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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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Nov 25, 2016

On this episode of Real Estate Uncensored, we answered questions from viewers and tackled subjects like presenting your marketing activities to clients, changing scripts when you farm the same area, how to give a client what they value and paying for premium leads.

Value that’s not perceived isn’t received and it’s important to understand what someone perceives as valuable. -Matt Johnson

Takeaways + Tactics

If you’re spending up to $200 per lead, your follow up has to be fast because you might lose that person.

Set yourself apart from every other agent out there by listing the things that you can do above and beyond the standard activities.

People value different things, and as the agent it is your role to pre-qualify these things so you can meet the requirements.

 

On this episode we discussed:

  • The impact of hand-written letters and other personal touches
  • Setting yourself apart from other agents when you present your services
  • Handlers for a client who wants to wait to sell until after the holidays
  • Advantages and disadvantages of premium leads on platforms like Zillow 

Key Quotes 

Sometimes value is the feeling of you caring about the customer’s home. -Matt Johnson

Do the pre-work for the client. Know what the current market conditions are, and know the most likely buyer for their home. -Greg McDaniel

 
Most sellers don’t care how fancy your marketing is. They want to sell their house for the most amount of money, in the shortest period of time, at the least possible inconvenience. If you can provide this you will be a rockstar. That being said, remember that value is not the same for everyone. You’ll do your job well if you can learn what someone values and drive your skills towards helping them achieve that.
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