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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 13, 2018

A lot of people set goals for the whole year, but find it hard to hold their motivation for that long. What is the right way to go about setting your goals? How do you overcome resistance to doing what you need to do? How do you test if a lead generation method is really working? On this episode, we talk about these topics as we prepare for the new year.

Three Things We Learned

 

Use journaling and the Sedona Method to overcome resistance to what you need to do

Sometimes we find ourselves resisting the tasks and actions, and we just can’t seem to figure out why. The best thing you can do in this case is to write out all the possible reasons for the resistance so you can free yourself from it. Additionally, you can do the Sedona Method.

 

Stop riding the instability of emotional highs

Emotions just won’t be a good enough fuel to take you towards your goals, that’s why it’s so counterproductive to base your work and activities on how you feel in the moment. To stop riding emotional waves, get a solid rhythm of daily behavior and commit to systems and schedules so you can follow through.

 

Shorten the time span of your goals & have consequences

When you set a goal for a whole year, you will very likely lose momentum. Shorten the time span of your goals into more bite-sized pieces, and have an idea of the nitty gritty of your day-to-day. Have rewards and consequences for when you meet or fail to meet your goals.



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It’s a lot easier to take an action where there’s a physical, mental or emotional pain you’ll inflict on yourself if you’re going off track. Decide how long you’re going to commit to doing something and have a clear criteria for success. You have to have a bedrock of systems, processes and schedule that you can fall back on to keep momentum going.  

Jan 10, 2018

It’s hard to get a person to open up, unless they feel like they have rapport with you. Why is empathy the secret to building a genuine connection with someone? Why is it so good to ask “what” questions, not “why” questions? How do all these points improve your relationships? On this episode, Dr. Debra Dupree is back to share more brilliant verbal ninja moves that will improve your emotional intelligence.

 

Three Things We Learned



Think empathy, not sympathy

Sympathy comes from having the same experience as someone, but empathy is showing that you understand what they’re going through. It makes people feel heard, and that you recognize where they are. This is a powerful way to connect.

 

Ask what questions, not why question

You put people at ease when you ask what questions. Why questions can easily make someone defensive. You can very easily reframe your question by asking your question as a what and not a why. You are going to get a better answer that way.

 

Go from being unconsciously incompetent to unconsciously competent

At any given time, we’re unconsciously incompetent, we don’t know what we don’t know.

We want to move towards being consciously incompetent so we can continue to build, and lead and grow. Ultimately we want to be unconsciously competent.




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As individuals we all feel like our experiences are uniquely our own, so when you empathize you are acknowledging that, and also making them feel heard. Building rapport is all about building trust, building a connection and giving them the space to share their feelings and thoughts. If you can bring empathy, integrity, sincerity, compassion, and reliability to the table, you can get people to open up and that will create a very strong relationship and business.

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.  



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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.

Jan 7, 2018

A lot of people who hire ISAs do it because they couldn’t find success with it themselves. How does this do more harm than good? Is prospecting by making calls the avenue for you? What mistakes do people make when it comes to turning a call into an appointment? On this episode, we answer these questions and tackle other questions from our audience.

Three Things We Learned

 

If you’re not willing to exclude, you won’t attract

As a business owner, it’s important to be clear on who you work best with. The whole point is to build a system that can help a certain person get certain types of results. If you’re trying to serve too many types of people, you won’t be able to carve out your own lane, which puts you at a major disadvantage.

 

Get comfortable with the process of making the calls

There’s great value in sitting down and making calls for an hour. You learn so much more about your prospects, and when you do eventually decide to hire someone, you can train them more effectively. If you don’t have the time to do this, you might as well get out of the business.  

 

Don’t put people off by being too salesy too quickly

A big mistake people make in their prospecting is not providing enough value before they make a big ask. Always tell people what’s in it for them before you try to pitch them on meeting with you. Focus less on what you want and more on what helps the prospect.  



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The people who do very well with the ISA model are the ones that were able to pull it off successfully on their own before they hired more people. They understand that ISAs will help them take their business to the next level and they commit. They are good at training people and holding them accountable because they’ve gone through it and overcome the hurdles, and that’s what makes them unstoppable. 

Jan 6, 2018

A lot of real estate agents will accept working with people who treat them badly. What drives this mindset and how does it delay your success? How do you raise your standards so you filter out the bad? How do you start attracting the clients you actually want? On this episode, we are joined by Amy Broghamer who shares how she is able to close 95% of her prospects.

