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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, Kirby Skurat, 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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Oct 20, 2016

DISC profiles consist of four key traits - dominance, influencing, steadiness and compliance. When it comes to selling, these traits have to be learned in order to communicate with people in ways they will best respond to. How do you learn to make the best of your own profile and how do you modulate your own style to better sell to someone with a different profile? On this episode we discuss this with speaker and coach Minesh Baxi.

Takeaways + Tactics

Massive action comes from the right goals, and massive action requires you to step outside your comfort zone.

People move in steps from Starving to Survival to Success to Significance

Two types of people react to big goals in two different ways - Some are energized by big goals, some are paralyzed by them.

Peer pressure is a great motivator because you want to be accepted by that peer group.

At the start of the show we discussed the transition sales people have to make to start running a business. According to Minesh, “they have to consider systems, while generating leads and prospecting and making sure the business is profitable.” Next, we discussed the traits that Minesh has noticed in successful people in terms of their DISC profiles. Minesh says they are usually high D’s and high I’s, impatient, results driven, ambitious, direct and people oriented.

Additionally they like to talk and need a system and a team to get a job done because they can also be disorganized. Next, we discussed, how people can be more fulfilled and energized in their work. From his own perspective, Minesh said he finds fulfillment by, “making people feel special and coming from being a giver. If I can practice these principles all day I will be happier because i’m not looking for other people’s gratification, or other people’s opinions or fake standards I have set for myself.”  We also discussed different approaches to goal setting, what pushes people to succeed as well as the differences between introverts and extroverts.

To successfully sell to people using DISC profiles, the first step is being aware of your own traits and personality. With that information you can observe the person and determine how to modulate your traits to ease the communication. By taking that massive action and taking into account what a client responds to, you can create massive success.

Guest Bio

Minesh is an author, speaker and business coach and founder of Stop Hiring Losers. Minesh Baxi does work he truly loves- inspiring people to take a fresh look at their own dreams, and to question the assumption that they cannot make them real. He is committed to encouraging people to believe in themselves, and stands as an energetic, enthusiastic & inspirational coach for individuals, businesses and organizations.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.


Download Minesh’s book Stop Hiring Losers here 

Oct 19, 2016

Real estate is currently experiencing a shift - with the focus going towards consulting and not sales. From a coaching perspective, what are the key ways teams and leaders can start nurturing the mindset while still keeping team goals and the needs of the individual in the team in mind? We talk to coach and speaker, Kathleen Black and she shares her wisdom on adopting the consulting mindset and plugging it into the different elements of your business.  

The ability to sell comes more from an information age. The wisdom age is going to come from experience, trust and integrity. -Kathleen Black

Takeaways + Tactics

Clients are looking for people with relevant experience, but they’re also looking for wisdom.

It makes sense for teams that are highly efficient and very systematic to combine that with online lead generation.

You need a culture of excellence and mastery with the balance of having players who are superstars in their own right, who feel that their vision and success is nurtured.

At the start of the show, Kathleen gave us a background on the team models she aims to nurture in her coaching practice. She said, “it makes sense for teams that are highly efficient and very systematic to combine that with online lead generation.”

Next, we went into the difference between sales and marketing and the influences driving the move towards consulting. She attributed it to what she calls the wisdom age, which differs from the information age which supports the sales mindset. Wisdom has a lot more to do with building trust and having the ability to ask the client the right questions to lead them to their outcome.


We went on to discuss how the consulting mindset should play out within a team and how it has a lot to do with the alignment of the team and the individual. Towards the end of the show, we touched on mastering abundance, and how that helps you move away from the sales mindset.

A sales mindset can come from a place of ego and the desperation to make a profit, while a consultant intends to guide the client towards their goal. What leads the consulting mindset is abundance, wisdom, respect and trust that the client is intelligent and can make the best decisions for themselves. There needs to be a culture of team excellence and mastery with the balance of nurturing the vision and success of the individual. To adopt the consulting mindset, focus less on the commission and more on the client and have the intention to lead the client to the solution that’s right for them.

Guest Bio

Kathleen has taken her experience as a top-producing Realtor and built it into a dynamic, results-driven consulting company where she serves as CEO, Motivational Speaker, Trainer and Elite Coach. The systems she used in her daily real estate business to get her to the top are now the backbone of a real estate consulting company specializing in helping Realtors across Canada and the US build top teams and take their business to incredible levels of success. Go towww.kathleenspeaks.com for more information.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Oct 18, 2016

Success in real estate requires agents to show their relevant expertise and knowledge of the area and needs of the client. With so many people vying for the attention of your target market, how do you make yourself different and work towards dominating your area? This week, we discuss this with Adam Olsen, and learn about his approach to listing appointments, marketing listings online and working with builders.

Once you’ve put your marketing and numbers in place, all you have to do is pick up the phone and call the builder. - Adam Olsen

Takeaways + Tactics

Know your numbers and stats and SHOW them to homeowners and builders

Use targeted area-specific ads on Facebook to boost specific listings and success stories from clients

To dominate an area you must dominate social media and create the impression that you’re “everywhere”

At the start of the podcast, Adam gave us a background of his work, his team and active areas. His main market is Huntsville, one of the fastest growing cities in Texas. He attributes a huge amount of his success to the relationships he has nurtured with builders.

Next, we answered a question from the Lead Gen Scripts & Objections group about lowering commissions if the selling price is lowered, and then we discussed why it’s so important for agents to invest in professional photos and videos. Adam also went into detail about how he uses graphs, marketing information, social media engagement numbers and other insights to boost value in his listing appointments. Towards the end of the podcast, he shared his expertise on creating builder proposals and why you need backend research like history, target market, and what they build.

Don’t underestimate the importance of doing your homework before you show up to a listing appointment. Saying you’re good at what you do just isn’t good enough. If you want to a close the deal with a homeowner or builder, take the time to put your numbers, marketing insights and relevant graphs together to show the depth of your market knowledge. You’ll look much more relevant, informed and prepared for the job at hand.

Guest Bio

Adam Olsen is a real estate professional affiliated with RE/MAX The Woodlands & Spring. Adam’s extensive knowledge of living and working in rural areas as well as his passion for helping people have driven him to become a member of the #1 real estate company in the world as well as the #1 RE/MAX office in Texas. Go to adamorealtor.com for more info.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

 

Oct 17, 2016

Josh Anderson’s real estate team pulled off 239 deals, $81 million in volume and agent referrals made a 73% dent in their database. What are the tactics and resources that have made these results possible? On this episode we dive into agent referral systems, client events and team building and reveal how they are connected to this team’s success.

When agents refer you they want to know that their client will be taken care of. -Josh Anderson

Takeaways + Tactics

Once Josh’s team got specialized everyone became more efficient, more productive and made more money.  

If you’re always coming from contribution no one will just tell you no.

In the real estate industry we’re probably going to see more top producers joining teams.

