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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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May 4, 2018

Buyers can be a hassle at times, especially when they come with unrealistic expectations towards prices and the market. Is there a way to keep buyers grounded in the reality of the market? What about staying in touch with potential customers without being pushy? In this episode, we talk about how to be prepared to deal with the many challenges that come up with working with buyers.

Those people should know what you do. The best way to do that is Facebook live, like what we are doing right now. -Matt Johnson

Three Things We Learned

How to stay in touch with potential buyers

The best way to associate yourself with a positive experience and stay in touch with potential buyers is to give something of value to them. It could be a giftcard or a prize in money after they win a small contest. This will take care of the resistance and make them more willing to open up to you.

The cheating script

This script will not only help you bring negative experiences from your customer’s past to create empathy and keep them loyal to you, but it will also help you determine if you should work for them or not. Explain how you make your money and the time you invest. Ask them if  “They wouldn’t want to cheat on you” in the context of working with another agent, and observe their reactions.

Buyers looking for a bargain

Don’t price yourself too low. You will gain a reputation for yourself. In the end, all sellers think they sell for too little and buyers buy two expensive. For example, if someone is searching for a home in a price range that is not realistic for the market, ask them if they ever considered not buying right now, since at the moment the sellers hold the power, not the buyers.

Looking for a home without an agent is like representing yourself in court just because you are addicted to law TV show. Use this as your selling point when you are dealing with buyers who think they don’t need an agent. Show them stats and how well you know the market. You aren’t lending them only your time, but also your negotiation skills and real estate experience.

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