Three Things We Learned

 

Facebook is always going to boost Live video and native content more

When you upload on Facebook, remember that Live video performs way better than pre-recorded video. It’s also important to avoid making people click outside of Facebook because native content is what the platform encourages.

 

Set your parameters upfront

Your working relationship with clients is greatly determined by the standards and boundaries you set right at the start. That’s why it’s so necessary to be clear and firm about what works for you. Don’t underestimate the power of pacing and setting expectations.



Setting Standards is how you get to abundance

Most newer agents feel like they need to work with anyone and everyone to get their business up and running. The problem with this is you will stay where you are because you’ll be distracted and tied up with the wrong kinds of clients. Setting standards from the start will nip this problem in the bud, and create abundance.



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People hire a real estate to guide them to success, and you stepping up and leading them is a huge part of the process. If you keep finding yourself dealing with the worst clients, it’s time to reevaluate your process and start setting higher standards right from the start. You’ll never get to a place of abundance until you stop distracting yourself with clients that don’t get you paid and don’t help you get to your goal. Your initial encounters with a client will set the tone for the whole process, so set up higher standards and adhere to them.

Jan 5, 2018

People tend to use to-do lists as crutches to avoid actually getting into action. How do you stop this from happening by reducing your list to essentials? How do you become more specific about getting referrals? Why is it so important to build celebration into your process? On this episode, one of our favorites, James Colburn is back to talk about generating referrals.

Three Things We Learned

There’s a difference between stated goals and subconscious goals

The reason people tend to rebel against themselves and the goals they set is that the goals don’t align with the goals they set subconsciously. In this case the subconscious will always win.

 

Ask yourself how you’re going to build celebration into your routine

The celebration aspect of our business is lacking, but it’s something that you should install in your process. Your job isn’t just toil, and if you can have celebration in your life, it becomes the carrot that pushes you forward.

 

Don’t Base Actions on Feelings

It’s a massive mistake to live your life based on feelings, because they are fleeting and can be affected by so much. Your feelings have nothing to do with reality, so learn to get outside of them so your routines aren’t affected.


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The entire job of being a real estate agent is one thing, and one thing only. It’s being in front of people that want to buy or sell or know someone that wants to. This is what you should focus on, and it’s powerful to put your skin in the game and commit to the process. When it comes to getting referrals learn to be specific about what you’re looking for, and be bold when you ask. You will be surprised by how much business you can generate this way.

Dec 17, 2017

Successful prospecting requires you to establish rapport within a fraction of a second. What kind of script can you use to do this? How do you learn to qualify a prospect’s “no”? Why are self-generated leads better than purchased ones? On this episode, James Festini shares how he gets into beast mode to prospect at a high level.

Three Things We Learned

 

Self generated leads are better than purchased leads

It’s better to have leads that you worked hard for that are self generated, instead of leads that you’ve purchased. The competition for purchased leads is way higher than the competition for leads you got on your own.

 

Having a lot of leads gets rid of fear

 

If you’re afraid of lead generation and follow up, you probably don’t have enough leads. Once you build a database of many leads, you can move on quickly if one doesn’t pan out. If you don’t have a lot, you fall into the scarcity mindset and struggle. When you get to about 300 self-generated leads, you will be able to dial into your database and make appointments.  

 

Social media is important to stay relevant, but don’t oversell

Wearing a logo without looking like you’re selling is not easy. You have to bring value and make the content less about your business. You have to be creative, and have an artistic voice to try and stay relevant without making it all about yourself.  

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People don’t like prospecting because it exposes them to rejection, but if you work the system, it will produce results for you. Using a quicker script will help you escape the market’s short attention span, and if every part of the script has weight, it will be more effective. Think of yourself as an internet pop-up, you have about 10 seconds to capture attention and you have to grab the prospect with a strong headline and offer.

Dec 16, 2017

When people think real estate advertising, they often think of going hyper local. What strategy helps you gain global social proof and followers? What is the benefit of this tactic? Why is Facebook Live more powerful that YouTube? On this episode, Nick Sakkis talks about the incredible strategy that helps you get thousands of likes in just 4 days!

Three Things We Learned

Think of yourself as a media company that just happens to sell real estate

When it comes to branding for your visibility in the marketplace, remember you’re competing with the news, politics, sports, so whatever you’re publishing has to cut through all the noise out there and still be related to real estate.