At the start of the show, Josh Anderson told us about his business, and how he built his database. He believes in making calls, and learning not to fear getting no for an answer. Next, he shared some details on his team and how they generate natural referrals. His business became more specialized when he was able to hire talent to take on some of the work for him. People in the industry realize how difficult it is to find talented people with a work ethic, good attitude and common sense, and that’s why top producers are now more likely to join teams that possess that kind of talent. We went onto discuss the inbound and outbound process for ISAs, client events, how he kickstarted his agent referral network and how he keeps in touch with them and provides value.

The success of a database for agent referrals leans heavily on the value you provide. When you provide agents a glimpse of what you’ll do for their clients, they will be more inclined to make that referral. Come from a place of contribution, constantly make your systems better and cultivate long term relationships.

Guest Bio


Josh Anderson can best be described as a man of high energy with a passion for Nashville real estate. He is a business savvy professional with a strong desire to cater to his clients' particular needs. Client satisfaction is paramount! Josh's market expertise coupled with his superior negotiating skills set him apart from the rest. Go to joshandersonrealestate.com for more information.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Oct 16, 2016

Value add is important if you want to be different from other agents. When it comes to the process of your leads, what are the ways to show loyalty, maintain top of mind and effectively follow up? On this episode of Real Estate Uncensored, we discuss this with Beverly Ruffner and learn how she built her business on internet leads alone.

Everybody does business out of convenience not loyalty. You can set the value and be different. -Beverly Ruffner

Takeaways + Tactics

If you give too much information on the phone you’re giving them permission to go & talk to someone else.

Be calm, collected & client minded, not commission minded.

Find out where your leads are in process, plug them into the pipeline & follow up properly.  

At the beginning of the episode, Beverly told us about her work and how she grew her business from internet leads alone. This led into a discussion about market shifts and the opportunities in relocation markets. Beverly said, “knowing your market helps conversion.” Next, we discussed the lead process and details like the number of phone calls you need to build into the path to conversion. We talked about customer service and the importance of leading with value and being different.

An agent becomes front of mind when they work to benefit the life of the client. Ask yourself how to add value, that’s how you bring in the leads. We went onto to talk about lead follow-up and how you can benefit from tracking where the client is in the lead process, so you can follow-up properly. We also talked about optimizing your website, “ask the customer what websites they go to look for homes online, if they don’t say yours you’re in trouble.” Your website has to be branded well and it has to be sticky.

Towards the end of the show, Beverly gave us an example of a script for contacting an internet lead immediately. She reminded viewers and listeners not to give away all the value over the phone. “Put value on the meeting, if you give too much information on the phone you’re giving them permission to talk to someone else.” At the end of the show we also discussed how to handle lead follow-up 2 weeks, 3 weeks and a month in.

Good customer service is one level above crap and that can’t be hard to beat. Making yourself top of mind comes down to you being client minded and not commission minded. Learn to use your phone calls to show the value that you can add, but don’t give all of it away. Make sure the call leads to an actual meeting. Everybody does business out of convenience not loyalty. You can set the value and be different.

Guest Bio

Beverly Ruffler is the CEO/Founder of Balance Business Consulting and real estate team owner licensed in Virginia. Go to https://www.facebook.com/balancebc for more information.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Oct 15, 2016

How does an agent get their actions in place so then can produce six figures, and how do top producing agents shift from that to seven figures? On this episode, we talk with real estate coach, Travis Robertson about getting your actions in place to reach for that level of income. We discuss mindset shifts, being intentional and strategic hiring.

Takeaways + Tactics

If you’re an expansion leader, part of your responsibility is putting in the intellectual effort and risking your capital to figure out what works on your staff’s behalf.

You don’t get to the next set of problems without figuring out solutions for the problems you have right now.

Top producing agents are less inclined to be distracted by shiny objects because their businesses are too complex to shift on a dime.

At the start of the show, Travis told us about his initial analysis when he starts working with a client. He said the main thing he likes to work on is mindset and having the mental game in place to work towards a mid six-figure to seven-figure income. “Do you know your numbers so you show up everyday knowing what to do, when to do it and who you’re contacting so you can actually go about making six figures?”

Next Travis talked about the systems that he helps people put in place to increase their income. It’s important to be intentional about what your business should look like, “you have to become much more process driven and much more intentional.” Travis also shared on the necessity of lead tracking, and having systems designed to scale up. His team helps people track the metrics that will allow them to identify red flags. They also look into the income goal of the agent and walk that back to the activities they need to be doing to make that amount of money.

We went onto discuss the “shiny object syndrome” and how that can be distracting for agents. Travis said top producers aren’t easily distracted by this because they are clear on what their business requires. We also talked about how team leaders can be caught between putting some of their budget towards lead generation experiments and sticking to what works. “Focus on one thing for 6-12 months at a minimum before thinking that it doesn’t work.”  

Towards the end of the chat, Travis shared his insights on systems for attracting the right talent. “Don’t throw bodies at the problem, have a strategic hiring process and plan for the process from start to finish.” When it comes to hiring, remember that one person can easily destroy your reputation and all the work you’ve put into your business. “How many bad hires do you have to make before you improve your process?”

When it comes to becoming a top producing agent, the first six figures have a lot to do with your mentality. Ask yourself if you have the mental game in place to make the shift. Know your numbers, learn where your leads come from and be clear on how many deals you need to reach your goal income. You can only throw so much hustle at it, you’ll have to shift your hustle towards systems development and strategic hiring.

Guest Bio

Travis Robertson is one of the most respected real estate coaches, business strategists and personal development trainers in the world. He is the CEO and Founder of Robertson Coaching International – one of the fastest growing real estate coaching companies in North America. He has been featured on the largest stages in the industry and for the largest real estate brands in the world.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Oct 14, 2016

 

 

 

On this episode of Real Estate Uncensored we chat with Myrtle Beach top producer Jason Morris. Jason shares his expertise and gives us insight on scripts, schedule planning, routines and setting goals for 2017.

You have to track your numbers, that will give you the basis for where you are. -Jason Morris

Takeaways + Tactics

A 90-day plan is manageable but long enough to make change.

Once you use the same scripts for a long time, you’ll know all the questions and answers and you’ll know how to overcome the objections.

Every time you switch scripts you have to go through that learning curve all over again.

At the top of the show, Jason told us a bit about how he got started and what led him to create the Facebook group Real Estate Agents that REALLY Work. We discussed how he discovered that he was doing effective work and how agents can do true market analyses. He noted, “most agents don’t have a plan, a schedule and a sales system.”

Next, we went onto discuss his business goals for next year. Jason plans to ramp up production and he’s going to build a profitable team to help him achieve this. We asked him about the mental process he goes through to generate the leads that will double his output. He has benefitted from tracking numbers because they help him path the way forward.

He also told us about his schedule and the sales system he has in place. We went on to talk about call reluctance and Jason noted that a big problem is agents not sticking with a script long enough to get fully comfortable with its questions and objections, “it takes pig-headed discipline.” Next we went into goal setting and discussed rituals, tying goals to emotional motivations, commitment and effective decision making.

