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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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Feb 12, 2017

When you’re setting up your schedule, why is it crucial to uphold your prospecting time? How do you communicate this to clients for clear boundaries? On this episode, we share insights on these questions, talk about success with expired leads and working with ISAs.

Protect your prospecting time like you protect your listing appointments. That is your money. -Greg McDaniel

 Takeaways + Tactics

If you’re not expecting to take the listing the first time, it’s okay to get appointments that aren’t solid because you just want to get face time with the seller.

To succeed with expired leads, you need the skills to make calls. New agents can’t acquire them quickly enough to make it work.

You need to do lead gen to the point where you feel you have a pipeline going, so you’re not roped into overcommitting.

At the start of the episode, we shared on ISAs and how they are connected to an agent’s listing appointment structure. Next we talked about the importance of protecting your prospecting time and communicating that to clients. We went on to share the struggles that new agents can face with expired leads, and lead gen plans going into the new year.

We also shared on;

  • The necessity of protecting your prospecting time
  • What it takes to succeed with expired leads
  • Using lead gen to create a steady pipeline of clients
  • How to control clients and set up boundaries


If you go into listing appointments with the expectation that you have to come out with a signed agreement, you are setting yourself up for failure. -Matt Johnson

The more you fail, the more you will inevitably succeed. -Matt Johnson

 The way you deal with clients is subconsciously affected by your lead gen. If you don’t have a steady pipeline of clients, you operate under the fear of rejection and possibly losing a client. To solve this, stick to your prospecting schedule, so you don’t get roped into doing things you wouldn’t do if you had that pipeline. People will only know what you tell them, so the secret to controlling clients is establishing the boundaries that protect your prospecting, early in the relationship.

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