How to go viral: personal story + the result + how to replicate the results

If you want to create content that really resonates and gets people to engage with you, there’s a formula that has worked very well on platforms like LinkedIn. It’s simple, tell a personal story about a challenge, how you overcame it and how others can replicate the results.


What Facebook has in spaces that YouTube doesn’t is the community factor

Facebook will thrash YouTube because it isn’t a community. Facebook, on the other hand is a community more than anything else. It also has way less trolls, more content and you’re able to be super-targeted with your messaging.

It’s so important to remember that you’re not a real estate agent, you’re a media publisher who happens to sell real estate. If you have this mental shift, you will be  able to create content that’s really relevant. Facebook is a worldwide brand so you have access to a global audience that can lend to your social proof. Remember you’re competing with many other kinds of content so yours really has to stick out. Put more work and effort in Facebook because it gives you the advantage of community. The kind of content someone would expect to find about a community, or city on YouTube is completely different from what they’ll engage with live on Facebook.

Dec 15, 2017

Whenever your problem is “I don’t have enough clients” it’s a sales and marketing problem. How do you solve this problem and build and nurture your database? How do you make your goals easier to follow through on? How do you position yourself as an expert in your industry? On this episode, we are joined by Scott Sillari who shares on building your database the right way.

Three Things We Learned

 

Whenever you set a goal, pin a number to it

For a goal to really mean something to you, you have to actually tie it to numbers. It doesn’t even have to be a big number, even just the number of minutes you spend on lead nurture. Whenever you set a goal, pin a number to it and commit to meeting those numbers.



If you’re having a lead problem, you have to start focusing on the relationships you’re building

Most people who are struggling to generate leads face this specific challenge because they aren’t building enough relationships through sales and marketing. The more outbound conversations you are able to have, the higher your chances of getting leads are.



People run away from building systems because it is more work on the front end

Most people don’t want to take the time to build a system upfront because there’s a fear of it working and then having to build a system that will bring more leads than they can handle. Any agent will be interested in a tactic that will get them one more find, but there’s a much smaller pool of people who are interested in a system that will flood them with clients because they don’t want that.

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All marketing and sales is is conversations that lead to relationships. If you are honest, transparent, genuine and authentic, you will get through the clutter and people will connect with you. Demonstrating your expertise shows your credibility and also boosts your confidence in building a database. You have to have enough outbound conversations with new people to build those relationships by providing value. It’s also important to tie your goals to numbers so you can commit to them.

Dec 14, 2017

A lot of people go into every day without a plan, and it gets in the way of them taking action and following through on their goals. Why is it so important to have a direct purpose and numbers weaved into your goals? Why are agents failing to convert their conversations with clients? How does mirroring a person’s communication style make you a better communicator. On this episode of Real Estate Uncensored we answer these questions.

Three Things We Learned

 

Consistency and persistence are the magic words in prospecting

To get fit, you don’t work out for 8 hours in one day, you consistently put in time on a regular basis so that your results build up over time. It’s the same thing in prospecting, it’s more about being consistent and persistent that in it is about doing a lot at once.



When people are unclear about their goals, they struggle to take action

When you wake up in the morning, and you’re motivated enough to set a plan for the day already, you’re not going to magically want to get up and execute a plan that you don’t have. If you do this, you’re just going to get into the day and drift, and fail to get anything meaningful done.   



It’s better to mimic not steamroll so you’re in alignment

Very little about communication has to do with words, most of it is tonality and body language. You can become a more effective communicator by learning to mimic the other person’s communication style, so that you put them at ease and align your energy. Whatever that person’s communication style is, it’s what they interpret as right.

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When we try to better ourselves by working harder and taking better care of ourselves, we have to remember that our bodies and our minds are going to fight us on that stuff, and that’s just part of being human. It’s so crucial to step into every day of your life with an intention and a definite purpose so you don’t just drift. If you don’t have a deadline and a really clear idea of your goals, and you don’t how you’re going to celebrate success when you hit it, you’re not going to be able to repeat it and it will be a temporary spike and you will go back to how you started. All this is avoidable if you have a clear plan.

Dec 13, 2017

Entrepreneurs constantly ask themselves the wrong questions and stall their own growth. What are the right questions to ask if you want to go to the next level? How can you convert a geographic farm into a digital database? What is the mindset you should have about calling so that it’s always the top priority? On this episode, we do a live Q&A and answer these questions.