Agents struggle with call reluctance because they often don’t stick with a script long enough to become comfortable with every aspect of it. Prospecting gets easier when you grasp a script and all the objections that might be thrown at you. You’ll go even further by setting manageable goals, tracking your numbers, setting up a good schedule and constantly holding yourself accountable.

Guest Bio

Jason specializes in working with sellers looking to sell their homes for top dollar. With a marketing background, Jason is an expert in internet marketing and search engine optimization and owns some of the most visited Myrtle Beach real estate websites, which allows his seller clients to get maximum exposure on their properties. He also also the creator of the Facebook group Real Estate Agents that REALLY Work. Email Jason 

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Sep 27, 2016

In real estate, new agents struggle to come to grips with the demands of running your own business and being self-employed. It requires systems and investing in continuous learning. On today’s show we discuss the necessity of training, and the methods employed by our guest Terri Jeffries to extract greatness from her staff.

Takeaways + Tactics

Build trust, put your money where your mouth is and do what you said you’d do for them.

You can’t learn from just one trainer anymore because the paywall is down.

To be successful as your own boss, you will need systems and continuous education and training.

Buyer consultations aren’t about vomiting information. They are about listening and asking pertinent questions so you can figure out what they need. -Terri Jeffries

We started our conversation with Terry learning about her web based, paperless office and the team she manages. “It’s my job to appeal to a lot of people for a lot of different reasons.” We asked about the mistakes she made early in her career and what she’s learned from them. She says her endgame had to change from wanting to make money to wanting to get people to trust her, once that switch flipped her business began to turn around. Terri also shared the importance of setting client expectations and Greg provided a script for that purpose.

Another mistake Terri says she made was not understanding early in her career that she was the CEO of her own business. She makes it a point for her staff to understand the importance of systems, time blocking and continuous education. Her company gives agents training based on what’s important to them and what will make them grow. She believes agents should take at least an hour a day for education and investing in themselves.


Terri went onto tell us about getting started in her career and the training structures that her company has in place. Towards the end of the show Terri gave us a breakdown of the factors agents should pay attention to if they want to excel and become a top producer.

Flipping your switch from wanting to make money to seeking to provide value and use your services to serve your client’s need will change your business. It’s your job to provide people with what they need to turn their goals into reality. As a business owner, this motivation should be built into your systems and activities. Success doesn’t happen accidentally, training and investing in yourself will get you there.

Guest Bio

Terri is the broker responsible for the start-up and development of the United Real Estate - Chicago territory. Her responsibilities include daily operations, agent recruiting and retention, staff management, training and education, supervision, cost accounting and business development. To learn more about her and her team, go to www.unitedrealestate.com

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Sep 22, 2016

 

 

Can agents leverage being active in the community and build a business by being a resource for future clients and friends? We talk to Tulsa agent, Jennie Wolek about strategic business relationships and how she successfully nurtures quality leads for her B2B referral network.


There’s nothing like the energy that comes from connecting with people and then helping them connect with other people. Matt Johnson

Takeaways + Tactics

Start with supporting your own database and stay connected to them.

If people happen to know someone who needs a real estate service they will think of Jennie’s business because of the relationship she nurtures with them.

Trust comes from credibility.

At the start of the show, Jennie told us about her service, and a breakdown of the roles in her company. We also learned about how her family played a role in her working towards her B2B referral network. She built her team out of necessity and decided to lean on strategic business relationships. Next we discussed nurturing cold leads and Jennie’s methods for getting new business, which is mainly through the people she meets at events and classes. She also shared on the next steps for her team, which include expanding into neighboring cities.

We asked Jennie about how she got onto her chosen path and she explained the role a course played in her professional development. After realizing that her centralized hub wasn’t ready to expand, she learned more about Preferred Service Providers and basing her services on who she likes doing business with. She then started to support her own database and found it to be an excellent way to fulfill her purpose.

Jennie went onto to describe the “covenant” she makes with the businesses she builds relationships with. She promotes them and in return they provide a referral within the calendar year. We asked her about unexpected and unique businesses she has partnered with and how she uses social media to show how active her team is in the community. She also shared on how she stays connected with the database, and showing credibility with a blend of systematic and authentic content. Finally she touches on how her team gives back to the local community.

Jennie focuses on building quality relationships by connecting with real people. It’s less about having as many leads as possible and more about becoming front of mind for customers by providing value, being supportive and supporting her database of Preferred Service Providers.

Jennie has been a realtor since 2001, and she holds a CRS, GRI, Broker's license. She’s also a, BOLD Achiever, EXCEL Award, ALC, DISC Certified, QL-A World Changer Mindset Certified Instructor and Ignite Instructor. To get in touch with Jennie email jennie@thewolekgroup.com

or call 918-712-2252.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more. 

Sep 21, 2016

When people Google you, LinkedIn is one of the first things to come up. Are you leveraging it well and taking advantage of the opportunities it provides? We talk to LinkedIn expert Brian Traichel and learn about attracting and nurturing leads by optimizing your profile and using his communication tactics.

Don’t use LinkedIn as an excuse not to get out there, use it to narrow down and get more focused about who you’re going to reach out to. -Brian Traichel

Takeaways + Tactics

Don’t make your LinkedIn profile a resume. Make it a living, breathing representation of you.

Anything sporadic won’t work on social media.

Recommendations are great if you want to have real estate on someone else’s page.

 

On this episode, our guest Brian Traichel gives us insights for building authentic relationships on LinkedIn. When it comes to looking for referral partners on LinkedIn, Brian recommends this search formula: geographical area (comma space) industry (comma space) activity (comma space). He also added the importance of  putting your specialty in the summary of your profile.

When it comes to nurturing your leads, “Don’t use LinkedIn as an excuse not to get out there, use it to narrow down and get more focused about who you’re going to reach out to.” We went onto discuss reaching out to people based on common interests. It’s also important to read recommendations because they tell you about what that other person values in business. Next, Brian gave us his tips for anonymity while profile viewing and then he gave tips for recommendations, testimonials and endorsements.

Brian also gave these tips:

  • Give people 15 options to endorse you, that way you’ll rank higher in less time
  • Really take the time to do your profile properly
  • Remember all the education you’ve ever had counts
  • Add a lot of media - more is more on LinkedIn
  • Treat your posts like a blog, people want fresh content

 

LinkedIn is a worthy avenue for nurturing leads and growing your sphere of influence. Your profile should be a representation of you and not just a copy and paste of your resume. If you’re going to do it, be consistent. Take the time to build your profile properly and build authentic relationships from there. There’s money in your LinkedIn account, all you have to do is focus in on it and leverage yourself.

Brian is a sales consultant, executive coach, sales trainer and LinkedIn sales strategist based in San Diego.  He uses his skills to help sales professionals increase their business through proven sales strategies, social selling, and various other sales techniques. To connect with Brian visit https://www.linkedin.com/in/briantraichel


Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Sep 20, 2016

The sell, sell, sell mentality is something a lot of professionals rely on, but is there anything you miss out on when you take that approach? On this episode, we lay out the differences between the sales mindset and the consulting mindset, and how the two can intersect in providing value and showing the best of your abilities.

