Info

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.
RSS Feed Subscribe in Apple Podcasts
Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast
2017
December
November
October
September
August
July
June
May
April
March
February
January


2016
December
November
October
September
August
July
June
May
April
March
February
January


2015
December
November
October
September
August
July
June


Categories

All Episodes
Archives
Categories
Now displaying: Page 1
Jul 24, 2015

This special audio episode features Aaron Wittenstein, KW agent in Westchester NY and founder of the popular Facebook group Lead Gen Scripts & Objections.

Aaron and Greg talk expired listing prospecting, which makes up around 40% of Aaron's business, and do some live role play, including a section where Greg plays a "Jerk" expired listing and Aaron overcomes the objections to set the appointment.

Here's what we covered so you can jump to the section that most interests you:

 

[1:45] Aaron's early years in real estate and breaking into a new market in New York with Expired's

(Aaron got ZERO results in the first 3 months, and then exploded with 8 listings in the next month)

[3:30] The origins of the Lead Gen Scripts & Objections Facebook Group

[7:14] Why Expired's are still 70% of Aaron's listing business while he expands into FSBO's, probate and referrals

[10:25] How Aaron knows that every "NO" he hears is worth $287

[11:41] Why follow-up is more important to taking Expired listings than scripts

[13:35] LIVE role-play of an Expired follow-up call with Aaron and Greg

[15:55] The closing script Aaron ALWAYS uses and why he doesn't follow the conventional wisdom of giving two appointment options

[17:50] Role-play of an initial Expired call

[21:35] Role-play of a JERK homeowner on an initial Expired call

[24:00] Psychology of an Expired seller and getting past the initial resistance

[28:55] Pre-qualifying scripts an Expired for an appointment, and using one key script to get an instant read on their DISC personality profile and adjust how your communication

[32:50] Aaron's method for getting seller's more realistic on price, and Greg's "Three-Price Method" script for talking price and reading their personality at the same time

[36:05] How Aaron sets expectations with seller clients to set up price reductions, and why he refers to reducing price as "modifying the price," a HUGE tip on phrasing 

[39:03] "You don't have to be better than anybody, you just have have to be more consistent than everybody."

 

 

0 Comments