Three Things We Learned

 

Don’t Hire People Until You Know Your Own System Very Well

 

The first step to building your capacity for growth, building a team starts with you figuring out your own process for getting results. Make sure you know how to do it yourself by learning to trust that you can run it yourself, and then thinking of getting someone to take over for you.

 

 

You Don’t Have to Be in a Big Market to Dominate

 

So many agents make the big mistake of thinking they can succeed by working in a very big market. The truth is, you can dominate a small area and become a category king, it’s all about having the right mindset and think of building a legendary dominating business, not something mediocre.



It’s not about getting one more client it’s about building a greater system

 

Many entrepreneurs ask themselves the wrong questions about their business. They obsess over what they need to do to get one more client rather than asking how you can build a legendary system for attracting a stream of clients. Learn to have the right conversation around your goals.

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There are many ways entrepreneurs get in the way of their own growth. First, they try to hire people on a system they don’t fully understand yet. They also think of getting one more client instead of taking the time to build a system to attract multiple clients. It’s also very common to think you can’t be successful in a small market, and these are all barriers to your own growth. If you have the mentality of category design, you can build a legendary business and dominate even a small market. If you build your confidence in your system hiring people to help becomes simple, and if you build a client attraction system you’ll never have to worry about one more client again.

Dec 12, 2017

A lot of people want to double their business, but because they don’t have a solid reason behind it, they fail. How do you go about giving more weight to your goals and aspirations? Why is mindset, discipline and habit so much harder than everything else in business? How can you set goals your subconscious will agree with? On this episode, we are joined by Andy Scherer and one of his top clients Heather Windser, to talk about planning for more business going into 2018.

Three Things We Learned



Consistency builds up over time

The cumulative effect of doing small things consistently over time is important. It’s not about the big leaps, it’s about the small daily habits that contribute to success in the long term. Everything will fall into place once you start to make certain changes.

 

Learn where you need to start for the next year

If you’re trying to start working towards next year’s goals at the end of the year, it’s too late. It’s important to start building towards your future results before the year ends. You should start thinking about the next year around October at the latest.

 

You have to set goals that resonate with your subconscious

There’s a lot of goal setting that’s done based on what people think or what we think we should want, but our subconscious does not agree with it, so we fail. We set goals with our conscious mind, but our subconscious mind isn’t on the same level so it rejects it.

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A lot of people track the business more than their actual life, but the business is the simple part. The things that really matter and propel us forward are mindset, discipline and habits. Implementing those things everyday is harder, and that’s why we have to follow them closely. It’s so necessary to raise the psychological necessity behind your goals so that you won’t break the promises you make to yourself. This will allow you break down your goals into strategic milestones, which will bring intention to every single day of your life.

Dec 11, 2017

There are 76 million people subscribed to Amazon Prime, and 55% of all Black Friday purchases were done through Amazon. Does the platform represent competition to the current real estate model? Is something going to come along and make the process easier or more seamless? If so, how do you protect your business? On this episode, Nick Sakkis is back to talk about where tech is going and how you can leverage it.

Three Things We Learned

 

Go with Instagram if you want organic reach

It’s hard to compete on Facebook if you don’t have money to advertise, so if you’re working with a limited budget, go for Instagram instead. The platform still gives people a chance to get their content in front of people without paying for it.

 

Don't post things that will take people off Facebook

Facebook rewards native content, so when you post your content to the platform without links to an external site you are actually more likely to have better engagement. You don’t just have to post short stuff, long-form content also does well on the site.

 

Record yourself everyday to get over your fear of the camera

Video is scary, and for most people this fear completely puts them off recording. If you want to overcome it, start recording yourself every single day, you don’t have to publish. In two weeks you’ll be comfortable enough to go live.

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Now more than ever, it is very apparent that being in the places your customers are, letting them know what you’re doing, and how the business works is so crucial. Nobody wants someone who hides behind a business card, so take the mask off and show that you’re a real person. There are so many tools you can leverage to provide value to your audience. Whether it’s Instagram or Facebook, if you can find your audience there - you will create business for the long-term.

Dec 10, 2017

Every agent is going to come across some sort of objection about whether they are really the best person to help the prospect sell their house. How do you empower yourself to handle these objections like a pro? When it comes to leads, why is quality more important than quantity? How do you go about setting goals to make your future better and brighter? On this episode, we answer these and other questions in a live Q&A.

Three Things We Learned

 

When it comes to leads, quality trumps quantity

It’s easy to feel good about having a long list of potential leads, but how solid are they and how likely are they to actually become real business? It is far better to have one solid lead a day than 10-15 lukewarm ones. Always go after the highest quality leads you can get, not the highest number.