The sales mindset goes against educational marketing, building a database and earning trust over time. -Matt Johnson

Takeaways + Tactics

A consultant builds value and when that person’s needs align with your service, you become their natural choice.

Did you buy something because it was jammed down your throat, or because you saw real value in having it? That’s the difference between sales and consulting.

There’s going to come a time you’ll have to pitch what you have to sell.

 

At the start of Real Estate Uncensored we answered a question about a client wanting to work directly through a listing agent and how payments are handled. We also answered a question about compensating ISAs and finding a structure that motivates people to work hard to meet targets. This won’t always be in the form of money - “a big mistake people make is thinking that what motivates you, motivates other people.”

We went onto discuss the differences between the sales approach and the consulting approach. Being sales driven works but there has to be a limit. The sales mindset can stand in the way of providing value and building relationships that become more lucrative with time. “The side effect of the sales mentality is looking at everyone as either a potential client in the next 3 months or nothing.” The mission should be to lead with value and not with the hard sell.

We also talked about the attraction to the hustle mentality and the assumption that consulting is a form of weakness. This led to us talking about finding the hustle that works for you and we touched on drip campaigns and ultimately being a professional who is willing to earn the right to  close.

 

Consulting is not a sign of weakness, it is the dedication to educating your target market and selling yourself through value. You will still need to be a salesperson but your approach changes to pitching at the right point in that relationship. Don’t start out trying to close, earn the right over time.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Sep 14, 2016

Cold calling and open houses are important methods for developing leads and prospecting but how do agents overcome the challenges of call reluctance and the extended process of converting leads? We talk to refinancing and mortgage expert Robert Ring and pick his brain about his selling process and finding clarity in business.

Takeaways + Tactics

If you take on an open house that’s been sitting on the market and is overpriced, you’re making a mistake.

If you struggle with call reluctance ask yourself why you’re making money. Your why has to be so strong it brings you to tears.

Everyone is looking for a shiny tactic when the real issue is clarity. What do you want, why do you want it and how will you go after it?

 

At the start of the show, Robert Ring gave us a background of the work he’s doing in mortgages and refinancing in the East Bay area. We asked him the main challenges he faces and how he uses his selling process to meet them. He says it’s about “a hard opening, an open ended question and getting people talking about their frustrations and coming up with a solution.”

Next we talked about Greg’s process and the different methods he and his team utilize to prospect and nurture leads. We also asked Richard about his best sources of business and how he aligns with agents looking for a good lender. He looks for real estate partners who are realistic, understand the market and know how to sell.

We went onto to discuss the current state of lead generation for agents and how the cycle of conversion has gotten longer. This has left a space for old school conversion tactics, but you have to be willing to stay in touch and convert leads overtime. Richard also gave an overview of his conversational selling process which is uses at open houses.

Our conversation then turned to call reluctance and how agents can overcome that. We talked about the importance of zeroing in on your big why; the thing that inspires you to get out of bed everyday. Whatever it is, it should pull you to overcome fears of rejection and doubt. We closed the chat discussing the need for clarity if you want to succeed. You should know what you want, why you want it and how you’ll go after it. It’s also important to get tactical about your clarity by delegating the tasks you hate.

 

The motivating factor behind all you do should be something so important and special it can bring you to tears, and rule over any doubt and reluctance you have. Your big WHY gives you more clarity than any shiny tactic you may have in your back pocket. It will drive you to spend time on tasks that have value and it will get you on that prospecting phone call!

Guest Bio

Robert Ring, an astute mortgage professional who has been in the business since April of 2013. Along the way Robert has gained a reputation for hard work, and a fierce dedication to assisting his clients achieve their dreams. Research, a solid arsenal of tools, and a keen knowledge of the bond markets that play into interest rates allow Robert the ability to deliver an array of mortgage options assisting many of his clients achieve their dream of owning a home. Learn more about Robert on his website http://robertring.skylinehomeloans.com/.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Sep 12, 2016

 

Cold calling and prospecting rank highly on the list of activities that scare agents, is it something only limited to the more confident people in the industry? Fortunately, just about any agent can master it with the right tools and mindset. According to Greg it’s simple to do once you get over your mental blocks and employ the tactics that have made him a master at cold calling.

Put yourself in the right mental mindset with power poses, it will physiologically change you to where you’re able to exude positive energy.

-Greg McDaniel

Takeaways + Tactics

It’s painfully simple to do calls, it’s only hard in your head.

The key pieces of information you need for cold calling are location, selling price, how much over price it is and days on market.  

People get so afraid of the word no because they take it as a personal rejection.

 

We kicked off the episode with a question about using voicemails with the Mojo Dialer when you’re circle prospecting. The most important thing is to make sure your messages are short, entertaining and educational. Next, we answered a question about the right response to a seller who says, “I’m not giving it away,” as well as a question about friending your prospects on social media platforms.

We launched into a discussion about a recent post on Inman News, titled How to Design a Better Plan for Prospecting. We went onto to go into greater detail about call reluctance and how it gets in the way of prospecting success. What stops a lot of people is thinking there’s a lot they need when they only really need 3 or 4 pieces of information - location, selling price and days on market.

We provided a few tactics that can help people overcome their fear, including power poses, using funny scripts and jokes to break the ice. The goal with all of these methods is exuding positive energy to people. We also covered the danger of fearing the word “no” and mapping when you’re using the Mojo Dialer. Towards the close of the show we answered questions about a script for a seller with an agent loyalty issue, and we went onto discuss testimonials and gifts for clients.

 

The main reason people avoid cold calling is the fear of rejection. One of the most powerful things you can do is shift your mindset to where you don’t take the word “no” as a personal rejection. Once you’ve dealt with your fear and worked on exuding positive energy, the rest of the process becomes simple.

Guest Bio

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Read the Inman article here http://www.inman.com/2016/09/07/how-to-design-a-better-plan-for-prospecting/

Sep 11, 2016

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Most agents are on LinkedIn but don’t know how to use it to the benefit of their business. What are the biggest mistakes people make on LinkedIn, what’s the most successful type of content to post and what groups should you be a part of? LinkedIn expert Italina Kirknis shares her expertise and teaches valuable lessons on leveraging the platform.

Takeaways + Tactics

Post social content to LinkedIn only when it can be tied back into your work. Tweak it to make it more applicable to the platform.

As a business owner you want to have a broad network but you should do some screening.

Make sure you’re putting what distinguishes you in your profile.

Don’t get political, don’t get religious, and don’t rant, share positive things.

-Italina Kirknis

At the top of the show Italina told us about how she started her business during a career transition. She found that a lot of people have LinkedIn profiles but don’t actually use them. What people should be aiming to do is have real conversations. “People want to know their realtor because they are doing an important job for them, so make sure they see something great when they go to your profile,” said Italina.

When it comes to LinkedIn, what most people neglect is their profile. A common mistake is making the profile read like a resume, when you should actually aim to use it to build meat around your resume. People want to know what you’re interested in, and what communities you’re a part of. It’s also important to voice yourself through published posts and the content you share. Give people a look into your work and how you spend your days.

