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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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Aug 23, 2016

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Becoming a master of scripts doesn’t come easy – it takes practice and excellent communication skills. What can we learn from top producers and common script mistakes? In this episode we discuss overcoming script mistakes and learning to be authentic and focused on value.

Takeaways + Tactics

Never stop prospecting on a continuous basis.

Be human about your scripts and pay attention to the customer’s mood. If they’re having a bad day, pushing to complete the script won’t work in your favor.

People who are really good with scripting are authentic, and if they screw something up they understand what’s important is their expertise and the value they provide.

When you get a lead, slow your speech, slow your tempo and remain calm. Don’t get too excited because it will make you look less professional. Greg McDaniel   

 

On this episode of Real Estate Uncensored we dove into scripts, objections and marketing questions from listeners. The first question was about common scripting mistakes and how to avoid them. We shared what we learned from our own mistakes; including not overusing names, not being fearful, being authentic to who you are, and avoiding sounding too scripted.

We also discussed what makes top producers do so well at scripting. “The people that are really good with scripting don’t get flustered, they are authentic,” Greg explained, “and if they screw something up it doesn’t really bother them because they understand that’s not what’s important.”

Matt added, “what’s important is having the goods, knowing how to get a home sold, knowing the process and being able to talk about the market. There’s nothing that would be thrown at them that they wouldn’t be prepared for. They’ve done it enough so they are confident that whatever that person throws at them, they are going to be able to handle.”

Next, we handled the topic of leads and what to do when one comes in. Remember to handle the interaction calmly even if you’re really excited. Keep a slow tempo and slow down your speech, and keep the disposition throughout the call.

The next questions include

  •   The best to knock on a door again after leaving marketing materials at the same address before. Remember 80% of all sales are done between the 5th and 12th contact, so you’re going to have to go back a few times.
  •   How to build a culture of production for a group of agents who want to work together
  •   The correct number of times to call a single lead per day
  •   How to respond to an objection about the effectiveness of an MLS
  •   How to respond to an objection about waiting to buy or sell until spring.

When it comes to scripts, an agent has to have confidence in the most important aspect of the job – the process, the expertise and the ability to get a home sold. Once you’ve locked that part down you won’t be flustered or bothered when you make a mistake or cannot stick to the script. That way, you’ll be prepared for whatever’s thrown at you.

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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