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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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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast
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Jan 8, 2018

Most agents have no idea what sets them apart from the rest, and they are conditioned to not differentiate. Why is it so important to know what makes you a uniquely qualified service provider? What is the most powerful tactic you can use to build rapport? How do you finish the year strong and hit the ground running in 2018? On this episode, we are joined by coach Don Cunningham, who answers these questions and other questions from the audience.

Three Things We Learned

 

When you’re competing with other agents use questions to stand out

If a prospect tells you they’re still interviewing other agents, use this an opportunity to ask questions about whether there’s something they want in another agent that you haven’t covered in the conversation. Better yet, empower yourself right from the start by asking what you would want them to cover in the presentation.



Build rapport first

Want to avoid putting the prospect off? Try building rapport before you go in for the kill. Rapport building gives you the right to have the conversation about why they should hire you, and you will be able to provide information that actually resonates with the client.



Use this time wisely

The natural instinct at this time of the year is to take a more laid back approach but this is actually a good time to nurture relationships and set yourself up for some leads next year. It’s more acceptable at this time of the year to make connections with your past clients and sphere of influence so send a festive-themed card or communication.  



Replay CTA

 

No matter what position you’re in, you have to find a way to differentiate yourself, and it can’t be that you’re better because that just won’t work. One way you can set yourself apart is by building genuine connections with people. As things get more technologically advanced and individually customizable, the personal relationship has become more important. It’s much easier to execute the search and the transaction, but that doesn’t mean you should put relationships on the back burner. Remember, it’s the people that understand how to quickly build deep personal connections that are killing it.

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