We went onto ask Italina if it’s a good idea to cross-pollinate the content you post on Facebook and other social sites on LinkedIn. Her rule is “make sure it always ties back to your work.” This might require some content tweaking. Next she shared her insights on audience and whether one should aim to be connected to a large sphere of people. She says being social is part of an agents job so it’s important to connect to a lot of people, but at the same time you can screen people who don’t have profile pictures or people who are not in a country you would ever do business. The best way to screen without judging from afar is to send a message to the person who invited you before you accept.  

Italina went onto to talk about:

  • How she branded herself and optimized her profile for her business
  • Using the right words to attract people to your profile
  • Making yourself easily memorable
  • Make sure your profile is selling you
  • Make sure you’re putting what distinguishes you in your profile
  • Joining the right groups

If you want to grow your sphere and increase your referrals, optimizing your LinkedIn profile to make sure it sells you will make a huge impact. Plug into people’s needs, make sure your content always ties back into your work and connect to as many people as possible. Remember that valuable connections matter.

Guest Bio

Italina is an Online Presence Expert, she works with Coaches and Speakers who need to upgrade their online presence through Email Newsletters, Social Media, Video, and Website. Get in touch with her here: Linkedinin/italinaKirknis.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

 

Sep 10, 2016

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Real Estate coach and speaker Travis Robertson says the secret to making $100,000 is your psychology and not your methodology, what do agents need to shift to make this level of success possible? What lessons can agents learn from top producers? On this episode, we discuss the Income Acceleration Formula and tactics that can get you to that top producer level.

Top producing agents create a conversation around working together, they create alignment. -Travis Robertson

Takeaways + Tactics

The person who sets the price controls the range of the negotiation.

A top producing agent don’t take no personally, they take yes personally.

Making a $100 000 is more about psychology than it is about methodology.


At the start of the show, we answered a question about the best script for a price reduction. Both Travis and Greg agreed that the key is to have that conversation at the beginning of the relationship so that the expectations are managed right from the start. We asked Travis what top producing agents do in their listing presentations to get an advantage and a competitive edge. “They create that conversation around working together. We’re not working on different sides of the table, a great agent creates alignment.” In most listing presentations, there’s already an adversarial air. To shift this, use the presentation to build credibility, align your interests and show that you’re on the same side, and working to help them reach their goals.

Next we discussed negotiation, how to deal with putting your charge on the table and breaking and resetting the price anchor. Travis says “the person who sets the price controls the range of the negotiation. He went onto answer a question about agents’ obsession with making $100,000. He states that most people don’t know what it takes to make that amount of money. It’s a result of psychology and not methodology. It’s also about being comfortable with working hard and not taking the word no personally.

Towards the end of the podcast, Travis shared what he thinks is the right way to build a business. He said that systems and lead generation are important but if you have to do one, it should be lead generation. Finally, we dive into Travis’ Income Acceleration Formula which is convince, capture information and cultivate relationships.

 

Top producers have an understanding of aligning interests and expectations. They also know that success is about committing to hard work and the right psychology. The Income Acceleration formula gives you a taste of what it takes to reach that $100,000+ level. It’s about convincing more people to engage with you, capturing information and cultivating relationships.


Guest Bio

Travis Robertson is one of the most respected real estate coaches, business strategists and personal development trainers in the world. He is the CEO and Founder of Robertson Coaching International – one of the fastest growing real estate coaching companies in North America. He has been featured on the largest stages in the industry and for the largest real estate brands in the world.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Visit topproducerdeal.com and search Real Estate Uncensored.

Sep 9, 2016

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Technology has not only simplified real estate systems, it has also opened up new opportunities and ways to connect with buyers and sellers. Where should agents be trying to get leads by leveraging technology? According to our guest, Bob Stewart, text message marketing is the answer. Learn his tactics and secrets!

Takeaways + Tactics

After referrals, the best type of lead is a sign call because it’s a deliberate action and a specific need.

The formula of the business is saying the right thing, learning to say it to the right person and saying it to enough of those people.

Blogging isn’t easy because it requires consistency but you won’t get anything out of it if you don’t do that.

People are looking for a reason to disqualify your property. Through marketing, you should aim to create opportunities to get them to reach out before they do that.  

-Bob Stewart

At the beginning of the show we met Bob Stewart who works for ActiveRain, a real estate community that allows agents to share expertise through a blog and a Q&A forum. ActiveRain also carries out peer-to-peer learning which includes training agents on blog writing. Bob shared his blogging tip, which is avoiding giving away so much information that the client is left with no reason to reach out for more. He says, “people are looking for a reason to disqualify your property.” By listing every piece of information about a property, you’re giving them more reasons to disqualify it before making an enquiry.

Next we discussed text message marketing and the opportunities it presents for the real estate industry. Why is this form of marketing so effective? According to Bob, “one of the most important pieces of information you can get is a person’s phone number.” Agents need to figure out what their thing of value is and leverage it through text messaging.

We went onto share expertise about sign calls and then we discussed the benefit of “going for no” in your prospecting. That led into a conversation about teams and why they are so important for agents. Teams are not only committed to each other, but they also breed a culture of healthy competition that makes individuals perform better.

We wound down the chat discussing Bob’s formula for real estate success: saying the right thing+saying it to the right people+saying it enough times to the right people. When you have a formula you have clear ways to go back and tweak what isn’t working.

Agents should be clear on the effort they need to make in the present moment to get results in the future. The answer lies in the formula of saying the right things to the right people and knowing who you should say it to, to maximize the result. At the end of the day, you’ll succeed by returning to the formula and making tweaks to fine tune your own way to success. It all comes down to your mindset.

Guest Bio

Bob has been involved in the real estate industry since 2002. He co-founded and was responsible for managing operations for a 150 agent real estate company, and also co-created one of the very first online referral networks. Since 2006, and the beginning of ActiveRain, Bob has been educating, motivating and training real estate agents and brokers around the country. Through live appearances and webinars, Bob has taught thousands of agents the intricacies of online marketing and how to engage online leads and turn them into clients and closed transactions. To find out more go to activerain.com.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 31, 2016

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In the quest for profit and success, the customer’s needs and success can easily get lost when entrepreneurs forget to be motivated by it. How can an entrepreneur ensure they are building strong customer relationships, building long-term value and zoning in on their own value proposition? Entrepreneur and co-founder of Hurdlr Raj Bhaskar shares his tactics, lessons and  thoughts on what entrepreneurs should be prioritizing.

When you listen and ask the right questions, that’s how you refine your value proposition. Your value proposition should stand on its own.  -Raj Bhaskar

Takeaways + Tactics

Consumers expect a certain level of service with anything they buy, as a business owner how can you think of providing anything less than that?

Don’t underestimate the cost of customer acquisition.

The typical definition of profit is earnings (minus) expenses but it’s actually earnings (minus) expenses (minus) taxes.

We kicked off the show with a quick overview of Raj’s career. He first launched VisualHOMES and sold it to Yardi, and he noted that his company managed to retain all its staff since the acquisition because of the long-term value they built there. He believes that refining the value proposition is the secret to customer success and increasing profit. Raj gave an example of cold calling and the benefit of the two-way conversation. “You should be listening most of the time and asking the right questions, that’s how you refine your value proposition.”

