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 iTunes
Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast
2017
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
Mar 1, 2017

Agents look for clarity, predictability and consistency, but they make their systems too complicated to execute. What does this mistake cost them? Why do objections require curiosity to figure out what’s truly behind them? On this episode, Wayne Salmans goes deep on effective script delivery, overcoming objections and the importance of simplicity in systems.

How do you keep growing the business without growing the complexity, the time you put in, and taking on more and more mental burden? -Matt Johnson

-----------------------------------

Takeaways + Tactics

When you go into the listing appointment, enroll the seller into the conversation, and make watching the market one of your value propositions.

Dig deeper: the objection is never the objection, there’s always something else.

The reason agents face interruptions and objections in prospecting is a failure to mirror and match the client’s communication.

 

-------------------------------------

At the start of the show, Wayne shared his life story, and we answered audience questions about dealing with objections. Next, we talked about the importance of enrolling the seller into the pricing conversation, and why you have to dig deeper when you get objections. We also shared on the power of mirroring and matching, as well as the powerful method Wayne used to find his big WHY. We discussed the biggest mistake agents make when it comes to their systems. Towards the end of the show, we talked about handling objections about your commission.


We also shared insights on;

  • The best scripts for asking a client about a price reduction
  • Why you should be practicing scripts with fellow agents
  • What it takes to effectively deliver a script
  • Why you need to stop booty calling your database
  • Growing your business without adding a lot more to your plate

 

--------------------------------

Delivering your script effectively with your body and tonality is going to be a game changer. -Greg McDaniel

Databases are important but agents make them so complicated no one can run them. -Wayne Salmans

------------------------------------

Succeeding with your database starts with building a system that is so simple you can actually execute it. It’s also important to stop booty calling your database, it feels weird because it should. Build consistent communication into your system in a simple way. You only need four reasons a year to call your database - invite them to events, check on their needs and touch base with them. This is how you can use your business to create a predictive future.

Guest Bio-

Wayne’s mission is to empower people to actively engage and participate in their own transformation and success. After building homes in Alaska for 5 years, Wayne began to pursue a career in Real Estate. Within just a few short years he joined the top 1% of realtors, and was voted one of 30 under 30 top Realtors in the nation by Realtor Magazine. As a successful developer, investor and builder Wayne has purchased and sold millions of dollars in residential and commercial real estate. Wayne is passionate about family, marketing, building wealth through real estate and serving in the community. Find him on Facebook https://www.facebook.com/waynesalmans.

0 Comments