 

You Aren’t Immune to Objections, So Be Prepared

It’s not uncommon to come across a prospect who ask questions about whether or not you’re qualified to sell their house and provide the best service. You can’t shy away from those moments. You have to arm yourself with good objection handlers, and resources like a solid listing package to show that you’re worth your salt as an agent.

 

Videotape Yourself in the Mirror as You Practice Scripts

Newer agents often have a hard time with the tonality of scripts and body language. By watching yourself, you can start to improve these things and communicate in a much better way. For example, pointing at someone can come across as an aggressive gesture. Instead, extend your hand with your palm facing up. It relaxes people and makes you more inviting to be around.

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You can not push a seller out of a house but you can draw them out. You do however, have to work with someone who has a want, need and desire to make a move or buy a piece of property. If a lead is lukewarm, it’s so much better to find someone who is ready to make a move. Rather than stock up on a whole lot of lukewarm leads, find the people that are most likely to become actual business. You have to have the ability to identify the right people and zoom in on the ones that need your service right now.  

Dec 9, 2017

When most agents are asked what makes them different from other agents, they struggle to answer because they aren’t actually doing anything differently. How do you script your answer and handle this objection? How do you use marketing to obliterate this objection before it even comes up? How do you pre-dispose people to working with you? On this Q&A episode, we tackle these and many other questions.

Three Things We Learned

Your voice and tonality should always reflect confidence not doubt and fear

When many people ask a prospect a question or try to go for the business, they do so with an upswing in their voice. This immediately makes you sound unsure of yourself, and that makes it hard for any prospect to take you seriously, and think you’re capable. Speak with definition and confidence to avoid this.

Sales helps you deal with objections in the moment, marketing gets rid of them in advance

There are two ways to handle objections, sales and marketing. Use sales to handle the objection in the moment, using a script or asking them questions to find out what they value. Marketing helps you lay the groundwork to take care of objections way before the appointment so that you are the prospect’s most logical choice. This is where things like content marketing come into play.

Use curiosity to learn how to better serve your prospects

Objections and questions from your prospects provide an opportunity for you to actually learn more about them and their needs. Ask them what their past experiences with agents were like, and what matters most to them in the service they are seeking. This information empowers you to give them the service they want based on what they prioritize.

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Your clients are looking for someone who is confident and assured to walk them through the process of buying or selling. They want someone who can actually support them when it comes to going forward into the negotiation phase. That’s why it’s so crucial to reflect confidence and experience in your communication. Use marketing to build your credibility and provide the social proof that immediately gets rid of their doubts. Use sales to ask for the business and show that you’ve got what it takes to help them reach their goals.

Dec 8, 2017

Most Realtor Facebook pages have less that 500 people following them. How does this take away from your social proof? Why is the global mindset important on Facebook? How do you go about improving your Facebook business page so that it impacts your actual business? On this episode, Nick Sakkis is back to share more winning Facebook strategies.

Three Things We Learned

Facebook wants to keep people on Facebook

When you post to Facebook, don’t make the mistake of posting something that goes to an external site. Create content that is especially crafted for Facebook, because Facebook rewards people who keep their content within their platform.


It’s not enough to just post and let it sit, you have to engage

Facebook is a living, breathing platform that functions like the real world. Relationships require regular engagement, so when you put out content, you have to make sure it doesn’t just sit. Engage with people who are liking and commenting - Facebook likes this a lot.


Don’t underestimate the social proof of having thousands of likes on your page

When you sit in front of potential clients and show them that your Facebook page has thousands of followers, this gives you instant credibility and instant social proof. Sometimes it is even more powerful than a five-star rating because you will be so far ahead of other agents.

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Facebook is the largest biggest platform for what we do, so if you’re going to wrap your arms around one thing, make it Facebook. Your database is the key to your entire business, and most of those people are on the platform. Your entire business is about having conversations, and if you can do this by actually engaging with people, you will be very well rewarded.

Dec 8, 2017

The real estate business tends to attract people who are trying to get away from structure, but the only way to have freedom is to actually have a good structure. How do you go about building the routines that lead to good habits? Why is ego the wrong motivation for starting a real estate team? What is so powerful about asking someone why three times? On this episode, we talk to James Coburn about his book, and how he uses structure to find freedom.