Raj went onto share a goal he had early in his career. He aimed to work with the top 500 agencies in the industry. We discussed the importance of knowing the industry as the route to providing real value to customers and clients. Raj also stated what he believes a true brand is, “it’s all the actions you take in a period of time. How people perceive your company is what your brand becomes.” Ultimately there is a difference between marketing hype and customer success and the latter should be more important.

Value also has a lot to do with your own core values. “I only have one set of values, those are the personal values I apply to business.” A lot of entrepreneurs mistakenly try to keep up with a certain lifestyle at the expense of their own core values.

In business, long term value is an asset and that comes down to long term value and not seeing your business as a means to an end. This means putting customer success at the forefront,  aiming to have a personal connection with them and valuing working in the business as much as working on the business. “A consumer expects a certain level of service with anything they buy, as a business owner, how can you think of providing anything less than that?”

We went onto discuss:

  • Hurdlr, the app that Raj cofounded to help entrepreneurs manage costs and taxes on the go
  • Strategic expenses in your business and expenses that are tax deductible
  • Business expenses where you get multiple dollars back when you spend one dollar (lead generation, for example)
  • Not underestimating the cost of customer acquisition

A lot of entrepreneurs miss opportunities by seeing their ventures as a means to an end instead of working on developing long-term value. To succeed, the path to value proposition should go by customer success. At the end of the day the value will stand on its own.  

 

Download the Hurdlr app for real estate agents

hurdlr.com (Our app for real estate agents)

16 tax deductions real estate agents can use in 2016

hurdlr.com

Raj Bhaskar is the Cofounder and CEO of Hurdlr, a mobile business management app for busy entrepreneurs. Previously, he was the Owner/CEO of VisualHOMES, a leading provider of property management software designed specifically for subsidized housing programs. To learn more about Hurdlr or download the app

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 29, 2016

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The real estate industry tracks ROI quite closely to ensuring that you’re getting out what you put in, but is there another important metric you should be keeping your eye on? In this episode we discuss why agents should be tracking Return on Time and Return on Technology and how you can get the most out of both through automation.

I can never make a return on my investment that would be equivalent or more than the return on my time. Through automation we get return on time. -Greg Harrelson

Takeaways + Tactics

Automation and technology won’t be effective if they are pushing out the wrong message or the right message at the wrong time.

Our industry went from tracking nothing to tracking ROI but the problem is real estate agents are not tracking ROT (Return on Technology).

The ultimate goal is to communicate through automation but it’s not a one size fits all strategy and it shouldn’t take the place of human conversation.

The Matts and the Gregs kicked off their conversation about automation and how Matt C. started working with Greg H. on the project. Greg H. stressed the importance of technology and automation in the current market. “Automation is critical because technology is playing a big role. Just to keep up with where the industry is going, agents need automation.”

Next Matt.C detailed the Virtual Assistants and IRAs he uses in his business. His virtual team includes a social media community manager as well as a graphic designer. He went onto to explain more about the Infusionsoft package he uses and the ins and outs of modifying his system to suit what he wants to get out of his business. Greg H. shared what makes the software even better than any CRM on the market. “It’s an intelligent CRM that allows you to feed additional things based on the click patterns of the customer.”

He also described how he’s able to create different content types for a different set of conversations. His goal is to have a system that enables the customer to pull information out of it, instead of pushing content to the customer.

Matt C. talked about how we wanted to have an automation for every stage of the sequence and then the conversation turned to the management of Buyer Lead Campaigns and Seller Lead Campaigns for clients looking to sell and buy. Greg H. shared how he is able to run these campaigns concurrently.  He also provided an insight into the ultimate benefit of automation and how it’s able to give you more time to reinvest into creating new products or improving your process.

Greg H. and Matt C. went onto answer questions about;

  • Price modification
  • Developing a database of real relationships within the automation and nurturing them
  • Centers of Influence campaigns and how they can be modified
  • Greg H’s future plans including a product they are building with Big Data
  • Text messages and integration

The business of real estate has seen boosts and benefits thanks to technology. Automation has proven to be an effective method to free up time you can invest into other parts of your business. The two things to remember is that automation is not a one size fits all and that automation and technology won’t yield results if you’re pushing out the wrong message or even the right message at the wrong time.

Guest Bios

Greg Harrelson has been selling real estate for over 20 years, his team is consistently the top performing in the Myrtle Beach area. To get in touch with Greg and learn more about his business go to http://www.c21theharrelsongroup.com/.

Matt Cavanaugh is a professionally trained salesman and negotiator armed with a bachelor’s degree in Mathematics. After having great success in industrial sales, Matt decided to begin his journey in real estate. To get in touch with Matt visit http://www.mattcavanaughrealestate.com/.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 25, 2016

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To succeed in real estate, it is necessary to build relationships and learn to nurture your own sphere. What are the tactics that agents can learn from a top producer? We discuss this subject with Omaha Realtor Sue Henson who provides insights into client communication, handling missteps and leading with honesty.

Even though things may be difficult to take in, when it’s all said and done the most important thing is that you were honest and owned it. Sue Henson

Takeaways + Tactics

Establish a sphere and a system so that year after year, your business continues to grow, and you won’t end up waiting for the next thing to come in.

Don’t hide behind Facebook and blogs, get out and meet people and and then blend the online work with the relationship building to get success.

The secret to giving really good gifts to clients is to give something that is personal to that individual.

Our guest is recent winner of the Omaha’s Choice Award in Real Estate, Sue Henson who introduced herself and shared her business structure which is 99,9% referrals based. After working on building relationships, she began to get repeat clients after 3 years, including a client she worked with 5 times. Sue’s secret for building these relationships is respect. “If you treat people with the utmost respect and you’re honest, people will respect you for that.”

We went on to discuss, client communication and creating a system that ensures that clients don’t slip through the cracks. We also touched on coming clean with clients when something goes wrong. Sue said, “never do it over the phone or via email and avoid pointing fingers or bailing.” The most successful people are able to take responsibility without letting it destroy their self esteem.

Next we took a question about the forms of lead generation Sue was most focused on. She shared on taking phone duty shifts no one wanted, and sending out newsletters with market snapshots and topics that were pertinent to her market. She also mentioned focusing on her sphere and building relationships by taking one person in her sphere out to lunch each week. We went on to exchange other relationship building tactics and being able to be an emotionally available agent for older sellers leaving their beloved homes behind. Sue has found that being a good listener is the most important skill for dealing with these people.

Towards the end of our chat Sue shared;

  • Her experiences working with military clients
  • Managing client expectations for when things don’t go according to plan
  • Her handwritten note system
  • Her average workday
  • What she would change if she had to start her real estate career all over again  

Your business is only as strong as the relationships you build with your clients. When you are honest, valuable, supportive and show that you have their backs at all times you’ll grow your referrals, get repeat business and become a trusted consultant.

