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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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Feb 24, 2017

People make the mistake of looking at what they do, not why they do it. How do you get in touch with your motivation and hunt down your big WHY? What are the 9 pillars we need to align to live more fulfilling lives? On this episode of Real Estate Uncensored, Andy Scherer goes deep on getting referrals, ways to intentionally and effectively recondition your mindset, and how to naturally lead yourself to self-discovery.

You already have so much to fight internally, why focus on the external? -Andy Scherer

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Takeaways + Tactics

The absence of value creates objections.

Every agent has clients who have the capacity to send them referrals, it’s necessary to set expectations throughout the process and deepen those relationships.

Affirmations are great but it’s also powerful to ask yourself questions and actually answer them.

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At the start of the show, we answered a question about getting people’s details at open houses, and the importance of setting expectations. Next, we answered a question on an objection about agent commissions. Andy shared on a good strategy to generate referrals. He talked about setting consistent expectations in every single conversation with clients. Towards the show we discussed the 9 pillars and how to be better aligned for them.

Andy also shared insights on;

  • How to deepen client relationships and set expectations to get more referrals
  • Why objections are created by a lack of value
  • The psychological trigger for people buying something
  • How to hunt down your big WHY

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In the time between the listing appointment and the days after you close, you should be generating 2-3 current client referrals. -Andy Scherer

One of the reasons people decide to buy (or not buy) is the fear of public failure. -Matt Johnson

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The 9 pillars are faith and spirituality, family and relationships, health and mindset, business, personal lifestyle as well as financial and education. Mindfulness, awareness and alignment on all of these levels are important, and it’s necessary to strategically work on them and drill down to your mindfulness. This mindfulness also lends itself to the discovery of your big WHY - something that will forever change your actions and goals.

Guest Bio-

Andy is a loan officer and marketing director at Approved Mortgage group, and a real estate coach at Pillar 9 Coaching. As leader and change agent, he has been able to successfully implement communication strategies, operations management, social program design, marketing integration, community collaborations, and engagement initiatives. Get in touch andy@insourcerealestate.com, call 203.257.5279 or find him on Facebook.

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