Three Things We Learned

To level up in your mastery, your ego has to go away

Ego is a great boosting off place for a new agent but it just doesn’t work long term. When ego is your motivation it means you won’t grow. Ego has to stop because once you have it, you stop being humble enough to learn.


If an office is providing enough of a challenge you feel like there’s growth

People will stay in a team as long as they see themselves growing. When an office starts failing you from a cultural standpoint or from the growth standpoint, that’s where you’d start looking.

Structure creates habits and habits create freedom

A lot of people get into the business looking for freedom but they don’t understand that freedom only comes at the tail end of a good structure. The only way to get freedom is to actually have some kind of structure to your daily life, and in real estate it’s all about focusing your structure on connections.

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For you to truly extract the autonomy and freedom that comes with running your own business, you have to actually create structure because this will breed good habits. Real estate provides you with a measure of freedom in your schedule. Focus your structure around connection and conversation, and this will lead you to more clients and business. In order to know that you’re capable of something don’t look at what you’ve done in the past, step into the future and stop trying to connect all the dots before you do something.  

Dec 6, 2017

Most people aren’t responsible for their calendars and spend time wondering why they can’t reach their goals. What are the biggest reasons people don’t respect and value their calendars? How do you reign in expectations when people inevitably ask you to do more than they are paying you to do? What is the problem with being a person who reacts instead of being a person who responds? On this episode, we are joined by rockstar coach, Hank Avink who will help you transform your calendar, increase the predictability of your income and get your freedom back.

Three Things We Learned

Get out of the scarcity mindset and actually set higher standards for the people you want to work with

People get led around by their neck because they have the scarcity mindset and they’re afraid that if they don’t do everything their client wants and needs, they’re going to be let go and they’re not going to get the deal. Have standards, set the expectation at the beginning, get out of the scarcity mindset and stop working with clients who are the wrong fit.

Ask yourself what you’re numbing your existence with

We all have vices that we numb ourselves with, and for a lot of us it’s alcohol. A lot of real estate agents are high functioning alcoholics, who are using booze to avoid facing themselves and dealing with their issues, and these are some of the things that get in the way of you managing your schedule and calendar in a better way.  

Don’t Let the Freedom of the Business Derail You

A lot of people got into the business for freedom, but they end up achieving absolutely nothing because they take advantage of the freedom, and become wishy-washy with their time management. The truth is, if you take advantage of your time freedom you won’t reach financial freedom. Never underestimate the compounding effect of your decisions.

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It’s so easy to keep ourselves busy with what seems like work, when it’s actually not bringing in income. Some people are more used to reacting than they are to responding, and this impacts their calendars in a negative way. The truth about your schedule is that it reflects your priorities. If you take the agent that’s intentional with their calendar, and one who just reacts, you can bet your bottom dollar the former is going to have a higher net income. People want to do things that feel good and not the things that make them money, so try aligning the things that make you money with the things you love so you don’t just react. When we react, we don’t get predictable results.

Dec 5, 2017

Most agents overestimate the relationship they have with a client, and not doing enough follow up makes them lose that contact. What relationship building model can you implement to stay top of mind? What is the biggest barrier systems and detail oriented people have to cross in order to start playing in their strengths? How can high S and C individuals handle the people-oriented requirements of the job? On this episode, the great Glenn Twiddle is back to share more of his high level sales tactics.

Three Things We Learned

Real estate is a fine balance between being a people’s person and being able to handle the rejection that comes with that

You have to ask yourself if you are enough of a people person that when you get that one contact you can communicate with them and close the deal. But you also have to be able to tolerate the rejection so that it doesn’t derail you.


Sales and marketing skills are important, but high operations skills are required to level up

For a real estate agent to be able to level up and become an entrepreneur, and for them to start bringing in an income above $500k, the required skills become less about sales and more about systems and team building. Agents who can get to this point become very successful.

80% of your sales are going to be made between your 5th and 12th contact

It’s highly unlikely that you’ll make a connection that leads to a sale with one touch, so you have to stay persistent and consistent in following up with people. Whatever you do, you can’t just do one thing, you have to implement a sequence of communication.

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High operations people are going to lend themselves more naturally to scaled, marketing efforts and jobs that require a lot of intellectual effort to set up a system. It is the difference between making $200k and making millions. However, these people don’t get to flex that muscle if they can’t get past that initial phase of getting the sales skills so they can get over that hump to where they have the time money and resources to start investing in a business.