Guest Bio

Sue is a licensed REALTOR® in the states of Nebraska and Iowa. She’s a founding member of Omaha’s Leading Edge-Realty Group. This group is comprised of 9 of the Metro’s top producing Agents. To learn more about Sue go to http://suehensonrealty.com/.

 Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 24, 2016

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A business that goes the distance has to be scalable, but scalability requires an effective system. How do you transform your business so that it runs more efficiently and gives you the possibility of an exit strategy? Virginia based agent, Kim Barber details the path she took, and the resources she relied on to making her business scalable and sellable.

A real business has numbers, goals, a plan, leverage and systems. -Kim Barber

Takeaways + Tactics

If you take time away from the business to plan the system you won’t have to go back and continuously redo it.

The value of a lead isn’t just where it came from, it’s what it took to close it.

As much as you put in the system, you still need the human conversation. People still want human communication.

At the top of the show, Kim Barber introduced herself and gave a background of her career and how she built the business to where it is today. Based in the Northern Virginia area, Kim has grown her team over the past 10 years. Kim shared some insights of the areas her business operates in. With a lot of military clients, a busy tech industry and an expanding subway system, the area is highly attractive and highly competitive.

Next, we answered a question about handling a seller who wants to lower their selling price if the agent can lower their commission. Kim went on to share the ins and outs of dealing with military clients who are stationed in the area on a short term basis. After answering a question about the possibility of land developments, Kim delved into her career and the moment that inspired her to make a change towards a more scalable system.

With leads coming from different areas, she found that couldn’t keep up with them. She wanted an exit strategy but realized that the way she was working wouldn’t allow that to happen. She also evaluated the systems she was using and concluded that she needed an integrated hub.

“If i really want to create something that’s an exit strategy, I need to have something like a hub, capturing the expertise, pushing it back out and I need to be able to monitor and measure.” She goes onto talk about having to take a step back from the business to create a sustainable system, and we discussed the benefits of setting that time aside.

Towards the end of the show, we touched on;

  • The importance of human communication within all the systems
  • Teaching the system to new agents
  • Webinars
  • Leading indicators and the scorecard

Taking a step back from your business to create a scalable system is an investment that will help you create a streamlined process.  Success requires skills, planning, knowledge and accountability but without a system, these attributes are dead in the water. Your system needs to be able to capture the expertise, push it back out and you need to be able to monitor it.

Guest Bio

Kim is a Hall of Fame Agent, Top 1% Nationally, Licensed in VA and MD. Real estate Licensed since 2004, Kim has been a top ranking Agent since 2005, moving from an individual agent to a team in 2010. As one of Northern Virginia’s Top Producing team leaders with a sales volume over $145,000,000, Kim prides herself on her personal service and attention to her clients’ goals. To learn more about Kim’s business, go to http://www.kimbarbergroup.com/

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

 

Aug 23, 2016

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Becoming a master of scripts doesn’t come easy – it takes practice and excellent communication skills. What can we learn from top producers and common script mistakes? In this episode we discuss overcoming script mistakes and learning to be authentic and focused on value.

Takeaways + Tactics

Never stop prospecting on a continuous basis.

Be human about your scripts and pay attention to the customer’s mood. If they’re having a bad day, pushing to complete the script won’t work in your favor.

People who are really good with scripting are authentic, and if they screw something up they understand what’s important is their expertise and the value they provide.

When you get a lead, slow your speech, slow your tempo and remain calm. Don’t get too excited because it will make you look less professional. Greg McDaniel   

 

On this episode of Real Estate Uncensored we dove into scripts, objections and marketing questions from listeners. The first question was about common scripting mistakes and how to avoid them. We shared what we learned from our own mistakes; including not overusing names, not being fearful, being authentic to who you are, and avoiding sounding too scripted.

We also discussed what makes top producers do so well at scripting. “The people that are really good with scripting don’t get flustered, they are authentic,” Greg explained, “and if they screw something up it doesn’t really bother them because they understand that’s not what’s important.”

Matt added, “what’s important is having the goods, knowing how to get a home sold, knowing the process and being able to talk about the market. There’s nothing that would be thrown at them that they wouldn’t be prepared for. They’ve done it enough so they are confident that whatever that person throws at them, they are going to be able to handle.”

Next, we handled the topic of leads and what to do when one comes in. Remember to handle the interaction calmly even if you’re really excited. Keep a slow tempo and slow down your speech, and keep the disposition throughout the call.

The next questions include

  •   The best to knock on a door again after leaving marketing materials at the same address before. Remember 80% of all sales are done between the 5th and 12th contact, so you’re going to have to go back a few times.
  •   How to build a culture of production for a group of agents who want to work together
  •   The correct number of times to call a single lead per day
  •   How to respond to an objection about the effectiveness of an MLS
  •   How to respond to an objection about waiting to buy or sell until spring.

When it comes to scripts, an agent has to have confidence in the most important aspect of the job – the process, the expertise and the ability to get a home sold. Once you’ve locked that part down you won’t be flustered or bothered when you make a mistake or cannot stick to the script. That way, you’ll be prepared for whatever’s thrown at you.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 22, 2016

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For the service professional, podcasting provides opportunities to grow your referral network and reach customers and clients through a medium that provides value. How do you get started in the podcasting game and what will be required of you? On this episode of Real Estate Uncensored, we discuss this will New York City real estate expert and successful podcaster Hal Coopersmith. He shared podcasting tactics, secrets and ideas for aspiring podcasters.

There are so many different avenues to pursue in podcasting. Don’t try to be anyone else, if you’re authentic to what your message is you’ll attract listeners. Hal Coopersmith

Takeaways + Tactics

If you’re starting a podcast, you’re going to have some expenses to start off, but one thing you don’t need to pay money for is learning how to podcast.

Podcasting is a great way to grow your referral market. People are more likely to want to build a relationship with you if you leverage a podcast.

You’ll never get good at podcasting by sitting back and thinking about getting at good at podcasting, you just have to get in the trenches and do it.

We kicked off the show with Hal detailing NYC real estate and how different the process is from the rest of the country. He gave the example of condos and cooperatives, which offer two different set ups for buyers. A condo gives the owner a deed, while in the case of a co-op the buyer is investing in the cooperation that owns the building. From an agent’s point of view, Hal stressed the importance of due diligence and understanding the nuances of each property type. “I can’t emphasize a real estate agent’s knowledge about the type of building and the market itself enough.”

Other information that’s important for agents and buyers to know is tax abatements, and the land ownership of the property. Because of these technicalities lawyers are deeply involved in the contract-to-close process. “Due diligence is certainly a large part of our function as attorneys in NYC.”

In the second part of the episode, Hal shared his take on podcasting and how he got into it. The seeds were planted back in his college day working at the campus radio station, and he’s always taken a keen interest in listening to podcasts and this became the passion that made his own podcast happen.

Hal gave his advice to podcasting beginners. He stressed learning as much as possible about it, and saving money by making use of free resources. Authenticity is also important and it should always be your main goal. Your podcast will attract listeners because it’s driven by your personality and not by doing what everyone else is doing. Remember to have a passion for the subject matter of your podcast. We wound down the chat sharing ideas on guest booking, tech and the power of podcasting in building a referral network.

