local to, the area you know and love. Identify the top potential and make sure to grab it when you can. Surround yourself with people who have the same goals - that'll help you build a disciplined team that moves towards a common goal. Finally, remember to be fun. People want to engage with someone who wants to have fun, so keep your entertaining personality because customers will relate to that and subconsciously choose you over someone else.
Dave Freidman is an award-winning realtor, based in Charleston, SC. As the owner of one of the top real estate teams in Charleston, Dave has proven that he has what it takes to find or sell a home. He has been named a Top Producing Realtor for 13 years, and is in the top 1% of Realtors worldwide. He’s also been featured on HGTV’s show House Hunters. Dave has closed hundreds of transactions over his 15+ years in real estate, earning a JD Power score of 9.5 in complete customer satisfaction for 5 years running. Dave has spent the past 15+ years analyzing the home buying and selling process for his clients. He has dedicated his time to streamlining the process and improving the results. To find out more about Dave and his work, visit http://davefriedmancoaching.com
A lot of agents think they need to be busy consistently, but actually being consistently drains them. How do you manage your time to make sure you don’t burn out? What are the biggest mistakes realtors make with books and other forms of content marketing? How do you leave your legacy as a realtor? On this episode, we talk to the founder of 7-Hour book, Nick Raithel who shares why a book should be the next tool in your content marketing strategy.
Takeaways + Tactics
When you’re tightly managed with your time, giving yourself room for a break will make a difference.
Time everything you do to have a sense of how long it takes to do something.
A book is like a business card that people won’t throw away.
At the start of the show, we talked about time management techniques and the importance of giving yourself a break. Next, we talked about the power of tracking what you do, and how to tell a story based on your life, and giving value to your clients. We went on to discuss what Nick calls the “THUD factor” and towards the end of the show we shared the biggest misconceptions people have about book writing.
Nick also shared on;
If you want to stand out from the crowd, a book is a powerful thing that stays with people longer than any business card ever could. It’s a powerful way to give yourself credibility, and hit people with the “THUD factor”. Everyone has a unique story to tell, and whatever makes you you is worth putting in a book. You don’t have to reinvent the wheel, just infuse what works with your own unique point of view. If you’re wondering how to bring more value, consider adding books to your content marketing arsenal.
Nick Raithel is the founder of 7-Hour Book, a proven system that can give you clarity in terms of what you want to write about, assist you in developing an outline, and even partner with you in the writing itself if you don’t have the time to devote to the project. He is on a mission to help real estate investors get the recognition they deserve and attract new business and investment opportunities. Go to http://contentcorps.net/ for more information.
Facebook is something nearly everyone in the world uses and has access to. But how can you use it to grow your own business? What's the role of authenticity and being honest to the people you sell to? And why should you hold on to your sarcasm and start taking yourself a bit less seriously? We sit down with best-selling author Ryan Stewman to talk about his experience with Facebook expansion, how his background influenced his business style, and much more.
Takeaways + Tactics
Business rewards people who make mistakes.
Don't let your money lay around - put it to work and check your accounts daily.
People don't want YOU. If you want to aggressively expand your real estate business, sell the HOUSE.
We started the show with a bit of Ryan's background and how his lifestyle helped him build his business style. Then Ryan talked about his latest investment on Amazon and how this helps him make 3 grand a day. We also mentioned the benefits of buying successful, well-priced shares in big companies. Afterwards, we moved on to talk about Facebook ads and what Ryan's learned about aggressively expanding through working for a lot of businesses. He shared his best tactics about marketing and keeping in touch with possible leads. Finally, Ryan gave some more information about his new best-selling book, Elevator to The Top.
We also discussed;
Take any opportunity you can find to grow and expand your business. Think about how you can present yourself to your audience - normally authenticity and honesty are your best tactics. Facebook will help you reach a lot of people, however you need to prove your value and show them why they need you to help them. Find what makes you unique and cash in on it to get those deals. Finally, if you have some money, don't just leave it sitting around. Consider all your investment opportunities. And remember that even if it looks as if they won't get you anywhere, they will pay off sooner or later.
Guest Bio- Ryan Stewman is a salesman and 4x best selling author. In January of 2012, Ryan registered HardcoreCloser.com and started teaching loan officers how to use social media to gain business from real estate agents. In the first year he did over 150k in gross sales. Year 2 came to over 300k in gross sales. As of 2016, which is year 4, Ryan has closed over 2 million in gross sales. Now Ryan teaches people from all sales fields across all industries, how to sell online. To find out more about Ryan, visit ryanstewman.com
Uncomfortable phone conversations are part of the daily routine of any agent. How do you make sure to own your leads and secure those appointments? What are the best ways to unpack some of the most common excuses? What's the difference in how we treat different types of leads? In this episode, we join CEO of Smart Inside Sales and coach, Dale Archdekin to learn some legendary phone skills.
Takeaways + Tactics
You need to know the unique headspace of each type of lead you call.
Overcome objections by Chasing the NO. Go deeper into the rabbit hole with them.
In between each phone call, give yourself a power statement or a mantra such as "This is the call. They are waiting for me to call."
We started off the episode with Gene Volpe's tech tip of the week - using banner videos on your Facebook page to promote your business. Dale then joined us to give us some of his top tips about lead generation. Afterwards, we talked about the new trends in recruitment among top teams. We then got into the main mistakes young salespeople make when they get started on the phone. We agreed that communication is key and organic conversations are a lot more fun. We then roleplayed a common rejection script and we went to talk more about rejections. Then we discussed working with buyer leads and offering good incentive. Then Dale gave some unique advice on how ISAs can be more effective when going after different types of leads. Finally, Dale suggested some great pre-phone routines.
We also talked about;
Objections are never pleasant, however you can use them to your benefit. When a lead says no, don't just give up, but try unpack it. Ask them why they're saying no and then see what you can do to change their mind, to offer them what they might be missing. Start seeing a rejection as an opportunity, rather than failure. Furthermore, always remember that different groups of leads have different experiences. You can't treat a first-time seller and a FSBO in the same way because they have a completely different view of real estate agents. Modify your script to suit every individual group. Finally, don't focus too much on your scripting. Own the conversation and listen to what the other person is saying and you'll find not only more success but also that you're enjoying the call a lot more.
Guest Bio - Dale Archdekin is CEO of Smart Inside Sales, a lead generation and real estate coaching company. Dale is currently the Director of Lead Generation for one of the top 10 teams with Keller Williams Realty. Dale uses his 15+ years of experience as a telephone prospector in various industries and his many years of inside sales management experience to successfully guide other agents and companies through the many difficulties of creating a productive and profitable inside sales department. Find out more about Dale and Smart Inside Sales at http://smartinsidesales.com