Dec 4, 2017

A lot of agents don’t realize how much their communication reeks of insecurity or arrogance, and they are faced with a lot of objections as a result. How do you handle objections in a way that shows that you care about the client? What is the language of agreement? Why is it so powerful to learn the right framework for handling objections? On this episode, Joel Rico is back to share how to be more effective with your language.  

Three Things We Learned

The First Step to Handling Any Objection is Taking Their Side

One of the biggest mistakes people make in their sales conversations is disagreeing with the prospect right from the start. What you should actually do is get in agreement with them, validate what they think and feel, and take their side no matter what they say. Be an ally, not an adversary.


The tone of confidence resembles the tone of narcissism

Confidence has a tone and an energy and it’s similar but a lot different to ego and narcissism. Because of the similarity most consumers misinterpret cockiness and ego as confidence. The problem with this is they end up hiring the wrong person.  

 

You want people to be empowered that they made their own choice

He or she that speaks the most dominates the conversation, but he or she that asks all the questions controls the conversation. You want to empower the client by having them dominate the conversation, and you want to control the conversation by asking all the questions.

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People are looking for someone to represent them, someone who can advocate for their needs. When they are clear that you’re on their side, they will say yes. When you try to sell them, and focus on the commission, they are clear that you’re representing yourself and you won’t get hired. If you want represent people, come from a place of contribution, be an ally to them and take their side through your language, tone and energy.

Nov 24, 2017

Networking can be everything from causing anxiety and discomfort all the way to being socially paralyzing to the point where you can’t do it at all. How can you shed your fear of networking by being more intentional and clear? How does deep breathing play into how you come across to people? How do you find communication clues in other people? On this episode, Dr. Debra Dupree is back with more great insights and tactics to make you a more effective networker.

Three Things We Learned

Always have a clear intention for your networking

A lot of people waste time running after events. To avoid this, always have an intention. Think about what’s your purpose and how the networking event ties into that purpose. Have some intent about how many people you’re going to meet and set out with the goal to make a specific number of connections.  

Take deep breaths before you enter into a networking situation

Engage in 3 or 4 deep breaths before you enter into a situation. It slows down the breathing and the brain wave activity which influences the clarity of the eyes. When you breathe you not only calm yourself down, you also change the vibe you give off to other people which will make you a more effective communicator.

Be a giver, not a taker

In networking situations, you put people off when you make everything about you and fail to show any generosity. Learn to talk less and listen more, and lead with actual value. When you do eventually ask, it will be easier because you would have given something in the first place.

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Networking can be an off-putting exercise, even for some of the most confident and accomplished people. For it to be less nerve-wracking, go in with a set intention of what you want to achieve and who exactly you want to talk to. Ask people questions to engage with them, and use deep breathing to make sure your lack of clarity isn’t showing through your eyes or voice. By breathing we can control these factors and show up authentic and ready to connect.

Nov 21, 2017

When people don’t show up for appointments it’s because there’s resistance. How do you take care of the resistance before it even arises? How do you reduce people’s fear of salespeople? How can objections actually help you learn more? On this episode, we talk to Dale Archdekin, who gives great insights on handling all objections like a true rockstar.

Three Things We Learned

If the appointment is way more important to you than them, they likely won’t show up

It’s very important for the appointment to be of equal importance to both parties, otherwise the other side won’t see the value of upholding it. If you can understand what someone’s needs are and work towards meeting them, this makes it more likely than an appointment will happen


Every objection reveals a need and something they are trying to achieve

An objection isn't something you should just take at face value as a rejection. It can in fact be a very powerful illuminating tool that you can use to your advantage. Every objection uncovers that they have something to achieve, even if it’s nothing.
When you’re selling to high D’s, make your scripts short, punchy, and figure out what the essence is

When you’re trying to sell to high D individuals, it’s important to make your pitch as straight to the point as possible. Make your script as simple as possible so that you get to the point quicker, without losing that person’s interest.

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Clients and customers all have a fear of sitting with salespeople because they don’t want to be pushed towards a decision. It’s your job to provide value and reduce that fear. When you’re asking people to take time out of their busy lives to sit with you remember there might be some resistance. Pre-frame the person to deal with any resistance that’s going to come up before the appointment happens. When you’re on an early call, people won’t know, like and trust you enough to agree with you, so just let them have their opinion. Anytime you get a rejection, remember it reveals a deeper need.