Success in podcasting is rooted in authenticity, consistency and your ability to carve out a niche that gives listeners something valuable each time they listen. You won’t become a successful podcaster by waiting for the right moment to come. Remember to start where you can, get in the trenches and learn as you grow and gain confidence.

Guest Bio

Hal Coopersmith, is a third generation attorney who focuses his legal practice in commercial real estate transactions, residential purchases and sales, counseling start-up businesses, and wills and trusts. Hal hosts the New York Launch Pod, a podcast featuring conversations with a diverse group of New York entrepreneurs, who share their experiences and insights building new businesses. To get in touch with Hal visit coopersmithandcoopersmith.com or call 212-625-8505.  To listen to his podcast go to nylaunchpod.com

 Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 17, 2016

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With so many publishing and creative tools at your fingertips, which apps and tools should agents zero in on to propel their business and really bring value to their clients? Matt and Greg continue their discussion of tools that will aid you in your online promotion.

Mirror and match the people you’re going to door knock to. Greg McDaniel

Takeaways + Tactics

There’s a big difference between getting a client by losing money and getting a client by using your skills.

Aim to be a client minded and not commission minded.


Success is connected to the hard mental thought of how to be of value to your clients.

The podcast started with a discussion about developing good habits and the ability to separate beautiful states from suffering states. Secondly, a question came in about the use of the Mojo Dialer. Matt and Greg also answered a question about the meaning of the term “buying the business” which means buying a listing. Matt stressed the difference between getting a client through the use of skills and getting a client by taking a cut in commission or income. When an agent is commission minded and not client minded, they lack the abundance mindset that lets them know there are enough opportunities to go around.

The next question is about a script for dormant internet leads and then the co-hosts answer a question about a system for pre-recorded voicemails, which they discouraged listeners from because it can possibly lead to legal troubles and fines. Matt and Greg also answered a question about staying in contact with a client thinking of selling without becoming a nuisance. The co-hosts agreed that the goal should be to provide value by offering helpful information like best practices, prepping for selling and market conditions.

In the second half of the show Matt and Greg continued the conversation from the previous episode about ways for agents to promote themselves online. This time they discussed, the use of infographics, Slideshare, Canva, GIFs and Medium contributions.


For an agent to create a life of freedom, it’s important to bring real value to clients and one way you can extend your reach and gain more leads is through the use of online promotion and social media. Use of apps like Slideshare, Canva and GIFs will bring a creative edge to your content and get it in front of the right eyes.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

 

Aug 16, 2016

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When it comes to online promotion what are the most important things that agents should be doing to get ahead? Matt and Greg go through a list and comment on the tactics that stand out to them and provide key insights that will further enhance their promotion.

Takeaways + Tactics

Anytime you get a chance to speak, take it. At the very least, just the act of putting it out on social media gives you instant credibility, authority, legitimacy and expert status.

You can never go wrong by being more of a considered expert or more of an authority in your niche

The best marketing has value in and of itself without the need to buy anything or take the next steps

When you put out press releases, ideally you would have already spent some time in the lead up to putting out the press release building a relationship with someone at the local media. Matt Johnson

Matt and Greg opened the show with three listener questions, one about finding cheap dialers, one about FSBOs and another about agent scripts for new listings. The conversation then turned to different journaling approaches, celebrating losses and not being afraid of the word no.

The main topic of this podcast was ways real estate agents can promote themselves online, starting with blogging in different forms including video, writing and podcasts. Agents can blog about market updates, real estate news and trending topics. Matt added that agents can get their thoughts on paper which can be shared on LinkedIn, Medium, Facebook and a personal website. This same content can also be used to inspire Facebook Live videos and recordings.

The second tactic they detailed was creating niche landing pages and Matt gave the example of setting up a neighborhood website which can be used to post community events and other news. The traffic generated from this site can ultimately benefit your self promotion and your business. The time you spend marketing will divert away from prospecting but it will be worth it.

Matt and Greg then discussed press releases and whether they would be beneficial to a marketing strategy. Matt said, “when you put out press releases, ideally you would have already spent some time in the lead up to putting out the press release building a relationship with someone at the local media.” He reminded us that media people love content  and if you put out content, they will love you and you can become resource. In the last minutes of the episode the co-hosts discuss;

  • Authenticity and why you should avoid sales speak,
  • Reaching out to other bloggers for content,
  • Speaking at conferences and how that helps you build your online authority  
  • Marketing by providing value
  • Using Craigslist for listings  

Online promotion tactics like social media, blogging, press releases and landing pages can all be incredibly effective when they are used by an agent who aims to provide value and remain authentic. With these measures, credibility, authority, legitimacy and expert status can be yours for the taking.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Aug 12, 2016

Watch the On-Demand

In real estate, farming has always been a tried and true method for getting listings and growing a lucrative client base, but has this been changed by technology? In this episode, Matt and Greg talk to investment real estate expert Jason Hartman and discuss how to maximize farming by using online tools and becoming a community resource.

Takeaways + Tactics

As a farmer, decide - pick a farm area and stick with it. Ideally make it a newer track. If the neighbors don’t know each other and you can be the one to connect them

When you dominate your farm you don’t have to be good at your listing presentation.

The best neighborhoods to farm are the ones with turnover

Try to become that local celebrity. It’s a small little pond but it can be very lucrative. - Jason Hartman

The podcast kicked off with a listener question about scripts for a seller landing page lead, which Greg provided. Matt, Greg and Jason also discussed dealing with a buy who thinks they are going to sell again soon. Greg reminded listeners to tell the buyer that there’s no downside to buying a property, whether they move or not.

Matt and Greg picked Jason’s brain about how agents can establish their very first farms, and they discussed how traditional farming methods like door-to-doors and mailings are back in style. Jason added the importance of taking advantage of online tools and setting up neighborhood websites which can help an agent become a resource within a community.

Jason went on to provide helpful tips for farmers, including picking the right farm area, connecting people in the neighborhood and playing the long game by “digging your well before you’re thirsty.” Greg, Matt and Jason also discussed how agents can deal with HOAs and how to be the person that’s always around in the community. The listeners also got a background of Jason’s own career and his very first farms and listings. Greg also gave actionable tips and ideas for combining traditional farming with the online tools that have empowered today’s agents.

Technology has empowered real estate agents and this is especially true when it comes to farming. Whether you’re starting out or a real estate master there is a piece of technology that can make your farming more efficient and lucrative. Additionally remember that it’s also lucrative to become the local real estate celebrity, farm in areas with high turnover and make yourself look like the expert you are.

Guest Bio

Jason Hartman has been involved in several thousand real estate transactions and has owned income properties in 11 states and 17 cities. His company, Platinum Properties Investor Network, Inc. helps people achieve The American Dream of financial freedom by purchasing income property in prudent markets nationwide. Jason also runs a podcast called Creating Wealth. To learn more about Jason’s work go to jasonhartman.com

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

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