Nov 21, 2017

Agents are making the fatal mistake of putting lead generation on the back burner in favor of client service. What mindset and attitude causes this mistake? What is the dirty secret successful entrepreneurs don’t share? Why is it so necessary to have clarity and intention when it comes to setting your goals? On this episode, we are joined by Gene Volpe and Andy Scherer for a high value smackdown.

Three Things We Learned

Lead generation should always be your first priority, before client service

When people don’t prioritize lead generation and designate it to time slots that are never avaiable, it’s because the burning desire for clients isn’t causing enough pain for them to take action, and there isn’t enough pain or pleasure in doing something to push forward. To overcome this, you have to increase the psychological necessity behind it by making it non-negotiable.


The dirty little secret in entrepreneurship is that a lot of ultra-successful people have gone through bankruptcy

It’s not talked about enough in the entrepreneurship conversation, but behind every mega-successful person is a story of overcoming struggles like bankruptcy, failure and intense hardship. All the people we look up to had to power through all of that to get to where they are.


If you don’t know how to set a goal for a project always bring it down to a number

You can’t successfully break down and work towards any goal unless it has a number attached to it. For some projects, it can be hard to really pin down that number, so instead, boil it down to a time that you set and strictly set to work on something.

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Everyone wants the end goal of success, but they don’t understand the difficulties they have to go through to get there. When you’re in a difficult situation, you have to tap into your greater self, and your mind will find its way out of it. When life is fighting you, it creates a sense of urgency, but we should be able to have this urgency, even when you’re not being challenged. Learn to anticipate obstacles and visualize through the fog that you will experience.

Nov 13, 2017

People shy away from really putting concrete numerical value on their goals. Why does this set them back in a huge way? How can you start tracking your work better? How can you go about setting business goals that don’t ultimately take you away from the things that matter? On this clip, we are joined by coach Hank Avink who shares the biggest business mistakes agents are making, and how to stop making them right now.

Three Things We Learned

It’s hard being a spouse and a parent so it’s sometimes easier to spend more time at work

For some people who excel at work and find themselves struggling at home, the praise, success and accolades of the job are a lot easier to do than the work, commitment and routine of being a spouse and a parent.


So many people are afraid to raise their standards because it will push people away

A lot of people stay in business relationships that just aren’t working for them because they are too comfortable and they fear saying they want more out of it. Raising your standards will change a lot of relationships but ultimately it will give way to better ones.

If you’re really good and people want you, they’ll adjust their schedule

A lot of people have a scarcity mindset, and that leads to them taking on jobs that don’t suit them or shifting important things in their lives to make clients happy. If you truly provide value to your clients, they will be happy to adjust things to your needs and accommodate you.

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A lot of entrepreneurs shy away from putting a solid, concrete numerical value on goals, they can hold themselves accountable to and then underestimate the importance of staying in relationship with these goals. If you’re a business owner and you’re not tracking your activity in a real way, you’re faking it. Take the time to be in balance with what you really want, interrogate your schedule to make sure you’re making the best use of your time and make the pain of not following your schedule greater than the pain of following it. When you follow your schedule, you get predictable results, and that will give you your best year ever.

Nov 10, 2017

Human relationships are in low supply, and people are starved for authentic connections. How can you make this the basis of your real estate business? How do you play to your strengths and unique abilities? What elements help you find your own unique ability? On this episode, we are joined by rockstar agent and coach Chris Angell who shares valuable insights on these topics.

Three Things We Learned

We don’t trust ourselves because something tells us we’re not good enough

We constantly look outside of ourselves for answers because we don’t trust our core and we’re always trying to find external solutions to our problems because of that. When we play to what makes us unique, we solve this.

Nobody plays in the top of the funnel

Everybody is fishing for business in the middle and the bottom of the sales funnel, but if you can be valuable to people at the top of the funnel, they will think of you when the need for your service arises.

The flip side of a complaint is a commitment

Think deeply about the things that frustrate you, they aren’t coincidental. The reason we complain about something is because we wish it was different. If we complain about something it’s because we are committed to the result on the other side, and we’ll be willing to work for it.

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Every human being has their own superpower, and when you unlock it everything about business and life gets easier. Be intentional about being useful to your database so it can grow. Create content that nurtures a relationship with those people. Build a tribe of people who like what you say, and feed them into your database. The sales process isn’t about convincing people to do something that isn’t in their best interest, it is the process of taking the responsibility upon yourself to get someone the results they want and wouldn’t get without you. Remember this is a relationship-based industry, and the consumer is looking for authentic and real right now, so be authentically you.

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